WEBVTT 1 00:00:00.000 --> 00:00:04.840 All right, good morning. 2 00:00:04.840 --> 00:00:05.840 Good morning. 3 00:00:05.840 --> 00:00:09.520 Welcome to office hours. 4 00:00:09.520 --> 00:00:13.600 As you can see, I have Sarah spotlighted today. 5 00:00:13.600 --> 00:00:25.160 I am going to allow you, we're going to pull back the curtains of when I'm coaching someone 6 00:00:25.160 --> 00:00:32.360 and the fabulous system that is working so well right now. 7 00:00:32.360 --> 00:00:36.520 And Sarah has been following it beautifully. 8 00:00:36.520 --> 00:00:44.480 I'm going to interview her as a way for you to experience this. 9 00:00:44.480 --> 00:00:48.760 And also, so you can ask questions as well. 10 00:00:48.760 --> 00:00:53.920 So we're going to get into the things that she did really well, the things she was doing 11 00:00:53.920 --> 00:00:59.040 wrong, et cetera, and what's working, what's not working. 12 00:00:59.040 --> 00:01:02.440 I think this will be incredibly valuable for all of you. 13 00:01:02.440 --> 00:01:08.000 I don't have a voice, so I'm going to let her do more talking than me today. 14 00:01:08.000 --> 00:01:13.960 I'm fighting off a little cold, which happens like once in a blue moon for me. 15 00:01:13.960 --> 00:01:16.400 So excuse my squeaky voice. 16 00:01:16.400 --> 00:01:23.880 All right, Sarah, welcome, welcome, welcome to this interview, to this office hours. 17 00:01:23.880 --> 00:01:29.280 So we've been coaching about what, a month? 18 00:01:29.280 --> 00:01:30.280 Maybe six weeks. 19 00:01:30.280 --> 00:01:33.120 The first two were just clarifying what's happening. 20 00:01:33.120 --> 00:01:34.120 Okay. 21 00:01:34.120 --> 00:01:35.120 Yeah. 22 00:01:35.120 --> 00:01:36.120 Okay. 23 00:01:36.120 --> 00:01:37.120 Beautifully. 24 00:01:37.120 --> 00:01:38.120 All right. 25 00:01:38.120 --> 00:01:42.080 And tell me before coaching, what were you doing? 26 00:01:42.080 --> 00:01:44.080 What were you trying? 27 00:01:44.080 --> 00:01:46.040 What wasn't working? 28 00:01:46.040 --> 00:01:47.000 Yes. 29 00:01:47.000 --> 00:01:53.280 So I was very broad because I can help everybody, but that doesn't really work at all. 30 00:01:53.280 --> 00:01:58.600 Like what I teach is self-advocacy and how to clarify who you are, where you're going, 31 00:01:58.600 --> 00:02:02.360 communicate that, and essentially build a life with purpose, like in your career, all 32 00:02:02.360 --> 00:02:04.080 things that are missing in higher education. 33 00:02:04.080 --> 00:02:08.600 So I could really preach to the world and maybe someday will, but it did not work. 34 00:02:08.600 --> 00:02:09.600 I just finished my book. 35 00:02:09.600 --> 00:02:10.600 I was posting a lot. 36 00:02:10.600 --> 00:02:14.200 I mean, I've taught at great universities doing this stuff. 37 00:02:14.200 --> 00:02:20.240 Like I have credibility, I've got it all, but it just wasn't... 38 00:02:20.240 --> 00:02:22.800 My language is too far advanced for people to understand. 39 00:02:22.800 --> 00:02:24.760 Nobody cares about self-advocacy. 40 00:02:24.760 --> 00:02:28.320 They want to understand results and they want to know I'm speaking to them, which is what 41 00:02:28.320 --> 00:02:30.280 Brenda helped me understand. 42 00:02:30.280 --> 00:02:31.600 So then, yeah. 43 00:02:31.600 --> 00:02:32.600 So that was what I was doing. 44 00:02:32.600 --> 00:02:33.600 I was just posting. 45 00:02:33.600 --> 00:02:34.600 No leads? 46 00:02:34.600 --> 00:02:35.600 No leads. 47 00:02:35.600 --> 00:02:39.440 I mean, it was always, there's always like a trickle, a tiny trickle, and I just like 48 00:02:39.440 --> 00:02:42.320 wished and prayed that there would be a trickle. 49 00:02:42.320 --> 00:02:43.320 Okay. 50 00:02:43.320 --> 00:02:44.320 Yeah. 51 00:02:44.320 --> 00:02:48.240 And clients were not coming in, no cashflow. 52 00:02:48.240 --> 00:02:49.520 Okay. 53 00:02:49.840 --> 00:02:56.400 So the first thing that for all of you is 100% clarity. 54 00:02:56.400 --> 00:03:06.200 So the first thing we did was a breakthrough intensive and clarity is what breeds confidence. 55 00:03:06.200 --> 00:03:09.760 Clarity is what attracts your client. 56 00:03:09.760 --> 00:03:12.960 So what do we need to be clear on? 57 00:03:12.960 --> 00:03:17.840 Well, we needed to go from this broad, I'm talking to the world. 58 00:03:17.840 --> 00:03:24.560 I can help everyone, which so many of us fall into, especially those of us have like 59 00:03:24.560 --> 00:03:25.960 a network marketing background. 60 00:03:25.960 --> 00:03:31.440 I mean, it's the product is good for everyone, grandma, the dog, the fish, you know? 61 00:03:31.440 --> 00:03:34.440 And so it's very common. 62 00:03:34.440 --> 00:03:38.360 Well, of course, if you're in nutrition, it's for everyone. 63 00:03:38.360 --> 00:03:40.160 If you're in, you know. 64 00:03:40.160 --> 00:03:50.080 And so we are concerned that if we go too narrow, that we're going to lose clients. 65 00:03:50.080 --> 00:03:53.160 And of course we don't have clients and we don't have leads, but we're really afraid 66 00:03:53.160 --> 00:03:54.160 we won't. 67 00:03:54.160 --> 00:03:55.160 If we go narrow. 68 00:03:55.160 --> 00:03:59.160 Did you feel that fear when we first narrowed your niche? 69 00:03:59.160 --> 00:04:00.160 Definitely. 70 00:04:00.160 --> 00:04:01.160 Definitely. 71 00:04:01.160 --> 00:04:05.040 I think it was a concern for your husband too, wasn't it? 72 00:04:05.040 --> 00:04:06.040 Yes. 73 00:04:06.040 --> 00:04:13.920 So we originally went to Christian women lawyers and just in like the, just in, I think clarity 74 00:04:13.920 --> 00:04:17.480 comes with movement and that felt, it wasn't too narrow. 75 00:04:17.480 --> 00:04:21.160 I think that would have worked, but I didn't have as much comfort and like I got feedback 76 00:04:21.160 --> 00:04:25.800 that like, I think what you're offering could be really, really valuable too. 77 00:04:25.800 --> 00:04:28.880 And so we moved it to purpose driven women lawyers. 78 00:04:28.880 --> 00:04:31.280 So it's called lawyer liberation. 79 00:04:31.280 --> 00:04:33.880 And that really, that resonates with me. 80 00:04:33.880 --> 00:04:36.720 I could speak that language all day long. 81 00:04:36.720 --> 00:04:42.160 Also that is to a very specific subset of a very, there's a lot of lawyers in this country. 82 00:04:42.160 --> 00:04:44.080 Half of them are women. 83 00:04:44.080 --> 00:04:47.480 Most of them went because they wanted to do something meaningful. 84 00:04:47.480 --> 00:04:51.280 The vast majority end up doing something not meaningful that drains them. 85 00:04:51.280 --> 00:04:55.760 And so there's plenty of a market there, but yes, I still had that concern. 86 00:04:55.760 --> 00:04:59.760 I want to point out something really important here is that. 87 00:05:00.000 --> 00:05:02.760 you are that, right? 88 00:05:02.760 --> 00:05:07.760 So very often, your niche is you. 89 00:05:08.200 --> 00:05:13.200 Not you right now, but you two, three, five years ago. 90 00:05:14.000 --> 00:05:16.240 And I want you always to remember that. 91 00:05:16.240 --> 00:05:20.160 What were you feeling two, three, five years ago? 92 00:05:20.160 --> 00:05:24.480 And because you've jumped ahead two, three, five years 93 00:05:24.480 --> 00:05:26.720 and you've forged a path. 94 00:05:26.840 --> 00:05:30.800 And so this also increases your credibility 95 00:05:30.800 --> 00:05:34.000 and your confidence because you can say, I get it. 96 00:05:34.000 --> 00:05:38.360 And when it comes time to post, you've got a lot of content 97 00:05:39.520 --> 00:05:41.640 because you know what that's like, right? 98 00:05:41.640 --> 00:05:43.080 Yes, yes. 99 00:05:43.080 --> 00:05:46.440 I, like a lot of ladies, I did everything right. 100 00:05:46.440 --> 00:05:47.280 I went to Harvard. 101 00:05:47.280 --> 00:05:48.720 I went to Wall Street. 102 00:05:48.720 --> 00:05:50.080 It was a giant mistake. 103 00:05:50.980 --> 00:05:52.380 Not everything, but Wall Street. 104 00:05:52.380 --> 00:05:54.800 And it's been longer for me. 105 00:05:54.800 --> 00:05:57.000 I've been out a long time doing this 106 00:05:57.000 --> 00:05:59.840 and working in graduate schools, 107 00:05:59.840 --> 00:06:03.700 but yes, that resonates with people. 108 00:06:04.560 --> 00:06:06.040 I have an interesting story as well. 109 00:06:06.040 --> 00:06:07.660 So like in workshops, I could share that. 110 00:06:07.660 --> 00:06:09.520 Like I left and moved to a tent in Haiti, 111 00:06:09.520 --> 00:06:12.540 like exactly what I would not encourage people to do, 112 00:06:13.760 --> 00:06:14.600 you know, et cetera. 113 00:06:14.600 --> 00:06:15.760 So- 114 00:06:15.760 --> 00:06:17.920 Storytelling is so powerful. 115 00:06:17.920 --> 00:06:20.340 So we got you clear on your niche. 