{"version":"1.0.0","segments":[{"speaker":"Ray Brehm","startTime":0.03,"endTime":1.74,"body":"When I was doing the"},{"speaker":"Ray Brehm","startTime":0.03,"endTime":1.74,"body":"first summit, I thought this thing"},{"speaker":"Ray Brehm","startTime":1.74,"endTime":3.33,"body":"is not going to make any money."},{"speaker":"Ray Brehm","startTime":3.33,"endTime":5.97,"body":"It's just an authority play to seek,"},{"speaker":"Ray Brehm","startTime":3.33,"endTime":5.97,"body":"to be seen in front of these other"},{"speaker":"Ray Brehm","startTime":5.97,"endTime":7.14,"body":"people that I'm interviewing with."},{"speaker":"Ray Brehm","startTime":7.56,"endTime":11.97,"body":"And the truth was I did about $12,126."},{"speaker":"Ray Brehm","startTime":11.97,"endTime":13.649,"body":"I'll never forget in premium past sales."},{"speaker":"Ray Brehm","startTime":14.92,"endTime":18.925,"body":"This is something I can help authors"},{"speaker":"Ray Brehm","startTime":14.92,"endTime":18.925,"body":"with because at the time I was just"},{"speaker":"Ray Brehm","startTime":18.925,"endTime":24.645,"body":"doing book launches for authors and"},{"speaker":"Ray Brehm","startTime":18.925,"endTime":24.645,"body":"those aren't income plays they're status"},{"speaker":"Ray Brehm","startTime":24.645,"endTime":28.515,"body":"plays, but getting bestseller, getting"},{"speaker":"Ray Brehm","startTime":24.645,"endTime":28.515,"body":"your book out there, but this is a way I"},{"speaker":"Ray Brehm","startTime":28.515,"endTime":30.195,"body":"could actually help authors make money."},{"speaker":"Ray Brehm","startTime":30.645,"endTime":31.665,"body":"That's how I got into this."},{"speaker":"Jonathan Green","startTime":39.745,"endTime":78.789,"body":"Welcome to another"},{"speaker":"Jonathan Green","startTime":39.745,"endTime":78.789,"body":"episode of the Serve No Master podcast."},{"speaker":"Jonathan Green","startTime":78.789,"endTime":80.25,"body":"We have an amazing special guest today."},{"speaker":"Jonathan Green","startTime":80.25,"endTime":83.19,"body":"In today's episode, Ray Brehm is going"},{"speaker":"Jonathan Green","startTime":80.25,"endTime":83.19,"body":"to tell us everything we need to know"},{"speaker":"Jonathan Green","startTime":83.31,"endTime":86.16,"body":"about running a Virtual Summit, whether"},{"speaker":"Jonathan Green","startTime":83.31,"endTime":86.16,"body":"you're brand new to marketing or whether"},{"speaker":"Jonathan Green","startTime":86.16,"endTime":87.33,"body":"you're trying to accelerate your business."},{"speaker":"Jonathan Green","startTime":87.33,"endTime":88.679,"body":"I'm so excited to have him here today."},{"speaker":"Jonathan Green","startTime":88.83,"endTime":89.91,"body":"Welcome to the podcast."},{"speaker":"Jonathan Green","startTime":89.91,"endTime":90.21,"body":"Right?"},{"speaker":"Ray Brehm","startTime":90.9,"endTime":91.71,"body":"Thanks Jonathan."},{"speaker":"Ray Brehm","startTime":91.71,"endTime":92.64,"body":"Glad to be here."},{"speaker":"Ray Brehm","startTime":93.09,"endTime":94.259,"body":"I couldn't have said it faster myself."},{"speaker":"Jonathan Green","startTime":95.54,"endTime":99.05,"body":"Yeah, I'm just so excited"},{"speaker":"Jonathan Green","startTime":95.54,"endTime":99.05,"body":"to be here at 1:08 in the morning."},{"speaker":"Jonathan Green","startTime":99.09,"endTime":100.7,"body":"Trying not to sweat, even"},{"speaker":"Jonathan Green","startTime":99.09,"endTime":100.7,"body":"though it's super dark."},{"speaker":"Jonathan Green","startTime":100.7,"endTime":103.13,"body":"Cause I got the studio lights on,"},{"speaker":"Jonathan Green","startTime":100.7,"endTime":103.13,"body":"but this is our first new podcast"},{"speaker":"Jonathan Green","startTime":103.13,"endTime":105.14,"body":"episode in the studio in my attic."},{"speaker":"Jonathan Green","startTime":105.17,"endTime":108.5,"body":"Maybe at night you can better tell"},{"speaker":"Jonathan Green","startTime":105.17,"endTime":108.5,"body":"that it's an outdoor location."},{"speaker":"Jonathan Green","startTime":108.5,"endTime":110.78,"body":"Cause sometimes people, when they're"},{"speaker":"Jonathan Green","startTime":108.5,"endTime":110.78,"body":"watching the videos go, Jonathan,"},{"speaker":"Jonathan Green","startTime":110.78,"endTime":111.65,"body":"it looks like you're in a studio."},{"speaker":"Jonathan Green","startTime":111.65,"endTime":113.48,"body":"I'm like, no, it's 150 degrees."},{"speaker":"Jonathan Green","startTime":113.75,"endTime":115.28,"body":"So, I'm excited to have you here."},{"speaker":"Jonathan Green","startTime":117.513,"endTime":119.977,"body":"My very first question is, can"},{"speaker":"Jonathan Green","startTime":117.513,"endTime":119.977,"body":"you explain what a Virtual Summit"},{"speaker":"Jonathan Green","startTime":119.977,"endTime":121.807,"body":"is from the very beginning to"},{"speaker":"Jonathan Green","startTime":119.977,"endTime":121.807,"body":"people that don't know what it is?"},{"speaker":"Jonathan Green","startTime":121.842,"endTime":124.302,"body":"I'm a big fan of cooperative"},{"speaker":"Jonathan Green","startTime":121.842,"endTime":124.302,"body":"venture, so I'm excited."},{"speaker":"Ray Brehm","startTime":124.482,"endTime":124.922,"body":"Yeah."},{"speaker":"Ray Brehm","startTime":125.082,"endTime":126.722,"body":"So, there's confusion around this."},{"speaker":"Ray Brehm","startTime":126.722,"endTime":129.912,"body":"A Virtual Summit is not"},{"speaker":"Ray Brehm","startTime":126.722,"endTime":129.912,"body":"really a live event."},{"speaker":"Ray Brehm","startTime":129.912,"endTime":132.852,"body":"It's one that you can control because"},{"speaker":"Ray Brehm","startTime":129.912,"endTime":132.852,"body":"you're prerecording interviews."},{"speaker":"Ray Brehm","startTime":133.242,"endTime":139.482,"body":"And basically, you're going to invite"},{"speaker":"Ray Brehm","startTime":133.242,"endTime":139.482,"body":"attendees to come watch these interviews"},{"speaker":"Ray Brehm","startTime":139.482,"endTime":143.853,"body":"and you're going to release them let's"},{"speaker":"Ray Brehm","startTime":139.482,"endTime":143.853,"body":"say once a day for every five days."},{"speaker":"Ray Brehm","startTime":143.973,"endTime":147.863,"body":"Let's say you've got 20 speakers and"},{"speaker":"Ray Brehm","startTime":143.973,"endTime":147.863,"body":"you're going to interview those speakers."},{"speaker":"Ray Brehm","startTime":147.863,"endTime":148.973,"body":"You're going to prerecord them."},{"speaker":"Ray Brehm","startTime":149.273,"endTime":152.923,"body":"You're going to release them Monday"},{"speaker":"Ray Brehm","startTime":149.273,"endTime":152.923,"body":"through Friday, for instance,"},{"speaker":"Ray Brehm","startTime":153.013,"endTime":156.878,"body":"and a free attendee gets to"},{"speaker":"Ray Brehm","startTime":153.013,"endTime":156.878,"body":"watch the whole event for free."},{"speaker":"Ray Brehm","startTime":157.568,"endTime":160.178,"body":"The videos are available"},{"speaker":"Ray Brehm","startTime":157.568,"endTime":160.178,"body":"for 48 hours after release."},{"speaker":"Ray Brehm","startTime":160.568,"endTime":165.242,"body":"And it's a huge value proposition to"},{"speaker":"Ray Brehm","startTime":160.568,"endTime":165.242,"body":"watch these interviews for free, because"},{"speaker":"Ray Brehm","startTime":165.242,"endTime":168.572,"body":"they're basically getting coaching"},{"speaker":"Ray Brehm","startTime":165.242,"endTime":168.572,"body":"from all these different speakers."},{"speaker":"Ray Brehm","startTime":168.812,"endTime":172.562,"body":"And then you can offer a premium pass"},{"speaker":"Ray Brehm","startTime":168.812,"endTime":172.562,"body":"where you give lifetime access to"},{"speaker":"Ray Brehm","startTime":172.562,"endTime":177.302,"body":"those videos and any other bonuses"},{"speaker":"Ray Brehm","startTime":172.562,"endTime":177.302,"body":"you have, and that's the basic idea"},{"speaker":"Ray Brehm","startTime":177.302,"endTime":179.601,"body":"around it, but it's a fixed date event."},{"speaker":"Ray Brehm","startTime":180.531,"endTime":184.311,"body":"It's not a live event where you're trying"},{"speaker":"Ray Brehm","startTime":180.531,"endTime":184.311,"body":"to coordinate speakers getting on stage"},{"speaker":"Ray Brehm","startTime":184.37,"endTime":188.06,"body":"or coming into your zoom room at certain"},{"speaker":"Ray Brehm","startTime":184.37,"endTime":188.06,"body":"times, you've got it all locked in."},{"speaker":"Ray Brehm","startTime":188.07,"endTime":189.18,"body":"It's all automated."},{"speaker":"Ray Brehm","startTime":189.54,"endTime":195.42,"body":"And it's really a powerful way for"},{"speaker":"Ray Brehm","startTime":189.54,"endTime":195.42,"body":"both you the host and all the other"},{"speaker":"Ray Brehm","startTime":195.42,"endTime":198.54,"body":"speakers to get in front of a much"},{"speaker":"Ray Brehm","startTime":195.42,"endTime":198.54,"body":"larger audience than you could."},{"speaker":"Ray Brehm","startTime":198.54,"endTime":200.85,"body":"So, for instance, you and I are"},{"speaker":"Ray Brehm","startTime":198.54,"endTime":200.85,"body":"doing this podcast one on one."