If you rely on face-to-face interactions for your marketing strategy, then how do you keep yourself top of mind in this pandemic? Tom Poland says webinar, even more than social media! As the webinar guy from Leadsology, he has helped many clients reach a more high-quality audience. In this episode, he shares some of that wisdom while taking us to the story behind discovering the gem, that is webinar, and the potential it holds. He then spills the secret on how you can get the three A’s in marketing right—Audience, Asset, and the call to Action—and then discusses email lists, his OPN Model, and the things you should be doing on LinkedIn that few do.

Marketing And Webinars With Tom Poland

Build Live Give. Mentoring with Paul Higgins

Welcome to the Build Live Give Podcast. If you’re a first-time reader and you love what you see, please subscribe. If you’re a regular, thanks for your support. It means a lot to me and please give me feedback on how I can improve the show for you whether it’s the type of guests that you want on or some of the content that I’m doing in my solo shows. What have I got to tell you about Tom before we get started? Tom started in webinars in 2007. He’s been doing this for a long time and he still uses GoToWebinar, which I found entertaining.

This guy cracked the code on how you first get the three A’s of the marketing right. He goes through each of those. He tells us which is the hardest and how to improve that. He talks about email lists and we also talked about his OPN Model, which is the first time that I’ve heard that applied and he also talks about the things that you should be doing on LinkedIn that few do. He absolutely knocks it out of the park. He’s a great Australian person that’s doing well globally and it was a pleasure interviewing him. What I’ll do now is hand you over to Tom Poland from Leadsology.

Welcome, Tom Poland from Leadsology to the show. Great to have you on here, Tom.

Thanks, Paul. Great to be here.

I must admit that I haven’t finished your book.

No one does.

Maybe you’ve packed all the front with too much value. We’ve had a good chat in the past. I know you do webinars differently from a lot of other people. I liked that. That’s what I’d love for you to bring to everyone reading. Why don’t we kick-off? When people say, “Tom, you’re the webinar guy,” what do you do? How do you best answer that?

I suppose even you said before that why webinars. I sold a business in mid-2007 and I was semi-retired. My wife got sick of me being under our feet so she’s like, “Go start another business.” I was mulling that over and I got an email from someone about this thing called a webinar. I’d never heard a webinar before and I thought, “Seminar. Web. Cool, that could be good.” I got up at 3:00 AM because it was coming out of New York or whatever and it was death by bullet point.

It was awful but I saw the potential because I’ve done 500 live talks, workshops, seminars, conferences, and gigs. It was a great way to get new clients and I thought, “If I could sit here on the Sunshine Coast in Queensland, Australia, and not travel anymore and I could get audiences into a digital room and do the same thing, that would be paradise.” Living and working in paradise would be great. Why webinars? First of all, immense scalability.

In December 2020, we ran 4,000 or something people in 31 different countries and it is still an hour of my time for one webinar. It’s massive scalability. Also, it’s incredibly efficient. It’s cost-efficient. You don’t have to hire hotel rooms. We market through OPN or other people’s networks, so that’s where we get audiences from. That’s why webinars. What it’s all about is marketing webinars for lead generation. If you look at all marketing, not only webinar marketing, there are three parts to it. You’ve got to have an audience and it doesn’t matter if that audience is driving on a freeway looking at a billboard. They’re still an audience. Whether they’re listening to a radio, attending my webinar, reading the book, you’ve got to have audiences to get our message and offer out there.

The second thing you need after an audience is you need the asset. The medium through which you’re going to get that message and your offer out. It could be a radio or a newspaper advertisement. There are about 115 different ways to get your message out to the market and this is not even including social media, which is not a great way, by the way but never mind. That’s a different discussion. We’ve got our audience and our asset, in this case, it’s webinars, because that is the most efficient. Webinar scores the top ranking for a combination of efficiency and the most effectiveness.

