WEBVTT 1 00:00:00.000 --> 00:00:07.440 All right, good morning and welcome to Office Hours. 2 00:00:07.440 --> 00:00:10.680 Super excited to be with you. 3 00:00:10.680 --> 00:00:17.200 Of course, this is the second half of the equation for being a Prosper Leader member, 4 00:00:17.200 --> 00:00:18.200 right? 5 00:00:18.200 --> 00:00:25.680 So you know that God has had me talking about heaven and earth, the balance that we need 6 00:00:25.680 --> 00:00:29.460 in our business between the spiritual and the practical. 7 00:00:29.460 --> 00:00:33.140 And we tend to err on one side or the other, right? 8 00:00:33.140 --> 00:00:42.220 So the heaven side is, how are you doing praying, like truly mountain moving, praying into your 9 00:00:42.220 --> 00:00:46.160 business and collectively praying, right? 10 00:00:46.160 --> 00:00:51.100 How are you doing with standing on the word and standing on promises? 11 00:00:51.100 --> 00:00:55.260 Like how are you doing at truly building a faith integrated business? 12 00:00:55.260 --> 00:01:02.500 Like is it just talk or is it really woven into every part of what you do, right? 13 00:01:02.500 --> 00:01:11.220 So we cover that in the Prosper Power Hour every Wednesday morning at 8am, okay? 14 00:01:11.220 --> 00:01:18.340 Then the earth side, and this is a lot of times we get so, like you've heard it said, 15 00:01:18.340 --> 00:01:23.400 we get so spiritually minded that we're no earthly good, right? 16 00:01:23.400 --> 00:01:28.120 So we're praying and we're declaring and we're doing all this stuff, but we're not 17 00:01:28.120 --> 00:01:33.160 doing the work, we're not putting in place systems, we're not putting in place structure. 18 00:01:33.160 --> 00:01:36.360 And God is a God of order, he's a God of systems. 19 00:01:36.360 --> 00:01:44.240 Just think about all the systems that God created, the solar system, right? 20 00:01:44.240 --> 00:01:50.960 So with that being said, Thursdays are office hours and that's where we focus on the systems 21 00:01:50.960 --> 00:01:53.800 and the strategies and the structures. 22 00:01:53.800 --> 00:02:02.040 It's where you bring your questions, we take a look at your work, and I can give you feedback, 23 00:02:02.040 --> 00:02:05.940 your sisters can give you good feedback, your prosper sisters. 24 00:02:05.940 --> 00:02:10.680 So again, Wednesday the power hour, that's the heaven side of things. 25 00:02:10.680 --> 00:02:17.200 Thursday office hours, that is the earth side, the structure, the strategies. 26 00:02:17.440 --> 00:02:24.280 All right, that being said, I like to take some questions in advance before I push record. 27 00:02:24.280 --> 00:02:29.360 So we've been having some conversations and they'll probably maybe bring up some more 28 00:02:29.360 --> 00:02:38.280 questions that I can share with you in terms of systems and strategies and structures. 29 00:02:38.280 --> 00:02:42.560 Before I get to that, I've got a story that is fresh. 30 00:02:42.880 --> 00:02:48.600 So you know that if you've been around me with any length of time, I have a success 31 00:02:48.600 --> 00:02:49.600 formula. 32 00:02:49.600 --> 00:02:53.320 I have a success equation, right? 33 00:02:53.320 --> 00:03:01.760 The success equation I've used and taught for I don't know how many decades is mindset 34 00:03:01.760 --> 00:03:09.840 plus skillset plus right action equals results. 35 00:03:09.840 --> 00:03:17.400 If you're writing that as a mathematical formula, it would be M plus S plus A equals 36 00:03:17.400 --> 00:03:25.120 R. Okay, so of course results being when your total sole prosperity, both the income and 37 00:03:25.120 --> 00:03:27.080 also the fulfillment, right? 38 00:03:27.080 --> 00:03:30.840 The piece to go with it, total sole prosperity, that's the result. 39 00:03:30.840 --> 00:03:36.760 So if you know math at all, this equation, anything that happens on the left side of 40 00:03:36.760 --> 00:03:39.460 the equation influences the right. 41 00:03:40.080 --> 00:03:45.660 So your mindset influences your results, your skillset influences your result and your action. 42 00:03:45.660 --> 00:03:51.100 So when I coach, I'm always looking at all three of those, right? 43 00:03:51.100 --> 00:03:57.820 So I'm going to talk about a mindset really quick because I like when God brings real 44 00:03:57.820 --> 00:04:04.620 stories, real situations, and it can apply to all of us. 45 00:04:04.620 --> 00:04:08.580 Have you ever heard the saying that issues never the issue? 46 00:04:08.700 --> 00:04:13.340 Like if you fight with your spouse or you're complaining something's wrong, that there's 47 00:04:13.340 --> 00:04:18.860 a good chance there's several layers underneath that that are really the issue. 48 00:04:18.860 --> 00:04:28.020 So I've got a situation with a young woman I've been trying to help as much as I can. 49 00:04:28.020 --> 00:04:31.500 And I'm watching a pattern. 50 00:04:31.500 --> 00:04:33.720 This woman is homeless. 51 00:04:33.720 --> 00:04:38.340 She's living in the camper of her stepfather's truck. 52 00:04:38.340 --> 00:04:41.760 And she happens to park it in my front yard. 53 00:04:41.760 --> 00:04:48.440 So you know, at first a week you feel sad and you want to help and you try to bring 54 00:04:48.440 --> 00:04:49.440 resources. 55 00:04:49.440 --> 00:04:57.840 A couple weeks pass, a couple months pass, a few months, you know that the issue's not 56 00:04:57.840 --> 00:04:58.840 the issue. 57 00:04:58.840 --> 00:05:00.240 So I'm going to tell you the story. 58 00:05:00.000 --> 00:05:07.280 story, so you could look at it in your life. Where is there a little bit of a blockage? 59 00:05:07.280 --> 00:05:15.920 Where is there some resistance? Where are you stuck in what I'm going to call comfortably 60 00:05:15.920 --> 00:05:26.400 uncomfortable? Comfortably uncomfortable, meaning you're uncomfortable, but you're tolerating it. 61 00:05:27.280 --> 00:05:33.760 You're uncomfortable. It's not where you want to be, but you're accepting it, and so you're in 62 00:05:33.760 --> 00:05:39.280 that place. It could be an income level. It could be a living condition. It could be a relationship. 63 00:05:39.280 --> 00:05:48.240 It could be your body. I mean, there's all kinds of ways that this applies, so talking to her 64 00:05:48.880 --> 00:05:59.520 last night, she was real frustrated, and she was upset that her stepfather wanted 65 00:05:59.520 --> 00:06:09.760 the truck back by February 1st, so I thought to myself, she's upset. She's not planning on 66 00:06:09.760 --> 00:06:16.080 leaving this situation where she always makes you think that she is, but she's upset that she might 67 00:06:16.080 --> 00:06:23.200 have to change this situation, so I began to talk to her that perhaps this is the best thing that 68 00:06:23.200 --> 00:06:30.560 could happen, that God had called her to so much higher, and there was so much more. Let me let 69 00:06:30.560 --> 00:06:41.680 some people in while I'm talking to you here, and so I began to share a story with her, and 70 00:06:42.320 --> 00:06:48.160 I was explaining to her that very often, 71 00:06:50.960 --> 00:06:57.760 of course, we get what we tolerate, but very often, we know something's not ideal for us, 72 00:06:58.640 --> 00:07:07.120 and our mouth says we want more, but our brain is wired to keep us safe. 73 00:07:08.000 --> 00:07:14.080 Our brain is wired that it loves the familiar because our brain is wired to conserve energy, 74 00:07:14.080 --> 