Looking to revolutionize your approach to lead generation? In this episode, Roxanne Wilson explores the world of video automation. She talks about the Custom Automated Lead System (CALS), which helps people set up video lead funnels more easily. She also shares the magic behind her "Choose Your Own Adventure" video strategy, offering a personalized journey for every viewer. Roxanne's lead automation roadmap shows how to create effective funnels for free. And that’s not all as VIP ticket holders get special access to Roxanne's Social Media Kits, which include useful templates and tools for creating content on Instagram and other platforms. Tune in now and learn how to work smart with video automation!

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I am here with the amazing Roxanne Wilson. She's a coach dedicated to guiding network marketers through the ever-changing social media world. She quickly became a leader in her company and the direct sales channel as a whole, earning in the top 3% of all network marketers. It was here that she found a love for melding her passions and experience to help network marketers learn how to run their business in the modern social media world to step into becoming the CEO of their business. In this episode, she's here to talk to us about capturing leads with video automation. I know we all know video is big, but video automation, I need to know more. Welcome, Roxanne. We're so excited to have you here with us.

Adrienne, thank you so much for having me. I'm happy to be here.

Before we jump into all things video automation, which I'm super-geeked and excited about, there may be some folks in the audience who maybe haven't met you yet. Could you tell us just a little bit about your story, where you started, how you ended up becoming an expert in this field, and the story behind all of it?

I was a lawyer by trade. I practiced law. I want to be a Supreme Court justice. One day as I was practicing law, I realized I didn't want to do it anymore. I was in Austin, high-rise, and working. It was 11:00 at night and there was a motorcycle rally going back and forth. I'm like, “They're so passionate about what they're doing and I'm not passionate about this.”

I got down on my knees, I got up and said, “In the next three months, I'm out.” A week later, I got a call about auditions for a reality show, and just getting the word out because I was an alum of Baylor. I was like, “Okay. I'll do that.” I was doing that and I was like, “I could do this show.” I auditioned and one thing led to another. I was off to New York City to get fired on national TV.

I did that. I made the final four and that was my exit from law. I did morning radio. I did home shopping and hosting. I wrote a book. I talked about two women around the country speaking about women in business and faith. I then stumbled into network marketing where it was like I had been go-go-going. I took a pause and my friend had joined a company. I was like, “I'd never do something like that.” I'm like, “I don't have to think. I can just do it. That's what I want to do right now.”

I did that and I had great success and then realized, “I have life experience that would help me be even better at this.” I started implementing all that I learned through my TV and radio time and whatnot. Also, about social media and my business skills. I did even better. I started teaching that to my downline, to my sidelines, and to everyone who would listen. I realized what I wanted to do was to coach and teach that to the entire channel so that we could get with the times. That's what I've been doing for the last few years.

First of all, the things that jump out at me is it takes a lot of bravery to say, “This is not what I want to be doing,”, and to say, “I'm going to make a change.” You made a quick pivot. You're like, “In three months, I’m out,” and all of a sudden, these opportunities open up because you were brave enough.

Thank you for that. I don't know if you know anything about Human Design, but I found out that I'm a manifestor. I'm like, “That makes sense. I make decisions.” I'm a splenic type like, “Boom, boom, boom.” It all makes sense now. It's funny when you do it like, “My twenties made so much sense now.”

You were manifesting all that time and you had no idea. We sound very similar.

For me, I knew that if I went down this path, I wouldn't be happy. I felt like my happiness was worth more than, “What if I fail,” or, “What if I let people down,” or if people think I'm crazy because I've left this great job. I just knew that I needed to get out.

The other part I love about your story is you didn't necessarily know what you wanted to do. You just knew that being a lawyer wasn't it. You said yes to the opportunity. You said, “Sure, I'll be on TV.” You said, “I'll do all these cool things.” “I'll try this network marketing thing.” It was through the journey of saying yes to the opportunity that you found the thing that does make you come alive and makes you happy. It makes you be able to not just live the life you want but help other people live the lives they want. It was by being brave enough to say yes.