116 00:06:20.340 --> 00:06:23.040 We created your offering 117 00:06:24.000 --> 00:06:29.000 and we really moved from, you know, 118 00:06:29.920 --> 00:06:32.060 like they say, facts tell, stories sell. 119 00:06:32.060 --> 00:06:33.960 We started getting more story-based 120 00:06:33.960 --> 00:06:35.760 and we focused on results. 121 00:06:35.760 --> 00:06:39.240 Every part of your offering from the title 122 00:06:39.240 --> 00:06:43.500 all the way down was around the result that you deliver. 123 00:06:43.500 --> 00:06:48.500 Okay, now we create these concentric circles 124 00:06:49.560 --> 00:06:51.600 and I'm gonna be teaching on the 14th 125 00:06:51.600 --> 00:06:54.240 because honestly, this is what Jesus did. 126 00:06:54.240 --> 00:06:56.840 If you think about it, it's so beautiful 127 00:06:56.840 --> 00:07:01.840 when you look at how Jesus went from the multitudes 128 00:07:02.620 --> 00:07:06.760 and he had the 400 and he had the 120 129 00:07:06.760 --> 00:07:11.760 and he had the 50 and he had the 12 and he had the three. 130 00:07:11.840 --> 00:07:14.160 And so there's these concentric circles 131 00:07:14.160 --> 00:07:16.400 where we're bringing people in 132 00:07:16.400 --> 00:07:19.720 and holding them and supporting them. 133 00:07:19.720 --> 00:07:23.240 And so one of the ways we're doing that 134 00:07:23.240 --> 00:07:27.720 is having a Facebook group, a Facebook community. 135 00:07:27.720 --> 00:07:31.560 The second thing that we did for you, 136 00:07:31.560 --> 00:07:33.760 especially we looked at the platform 137 00:07:33.760 --> 00:07:36.320 and so for you, LinkedIn made a lot of sense. 138 00:07:36.320 --> 00:07:39.240 That's where lady lawyers are hanging out. 139 00:07:39.240 --> 00:07:41.480 And so the first thing we did 140 00:07:41.480 --> 00:07:45.640 was get you writing a newsletter on LinkedIn. 141 00:07:45.640 --> 00:07:48.080 And I think you were a little bit surprised by the results 142 00:07:48.080 --> 00:07:49.240 when I got you doing that. 143 00:07:49.760 --> 00:07:51.160 What happened when you wrote a newsletter 144 00:07:51.160 --> 00:07:53.560 and put that up in LinkedIn? 145 00:07:54.880 --> 00:07:56.080 Yeah, well, I just learned yesterday 146 00:07:56.080 --> 00:07:57.320 I'm doing that a little bit wrong too, 147 00:07:57.320 --> 00:07:58.920 but it's been great. 148 00:07:58.920 --> 00:08:00.480 I just write like I wanna write, 149 00:08:00.480 --> 00:08:05.480 but in like the first week I had over 55, 60 people sign up 150 00:08:05.520 --> 00:08:08.120 which like blew my mind. 151 00:08:08.120 --> 00:08:10.640 Also like what a powerful, 152 00:08:10.640 --> 00:08:13.280 I mean, that's just like warm leads, a lot of them. 153 00:08:13.280 --> 00:08:14.400 Some people just wanna read it 154 00:08:14.400 --> 00:08:16.940 because they know me or the topic is interesting, 155 00:08:16.980 --> 00:08:20.340 but like that's generally speaking 55 warm leads 156 00:08:20.340 --> 00:08:21.780 or like, I don't know. 157 00:08:21.780 --> 00:08:24.380 How many people are subscribed now? 158 00:08:24.380 --> 00:08:25.780 Like over 200. 159 00:08:25.780 --> 00:08:27.500 Amazing, okay. 160 00:08:27.500 --> 00:08:29.580 And when you first got them 161 00:08:29.580 --> 00:08:31.540 and I told you this would be fabulous, 162 00:08:31.540 --> 00:08:32.980 you didn't know those were leads. 163 00:08:32.980 --> 00:08:34.380 You're like, I don't have any leads. 164 00:08:34.380 --> 00:08:35.860 And I'm like, how about all the people 165 00:08:35.860 --> 00:08:38.059 reading your newsletter right now, right? 166 00:08:38.059 --> 00:08:39.860 Let's start there. 167 00:08:39.860 --> 00:08:44.340 And so we began DMing, right? 168 00:08:44.340 --> 00:08:46.220 Private messaging. 169 00:08:46.220 --> 00:08:49.180 And this is really important. 170 00:08:49.180 --> 00:08:52.700 We're not spammy, but we're building relationship. 171 00:08:52.700 --> 00:08:54.300 I got people trying to get in. 172 00:08:54.300 --> 00:08:55.780 Let me let that in. 173 00:08:56.720 --> 00:08:57.600 There we go. 174 00:08:59.180 --> 00:09:04.180 Okay, so we got the newsletter going on LinkedIn 175 00:09:06.380 --> 00:09:10.620 over 200 subscribers, that's 200 warm leads, right? 176 00:09:10.620 --> 00:09:14.900 And what I want you all thinking about is touches. 177 00:09:15.980 --> 00:09:20.300 People need to experience you, okay? 178 00:09:20.300 --> 00:09:25.300 On multiple platforms, multiple media, multiple times. 179 00:09:26.060 --> 00:09:29.420 And so where we're working toward 180 00:09:29.420 --> 00:09:32.860 and we're gonna get to that in the story 181 00:09:32.860 --> 00:09:36.300 is the power of using micro events. 182 00:09:36.620 --> 00:09:40.700 But the idea is by the time they come to your micro events, 183 00:09:40.700 --> 00:09:43.580 they've had many, many, many touches. 184 00:09:43.580 --> 00:09:48.580 So they're reading your newsletter and now we're DMing. 185 00:09:49.980 --> 00:09:53.660 Now, you are not having success DMing. 186 00:09:53.660 --> 00:09:56.420 What were you doing wrong before I coached you 187 00:09:56.420 --> 00:09:58.700 and we changed how we DM. 188 00:09:58.700 --> 00:09:59.940 So tell us about. 189 00:10:00.000 --> 00:10:01.800 when it was wrong and tell us about 190 00:10:01.800 --> 00:10:03.720 what's working like magic now. 191 00:10:04.920 --> 00:10:07.960 Well, most of my success has been through Facebook 192 00:10:07.960 --> 00:10:10.520 because they have a lot more comfort, 193 00:10:10.520 --> 00:10:13.660 like when they can write anonymously publicly. 194 00:10:13.660 --> 00:10:16.400 And I think lawyers are a very skeptical, 195 00:10:16.400 --> 00:10:20.240 like averse group to like any sort of aggressive tactic, 196 00:10:20.240 --> 00:10:21.320 which makes perfect sense. 197 00:10:21.320 --> 00:10:24.640 So, but on LinkedIn, it was so funny. 198 00:10:24.640 --> 00:10:28.280 In all approaches, like I just wanted to get to the point 199 00:10:28.280 --> 00:10:29.700 rather than like build a relationship, 200 00:10:29.700 --> 00:10:31.020 cause I'm like, I can help you. 201 00:10:31.020 --> 00:10:32.760 Like if you're reading this, like I can help you. 202 00:10:32.760 --> 00:10:34.460 You need to buy my products. 203 00:10:34.460 --> 00:10:37.740 Yeah, I mean, I wasn't like salesy 204 00:10:37.740 --> 00:10:38.820 and aggressive in that way, 205 00:10:38.820 --> 00:10:41.220 but like I just skipped all the like, 206 00:10:41.220 --> 00:10:42.460 oh, I see you're at this firm. 207 00:10:42.460 --> 00:10:43.880 Like, tell me how that's going. 208 00:10:43.880 --> 00:10:45.700 Like I skipped all of that. 209 00:10:45.700 --> 00:10:47.780 And you had to like, tell me like three times. 210 00:10:47.780 --> 00:10:49.020 Like, it's like, you're at a barbecue, 211 00:10:49.020 --> 00:10:51.020 like just have a conversation. 212 00:10:51.020 --> 00:10:53.560 I've also found LinkedIn to be far slower. 213 00:10:53.560 --> 00:10:56.420 Like it will do a week or two before folks get back. 214 00:10:56.420 --> 00:10:57.700 If they're even checking, you know, 215 00:10:57.700 --> 00:10:59.260 a lot of people don't even look at their messages 216 00:10:59.260 --> 00:11:00.900 on LinkedIn. 217 00:11:00.900 --> 00:11:05.060 So, you also taught me like how my posts, 218 00:11:05.060 --> 00:11:06.940 like to frame posts. 219 00:11:06.940 --> 00:11:09.500 And it's so funny, cause I also have a group. 220 00:11:09.500 --> 00:11:10.980 I don't get any feedback from posts, 221 00:11:10.980 --> 00:11:12.520 like except people who are not lawyers, 222 00:11:12.520 --> 00:11:15.280 because they don't want to be like, yeah, I hate my job. 223 00:11:15.280 --> 00:11:17.060 And like thumbs up, like on a public platform. 224 00:11:17.060 --> 00:11:18.420 And we expected that. 225 00:11:18.420 --> 00:11:19.620 I had to get used to that. 226 00:11:19.620 --> 00:11:21.360 I had to get used to like, 227 00:11:21.360 --> 00:11:23.500 that's not how my engagement is gonna show. 228 00:11:23.500 --> 00:11:26.260 They will start DMing me like just a little bit, 229 00:11:26.300 --> 00:11:29.140 like, oh, you're speaking to me, 230 00:11:29.140 --> 00:11:30.740 which is the first time that's ever happened. 231 00:11:30.740 --> 00:11:31.980 Like people being like, oh, 232 00:11:31.980 --> 00:11:33.540 I can't believe I just saw your posts. 233 00:11:33.540 --> 00:11:36.140 It's exactly what I'm going through. 234 00:11:36.140 --> 00:11:36.980 And the newsletter. 235 00:11:36.980 --> 00:11:37.820 So, you've been posting, 236 00:11:37.820 --> 00:11:40.500 I've got you posting every day, correct? 