April 10, 2025 • 12 mins
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EPISODE DESCRIPTION
In this episode, Tom & Brandon share one of their trainings with Tango, where Tom breaks down the first webinar he and Brandon hosted together, what worked, what didn't, and how you can use this outline to host your own webinars.
***
TANGO ONTARIO
📧 Email Us → ontario@tangofinancial.ca
***
CONNECT
📸 Connect on Instagram (Brandon)
***
SAY THANKS
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
All right.
So today I'm going to go throughthe behind the scenes of our first
webinar that we hosted together.
So Brandon and I. I'm going to
(00:23):
show you exactly what's worked,what hasn't worked for us, what
we're going to improve on in thenext one.
And a lot of this stuff is goingto be relevant to you.
Doesn't matter what type ofwebinar you want to run.
You can use this strategy and thislayout and outline for you to go
forward and host a webinar.
Excuse me.
(00:43):
Apologize for my voice today.
Still a little sick.
So the topics, you can pickwhatever topic you want, but I
would highly recommend focusing inon these six that I have outlined
here.
Us, personally, we use cash
damming as our topic, but from amortgage strategy perspective, I
think next in line in terms ofeffectiveness would be the debt
(01:05):
swap strategy.
I think this would be key for...
any financial advisor showing themthis strategy.
Realtors, maybe not so much.
I think a lot of them are starving
for content, so they might be downto go forward with this and send
this out to their database.
But I think the debt swap really
pairs nicely with financialadvisors.
The Man1 product, same thing.
(01:26):
Financial advisors, you can try to
pitch this to realtors as well.
That's the power of the paycheck
strategy.
Renewals 101 would be would be any
consumer for that matter.
I think realtors would be down for
this as well.
I wouldn't really title the
webinar as how to renew yourmortgage.
I would more so tap into theirpain, their desires, and frame it
(01:50):
around that.
The goal from this would be, of
course, renewal leads, but thentry to get refis out of them as
well.
Debt consolidation.
This would be like just seekingout refis.
I love debt consolidation files.
I would probably lean towards
doing this as well.
(02:10):
I think the hard part for this
would be trying to pick thereferral partner.
You can try FAs.
It's just hard to really pitch
that to them, like the big benefitoverall for them.
First time homebuyer, that'spretty obvious.
Your avatar for referral partnerwould be a realtor.
And there's many first timehomebuyers out there.
So I think you would be able toget a lot of people sitting in on
(02:31):
the first time homebuyer webinar.
The issue I see with this is you
get a lot of traction with peoplesitting in on the webinar, but not
many people that would qualify andbe able to proceed going forward.
Now, the angle I would take withthe first time homebuyer is I
wouldn't talk about like the first-time homebuyer programs.
I wouldn't get into anything likethat, like the basics of first
(02:52):
-time homebuying 101.
I would go into more of a strategy
perspective with house hacking andthe purchase plus improvement
program and use those two programsto show them how they can buy
their first home quicker.
Realtors will eat this one up.
I think that's a good one forthem.
Main traffic sources.
I've been referencing referral
(03:13):
partners.
since I started this recording.
And it's for good reason.
You want to be able to tap into
other people's databases to getpeople to sit in on your webinar.
So the first place that we wentfor getting people to sign up for
the webinar is going to referralpartners.
So we chose realtors because wealready have a pretty good list of
(03:35):
realtors that we have.
So we're like, you know what,
let's use them.
There's a lot of angles we can
take for financial advisors, butwe're going to go with the low
hanging fruit and choose realtors.
They're starving for content and
for a reason to reach out to theirclients right now.
So we chose realtors.
And for this first one, we didn't
really hit the database or socialmedia very hard.
We wanted to get the first oneunder our belt.
(03:58):
before going that route.
Because to be quite honest, we
weren't feeling very confidentwith the topic of cash damning
yet.
So we just spoke to realtors and
said, hey, show up to our infosession.
We're going to show you a reallycool strategy on how you can get
more ends in your database and howyou can provide more value to your
clients.
So step one was get people, the
(04:19):
realtors, sign up for the infosession.
Step two, once they're in on theinfo session, the goal is to have
them sign up for that mainwebinar.