My dad always says, “Everything in life prepares you for something you do in the future.” Now, I can look back and go, “That all makes sense.” I knew that my passion was having a positive impact on people's lives. It didn't matter what the package was. As long as I'm doing that, I'm a happy person.

Everything in life prepares you for something you're doing in the future.

For anyone tuning in, maybe you have that little voice in the back of your mind that's going, “But are you doing what you want to do?” Listen to that little voice. Roxanne and I are both examples of we both listened to that little voice and we were brave enough to step out. Now, we're living lives we love and we're helping people live lives they love. You can do it. We're on your side.

Knowing that, let's dive into the role that video can play in that. We all know social media is where it's at. That's where the people are hanging out but specifically, video is one of the most powerful aspects of social media. Tell us a little bit about the role that video plays. I know there are different types of videos. There's a long form. There's the short form. There's the teeny-tiny short form and all the reels and TikToks. Tell us a little bit about why video. Why is that so important when you're building your business?

When you say why video, I blame Mark Zuckerberg, but then I blame YouTube. I blame them both. I blame YouTube because that's the granddaddy, the grandfather, or the OG when it comes to video on the web. Mark Zuckerberg is such a jealous lover that he can't let anybody be on any other platform but one that he owns.

He set his goal years and years ago. It was to have the most video views on one of his platforms. He has tried it and it hasn't worked out. He's tried it on Facebook. It hasn't happened. YouTube is still going strong and YouTube is not going anywhere. Don't get me wrong. With TikTok coming out and doing their videos. You also have Instagram. You also have reels. It was in 2021 August when Instagram came out and said, “We're no longer an image social media platform. We're now a video.”

I was like, “Okay. What does that mean?” They have been making this change and transition in a big way over the last year. In July 2022, they came out and said, “Guess what? Now, any video on Instagram is a reel. They're all reels. Everything is reel. It's all going to show up.” That means that everything is going to be showing up in your feed. It is going to be video, video, and video like a reel.

They are putting their money where their mouth is. It makes sense because if you think about the way we are as humans, video captures us. That's the thing that is so interesting. For someone who has their own online business, it's a great way for people to feel like they know, like, and trust you. It speeds up that funnel process in a way that a legion that's like a PDF can never do or posts can never do as much as having that video.

For those of you tuning in, we've only been here for a few minutes together. How many of you feel like you know Roxanne and me a little bit just through listening to us, seeing our mannerisms, how we speak, and how we talk? We're not total strangers anymore. We were hanging out together. We're in a little virtual living room together.

By the end of this, you're going to feel like you know both of us and you won't be afraid to interact with us in the Facebook group. Videos are great for the know, like, and trust. I'm curious. In the automation strategy that you teach, what are your personal feelings around longer-form video versus shorter-form video? I know short form is hot right now but longer form like what we're doing now has its place as well. What are your thoughts on this?

I love them both. I love that you said they both have value. At the end of the day, if you can craft your message and do it succinctly, that is the money shot. It's harder to do too. When lives came out, now we're all blubbering around talking ten minutes longer than we would because we're on live. We wouldn't do that if it was recorded. When you think about the fact that as humans, we have short attention spans and they're getting shorter and shorter. If you can do it or say it in five seconds, it's like Name That Tune, “I can do it in five notes.” If you can do it in short form, go in short form in a big way.

With that being said, long-form is great once you know, like, and trust me and you want to dive deeper. If you want some meaty value, then go with the longer form. I always say it's like we're at a bar when you're dating. If you give someone all your goods right there, that's a little bit weird. You have to ease into it. You can't go and be like, “Let's get married.” It's like, “I don't even know you yet.” The little short form is the way to go.

Let's dive into them. Knowing the power of video that both long and short forms have a place, you have a very specific video automation strategy that you use to capture leads. We all know that until someone has opted in, said yes, raised their hand, and they're interested in what you're talking about, they're just a lurker.