237 00:11:40.500 --> 00:11:42.900 You've been posting every day. 238 00:11:42.900 --> 00:11:46.740 And we're rotating and I've been teaching 239 00:11:46.740 --> 00:11:49.300 what type of posts to do. 240 00:11:49.300 --> 00:11:53.300 So, we're rotating between hope and inspiration 241 00:11:53.300 --> 00:11:55.720 and storytelling's the most powerful 242 00:11:55.720 --> 00:11:56.860 that they can relate to, 243 00:11:56.860 --> 00:11:59.500 that they can paint themselves into 244 00:11:59.500 --> 00:12:02.420 between some tools and tips. 245 00:12:02.420 --> 00:12:06.820 And then about every four or five posts, six posts, 246 00:12:08.100 --> 00:12:12.040 you've earned the right to make a straight offer, right? 247 00:12:12.040 --> 00:12:16.500 So, you've been posting very consistently, okay? 248 00:12:16.500 --> 00:12:19.800 And so then you started DMing. 249 00:12:19.800 --> 00:12:21.800 So, talk to me about the conversations. 250 00:12:22.080 --> 00:12:25.080 We gave you a script and some things to start working on. 251 00:12:25.080 --> 00:12:28.360 Talk about, so, at first you were just, 252 00:12:28.360 --> 00:12:30.360 let's get to the point real quick, right? 253 00:12:30.360 --> 00:12:35.360 Let's, I always think about dating. 254 00:12:36.300 --> 00:12:38.440 I think it's so similar, right? 255 00:12:38.440 --> 00:12:41.420 And I often think of the story that, 256 00:12:41.420 --> 00:12:43.540 imagine, because it's doing the right things, 257 00:12:43.540 --> 00:12:45.640 but it's in the wrong sequence, right? 258 00:12:45.640 --> 00:12:46.640 And that's really important. 259 00:12:46.640 --> 00:12:48.560 Sequencing's really important. 260 00:12:48.560 --> 00:12:49.840 So, I always think about, 261 00:12:49.840 --> 00:12:54.600 imagine that you're sitting in a coffee shop 262 00:12:54.600 --> 00:12:58.320 and enjoying a wonderful latte or whatever. 263 00:12:58.320 --> 00:12:59.960 And a guy sits down next to you 264 00:12:59.960 --> 00:13:02.460 and he's handsome and well-dressed and good looking. 265 00:13:02.460 --> 00:13:04.840 And he looks at you and he says, you're beautiful. 266 00:13:04.840 --> 00:13:08.600 And he opens a ring and he says, will you marry me? 267 00:13:08.600 --> 00:13:10.440 I mean, you're gonna think he's a freak 268 00:13:10.440 --> 00:13:12.080 and you're most likely gonna say no 269 00:13:12.080 --> 00:13:14.420 and you're gonna walk away, right? 270 00:13:14.420 --> 00:13:17.920 And yeah, if instead he had a wonderful conversation 271 00:13:17.960 --> 00:13:22.200 and said, you know, the conversation is so amazing. 272 00:13:22.200 --> 00:13:23.480 Could I take you to lunch? 273 00:13:23.480 --> 00:13:25.640 I've got this fabulous lunch place. 274 00:13:25.640 --> 00:13:27.680 And you agree and you go to lunch 275 00:13:27.680 --> 00:13:29.480 and you have a wonderful lunch. 276 00:13:29.480 --> 00:13:31.880 And you say, you know, I'm just enjoying this so much. 277 00:13:31.880 --> 00:13:34.120 I'd love to take you to dinner. 278 00:13:34.120 --> 00:13:37.560 And then I'd love to take you on a day trip 279 00:13:37.560 --> 00:13:39.400 to Napa, California. 280 00:13:39.400 --> 00:13:41.880 Let's tour the vineyards or whatever. 281 00:13:41.880 --> 00:13:44.280 And the process goes, right? 282 00:13:44.280 --> 00:13:46.480 And this goes on for months 283 00:13:46.480 --> 00:13:47.800 and you're building relationship. 284 00:13:48.680 --> 00:13:50.200 With prospecting, it doesn't have to take months. 285 00:13:50.200 --> 00:13:53.480 It does sometimes, but marrying it probably does. 286 00:13:53.480 --> 00:13:58.280 Now he opens the ring and you're gonna think it's amazing 287 00:13:58.280 --> 00:14:00.200 and he's amazing, right? 288 00:14:00.200 --> 00:14:03.000 We do the same thing with prospects, right? 289 00:14:03.000 --> 00:14:06.040 And so you learned that, didn't you, Sarah? 290 00:14:06.040 --> 00:14:08.280 And so what have you found now? 291 00:14:08.280 --> 00:14:12.200 What's working like magic when you're DMing? 292 00:14:12.200 --> 00:14:16.220 Well, DMing is just asking questions 293 00:14:16.220 --> 00:14:19.860 and reflecting that I've shared their experience 294 00:14:19.860 --> 00:14:22.580 or worked with lots of folks who share that experience. 295 00:14:22.580 --> 00:14:26.060 Confirming that this isn't, it's actually not that rare. 296 00:14:26.060 --> 00:14:27.860 You're not alone in that. 297 00:14:27.860 --> 00:14:31.020 And alluding to the fact that there are tools, 298 00:14:31.020 --> 00:14:33.860 there are ways forward, even though it doesn't feel like it. 299 00:14:33.860 --> 00:14:35.140 Lawyers feel really stuck 300 00:14:35.140 --> 00:14:36.820 because they've been lawyers for the whole time. 301 00:14:36.820 --> 00:14:38.700 They feel like, what else am I gonna do 302 00:14:38.700 --> 00:14:39.540 besides be a lawyer? 303 00:14:39.540 --> 00:14:42.300 So there's a thousand things you could do. 304 00:14:42.300 --> 00:14:44.020 Lots of people do it. 305 00:14:44.020 --> 00:14:46.180 So that, and just taking that really slow 306 00:14:46.180 --> 00:14:47.140 in terms of DMing. 307 00:14:48.500 --> 00:14:53.300 And I've had, yeah, the DMs, yes. 308 00:14:53.300 --> 00:14:55.140 And I've had, well, I don't know if you want me to talk 309 00:14:55.140 --> 00:14:57.620 about the other Facebook stuff that's working as well. 310 00:14:57.620 --> 00:14:59.620 Yes, I wanna do it step by step. 311 00:14:59.620 --> 00:15:00.460 I want everyone. 312 00:15:00.000 --> 00:15:03.120 I want everyone to get the big picture. 313 00:15:03.120 --> 00:15:09.400 So some keys with DMing is, first of all, like you said, 314 00:15:09.400 --> 00:15:10.960 it's so important to understand that's 315 00:15:10.960 --> 00:15:14.320 a real person on the other side with real struggles, 316 00:15:14.320 --> 00:15:16.720 with real pains, with a real heart. 317 00:15:16.720 --> 00:15:23.240 And so you're building relationship. 318 00:15:23.240 --> 00:15:24.640 And you think in the same way. 319 00:15:24.640 --> 00:15:26.920 Like I said, you're at a barbecue or a picnic 320 00:15:26.920 --> 00:15:27.480 or something. 321 00:15:27.480 --> 00:15:29.240 You don't just walk up and go, hey, 322 00:15:29.240 --> 00:15:30.560 can I give you all my cards? 323 00:15:30.560 --> 00:15:32.960 I'm in this new network marketing company. 324 00:15:32.960 --> 00:15:34.400 And everybody's going to hate you. 325 00:15:34.400 --> 00:15:39.080 You show up with the cookies or the wine or whatever. 326 00:15:39.080 --> 00:15:40.080 And you get to know. 327 00:15:40.080 --> 00:15:41.360 And you ask questions. 328 00:15:41.360 --> 00:15:46.240 And that's not even the place to invite to your business. 329 00:15:46.240 --> 00:15:49.160 It's the place to maybe invite to a call. 330 00:15:49.160 --> 00:15:50.760 I'd love to get to know you more. 331 00:15:50.760 --> 00:15:51.720 Can we have coffee? 332 00:15:51.720 --> 00:15:53.120 Can we have a call? 333 00:15:53.120 --> 00:15:54.920 It's the same on DM. 334 00:15:54.920 --> 00:15:57.320 It's just online. 335 00:15:57.360 --> 00:16:01.960 So you've got several steps of building warmth. 336 00:16:01.960 --> 00:16:07.000 And then you have an option to invite them to a call 337 00:16:07.000 --> 00:16:10.800 or to a micro event. 338 00:16:10.800 --> 00:16:16.000 And so we've been doing that, which is really fabulous. 339 00:16:16.000 --> 00:16:19.440 And I'm super excited how that's working for. 340 00:16:19.440 --> 00:16:21.800 But let's finish with the DMs for a second. 341 00:16:22.520 --> 00:16:27.440 One key with the DM is you end every DM with a question 342 00:16:27.440 --> 00:16:29.600 because you're engaging. 343 00:16:29.600 --> 00:16:30.600 You're asking them. 344 00:16:30.600 --> 00:16:34.360 So you're providing some, oh, I get it, 345 00:16:34.360 --> 00:16:38.360 things you noticed about them, things you relate. 346 00:16:38.360 --> 00:16:40.560 Have you found this too? 347 00:16:40.560 --> 00:16:42.920 What's been your experience? 348 00:16:42.920 --> 00:16:44.520 Have you ever wished that? 349 00:16:44.520 --> 00:16:46.640 Or have you tried other things? 350 00:16:46.640 --> 00:16:48.040 Have you always been in law? 351 00:16:48.040 --> 00:16:49.680 How long have you been in law? 352 00:16:49.680 --> 00:16:52.040 So is that what you're doing in your DMs? 353 00:16:52.040 --> 00:16:54.360 Are you following that model? 354 00:16:54.360 --> 00:16:55.720 Yes. 355 00:16:55.720 --> 00:16:56.440 OK. 356 00:16:56.440 --> 00:16:56.960 All right. 357 00:16:56.960 --> 00:16:58.120 And they're responding. 358 00:16:58.120 --> 00:16:59.520 And it's fun to have a look. 359 00:16:59.520 --> 00:17:00.840 And it actually becomes fun. 360 00:17:00.840 --> 00:17:02.400 But you know what I loved about Sarah 361 00:17:02.400 --> 00:17:05.920 is when I taught her this, I'm like, have a conversation. 362 00:17:05.920 --> 00:17:06.760 They're real people. 363 00:17:06.760 --> 00:17:09.400 She goes, oh, I can do that. 364 00:17:09.400 --> 00:17:10.160 And she did. 365 00:17:10.160 --> 00:17:11.040 She just ran into people. 