Then once you do the main webinar,the call to action in this is for
people to sign up for a discoverycall.
Step one, get realtors there.
Step two, I guess I could put step
two as get realtors to get peopleto sign up for the webinar.
(04:42):
Then step three would be host themain webinar and book those
discovery calls.
So here's the results so far.
We have 38 people that signed upfor the Realtor info session.
Now, we didn't have that manypeople attend live.
And a good reason for that isbecause we didn't do any follow
-up whatsoever.
And if I were to really look back
as to why we didn't, it wasn't thelack of time.
(05:03):
We had time to do some more follow-up.
It was more so like, and I'mspeaking personally, Brandon, you
can chime in on.
why you didn't, I don't know if
you did follow up or not, but Ipersonally didn't, is I think
mentally, I just wasn't tooconfident in cash jamming.
So I just felt like the lesspeople that were there on the
(05:24):
first one, the better.
At least we can get a recording
out of this one and then we canget more butts in seats on the
second one.
So I think it was more of a mental
issue for me or mindset issue, Ishould say.
Yeah.
Yeah, I think we had like a sort
of a limiting belief that wedidn't really know what we were
doing, which is true.
We've been doing hours of cash
jamming learning since then.
And I think we feel a lot more
(05:45):
confident about it now.
But going into that, it was
literally something we committedto booking.
And we're like, the webinar dateis here.
And we were figuring all the shitout the day before, which is like,
great, because it speeds up yourlearning.
But also it puts in a positionwhere we weren't like.
We have over 1 ,000 people in ourdatabase, probably more than that.
And we weren't reaching out to anyof them.
We weren't doing any social asksor anything on it.
(06:07):
So I think it was just in ourheads.
If we were to do this again, wewould probably get 100 plus people
signing up and a 50 % show uprate.
But it was just the way the cookiecrumbled with our own minds at
that time.
Yeah, it was a mindset issue for
sure.
And I mean, I'm still happy with
that for realtor signups.
I would maybe deduct.
Probably about six of those isactually mortgage brokers.
(06:28):
Some of our Tango agents signed upand some external agents signed up
for as well, which is whatever.
So that is more like probably
around 32, 30 realtors that signedup.
But that's a lot of realtors.
And even though we only had 11
that attended, it's a really goodreason to reach out to them.
And I've actually been doing thatthis week is reaching out to the
realtors that signed up but didn'tattend live.
(06:48):
It's a good reason.
For the main webinar, we're
actually hosting that tonight.
I can't tell you any results of
how that has gone.
In terms of sign up, we have 22
signed up for the main webinar.
Again, that number is super low.
In theory, we should be able toget that a lot higher.
(07:09):
Now, going back to my originalpoint, we didn't hit the database.
We didn't hammer this on social.
I maybe posted one or two stories
about it.
It was more of that mindset thing.
After recording this, I'll diveinto it a bit more down here, but
Brandon and I feel much moreconfident with cash jamming itself
just from doing the recording.
We are going to hammer this a lot
more on the next one.
(07:31):
Results so far, we haven't had the
main webinar yet, but Just doingthe info session has led to two
really strong relationships,realtor relationships, and they're
both high producing realtors.
So that's what I'm excited for.
And that's what we really did thisfor.
Of course, any leads that come forthe webinar is nice, but the
realtor relationships was numberone for us.
So if you could imagine two reallysolid relationships for high
(07:53):
producing realtors, that could belike 40K a year just from those,
40K each.
a year in referrals from those
realtors.
Even if one of them panned out,
that's a good high leverage timethat you put in there.
Like I said, the show up rate waslow.
That was due to follow up andtalked about that as well.
(08:15):
Some key tips, we provided amarketing package for referral
partners.
We made it super easy for them to
hammer this out to their databaseand on social media, whether or
not they utilized it.
I didn't really care.
I just wanted to show that like,hey, I'm prepared.
We have all of this stuff for you.
And it's this value added.
(08:36):
And one of those two realtors thatwe connected with after this, she
was really, really impressed withthe marketing package
specifically.
So I'm glad I did that.
And it's evergreen.
You can use that marketing package
going forward.
You can use it for yourself.
You can use it for them.
Didn't take much time to create.
One of the realtors even used itas her email list.