If the presentation’s not captivating, it's not marketing. Click To Tweet

Public speaking is the most effective for business coaches, consultants, software developers, which is my target market but you’ve got to travel. You often have to pay to set up audios, meet and greet people. COVID stopped that stuff. We’re getting vaccinations in our bodies for COVID. Webinars are vaccinations in your business for COVID. You can still keep going up. This may not be the last pandemic and COVID may not be done with us yet. There are more variants coming out, so God knows who knows what. I was doing this for years before COVID hit and it’s great. COVID or not, I’m going to keep doing it.

You’ve kept this in suspense here. What’s the third A?

You’ve got the audience, the asset, and the call to action. Forget social media because it’s not a great environment. It’s not engineered to give people an offer. It’s engineered to keep your brand in people’s brains all ready to buy. For an offer, we need to allow our prospects in the form of this audience to get to know us well before we make an offer. If we can’t send offers out through social media, it’s like a two-minute speed date. It’s not long enough to get to know us, like us, trust us and be receptive and offer. If you put them in a one-hour webinar and you have a great value, that’s a night out on the town with your prospect. They get to know you in a way of dinner, a show, and maybe coffee, cheese, cigar, or whatever you like afterward. It’s long enough to go, “Yes, I like this person. I don’t think I could work with this person.” That is why webinars are brilliant.

We’ve got the audience, which is coming from other people’s networks. Don’t pay for audiences. It’s a bad idea. You get poor quality and it is expensive. You’ve got the asset, which is a webinar. To me, it’s the best way to get your message out to the market. It’s that night out of the town, so to speak. The call to action. For most of my clients that book a time let’s have a chat. You’ve attended my webinar, we’ve got to know each other, you know my pricing. Always disclose pricing before you have a consultation with a prospect. The webinar is not a training webinar. It’s not a free training webinar. Those days for me are well gone. It’s a demonstration of how you work with your clients.

When your audiences come along to the webinar is a fully transparent value proposition. They know that you’re going to talk for an hour about how you get these great benefits XYZ at ABC for your clients. In the process, you’ve got a full license to tell them about your program, your one on one consulting, or to talk about whatever it is and what the pricing is. Many of them will want the call to action at the end. Rather than having this stupid Californian, frenzy, peacock dancing, gold rush, with countdown timers, and bloody gangster steak knives and bonuses stacked up, you have this mature, reasonable offer to someone that says, “If you’d to talk about becoming a client, click here.”

Speaking of click, we’ve lost a couple of ClickFunnels users in that description there. You’ve given us a lot of background, so I want to dig into a few of those.

Don’t get me started on ClickFunnels. I warn you.

We’ve got the three A which is great. Which of the three do you think people struggle with the most? Because I can ask you all the boring webinar questions in the world but now everyone’s heard, so let’s give them the stuff that they don’t eat.

The call to action is simple. People want my call to action and it may not be live, but they can look at it at least. At the end of the webinar, traditionally, what I’ve done is I said, “Book a time to have a chat.” You go to BookAChatWithTom.com. I’m not giving you that poll, so people reading this can rush on and book a time to talk to me because they’re not appropriate. They can go there and see my call to action. They can see how we filter people with a call to action. Do you have the money to pay me? Click the box to confirm that you do. Do you understand that we’re going to be talking about you becoming a client and seeing if that’s a good idea? Click a box to understand that you do and so on.

We increase desire when people believe there's demand. Click To Tweet

Check a box to say it’s a good time for me to start if we agree that it’s a good idea. That BookAChatWithTom.com page is the filter. You might have 800 people on the webinar and you don’t want to talk to 800 people. You might want to talk to 8 or 18. That’s a filter system where they check the boxes to say that they can afford to work with you and it’s a good time to start if we agree on a good idea. That gets you high-quality consults, and they know your pricing and everything else.

