The bus station: why half your room was never coming with you.
The single metaphor that ties your opening, your talk and your close into one journey, and shows you exactly where you lose people.
Your office is a bus station
A station has many destinations. When people show up at your workshop, yours is not even on their radar. Nothing in your talk works until they choose it.
The opening is boarding, not warm-up
Rapport, objections, agreement and a pattern interrupt. Four jobs, one order, and none of them are introductions.
Driving with an empty bus
Most presenters just start driving. Half the room is still standing on the platform, and no slide later in the deck goes back for them.
The white canvas at the destination
The close is not a pitch. There is a canvas blocking the way and all you have is brushes and paint. Your job is to paint the future clearly enough that they can see themselves in it.
Closing the room, not a percentage of it
Miss things in the opening and you do not close the room. You close whatever fraction of it got on the bus, and you will never know which fraction.
Meet your presenter
Dr. Steve Tullius
300+ workshops delivered. 20 years in practice.
The discovery underneath those numbers is what the business runs on. The rate-limit on conversion was never information. It was belief in the speaker. Solve that and the rest of the funnel follows.
Steve serves as Chairman of the Board of Trustees at Sherman College of Chiropractic, co-chairs the MAHA Chiropractic Working Group, and formerly served as Vice President of the International Federation of Chiropractors and Organizations.
Live webinar
Wednesday, September 16
1:30pm ET · 12:30pm CT · 10:30am PT
We had 43 people in the room and 14 of those actually converted. They come pre-qualified, and your conversion rates are through the roof.
We had 70 people register and 25 show up, and booked six appointments. I also booked two additional speaking gigs.
These are real member workshops.
Not stock photography. Real doctors, real rooms, filled by the system this training breaks down.
| Practice | New patients | Ad spend | Return |
|---|---|---|---|
| Dr. Kale MatovichNatural Way Chiropractic | 35 | $2,000 | 37x |
| Dr. Adam MartinezAlignLife of Katy | 18 | $1,291 | 29x |
| Dr. Jill WhiteEssential Chiropractic | 16 | $1,500 | 22x |
Real new-patient counts and real ad spend from member records. Projected return assumes a $3,000 average case value at a 70% new-patient close rate. Individual results vary.