},{"speaker":"Ray Brehm","startTime":201.06,"endTime":205.51,"body":"Both of our audiences will get exposure"},{"speaker":"Ray Brehm","startTime":201.06,"endTime":205.51,"body":"to this, but think of it like this."},{"speaker":"Ray Brehm","startTime":205.51,"endTime":208.615,"body":"If you had 20 people in here now,"},{"speaker":"Ray Brehm","startTime":205.51,"endTime":208.615,"body":"and you're going to interview them."},{"speaker":"Ray Brehm","startTime":208.973,"endTime":210.396,"body":"Everybody's audience would be there."},{"speaker":"Ray Brehm","startTime":210.396,"endTime":214.846,"body":"And that's why one of the best"},{"speaker":"Ray Brehm","startTime":210.396,"endTime":214.846,"body":"ways to build an audience, create"},{"speaker":"Ray Brehm","startTime":214.846,"endTime":220.766,"body":"an email list, find buyers, get"},{"speaker":"Ray Brehm","startTime":214.846,"endTime":220.766,"body":"some income and connect with other"},{"speaker":"Ray Brehm","startTime":220.766,"endTime":222.928,"body":"influencers is a Virtual Summit."},{"speaker":"Jonathan Green","startTime":223.558,"endTime":225.718,"body":"So, let me ask"},{"speaker":"Jonathan Green","startTime":223.558,"endTime":225.718,"body":"you a big question because I've"},{"speaker":"Jonathan Green","startTime":225.718,"endTime":226.968,"body":"run a couple of virtual summits."},{"speaker":"Jonathan Green","startTime":227.811,"endTime":230.751,"body":"Is it better to get like the superstar"},{"speaker":"Jonathan Green","startTime":227.811,"endTime":230.751,"body":"guests that you think will attract traffic"},{"speaker":"Jonathan Green","startTime":230.991,"endTime":234.466,"body":"or a bunch of smaller guests that will"},{"speaker":"Jonathan Green","startTime":230.991,"endTime":234.466,"body":"send their audience, even if it's smaller."},{"speaker":"Ray Brehm","startTime":235.216,"endTime":237.486,"body":"My very first"},{"speaker":"Ray Brehm","startTime":235.216,"endTime":237.486,"body":"summit as an example, and I"},{"speaker":"Ray Brehm","startTime":237.486,"endTime":238.556,"body":"didn't know what I was doing."},{"speaker":"Ray Brehm","startTime":239.026,"endTime":243.339,"body":"But I had, I would say let's call them"},{"speaker":"Ray Brehm","startTime":239.026,"endTime":243.339,"body":"B list players, the people that are"},{"speaker":"Ray Brehm","startTime":243.339,"endTime":246.759,"body":"hustling that have audiences are hustlers."},{"speaker":"Ray Brehm","startTime":247.876,"endTime":250.799,"body":"I would consider, at least B"},{"speaker":"Ray Brehm","startTime":247.876,"endTime":250.799,"body":"in that group, maybe you're A"},{"speaker":"Ray Brehm","startTime":250.799,"endTime":255.042,"body":"list, but let's say we're both B"},{"speaker":"Ray Brehm","startTime":250.799,"endTime":255.042,"body":"lists because you're a workhorse."},{"speaker":"Ray Brehm","startTime":256.302,"endTime":261.415,"body":"The A lists are the celebrity"},{"speaker":"Ray Brehm","startTime":256.302,"endTime":261.415,"body":"types, that name recognition"},{"speaker":"Ray Brehm","startTime":261.415,"endTime":263.965,"body":"types, and they rarely will mail."},{"speaker":"Ray Brehm","startTime":264.325,"endTime":267.565,"body":"And so, it can help having"},{"speaker":"Ray Brehm","startTime":264.325,"endTime":267.565,"body":"an A lister on there."},{"speaker":"Ray Brehm","startTime":267.565,"endTime":271.015,"body":"So, for instance, I had my first"},{"speaker":"Ray Brehm","startTime":267.565,"endTime":271.015,"body":"summit, I saw I've got Stu McLaren"},{"speaker":"Ray Brehm","startTime":271.015,"endTime":274.855,"body":"on membership guy, and I knew he"},{"speaker":"Ray Brehm","startTime":271.015,"endTime":274.855,"body":"was in the middle of a launch."},{"speaker":"Ray Brehm","startTime":274.885,"endTime":275.125,"body":"Anyway."},{"speaker":"Ray Brehm","startTime":275.125,"endTime":278.485,"body":"I knew he wouldn't promote, but"},{"speaker":"Ray Brehm","startTime":275.125,"endTime":278.485,"body":"that name attracted other speakers."},{"speaker":"Ray Brehm","startTime":278.485,"endTime":282.4,"body":"So, from the standpoint of"},{"speaker":"Ray Brehm","startTime":278.485,"endTime":282.4,"body":"adding credibility and attracting"},{"speaker":"Ray Brehm","startTime":282.43,"endTime":283.75,"body":"other speakers to your summit."},{"speaker":"Ray Brehm","startTime":284.14,"endTime":285.25,"body":"That's great."},{"speaker":"Ray Brehm","startTime":285.88,"endTime":291.49,"body":"But you're going to get the most emails,"},{"speaker":"Ray Brehm","startTime":285.88,"endTime":291.49,"body":"the most premium past purchases so,"},{"speaker":"Ray Brehm","startTime":291.49,"endTime":295.03,"body":"income from the summit, from those B"},{"speaker":"Ray Brehm","startTime":291.49,"endTime":295.03,"body":"listers and their audiences, because"},{"speaker":"Ray Brehm","startTime":295.03,"endTime":296.651,"body":"their audience know and trust them."},{"speaker":"Ray Brehm","startTime":296.831,"endTime":301.691,"body":"And they're saying, come check out this"},{"speaker":"Ray Brehm","startTime":296.831,"endTime":301.691,"body":"summit, I'm speaking, Jonathan's the host."},{"speaker":"Ray Brehm","startTime":301.721,"endTime":303.001,"body":"And it is amazing."},{"speaker":"Ray Brehm","startTime":304.051,"endTime":308.441,"body":"Their best audience is going to follow"},{"speaker":"Ray Brehm","startTime":304.051,"endTime":308.441,"body":"them to that summit and check it out."},{"speaker":"Ray Brehm","startTime":308.441,"endTime":311.741,"body":"So, for me, when I first ran my"},{"speaker":"Ray Brehm","startTime":308.441,"endTime":311.741,"body":"first summit, I didn't know any"},{"speaker":"Ray Brehm","startTime":311.741,"endTime":313.571,"body":"better, but I got who I could get."},{"speaker":"Ray Brehm","startTime":313.571,"endTime":316.351,"body":"And there was all the workhorse B listers."},{"speaker":"Ray Brehm","startTime":316.861,"endTime":318.661,"body":"And that was very successful."},{"speaker":"Ray Brehm","startTime":318.697,"endTime":322.807,"body":"At the very same time, a friend of mine"},{"speaker":"Ray Brehm","startTime":318.697,"endTime":322.807,"body":"who was on my summit ran her own summit."},{"speaker":"Ray Brehm","startTime":322.807,"endTime":327.187,"body":"And she had Dean Graziosi, Jeff"},{"speaker":"Ray Brehm","startTime":322.807,"endTime":327.187,"body":"Walker, this just list of lists."},{"speaker":"Ray Brehm","startTime":327.217,"endTime":329.857,"body":"And we just happened to compare"},{"speaker":"Ray Brehm","startTime":327.217,"endTime":329.857,"body":"notes afterwards a couple of weeks"},{"speaker":"Ray Brehm","startTime":329.857,"endTime":332.317,"body":"later, and I got more emails."},{"speaker":"Ray Brehm","startTime":332.407,"endTime":333.29,"body":"I made more money."},{"speaker":"Ray Brehm","startTime":333.29,"endTime":338.096,"body":"And so, you could stack it with all"},{"speaker":"Ray Brehm","startTime":333.29,"endTime":338.096,"body":"the people you think you want on"},{"speaker":"Ray Brehm","startTime":338.096,"endTime":342.586,"body":"there because of the name recognition,"},{"speaker":"Ray Brehm","startTime":338.096,"endTime":342.586,"body":"when really what you want are people"},{"speaker":"Ray Brehm","startTime":342.586,"endTime":347.581,"body":"that have raving fans and that are"},{"speaker":"Ray Brehm","startTime":342.586,"endTime":347.581,"body":"going to promote the summit itself."},{"speaker":"Ray Brehm","startTime":347.611,"endTime":351.732,"body":"So, that's the other myth and"},{"speaker":"Ray Brehm","startTime":347.611,"endTime":351.732,"body":"it's obviously probably easier to"},{"speaker":"Ray Brehm","startTime":351.732,"endTime":354.372,"body":"recruit the B listers and they're"},{"speaker":"Ray Brehm","startTime":351.732,"endTime":354.372,"body":"going to be more valuable to you"},{"speaker":"Ray Brehm","startTime":354.402,"endTime":357.379,"body":"in the long-term and in the short"},{"speaker":"Ray Brehm","startTime":354.402,"endTime":357.379,"body":"term with the premium past sales."},{"speaker":"Jonathan Green","startTime":357.919,"endTime":358.099,"body":"Yeah."},{"speaker":"Jonathan Green","startTime":358.099,"endTime":360.229,"body":"So, let's say someone's"},{"speaker":"Jonathan Green","startTime":358.099,"endTime":360.229,"body":"an absolute beginner."},{"speaker":"Jonathan Green","startTime":360.229,"endTime":361.459,"body":"They have no existing audience."},{"speaker":"Jonathan Green","startTime":361.459,"endTime":362.809,"body":"They want to run a Virtual Summit."},{"speaker":"Jonathan Green","startTime":362.809,"endTime":364.339,"body":"How can they start finding speakers?"},{"speaker":"Jonathan Green","startTime":364.339,"endTime":367.069,"body":"What's the right way to reach out to"},{"speaker":"Jonathan Green","startTime":364.339,"endTime":367.069,"body":"people if they've never heard of you"},{"speaker":"Jonathan Green","startTime":367.069,"endTime":368.424,"body":"before, how can you get on their radar?"},{"speaker":"Ray Brehm","startTime":368.794,"endTime":368.984,"body":"Yeah."},{"speaker":"Ray Brehm","startTime":368.984,"endTime":370.809,"body":"So, this is the difference."},{"speaker":"Ray Brehm","startTime":370.809,"endTime":376.112,"body":"Like if you've got a book and you say,"},{"speaker":"Ray Brehm","startTime":370.809,"endTime":376.112,"body":"okay, I want to get to endorsed my book"},{"speaker":"Ray Brehm","startTime":376.432,"endTime":379.135,"body":"or, I want them to promote my book."