(08:59):
I can see it's gone out a coupleof times to all of her database
talking about cash damming.
One of the realtors had a follow
-up idea of doing a viewing partyfor the next webinar.
She's going to get a bunch of beerand pizza and bring in her
investor clients and have themwatch the webinar with her so she
can answer any questions as it'sgoing as well.
(09:22):
So there's just different thingsthat have spun off from this that
are expanding the reach of it all.
Exactly.
Yep.
So I would start small until you
do have it dialed in.
Again, this can go back to
mindset, but we did want to startsmall initially just so we can get
the reps in.
And even as little as this sounds,
but the webinar software, wewanted to make sure everything ran
(09:44):
properly.
I would still recommend start
small on the first one.
You can do the next webinar like
two weeks later, like you don'thave to wait a full month.
So I would still recommend doingthat and pick any topic that you
want, but just make sure it alignswith referral partners wants and
needs.
Because again, you're going to get
more traction tapping into otherpeople's databases versus trying
to just go B2C like business toconsumer.
(10:06):
I would much rather be able to doboth.
First, leverage B2B, business tobusiness, so realtors or FAs or
accountants, and then you can goto consumers as well.
Follow -up is key.
If we did much more follow -up,
even to get people signed up, wewould have had much more traction
with it.
The really cool part about this is
we're able to repurpose this now.
(10:27):
Just because it's one webinar, one
and done, doesn't mean you can'tuse the recording.
The more you do this, the betterthe recording is going to be.
As of right now, the recording fortonight, once we do the webinar,
I'm going to be using thatrecording.
I already created the lead magnet.
I'm going to have people, whether
they're finding me on Instagram orTikTok, the main link on my bio is
(10:51):
leading people towards a leadmagnet.
And it's just about cash dammingand I call it a mini course.
And it's going to be the recordingof the webinar, which should be
like around 20, 25 minutes.
That's another point, like keep it
super short.
And in order for them to access
the recording, they're going to beopting in with their email.
(11:12):
And from there, I'm going to have,I haven't built this out yet, but
I'm going to have a drip campaignof emails specific on cash
damming.
That's going to keep going to them
and they get access to that videoright away.
That's the part I like about thisis you can repurpose this.
Eventually, we probably won't evenkeep doing the webinar.
(11:33):
We're just going to hammer thelead magnets in our database with
the videos.
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
All right.
So today I'm going to go throughthe behind the scenes of our first
webinar that we hosted together.
So Brandon and I. I'm going to
(00:23):
show you exactly what's worked,what hasn't worked for us, what
we're going to improve on in thenext one.
And a lot of this stuff is goingto be relevant to you.
Doesn't matter what type ofwebinar you want to run.
You can use this strategy and thislayout and outline for you to go
forward and host a webinar.
Excuse me.
(00:43):
Apologize for my voice today.
Still a little sick.
So the topics, you can pickwhatever topic you want, but I
would highly recommend focusing inon these six that I have outlined
here.
Us, personally, we use cash
damming as our topic, but from amortgage strategy perspective, I
think next in line in terms ofeffectiveness would be the debt
(01:05):
swap strategy.
I think this would be key for...
any financial advisor showing themthis strategy.
Realtors, maybe not so much.
I think a lot of them are starving
for content, so they might be downto go forward with this and send
this out to their database.
But I think the debt swap really
pairs nicely with financialadvisors.
The Man1 product, same thing.
(01:26):
Financial advisors, you can try to
pitch this to realtors as well.
That's the power of the paycheck
strategy.
Renewals 101 would be would be any
consumer for that matter.
I think realtors would be down for
this as well.
I wouldn't really title the
webinar as how to renew yourmortgage.
I would more so tap into theirpain, their desires, and frame it
(01:50):
around that.
The goal from this would be, of
course, renewal leads, but thentry to get refis out of them as
well.
Debt consolidation.
This would be like just seekingout refis.
I love debt consolidation files.
I would probably lean towards
doing this as well.
(02:10):
I think the hard part for this
would be trying to pick thereferral partner.
You can try FAs.
It's just hard to really pitch
that to them, like the big benefitoverall for them.
First time homebuyer, that'spretty obvious.
Your avatar for referral partnerwould be a realtor.
