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Feb 25, 2016 · 17m · top-founders

He Got 5000 Customers In Weird Way with Kevin Wilke Ep 5

Kevin Wilkie · 8m spoken Nathan Latka · 6m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this episode of The Top, host Nathan Latka interviews Nitro Marketing founder Kevin Wilke to explore the multi-step webinar funnels, joint venture traffic partnerships, and delegation systems behind his $30 million in career digital marketing sales.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 44.9% of the talking time here. How this is scored →

Nathan as informed peer 4.0 Guest teaching 3.7 Guest disagreement 0.7 Nathan pushing back 1.7
05100:0010:000:47–5:16 · Nathan as informed peer 4/10 Introducing Kevin Wilke and Nitro Marketing Nathan probes into the specific mechanics and deliverables of Nitro Marketing, drilling down into whether it is software, training, or agency services. Kevin clarifies his target audience is individuals transitioning from jobs rather than existing agencies, and openly admits he is non-technical when asked about software plugins.5:17–10:16 · Nathan as informed peer 5/10 Webinar Funnel Strategy and Sales Conversions Kevin educates Nathan on sales webinar funnels, explaining that pricing pages are secondary to multi-day replay sequences where 70% of conversions occur. Nathan tracks the data closely, calculating conversion percentages and overall gross revenue on the fly.10:16–16:03 · Nathan as informed peer 3/10 Joint Venture Partnerships and Promotion The conversation shifts smoothly to affiliate joint ventures and the standard rapid-fire Famous Five questionnaire. The dynamic is highly collaborative and receptive, with Kevin sharing lifestyle habits, mastermind groups, and personal growth advice.0:47–5:16 · Guest teaching 3/10 Introducing Kevin Wilke and Nitro Marketing Nathan probes into the specific mechanics and deliverables of Nitro Marketing, drilling down into whether it is software, training, or agency services. Kevin clarifies his target audience is individuals transitioning from jobs rather than existing agencies, and openly admits he is non-technical when asked about software plugins.5:17–10:16 · Guest teaching 6/10 Webinar Funnel Strategy and Sales Conversions Kevin educates Nathan on sales webinar funnels, explaining that pricing pages are secondary to multi-day replay sequences where 70% of conversions occur. Nathan tracks the data closely, calculating conversion percentages and overall gross revenue on the fly.10:16–16:03 · Guest teaching 2/10 Joint Venture Partnerships and Promotion The conversation shifts smoothly to affiliate joint ventures and the standard rapid-fire Famous Five questionnaire. The dynamic is highly collaborative and receptive, with Kevin sharing lifestyle habits, mastermind groups, and personal growth advice.0:47–5:16 · Guest disagreement 1/10 Introducing Kevin Wilke and Nitro Marketing Nathan probes into the specific mechanics and deliverables of Nitro Marketing, drilling down into whether it is software, training, or agency services. Kevin clarifies his target audience is individuals transitioning from jobs rather than existing agencies, and openly admits he is non-technical when asked about software plugins.5:17–10:16 · Guest disagreement 1/10 Webinar Funnel Strategy and Sales Conversions Kevin educates Nathan on sales webinar funnels, explaining that pricing pages are secondary to multi-day replay sequences where 70% of conversions occur. Nathan tracks the data closely, calculating conversion percentages and overall gross revenue on the fly.10:16–16:03 · Guest disagreement 0/10 Joint Venture Partnerships and Promotion The conversation shifts smoothly to affiliate joint ventures and the standard rapid-fire Famous Five questionnaire. The dynamic is highly collaborative and receptive, with Kevin sharing lifestyle habits, mastermind groups, and personal growth advice.0:47–5:16 · Nathan pushing back 2/10 Introducing Kevin Wilke and Nitro Marketing Nathan probes into the specific mechanics and deliverables of Nitro Marketing, drilling down into whether it is software, training, or agency services. Kevin clarifies his target audience is individuals transitioning from jobs rather than existing agencies, and openly admits he is non-technical when asked about software plugins.5:17–10:16 · Nathan pushing back 2/10 Webinar Funnel Strategy and Sales Conversions Kevin educates Nathan on sales webinar funnels, explaining that pricing pages are secondary to multi-day replay sequences where 70% of conversions occur. Nathan tracks the data closely, calculating conversion percentages and overall gross revenue on the fly.10:16–16:03 · Nathan pushing back 1/10 Joint Venture Partnerships and Promotion The conversation shifts smoothly to affiliate joint ventures and the standard rapid-fire Famous Five questionnaire. The dynamic is highly collaborative and receptive, with Kevin sharing lifestyle habits, mastermind groups, and personal growth advice.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 60.3% · guest 39.7%0:00 · Nathan 60.3% · guest 39.7%3:00 · Nathan 35.3% · guest 64.7%3:00 · Nathan 35.3% · guest 64.7%6:00 · Nathan 23.9% · guest 76.1%6:00 · Nathan 23.9% · guest 76.1%9:00 · Nathan 58.3% · guest 41.7%9:00 · Nathan 58.3% · guest 41.7%12:00 · Nathan 40.8% · guest 59.2%12:00 · Nathan 40.8% · guest 59.2%15:00 · Nathan 53.8% · guest 46.2%15:00 · Nathan 53.8% · guest 46.2%
Sharpest disagreement ▶ 5:17 Reframing the pricing page premise