},{"speaker":"Ray Brehm","startTime":379.685,"endTime":383.885,"body":"You've got to have some value behind you."},{"speaker":"Ray Brehm","startTime":383.913,"endTime":385.515,"body":"Hey Jonathan, will you promote my book?"},{"speaker":"Ray Brehm","startTime":385.545,"endTime":386.415,"body":"I'll promote yours."},{"speaker":"Ray Brehm","startTime":386.459,"endTime":390.812,"body":"If I've got zero emails on my list,"},{"speaker":"Ray Brehm","startTime":386.459,"endTime":390.812,"body":"it's not an appealing prospect for you."},{"speaker":"Ray Brehm","startTime":391.502,"endTime":393.69,"body":"The same with hey Jonathan,"},{"speaker":"Ray Brehm","startTime":391.502,"endTime":393.69,"body":"will you come on my podcast?"},{"speaker":"Ray Brehm","startTime":393.72,"endTime":398.745,"body":"I've got zero people that follow"},{"speaker":"Ray Brehm","startTime":393.72,"endTime":398.745,"body":"my podcast or its brand new and"},{"speaker":"Ray Brehm","startTime":398.745,"endTime":400.635,"body":"all I'll be on your podcast."},{"speaker":"Ray Brehm","startTime":400.643,"endTime":401.598,"body":"That's still not appealing."},{"speaker":"Ray Brehm","startTime":401.628,"endTime":406.548,"body":"But if I come to you and say, Jonathan"},{"speaker":"Ray Brehm","startTime":401.628,"endTime":406.548,"body":"I'm doing a summit on this topic."},{"speaker":"Ray Brehm","startTime":406.548,"endTime":407.478,"body":"It's in your niche."},{"speaker":"Ray Brehm","startTime":407.778,"endTime":409.218,"body":"I'd love to hear you speak about this."},{"speaker":"Ray Brehm","startTime":409.308,"endTime":412.998,"body":"And by the way, there's going to"},{"speaker":"Ray Brehm","startTime":409.308,"endTime":412.998,"body":"be 20 or 30 speakers on here, that"},{"speaker":"Ray Brehm","startTime":412.998,"endTime":415.983,"body":"are sending their audiences that"},{"speaker":"Ray Brehm","startTime":412.998,"endTime":415.983,"body":"you're going to get exposure to."},{"speaker":"Ray Brehm","startTime":415.983,"endTime":419.763,"body":"And if you give away some freebie,"},{"speaker":"Ray Brehm","startTime":415.983,"endTime":419.763,"body":"we're going to get you opt-ins as well."},{"speaker":"Ray Brehm","startTime":419.973,"endTime":422.693,"body":"That's a value proposition"},{"speaker":"Ray Brehm","startTime":419.973,"endTime":422.693,"body":"that you can make."},{"speaker":"Ray Brehm","startTime":422.693,"endTime":426.603,"body":"Instant value offering the other"},{"speaker":"Ray Brehm","startTime":422.693,"endTime":426.603,"body":"person to come on your summit."},{"speaker":"Ray Brehm","startTime":426.923,"endTime":433.533,"body":"So, and you can do that with zero emails,"},{"speaker":"Ray Brehm","startTime":426.923,"endTime":433.533,"body":"with zero lists with nobody knowing you."},{"speaker":"Ray Brehm","startTime":435.043,"endTime":439.013,"body":"Summit is not about you"},{"speaker":"Ray Brehm","startTime":435.043,"endTime":439.013,"body":"and what you're offering."},{"speaker":"Ray Brehm","startTime":439.163,"endTime":444.878,"body":"It's what the entire picture is"},{"speaker":"Ray Brehm","startTime":439.163,"endTime":444.878,"body":"offering, which is multiple speakers"},{"speaker":"Ray Brehm","startTime":444.908,"endTime":449.678,"body":"and their audience is sending them"},{"speaker":"Ray Brehm","startTime":444.908,"endTime":449.678,"body":"to get exposure to you as a potential"},{"speaker":"Ray Brehm","startTime":449.678,"endTime":450.998,"body":"speaker coming on the summit."},{"speaker":"Ray Brehm","startTime":451.028,"endTime":455.648,"body":"Now the question would be okay, but if"},{"speaker":"Ray Brehm","startTime":451.028,"endTime":455.648,"body":"I don't have any yet the first ask, will"},{"speaker":"Ray Brehm","startTime":455.648,"endTime":456.908,"body":"you start with the low-hanging fruit?"},{"speaker":"Ray Brehm","startTime":456.908,"endTime":459.589,"body":"So, you get a few people"},{"speaker":"Ray Brehm","startTime":456.908,"endTime":459.589,"body":"that you can reach out to, or"},{"speaker":"Ray Brehm","startTime":459.766,"endTime":460.966,"body":"you've had interactions with."},{"speaker":"Ray Brehm","startTime":460.996,"endTime":464.513,"body":"And even if those people you don't"},{"speaker":"Ray Brehm","startTime":460.996,"endTime":464.513,"body":"know very well, you're on their email"},{"speaker":"Ray Brehm","startTime":464.513,"endTime":470.348,"body":"list or so for most of them if you've"},{"speaker":"Ray Brehm","startTime":464.513,"endTime":470.348,"body":"either respond to emails before, left"},{"speaker":"Ray Brehm","startTime":470.348,"endTime":472.778,"body":"them good reviews, interacted at all."},{"speaker":"Ray Brehm","startTime":473.513,"endTime":474.863,"body":"There'll be interested in doing it."},{"speaker":"Ray Brehm","startTime":474.923,"endTime":479.488,"body":"And obviously the first couple are"},{"speaker":"Ray Brehm","startTime":474.923,"endTime":479.488,"body":"always the hardest, just from a nerves"},{"speaker":"Ray Brehm","startTime":479.638,"endTime":484.958,"body":"side and a, I don't have anybody else,"},{"speaker":"Ray Brehm","startTime":479.638,"endTime":484.958,"body":"yet side, but when I started, I knew I"},{"speaker":"Ray Brehm","startTime":484.978,"endTime":486.448,"body":"could get about three or four people."},{"speaker":"Ray Brehm","startTime":486.628,"endTime":489.248,"body":"And even as I was asking"},{"speaker":"Ray Brehm","startTime":486.628,"endTime":489.248,"body":"them, I got some verbal yeses."},{"speaker":"Ray Brehm","startTime":489.248,"endTime":494.098,"body":"I didn't get responses right away from"},{"speaker":"Ray Brehm","startTime":489.248,"endTime":494.098,"body":"some, I was already asking the next group"},{"speaker":"Ray Brehm","startTime":494.368,"endTime":497.216,"body":"saying, here's who as so far committed."},{"speaker":"Ray Brehm","startTime":497.544,"endTime":501.522,"body":"So even before I had the interviews,"},{"speaker":"Ray Brehm","startTime":497.544,"endTime":501.522,"body":"you start checking off this list."},{"speaker":"Ray Brehm","startTime":501.972,"endTime":506.472,"body":"And for me, knowing what I know about"},{"speaker":"Ray Brehm","startTime":501.972,"endTime":506.472,"body":"summits, when people ask me, I'm like,"},{"speaker":"Ray Brehm","startTime":506.472,"endTime":511.389,"body":"sure, because for 20 minutes of my time,"},{"speaker":"Ray Brehm","startTime":506.472,"endTime":511.389,"body":"I'm going to get exposure to at least"},{"speaker":"Ray Brehm","startTime":511.389,"endTime":514.059,"body":"some audience that I haven't before."},{"speaker":"Ray Brehm","startTime":514.329,"endTime":519.719,"body":"And that summit and interview could"},{"speaker":"Ray Brehm","startTime":514.329,"endTime":519.719,"body":"be used in perpetuity as it evergreen"},{"speaker":"Ray Brehm","startTime":519.739,"endTime":521.689,"body":"or it's being used in a podcast later."},{"speaker":"Ray Brehm","startTime":522.069,"endTime":525.719,"body":"So, it's like investing in a permanent"},{"speaker":"Ray Brehm","startTime":522.069,"endTime":525.719,"body":"marketing piece to an audience that"},{"speaker":"Ray Brehm","startTime":525.719,"endTime":528.749,"body":"someone else is going to promote"},{"speaker":"Ray Brehm","startTime":525.719,"endTime":528.749,"body":"in perpetuity, theoretically."},{"speaker":"Ray Brehm","startTime":528.749,"endTime":533.849,"body":"So, I think it changes the dynamic of the"},{"speaker":"Ray Brehm","startTime":528.749,"endTime":533.849,"body":"ask and this guilt that I don't really"},{"speaker":"Ray Brehm","startTime":533.849,"endTime":537.509,"body":"have anything to offer, but will you help"},{"speaker":"Ray Brehm","startTime":533.849,"endTime":537.509,"body":"me when you do have something to offer"},{"speaker":"Ray Brehm","startTime":537.509,"endTime":540.544,"body":"that's really good for potential speakers."},{"speaker":"Ray Brehm","startTime":540.544,"endTime":545.644,"body":"So, a lot of times it just matters if"},{"speaker":"Ray Brehm","startTime":540.544,"endTime":545.644,"body":"the topic matches what their audience"},{"speaker":"Ray Brehm","startTime":545.644,"endTime":549.094,"body":"wants to hear, and the audience"},{"speaker":"Ray Brehm","startTime":545.644,"endTime":549.094,"body":"you're attracting to the summit"},{"speaker":"Ray Brehm","startTime":549.604,"endTime":550.954,"body":"are the type of people they want."},{"speaker":"Ray Brehm","startTime":551.204,"endTime":553.114,"body":"A new people they would"},{"speaker":"Ray Brehm","startTime":551.204,"endTime":553.114,"body":"want in their audience."},{"speaker":"Ray Brehm","startTime":553.324,"endTime":555.874,"body":"And of course, if they've got"},{"speaker":"Ray Brehm","startTime":553.324,"endTime":555.874,"body":"the time to do the interview."},{"speaker":"Jonathan Green","startTime":556.594,"endTime":558.574,"body":"What are some of the"},{"speaker":"Jonathan Green","startTime":556.594,"endTime":558.574,"body":"biggest mistakes people make when"},{"speaker":"Jonathan Green","startTime":558.574,"endTime":560.204,"body":"trying to organize a virtual summit?"},{"speaker":"Ray Brehm","startTime":560.274,"endTime":561.864,"body":"One is trying"},{"speaker":"Ray Brehm","startTime":560.274,"endTime":561.864,"body":"to do it too quickly."