366 00:17:11.040 --> 00:17:11.800 I love people. 367 00:17:11.800 --> 00:17:13.560 I'm usually very good with them in person. 368 00:17:13.560 --> 00:17:15.160 Like, I'm a ruler. 369 00:17:15.160 --> 00:17:16.160 It's hilarious. 370 00:17:16.160 --> 00:17:18.720 And I just think it's just really awkward 371 00:17:18.720 --> 00:17:22.480 because you get in your head about, like, 372 00:17:22.480 --> 00:17:23.560 I'm selling something. 373 00:17:23.560 --> 00:17:24.880 And it's like, no, you're not. 374 00:17:24.880 --> 00:17:29.280 You're just meeting people who have a similar background 375 00:17:29.280 --> 00:17:30.800 and learning more about them. 376 00:17:30.800 --> 00:17:32.240 And you're building relationships 377 00:17:32.240 --> 00:17:33.280 and you're learning. 378 00:17:33.280 --> 00:17:35.200 I loved how fast you got that. 379 00:17:35.200 --> 00:17:36.880 And you just ran with it. 380 00:17:36.880 --> 00:17:37.720 OK. 381 00:17:37.720 --> 00:17:40.600 So we built a micro event. 382 00:17:40.600 --> 00:17:44.440 And we were very careful on the system 383 00:17:44.440 --> 00:17:48.160 that we used from that, everything 384 00:17:48.160 --> 00:17:53.440 from the title of it to the structure of it. 385 00:17:53.440 --> 00:17:56.040 And we built a Facebook group. 386 00:17:56.040 --> 00:18:00.200 Again, really strategic how we built a Facebook group 387 00:18:00.200 --> 00:18:03.880 from the look, the title, the questions, the welcome message, 388 00:18:03.880 --> 00:18:05.280 the welcome video. 389 00:18:05.280 --> 00:18:08.800 And so you had your first micro event, what, 390 00:18:08.800 --> 00:18:11.240 about two weeks ago? 391 00:18:11.240 --> 00:18:12.840 Two, three weeks ago, yes. 392 00:18:12.840 --> 00:18:13.720 Tell us about it. 393 00:18:13.720 --> 00:18:14.400 How did that go? 394 00:18:14.400 --> 00:18:15.560 What did you learn from it? 395 00:18:15.560 --> 00:18:17.880 What happened? 396 00:18:18.000 --> 00:18:20.480 I learned a lot that I was doing wrong again. 397 00:18:20.480 --> 00:18:23.040 But I've never had that much success 398 00:18:23.040 --> 00:18:25.760 in getting people to sign up, ever, not even close. 399 00:18:25.760 --> 00:18:29.000 So one, we had to iterate what the event was 400 00:18:29.000 --> 00:18:31.520 and what is converting and what's not. 401 00:18:31.520 --> 00:18:33.880 I thought we really needed to start the first part, where 402 00:18:33.880 --> 00:18:35.840 it's just burnout or unhappiness. 403 00:18:35.840 --> 00:18:36.960 And we don't. 404 00:18:36.960 --> 00:18:39.240 If not this, then what is now the title? 405 00:18:39.240 --> 00:18:42.840 And people are like, please, let me into that. 406 00:18:42.840 --> 00:18:48.080 And so I just dropped the other name and event. 407 00:18:48.080 --> 00:18:54.720 And so my first event, I did it wrong. 408 00:18:54.720 --> 00:18:56.600 And I had a limit on the amount of people. 409 00:18:56.600 --> 00:18:57.720 So there was a limit of 12. 410 00:18:57.720 --> 00:18:59.200 So I had 15 attempting to sign up. 411 00:18:59.200 --> 00:19:00.960 But I had 12 sign up. 412 00:19:00.960 --> 00:19:02.840 I had eight show up. 413 00:19:02.840 --> 00:19:04.680 Two of them were like, one of them came late. 414 00:19:04.680 --> 00:19:06.640 And the other seemed to have internet problems. 415 00:19:06.640 --> 00:19:10.120 But six engaged very thoroughly. 416 00:19:10.160 --> 00:19:14.200 And I did not follow up or like, I mean, 417 00:19:14.200 --> 00:19:15.400 I followed up with an email. 418 00:19:15.400 --> 00:19:18.120 But I did what I normally do, which is like, 419 00:19:18.120 --> 00:19:21.560 balls in your court, lady, which is not the way. 420 00:19:21.560 --> 00:19:23.840 But of that, I got three of those six 421 00:19:23.840 --> 00:19:27.160 signed up for calls, which is great. 422 00:19:27.160 --> 00:19:28.400 And two of them have internet. 423 00:19:28.400 --> 00:19:30.440 That's a 50% ratio. 424 00:19:30.440 --> 00:19:31.640 Yeah, I'll take it. 425 00:19:31.640 --> 00:19:32.360 I'll take it. 426 00:19:32.360 --> 00:19:35.400 It's more than I had before. 427 00:19:35.400 --> 00:19:39.360 And I learned, one, I attempted to put too much content 428 00:19:39.400 --> 00:19:40.520 in there. 429 00:19:40.520 --> 00:19:43.760 Two, because the person came in late, 430 00:19:43.760 --> 00:19:45.640 I did not have a strong ending. 431 00:19:45.640 --> 00:19:49.320 Three, I attempted to share my offering a little bit 432 00:19:49.320 --> 00:19:49.920 at the end. 433 00:19:49.920 --> 00:19:51.200 And I don't need to do that. 434 00:19:51.200 --> 00:19:53.160 The sell is the call. 435 00:19:53.160 --> 00:19:56.280 Just it's like a no-brainer, like a free call after that. 436 00:19:56.280 --> 00:20:01.280 Like, OK, I set them up with like, tools. 437 00:20:00.000 --> 00:20:04.480 wins a little tiny bit of clarity now what are you gonna do with that and it 438 00:20:04.480 --> 00:20:08.000 should be almost like paralyzing I don't I'm not trying to set them up to be 439 00:20:08.000 --> 00:20:12.200 paralyzed but like there's only so much you can do in an hour anyway and like 440 00:20:12.200 --> 00:20:16.880 the call is like it just makes perfect sense so like we'll discuss your 441 00:20:16.880 --> 00:20:20.720 specific situation like it's that's the whole point is they get all kinds of 442 00:20:20.720 --> 00:20:23.560 terrible advice like you should open your own firm you should do family law 443 00:20:23.560 --> 00:20:26.920 and it's like that's very well-meaning but the whole point is this is about you 444 00:20:26.920 --> 00:20:32.080 and like if you don't have the same set of skills and like gifts it's not gonna 445 00:20:32.080 --> 00:20:37.240 work for you and just knowing what it sounds like isn't enough so um learned a 446 00:20:37.240 --> 00:20:43.920 whole bunch I mean it was like the best yeah I can't I mean it was just so 447 00:20:43.920 --> 00:20:49.960 important I want everyone to understand that this is true for all of us every 448 00:20:49.960 --> 00:20:55.540 coach out there every consultant out there it's can I Tony Robbins calls it 449 00:20:55.540 --> 00:20:59.420 can I constant and never-ending improvement but you will not know if 450 00:20:59.420 --> 00:21:05.360 you're not out there doing it and so we were able to review what happened in the 451 00:21:05.360 --> 00:21:11.900 first one make the changes and now you have a second one scheduled so talk to 452 00:21:11.900 --> 00:21:15.460 me about what's happening talk to me where your business is now as a result 453 00:21:15.460 --> 00:21:20.020 of this activity you've been consistent in posting consistent in DM got the 454 00:21:20.020 --> 00:21:24.540 second event scheduled so we're starting to get some momentum keep in mind this 455 00:21:24.540 --> 00:21:30.460 is one month in the game here what's happening now yeah so the whole game has 456 00:21:30.460 --> 00:21:36.780 changed I have yesterday my event is not for another two weeks because I had 457 00:21:36.780 --> 00:21:40.340 another one scheduled that was the one I'm not gonna do anyway so it's further 458 00:21:40.340 --> 00:21:43.820 out than I would normally have it but I cannot emphasize enough what you just 459 00:21:43.820 --> 00:21:47.980 said like you just have to freaking do it and like keep going because that's 460 00:21:47.980 --> 00:21:51.300 you learn trying to like create the perfect thing and like waiting till it's 461 00:21:51.300 --> 00:21:56.540 perfect which I have been the queen of for so long it's just not the way I 462 00:21:56.540 --> 00:22:02.300 learned more from that event than I could have like in any other format and 463 00:22:02.300 --> 00:22:09.900 I mean years by myself in a room so I have yesterday I had 12 people signed up 464 00:22:09.900 --> 00:22:14.180 for this event in two weeks and this morning I had six more sign up I was 465 00:22:14.180 --> 00:22:20.540 like so great and one of the ways I've had success is like in building the 466 00:22:20.540 --> 00:22:25.300 relationships like I found that in Facebook in specific groups that are 467 00:22:25.300 --> 00:22:29.220 like well suited to me so like there's a ladies in law Facebook group with like 468 00:22:29.220 --> 00:22:33.700 hundred thousand folks in it another one like mental health for attorneys group 469 00:22:33.700 --> 00:22:40.220 and then a mom mom lawyer jobs group which is also great and so first I was 470 00:22:40.220 --> 00:22:43.700 just waiting for folks who are posting about their misery and like then 471 00:22:43.700 --> 00:22:48.380 responding substantively which worked very well and then putting the link to 472 00:22:48.380 --> 00:22:51.500 the event and then it's what's interesting it's not just the person