The call to action is easy. Go to BookAChatWithTom.com, swipe, deploy, copy it, and change a few words but other than that grab it. That’s linked to your booking calendar so you can go there, read through the terms and conditions, understand, and then they get access to the calendar once they agreed to terms and conditions. That’s perhaps easier. The asset is more complicated. It’s not a training webinar. It’s a marketing webinar, so there’s a specific sequence we need to walk people through because we have to understand the objective is not to educate them so much as it is to motivate them.

We’re not only wanting to motivate the right time so in the process, it’s not just education, motivation is elimination and qualification. We also want to demonstrate your capability as the presenter, and this is important work, to deliver on the promise that was in the title. Our title is something like Demonstration Come Along and See How My Clients in 27 Cities Around the World Are Generating a High-Quality Weekly Flow of Inbound Leads Using Webinars. That’s the promise.

My number one objective during the presentation is to demonstrate that I know how to do that. I want to educate them or entertain people. If it’s not captivating, it’s not marketing. It’s got to be engaging. If they’re not engaging, people are going to zone me out on a webinar. They’ll go check Facebook feeds and all these stupid tactics like stick bonus, “If you stay to the end and listen up, I’ll show you how to get this free, whatever.”

That’s a substitute for crap content. We want to make the content interesting, engaging, energizing, and valuable, so people want to stay because you’re a great presenter and you got great content. That’s an asset and don’t worry about that. The audience is the big one. The audience is where do I get the audience from? I don’t want to do a Facebook Live and have one person there and that one person is looking around going, “Where is everyone? This must be hopeless. There’s no one here.” We increase desire when people believe there’s demand.

We want to have high-quality audiences and high volume audiences because either way, it’s an hour of my time once a month to present my webinar. Sometimes, it’s about 90 minutes. Basically, it’s one short block of time. If I have 10 or 1,000 people there, it’s still the same time for me so I might as well maximize the opportunity of that 90-minute period. Where do you get the audiences from? There are so many different ways we talked about ClickFunnels. California Gold Rush, Agent 69 was there, I think. Who made the most money on the gold rush? It wasn’t the people digging or the people slaving away skin dropping off and cold streams and digging with pickaxes and getting busted. One of them was the people selling the temps and the pickaxes. They made the money. Whereas the people going for the gold came back broke.

ClickFunnels, whatever platforms you look at where people are making the money, they’re selling the tools on some of the platforms. My brain is not sophisticated enough to understand seventeen different split tests, tripwires, autoresponders, and all that BS. I get people on the webinar, give them an offer where they go, “Yep,” “No,” “Fine,” follow up sequence four emails and that’s it. Game over. Build your list, because the email list is a valuable thing. It’s not LinkedIn. I’ve got 14,000 connections on LinkedIn, I would trade all of them for 100 new email subscribers. It’s far more valuable.

I know you’ve got distinctive thoughts in the book around LinkedIn so I’m going to ask you those in a moment but about email. We all want to build our list. Everybody’s saying, “Build your list.” I’ve got 16,000 and you’ve got 13,000. It’s about the same number on LinkedIn.

It’s 42,000.

BLG 291 | Webinar Marketing

Marketing With Webinars

There you go so you’ve tripled my measly number. Ultimately, what are some of the best ways to get people on your list? Give us the juicy?

The first thing is, I’d say they’ve got to willingly opt-in for something that you’re offering and that offer has to be aligned to the benefit of working with you. It directly aligns. Everything that we’re offering is out there and this is a legacy thing that we did a couple of years ago, and it’s still there. Everything we’re offering is about marketing or lead generation through webinars. Whether it’s a free booklet, it’s a checklist, or whatever it is, it’s all it’s got so it’s got to be aligned. The first thing is alignment. The second thing is they’ve got to willingly opt-in, don’t import them from LinkedIn because two-thirds of your contacts on LinkedIn will have an email address. You could import it but they haven’t connected with you on LinkedIn to be on your email list, so that’s duplicitous.

