At the Epic Webinar Summit conference in Miami, Andy Audate, founder of Progreda.com and one of GoHighLevel’s top 100 partners, took the stage. And honestly? His talk was one of those that makes you wonder why you didn’t think of it sooner.
Andy didn’t talk about any complicated theory. He talked about a simple system that enabled him to generate more than $80,000 in annual recurring revenue from a single 90-minute webinar—all from his apartment bedroom. No offices, no team of salespeople on the phone, no Facebook ads.
This article summarizes his talk. I transcribed it and selected the most important parts—specific steps, strategies, and tips that you can take and immediately apply to your own business.
How it all started: from field sales representative to building his own brand
Andy started out as a field sales representative. He worked for major speakers and motivators such as Grant Cardone and Les Brown. His job was to step in whenever a marketing agency failed to sell all the seats for a seminar and fill the remaining spots.
His method was brilliantly simple. He would fly into the city several weeks before the event and start visiting car dealerships, real estate agencies, and other companies with sales teams. He would approach the manager and offer a free motivational training session for the team. The only condition? At the end of the training, he could mention the upcoming event and offer tickets. Out of 80 people in the room, around 16–17 would typically buy a ticket. Andy would repeat this process 10–15 times and was able to fill venues with as many as 700 people.
In 2019, however, he decided that he wanted to perform under his own name. He planned a 13-city tour across the US, with the first event scheduled for Atlanta in March 2020. Then COVID hit, and everything was canceled.
COVID as a catalyst: the transition to webinars
Instead of giving up, Andy took his entire system for filling venues and moved it online. As he says himself, at the time he didn’t even know it was called a “webinar.” Since 2020, he has delivered more than 350 live online presentations and built a system that now brings him hundreds of customers every month.
The key moment? From a single webinar, he acquired 328 customers and generated more than $40,000 in a new Stripe account. In another case, he had 821 registrations, 133 attendees, and $81,000 in annual recurring revenue—all from one 90-minute presentation.
Why group presentations beat one-on-one calls
Andy’s main idea is simple but powerful: stop selling one-on-one and start selling to groups.
When you conduct individual sales calls, you can realistically manage no more than four demos per day. Each demo takes roughly two hours, including preparation, the call itself, and follow-up. Over a month, that adds up to 80 demo calls—and that assumes no one cancels. And honestly, how many times has a client simply failed to show up?
With a webinar, you can reach 100, 200, or even 300 people at once. In a single workday, you can accomplish more than someone else does in a month and a half of individual calls.
Andy summed it up in one word: leverage. Work smarter, not harder.
A 4-step strategy for selling through webinars
Andy’s framework is intentionally simple and can be summarized in four steps:
Step 1 – Schedule one webinar per month for the next 12 months. One. Not two, not four. One per month. This gives you four weeks to market and promote each webinar.
Step 2 – Bring as many potential customers as possible to the webinar. Spend the entire month focusing on generating registrations.
Step 3 – Present and sell your product during the webinar. Whether you sell a course, software, a digital product, or a subscription—this is your sales moment.
Step 4 – Repeat. Do it again every month.
And here’s the best part—the goal is to get at least 30 qualified attendees to the webinar. With a 30% conversion rate, that means nine new customers per month. Over a year, you’ll have more than 100 customers. Simple math.
Why exactly one webinar per month?
This is where Andy shared a personal story that resonated with many people in the audience. In 2019, he started dating his girlfriend. Then COVID hit, and suddenly they were spending entire days at home together. She saw him spending all day on Zoom calls—from morning until night, one sales call after another. And she told him directly: if you want to have a family, you need to find a different way.
Andy took all his sales calls and moved them into one monthly presentation. He spends the rest of the month creating content, building partnerships, and spending time with his family. That girlfriend is now his wife, and six months ago they had their first child.
The point is clear—one webinar per month gives you not only results, but freedom as well.
Reminder campaign: how to make sure people actually attend your webinar
One of the most common reasons webinars fail is simple—people register but then don’t show up. Andy addresses this with a carefully designed reminder campaign.
After registering, attendees receive a confirmation email and text message. Then they receive reminders—from five days before the webinar until 10 minutes before it starts. And here is Andy’s key tip: send another reminder 10 minutes AFTER the webinar begins.
Andy discovered this from personal experience. Once, he was waiting for a webinar with eight minutes left on the countdown. He went to the kitchen to get a drink, started talking to his wife, and completely forgot about the webinar. He thought—if this happens to me, it happens to my customers too. He started sending a text message 10 minutes after the webinar began, and another 30–40 people joined the original 40 attendees in the room.
3 strategies for filling your webinar without paid ads
For me personally, this was probably the most valuable part of the talk. Andy shared three specific strategies that helped him generate more than 6,500 registrations last year without spending a single dollar on advertising.
Strategy No. 1 – Drive traffic from other people’s audiences. Networking events, Facebook and Instagram Live, appearances on other people’s stages, and participation in other people’s webinars. Wherever you go, direct people to your registration page.
Strategy No. 2 – Invite speakers who will bring their own audience. Offer them five minutes on your webinar in exchange for bringing five attendees. With five speakers, you have 25 attendees plus the five speakers themselves—that’s 30 people without bringing in a single person yourself.
Strategy No. 3 – The buddy pass system. Each registrant receives two free “buddy passes” for people they know. Those two invitees receive an email and text message with their own buddy passes. And their invitees each receive another two. And so on. This creates a self-sustaining viral loop. Using this exact mechanism, Andy moved 6,543 people through the entire system last year—without spending a single cent on advertising.
What to do after the webinar: the post-webinar sales process
For Andy, the process doesn’t end with the webinar. After the presentation, his virtual assistant contacts qualified attendees and schedules a short 15-minute Zoom call with them.
This call has a clever structure. First, he asks: what did you like about the webinar? He records the answer and uses it as social media content. Then he asks whether there was anything he could improve next time, giving him valuable feedback. Finally, he offers his product again. The person has already seen the presentation, knows the price, and understands the offer—all that remains is to answer their final questions and close the deal.
What should you take away from this?
Andy’s talk was a great example of how sales don’t have to be about constant hustling, cold calling, and burning through advertising budgets. All you need is a smart system, consistency, and diligent work on content and relationships.
Here are the key takeaways:
Group presentations are more efficient than individual sales calls—use leverage. One webinar per month is enough—do it properly and spend the rest of your time promoting and preparing it. Reminder campaigns determine how many people actually attend—don’t forget to send a reminder after the webinar starts as well. You don’t need Facebook ads—the buddy pass system and guest speakers can fill your webinar organically. Keep going after the webinar—short follow-up calls are a powerful conversion tool.
If you sell any type of digital product, course, software, or subscription service, Andy’s system is definitely worth trying. It is simple, repeatable, and most importantly—it works.