},{"speaker":"Ray Brehm","startTime":561.977,"endTime":566.775,"body":"You can do it as quick as you can,"},{"speaker":"Ray Brehm","startTime":561.977,"endTime":566.775,"body":"after you got all the interviews done."},{"speaker":"Ray Brehm","startTime":567.255,"endTime":569.525,"body":"But even my first summit, I"},{"speaker":"Ray Brehm","startTime":567.255,"endTime":569.525,"body":"said, okay, I'm starting down and"},{"speaker":"Ray Brehm","startTime":569.595,"endTime":571.425,"body":"summit is launching in 90 days."},{"speaker":"Ray Brehm","startTime":571.995,"endTime":574.065,"body":"And that seemed like a lot of time."},{"speaker":"Ray Brehm","startTime":574.845,"endTime":579.135,"body":"But if that's when I started recruiting"},{"speaker":"Ray Brehm","startTime":574.845,"endTime":579.135,"body":"and then scheduling interviews, I realized"},{"speaker":"Ray Brehm","startTime":579.135,"endTime":582.855,"body":"like I couldn't get some people on the"},{"speaker":"Ray Brehm","startTime":579.135,"endTime":582.855,"body":"books for an interview for 45 or 60 days."},{"speaker":"Ray Brehm","startTime":583.275,"endTime":587.275,"body":"And so, I'm getting the interviews"},{"speaker":"Ray Brehm","startTime":583.275,"endTime":587.275,"body":"done in a pinch beforehand."},{"speaker":"Ray Brehm","startTime":588.548,"endTime":593.288,"body":"If you get your first summit out of"},{"speaker":"Ray Brehm","startTime":588.548,"endTime":593.288,"body":"the way and muscle through it you're"},{"speaker":"Ray Brehm","startTime":593.288,"endTime":596.498,"body":"going to be much better equipped to"},{"speaker":"Ray Brehm","startTime":593.288,"endTime":596.498,"body":"use that as a business tool in the"},{"speaker":"Ray Brehm","startTime":596.498,"endTime":600.446,"body":"future, because of all the kind of the"},{"speaker":"Ray Brehm","startTime":596.498,"endTime":600.446,"body":"timelines and so forth, but that I think"},{"speaker":"Ray Brehm","startTime":600.716,"endTime":603.746,"body":"underestimating the time it would take."},{"speaker":"Ray Brehm","startTime":603.776,"endTime":606.836,"body":"And really once you have all"},{"speaker":"Ray Brehm","startTime":603.776,"endTime":606.836,"body":"the interviews done, you can"},{"speaker":"Ray Brehm","startTime":606.836,"endTime":608.186,"body":"rapidly do everything else."},{"speaker":"Ray Brehm","startTime":608.276,"endTime":610.796,"body":"And if you can focus on that, but if"},{"speaker":"Ray Brehm","startTime":608.276,"endTime":610.796,"body":"you're still trying to get interviews and"},{"speaker":"Ray Brehm","startTime":610.796,"endTime":614.186,"body":"coordinate and get on people's calendars"},{"speaker":"Ray Brehm","startTime":610.796,"endTime":614.186,"body":"while you're building out the tech and"},{"speaker":"Ray Brehm","startTime":614.186,"endTime":615.986,"body":"everything else, that can be stressful."},{"speaker":"Ray Brehm","startTime":616.396,"endTime":622.209,"body":"Two is, and this is something I've learned"},{"speaker":"Ray Brehm","startTime":616.396,"endTime":622.209,"body":"even more recently, I went back and did"},{"speaker":"Ray Brehm","startTime":622.209,"endTime":625.539,"body":"the books on that very first summit."},{"speaker":"Ray Brehm","startTime":626.119,"endTime":635.499,"body":"People judge the success of the summit"},{"speaker":"Ray Brehm","startTime":626.119,"endTime":635.499,"body":"solely based on premium passes and emails."},{"speaker":"Ray Brehm","startTime":635.784,"endTime":638.703,"body":"When, if you look at the big picture"},{"speaker":"Ray Brehm","startTime":635.784,"endTime":638.703,"body":"there's a lot more to be done there."},{"speaker":"Ray Brehm","startTime":638.853,"endTime":642.929,"body":"Now, in your case, your last summit,"},{"speaker":"Ray Brehm","startTime":638.853,"endTime":642.929,"body":"you had a couple of two or three"},{"speaker":"Ray Brehm","startTime":642.929,"endTime":645.895,"body":"tiers, of price points and the premium"},{"speaker":"Ray Brehm","startTime":642.929,"endTime":645.895,"body":"pass, you had upsells and so forth."},{"speaker":"Ray Brehm","startTime":646.405,"endTime":647.755,"body":"You launched something afterwards."},{"speaker":"Ray Brehm","startTime":648.085,"endTime":650.644,"body":"And so, you had that plan"},{"speaker":"Ray Brehm","startTime":648.085,"endTime":650.644,"body":"in place, which is what we'd"},{"speaker":"Ray Brehm","startTime":650.644,"endTime":651.824,"body":"like to try to do with people."},{"speaker":"Ray Brehm","startTime":652.524,"endTime":656.774,"body":"But my first summit I did in premium"},{"speaker":"Ray Brehm","startTime":652.524,"endTime":656.774,"body":"past sales, which blew me away."},{"speaker":"Ray Brehm","startTime":657.034,"endTime":659.014,"body":"Cause when I was doing the first"},{"speaker":"Ray Brehm","startTime":657.034,"endTime":659.014,"body":"summit, I thought this thing's"},{"speaker":"Ray Brehm","startTime":659.014,"endTime":660.514,"body":"not going to make any money."},{"speaker":"Ray Brehm","startTime":660.514,"endTime":663.154,"body":"It's just an authority play to seek,"},{"speaker":"Ray Brehm","startTime":660.514,"endTime":663.154,"body":"to be seen in front of these other"},{"speaker":"Ray Brehm","startTime":663.154,"endTime":664.324,"body":"people that I'm interviewing with."},{"speaker":"Ray Brehm","startTime":664.774,"endTime":670.864,"body":"And the truth was I did about $12,126"},{"speaker":"Ray Brehm","startTime":664.774,"endTime":670.864,"body":"I'll never forget, in premium past sales."},{"speaker":"Ray Brehm","startTime":670.864,"endTime":671.664,"body":"I'm like wow."},{"speaker":"Ray Brehm","startTime":672.114,"endTime":675.92,"body":"This is something I can help authors"},{"speaker":"Ray Brehm","startTime":672.114,"endTime":675.92,"body":"with because at the time I was just"},{"speaker":"Ray Brehm","startTime":675.92,"endTime":680.62,"body":"doing book launches for authors and"},{"speaker":"Ray Brehm","startTime":675.92,"endTime":680.62,"body":"those aren't income plays they're status"},{"speaker":"Ray Brehm","startTime":680.62,"endTime":684.49,"body":"plays, getting bestseller, getting your"},{"speaker":"Ray Brehm","startTime":680.62,"endTime":684.49,"body":"book out there, but this is a way I"},{"speaker":"Ray Brehm","startTime":684.49,"endTime":686.17,"body":"could actually help authors make money."},{"speaker":"Ray Brehm","startTime":686.62,"endTime":687.49,"body":"That's how I got into this."},{"speaker":"Ray Brehm","startTime":688.27,"endTime":692.59,"body":"The day after the summit ended, I"},{"speaker":"Ray Brehm","startTime":688.27,"endTime":692.59,"body":"just had this feeling that there"},{"speaker":"Ray Brehm","startTime":692.59,"endTime":696.01,"body":"was, I was getting all these"},{"speaker":"Ray Brehm","startTime":692.59,"endTime":696.01,"body":"emails, thanking me and so forth."},{"speaker":"Ray Brehm","startTime":696.04,"endTime":698.0,"body":"I'm like, I think I should"},{"speaker":"Ray Brehm","startTime":696.04,"endTime":698.0,"body":"offer something here."},{"speaker":"Ray Brehm","startTime":698.069,"endTime":698.939,"body":"I hadn't planned on it."},{"speaker":"Ray Brehm","startTime":699.389,"endTime":701.579,"body":"And I went back and forth."},{"speaker":"Ray Brehm","startTime":701.579,"endTime":702.959,"body":"I could promote somebody else's product."},{"speaker":"Ray Brehm","startTime":702.959,"endTime":706.169,"body":"I said, you know what, I'm going to"},{"speaker":"Ray Brehm","startTime":702.959,"endTime":706.169,"body":"take my highest price thing and just"},{"speaker":"Ray Brehm","startTime":706.169,"endTime":710.969,"body":"offer it, which was a thousand-dollar"},{"speaker":"Ray Brehm","startTime":706.169,"endTime":710.969,"body":"anthology book offer, which I had run"},{"speaker":"Ray Brehm","startTime":710.969,"endTime":713.614,"body":"45 days earlier, already to my list."},{"speaker":"Ray Brehm","startTime":713.644,"endTime":719.734,"body":"Now I added about 2,800 emails to my list"},{"speaker":"Ray Brehm","startTime":713.644,"endTime":719.734,"body":"from the summit and ran this thing again."},{"speaker":"Ray Brehm","startTime":719.734,"endTime":725.524,"body":"And I had sold 3 45 days earlier,"},{"speaker":"Ray Brehm","startTime":719.734,"endTime":725.524,"body":"so 3 K, but I sold 19 in four"},{"speaker":"Ray Brehm","startTime":725.524,"endTime":727.024,"body":"days right after the summit."},{"speaker":"Ray Brehm","startTime":727.834,"endTime":734.205,"body":"And so, then I started looking at"},{"speaker":"Ray Brehm","startTime":727.834,"endTime":734.205,"body":"whoa, I just did a 50% increase"},{"speaker":"Ray Brehm","startTime":734.205,"endTime":735.285,"body":"on the summit premium pass."},{"speaker":"Ray Brehm","startTime":735.285,"endTime":738.046,"body":"So, I did 31 K in a two week period."},{"speaker":"Ray Brehm","startTime":738.956,"endTime":740.966,"body":"And I said, wow, this is amazing."},{"speaker":"Ray Brehm","startTime":741.626,"endTime":743.636,"body":"And that's kinda how I got"},{"speaker":"Ray Brehm","startTime":741.626,"endTime":743.636,"body":"into the done-for-you summit"},{"speaker":"Ray Brehm","startTime":743.636,"endTime":745.286,"body":"side, but just recently."