00:07:19.680 so your brain will revert to the familiar even if it's not ideal. The familiar relationship, 75 00:07:19.680 --> 00:07:24.640 the familiar living condition, the familiar situation, it will revert to it because it 76 00:07:24.640 --> 00:07:31.040 doesn't require any energy. It's already programmed in there, so I said to her, 77 00:07:31.200 --> 00:07:39.200 what is the reason? Often, when we are in this comfortably uncomfortable situation, 78 00:07:40.480 --> 00:07:47.680 there's an underlying fear that keeps us there, and I gave some coaching examples, 79 00:07:48.240 --> 00:07:56.640 so for example, one coaching example from probably 10 years ago woke me up to seeing this, 80 00:07:56.640 --> 00:08:03.120 and it was a woman that was overweight and could not drop any weight, 81 00:08:04.640 --> 00:08:11.920 and so I started asking this question, and this is one you can write down and apply to what you're 82 00:08:11.920 --> 00:08:18.640 doing, so this is, those of you just jumping in, this is the mindset side of the success equation, 83 00:08:19.360 --> 00:08:22.800 just a mindset thought that I'm going to open, and then we're going to get into the 84 00:08:22.800 --> 00:08:29.520 systems and structures and so on, so the question you can ask yourself, 85 00:08:31.120 --> 00:08:36.880 which I asked her, I began to explain, I told that story about the woman that couldn't lose 86 00:08:36.880 --> 00:08:44.800 weight, and when I asked her that question, the issue underneath was she was afraid to lose weight 87 00:08:45.760 --> 00:08:52.160 because she was afraid that if she lost weight, she might become promiscuous. 88 00:08:53.440 --> 00:08:58.880 She may not be as faithful in the past when she had a smoking body. She would get herself 89 00:08:58.880 --> 00:09:04.080 into trouble, so this is a really hidden unconscious thing. Now, I can bring this 90 00:09:04.080 --> 00:09:09.520 into every type of example. I just picked the one that came to mind, so I said to her, 91 00:09:10.400 --> 00:09:17.520 your brain is going to, and this is obviously not the highest, not the best for you. You can't live 92 00:09:17.520 --> 00:09:21.600 with your kids. You're living in a car. You don't have a bathroom. You don't have a shower. I mean, 93 00:09:21.600 --> 00:09:27.600 this is not God's best for you, and you're smart. You've got a background with great jobs, so you're 94 00:09:27.600 --> 00:09:38.000 settling here, so what is the fear about getting out of this comfortably uncomfortable situation? 95 00:09:38.960 --> 00:09:43.280 You've gotten comfortably uncomfortable. What is the fear of getting out of this, 96 00:09:44.240 --> 00:09:52.800 and I said, you know, complete this sentence. If I were to leave this situation or make this change 97 00:09:52.800 --> 00:09:59.280 or do this action, I'm afraid that, finish that sentence, 98 00:10:00.000 --> 00:10:06.460 In other words, if you if you made the change, what are you actually afraid that would happen? 99 00:10:08.000 --> 00:10:11.920 Well, it turns out my instincts were right and 100 00:10:13.280 --> 00:10:17.900 she said, huh, I hadn't thought about that and when she thought about it 101 00:10:18.760 --> 00:10:20.760 She's got some unprocessed grief 102 00:10:21.560 --> 00:10:24.800 she's lost a couple very close people to her and 103 00:10:25.160 --> 00:10:26.320 And 104 00:10:26.320 --> 00:10:32.280 She doesn't want to feel that so she's living in there hibernating and she's self-medicating 105 00:10:33.120 --> 00:10:35.760 okay with some drugs and 106 00:10:36.920 --> 00:10:41.400 She said I'm afraid of having to go through the feelings. I 107 00:10:43.480 --> 00:10:48.200 Don't think I can handle feeling what I would feel if I allowed myself to feel 108 00:10:48.200 --> 00:10:50.200 So 109 00:10:51.320 --> 00:10:55.040 Bingo right we get to the root of the problem. So 110 00:10:56.360 --> 00:10:58.360 Same for you 111 00:10:58.760 --> 00:11:00.960 What in your life are you? 112 00:11:02.400 --> 00:11:04.080 comfortably 113 00:11:04.080 --> 00:11:08.800 Uncomfortable you're tolerating you're allowing, you know, it's not God's highest, you know 114 00:11:08.800 --> 00:11:14.000 It doesn't line up with your vision or God's vision. You know, it's ideal. You know, it's not ideal 115 00:11:14.000 --> 00:11:17.760 It's not best but you're staying there 116 00:11:18.480 --> 00:11:26.320 Because there's an underlying fear if I really went for it if I really changed this if I really stopped doing this 117 00:11:26.320 --> 00:11:27.800 I'm afraid 118 00:11:27.800 --> 00:11:29.800 that 119 00:11:30.160 --> 00:11:33.460 So that's a little bit of mindset work for you this morning 120 00:11:33.460 --> 00:11:36.440 I don't know if that brings up anything for any of you 121 00:11:36.440 --> 00:11:41.400 But whenever you find yourself where you go, why do I keep doing this? Why am I living like this? 122 00:11:41.400 --> 00:11:44.560 Why do I keep returning to this relationship? Why? 123 00:11:45.200 --> 00:11:47.480 Why can't I break out of this? 124 00:11:48.600 --> 00:11:53.760 Begin to dig into the possible fear that if you did break out of this 125 00:11:54.500 --> 00:11:56.520 You know, I was thinking in my mind 126 00:11:56.520 --> 00:11:58.520 Oh if she breaks out of this she'd have to 127 00:11:58.520 --> 00:12:01.840 Get a job and maybe she's afraid of failing at a job 128 00:12:01.840 --> 00:12:08.320 like my mind was looking for these kind of things right and so the truth came out and that's a deep one and 129 00:12:08.880 --> 00:12:13.440 This has kept her she's been living for as long as I've known her which has been six months 130 00:12:14.360 --> 00:12:17.440 Six months in this really deplorable condition 131 00:12:17.880 --> 00:12:18.360 Okay 132 00:12:18.360 --> 00:12:25.240 And so then no no ministry comes along and gets them out of there until they're ready for that 133 00:12:25.320 --> 00:12:29.600 Change right and awareness is always the first step to transformation 134 00:12:29.680 --> 00:12:35.200 So I acknowledge that that was very real and gave some possible solutions 135 00:12:35.800 --> 00:12:39.600 To begin to process that grief and go work through that fear, right? 136 00:12:40.360 --> 00:12:44.440 So does that is that helpful put helpful in the chat? 137 00:12:45.440 --> 00:12:52.200 Because I want for yourself I desire for yourself and for your clients whenever you see a stuck pattern 138 00:12:52.720 --> 00:12:58.720 Like that it's for a reason we allow things we tolerate things 139 00:12:59.280 --> 00:13:01.280 for a reason 140 00:13:01.800 --> 00:13:07.800 Right and so anyway, that's the mindset part of of the equation now 141 00:13:08.360 --> 00:13:15.160 Let's jump into the skill set part of the question. So we had some questions before I 142 00:13:16.040 --> 00:13:22.640 Started the recording that I'm going to address here and I'll open up for more questions as well 143 00:13:22.920 --> 00:13:29.720 Okay, so the first question the first question that was asked was about 144 00:13:30.520 --> 00:13:32.520 Making offers and 145 00:13:32.680 --> 00:13:39.360 This is so important. The question was how do I make offers? How often do I make offers? 