who 473 00:22:51.500 --> 00:22:54.780 posted it's all the people that are reading it like there's this is a very 474 00:22:54.780 --> 00:23:00.380 common problem and so then I've started realizing I can post a question to get 475 00:23:00.380 --> 00:23:05.060 them to respond and then do the same thing and so that's what's been like oh 476 00:23:05.060 --> 00:23:09.780 and I you know first I was like is that too salesy or weird and like they have a 477 00:23:09.780 --> 00:23:12.700 problem they just want to hear other people have the problem and like oh and 478 00:23:12.700 --> 00:23:19.340 and understand that there are solutions and so that has been one it's so easy I 479 00:23:19.340 --> 00:23:23.340 enjoy it some of them DM me directly and somebody DM me and was like I just want 480 00:23:23.340 --> 00:23:29.060 to work with you like how do I make that happen so that person booked a call and 481 00:23:29.060 --> 00:23:32.940 and also like old clients and old friends are seeing all of this and I've 482 00:23:32.940 --> 00:23:37.220 had several old folks come back and like just hire me real quick so it's you know 483 00:23:37.220 --> 00:23:44.180 and so now I've got what 17 or 18 people signed up for an event in two 484 00:23:44.180 --> 00:23:50.620 weeks blows my mind and I'm starting a Monday will implement what Brenda has 485 00:23:50.620 --> 00:23:55.420 taught me about really nurturing this group prior to like getting into the 486 00:23:55.420 --> 00:23:58.940 event so my first event everybody was cold they don't know who I am they don't 487 00:23:58.940 --> 00:24:02.460 know what's going on they don't know each other I said you know a little 488 00:24:02.460 --> 00:24:07.100 reminder email or whatever and but now I'm about to start implementing 489 00:24:07.100 --> 00:24:09.860 something that Brenda and I were just talking about which I think will also 490 00:24:09.860 --> 00:24:14.420 change the game significantly and even if they don't hire me like it would be 491 00:24:14.420 --> 00:24:20.820 one I'm not all there great but like it just provides them affirmation support 492 00:24:20.820 --> 00:24:24.300 like I feel good about like creating the community around it and showing them 493 00:24:24.300 --> 00:24:27.900 like there are ways even if they don't hear me now or don't hear me in the 494 00:24:27.900 --> 00:24:31.380 future and also like I think that also helps build like in the future they'll 495 00:24:31.380 --> 00:24:35.820 be thinking of it again like it's much more likely they'll remember this and 496 00:24:35.820 --> 00:24:41.100 having this process of like getting to know me and like the pieces of the 497 00:24:41.100 --> 00:24:45.980 puzzle and other people that are doing the same things and seeing them have 498 00:24:45.980 --> 00:24:52.300 some success I think that really will change the game yes so I love that love 499 00:24:52.300 --> 00:24:57.860 that it was so fun talking to you yesterday Sarah cuz she's like I've got 500 00:24:57.860 --> 00:25:01.660 like 25 warm leads 501 00:25:00.000 --> 00:25:01.560 I've like never had that. 502 00:25:01.760 --> 00:25:05.600 I've got like six calls booked and nothing has ever worked like this. 503 00:25:05.800 --> 00:25:10.120 So it's just been so, so exciting to watch. 504 00:25:10.320 --> 00:25:14.040 And you're simply doing each step as I'm sharing that. 505 00:25:14.240 --> 00:25:17.000 And that's why I've been sharing with you ladies. 506 00:25:17.200 --> 00:25:19.240 This system is working. 507 00:25:19.440 --> 00:25:27.760 And so we one of the things I want you to think about is that as you're going 508 00:25:27.760 --> 00:25:36.040 into the groups, like you found the groups and this is a fun exercise. 509 00:25:36.240 --> 00:25:37.920 I think I've taught most of you this. 510 00:25:38.120 --> 00:25:39.960 But if I haven't. 511 00:25:40.160 --> 00:25:44.240 First of all, if you're using chat GPT, 512 00:25:44.440 --> 00:25:48.800 you need to make sure the chat GPT really knows you. 513 00:25:49.000 --> 00:25:54.920 And that starts first by going into the settings and the personalization. 514 00:25:55.120 --> 00:26:00.480 You want to make sure your chat GPT is not set to be teaching so that it's going 515 00:26:00.680 --> 00:26:06.000 public, so you keep your stuff private, you turn that off and you want to give it 516 00:26:06.200 --> 00:26:10.800 as much information in that personalization section as you can. 517 00:26:11.000 --> 00:26:16.400 OK, then you want to ask chat GPT to describe 518 00:26:16.600 --> 00:26:19.200 you and make sure it knows what you do and who you are. 519 00:26:19.400 --> 00:26:23.640 So just say, tell me what you know about me and you make sure that it's accurate. 520 00:26:23.640 --> 00:26:24.880 And if it's not, you correct it. 521 00:26:25.080 --> 00:26:26.000 You're training it. 522 00:26:26.200 --> 00:26:31.920 OK, once it knows you really well and you feel happy with the answer, 523 00:26:32.120 --> 00:26:41.720 then I would say, give me five or ten other coaches who are doing a similar work 524 00:26:41.920 --> 00:26:47.960 to me and having success online or having engagement. 525 00:26:48.160 --> 00:26:49.960 They're having sales online. 526 00:26:50.160 --> 00:26:53.480 They're having a lot of success online. 527 00:26:53.680 --> 00:26:57.400 And it's going to give you names that probably you don't know. 528 00:26:57.600 --> 00:27:01.440 And these are groups that you can join, 529 00:27:01.640 --> 00:27:04.200 and some are free and some are paid. 530 00:27:04.400 --> 00:27:09.880 But now it's going to put you in the exact circle that you're looking for. 531 00:27:10.080 --> 00:27:15.640 Now, within that, you're wanting to spotlight buyers, 532 00:27:15.840 --> 00:27:20.600 spotlight people that are engaging, which is what Sarah was talking about. 533 00:27:21.040 --> 00:27:26.240 So you'll notice sometimes people say, I'm putting X, Y, Z out. 534 00:27:26.440 --> 00:27:28.960 Who wants some post me? 535 00:27:29.160 --> 00:27:31.360 And you got all these people, me, me, me, me. 536 00:27:31.560 --> 00:27:33.280 Those are buyers. They're active. 537 00:27:33.480 --> 00:27:35.560 They're engaging. They're ready to do something. 538 00:27:35.760 --> 00:27:36.720 Right. 539 00:27:36.920 --> 00:27:38.720 They made an offer. Yes. 540 00:27:38.920 --> 00:27:40.240 Send me the link. Right. 541 00:27:40.440 --> 00:27:42.720 You're going to find really active people. 542 00:27:42.920 --> 00:27:46.320 OK, and those are the people you can front 543 00:27:46.520 --> 00:27:48.760 request and start building a relationship with. 544 00:27:48.920 --> 00:27:49.360 Right. 545 00:27:49.560 --> 00:27:52.360 So what that allows you to do is that as 546 00:27:52.560 --> 00:27:56.640 you're inviting, you're DMing and you're inviting to your Facebook community, 547 00:27:56.840 --> 00:27:58.400 you're not just inviting everybody. 548 00:27:58.600 --> 00:28:00.680 We don't want a community of everybody. 549 00:28:00.880 --> 00:28:08.000 We want a community that is your community and that is a community of buyers. 550 00:28:08.200 --> 00:28:09.640 OK. 551 00:28:09.840 --> 00:28:14.520 Now you've got a more intimate group that they're in your Facebook. 552 00:28:14.720 --> 00:28:20.000 Now you can really be touching them and having them get to know you, 553 00:28:20.200 --> 00:28:23.640 they're starting with the welcome video and the welcome post. 554 00:28:23.840 --> 00:28:28.800 And I would like I shared with live with Sarah, I'd start doing some lives. 555 00:28:29.000 --> 00:28:32.360 So they're seeing your face, they're seeing your posts, they're getting to know you. 556 00:28:32.560 --> 00:28:33.520 It's a touch. 557 00:28:33.720 --> 00:28:36.800 Now, when they register for the event, 558 00:28:37.000 --> 00:28:41.880 then we brought them in even closer with the private messenger chat group. 559 00:28:41.880 --> 00:28:44.960 And we had a very systematic way of doing that. 560 00:28:45.160 --> 00:28:52.200 Now they're hearing from you and there is so much that we're 561 00:28:52.400 --> 00:28:54.280 accomplishing and people are not doing this. 562 00:28:54.480 --> 00:28:57.040 This is this is hasn't caught on. 563 00:28:57.240 --> 00:28:58.760 It will. 564 00:28:59.000 --> 00:29:01.440 This gives you so many touches. 565 00:29:01.640 --> 00:29:04.080 You get to touch them every day before the event. 566 00:29:04.280 --> 00:29:08.040 So like with Sarah, she's got two weeks before this event. 567 00:29:08.200 --> 00:29:10.200 She's going to put something warm and 568 00:29:10.400 --> 00:29:13.520 inspirational in that messenger chat every single day. 569 00:29:13.600 --> 00:29:13.960 Right. 570 00:29:13.960 --> 00:29:18.200 And she's going to be asking questions and she's going to be encouraging engagement. 