We want the actual leads. We want people to raise their hands and say, “I'm into this. I want to know what you're talking about. I want what you are offering. Tell me more.” You bring together video and automation in an interesting way. Is it possible to blend a video that is live, authentic, and in the moment with automation that to a lot of people feels inauthentic? Let's talk about that.

I think this trend, it’s just been on me. The manifestor in me is like, “I've got to figure this out.” Remember when there were webinars and you thought they were live but they weren't live? It was a thing. This trend is the tippy-top of the trend. This is a great opportunity for you to dive in. Here's the thing. Adrienne, I have a question for you. Did you ever read the books that were the choose your own adventure books?

Yes, I did. It's probably showing my age, but I love those books.

Those were the bombs. You can create a video funnel that is like that where people feel like they're interacting with you. You take away the personal aspect of it because you are the one sitting there talking to them. What I teach is, “Where do you want them to go? What is the goal?” You have to start from the end and then you create a video funnel that literally asks and gives them a little information in little short forms. Based on what you tell them, they can choose where they can go next.

The next video starts and you're like, “You decided to do such and such. Let me tell you a little more about this.” You can take that all the way straight to purchasing a product, setting up an appointment, or saying, “I want more information in written form.” You think about that. One night, I couldn't sleep. I don't know why. What did I do? I got on Instagram. What does that mean for me? That means that I probably bought a couple of things.

You go down the rabbit hole. I was doing that. I was reading my emails and then I did end up buying someone's tripwire or something. I'm like, “I'm doing this right now.” I'm like, “Yes, you're doing this.” Automation is so important because you don't have to be there at that moment. If you can make the automation as personal as possible, it's like gold. The way to make it personal is to create videos that walk people through those steps.

You give them opportunities of choice. It's like a game of, “Would You Rather” or Choose Your Own Adventure as you said. For the top of the funnel, would a reel be an opening point for this kind of video funnel?

One hundred percent. I tell my clients, “Now that you've created this, you need to be shaking, rattling, and rolling like sign spinners and those blow-up dolls to let people know and get people in the funnel.” Sometimes I think one of the things we do is we spend time making it and then we're like, “I showed it once and nobody showed up.” Did you actually let people know what's out there?

A reel is a great way. A post is a great way. Doing a Story is a great way to have that link go to that funnel. It can be any platform, but we're talking about Instagram. Changing your website link to maybe that and promoting that in a big way. Also, you can send it out to your list. You can already send it out to your list. What I always teach my clients to do initially is send it out and go, “I just created this thing. Would you take a look at it?”

What's great is when they do, even if it's clients that are already using their product, they're like, “I learned so much more that I didn't know about the product,” or people who haven't purchased get to go through it. Here's the great thing about it. We don't realize that people, as much as they want to know you, don't want to know you. It's intimidating to have a live conversation with you.

They want to know you, but they don't want to talk to you until they want to talk to you.

If they can feel like, “I can talk to Adrienne and she'll talk back to me, but I won't be there,” it's the best situation for everyone. If you're an introvert, this is great for you as well because you don't have to have all those interactions until you have to have an interaction. It works for everyone.

Each step of the journey, there's some video that they're watching and you're giving them an opportunity to choose their own adventure. Is there some button nearby? Is it a combination of a quiz meets some videos?

It could be. It depends on where you want them to go. I do teach it like, “Are you interested in this or that?” “Based on this,” I've given all different ways. It could be a quiz. On the screen, whether it's on their phone or on the computer, they click the button and it takes them to the next one. It takes you through each of those steps until you get to the end.

At the end, is an offer of a product or service that would solve the issues they identified they had through this video funnel.

It can also be, “I need more information so I'd like to set up an appointment.” You can have your calendar right there. They can book an appointment and it shows up on your calendar. It's truly automated.

The initial entry point, let's say it's a Reel. As long as there's some link they go to, it takes them to the next page. From there, it's however many pages you've strung together. Are these all built-on simple web pages like a video with some button choices?