146 00:13:40.240 --> 00:13:41.360 and 147 00:13:41.360 --> 00:13:43.280 You know, what's the best way to go about that? 148 00:13:43.280 --> 00:13:47.360 So first of all the foundational principle 149 00:13:47.360 --> 00:13:53.080 You need to be making offers every single day one way or another on one that platform in one environment 150 00:13:53.080 --> 00:13:59.360 You know be it on on calls be it on lives be it in master classes 151 00:13:59.360 --> 00:14:03.160 Be it online and social media be it in your writing 152 00:14:03.640 --> 00:14:09.400 Because the bottom line is that if you're not making offers, you're not getting clients 153 00:14:09.400 --> 00:14:12.400 And if you're not getting clients, you're not making money 154 00:14:12.400 --> 00:14:18.760 And if you're not making money, you're in an expensive hobby and you're not touching lives and you're not making an impact 155 00:14:18.920 --> 00:14:24.240 So answer number one, we need to constantly be making offers 156 00:14:24.360 --> 00:14:28.760 but how do we make offers so they're not spammy and 157 00:14:29.480 --> 00:14:37.120 So that they don't get old or repetitive and so that they catch attention and they get your ideal client to raise their hand 158 00:14:37.200 --> 00:14:42.120 Okay, this particular question about making offers was 159 00:14:42.800 --> 00:14:48.960 Using the tool of substack. So I'm gonna do two things and talk a little bit about substack 160 00:14:48.960 --> 00:14:50.960 But I'm also going to talk about 161 00:14:51.000 --> 00:14:53.360 offers and my answer on 162 00:14:53.360 --> 00:14:59.000 Substack as well as and thank you for the great great question. Love your questions 163 00:15:00.000 --> 00:15:05.440 My answer not only applies to Substack, but this applies to email marketing. 164 00:15:05.640 --> 00:15:08.640 Substack is a form of email marketing. 165 00:15:08.840 --> 00:15:11.800 It applies to social media. 166 00:15:12.000 --> 00:15:14.240 OK, so. 167 00:15:14.440 --> 00:15:18.960 There's different levels of making offers. 168 00:15:19.160 --> 00:15:22.360 There's very direct offers. 169 00:15:22.560 --> 00:15:25.880 OK, a direct offer looks something like this. 170 00:15:26.040 --> 00:15:28.760 Hey, I'm taking three new coaching 171 00:15:28.960 --> 00:15:38.640 clients this month who desire to build faith integrated, profitable business. 172 00:15:38.840 --> 00:15:43.280 If that's you, comment below or 173 00:15:43.480 --> 00:15:46.120 you give them a word, OK, to comment. 174 00:15:46.320 --> 00:15:48.760 That's a very direct offer. 175 00:15:48.960 --> 00:15:50.400 OK. 176 00:15:51.120 --> 00:15:57.280 A more subtle direct offer is in the PS. 177 00:15:57.480 --> 00:16:04.280 So you've got a very value driven, engaging. 178 00:16:04.480 --> 00:16:07.480 Post or email. 179 00:16:07.680 --> 00:16:11.680 And in the PS. 180 00:16:11.880 --> 00:16:13.680 You say. 181 00:16:15.480 --> 00:16:20.360 Similar thing, it's like a direct I'm opening up this month. 182 00:16:20.640 --> 00:16:22.680 Two positions. 183 00:16:22.880 --> 00:16:28.160 For new clients who desire to you always focus on who they are. 184 00:16:28.360 --> 00:16:32.320 So I might say new I'm opening up to new 185 00:16:32.520 --> 00:16:39.520 positions for coaches and consultants who desire to build profitable faith 186 00:16:39.720 --> 00:16:43.520 integrated businesses, but are feeling stuck in this season. 187 00:16:43.720 --> 00:16:47.560 So you always talk about the result in the offer. 188 00:16:47.760 --> 00:16:49.360 OK, what is it? 189 00:16:49.400 --> 00:16:51.800 Who's it for and what does it accomplish? 190 00:16:52.000 --> 00:16:55.120 This has to be really clear in this day and age. 191 00:16:55.320 --> 00:16:58.520 People are skimming, they're busy, they're overwhelmed. 192 00:16:58.720 --> 00:17:04.400 So it's got to be very clear who it's for and what is the result? 193 00:17:04.599 --> 00:17:08.560 What is the result and then what's the clear call to action? 194 00:17:08.760 --> 00:17:09.520 What's the offer? 195 00:17:09.720 --> 00:17:12.119 OK, so. 196 00:17:12.319 --> 00:17:16.839 Bringing it in PS is a subtle way that's not quite as in your face, 197 00:17:16.839 --> 00:17:19.800 but it grabs attention, people read the PS. 198 00:17:20.000 --> 00:17:23.599 OK, another way to do it. 199 00:17:23.800 --> 00:17:26.960 Another way that is 200 00:17:27.160 --> 00:17:32.760 more of an invitation than an offer, but it's it's subtle, 201 00:17:32.960 --> 00:17:36.040 but it's really working well in this season. 202 00:17:36.240 --> 00:17:42.320 It works well with the algorithms is reply based. 203 00:17:42.520 --> 00:17:45.440 Emails, reply based posts. 204 00:17:45.640 --> 00:17:52.600 OK, because the algorithms really value engagement above all. 205 00:17:52.800 --> 00:17:56.080 And so when you're asking for a reply 206 00:17:56.280 --> 00:18:01.240 and the best that works is a one word reply and you give them that word. 207 00:18:01.440 --> 00:18:04.160 OK, so it's got to be super easy. 208 00:18:04.360 --> 00:18:05.600 They can type one word. 209 00:18:05.600 --> 00:18:07.320 It's not going to take much of their time. 210 00:18:07.520 --> 00:18:11.600 They don't have to think it improves engagement. 211 00:18:11.800 --> 00:18:13.120 It raises hands. 212 00:18:13.320 --> 00:18:19.440 And when someone replies to a reply based email or post, 213 00:18:19.640 --> 00:18:26.560 you need to grab that person's name and put them on your top one thousand list 214 00:18:26.760 --> 00:18:30.640 because that is someone raising their hands saying, hey, look at me, 215 00:18:30.840 --> 00:18:33.520 I'm interested, may not be ready right now. 216 00:18:33.720 --> 00:18:40.280 Remember, we said at any given moment, 10 percent are buyers, 90 percent or not. 217 00:18:40.480 --> 00:18:42.400 And so we're trying to build a list. 218 00:18:42.400 --> 00:18:46.160 We're trying to speak to and we're trying to work with people that are buyers. 219 00:18:46.360 --> 00:18:48.080 And so we want to spotlight buyers. 220 00:18:48.280 --> 00:18:51.360 This is a way that you just spotlighted a buyer. 221 00:18:51.560 --> 00:18:54.880 This is someone who cared enough to respond. 222 00:18:55.080 --> 00:18:59.200 OK, and so what are we going to do? 223 00:18:59.200 --> 00:19:01.760 We're going to continuously nurture this person, right? 224 00:19:01.760 --> 00:19:04.560 Not only are we going to respond there, they go on our list. 225 00:19:04.760 --> 00:19:05.920 Why do they go on our list? 226 00:19:06.120 --> 00:19:10.960 Because in our morning routine, when we're interacting on social, 227 00:19:10.960 --> 00:19:14.440 we're going to like their stuff, we're going to engage in their stuff. 228 00:19:14.640 --> 00:19:18.680 We're going to comment in their stuff because we're going to stay front of mind. 229 00:19:18.840 --> 00:19:20.760 They're going to go on our email list. 230 00:19:20.760 --> 00:19:22.000 So they're going to hear from us. 231 00:19:22.200 --> 00:19:27.320 Remember, people have to hear from us in three to five platforms and close to a dozen 232 00:19:27.520 --> 00:19:29.880 times. So great. 233 00:19:30.080 --> 00:19:32.360 They go on our email. That's one contact. 234 00:19:32.560 --> 00:19:34.440 They were engaging with them and staying 235 00:19:34.440 --> 00:19:36.920 front of mind in the algorithms on their social media. 236 00:19:37.120 --> 00:19:38.320 That's another contact. 237 00:19:38.520 --> 00:19:40.000 We're going to DM them. 238 00:19:40.160 --> 00:19:41.680 That's another contact. 239 00:19:41.680 --> 00:19:45.160 We're going to send them some material that helps them solve a problem. 240 00:19:45.360 --> 00:19:46.560 That's another contact. 