Quickly on that, Tom. What I didn’t realize, I’m not trying to do this, but in the conditions of LinkedIn, it says, if you put your email address on LinkedIn, you are open to any marketing from anybody.

It’s legal and it’s ethical but it doesn’t work.

Is it the right thing to do?

It doesn’t work. If someone’s first experience of me is something that’s dubious or I’m using their email address, and it wasn’t the intention. I want full transparency. I want people who have opted into the email list because they wanted to opt-in to the email list not because of Facebook or LinkedIn or whatever else. It’s not like Mother Teresa. I’ve been short of money and have made a few shortcuts from time-to-time but haven’t robbed the banks yet. Things are a bit better now and different now and I’m not tempted to do those things as much. I’m not saying as pure as the white-driven snow thing, but it doesn’t work. That’s the bottom line. The funny thing is that the things that are open, honest, and transparent work long-term far better than anything that’s duplicitous, dubious, or not transparent.

You’re across so many countries. Culturally, have you found that across the board? Does it make any difference if you’re selling it in North America versus other markets? What’s your experience there?

It comes down to not so much cultural values but desperation. You get some people in countries that are low socio-economic, low per capita, or whatever you want, average income as I alluded to before. They’re going to be far more tempted to try and rip me off someone who’s desperate because they got to feed the family. I get that so I don’t think in terms of cultural values there’s any difference at all. We’ve traditionally given people a 30-day free test drive of all our IPs.

They joined the program and they get one-on-one coaching calls if they wanted to get it. They get as much support as they could possibly get. I even give people my mobile phone number. I don’t want them to use it but I said it. Every single client gets the message. I go, “If for any reason you’re not getting satisfaction from our group calls for a messaging app, let me know. I’ll hop on a call with you because I care.” We give him all this for nothing.

We give him full access. They don’t have to pay anything. We give them full access to the whole IP. We said, “Don’t pay us any money for 30 days. Check us out first because you’ve probably been ripped off before by other marketers that sounded good but turned out they wanted your money.” We put that value proposition out there so they can see we’ve got skin in the game, and we’ve got the credit card so it’s going to get charged after 30 days unless they cancel.

A good marketer's job is to move the wanderers to be an explorer and move the explorers to be a seeker. Click To Tweet

Some people in desperate situations will take advantage of that. That’s what’s going to happen sometimes. When we first put that I first launched the system of, “For 30 days, don’t pay any money. Test drive everything. We’ll work with you,” I was pretty nervous about it. I thought we were going to get ripped off. To my great delight, I would say 75% of human beings are honest and reliable. The other 24% are dishonest and unreliable. We’ve got 1% that are neither.

Getting back to the email list so you’ve got a lot of willingness, which you’ve given a great example of. What else do you have?

You’ve got to segment the audience and there are three types of people that will subscribe to an email list. There’s what we call the seekers, explorers, and wanderers. The seekers are going to sign up for a webinar. They’re going to download, opt-in to a five-day challenge, and they want to know where to buy. They want to see a sales page and see what the deal is, how they can work with you, what the pricing is, how do they click together, and get started together.

Only 3% of email subscribers want that. That’s not a lot but they represent the low-lying fruit. These numbers are based on visits to our website, analysis of how many pages they visit, and how many downloads they did over what period of time. It’s quite an extensive analysis. Three percent of people who want to buy and they want to buy now. They’ve heard about it and they like the value proposition. They’re not particularly cautious people but they’re quick decision-makers sometimes, they don’t but they make decisions quickly. I see it, I want it, I buy it. I’m one of those 3%. Salespeople will love me.

The 12% is what I call Explorers. They need, on average, five exposures to my brand before they buy. They’ll download a free 23-page guide to market webinars, they’ll attend a webinar, they’ll do my five-day challenge, they might book a consultation or go, and check me out on LinkedIn or whatever. We’ve seen from the website, they all have five different touchpoints, opt-ins and they buy. That’s only 12% of that. The balance, which is 85%, or what we call Wonders.

