There are some information marketers, some direct response marketers who don’t like to give a complete picture of anything. I on the other hand feel differently. If I have 457 tips I'd like to give away 21 of them completely so people can start using them and make money from them.

What’s critical to include and exclude to maintain value but not give away too much? The answer is cognitive dissonance. That’s a scenario where if you give a complete picture in little morsels. You’re asking your customer or prospect to fill in the blanks or fill in the complete picture. They will have a dissonance and they will feel uneasy until they complete that picture. It’s a very simple psychological term. I use it all the time.

But there are two philosophies of how to use cognitive dissonance. There are some information marketers, some direct response marketers who don’t like to give a complete picture of anything. In other words if they have 457 tips, they don’t give a complete tip of anything.

I on the other hand feel differently. If I have 457 tips I'd like to give away 21 of them completely so people can start using them and make money from them. If you’ve heard me lecture off the platform, you know that to be true. If you’ve heard me on a teleconference, you’ve known that to be true.

Sometimes I get criticized with giving away “too much”. I not only disagree vehemently, I couldn’t give you evidence that’s counter to that.

I’ve made seven figures in less than three and a half years. I had a seven figure year this year, starting from a standing start in an industry that I never was exposed to, in about three and a half years. Now how is that possible?

I believe that it's possible by giving completed tips, so that you have a herd following you and they know that you're not leaving something out. When the timing is right then they will purchase from you. And many hundreds have purchased from me.

You are the judge. Are you going to give incomplete tips? Or are you going to give completed tips that will be cognitive dissonantly working towards all of your tips or tactics or techniques.

What I do with a preview call is give complete tips. If you have noticed in some of the bonus gifts I have the actual preview call audio as well as the cheat sheet. Anyone could take advantage of those, if they wished and not take Teleseminar Secrets.

It’s just a portion of what I’m teaching with Teleseminar Secrets, but at the same time they are content rich. Because of that content richness people show up to my teleseminars. People know what content is and people follow content. So I think it’s critical to give completed tips but not all of them, obviously. And I don’t think that you could possibly give too much in 90 minutes because how much can you possibly give away in 90 minutes? Only what 90 minutes allows.

Here’s the philosophy: give complete tips so that people can take them to the bank and get a return on investment. You get testimonials that way and at the same time, obviously don’t give all of your tips. It’s not humanly possible to do it within the time frame that you're allotted in the preview call which is either 60 or 90 minutes.

When you’re doing a preview call, give them something of value so that it has take away. The take away value, in this case is not a take away closing technique. The take away value is a cheat sheet which people have filled out and which they are grateful for.

When you are trying to catch fish, remember that your job is to bait the hook. Bait the fish, don’t feed the fish. I may be feeding the fish a little bit, but I’m getting them hungry so that their stomach is grumbling and wanting to come back for more. It’s my philosophy, not everyone else’s I know, but it’s worked very quickly. I went to seven figures, not in thirty years but in three and a half years and I did it using this methodology.

So that’s what I do in a preview call, I give complete tips and I give a portion of all the tips that I have. Obviously you need a bunch of tips and techniques to make this happen, but I like to give away complete techniques to use so that people can use them with or without me.

Because after all, why do people buy? I believe for three reasons: They know you. They like you. They trust you.

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