},{"speaker":"Ray Brehm","startTime":745.286,"endTime":747.863,"body":"So, I've worked with clients"},{"speaker":"Ray Brehm","startTime":745.286,"endTime":747.863,"body":"for a year and a half and"},{"speaker":"Ray Brehm","startTime":747.904,"endTime":749.294,"body":"doing their summits for them."},{"speaker":"Ray Brehm","startTime":749.914,"endTime":755.683,"body":"And I've seen people dismissing the idea"},{"speaker":"Ray Brehm","startTime":749.914,"endTime":755.683,"body":"of launching something afterwards and"},{"speaker":"Ray Brehm","startTime":755.683,"endTime":760.292,"body":"also really nurturing those relationships"},{"speaker":"Ray Brehm","startTime":755.683,"endTime":760.292,"body":"with the speakers that they just made."},{"speaker":"Ray Brehm","startTime":760.622,"endTime":765.272,"body":"So, I went back, looked at that first"},{"speaker":"Ray Brehm","startTime":760.622,"endTime":765.272,"body":"summit and then tracked all the income."},{"speaker":"Ray Brehm","startTime":766.007,"endTime":771.887,"body":"For the next year from the top five"},{"speaker":"Ray Brehm","startTime":766.007,"endTime":771.887,"body":"affiliates and two through four, I"},{"speaker":"Ray Brehm","startTime":771.887,"endTime":776.097,"body":"did another 56 K in revenue with over"},{"speaker":"Ray Brehm","startTime":771.887,"endTime":776.097,"body":"the next year, from that first summit."},{"speaker":"Ray Brehm","startTime":776.457,"endTime":781.457,"body":"And the top affiliate, I did"},{"speaker":"Ray Brehm","startTime":776.457,"endTime":781.457,"body":"another 150 K in revenue."},{"speaker":"Ray Brehm","startTime":781.847,"endTime":789.207,"body":"So, we're approaching like 250 K in"},{"speaker":"Ray Brehm","startTime":781.847,"endTime":789.207,"body":"business created from that first summit."},{"speaker":"Ray Brehm","startTime":789.387,"endTime":793.167,"body":"And if you go back and look at"},{"speaker":"Ray Brehm","startTime":789.387,"endTime":793.167,"body":"the premium past sales, $12,000,"},{"speaker":"Ray Brehm","startTime":793.467,"endTime":794.787,"body":"that's just the tip of the iceberg."},{"speaker":"Ray Brehm","startTime":794.817,"endTime":798.627,"body":"That's peanuts compared to what"},{"speaker":"Ray Brehm","startTime":794.817,"endTime":798.627,"body":"the business relationships did"},{"speaker":"Ray Brehm","startTime":798.627,"endTime":800.757,"body":"for me after that first summit."},{"speaker":"Ray Brehm","startTime":800.787,"endTime":802.377,"body":"And of course, they just keep multiplying."},{"speaker":"Ray Brehm","startTime":802.677,"endTime":807.064,"body":"A lot of those people are on multiple"},{"speaker":"Ray Brehm","startTime":802.677,"endTime":807.064,"body":"summits and you build those relationships."},{"speaker":"Ray Brehm","startTime":807.178,"endTime":808.018,"body":"You and I are that way."},{"speaker":"Ray Brehm","startTime":808.018,"endTime":811.836,"body":"We've got multiple people in our"},{"speaker":"Ray Brehm","startTime":808.018,"endTime":811.836,"body":"circle that, now I can just send"},{"speaker":"Ray Brehm","startTime":811.836,"endTime":814.772,"body":"them a joke email or something,"},{"speaker":"Ray Brehm","startTime":811.836,"endTime":814.772,"body":"it's not oh, I'm afraid to hit send"},{"speaker":"Ray Brehm","startTime":814.772,"endTime":817.611,"body":"because it's this influencer, but"},{"speaker":"Ray Brehm","startTime":814.772,"endTime":817.611,"body":"we built those relationships and"},{"speaker":"Ray Brehm","startTime":817.611,"endTime":819.654,"body":"we proved out some of the offers."},{"speaker":"Ray Brehm","startTime":819.654,"endTime":822.174,"body":"And now I've got standard offers."},{"speaker":"Ray Brehm","startTime":822.896,"endTime":825.85,"body":"You and I emailed a few weeks"},{"speaker":"Ray Brehm","startTime":822.896,"endTime":825.85,"body":"ago about something we might do."},{"speaker":"Ray Brehm","startTime":826.29,"endTime":832.857,"body":"So, that's the invaluable part is not"},{"speaker":"Ray Brehm","startTime":826.29,"endTime":832.857,"body":"seeing the big picture or seeing the"},{"speaker":"Ray Brehm","startTime":832.857,"endTime":834.327,"body":"big picture is the invaluable part."},{"speaker":"Ray Brehm","startTime":835.11,"endTime":839.542,"body":"That you're going to have business"},{"speaker":"Ray Brehm","startTime":835.11,"endTime":839.542,"body":"relationships and you could really justify"},{"speaker":"Ray Brehm","startTime":839.542,"endTime":844.102,"body":"all the expense without the premium pass,"},{"speaker":"Ray Brehm","startTime":839.542,"endTime":844.102,"body":"even without your core offer afterwards,"},{"speaker":"Ray Brehm","startTime":844.102,"endTime":847.492,"body":"if you just wanted these business"},{"speaker":"Ray Brehm","startTime":844.102,"endTime":847.492,"body":"relationships moving into the future,"},{"speaker":"Ray Brehm","startTime":847.882,"endTime":850.162,"body":"but you don't have to discount those."},{"speaker":"Ray Brehm","startTime":850.372,"endTime":852.342,"body":"You can also focus on your core offer."},{"speaker":"Ray Brehm","startTime":852.672,"endTime":857.842,"body":"My focus with clients is, that core"},{"speaker":"Ray Brehm","startTime":852.672,"endTime":857.842,"body":"offer really should be a high ticket,"},{"speaker":"Ray Brehm","startTime":857.842,"endTime":861.532,"body":"like $10,000 or higher that you offer"},{"speaker":"Ray Brehm","startTime":857.842,"endTime":861.532,"body":"after the Virtual Summit, because you're"},{"speaker":"Ray Brehm","startTime":861.532,"endTime":868.024,"body":"authority you're at peak authority the"},{"speaker":"Ray Brehm","startTime":861.532,"endTime":868.024,"body":"day that summit ends and let's capitalize"},{"speaker":"Ray Brehm","startTime":868.024,"endTime":870.664,"body":"on that and share your top program."},{"speaker":"Ray Brehm","startTime":870.694,"endTime":873.094,"body":"And if you don't have one,"},{"speaker":"Ray Brehm","startTime":870.694,"endTime":873.094,"body":"let's create a top program."},{"speaker":"Ray Brehm","startTime":873.094,"endTime":874.564,"body":"So that's now what I do."},{"speaker":"Ray Brehm","startTime":874.564,"endTime":877.964,"body":"With my whole done-for-you"},{"speaker":"Ray Brehm","startTime":874.564,"endTime":877.964,"body":"services morphed into this."},{"speaker":"Ray Brehm","startTime":878.624,"endTime":881.264,"body":"Done-for-you summit is just a small part."},{"speaker":"Ray Brehm","startTime":881.264,"endTime":883.254,"body":"We're going to start by figuring"},{"speaker":"Ray Brehm","startTime":881.264,"endTime":883.254,"body":"out your high ticket that"},{"speaker":"Ray Brehm","startTime":883.254,"endTime":883.984,"body":"you're going to offer after."},{"speaker":"Jonathan Green","startTime":884.024,"endTime":886.163,"body":"This is really"},{"speaker":"Jonathan Green","startTime":884.024,"endTime":886.163,"body":"a way for someone who has no"},{"speaker":"Jonathan Green","startTime":886.163,"endTime":887.362,"body":"audience to kick start it."},{"speaker":"Jonathan Green","startTime":887.382,"endTime":890.142,"body":"So, you don't need to have an existing"},{"speaker":"Jonathan Green","startTime":887.382,"endTime":890.142,"body":"following to run a Virtual Summit."},{"speaker":"Jonathan Green","startTime":890.142,"endTime":891.609,"body":"You can just be like the interviewer."},{"speaker":"Jonathan Green","startTime":892.329,"endTime":893.349,"body":"So, let me ask you this."},{"speaker":"Jonathan Green","startTime":893.349,"endTime":896.69,"body":"How would you compare the value"},{"speaker":"Jonathan Green","startTime":893.349,"endTime":896.69,"body":"for me of interviewing you here for"},{"speaker":"Jonathan Green","startTime":896.69,"endTime":899.76,"body":"my podcast to getting that type of"},{"speaker":"Jonathan Green","startTime":896.69,"endTime":899.76,"body":"traffic versus same amount of time"},{"speaker":"Jonathan Green","startTime":899.76,"endTime":900.96,"body":"for an interview for the summit?"},{"speaker":"Jonathan Green","startTime":900.96,"endTime":903.101,"body":"What's the difference and how"},{"speaker":"Jonathan Green","startTime":900.96,"endTime":903.101,"body":"should I decide which way to go"},{"speaker":"Jonathan Green","startTime":903.101,"endTime":904.301,"body":"with each person I'm interviewing?"},{"speaker":"Ray Brehm","startTime":904.365,"endTime":907.701,"body":"There's value in both"},{"speaker":"Ray Brehm","startTime":904.365,"endTime":907.701,"body":"obviously and you're going to do a lot."},{"speaker":"Ray Brehm","startTime":907.881,"endTime":912.531,"body":"One thing you can do is you take"},{"speaker":"Ray Brehm","startTime":907.881,"endTime":912.531,"body":"those seminary interviews and later"},{"speaker":"Ray Brehm","startTime":912.531,"endTime":913.711,"body":"just put them in your podcast."},{"speaker":"Ray Brehm","startTime":913.815,"endTime":917.167,"body":"You basically have these amazing"},{"speaker":"Ray Brehm","startTime":913.815,"endTime":917.167,"body":"interviews and you roll them into"},{"speaker":"Ray Brehm","startTime":917.167,"endTime":920.84,"body":"your podcast, not that week after,"},{"speaker":"Ray Brehm","startTime":917.167,"endTime":920.84,"body":"but maybe six months or a year later."},{"speaker":"Ray Brehm","startTime":920.99,"endTime":923.517,"body":"I've got those, like that original"},{"speaker":"Ray Brehm","startTime":920.99,"endTime":923.517,"body":"interview with Stu McLaren."