And there's many first timehomebuyers out there.
So I think you would be able toget a lot of people sitting in on
(02:31):
the first time homebuyer webinar.
The issue I see with this is you
get a lot of traction with peoplesitting in on the webinar, but not
many people that would qualify andbe able to proceed going forward.
Now, the angle I would take withthe first time homebuyer is I
wouldn't talk about like the first-time homebuyer programs.
I wouldn't get into anything likethat, like the basics of first
(02:52):
-time homebuying 101.
I would go into more of a strategy
perspective with house hacking andthe purchase plus improvement
program and use those two programsto show them how they can buy
their first home quicker.
Realtors will eat this one up.
I think that's a good one forthem.
Main traffic sources.
I've been referencing referral
(03:13):
partners.
since I started this recording.
And it's for good reason.
You want to be able to tap into
other people's databases to getpeople to sit in on your webinar.
So the first place that we wentfor getting people to sign up for
the webinar is going to referralpartners.
So we chose realtors because wealready have a pretty good list of
(03:35):
realtors that we have.
So we're like, you know what,
let's use them.
There's a lot of angles we can
take for financial advisors, butwe're going to go with the low
hanging fruit and choose realtors.
They're starving for content and
for a reason to reach out to theirclients right now.
So we chose realtors.
And for this first one, we didn't
really hit the database or socialmedia very hard.
We wanted to get the first oneunder our belt.
(03:58):
before going that route.
Because to be quite honest, we
weren't feeling very confidentwith the topic of cash damning
yet.
So we just spoke to realtors and
said, hey, show up to our infosession.
We're going to show you a reallycool strategy on how you can get
more ends in your database and howyou can provide more value to your
clients.
So step one was get people, the
(04:19):
realtors, sign up for the infosession.
Step two, once they're in on theinfo session, the goal is to have
them sign up for that mainwebinar.
Then once you do the main webinar,the call to action in this is for
people to sign up for a discoverycall.
Step one, get realtors there.
Step two, I guess I could put step
two as get realtors to get peopleto sign up for the webinar.
(04:42):
Then step three would be host themain webinar and book those
discovery calls.
So here's the results so far.
We have 38 people that signed upfor the Realtor info session.
Now, we didn't have that manypeople attend live.
And a good reason for that isbecause we didn't do any follow
-up whatsoever.
And if I were to really look back
as to why we didn't, it wasn't thelack of time.
(05:03):
We had time to do some more follow-up.
It was more so like, and I'mspeaking personally, Brandon, you
can chime in on.
why you didn't, I don't know if
you did follow up or not, but Ipersonally didn't, is I think
mentally, I just wasn't tooconfident in cash jamming.
So I just felt like the lesspeople that were there on the
(05:24):
first one, the better.
At least we can get a recording
out of this one and then we canget more butts in seats on the
second one.
So I think it was more of a mental
issue for me or mindset issue, Ishould say.
Yeah.
Yeah, I think we had like a sort
of a limiting belief that wedidn't really know what we were
doing, which is true.
We've been doing hours of cash
jamming learning since then.
And I think we feel a lot more
(05:45):
confident about it now.
But going into that, it was
literally something we committedto booking.
And we're like, the webinar dateis here.
And we were figuring all the shitout the day before, which is like,
great, because it speeds up yourlearning.
But also it puts in a positionwhere we weren't like.
We have over 1 ,000 people in ourdatabase, probably more than that.
And we weren't reaching out to anyof them.
We weren't doing any social asksor anything on it.
(06:07):
So I think it was just in ourheads.
If we were to do this again, wewould probably get 100 plus people
signing up and a 50 % show uprate.
But it was just the way the cookiecrumbled with our own minds at
that time.
Yeah, it was a mindset issue for
sure.
And I mean, I'm still happy with
that for realtor signups.
I would maybe deduct.
Probably about six of those isactually mortgage brokers.
(06:28):
Some of our Tango agents signed upand some external agents signed up
for as well, which is whatever.
So that is more like probably
around 32, 30 realtors that signedup.
But that's a lot of realtors.
And even though we only had 11
that attended, it's a really goodreason to reach out to them.
And I've actually been doing thatthis week is reaching out to the
realtors that signed up but didn'tattend live.