There is a company that does this. They create it as an ability for you to have a question spot on your website. We can do more with this. There are so many things we can do. We can make an automated call guiding people through the process completely.

You work with a certain software and platform to do this. Have you found that there's a magic number of touchpoints? After six videos, is the majority of people ready to buy or does it depend?

It depends on how warm your market is. Just like any other funnel, you're going to see people who are immediately buying and some who are going to trickle off. Not everyone makes it through the funnel, but I always say even if they make it halfway through, they're getting more information. They feel like they know you a little bit more and when they're ready, they're primed for it.

Video Automation: Even if they make it halfway through, they're getting more information. They feel like they know you a little bit more, and when they're ready, they're primed for it.

I'm sure it's such a unique and different experience. The minute they start revisiting that topic in their mind, they're going to think of you. They're going to remember you because you were the cool person who had this Choose Your Own Adventure video funnel. You stand out in their mind. Given that, at any step in the process, there's a choice. They get to choose their next step. It has this customized feel, I would imagine.

It does. It gives people a feeling of, “You really see me and you've catered this experience to me,” even though it's catered to everyone. It gives that illusion. I don't want to call it an illusion, but it just feels more personal in a lot of ways.

Also because it's done with the video, it's not like the automated voice of, “Push one for our hours.” That's not what we're talking about here.

It's you too. That makes a difference. How many times that you're like, “It's a live chat. I want to talk to a person. Let me talk to a person?” This is actually you. I'm not going to lie. It takes time to put together. The strategy of how long to make the videos does take time but once it's done, it's done and it's great.

Just like with anything else, you can have this broad idea of like, “A video funnel. That makes sense.” Just like with any other funnel, the devil is in the details. I'm sure there are very tiny tweaks and very specific things you can do that'll make it convert twice as well as prior to making that change. That's the magic of it. Help paint the picture for us. Let's say that the audiences dig into this idea. They want to do that. They're like, “That totally makes sense.”

The introverts are dancing right now. They're so excited. Let's say that they do take the time to set this up and learn this strategy of creating this video funnel that leads people towards joining their team as a recruit if they're in network marketing or purchasing a product or even for the coaches or course creators out there purchasing their course. This could be used for anything, I would imagine. What kinds of results have you or your clients experienced after taking the time to set up this type of video funnel?

What we've found is that in the network marketing world, the gold is like, “People I didn't know joined my business” or “The people who didn't know about my product.” That's what we're seeing more and more. It’s the people they didn't even know because the thing about people who lurk on social media, which more people lurk than don't, is you never know they're there. It’s like, “I didn't know they were there.”

It's not that they weren't watching before, but you've given them a reason or an opportunity to purchase. You've given them a way to get their questions answered in a way that is very unintimidating. What we've found is the conversion of team members. We're seeing a conversion of people buying products and also list-building. Some people might decide not to purchase, but they do want to get on that list to get more information. It's been juicy.

People are literally getting customers and recruits in network marketing. People they've never met. They are complete strangers because if you send them through a smart funnel, that's exactly what can happen. How many of these have you set up in your business? Is it something you set up one and then once you realized how well it worked, you have 22 now?

It's funny you ask this because I was looking at it. I was like, “I need to organize this.” Adrienne, I'm not as organized as you are. I use them in different ways. I have about 5 or 6 of them that I'm using regularly. For my members, what I also do is use it as an onboarding tool so I can onboard and show them how to make a social media calendar and schedule. Also, based on how many times they want to post, I can give them, “Based on this, this is what your calendar will look like.”

That's been a great way to use it as well. I'm now switching my LinkedIn bio over to use it in that sense as well. It's more personal to have someone say, “Thanks for looking at my links. Click here if you like more information about it.” I use it in different ways and we just found that it converts. I use it in my launches. It converts well.

At some point, you're capturing their lead information. Do you generally have the lead capture at the beginning or the end?