},{"speaker":"Ray Brehm","startTime":923.517,"endTime":925.452,"body":"And is still unbelievably good."},{"speaker":"Ray Brehm","startTime":925.782,"endTime":927.252,"body":"Matt McWilliams, unbelievably good."},{"speaker":"Ray Brehm","startTime":927.252,"endTime":930.522,"body":"So, I've got all these great interviews"},{"speaker":"Ray Brehm","startTime":927.252,"endTime":930.522,"body":"that I use it either as a bonus"},{"speaker":"Ray Brehm","startTime":930.822,"endTime":934.512,"body":"or a VIP upgrade, best of series."},{"speaker":"Ray Brehm","startTime":934.58,"endTime":935.66,"body":"I can use them in multiple ways."},{"speaker":"Ray Brehm","startTime":935.66,"endTime":939.17,"body":"I even took one of the interviews from"},{"speaker":"Ray Brehm","startTime":935.66,"endTime":939.17,"body":"that very first summit and turn it"},{"speaker":"Ray Brehm","startTime":939.17,"endTime":941.15,"body":"into a course because it was so good."},{"speaker":"Ray Brehm","startTime":941.15,"endTime":946.251,"body":"And so, checkbox following a system, and"},{"speaker":"Ray Brehm","startTime":941.15,"endTime":946.251,"body":"that was a Matt McWilliams interview."},{"speaker":"Ray Brehm","startTime":946.431,"endTime":949.998,"body":"But the value here is if you're"},{"speaker":"Ray Brehm","startTime":946.431,"endTime":949.998,"body":"starting, and you're trying to decide."},{"speaker":"Ray Brehm","startTime":950.039,"endTime":955.469,"body":"I don't like to do, obviously"},{"speaker":"Ray Brehm","startTime":950.039,"endTime":955.469,"body":"there's ways to monetize podcasts and"},{"speaker":"Ray Brehm","startTime":955.469,"endTime":956.969,"body":"everything else, and you should do it."},{"speaker":"Ray Brehm","startTime":957.749,"endTime":960.899,"body":"But I like to do the thing that's going"},{"speaker":"Ray Brehm","startTime":957.749,"endTime":960.899,"body":"to get me the most bang for my buck."},{"speaker":"Ray Brehm","startTime":960.929,"endTime":964.079,"body":"And for instance, if you and I,"},{"speaker":"Ray Brehm","startTime":960.929,"endTime":964.079,"body":"and that's why it's great, like"},{"speaker":"Ray Brehm","startTime":964.079,"endTime":965.189,"body":"you're recording this video."},{"speaker":"Ray Brehm","startTime":965.519,"endTime":967.981,"body":"You can put that in a summit later."},{"speaker":"Ray Brehm","startTime":968.806,"endTime":972.966,"body":"And I may take this, but at my summit or"},{"speaker":"Ray Brehm","startTime":968.806,"endTime":972.966,"body":"my podcasts, in fact, I'm there as well."},{"speaker":"Ray Brehm","startTime":972.992,"endTime":977.291,"body":"But with the summit, the difference is,"},{"speaker":"Ray Brehm","startTime":972.992,"endTime":977.291,"body":"we're investing time during this interview"},{"speaker":"Ray Brehm","startTime":977.861,"endTime":980.321,"body":"and we're both going to get traffic"},{"speaker":"Ray Brehm","startTime":977.861,"endTime":980.321,"body":"from people that aren't even on this"},{"speaker":"Ray Brehm","startTime":980.321,"endTime":984.101,"body":"interview because there's other speakers"},{"speaker":"Ray Brehm","startTime":980.321,"endTime":984.101,"body":"on the summit sending their audience."},{"speaker":"Ray Brehm","startTime":984.581,"endTime":989.471,"body":"So, while if somebody's starting with"},{"speaker":"Ray Brehm","startTime":984.581,"endTime":989.471,"body":"zero emails and they get on podcast"},{"speaker":"Ray Brehm","startTime":989.471,"endTime":993.791,"body":"with you, they're probably going to"},{"speaker":"Ray Brehm","startTime":989.471,"endTime":993.791,"body":"get some emails from your audience."},{"speaker":"Ray Brehm","startTime":994.916,"endTime":998.846,"body":"But if they're on a summit with"},{"speaker":"Ray Brehm","startTime":994.916,"endTime":998.846,"body":"you, they're going to get emails"},{"speaker":"Ray Brehm","startTime":998.846,"endTime":1001.306,"body":"from 20 people's audiences or 30."},{"speaker":"Ray Brehm","startTime":1001.756,"endTime":1005.626,"body":"And if you're the host and you don't"},{"speaker":"Ray Brehm","startTime":1001.756,"endTime":1005.626,"body":"have any emails, that's okay too."},{"speaker":"Ray Brehm","startTime":1006.016,"endTime":1009.706,"body":"All you're expected to do is be"},{"speaker":"Ray Brehm","startTime":1006.016,"endTime":1009.706,"body":"the interviewer, the reporter."},{"speaker":"Ray Brehm","startTime":1010.216,"endTime":1013.856,"body":"And if you look at, in fact, I just"},{"speaker":"Ray Brehm","startTime":1010.216,"endTime":1013.856,"body":"got it sitting right here, but if in"},{"speaker":"Ray Brehm","startTime":1013.886,"endTime":1015.536,"body":"Russell Brunson's expert secrets book."},{"speaker":"Ray Brehm","startTime":1016.391,"endTime":1019.071,"body":"He talks about the five"},{"speaker":"Ray Brehm","startTime":1016.391,"endTime":1019.071,"body":"stages of becoming an expert."},{"speaker":"Ray Brehm","startTime":1019.071,"endTime":1021.471,"body":"One is to have the dream of what"},{"speaker":"Ray Brehm","startTime":1019.071,"endTime":1021.471,"body":"you want to be the expert in."},{"speaker":"Ray Brehm","startTime":1021.651,"endTime":1025.641,"body":"Stage two is be the interviewer,"},{"speaker":"Ray Brehm","startTime":1021.651,"endTime":1025.641,"body":"the reporter, and you don't"},{"speaker":"Ray Brehm","startTime":1025.641,"endTime":1026.901,"body":"have to be the expert yet."},{"speaker":"Ray Brehm","startTime":1026.901,"endTime":1029.99,"body":"You can be the reporter and"},{"speaker":"Ray Brehm","startTime":1026.901,"endTime":1029.99,"body":"by the way, your summit can"},{"speaker":"Ray Brehm","startTime":1029.99,"endTime":1031.34,"body":"be about something broader."},{"speaker":"Ray Brehm","startTime":1031.34,"endTime":1032.78,"body":"And you're the expert in one niche."},{"speaker":"Ray Brehm","startTime":1032.78,"endTime":1036.258,"body":"And you still might make your core"},{"speaker":"Ray Brehm","startTime":1032.78,"endTime":1036.258,"body":"offer after the summit about you."},{"speaker":"Ray Brehm","startTime":1037.293,"endTime":1039.055,"body":"But you can bring in all these experts."},{"speaker":"Ray Brehm","startTime":1039.055,"endTime":1041.485,"body":"So, for me, my first summit"},{"speaker":"Ray Brehm","startTime":1039.055,"endTime":1041.485,"body":"was Book Profit School."},{"speaker":"Ray Brehm","startTime":1041.695,"endTime":1043.735,"body":"I already saw a ton of"},{"speaker":"Ray Brehm","startTime":1041.695,"endTime":1043.735,"body":"summits up publishing."},{"speaker":"Ray Brehm","startTime":1044.245,"endTime":1046.885,"body":"I saw a ton of summits"},{"speaker":"Ray Brehm","startTime":1044.245,"endTime":1046.885,"body":"about hitting bestseller."},{"speaker":"Ray Brehm","startTime":1047.185,"endTime":1050.485,"body":"And to me, both of those topics, I"},{"speaker":"Ray Brehm","startTime":1047.185,"endTime":1050.485,"body":"couldn't comprehend because it seemed"},{"speaker":"Ray Brehm","startTime":1050.485,"endTime":1052.075,"body":"like all the interviews would be the same."},{"speaker":"Ray Brehm","startTime":1052.315,"endTime":1054.265,"body":"I said, I want to know how"},{"speaker":"Ray Brehm","startTime":1052.315,"endTime":1054.265,"body":"people are making money on"},{"speaker":"Ray Brehm","startTime":1054.265,"endTime":1055.435,"body":"the back end of their books."},{"speaker":"Ray Brehm","startTime":1055.825,"endTime":1059.095,"body":"And so, I went one step further and"},{"speaker":"Ray Brehm","startTime":1055.825,"endTime":1059.095,"body":"made that the theme of the summit."},{"speaker":"Ray Brehm","startTime":1059.305,"endTime":1061.735,"body":"Now I still had my niche afterwards."},{"speaker":"Ray Brehm","startTime":1062.785,"endTime":1065.845,"body":"At the time that was people that"},{"speaker":"Ray Brehm","startTime":1062.785,"endTime":1065.845,"body":"hadn't even written a book yet and"},{"speaker":"Ray Brehm","startTime":1065.845,"endTime":1068.565,"body":"wanted to be a part of a bestselling"},{"speaker":"Ray Brehm","startTime":1065.845,"endTime":1068.565,"body":"book, which is my anthology."},{"speaker":"Ray Brehm","startTime":1068.915,"endTime":1071.485,"body":"That was just a small piece."},{"speaker":"Ray Brehm","startTime":1071.485,"endTime":1074.365,"body":"So, we talked about memberships and"},{"speaker":"Ray Brehm","startTime":1071.485,"endTime":1074.365,"body":"hosting masterminds and creating"},{"speaker":"Ray Brehm","startTime":1074.365,"endTime":1077.075,"body":"courses and connecting with"},{"speaker":"Ray Brehm","startTime":1074.365,"endTime":1077.075,"body":"influencers and all this stuff."},{"speaker":"Ray Brehm","startTime":1077.565,"endTime":1082.285,"body":"Which made the summit successful"},{"speaker":"Ray Brehm","startTime":1077.565,"endTime":1082.285,"body":"and allowed me to invite speakers"},{"speaker":"Ray Brehm","startTime":1082.735,"endTime":1084.705,"body":"outside of self-publishing."},{"speaker":"Ray Brehm","startTime":1084.783,"endTime":1087.893,"body":"Stu McLaren, you wouldn't invite"},{"speaker":"Ray Brehm","startTime":1084.783,"endTime":1087.893,"body":"him into a self-publishing summit."