241 00:19:46.560 --> 00:19:47.720 You see how we're doing this? 242 00:19:47.920 --> 00:19:51.880 We're just we're just surrounding them with nurture and we're staying front of mind. 243 00:19:51.920 --> 00:19:52.400 Right. 244 00:19:52.600 --> 00:19:55.800 So back to the to the offer, the reply based. 245 00:19:56.000 --> 00:19:56.600 Right. 246 00:19:56.800 --> 00:20:00.040 So maybe I'm talking about something. 247 00:20:00.000 --> 00:20:05.520 in the post or in the email, like in the case of Bev, who asked the question, 248 00:20:06.800 --> 00:20:16.480 she uses the Colby assessment to help people identify their two directions, whichever or both, 249 00:20:16.480 --> 00:20:23.760 identify their ideal career or job for them, okay, using the Colby assessment, so they're really 250 00:20:24.320 --> 00:20:30.720 in the career area, and using the Colby assessment to find the ideal partner, okay, if they're 251 00:20:30.720 --> 00:20:35.920 looking in the relationship area, so she's an expert in both of those, she's a coach, she's a 252 00:20:35.920 --> 00:20:45.760 therapist, and so she's writing these value-based content in Substack, we chose Substack as her 253 00:20:45.760 --> 00:20:51.280 method because she's a natural writer, it fits perfect, and I'll talk about Substack some more 254 00:20:51.280 --> 00:21:00.960 in a second, but so now these reply-based emails, because Substack, for example, does not have 255 00:21:00.960 --> 00:21:05.760 algorithms, it goes straight, it's delivered straight into the email box of your contacts, 256 00:21:06.560 --> 00:21:16.880 so when you have other platforms, like I use ActiveCampaign, 257 00:21:17.840 --> 00:21:22.240 you have to really make sure when you start using a platform that it's very clean, 258 00:21:22.880 --> 00:21:27.840 so that you get a very high ranking, so that the algorithms make sure that your emails go 259 00:21:27.840 --> 00:21:35.120 directly to the inbox, so for example, in Gmail, they don't go over to promotion or spam, you want 260 00:21:35.120 --> 00:21:42.960 them in the main list, and that takes some real doing, well, if you're doing a good job in Substack, 261 00:21:43.760 --> 00:21:48.800 it's going straight in, so that's one of the benefits, is it becomes your email distribution 262 00:21:49.360 --> 00:21:57.840 without getting stuck with algorithms, so whatever you're talking about, so if you 263 00:21:57.840 --> 00:22:05.120 were talking about how Colby can, and I would be doing this, Bev, I would be seeding 264 00:22:05.120 --> 00:22:11.760 the idea of some of the amazing tools you can use, so I notice you're writing like a lot of 265 00:22:11.760 --> 00:22:21.520 relationship stuff, now your PS could be, has choosing the ideal partner for you been challenging, 266 00:22:22.960 --> 00:22:31.520 I've got a tool that can give you absolute clarity on that, comment tool, or I've got a, 267 00:22:31.520 --> 00:22:39.120 I've got an assessment that will give you absolute clarity on your ideal partner, 268 00:22:39.120 --> 00:22:45.360 comment, assessment, stick to the same word, come up with a code for yourself, so like for, you'll 269 00:22:45.360 --> 00:22:52.320 notice in a lot of my social medias, I'm promoting a 15-minute connect call, and my word is connect, 270 00:22:52.320 --> 00:22:59.120 I'm promoting the total soul prosperity group, my word is group, so I've got these words that 271 00:22:59.680 --> 00:23:10.240 I use frequently, and they're a code for my VA as well, to know where to go on, you know, the list, 272 00:23:10.240 --> 00:23:16.400 so that I know how to be following up as well, and we know how to follow up and respond to that, 273 00:23:16.400 --> 00:23:26.400 okay, so Bev, I would make some pretty direct, I would rotate, I would start right now, because 274 00:23:26.480 --> 00:23:33.920 you're easing into it, first of all, make sure that your post is not just information, okay, 275 00:23:33.920 --> 00:23:40.880 you're super good at providing really valuable information, but to all of you, information does 276 00:23:40.880 --> 00:23:47.680 not convert, we've got to make that information catch their attention, and that it needs to be 277 00:23:47.680 --> 00:23:55.760 unique, it needs to be solving a specific problem, it needs to be focusing on a quick win, okay, 278 00:23:57.040 --> 00:24:04.160 this is important in this season, for whatever you're doing, you got to catch attention quick, 279 00:24:05.360 --> 00:24:12.640 it needs to focus, not necessarily that the article solves the problem, but that you have 280 00:24:12.720 --> 00:24:18.400 a solution for the problem, that there is a solution, so it creates a hunger and a desire 281 00:24:19.040 --> 00:24:25.840 for the solution, you've talked about the problem, and that there is a solution, right, that's working 282 00:24:25.840 --> 00:24:35.360 like magic now, and creates quick wins, so in that case, I would be dropping, and maybe at first 283 00:24:35.360 --> 00:24:41.760 not using the word Colby, but using words like assessment, or tool, or I've got a unique way, 284 00:24:43.040 --> 00:24:47.600 I've got a shortcut, since you're the shortcut queen, I've got a shortcut to help you 285 00:24:48.640 --> 00:24:53.760 identify the right career for you, type in the comment shortcut, 286 00:24:55.840 --> 00:24:59.840 so you create the hunger in the post, 287 00:25:00.000 --> 00:25:03.280 then it's a one-word reply. 288 00:25:03.280 --> 00:25:08.160 And that can then move over to a conversation 289 00:25:08.160 --> 00:25:16.080 and a 15-minute conversation, which can move into an offer. 290 00:25:16.080 --> 00:25:22.440 So direct offers, scatter those, could be once a week. 291 00:25:22.440 --> 00:25:27.120 Some PS offers, scatter those, can be another once a week. 292 00:25:27.120 --> 00:25:33.720 Reply-based invitations to a call, to a resource, 293 00:25:33.720 --> 00:25:40.400 to a group, scatter those in there, the one-word reply. 294 00:25:40.400 --> 00:25:41.840 Let me know. 295 00:25:41.840 --> 00:25:44.280 Let me put my glasses on and look at what you're doing. 296 00:25:44.280 --> 00:25:49.160 Let me know if that answers the question 297 00:25:49.160 --> 00:25:54.320 and if it brought up more questions. 298 00:25:54.320 --> 00:25:59.320 If I were to make millions, OK, you're on my mindset word. 299 00:25:59.320 --> 00:25:59.840 Good. 300 00:25:59.840 --> 00:26:00.400 Yeah, sorry. 301 00:26:00.400 --> 00:26:01.320 That was from the lab. 302 00:26:01.320 --> 00:26:01.840 Thank you. 303 00:26:01.840 --> 00:26:02.400 That's great. 304 00:26:02.400 --> 00:26:03.120 I see that. 305 00:26:03.120 --> 00:26:03.760 OK. 306 00:26:03.760 --> 00:26:05.920 Yeah, that's really great. 307 00:26:05.920 --> 00:26:07.680 And that's really, really common. 308 00:26:07.680 --> 00:26:09.040 Thank you for sharing that, Kate. 309 00:26:09.040 --> 00:26:11.360 And thanks for looking at that. 310 00:26:11.360 --> 00:26:15.080 And so grab that. 311 00:26:15.080 --> 00:26:17.240 Remember that in our coaching session. 312 00:26:17.240 --> 00:26:20.520 And I'll give you a tool, just remind me, 313 00:26:20.520 --> 00:26:24.080 where you can integrate that and break that. 314 00:26:25.080 --> 00:26:27.320 It becomes a value conflict where 315 00:26:27.320 --> 00:26:30.200 you've got the gas and brakes on at the same time. 316 00:26:30.200 --> 00:26:33.240 So make a note of that and bring that up on our next coaching. 