571 00:29:18.400 --> 00:29:20.160 She's going to be welcoming everyone that 572 00:29:20.360 --> 00:29:23.400 comes in and encouraging everybody to welcome who comes in. 573 00:29:23.600 --> 00:29:26.840 So now look what happens from their point of view. 574 00:29:27.040 --> 00:29:28.120 It's front of mind. 575 00:29:28.320 --> 00:29:30.880 They're hearing about it all the way up to the event. 576 00:29:31.080 --> 00:29:33.600 They're hearing from Sarah and knowing more. 577 00:29:33.800 --> 00:29:36.160 They're looking around like these private 578 00:29:36.200 --> 00:29:40.600 lawyers are private and going, oh, there's other people who are feeling. 579 00:29:40.800 --> 00:29:43.520 So it's built in social proof. 580 00:29:43.720 --> 00:29:47.400 They start interacting and seeing it's OK to interact. 581 00:29:47.600 --> 00:29:50.000 And they feel like, wow, this is a community. 582 00:29:50.200 --> 00:29:52.320 I like how there's a community here. 583 00:29:52.520 --> 00:29:54.240 Right. It's easy. 584 00:29:54.440 --> 00:29:58.880 The link is there and it's an opportunity to recognize. 585 00:30:00.000 --> 00:30:02.520 So you recognize everything. 586 00:30:02.520 --> 00:30:05.440 You recognize, welcome them to the group. 587 00:30:05.440 --> 00:30:07.520 You recognize when they book a call, 588 00:30:07.520 --> 00:30:09.320 congratulations, booked a call. 589 00:30:09.320 --> 00:30:10.520 Talk about, we had a call. 590 00:30:10.520 --> 00:30:11.880 You don't have to say what happened. 591 00:30:11.880 --> 00:30:15.280 You can just say, had a great call with Sarah 592 00:30:15.280 --> 00:30:18.360 and congratulations, she got this 593 00:30:18.360 --> 00:30:19.720 or this breakthrough is happening 594 00:30:19.720 --> 00:30:23.120 or we found a solution for this. 595 00:30:23.120 --> 00:30:27.680 It can be very, but it's recognition, right? 596 00:30:27.680 --> 00:30:30.960 Congratulations when they join your program. 597 00:30:30.960 --> 00:30:32.280 That's in the group too. 598 00:30:32.280 --> 00:30:36.120 So all of this is community, social proof, 599 00:30:36.120 --> 00:30:37.660 constant touches. 600 00:30:37.660 --> 00:30:40.540 So now they're seeing your newsletter. 601 00:30:40.540 --> 00:30:42.240 They're seeing your posts. 602 00:30:42.240 --> 00:30:44.440 You're having conversation in DM. 603 00:30:44.440 --> 00:30:48.040 They're seeing your lives in the Facebook group. 604 00:30:48.040 --> 00:30:50.040 They're seeing the constant buzz 605 00:30:50.040 --> 00:30:52.080 and interaction in the messenger. 606 00:30:52.080 --> 00:30:54.880 By the time they come to your event, 607 00:30:54.920 --> 00:30:58.960 they know you, you're not a stranger, right? 608 00:30:58.960 --> 00:31:01.800 And so think about how easy it is for them 609 00:31:01.800 --> 00:31:06.480 to then book a call and how much more the sales will be 610 00:31:06.480 --> 00:31:09.360 this time compared to last time. 611 00:31:09.360 --> 00:31:12.360 So tell me any other thoughts, what you're learning, 612 00:31:12.360 --> 00:31:15.320 what you're gleaning, what you recommend to other people. 613 00:31:15.320 --> 00:31:17.640 Tell us your thoughts around this. 614 00:31:19.600 --> 00:31:21.680 One, like everything has been iterative. 615 00:31:21.680 --> 00:31:22.800 Like she'll tell me what to do 616 00:31:22.800 --> 00:31:24.040 and then I'll do it sort of wrong 617 00:31:24.040 --> 00:31:26.400 and like, just that didn't like, you know, 618 00:31:26.400 --> 00:31:28.840 so it's like, and it used to freak me out. 619 00:31:28.840 --> 00:31:30.640 Like, oh, it's just not gonna work for me. 620 00:31:30.640 --> 00:31:31.960 And it is working. 621 00:31:31.960 --> 00:31:34.360 It's just taken like every piece of it, 622 00:31:34.360 --> 00:31:36.240 it's taken iteration. 623 00:31:36.240 --> 00:31:38.520 So just keep going and keep asking 624 00:31:38.520 --> 00:31:39.920 and like stay in touch with Brenda. 625 00:31:39.920 --> 00:31:40.760 Cause like- 626 00:31:40.760 --> 00:31:42.000 And that's business, that's life. 627 00:31:42.000 --> 00:31:43.960 Business is constant iteration. 628 00:31:43.960 --> 00:31:45.320 That's life, right? 629 00:31:45.320 --> 00:31:46.800 Yeah, well, it's been wonderful. 630 00:31:46.800 --> 00:31:47.640 And two- 631 00:31:47.640 --> 00:31:49.800 It's not that we're doing it wrong, that's business. 632 00:31:49.800 --> 00:31:50.920 Yeah, well, thank you. 633 00:31:50.920 --> 00:31:55.920 And two, what's so wonderful is like, I want to do that. 634 00:31:57.000 --> 00:31:58.760 Like that, what would I love more 635 00:31:58.760 --> 00:32:00.200 than to like build a real community 636 00:32:00.200 --> 00:32:02.240 with these folks who really need me and need each other? 637 00:32:02.240 --> 00:32:04.440 Like, it's just me getting out of the way. 638 00:32:04.440 --> 00:32:06.720 Like, and along with the conversation, like, yes, 639 00:32:06.720 --> 00:32:08.680 I would love to be talking with women lawyers 640 00:32:08.680 --> 00:32:09.960 who are like in a similar struggle 641 00:32:09.960 --> 00:32:11.920 that I was in a long time ago. 642 00:32:11.920 --> 00:32:14.040 Like, that's a delightful thing. 643 00:32:14.920 --> 00:32:16.640 It's funny, cause lawyers who don't wanna get out, 644 00:32:16.640 --> 00:32:18.640 like don't, I'm a threat to them. 645 00:32:18.640 --> 00:32:19.800 They don't like me very much. 646 00:32:19.800 --> 00:32:22.160 But lawyers who are like challenging this, 647 00:32:22.160 --> 00:32:24.560 like where they are, like, 648 00:32:24.560 --> 00:32:26.160 I'm a breath of fresh air for them. 649 00:32:26.160 --> 00:32:27.720 And like, it's just lovely. 650 00:32:27.720 --> 00:32:29.560 So like, I don't, I'm excited. 651 00:32:29.560 --> 00:32:32.840 Let me pause you because that's two really important points 652 00:32:32.840 --> 00:32:37.840 that I don't want to get neglected. 653 00:32:38.560 --> 00:32:40.760 Somebody is trying to join here. 654 00:32:40.760 --> 00:32:43.280 Not recognize the name, but okay. 655 00:32:43.280 --> 00:32:45.760 Let me, two things you said are super important 656 00:32:45.760 --> 00:32:47.040 for everybody to catch. 657 00:32:47.040 --> 00:32:48.680 Number one, did you catch that? 658 00:32:49.320 --> 00:32:51.880 She caught into her passion. 659 00:32:51.880 --> 00:32:54.560 And this is like, this is a beautiful thing. 660 00:32:54.560 --> 00:32:56.920 She's like, wow. 661 00:32:56.920 --> 00:33:00.000 We move from I have to, to I get to. 662 00:33:00.000 --> 00:33:02.400 And she's tapped into that heart of, 663 00:33:02.400 --> 00:33:06.280 I get to serve in the way that that's what I love to do. 664 00:33:06.280 --> 00:33:08.560 That's what I want to do. 665 00:33:08.560 --> 00:33:13.080 It's also important that we take that attitude 666 00:33:13.080 --> 00:33:14.680 when it comes to Facebook. 667 00:33:14.720 --> 00:33:19.120 I've had this conversation or being on social media, period. 668 00:33:19.120 --> 00:33:21.200 I didn't want to get on social media. 669 00:33:21.200 --> 00:33:26.200 I resisted and who naturally thinks, 670 00:33:26.360 --> 00:33:27.760 who wants to post every day? 671 00:33:27.760 --> 00:33:28.800 Who wants to? 672 00:33:28.800 --> 00:33:32.200 Until I backed up and I reframed 673 00:33:32.200 --> 00:33:35.840 and I went from I have to, to I get to. 674 00:33:35.840 --> 00:33:40.840 And I reminded myself that God has opened up 675 00:33:41.080 --> 00:33:43.440 the entire world to us. 676 00:33:43.440 --> 00:33:46.000 We don't even have to leave our home. 677 00:33:46.000 --> 00:33:47.160 It's free. 678 00:33:47.160 --> 00:33:50.320 I mean, think about this, a few things, 679 00:33:50.320 --> 00:33:51.840 the cost of Zoom or whatever. 680 00:33:51.840 --> 00:33:54.800 But I mean, I don't even get out of my yoga pants 681 00:33:54.800 --> 00:33:56.080 or my fuzzy socks. 682 00:33:56.080 --> 00:33:59.740 Oftentimes I don't even match, right? 683 00:33:59.740 --> 00:34:04.560 And I get to build six and seven figure business. 684 00:34:04.560 --> 00:34:08.460 I mean, do you really not like Facebook, really? 685 00:34:08.460 --> 00:34:09.300 Right? 686 00:34:09.300 --> 00:34:11.480 And so I love that you said that. 687 00:34:11.480 --> 00:34:13.920 You've tapped into the beauty of the passion 688 00:34:13.920 --> 00:34:16.159 is I get to do this. 689 00:34:16.159 --> 00:34:18.960 You also said something that was super important. 690 00:34:18.960 --> 00:34:22.480 You said, the ones that aren't for me that want to stay, 691 00:34:22.480 --> 00:34:23.860 I mean, they hate me. 692 00:34:23.860 --> 00:34:26.080 They don't like what I'm doing. 693 00:34:26.080 --> 00:34:27.980 This is what's so beautiful. 