Zero Cost Leads to Tens of Millions – How I did it

🔥 Highlights from Christopher Westfall’s Talk at Medicarians 2025 “How I Grew to 20,000 Clients with Zero Ad Spend” 0:00 – Intro by Host “Chris will show you how to razzle and dazzle your prospects…” 0:12 – Chris’s Style and Philosophy Operates in solitude, studying Medicare and recording content alone. Doesn’t chase views—focuses on heart-centered, helpful content. “If your heart is to stop people from being screwed over, that comes through.” 0:48 – Life and Business Update Sold agency to Senior Market Sales. Now supports nonprofits and friends in need. “Completely changed our lives.” 1:59 – YouTube Stats Milestone 16.3M+ views 1.78M+ watch hours 6 min 35 sec avg view duration Lesson: Longer videos retain better and help the algorithm. 3:30 – Upcoming Invite Planning a free Zoom call for deep YouTube strategy (no pitch). URL shared: webinarwithchris.com 4:06 – Why Marketing Wins Quote from Taki Moore: “You’re doing sales because you failed at marketing.” With strong marketing, sales calls become unnecessary. Sales team now mostly fields "I’m ready to buy" calls. 5:00 – YouTube Builds Trust Viewers binge-watch content and become loyal. “You can’t fake empathy over 400 videos.” 5:27 – Overcoming Fear of YouTube You'll get criticism—but it doesn’t matter. “You don’t want to be a YouTube star? Great. Use video to scale your time.” 6:29 – Why Video Works Repurpose answers to FAQs into videos. Save time for sales team and educate prospects upfront. 7:58 – Chris’s Origin Story Started with final expense sales while working at the sheriff’s office. Now relies solely on inbound leads from YouTube. 8:22 – Evergreen Value of YouTube YouTube is Google-owned, content stays forever (unlike TikTok/Facebook). Use it to build credibility, answer questions, and build SEO. 9:51 – Just Start Use your phone, cheap tripod, and Adobe’s free Podcast Enhancer for audio. “Your first videos will suck. Post anyway.” 11:30 – Growth Strategy “Don’t quit just before the breakthrough.” Stay consistent—most competitors drop off too soon. 12:58 – The Algorithm Owes You Nothing Create content with value to the viewer. Avoid selfish “I, I, I” posts that flop on social. 13:54 – Practical Tips Use Google News Alerts for real-time Medicare industry updates. “Be the first to comment when news breaks—ride the wave!” 15:59 – YouTube Podcasts Secret Mark a YouTube playlist as a podcast instant exposure Result: 95K podcast views and 10K+ watch hours in 28 days Huge 181% increase vs prior month 17:27 – Authenticity Wins Your honesty, not polish, builds subscriber loyalty. “They come back because they trust I’ll explain what the news means.” 19:40 – Easy Access to Webinar Direct URL: webinarwithchris.com 20:17 – Final Q&A Promote your own videos—have team/family watch, like, and subscribe. “Support your content like you believe in it.” 21:00 – Referral Strategy & TikTok Some advisors don’t want referral fees—just don’t poach their clients. TikTok: Yes, Medicare videos can go viral here too!

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