317 00:26:33.240 --> 00:26:34.040 That's really good. 318 00:26:34.040 --> 00:26:36.200 I love breaking through that stuff. 319 00:26:36.200 --> 00:26:42.480 OK, so in terms of what I just shared about making offers, 320 00:26:42.480 --> 00:26:46.120 first of all, if you're not making offers, 321 00:26:46.120 --> 00:26:47.240 you're not in business. 322 00:26:47.240 --> 00:26:49.600 So how are you doing? 323 00:26:49.600 --> 00:26:51.520 You've got to take an honest look. 324 00:26:51.520 --> 00:26:54.920 If you're not making offers, you don't really want to sale. 325 00:26:54.920 --> 00:26:57.640 So then we might be going back to the mindset thing. 326 00:26:57.640 --> 00:26:59.880 Why do I not want to sale? 327 00:26:59.880 --> 00:27:03.880 I'm afraid if I got a sale, I wouldn't be prepared. 328 00:27:03.880 --> 00:27:08.600 I'm afraid if I got a sale, I would flop because I 329 00:27:08.600 --> 00:27:09.920 don't have this or that. 330 00:27:13.480 --> 00:27:17.240 I had a client yesterday. 331 00:27:17.240 --> 00:27:20.840 And I know she needs sales. 332 00:27:20.880 --> 00:27:22.880 She desires sales. 333 00:27:22.880 --> 00:27:26.080 She's got a great skill set to bring. 334 00:27:26.080 --> 00:27:30.240 And I also know that there's fear and there's a pattern 335 00:27:30.240 --> 00:27:33.120 so that she is not getting clients. 336 00:27:33.120 --> 00:27:34.720 I'm just starting with her. 337 00:27:34.720 --> 00:27:37.640 And so here came the pattern. 338 00:27:37.640 --> 00:27:39.840 I gave her what to be doing. 339 00:27:39.840 --> 00:27:42.520 And instead, she went and did something else. 340 00:27:42.520 --> 00:27:44.560 Wasn't what I gave. 341 00:27:44.560 --> 00:27:47.960 And it was something that was busy. 342 00:27:47.960 --> 00:27:51.320 I call it getting ready to get ready. 343 00:27:51.320 --> 00:27:56.480 So she's telling me all the boxes she's checking, 344 00:27:56.480 --> 00:27:59.840 creating this, creating that, gathering this, creating this. 345 00:27:59.840 --> 00:28:04.120 And I said, let me ask you a couple of questions. 346 00:28:04.120 --> 00:28:06.960 How long is it going to take to have that ready? 347 00:28:06.960 --> 00:28:09.760 Because we met a week ago. 348 00:28:09.760 --> 00:28:13.200 And in this week, again, I'm focused on quick wins. 349 00:28:13.200 --> 00:28:16.800 In this week, you could have had a client doing what I gave you. 350 00:28:16.840 --> 00:28:19.280 You could have already had a new client. 351 00:28:19.280 --> 00:28:25.560 And so I'm curious, going this path that you're going, 352 00:28:25.560 --> 00:28:28.240 is there some avoidance going on that 353 00:28:28.240 --> 00:28:31.040 has a fear of getting a new client? 354 00:28:31.040 --> 00:28:33.080 And the fear came up. 355 00:28:33.080 --> 00:28:37.360 I'm afraid if I invite them, I don't have the this. 356 00:28:37.360 --> 00:28:38.440 I don't have the that. 357 00:28:38.440 --> 00:28:39.520 I don't have the this. 358 00:28:39.520 --> 00:28:43.560 And I said, OK, how about if we make that very simple 359 00:28:43.560 --> 00:28:46.120 and those things can be done today? 360 00:28:46.120 --> 00:28:47.920 And of course, many of you know, I 361 00:28:47.920 --> 00:28:50.080 use Coach Accountable as a tool. 362 00:28:50.080 --> 00:28:53.720 It's a very inexpensive way. 363 00:28:53.720 --> 00:28:56.160 And I give them a month free. 364 00:28:56.160 --> 00:28:58.480 It's a very inexpensive way that, OK, we've 365 00:28:58.480 --> 00:29:00.080 got your calendar link. 366 00:29:00.080 --> 00:29:00.720 That's set up. 367 00:29:00.720 --> 00:29:02.120 We don't have to worry about that. 368 00:29:02.120 --> 00:29:04.600 We got your offer set up and it goes straight in your bank. 369 00:29:04.600 --> 00:29:06.160 We don't have to worry about that. 370 00:29:06.160 --> 00:29:07.920 Yes, we can pop your course in here. 371 00:29:07.920 --> 00:29:09.560 Yes, we can manage your clients. 372 00:29:09.560 --> 00:29:12.080 We can have all this done in an afternoon. 373 00:29:12.080 --> 00:29:15.040 Saturday afternoon, you can have this done, right? 374 00:29:15.040 --> 00:29:18.040 Friday afternoon, whatever day you're working on it. 375 00:29:18.040 --> 00:29:22.360 So I said, are we ready to start having clients? 376 00:29:22.360 --> 00:29:24.960 Are we ready to start bringing in income? 377 00:29:24.960 --> 00:29:30.360 And so that just opened the door because the one she was on 378 00:29:30.360 --> 00:29:32.880 was what I call the slow road to China. 379 00:29:32.880 --> 00:29:36.760 It's a big beast of a technology that she's 380 00:29:36.760 --> 00:29:38.720 trying to create everything. 381 00:29:38.720 --> 00:29:41.800 The landing pages and the thank you pages 382 00:29:41.800 --> 00:29:44.600 and the this and the that and the this and the that. 383 00:29:45.480 --> 00:29:50.880 And yesterday on, you know I'm about fast wins. 384 00:29:50.880 --> 00:29:54.800 Yesterday, if you were on Power Hour, I interviewed Kate. 385 00:29:54.800 --> 00:29:57.680 I'm looking at her beautiful face right now. 386 00:29:57.680 --> 00:30:01.520 And Kate, we went to Six Figures in 90 minutes. 387 00:30:00.000 --> 00:30:07.080 days. Did you have a website? Not not yet. No. So you went you 388 00:30:07.080 --> 00:30:10.000 went you went to six figures with no website and no landing 389 00:30:10.000 --> 00:30:14.960 page. That's true. Okay. And it's great. Because I feel that 390 00:30:14.960 --> 00:30:18.360 most people don't need that. I think that it is an excuse that 391 00:30:18.360 --> 00:30:22.080 it's keeping people you can have that later. Right. But what we 392 00:30:22.080 --> 00:30:24.320 needed to do was a quick win. And we needed to get your 393 00:30:24.320 --> 00:30:29.560 clients and we created the path to get that right. So I saw 394 00:30:29.640 --> 00:30:34.440 someone else messaged me earlier this morning. And I really feel 395 00:30:34.440 --> 00:30:38.200 God calling me, you know, to bring my message to the world. 396 00:30:38.440 --> 00:30:44.320 But I, you know, I don't have advertising. And I responded, 397 00:30:44.320 --> 00:30:48.040 huh, I'm not using advertising. And I'm not aware of any of my 398 00:30:48.040 --> 00:30:50.800 clients using advertising. And they're all getting clients on a 399 00:30:50.800 --> 00:30:55.040 regular basis. And so I said, Let's talk, let's have a 15 400 00:30:55.040 --> 00:31:00.160 minute call. So we make something an excuse. But that's 401 00:31:00.160 --> 00:31:03.360 not really the excuse. The excuse is what I'm so the 402 00:31:03.360 --> 00:31:07.240 question that I open with is what am I afraid will happen if 403 00:31:07.680 --> 00:31:13.360 if I make the offer, right? So back to how to make an offer? 