694 00:34:27.980 --> 00:34:30.880 You can know who your client is and who it isn't. 695 00:34:30.880 --> 00:34:32.280 And you don't take that personal 696 00:34:32.280 --> 00:34:35.080 and you're more than happy to sort through 697 00:34:35.080 --> 00:34:37.300 all the people that are not your clients. 698 00:34:37.300 --> 00:34:38.600 And that doesn't bug you. 699 00:34:38.600 --> 00:34:41.920 You're not trying to persuade everyone. 700 00:34:41.920 --> 00:34:44.760 And yet it's like sifting the wheat and the chaff. 701 00:34:44.760 --> 00:34:47.080 I mean, even Jesus talked about that, right? 702 00:34:47.080 --> 00:34:49.280 And so your people are coming. 703 00:34:49.280 --> 00:34:52.880 So I had to stop you because you say it fast, 704 00:34:52.880 --> 00:34:56.719 but those are really important points that you just made. 705 00:34:56.719 --> 00:34:57.560 Thank you. 706 00:34:57.560 --> 00:34:59.200 Well, and I resist it. 707 00:34:59.200 --> 00:35:00.400 I don't like, I have not. 708 00:35:00.000 --> 00:35:04.200 I haven't had a presence on social media really prior to this, like, I mean, I'd started posting 709 00:35:04.200 --> 00:35:08.960 before I met you, but like, again, to everybody and like, it wasn't effective. 710 00:35:08.960 --> 00:35:14.320 And yeah, I just, I like in person, like, you know, if I had a preference, I just love 711 00:35:14.320 --> 00:35:15.320 people. 712 00:35:15.320 --> 00:35:20.400 But it really was just like, what would be more joyful than to get to share the stuff 713 00:35:20.400 --> 00:35:23.480 I've been wanting to share with everybody forever with a small group of people who really 714 00:35:23.480 --> 00:35:24.480 want it? 715 00:35:24.480 --> 00:35:26.560 Like, why am I like resisting this? 716 00:35:26.560 --> 00:35:27.560 And I have a little bit of fear. 717 00:35:27.560 --> 00:35:29.240 I'm like, what if they don't want to be my DM group? 718 00:35:29.240 --> 00:35:30.240 I don't know. 719 00:35:30.240 --> 00:35:31.240 We'll find out. 720 00:35:31.240 --> 00:35:37.720 But like, all I can do is like be me and touch them in the way that like, I would have wanted 721 00:35:37.720 --> 00:35:41.280 like, part of the reason I do this, because I would have paid, I would have given my, 722 00:35:41.280 --> 00:35:47.360 I would have given my all of my salary for somebody to guide me when I was in their situation. 723 00:35:47.360 --> 00:35:49.080 And there wasn't anybody. 724 00:35:49.080 --> 00:35:56.520 So yeah, I mean, there's just love that I get to do what I've always wanted to do. 725 00:35:56.520 --> 00:35:59.440 I think it will grow and I don't even, I don't want to even need it to grow. 726 00:35:59.440 --> 00:36:04.400 That's what's beautiful also is like, we've put price points where like, I will do well 727 00:36:04.400 --> 00:36:08.200 and feel really good about what I'm doing with, you know, three or four clients a month 728 00:36:08.200 --> 00:36:14.320 max, like, and one on one, and then we can do the group and all that. 729 00:36:14.320 --> 00:36:18.960 But like, yeah, I mean, I'm just excited to like, keep iterating and like, stop being 730 00:36:18.960 --> 00:36:24.400 so afraid of like, making mistakes or offending people or being intrusive or whatever. 731 00:36:24.480 --> 00:36:25.680 And I'm learning how not to do that. 732 00:36:25.680 --> 00:36:28.120 Like, you know, it's taken some iteration. 733 00:36:28.120 --> 00:36:30.960 So I just want to congratulate you. 734 00:36:30.960 --> 00:36:32.240 You've just, you've done so. 735 00:36:32.240 --> 00:36:36.240 I mean, keep in mind, ladies, this is all in a month, right? 736 00:36:36.240 --> 00:36:41.560 Twenty-five people booked for an event that are warm and still coming. 737 00:36:41.560 --> 00:36:43.520 Six calls booked right now. 738 00:36:43.520 --> 00:36:45.800 I mean, from zero- We're at like thirty-two. 739 00:36:45.800 --> 00:36:47.320 We're at thirty-two as of this morning. 740 00:36:47.320 --> 00:36:48.520 Thirty-two. 741 00:36:48.520 --> 00:36:50.880 OK, I got it up since yesterday. 742 00:36:50.880 --> 00:36:52.080 It was twenty-five yesterday. 743 00:36:52.080 --> 00:36:54.240 Thirty-two. 744 00:36:54.240 --> 00:36:56.480 You know, warm leads. 745 00:36:56.480 --> 00:36:57.840 Just think about that. 746 00:36:57.840 --> 00:37:00.720 Two hundred newsletter subscribers and growing. 747 00:37:00.720 --> 00:37:02.440 This is all in thirty days. 748 00:37:02.440 --> 00:37:05.200 This is not taking six months, a year. 749 00:37:05.200 --> 00:37:09.800 So this is what excites me, is that when you get into action, yes, 750 00:37:09.800 --> 00:37:11.400 you're going to learn from each one. 751 00:37:11.400 --> 00:37:13.040 Yes, it's constant iteration. 752 00:37:13.040 --> 00:37:14.320 That doesn't make you wrong. 753 00:37:14.320 --> 00:37:17.200 I don't know anybody that that's not the case. 754 00:37:17.200 --> 00:37:20.920 But you guys help me celebrate, you know, what Sarah is doing. 755 00:37:20.920 --> 00:37:24.040 And yeah, give her some give her some hearts. 756 00:37:24.040 --> 00:37:26.360 Give her some clappy emojis, whatever. 757 00:37:26.600 --> 00:37:30.200 And if you have any questions for her, well, I've got her here for you. 758 00:37:30.720 --> 00:37:34.640 Any questions about or to me what we've been doing 759 00:37:34.960 --> 00:37:41.040 for this last month that has gotten her thirty-two warm, warm leads? 760 00:37:43.080 --> 00:37:44.240 Anybody? 761 00:37:44.240 --> 00:37:48.360 And I was resistant, I'll say that, like I don't want to act like 762 00:37:48.400 --> 00:37:49.560 I want it to be perfect first. 763 00:37:49.560 --> 00:37:52.440 So like you really have put like, just do it, just do it. 764 00:37:52.440 --> 00:37:54.000 I want to see it in two weeks. 765 00:37:54.000 --> 00:37:56.760 And I didn't want to do it because I wasn't sure I could feel it. 766 00:37:56.760 --> 00:37:58.800 Like, you know, there's just a thousand things in your head. 767 00:37:58.800 --> 00:38:00.960 And like, that's it. 768 00:38:00.960 --> 00:38:02.320 Like, just keep moving. 769 00:38:02.320 --> 00:38:03.600 That's been huge. 770 00:38:03.600 --> 00:38:07.200 Love that. Love that. Kate just gave you a note. 771 00:38:07.200 --> 00:38:09.400 Don't think if you get to see it or not. 772 00:38:09.400 --> 00:38:14.040 Oh, you're doing a great job getting out there and just doing it. 773 00:38:14.040 --> 00:38:16.320 I love the iterative process. 774 00:38:16.320 --> 00:38:19.600 Anybody else? Questions, comments, ahas. 775 00:38:19.960 --> 00:38:23.320 I really appreciate you sharing and being willing to share with Sarah. 776 00:38:24.120 --> 00:38:27.240 Well, and I share also because like it might be a little bit different for you. 777 00:38:27.240 --> 00:38:29.720 Like you'll do it. You'll attempt to do what Brenda tells you. 778 00:38:30.040 --> 00:38:31.240 You do it somewhat wrong. 779 00:38:31.240 --> 00:38:33.360 And then you realize, OK, this works and this doesn't. 780 00:38:33.360 --> 00:38:35.920 And like it, it just takes a little bit of refining. 781 00:38:36.080 --> 00:38:37.240 All audiences are different. 782 00:38:37.240 --> 00:38:39.080 Like lawyers are different than entrepreneurs. 783 00:38:39.080 --> 00:38:41.400 Yeah. Yeah. Entrepreneurs are hungry. 784 00:38:41.880 --> 00:38:44.760 We've got very different audiences here. 785 00:38:45.760 --> 00:38:46.800 Each one. 786 00:38:46.800 --> 00:38:51.120 And there's there's no two coaches here that are like we've got very different. 787 00:38:51.120 --> 00:38:53.160 So, yes, it's going to be. 788 00:38:53.160 --> 00:38:56.760 But the system now I'm doing the 789 00:38:57.200 --> 00:39:02.840 the masterclass on the 14th at nine where I'm really going to discuss this. 790 00:39:02.840 --> 00:39:07.840 And so we'll go into even more detail again. 791 00:39:08.040 --> 00:39:12.920 So anybody have any questions, comments, ahas on that? 792 00:39:13.600 --> 00:39:15.640 I have a question. 793 00:39:15.640 --> 00:39:17.320 This is Kate. This is amazing. 794 00:39:17.320 --> 00:39:18.560 Sarah, please. 795 00:39:18.560 --> 00:39:22.240 It helps me so much to get over my like inertia in a couple of different areas. 796 00:39:23.480 --> 00:39:27.040 But my question is like a funny little sticking point for me has been 797 00:39:27.400 --> 00:39:30.080 I don't have a ton of photos of myself. 798 00:39:30.080 --> 00:39:33.280 So when I go to post, I pause and then I'm like, what am I? 799 00:39:33.360 --> 00:39:34.440 What picture am I going to use? 800 00:39:34.440 --> 00:39:35.880 Oh, my gosh. Do I do another selfie? 801 00:39:35.880 --> 00:39:37.240 Like, what am I doing? 802 00:39:37.240 --> 00:39:38.480 You know, I work remotely. 803 00:39:38.480 --> 00:39:40.720 There's nobody like here to take pictures with. 804 00:39:40.720 --> 00:39:44.040 So it seems so silly, but it's been like a sticking point for me. 805 00:39:44.440 --> 00:39:47.040 How did you how did you manage that? 806 00:39:47.040 --> 00:39:48.160 That's such a great question. 