I love that you asked that question because we've been testing both things. I'm the type of person who's like, “Get it at the beginning.” That's just me because I want serious people but what we are finding with network marketers specifically is it's better to have it later, which is a bit of a switch. You're giving them more information without getting their information, but there are people who will go through that whole process and purchase versus “Give me your email address.” They're averse to it.

It's a barrier. It's a hoop they're not ready to jump through yet, but after 5 or 6 videos, they're like, “I like this Roxanne chick. I'm fine to give her my email now.” You could set up all kinds of variations of this for all types of products, companies, and recruiting packages. At any point, is there a long-form video in there? I know there's this hypothesis. If you break it down, people don't realize this. If you're selling a network marketing business, you're selling a high-ticket offer. People don't think of it that way.

That's so true. People don't think of it that way.

You're selling high tickets without realizing you're selling high tickets. I also know there's this belief in the industry that you can't sell high tickets unless you get on a sales call. Are you finding that people are enrolling on these business kits without necessarily having to have a full conversation or phone call with someone?

One hundred percent, they are. I don't believe that anything is in silo. I call it the storefront, which is your social media. That has to be in order. I don't think that someone comes necessarily or very few people come like, “I didn't know it all. I went to the funnel and there we go.” There is some type of credibility that is built on social media before you get there. Yes, to answer your question, we're seeing that people are going through and buying the kits or buying big bundles of products. I'm a big believer in a hero product. Pick one product. Let's not confuse things because you have one great product. If people are getting transformations from that one product, they'll buy anything else you want to offer.

If they have a great experience, they're going to continue.

In the funnels, what we focus on is I coach them through picking one product and that's the product that we build out the funnel for them with and then we go from there, To answer your main question, it is a big ticket but people don't think of it that way. If you told a network marketer that, “I'm going to tell my members that.” They'd be like, “What?”

“Do you realize you're selling high tickets? That's what you're doing.” The other funny thing that most network marketers don't realize is if you are building a thriving downline, you're building customers, you're recruiting, you have a team, and you're helping your team succeed, you may not think of yourself as a coach, but you're a coach.

You completely are. I have coaches. I don't feel like I can coach or help someone without also getting help myself. You’re pouring out and pouring in all at the same time. I love it when leaders are like, “I need to be poured into if I'm going to be pouring out and helping so many other people as well.”

You can't pour from an empty cup. When you're allowing wisdom to come in from different coaches who are feeding you that same wisdom, you can put it in your own voice through your own learning lens. You can share it with your people in the voice like they're with you because there's something about your voice or your teaching style that they love. They trust and like you. Almost no matter what business you're in, we're all coaches to a certain extent.

If you're living life, you're a coach if you choose to be.

You're constantly either enrolling someone into something or they're enrolling you. You could be enrolling your two-year-old into eating their dinner or that two-year-old could be enrolling you into having a screaming match.

Also, having ice cream instead.

You're always enrolling all the time. Network marketers are selling high-ticket offers.

The other thing too that I think is important and why I love this so much is because it is duplicatable in different ways. In the network marketing space, that's something that is valued. It’s duplicatable in the sense that you could build it and have your team use it. Also, have the links send people back to their person or you can teach them how to use it as well and create it for themselves.

They can then embed their own links at the end, and they can learn how to set up their own funnels for themselves. I love that and I've heard it a thousand times and I think it's true. It doesn't matter what works, it matters what duplicates. If it doesn't duplicate, it doesn't matter if it works for you because it's got to work for you and 100 other people.

It sounds like this strategy is genius in that introverts are like, “Finally, I can get the information I need without someone trying to sell me something.” However, it sounds like in the end, you do give an opportunity for someone to talk to you live if they want to. For the extroverts or for the people who are like, “It was great talking to you, but now I want to talk to you because I got some questions,” that is an option in these funnels or it could be.