Imagine you go through a walk in a forest on a Sunday morning. You’re not doing it to get anywhere. You’re going to enjoy the scenery thing. They are there to see, “It might be an idea.” They have no serious intent to buy whatsoever and that’s absolutely fine. First of all, the job of a good marketer is to move the wanderers to be an explorer and move the explorers to be a seeker. When we talk about growing email lists, we need to recognize that there are those three different segments. What works well for all three segments is the one-page thing.

If you go to our website Leadsology.com or Leadsology.guru and if you wait a few seconds on the homepage, it will pop a window and it offers you a one-page interactive model. Which one page? One page blueprint, one place checklist, and one-page mind map. That works well because it’s what I call the three S’s, short, simple and shiny. All three categories, seekers, explorers, and wanderers, will download that. That’s one thing to do.

Even having got 42,000 email subscribers now, there’s a relatively small percentage who will opt-in going to our website because we don’t deliberately drive a lot of traffic there. The best way in my experience of more decades than I care to remember marketing is to get people to opt-in for an event. Whether that’s a webinar or there’s a physical event, they opt-in. The reason that I like it best is because they have mentally, almost all of them, said, “I intend to invest time exploring this.”

BLG 291 | Webinar Marketing

Webinar Marketing: Social media is not engineered to give people an offer. It’s engineered to keep your brand in people’s brains all ready to buy.


Time is their most valuable asset. It’s better than $10. I’m prepared to put 1, 2, 3 hours whatever it is into exploring. Whether they turn up or not, they still have the intention to do that. That, to me, is enough skin in the game to say that’s a pretty good prospect. If we don’t ask them for an email, they don’t have any skin in the game. If we ask them to get out the credit card the first time they come to our website, there’s too much skin in the game.

It’s like Goldilocks marketing. It’s not too hot or not too cold. It’s just right. By having the webinars as the core asset, we talked about audience asset action before. That is going to attract enough of the right people into your email list. What I do with my client is, let’s say you run one webinar a month and you have four partners supporting that webinar. There are four people emailing their emails to say, “There’s a webinar coming up. You guys should attend.”

Every time someone registers, they opted in automatically to your email list and they get an autoresponder that says, “It’s great to see you here. You’re getting an email because you’ve registered for my webinar. Here’s what’s going to happen if you stay subscribed. If you don’t want to stay subscribed, click here, no problem, just unsubscribe.” Put that top of the fold, so it’s easy for people to unsubscribe. You don’t want people subscribed who don’t want to be subscribed. Make it easy for the average guy. That way when you get to people on your list to 2,000, they’re great prospects, not 2,000 randoms. Anything else that’s duplicitous and circuitous such as ClickFunnels it’s not for me. Either because it’s not a transparent value proposition or because it’s too complicated.

We’ve got to two more things before I go into the live section. One is this OPN that you’ve touched on. To me, that’s what intrigued me to get you on this show. Give a quick summary or idea based on OPN.

That’s the world’s most effective marketing method. The oldest most effective marketing method is speaking to groups of people. We know that. If anyone has any doubts about that, they should ask themselves how many clients Christ, Buddha, and Mohammed have. There are billions and all those three did was to speak to groups of people, mostly small groups of people. That’s the first thing. Speaking groups of people is an amazing marketing medium or asset if you like, but where do you get the audiences from? The best source of audiences is not from Facebook Ads or anything like that. It’s through referrals from people that are held in high esteem and high regard.

We’re talking about the owners of email lists. Your email subscribers will no doubt 99.9% of them think highly of you. When you send them an email saying, “Tom Poland running a webinar,” you’re like, “I’ve had a look at it. I’ve checked it out. I’ve read at least half his book. He’s pretty good. I should go.” They are far more likely to listen to you than if I pop up on a Facebook Ad and they’ve never seen me before. I get the transference of credibility from your referral. We know how powerful referrals are. What we’re doing with webinars as we’re doing that referral via an email invitation.