404 00:31:13.360 --> 00:31:17.400 Does that answer your question? Bever is there? Does it go 405 00:31:17.400 --> 00:31:21.280 deeper? Is there more to that question? So we've got subtle 406 00:31:21.280 --> 00:31:27.240 offers, we've got invitation type offers. And an invitation 407 00:31:27.240 --> 00:31:31.960 would be like to do a 15 minute call, the call can go into an 408 00:31:31.960 --> 00:31:36.080 offer. Be clear in your mind the difference between invitation 409 00:31:36.080 --> 00:31:40.320 and offer right and invitation to attend my event invitation to 410 00:31:40.320 --> 00:31:44.280 have a call with me. That's not an offer. It's not directly 411 00:31:44.280 --> 00:31:48.400 resulting in a sale. I'm inviting. Okay. And that's very 412 00:31:48.400 --> 00:31:52.640 different than an offer. An offer is I have given you a 413 00:31:52.640 --> 00:31:56.960 product or service that you have the option to purchase. And you 414 00:31:56.960 --> 00:32:02.400 make a yes or no decision or you make an either or I want single 415 00:32:02.400 --> 00:32:06.920 pay or triple pay or I want individual or I want group. It's 416 00:32:06.920 --> 00:32:11.280 an offer where a decision is made that leads to business and 417 00:32:11.280 --> 00:32:16.720 cash flow. And it's super important that you track the 418 00:32:16.720 --> 00:32:20.280 amount of leads that you have, we need to know your numbers, 419 00:32:20.520 --> 00:32:25.760 the amount of calls that you're doing, the amount of offers that 420 00:32:25.760 --> 00:32:28.960 you're making and the amount of new clients that are coming in, 421 00:32:29.040 --> 00:32:32.840 because then I can see what needs to be improved. It's like 422 00:32:32.840 --> 00:32:35.280 you've got a pipeline and where's the leak, I can just go 423 00:32:35.280 --> 00:32:38.760 see right I'm like a plumber and go in Oh, the leaks right here. 424 00:32:39.000 --> 00:32:42.080 Okay, is the leak right at the beginning that there's no offer 425 00:32:42.080 --> 00:32:45.480 and invitation being made is the is the leak a little bit in 426 00:32:45.480 --> 00:32:49.160 there that you're having calls, but nobody's buying anything, 427 00:32:49.160 --> 00:32:53.280 okay, totally different solution, right? And we won't 428 00:32:53.280 --> 00:32:56.400 know that and your coach can't coach you and know that if 429 00:32:56.400 --> 00:32:59.200 you're not tracking your numbers, that's why your numbers 430 00:32:59.200 --> 00:33:02.800 are on the bottom of the page on your prosper daily, the number 431 00:33:02.800 --> 00:33:06.000 of leads the number of calls, the money coming in the money 432 00:33:06.000 --> 00:33:09.200 going out, it's there for a reason, you've got to know your 433 00:33:09.200 --> 00:33:17.680 numbers, okay. And so one of the things I do to keep my mind 434 00:33:17.680 --> 00:33:22.520 on this and see how I'm doing. First of all, I've shared with 435 00:33:22.520 --> 00:33:26.960 you my calendar system that I use. And part of my calendar 436 00:33:26.960 --> 00:33:34.040 system is I have a giant desk, paper calendar on my desk here 437 00:33:34.040 --> 00:33:40.240 to my left that I see that has big squares. And everything goes 438 00:33:40.280 --> 00:33:44.920 in there, as well as my online calendar, this connected to my 439 00:33:44.920 --> 00:33:48.240 Google and my phone and everything that I do. So I 440 00:33:48.240 --> 00:33:53.040 purposely have a paper calendar because I'm very visual. And I 441 00:33:53.040 --> 00:33:58.080 use gel pens on my calendar. And anything related to money and 442 00:33:58.080 --> 00:34:02.400 making money, like seeing clients doing a class, whatever, 443 00:34:02.760 --> 00:34:12.239 I use a green money gel pen, I'm able to look at my calendar. And 444 00:34:12.239 --> 00:34:15.800 then you know, for lifestyle and balance and family and love and 445 00:34:15.800 --> 00:34:18.880 all of that, everything that I put on my calendar, I'm spending 446 00:34:18.880 --> 00:34:23.000 time with my kids, I'm you know, on a date, whatever I'm dancing, 447 00:34:23.239 --> 00:34:29.840 pink, love, okay. And I'm able and you can take it as you know, 448 00:34:29.840 --> 00:34:32.440 complicated or simple as you want. If you want spiritual 449 00:34:32.440 --> 00:34:34.719 monitor to make sure you're adding spiritual in your life, 450 00:34:34.719 --> 00:34:39.920 purple, God, royalty. Okay, so I can add a glance, I don't have 451 00:34:39.920 --> 00:34:43.199 to calculate, I don't have to do anything, I'm just look, if I 452 00:34:43.199 --> 00:34:46.120 look at my calendar for January, guys, there's a whole lot of 453 00:34:46.120 --> 00:34:49.120 green on there. So I'm not worried I'm doing, I'm doing 454 00:34:49.120 --> 00:34:52.440 what needs to be done money's being made. Okay, I don't even 455 00:34:52.440 --> 00:34:55.920 have to calculate. If I look at that calendar, and there's a lot 456 00:34:55.920 --> 00:34:59.760 of pink and a lot of blank and there's no green, okay, what's 457 00:34:59.760 --> 00:35:00.000 going 458 00:35:00.000 --> 00:35:02.000 on, what am I avoiding, what am I not doing, 459 00:35:02.000 --> 00:35:04.560 what system's not in place, right? 460 00:35:04.560 --> 00:35:09.800 And then next to the green, I take it one level further. 461 00:35:09.800 --> 00:35:12.560 If it's a new person and I have an opportunity 462 00:35:12.560 --> 00:35:16.840 to make an offer, I put an orange dot in my Bible study 463 00:35:16.840 --> 00:35:19.160 pen, so it's one of those kind of jelly, 464 00:35:19.160 --> 00:35:22.600 kind of makes a really nice dot, right? 465 00:35:22.600 --> 00:35:27.960 And so I can look and see how many orange dots 466 00:35:27.960 --> 00:35:30.960 on my calendar, meaning how many offers did I make? 467 00:35:30.960 --> 00:35:33.880 Because if you're not making offers, we're in trouble. 468 00:35:33.880 --> 00:35:35.960 You may be living on borrowed money. 469 00:35:35.960 --> 00:35:37.440 You're living on the clients that you 470 00:35:37.440 --> 00:35:40.720 got when you were making offers last month or last quarter. 471 00:35:40.720 --> 00:35:42.760 That's not going to solve going forward. 472 00:35:42.760 --> 00:35:45.440 Your pipe is going to have leaks in it. 473 00:35:45.440 --> 00:35:47.360 You're going to have gaps. 474 00:35:47.360 --> 00:35:49.320 And then you're going to be frantic. 475 00:35:49.320 --> 00:35:53.760 So when I look, I need to see that there's green 476 00:35:53.760 --> 00:35:55.440 and I need to see that there's balance. 477 00:35:55.440 --> 00:35:56.440 I got lots of pink. 478 00:35:56.440 --> 00:35:58.040 There's dancing three nights a week. 479 00:35:58.040 --> 00:36:01.120 There's all kinds of fun stuff, OK? 480 00:36:01.120 --> 00:36:03.640 But I need to see. 481 00:36:03.640 --> 00:36:06.480 And I want to know how many orange dots would 482 00:36:06.480 --> 00:36:09.920 your calendar show if I looked at it. 483 00:36:09.920 --> 00:36:15.120 If you're in business and you're not making offers, 484 00:36:15.120 --> 00:36:16.720 then you're not making sales. 485 00:36:16.720 --> 00:36:18.800 You're not really in business. 486 00:36:18.800 --> 00:36:24.600 You're not in business at all, at all. 487 00:36:24.600 --> 00:36:27.520 Backing up from the offer is the invitation. 488 00:36:27.520 --> 00:36:31.520 So the invitation would be to a call that calls on my calendar, 489 00:36:31.520 --> 00:36:34.040 that calls with a new person that's got an orange dot. 490 00:36:34.040 --> 00:36:37.640 Because on that call, there's going to be an offer made, OK? 491 00:36:37.640 --> 00:36:39.120 Does that make sense? 492 00:36:39.120 --> 00:36:43.600 So you've got to visually be honest with yourself. 493 00:36:43.600 --> 00:36:47.680 You've got to visually hold yourself accountable. 494 00:36:47.680 --> 00:36:51.320 Because this is the way I always looked at it. 495 00:36:51.320 --> 00:36:52.440 I had two visuals. 496 00:36:52.440 --> 00:36:53.840 I'm a very visual person. 497 00:36:53.840 --> 00:36:56.080 And this goes all the way back like 30 years, 498 00:36:56.080 --> 00:36:57.280 network marketing, OK? 499 00:36:57.280 --> 00:36:59.160 Building a network marketing corporation 500 00:36:59.160 --> 00:37:03.400 and being in network marketing before that. 501 00:37:03.400 --> 00:37:05.440 One was like a fuel gauge. 