Kevin politely pushes aside Nathan's question about standard pricing page options, explaining that the premise does not apply because sales are exclusively driven through multi-stage webinar funnels.

 Hardest push from Nathan ▶ 3:11 Drilling into the tangible deliverable

Nathan refuses vague generalities about what customers receive and directly presses Kevin to specify whether buyers get a membership site login, physical book, or software.

 Biggest teaching moment ▶ 5:17 Explaining the multi-day replay funnel

Kevin breaks down how most sales occur not during the live webinar event but across automated weekend replays and timed deadline announcements.

 Nathan holds their own ▶ 8:53 Calculating webinar conversion efficiency

Nathan swiftly computes and highlights the conversion rates of 56 sales out of 398 attendees, validating the funnel's strong 14% performance.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
Introducing Kevin Wilke and Nitro Marketing 4312 Nathan probes into the specific mechanics and deliverables of Nitro Marketing, drilling down into whether it is software, training, or agency services. Kevin clarifies his target audience is individuals transitioning from jobs rather than existing agencies, and openly admits he is non-technical when asked about software plugins.
Webinar Funnel Strategy and Sales Conversions 5612 Kevin educates Nathan on sales webinar funnels, explaining that pricing pages are secondary to multi-day replay sequences where 70% of conversions occur. Nathan tracks the data closely, calculating conversion percentages and overall gross revenue on the fly.
Joint Venture Partnerships and Promotion 3201 The conversation shifts smoothly to affiliate joint ventures and the standard rapid-fire Famous Five questionnaire. The dynamic is highly collaborative and receptive, with Kevin sharing lifestyle habits, mastermind groups, and personal growth advice.

Statements from this episode (5)

Disclosure
Nitro Marketing charges $697 upfront plus a $67 monthly software fee
“So that's one time for the training, and then the software, they get 90 days free access, so the software does all their prospecting to find potential businesses, and then markets to them to get them to raise their hand. So after there's 90 days, that is 67 do…”
Kevin Wilkie Feb 25, 2016 ▶ 4:45
Assertion Not checkable as stated
Wilke: 70% of webinar sales occur after the live broadcast ends
“Only 30% of our sales actually occur on that live webinar. And then the other 70% occur after the webinar is over with.”
Kevin Wilkie Feb 25, 2016 ▶ 5:47
Assertion Not checkable as stated
Wilke reveals webinar funnel metrics: 170 sales from 398 live attendees
“We just did one last week, and on the live webinar itself, there's 398 people. 56 sales occurred on that live webinar. And then we had another 114 occur after the webinar through the rest of that sequence for a 170 total sales.”
Kevin Wilkie Feb 25, 2016 ▶ 8:03
Insight
Wilke: Treat webinars as week-long sequences, not single events
“So that's what I see a mistake. A lot of people make is they don't see it as a An event that takes a place over like a week period versus just a one time webinar.”
Kevin Wilkie Feb 25, 2016 ▶ 8:26
Disclosure
Nitro Marketing pays webinar affiliate partners up to 50% commission
“We do a sliding percentage, so based on how many sales they get, they make a higher percentage. So in this case, you got 50% of that.”
Kevin Wilkie Feb 25, 2016 ▶ 10:40
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