That’s should be it. There’s so much more of this step-by-step in there. In the book, you talk about how most people are doing LinkedIn incorrectly. Tell us the right way to do it.

It took me close to a year, many thousands of dollars, and countless hours to figure this out because what I did was a marketing system. I do it myself first even though my head hurts yet. I’ve got to make sure the thing works before I give it to my clients. If I can’t get it to work, it’s probably not going to work. We’ve tried all these automated platforms and it didn’t work because I was setting up nineteen different added value messages with videos, downloads, interviews, and five-day challenges, you name it. After the nineteenth and after 90 days, it went, “You don’t talk about becoming a client.” Crickets. There’s nothing.

If you want to be more productive, work less. Click To Tweet

Thousands of people, hundreds of many hours, many thousands of dollars later, absolutely one consult who was not qualified came over. That doesn’t work. Why? Why doesn’t it work? Everyone is out there going, “LinkedIn marketing.” LinkedIn can be a goldmine but it’s not a nurture-based marketing medium. Why? Because there are only two categories of people on LinkedIn. There’s the recruitment category. They either want to headhunt you or they want to be headhunted. There’s a second category you want to sell your stuff or sell stuff to your network.

There is no third category who wakes up in the morning, jumps out of bed, and goes, “I’ll log into LinkedIn in case I can buy something.” That’s why nurture doesn’t work. With email subscribers, it does work. You can send them out of value content over 90 days over nine years. I’ve had people buy after seven years of being on the list and it’s like, “You finally got me, Tom.” With LinkedIn, you want to connect with people and invite except you don’t want to do it. You want to get freelancers to do it using their own LinkedIn accounts. Because there’s a throttle on your account of around 75 fresh connections a day at which point, if you cross over that threshold, LinkedIn will suspend you.

Some people get away with 100 a day for a period of time then they get suspended. Fifty is safe. Seventy-five is pretty good. If you work numbers back, you need a lot of connection requests, because every connection request that is met with acceptance gets an invitation to our webinar. 33% will accept a connection request. 2.5% percent will register for a webinar, 70% of those registrants will attend and 5% of the attendees will become clients. I’ll let folks do the math and work backward but basically what you need there for 3 or 4 freelancers using their own accounts. We pay them $5 an hour, and we give them a $50 bonus for every attendee to the webinar.

Brilliant. There it is. There’s the secret.

Paul, the best part about it is it takes me literally five minutes a month to run the whole thing.

Perfect and you spend the rest of the time in the background. We’re talking to Tom Poland. Leadsology.com is the key place to go to him before we go into the live section. I’d like to talk to you about your sales machine. Is it going to live up to your ambitions? You might say, “I don’t know, Paul.” That’s fair enough but what you can do is go to one of our key pieces of information, which gives you fourteen questions.

It takes you three minutes to answer it and it’s what I’ve accumulated over the years of working at Coca-Cola and running my own businesses and exiting. The most important thing is at the end of that, then you get a chance depending on which category you come out on, to have a call with me will take you through a plan. Tom and I, our style is similar. It is how it is. A spade is a spade, and it’s a plan. It’s not a dressed up sales call, so go to PaulHigginsMentoring.com/Assessment and you can get that. Tom, the live section. What are some daily habits that help you be the success that you are?

BLG 291 | Webinar Marketing

Webinar Marketing: The things that are open, honest, and transparent work long term far better than anything that’s duplicitous, dubious, or not transparent.


First of all, is espresso. I’m an espresso addict. The first thing I do on a regular basis is limit time. I only work three days a week. As soon as you land a time, you have to get more fussy about the opportunities. The first thing I do is limit my time. Three days a week. That’s it. That’s all I’m working on. Partly because of that but it’s the lifestyle thing. It’s also a productivity thing and it’s a sustainability thing. I would like to be working when I’m 95 because I get a lot of fulfillment and satisfaction from that. To do that, the first tip and it’s going to sound counterintuitive, but if you want to be more productive, work less. That’s the first thing. The second thing is and we talked about this before.