502 00:37:05.440 --> 00:37:07.680 And I think I shared this with you, Kate. 503 00:37:07.680 --> 00:37:11.440 And so the fuel gauge, if you're building, 504 00:37:11.440 --> 00:37:12.880 you're going over toward full. 505 00:37:12.880 --> 00:37:14.240 You're building, right? 506 00:37:14.240 --> 00:37:16.120 Like when I have green on my calendar 507 00:37:16.120 --> 00:37:19.600 and there's orange dots, I'm building all as well. 508 00:37:19.600 --> 00:37:23.200 If there's no green or there's a little bit of green that's 509 00:37:23.240 --> 00:37:25.400 left over and there's no orange dots, 510 00:37:25.400 --> 00:37:27.040 I'm probably maintaining. 511 00:37:27.040 --> 00:37:29.320 So I'm on the halfway mark. 512 00:37:29.320 --> 00:37:32.880 And if I'm driving on my fuel tank on the halfway mark 513 00:37:32.880 --> 00:37:36.240 and I'm not building, that's called managing. 514 00:37:36.240 --> 00:37:40.720 That managing is moving its way toward empty. 515 00:37:40.720 --> 00:37:43.080 You're going to hit. 516 00:37:43.080 --> 00:37:47.240 You're going to run out of fuel, which is money and clients. 517 00:37:47.240 --> 00:37:50.760 So that's one way that I used to teach it as a visual. 518 00:37:50.800 --> 00:37:54.720 The other way I used to teach it as a visual 519 00:37:54.720 --> 00:37:59.560 is those of you that have young kids or grandkids, 520 00:37:59.560 --> 00:38:02.320 my kids used to love playing with Play-Doh. 521 00:38:02.320 --> 00:38:03.880 I would even make homemade Play-Doh. 522 00:38:03.880 --> 00:38:06.160 But they loved playing with Play-Doh. 523 00:38:06.160 --> 00:38:09.120 And they had this, like maybe yours had it, 524 00:38:09.120 --> 00:38:11.160 but it had this gadget. 525 00:38:11.160 --> 00:38:13.640 And you put the Play-Doh in. 526 00:38:13.640 --> 00:38:17.120 And you could put whatever plate to make the design, stars 527 00:38:17.120 --> 00:38:19.120 or circle or whatever in there. 528 00:38:19.120 --> 00:38:21.240 And then you would push the Play-Doh. 529 00:38:21.240 --> 00:38:23.040 So you put the Play-Doh here. 530 00:38:23.040 --> 00:38:25.120 There'd be this funnel, this tube 531 00:38:25.120 --> 00:38:26.560 that the Play-Doh goes in there. 532 00:38:26.560 --> 00:38:28.440 And you push the Play-Doh down. 533 00:38:28.440 --> 00:38:33.040 The Play-Doh goes and comes out this side. 534 00:38:33.040 --> 00:38:37.640 Now, that funnel has to stay full. 535 00:38:37.640 --> 00:38:38.760 That's your leads. 536 00:38:38.760 --> 00:38:40.720 That's your lead generation system. 537 00:38:40.720 --> 00:38:44.480 That's new people for you to talk to. 538 00:38:44.480 --> 00:38:47.800 And the visual I would have is if somebody 539 00:38:47.840 --> 00:38:51.600 puts just a little tiny bit in, and they push it, 540 00:38:51.600 --> 00:38:53.320 and now there's a blank spot. 541 00:38:53.320 --> 00:38:56.080 And then they put another little bit in, and they push it. 542 00:38:56.080 --> 00:38:57.320 And now there's a blank spot. 543 00:38:57.320 --> 00:38:59.480 There's like these blank spots in their pipeline 544 00:38:59.480 --> 00:39:02.040 of lead generation that it's not consistent. 545 00:39:02.040 --> 00:39:05.960 There's no consistent lead generation day in and day out. 546 00:39:05.960 --> 00:39:08.120 Then you're going to get these spurts. 547 00:39:08.120 --> 00:39:11.080 You're going to suddenly get a new client from the spurt. 548 00:39:11.080 --> 00:39:12.600 And you're really excited. 549 00:39:12.600 --> 00:39:15.400 And then it's going to be crickets for a long time. 550 00:39:15.400 --> 00:39:16.280 And you're scrambling. 551 00:39:16.280 --> 00:39:17.080 And you're stressed. 552 00:39:17.080 --> 00:39:18.680 And you're wondering if you did it right. 553 00:39:18.680 --> 00:39:21.440 And then you get a little spurt from that little drop. 554 00:39:21.440 --> 00:39:24.440 So we don't want to have that kind of business. 555 00:39:24.440 --> 00:39:28.360 And so lead generation needs to be a daily activity. 556 00:39:28.360 --> 00:39:30.440 And it can be done in one hour a day 557 00:39:30.440 --> 00:39:32.200 if you're doing it yourself. 558 00:39:32.200 --> 00:39:35.360 It can be extended if you're using a VA. 559 00:39:35.360 --> 00:39:39.400 And I can do a teaching, the SOPs, and how to use a VA, 560 00:39:39.400 --> 00:39:43.440 and all of that, if that's a question for any of you. 561 00:39:43.440 --> 00:39:47.600 But I recommend that before you hire a VA, 562 00:39:47.600 --> 00:39:49.680 that you do it yourself. 563 00:39:49.680 --> 00:39:52.080 Because you have to understand. 564 00:39:52.080 --> 00:39:54.760 You have to perfect it. 565 00:39:54.760 --> 00:39:56.880 Then you can perfect what you're doing. 566 00:39:56.880 --> 00:39:59.320 And you know what to expect. 567 00:39:59.320 --> 00:40:01.360 Then you can. 568 00:40:00.000 --> 00:40:03.040 and train someone else. 569 00:40:03.040 --> 00:40:13.040 And so I created this system of doing organic outreach 570 00:40:13.040 --> 00:40:15.720 on social media. 571 00:40:15.720 --> 00:40:19.680 And I knew exactly how I went about it. 572 00:40:19.680 --> 00:40:24.640 And once I had that down to a system, 573 00:40:24.640 --> 00:40:28.840 then I put that into an SLP, a standard operating procedure. 574 00:40:28.840 --> 00:40:32.080 I keep one Google Drive folder with standard operating 575 00:40:32.080 --> 00:40:32.760 procedures. 576 00:40:32.760 --> 00:40:35.600 Chat can help you with that. 577 00:40:35.600 --> 00:40:36.840 Share what you're doing. 578 00:40:36.840 --> 00:40:40.120 If you have a script, share what you're doing 579 00:40:40.120 --> 00:40:42.720 and ask it for a level 10 SOP. 580 00:40:42.720 --> 00:40:44.280 It'll write the SOP for you. 581 00:40:44.280 --> 00:40:46.800 You don't have to be a genius anymore. 582 00:40:46.800 --> 00:40:52.760 And that SOP can then go to your VA once you're doing it. 583 00:40:52.760 --> 00:40:56.200 So I did it to the point that I knew it's really working. 584 00:40:56.200 --> 00:40:57.520 I love the conversation. 585 00:40:57.520 --> 00:40:58.120 It flows. 586 00:40:58.120 --> 00:40:59.040 It gets clients. 587 00:40:59.040 --> 00:41:00.480 I made the SOP. 588 00:41:00.480 --> 00:41:02.200 I give it to the VA. 589 00:41:02.200 --> 00:41:05.840 Then you invest some training into your VA. 590 00:41:05.840 --> 00:41:08.880 And you actually do it with them. 591 00:41:08.880 --> 00:41:10.000 You do it. 592 00:41:10.000 --> 00:41:11.600 You show them. 593 00:41:11.600 --> 00:41:15.480 Then you have them do it while you're watching them. 594 00:41:15.480 --> 00:41:17.760 And so that you could see where they're strong 595 00:41:17.760 --> 00:41:19.600 and where they still need more training. 596 00:41:19.600 --> 00:41:23.240 And you hang with them until you feel pretty confident. 597 00:41:23.240 --> 00:41:25.320 And then you continue to. 598 00:41:25.320 --> 00:41:28.200 My VA gives me a report every single day. 599 00:41:28.200 --> 00:41:29.440 How many contacts? 600 00:41:29.440 --> 00:41:32.440 How many people joined my Total Soul Prosperity Group? 601 00:41:32.440 --> 00:41:34.680 How many people booked a call? 602 00:41:34.680 --> 00:41:36.400 How many people? 603 00:41:36.400 --> 00:41:40.760 I know to the T what's happening. 