It is. I think that's important for people and some people want to talk to you before they give you their credit card, which is totally reasonable. You want to make sure I'm a real person, but I think it's good to give people different options. You meet them where they are when they're there. That's why I encourage those things and it can be as easy as a Calendly invite for 15 minutes or 10 minutes. No one wants an hour of your time.

It doesn't have to be overly complicated. I think at this point, the audience is realizing how cool this is. They would probably kill me if I didn't ask you what platform you used to set this up.

I was waiting for that. I was like, “I wonder if she's going to ask me what platform?”

I think the audience will kill me if I don't.

I don't believe in murder, but they should if you didn't ask. It’s VideoAsk.

That's one I've not heard of. I'm sure everyone is curious, interested, and motivated. I love this idea. I've dabbled in similar things, but nothing quite like this. It's the neatest idea but I know from experience that the devil is in the details. The people who go out and learn from a master like you are going to do so much better and get better results than the people who try to go out and bootstrap it themselves. You can't pour from an empty cup. You can shorten your learning curve by learning from people who know what they're doing.

For those who have been tuning in, they're like, “This is super cool. I'm loving this. It works for introverts. It works for the extroverts. It's like a guided tour or a build-your-own adventure. I'm ready to do this." I know you have a gift that can help the audience get started on this pathway of figuring out all those little detailed pieces that have to come together. Do you want to tell us a little bit about it?

I would love to. I call this the Custom Automated Lead System or CALS for short. What I have for you is a free lead automation roadmap that breaks down how to get from X to Z, Y to Z, A to Z, or whatever letter. It'll guide you through that in a way. What I also love about it is in addition to that, I'm going to take you through it. You can go through a version of it and I'll take you through the process of seeing, “Is a video lead system right for you?” I do have options in there where I say, “No. It's not right for you.” You can go through the Choose Your Own Adventure and see what it's like as well.

The best way to see if a funnel is the right fit for you is to jump into that funnel and see how it feels to be in it. If you like how it feels and it speaks to your personal style, you feel like you're getting good service, yet it's not pushy and it's fun, and you're curious about what's next, this might be the perfect thing for you guys. I love that gift. Thank you for offering that. I know that's a nice gift to offer. For the VIP ticket holders, you have a special extra gift. Do you want to tell us about that one?

I do. I'm excited about this as well because we're talking about leads and whatnot, but as I’ve said, you have to have your social media down. I know that for some people, social media is like, “Not another piece of content or not another look.” I have what we call social kits and it's a package of exactly that. We’ve got Reels as well as Stories and the new dimensions of the Instagram Images. There are templates in there that you can take into Canva and customize yourself. It'll save you time and energy.

As you're creating that content to entice people into these cool video automation funnels, it's basically a kit of everything they would need to show up on social media in an awesome way. Those are only for their VIP ticket holders. If you have not yet scooped up your VIP ticket, what are you waiting for? Grab your ticket. Grab all those extra gifts that are in there, plus you'll get lifetime access to all the recordings. You could re-watch episodes as many times as you need to be inspired and run off and change the world.

With that, we invite you to take a look at that. Now that you know Roxanne, we're not strangers to you. We're not scary people. We're real people. Connect with us in the Facebook group. There will be an opportunity for you to get your questions answered. We want to make sure we're there supporting you in that way. We'll see you inside the group. Thank you, Roxanne, for hanging out with us. We so appreciate you.

Thank you so much. I enjoyed it.

We'll see you in the next round. Bye.

Important Links 

• RoxTalks - Instagram

• Roxanne Wilson

• VideoAsk

• Freebie Audience Explosion

• Facebook - Entrepreneurs Strategies to Scale

About Roxanne Wilson

ROXANNE WILSON is a COACH dedicated to guiding NETWORK MARKETERS through the ever-changing social media world.

Roxanne quickly became a leader in her company and the direct sales channel as a whole, earnings in the top 3% of all network marketers. It was here that she found a love for melding her passions and experience to help network marketers learn how to run their network marketing business in the modern social media world and become CEOs!