A productivity habit is to meet with people who are pre-qualified. Whether that’s a potential OPN partner or whether it’s a potential client I want to make sure that they are well qualified so I’m not wasting their time and I’m not wasting my time. The third thing is tech. Get them into tech from a productivity point of view. I look at every single action. Can I automate it? If it’s a no, can I delegate it? If it’s a no, can I systemize it so it can be done quicker and faster? As soon as I can systemize it I can go back to the start with probably delegated if not automated.

It’s music to our ears. A couple of last questions, which is the first, the give section. What’s a community or a charity that you support and why?

The Katie Rose Hospice. It’s near where I live and it’s in postcode, Doonan. That’s a small hospice. Three clients at a time. My wife volunteers there, so we do a little bit around the place for them. Katie Rose Hospice is a worthy cause.

I’ve got family members that have set up in country regions hospice and yet they’re a fantastic way to grant humans a better exit. I say that in the best of intent. The last section is a rapid-fire question. We’ve covered off a couple of those but I got a few more. You talked about tech. What’s an essential piece of tech that you can’t run your business without?


Tom, I know that you and I have got a bit of wisdom together. That’s been around a while. Why do you stick to GoToWebinars?

There’s a bunch of reasons. First of all, I’ve got grandfathered price wise, so I pay $100 a month and I can have 3,000 people on the webinar, which is pretty cool. It’s the most reliable of all the platforms. If you call and you need some help with something at the start of a webinar, which is extremely rare maybe once every five years, a person answers the phone and that person can help you. Try that with Google Hangouts or Zoom. GoToWebinars is my go-to. That’s my number one.

If you can create consciousness and awareness, you increase choice. Click To Tweet

The last one is the big one. I always leave it to the end. What impact do you want to leave on the world?

I want to increase consciousness. It’s a little vague but if you can create consciousness and awareness, you increase choice. People understand they have power, that they don’t have to play the victim game, they can be happier, and they can be more fulfilled. Once we are free of our own BS, we get to help and serve other people more effectively, because we are clear of our own emotional attachments, greed, and need. Increasing consciousness is what the world needs.

As I’ve said, and I’ve said a couple of times, this book, I’ve read the first quarter of it. I don’t plug books but this is a genuine interest. If you want to work on webinars, yes there are lots of practical tips, which we’ll get but this whole OPN principle is where it excites me and it should excite you. Tom has offered a live demo, so you go to LeadGenDemo.live. Tom, it’s brilliant having you on, and thanks for sharing your wisdom.

Thanks, Paul. It’s been a privilege to be here.

Cheers. Thanks. Bye.

That was an absolutely entertaining interview with Tom. I hardly got a word in because he gave so much value so I hope you enjoyed it as much as I did. Also, he gave a great giveaway so go to LeadGenDemo.live Also, there’s a link to his book, which I spoke and mentioned. It’s a good book. You can see that I’m still working through it but it’s fantastic, so you love that. I also mentioned if you’ve got or you think that your sales machine isn’t set up to deliver on your ambitions you can go to PaulHigginsMentoring.com/Assessment and find out the missing pieces for you. Thanks once again for tuning in. Remember to build, live, and give.

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About Tom Poland

BLG 291 | Webinar MarketingTom Poland is a multiple best-selling marketing author with clients in 27 cities around the world. He has personally started and sold multiple businesses and has led teams of over 100 people and revenue in excess of $20 million.

Tom has spoken on global speaking platforms alongside the likes of Brian Tracy, Marshall Goldsmith, Dr. Ivan Misner and many others. He describes himself as ‘voluntarily married’ and lives next to the waves on the white sand of little Castaways Beach in Queensland, Australia.



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