},{"speaker":"Ray Brehm","startTime":1089.918,"endTime":1093.535,"body":"He certainly was a good fit for book"},{"speaker":"Ray Brehm","startTime":1089.918,"endTime":1093.535,"body":"profiting and creating some kind of"},{"speaker":"Ray Brehm","startTime":1093.535,"endTime":1095.605,"body":"recurring membership on the back end."},{"speaker":"Ray Brehm","startTime":1095.605,"endTime":1098.055,"body":"So, that's what I love about summits."},{"speaker":"Ray Brehm","startTime":1098.073,"endTime":1101.887,"body":"You can create diversity in the type of"},{"speaker":"Ray Brehm","startTime":1098.073,"endTime":1101.887,"body":"people you bring, as long as you want"},{"speaker":"Ray Brehm","startTime":1101.887,"endTime":1106.397,"body":"their audiences to be a fit for your"},{"speaker":"Ray Brehm","startTime":1101.887,"endTime":1106.397,"body":"next thing, but you can add, you're"},{"speaker":"Ray Brehm","startTime":1106.397,"endTime":1110.957,"body":"going to get exposed to, it's basically"},{"speaker":"Ray Brehm","startTime":1106.397,"endTime":1110.957,"body":"crowdsourcing one content because you're"},{"speaker":"Ray Brehm","startTime":1110.957,"endTime":1115.547,"body":"creating a product with the summit and"},{"speaker":"Ray Brehm","startTime":1110.957,"endTime":1115.547,"body":"you're crowdsourcing an audience as well."},{"speaker":"Jonathan Green","startTime":1115.907,"endTime":1116.247,"body":"Okay."},{"speaker":"Jonathan Green","startTime":1116.837,"endTime":1118.157,"body":"I think that's very cool."},{"speaker":"Jonathan Green","startTime":1118.157,"endTime":1120.227,"body":"Let's say someone is"},{"speaker":"Jonathan Green","startTime":1118.157,"endTime":1120.227,"body":"excited by this interview."},{"speaker":"Jonathan Green","startTime":1120.227,"endTime":1123.287,"body":"What is the best way for them to get"},{"speaker":"Jonathan Green","startTime":1120.227,"endTime":1123.287,"body":"started or start thinking about, am"},{"speaker":"Jonathan Green","startTime":1123.287,"endTime":1124.637,"body":"I the right fit for a virtual summit?"},{"speaker":"Ray Brehm","startTime":1125.057,"endTime":1127.652,"body":"Yeah, I think for most"},{"speaker":"Ray Brehm","startTime":1125.057,"endTime":1127.652,"body":"people is that fear and it's still"},{"speaker":"Ray Brehm","startTime":1127.862,"endTime":1132.932,"body":"this way for me, but the fear"},{"speaker":"Ray Brehm","startTime":1127.862,"endTime":1132.932,"body":"is one that I call it full row."},{"speaker":"Ray Brehm","startTime":1133.022,"endTime":1134.132,"body":"Fear of reaching out."},{"speaker":"Ray Brehm","startTime":1134.942,"endTime":1138.422,"body":"So, hitting that send button to invite"},{"speaker":"Ray Brehm","startTime":1134.942,"endTime":1138.422,"body":"somebody on your summit and then two"},{"speaker":"Ray Brehm","startTime":1138.422,"endTime":1140.322,"body":"is to actually host the interviews."},{"speaker":"Jonathan Green","startTime":1141.181,"endTime":1142.362,"body":"So, let's dive into that."},{"speaker":"Jonathan Green","startTime":1142.512,"endTime":1143.712,"body":"What's the worst thing?"},{"speaker":"Jonathan Green","startTime":1144.132,"endTime":1146.052,"body":"Cause you've been in this"},{"speaker":"Jonathan Green","startTime":1144.132,"endTime":1146.052,"body":"space for a long time."},{"speaker":"Jonathan Green","startTime":1146.052,"endTime":1148.572,"body":"What's the worst thing you've ever"},{"speaker":"Jonathan Green","startTime":1146.052,"endTime":1148.572,"body":"heard about in a response to someone"},{"speaker":"Jonathan Green","startTime":1148.572,"endTime":1149.892,"body":"inviting someone to a Virtual Summit?"},{"speaker":"Jonathan Green","startTime":1149.922,"endTime":1152.152,"body":"What's the worst possible thing"},{"speaker":"Jonathan Green","startTime":1149.922,"endTime":1152.152,"body":"that's ever happened you heard of?"},{"speaker":"Ray Brehm","startTime":1152.252,"endTime":1155.572,"body":"To somebody who's"},{"speaker":"Ray Brehm","startTime":1152.252,"endTime":1155.572,"body":"reached out, the worst thing is"},{"speaker":"Ray Brehm","startTime":1155.572,"endTime":1156.742,"body":"potentially they don't respond."},{"speaker":"Ray Brehm","startTime":1156.84,"endTime":1161.472,"body":"And you can't always get ahold of your"},{"speaker":"Ray Brehm","startTime":1156.84,"endTime":1161.472,"body":"dream people so that part's most of"},{"speaker":"Ray Brehm","startTime":1161.472,"endTime":1163.464,"body":"the time, just takes a second email."},{"speaker":"Ray Brehm","startTime":1163.734,"endTime":1166.313,"body":"And even then, if they're too"},{"speaker":"Ray Brehm","startTime":1163.734,"endTime":1166.313,"body":"busy, or they don't get their"},{"speaker":"Ray Brehm","startTime":1166.313,"endTime":1167.723,"body":"emails or they got a gatekeeper."},{"speaker":"Ray Brehm","startTime":1167.786,"endTime":1168.376,"body":"You work away."},{"speaker":"Ray Brehm","startTime":1168.386,"endTime":1172.016,"body":"And for instance, in Stu McLaren's"},{"speaker":"Ray Brehm","startTime":1168.386,"endTime":1172.016,"body":"case, I didn't have any direct access"},{"speaker":"Ray Brehm","startTime":1172.016,"endTime":1175.596,"body":"to him, but I had one of his products"},{"speaker":"Ray Brehm","startTime":1172.016,"endTime":1175.596,"body":"and I had his help and I was on the"},{"speaker":"Ray Brehm","startTime":1175.646,"endTime":1181.646,"body":"phone, in fact, they contacted me for"},{"speaker":"Ray Brehm","startTime":1175.646,"endTime":1181.646,"body":"a testimonial and while I was on the"},{"speaker":"Ray Brehm","startTime":1181.646,"endTime":1183.103,"body":"phone and I said, I'm doing this thing."},{"speaker":"Ray Brehm","startTime":1183.103,"endTime":1186.579,"body":"And I think it could help send"},{"speaker":"Ray Brehm","startTime":1183.103,"endTime":1186.579,"body":"people Stew's way and it'll help me."},{"speaker":"Ray Brehm","startTime":1187.314,"endTime":1188.124,"body":"And they set it up."},{"speaker":"Ray Brehm","startTime":1188.214,"endTime":1190.014,"body":"They're like, we'll get you"},{"speaker":"Ray Brehm","startTime":1188.214,"endTime":1190.014,"body":"in touch with his person."},{"speaker":"Ray Brehm","startTime":1190.044,"endTime":1194.18,"body":"So, it's not always like"},{"speaker":"Ray Brehm","startTime":1190.044,"endTime":1194.18,"body":"you've got to go knock on Jack"},{"speaker":"Ray Brehm","startTime":1194.18,"endTime":1195.65,"body":"Canfield's door or something."},{"speaker":"Ray Brehm","startTime":1195.664,"endTime":1197.494,"body":"It's, can you get in touch with people?"},{"speaker":"Ray Brehm","startTime":1197.734,"endTime":1199.884,"body":"And most of them, if they've"},{"speaker":"Ray Brehm","startTime":1197.734,"endTime":1199.884,"body":"got the time and it's the right"},{"speaker":"Ray Brehm","startTime":1199.884,"endTime":1201.874,"body":"niche they'll consider it."},{"speaker":"Ray Brehm","startTime":1201.994,"endTime":1204.49,"body":"So, the worst, I don't"},{"speaker":"Ray Brehm","startTime":1201.994,"endTime":1204.49,"body":"think there's worst there."},{"speaker":"Ray Brehm","startTime":1204.76,"endTime":1207.773,"body":"You can do some things"},{"speaker":"Ray Brehm","startTime":1204.76,"endTime":1207.773,"body":"wrong, reaching out."},{"speaker":"Ray Brehm","startTime":1207.773,"endTime":1211.43,"body":"Going for no is go for no, is"},{"speaker":"Ray Brehm","startTime":1207.773,"endTime":1211.43,"body":"that phrase where it's keep asking"},{"speaker":"Ray Brehm","startTime":1211.43,"endTime":1213.69,"body":"people until tell they say no."},{"speaker":"Ray Brehm","startTime":1214.25,"endTime":1217.7,"body":"And most people aren't"},{"speaker":"Ray Brehm","startTime":1214.25,"endTime":1217.7,"body":"going to be offended for you"},{"speaker":"Ray Brehm","startTime":1217.7,"endTime":1218.93,"body":"wanting them on your summit."},{"speaker":"Ray Brehm","startTime":1219.14,"endTime":1221.27,"body":"They just might not be able to"},{"speaker":"Ray Brehm","startTime":1219.14,"endTime":1221.27,"body":"do it or might not be a fit."},{"speaker":"Ray Brehm","startTime":1222.26,"endTime":1225.08,"body":"And sometimes they either don't"},{"speaker":"Ray Brehm","startTime":1222.26,"endTime":1225.08,"body":"get the message or they ignore you."},{"speaker":"Ray Brehm","startTime":1225.38,"endTime":1226.1,"body":"That's okay, too."},{"speaker":"Ray Brehm","startTime":1227.766,"endTime":1230.706,"body":"The other thing about summits are"},{"speaker":"Ray Brehm","startTime":1227.766,"endTime":1230.706,"body":"I've had people on my summits who"},{"speaker":"Ray Brehm","startTime":1230.711,"endTime":1235.879,"body":"I really looked up to and it turned"},{"speaker":"Ray Brehm","startTime":1230.711,"endTime":1235.879,"body":"out they were deceiving the world"},{"speaker":"Ray Brehm","startTime":1235.879,"endTime":1239.239,"body":"on how big their audience was."},{"speaker":"Ray Brehm","startTime":1239.809,"endTime":1242.479,"body":"So, it shows who's been"},{"speaker":"Ray Brehm","startTime":1239.809,"endTime":1242.479,"body":"skinny dipping out there."},{"speaker":"Ray Brehm","startTime":1242.809,"endTime":1248.276,"body":"And then, the flip side in your ass is"},{"speaker":"Ray Brehm","startTime":1242.809,"endTime":1248.276,"body":"don't send people paragraphs and don't act"},{"speaker":"Ray Brehm","startTime":1248.276,"endTime":1251.726,"body":"like you're doing them a favor, but also"},{"speaker":"Ray Brehm","startTime":1248.276,"endTime":1251.726,"body":"don't feel like they're doing you a favor."