(06:48):
It's a good reason.
For the main webinar, we're
actually hosting that tonight.
I can't tell you any results of
how that has gone.
In terms of sign up, we have 22
signed up for the main webinar.
Again, that number is super low.
In theory, we should be able toget that a lot higher.
(07:09):
Now, going back to my originalpoint, we didn't hit the database.
We didn't hammer this on social.
I maybe posted one or two stories
about it.
It was more of that mindset thing.
After recording this, I'll diveinto it a bit more down here, but
Brandon and I feel much moreconfident with cash jamming itself
just from doing the recording.
We are going to hammer this a lot
more on the next one.
(07:31):
Results so far, we haven't had the
main webinar yet, but Just doingthe info session has led to two
really strong relationships,realtor relationships, and they're
both high producing realtors.
So that's what I'm excited for.
And that's what we really did thisfor.
Of course, any leads that come forthe webinar is nice, but the
realtor relationships was numberone for us.
So if you could imagine two reallysolid relationships for high
(07:53):
producing realtors, that could belike 40K a year just from those,
40K each.
a year in referrals from those
realtors.
Even if one of them panned out,
that's a good high leverage timethat you put in there.
Like I said, the show up rate waslow.
That was due to follow up andtalked about that as well.
(08:15):
Some key tips, we provided amarketing package for referral
partners.
We made it super easy for them to
hammer this out to their databaseand on social media, whether or
not they utilized it.
I didn't really care.
I just wanted to show that like,hey, I'm prepared.
We have all of this stuff for you.
And it's this value added.
(08:36):
And one of those two realtors thatwe connected with after this, she
was really, really impressed withthe marketing package
specifically.
So I'm glad I did that.
And it's evergreen.
You can use that marketing package
going forward.
You can use it for yourself.
You can use it for them.
Didn't take much time to create.
One of the realtors even used itas her email list.
(08:59):
I can see it's gone out a coupleof times to all of her database
talking about cash damming.
One of the realtors had a follow
-up idea of doing a viewing partyfor the next webinar.
She's going to get a bunch of beerand pizza and bring in her
investor clients and have themwatch the webinar with her so she
can answer any questions as it'sgoing as well.
(09:22):
So there's just different thingsthat have spun off from this that
are expanding the reach of it all.
Exactly.
Yep.
So I would start small until you
do have it dialed in.
Again, this can go back to
mindset, but we did want to startsmall initially just so we can get
the reps in.
And even as little as this sounds,
but the webinar software, wewanted to make sure everything ran
(09:44):
properly.
I would still recommend start
small on the first one.
You can do the next webinar like
two weeks later, like you don'thave to wait a full month.
So I would still recommend doingthat and pick any topic that you
want, but just make sure it alignswith referral partners wants and
needs.
Because again, you're going to get
more traction tapping into otherpeople's databases versus trying
to just go B2C like business toconsumer.
(10:06):
I would much rather be able to doboth.
First, leverage B2B, business tobusiness, so realtors or FAs or
accountants, and then you can goto consumers as well.
Follow -up is key.
If we did much more follow -up,
even to get people signed up, wewould have had much more traction
with it.
The really cool part about this is
we're able to repurpose this now.
(10:27):
Just because it's one webinar, one
and done, doesn't mean you can'tuse the recording.
The more you do this, the betterthe recording is going to be.
As of right now, the recording fortonight, once we do the webinar,
I'm going to be using thatrecording.
I already created the lead magnet.
I'm going to have people, whether
they're finding me on Instagram orTikTok, the main link on my bio is
(10:51):
leading people towards a leadmagnet.
And it's just about cash dammingand I call it a mini course.
And it's going to be the recordingof the webinar, which should be
like around 20, 25 minutes.
That's another point, like keep it
super short.
And in order for them to access
the recording, they're going to beopting in with their email.
(11:12):
And from there, I'm going to have,I haven't built this out yet, but
I'm going to have a drip campaignof emails specific on cash
damming.
That's going to keep going to them
and they get access to that videoright away.
That's the part I like about thisis you can repurpose this.
Eventually, we probably won't evenkeep doing the webinar.
(11:33):
We're just going to hammer thelead magnets in our database with
the videos.
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