604 00:41:40.760 --> 00:41:43.720 And so I'm able to have her working eight hours a day. 605 00:41:43.720 --> 00:41:46.120 But I would not put someone eight hours a day 606 00:41:46.120 --> 00:41:48.240 if I didn't know what I expected or I 607 00:41:48.240 --> 00:41:50.560 didn't have the SOPs in place. 608 00:41:50.560 --> 00:41:54.840 Part of those SOPs, by the way, needs to be safety. 609 00:41:54.840 --> 00:41:57.280 Safety online. 610 00:41:57.280 --> 00:42:02.280 Because you could lose your Facebook or LinkedIn 611 00:42:02.280 --> 00:42:04.120 or whatever if you're not putting in place 612 00:42:04.120 --> 00:42:07.080 some important safety protocols. 613 00:42:07.080 --> 00:42:08.800 This is huge. 614 00:42:08.800 --> 00:42:14.120 If your VA is just copying and pasting, 615 00:42:14.120 --> 00:42:18.280 doing repetitive tasks, doing too many in a day, 616 00:42:18.280 --> 00:42:19.520 all of these type of things. 617 00:42:19.520 --> 00:42:21.160 And I've got a safety SOP. 618 00:42:21.200 --> 00:42:25.400 Those of you that are coaching with me, I'll get that to you. 619 00:42:25.400 --> 00:42:27.360 Then it looks like a bot. 620 00:42:27.360 --> 00:42:30.960 And it's going to get flagged by Meta or by LinkedIn. 621 00:42:30.960 --> 00:42:33.680 And you have a good chance of getting shut down or blocked 622 00:42:33.680 --> 00:42:35.760 or shadow banned. 623 00:42:35.760 --> 00:42:41.160 So super important that you have SOPs both for what works 624 00:42:41.160 --> 00:42:47.600 and gets you the results, but also for safety. 625 00:42:47.640 --> 00:42:51.560 So I think the main thing we've talked about 626 00:42:51.560 --> 00:42:53.800 is the mindset side to make sure that you don't 627 00:42:53.800 --> 00:42:55.880 have the gas and brakes on to summarize 628 00:42:55.880 --> 00:42:57.880 what we've talked about. 629 00:42:57.880 --> 00:43:01.480 The holding yourself accountable that you're making offers 630 00:43:01.480 --> 00:43:03.600 and tracking that. 631 00:43:03.600 --> 00:43:07.320 And the final question that I'll wrap this up with 632 00:43:07.320 --> 00:43:11.520 was asking about using Substack. 633 00:43:11.520 --> 00:43:17.400 And Substack is really ideal if you're a writer, 634 00:43:17.400 --> 00:43:19.800 you like writing, if that's a vehicle. 635 00:43:19.800 --> 00:43:22.080 Although on Substack now, you can 636 00:43:22.080 --> 00:43:26.880 place videos on there, which is pretty incredible as well. 637 00:43:26.880 --> 00:43:29.320 And the beauty, as I opened earlier, 638 00:43:29.320 --> 00:43:34.120 the advantage of Substack is several. 639 00:43:34.120 --> 00:43:40.600 So for one of my clients that did not have an email system, 640 00:43:40.600 --> 00:43:43.160 Substack was she's a writer, Substack 641 00:43:43.160 --> 00:43:47.760 is a really good option for a lot of reasons. 642 00:43:47.760 --> 00:43:50.800 One, the deliverability that I mentioned. 643 00:43:50.800 --> 00:43:52.880 Substack doesn't have algorithms that 644 00:43:52.880 --> 00:43:54.960 go straight into the email. 645 00:43:54.960 --> 00:44:05.160 Two is that we can get exposure and grow our list on there. 646 00:44:05.160 --> 00:44:10.640 Third is you can monetize right there, right on Substack. 647 00:44:10.640 --> 00:44:16.000 And so for those that don't have an established CRM, 648 00:44:16.000 --> 00:44:19.160 Substack is really an up and coming option 649 00:44:19.160 --> 00:44:21.840 that large coaches are using. 650 00:44:21.840 --> 00:44:23.920 It's especially favorable if you're 651 00:44:23.920 --> 00:44:27.200 thinking about writing a book or if you 652 00:44:27.200 --> 00:44:30.280 have a book that's going to be coming out 653 00:44:30.280 --> 00:44:34.200 because the publishers will look at your Substack. 654 00:44:34.200 --> 00:44:40.080 So there's a lot of reasons for looking at Substack 655 00:44:40.080 --> 00:44:43.000 as a possibility. 656 00:44:43.000 --> 00:44:49.240 I would minimize the number of technology things 657 00:44:49.240 --> 00:44:51.440 that you're using. 658 00:44:51.440 --> 00:44:56.680 Try to integrate most of them into one or two few things. 659 00:44:56.680 --> 00:44:59.440 I believe you can build an empire with a Zoom. 660 00:45:00.000 --> 00:45:03.080 with a group, a Facebook or LinkedIn group, 661 00:45:03.080 --> 00:45:05.800 particularly right now, a Facebook group, 662 00:45:05.800 --> 00:45:08.120 with Zoom and a Facebook group. 663 00:45:08.120 --> 00:45:10.800 And I like the app Coach Accountable. 664 00:45:10.800 --> 00:45:12.720 I can do a different training on that 665 00:45:13.720 --> 00:45:15.520 and get you a free month for that. 666 00:45:16.480 --> 00:45:18.380 You can build an empire. 667 00:45:18.380 --> 00:45:20.100 You can have all your scheduling done. 668 00:45:20.100 --> 00:45:20.940 You can get paid. 669 00:45:20.940 --> 00:45:22.220 You can have all your links. 670 00:45:22.220 --> 00:45:24.220 You can have all your client management. 671 00:45:24.220 --> 00:45:26.620 You can have courses. 672 00:45:26.620 --> 00:45:28.520 You can really do just about anything. 673 00:45:28.520 --> 00:45:30.360 You can create mini landing pages. 674 00:45:30.360 --> 00:45:33.520 Like you can pretty much do everything. 675 00:45:33.520 --> 00:45:36.320 We can get you to your first six figures with just that 676 00:45:36.320 --> 00:45:39.240 and have it cost almost nothing, okay? 677 00:45:39.240 --> 00:45:43.680 So that's what I'll say about the questions 678 00:45:43.680 --> 00:45:46.280 that were asked at the beginning of the call. 679 00:45:46.280 --> 00:45:48.000 Thank you, thank you for joining. 680 00:45:48.000 --> 00:45:50.560 Thank you for asking questions. 681 00:45:50.560 --> 00:45:51.500 Was this helpful? 682 00:45:51.500 --> 00:45:56.500 I would love to hear in the chat if this was helpful 683 00:45:57.140 --> 00:46:02.140 and in particular, what was most helpful for you today? 684 00:46:02.740 --> 00:46:05.020 What was most helpful for you today? 685 00:46:08.580 --> 00:46:13.580 The other question I have is the Wednesday call, 686 00:46:18.460 --> 00:46:21.220 the power hour is at 8 a.m. 687 00:46:21.220 --> 00:46:23.220 and the Thursday is at nine. 688 00:46:23.220 --> 00:46:24.900 And I don't know if that's confusing. 689 00:46:24.900 --> 00:46:27.500 Would you like them both at 8 a.m.? 690 00:46:27.500 --> 00:46:29.340 Would that be an improvement for you 691 00:46:29.340 --> 00:46:31.740 or do you like it the way that it is? 692 00:46:31.740 --> 00:46:33.340 It's a question that hit me today 693 00:46:33.340 --> 00:46:37.900 because I don't desire to be confusing in any format. 694 00:46:37.900 --> 00:46:42.900 So I'm trying to accommodate a lot of time zones, obviously. 695 00:46:43.900 --> 00:46:46.860 Okay, all right, good, thank you. 696 00:46:46.860 --> 00:46:48.580 You said yes, helpful. 697 00:46:48.580 --> 00:46:51.660 Okay, good, all right. 698 00:46:51.700 --> 00:46:55.060 And let's see, takeaways, 699 00:46:55.060 --> 00:46:57.540 doing the miracle hour myself before. 700 00:46:57.540 --> 00:47:00.900 Yes, super important and yay. 701 00:47:00.900 --> 00:47:04.300 Color coding, yay, I can't wait, send me a picture. 702 00:47:04.300 --> 00:47:07.180 Way to implement immediately, it's what I love about you. 703 00:47:07.180 --> 00:47:09.580 Way to implement, fantastic. 704 00:47:09.580 --> 00:47:13.140 Okay, and I think we lost Bev on the call. 705 00:47:13.140 --> 00:47:15.400 She probably had to get to the next thing. 706 00:47:15.400 --> 00:47:18.360 Lots of love, until next time. 707 00:47:18.360 --> 00:47:20.360 Blessings, blessings, blessings.