},{"speaker":"Ray Brehm","startTime":1251.854,"endTime":1255.844,"body":"You're offering them something very"},{"speaker":"Ray Brehm","startTime":1251.854,"endTime":1255.844,"body":"valuable and that's to be in front"},{"speaker":"Ray Brehm","startTime":1255.844,"endTime":1257.284,"body":"of everybody else's audiences."},{"speaker":"Ray Brehm","startTime":1257.284,"endTime":1260.434,"body":"So usually just a short, nice email."},{"speaker":"Ray Brehm","startTime":1260.434,"endTime":1264.819,"body":"Like I really liked you, your"},{"speaker":"Ray Brehm","startTime":1260.434,"endTime":1264.819,"body":"Serve No Master podcast Jonathan."},{"speaker":"Ray Brehm","startTime":1265.439,"endTime":1270.016,"body":"I'm hosting this summit, I think you'd be"},{"speaker":"Ray Brehm","startTime":1265.439,"endTime":1270.016,"body":"a great fit to talk about living a free"},{"speaker":"Ray Brehm","startTime":1270.016,"endTime":1271.636,"body":"life and being a digital entrepreneur."},{"speaker":"Ray Brehm","startTime":1272.471,"endTime":1274.611,"body":"And it's going to run this time."},{"speaker":"Ray Brehm","startTime":1274.811,"endTime":1279.101,"body":"I always tell people there's no"},{"speaker":"Ray Brehm","startTime":1274.811,"endTime":1279.101,"body":"requirement to promote, although we"},{"speaker":"Ray Brehm","startTime":1279.101,"endTime":1282.446,"body":"definitely want them, but that first"},{"speaker":"Ray Brehm","startTime":1279.101,"endTime":1282.446,"body":"ask, we're just saying it's okay."},{"speaker":"Ray Brehm","startTime":1282.476,"endTime":1283.766,"body":"And also, it's okay to say no."},{"speaker":"Ray Brehm","startTime":1285.347,"endTime":1288.767,"body":"And I've had people that I"},{"speaker":"Ray Brehm","startTime":1285.347,"endTime":1288.767,"body":"thought, oh, they blew me off."},{"speaker":"Ray Brehm","startTime":1288.767,"endTime":1291.017,"body":"And then two weeks later I"},{"speaker":"Ray Brehm","startTime":1288.767,"endTime":1291.017,"body":"was on vacation, but I'm in."},{"speaker":"Ray Brehm","startTime":1291.1,"endTime":1297.929,"body":"Just asking is good and I think people"},{"speaker":"Ray Brehm","startTime":1291.1,"endTime":1297.929,"body":"can start right after this podcast."},{"speaker":"Ray Brehm","startTime":1298.669,"endTime":1301.719,"body":"They can go send something to"},{"speaker":"Ray Brehm","startTime":1298.669,"endTime":1301.719,"body":"somebody they know and say, I'm"},{"speaker":"Ray Brehm","startTime":1301.959,"endTime":1304.089,"body":"thinking about doing a summit would"},{"speaker":"Ray Brehm","startTime":1301.959,"endTime":1304.089,"body":"you be interested in interviewing?"},{"speaker":"Ray Brehm","startTime":1304.539,"endTime":1309.296,"body":"Get your first couple of yeses while"},{"speaker":"Ray Brehm","startTime":1304.539,"endTime":1309.296,"body":"you're building the whole concept out."},{"speaker":"Ray Brehm","startTime":1310.191,"endTime":1313.636,"body":"I had three or four interviews"},{"speaker":"Ray Brehm","startTime":1310.191,"endTime":1313.636,"body":"before I knew the name of my summit."},{"speaker":"Ray Brehm","startTime":1313.636,"endTime":1317.946,"body":"That now I know before I ask"},{"speaker":"Ray Brehm","startTime":1313.636,"endTime":1317.946,"body":"people, but it's okay to switch the"},{"speaker":"Ray Brehm","startTime":1317.946,"endTime":1319.656,"body":"concept around, switch the taglines."},{"speaker":"Ray Brehm","startTime":1319.656,"endTime":1323.116,"body":"The theme kind of switched"},{"speaker":"Ray Brehm","startTime":1319.656,"endTime":1323.116,"body":"as I did interviews."},{"speaker":"Ray Brehm","startTime":1323.826,"endTime":1329.166,"body":"My little subhead or tagline was how"},{"speaker":"Ray Brehm","startTime":1323.826,"endTime":1329.166,"body":"to increase your influence income and"},{"speaker":"Ray Brehm","startTime":1329.196,"endTime":1334.368,"body":"authority beyond royalties, because there"},{"speaker":"Ray Brehm","startTime":1329.196,"endTime":1334.368,"body":"was Hey, if you're not  feeling it from"},{"speaker":"Ray Brehm","startTime":1334.773,"endTime":1336.993,"body":"your book royalties, this is for you."},{"speaker":"Ray Brehm","startTime":1338.39,"endTime":1341.57,"body":"But I didn't come up with that theme until"},{"speaker":"Ray Brehm","startTime":1338.39,"endTime":1341.57,"body":"I interviewed enough people that kept"},{"speaker":"Ray Brehm","startTime":1341.57,"endTime":1343.0,"body":"saying the same thing over and over again."},{"speaker":"Jonathan Green","startTime":1343.535,"endTime":1344.405,"body":"I know you're super busy."},{"speaker":"Jonathan Green","startTime":1344.405,"endTime":1346.115,"body":"I really appreciate you"},{"speaker":"Jonathan Green","startTime":1344.405,"endTime":1346.115,"body":"spending the time with us."},{"speaker":"Jonathan Green","startTime":1346.115,"endTime":1347.915,"body":"What's where can people"},{"speaker":"Jonathan Green","startTime":1346.115,"endTime":1347.915,"body":"find out more about you?"},{"speaker":"Jonathan Green","startTime":1347.915,"endTime":1349.505,"body":"Where people can get access to you?"},{"speaker":"Jonathan Green","startTime":1349.535,"endTime":1350.825,"body":"What's the best place for them to go to?"},{"speaker":"Ray Brehm","startTime":1351.095,"endTime":1354.255,"body":"Just go to"},{"speaker":"Ray Brehm","startTime":1351.095,"endTime":1354.255,"body":"ray.fm/servenomaster."},{"speaker":"Ray Brehm","startTime":1354.275,"endTime":1356.155,"body":"And I got a free book for"},{"speaker":"Ray Brehm","startTime":1354.275,"endTime":1356.155,"body":"you there on Virtual Summits."},{"speaker":"Jonathan Green","startTime":1356.155,"endTime":1356.695,"body":"That's amazing."},{"speaker":"Jonathan Green","startTime":1356.825,"endTime":1357.725,"body":"Thank you so much."},{"speaker":"Jonathan Green","startTime":1357.725,"endTime":1359.015,"body":"This has been an amazing interview."},{"speaker":"Jonathan Green","startTime":1359.015,"endTime":1361.535,"body":"If you guys are interested in"},{"speaker":"Jonathan Green","startTime":1359.015,"endTime":1361.535,"body":"going further with virtual summits,"},{"speaker":"Jonathan Green","startTime":1361.535,"endTime":1364.295,"body":"learning more about them, you"},{"speaker":"Jonathan Green","startTime":1361.535,"endTime":1364.295,"body":"should know Ray has helped me to"},{"speaker":"Jonathan Green","startTime":1364.295,"endTime":1365.735,"body":"learn and run my Virtual Summits."},{"speaker":"Jonathan Green","startTime":1365.735,"endTime":1369.275,"body":"In fact, I was deciding on this call, what"},{"speaker":"Jonathan Green","startTime":1365.735,"endTime":1369.275,"body":"I do another Virtual Summit next year."},{"speaker":"Jonathan Green","startTime":1369.275,"endTime":1370.284,"body":"And I'm feeling like doing it."},{"speaker":"Jonathan Green","startTime":1370.524,"endTime":1372.984,"body":"I was like, I'm going to delete all this"},{"speaker":"Jonathan Green","startTime":1370.524,"endTime":1372.984,"body":"offer or I'm never going to do it again."},{"speaker":"Jonathan Green","startTime":1372.984,"endTime":1374.494,"body":"And now I'm like, oh, maybe"},{"speaker":"Jonathan Green","startTime":1372.984,"endTime":1374.494,"body":"I would want to do it again."},{"speaker":"Jonathan Green","startTime":1374.494,"endTime":1375.253,"body":"You talk me into it."},{"speaker":"Jonathan Green","startTime":1375.253,"endTime":1376.693,"body":"So, I know how you guys are feeling."},{"speaker":"Jonathan Green","startTime":1376.693,"endTime":1380.303,"body":"Make sure you grab that book"},{"speaker":"Jonathan Green","startTime":1376.693,"endTime":1380.303,"body":"at ray.fm/servenomaster."},{"speaker":"Jonathan Green","startTime":1380.533,"endTime":1381.883,"body":"Thank you so much for being here Ray."},{"speaker":"Jonathan Green","startTime":1381.883,"endTime":1383.863,"body":"This has been an absolutely"},{"speaker":"Jonathan Green","startTime":1381.883,"endTime":1383.863,"body":"amazing interview."},{"speaker":"Jonathan Green","startTime":1384.043,"endTime":1386.563,"body":"I hope you guys found this as"},{"speaker":"Jonathan Green","startTime":1384.043,"endTime":1386.563,"body":"valuable as me, make sure to check"},{"speaker":"Jonathan Green","startTime":1386.563,"endTime":1389.433,"body":"out his amazing content and his"},{"speaker":"Jonathan Green","startTime":1386.563,"endTime":1389.433,"body":"book is absolutely worth the read."},{"speaker":"Ray Brehm","startTime":1389.723,"endTime":1390.443,"body":"Thanks, Jonathan."},{"speaker":"Ray Brehm","startTime":1390.863,"endTime":1391.498,"body":"Great to be here."},{"speaker":"Jonathan Green","startTime":1391.768,"endTime":1394.078,"body":"Thank you for listening"},{"speaker":"Jonathan Green","startTime":1391.768,"endTime":1394.078,"body":"to the Serve No Master podcast."},{"speaker":"Jonathan Green","startTime":1394.528,"endTime":1397.888,"body":"I've written over 300 bestsellers"},{"speaker":"Jonathan Green","startTime":1394.528,"endTime":1397.888,"body":"and compiled my top secrets into a"},{"speaker":"Jonathan Green","startTime":1397.888,"endTime":1402.738,"body":"free guide that you can get right"},{"speaker":"Jonathan Green","startTime":1397.888,"endTime":1402.738,"body":"now at servenomaster.com/secrets."}]}