807 00:39:48.160 --> 00:39:51.600 And I actually it's funny because I don't post pictures of myself generally like 808 00:39:52.120 --> 00:39:53.520 but I have a couple of things to say. 809 00:39:53.520 --> 00:39:57.720 One, actually, ironically, on Facebook, I got data that said 810 00:39:57.800 --> 00:39:59.640 you do better when you don't post an image. 811 00:40:00.000 --> 00:40:02.960 Like people, it's much, which has shocked the shit out of me, honestly. 812 00:40:03.400 --> 00:40:06.280 Like I think that's to say I'm a thought leader in the sense 813 00:40:06.280 --> 00:40:08.680 like I really have a lot, I have a lot to say. 814 00:40:09.040 --> 00:40:10.880 And I've been saying it in short snippets. 815 00:40:10.880 --> 00:40:12.240 And so I'm surprised. 816 00:40:12.240 --> 00:40:16.920 So I lost. Also, if I do an image, sometimes it's just like the sharpest quote 817 00:40:17.080 --> 00:40:19.800 in like just the I don't know what you call that, but just the words 818 00:40:19.800 --> 00:40:21.400 and like background. 819 00:40:21.400 --> 00:40:24.880 And then for pictures like I did one photo shoot a long time ago 820 00:40:24.880 --> 00:40:27.880 that looks great with like six outfits, two hours. 821 00:40:28.120 --> 00:40:30.520 We rented a cute space. 822 00:40:30.520 --> 00:40:31.880 Three hundred fifty dollars. 823 00:40:31.880 --> 00:40:35.240 And I have a range of photos in like different positions 824 00:40:35.240 --> 00:40:38.120 and a cool little environment that I've used for a really long time. 825 00:40:38.120 --> 00:40:40.320 So if I do need a photo 826 00:40:40.640 --> 00:40:45.720 that that one thing I did like five years ago has just had so many. 827 00:40:45.720 --> 00:40:48.960 And also, I seem to find that like when I'm looking, 828 00:40:49.480 --> 00:40:52.480 it seems like the more natural they are, the better to it. 829 00:40:52.480 --> 00:40:55.600 Like it seems I'm just going to say walking around and talking. 830 00:40:55.600 --> 00:40:56.800 I don't think you even need that. 831 00:40:56.800 --> 00:40:59.200 Like necessarily is. Yeah. Yeah. 832 00:40:59.200 --> 00:41:01.280 And I'm just getting brave enough. 833 00:41:01.280 --> 00:41:03.840 Like I'll start doing my lives 834 00:41:03.840 --> 00:41:06.080 and like just get out of the I'm just going to get out of the way. 835 00:41:06.080 --> 00:41:06.880 Like I don't care. 836 00:41:06.880 --> 00:41:09.280 Like I'm wearing my sweatpants right now. 837 00:41:09.280 --> 00:41:13.160 I'm in a yes, a confessional booth at the coworking space, you know. 838 00:41:13.160 --> 00:41:15.040 But yeah, I would. 839 00:41:15.040 --> 00:41:16.240 Yeah, I would. 840 00:41:16.240 --> 00:41:19.400 And I think I've also seen like it's been interesting to like I'm watching 841 00:41:19.400 --> 00:41:21.880 other people and like they'll just post them in their space, 842 00:41:22.160 --> 00:41:24.200 like a picture from another angle. 843 00:41:24.200 --> 00:41:26.280 Yeah. Like like their desk. 844 00:41:26.640 --> 00:41:31.920 Yeah. I mean, I've been really intrigued by like the images that catch my eye 845 00:41:31.920 --> 00:41:33.800 and like what I like about it, which is like, oh, 846 00:41:33.800 --> 00:41:36.680 there's just a real person doing the real thing. 847 00:41:36.680 --> 00:41:38.320 So so it's like I do. 848 00:41:38.320 --> 00:41:41.360 I like having those like like headshots and nice photos. 849 00:41:41.680 --> 00:41:45.760 But and that provides value like on my website and different places. 850 00:41:45.760 --> 00:41:50.360 But I think from what I've seen, it really varies on what the images are necessary. 851 00:41:50.640 --> 00:41:53.320 And to like, I think the more authentic they are, like 852 00:41:54.360 --> 00:41:56.040 the better, I think. 853 00:41:56.040 --> 00:41:57.840 And you I mean. 854 00:41:58.480 --> 00:42:01.400 Yeah, you're just beautiful, like just do it. 855 00:42:01.400 --> 00:42:05.920 Yeah. Kate, I'm telling you, people like authentic 856 00:42:06.120 --> 00:42:10.160 more than anything and selfies just fly. 857 00:42:10.440 --> 00:42:13.120 And so don't be afraid. 858 00:42:13.320 --> 00:42:16.440 Just walk outside by a tree and take a selfie. 859 00:42:16.440 --> 00:42:18.840 Hey, take one at your desk. 860 00:42:18.840 --> 00:42:24.360 Take one. Take a still from the live or the video that you do. 861 00:42:25.320 --> 00:42:28.520 Just yeah, I haven't been doing that, Kate, and I would love to just keep 862 00:42:28.520 --> 00:42:31.000 in touch with you, maybe via text or something to say we've done it. 863 00:42:31.000 --> 00:42:36.360 And like, yes, I would love that because that scares the shit out of me as well. 864 00:42:37.240 --> 00:42:38.800 And I think it will work very well for me. 865 00:42:38.800 --> 00:42:41.000 Like because I guess my background is 866 00:42:43.000 --> 00:42:45.400 can be intimidating and like, right. 867 00:42:45.640 --> 00:42:47.520 Not when you know me, but like it can be. 868 00:42:47.520 --> 00:42:49.040 So I think it would serve. 869 00:42:49.040 --> 00:42:51.360 Not to mention, I just want to be me in the first place. 870 00:42:51.640 --> 00:42:55.000 And it seems like people like you, the more you are, the less you try. 871 00:42:55.320 --> 00:42:56.200 That's what I'm finding. 872 00:42:56.200 --> 00:43:00.400 It's important to remember the television effect 873 00:43:00.800 --> 00:43:03.400 that was studied all the way back in the 60s, 874 00:43:04.000 --> 00:43:07.480 that the more times they see your face, 875 00:43:08.320 --> 00:43:11.040 the more that they feel they actually know you. 876 00:43:11.960 --> 00:43:15.400 And this was first studied with the series 877 00:43:15.600 --> 00:43:18.520 when you would watch whatever Bonanza or whatever, 878 00:43:18.520 --> 00:43:21.040 and you were seeing the same characters over and over 879 00:43:21.280 --> 00:43:24.640 and you actually felt like you knew them and they weren't even being them. 880 00:43:24.640 --> 00:43:26.680 They were portraying a character. 881 00:43:26.680 --> 00:43:29.160 But you fell in love with them and you felt with them 882 00:43:29.160 --> 00:43:33.920 and you felt like you're our our receptors of our brain. 883 00:43:34.760 --> 00:43:37.200 Things that we really know, even if we don't. 884 00:43:37.720 --> 00:43:39.720 And so it creates rapport. 885 00:43:40.080 --> 00:43:45.280 And so the more times I I hate constantly putting a picture of myself 886 00:43:45.280 --> 00:43:48.480 like I hate it, I I'm I'm very critical of myself. 887 00:43:48.480 --> 00:43:50.440 I don't like the way things look. 888 00:43:50.440 --> 00:43:52.400 And I've just forced myself to do it. 889 00:43:52.400 --> 00:43:55.080 And sometimes the background, like the one I posted today, 890 00:43:55.080 --> 00:43:58.560 the background's crappy and I could go do a lot of work on it. 891 00:43:58.560 --> 00:44:00.760 And I went, no, you know what? 892 00:44:00.760 --> 00:44:01.640 This is enough. 893 00:44:01.640 --> 00:44:05.320 And I just post and do it and you'll be surprised. 894 00:44:05.320 --> 00:44:10.040 And then test do when it's really got me do text only. 895 00:44:10.640 --> 00:44:15.080 And then when you're trying to create trust, do a picture of you 896 00:44:15.480 --> 00:44:19.440 and then watch the numbers and see what they respond to. 897 00:44:20.680 --> 00:44:23.680 Yeah. And anyone else who wants to join us, please do. 898 00:44:23.880 --> 00:44:24.960 That's a great question. 899 00:44:24.960 --> 00:44:26.960 Yeah, it is a great question. 900 00:44:26.960 --> 00:44:29.040 So and you are nice. 901 00:44:29.040 --> 00:44:31.160 When I came in, I was like, OK, it's so beautiful. 902 00:44:31.160 --> 00:44:34.400 I'm not making a lovely vibe like you. 903 00:44:34.680 --> 00:44:35.640 You look gorgeous. 904 00:44:35.640 --> 00:44:36.560 Like, yeah. 905 00:44:36.560 --> 00:44:39.800 And obviously, Brenda, I tell you how good you look every time I see. 906 00:44:40.240 --> 00:44:44.040 So it's encouraging to me that like beautiful people also feel the same. 907 00:44:44.240 --> 00:44:47.160 Yes. Like everybody's in the same boat. 908 00:44:47.160 --> 00:44:49.960 We do not. Very few people like showing up. 909 00:44:49.960 --> 00:44:52.360 Very few people like pictures of themselves. 910 00:44:52.880 --> 00:44:55.360 Yeah. I can't wait to see how it works for us, Kate. 911 00:44:55.600 --> 00:44:57.560 Yeah, I was here about what you're doing, too. 912 00:44:57.560 --> 00:44:59.960 Yeah. And Natalie, you're welcome to join for. 913 00:45:00.000 --> 00:45:06.080 Sure, love it. Anybody else a quick question or comment and then I've got to run. I've got a call. 914 00:45:06.080 --> 00:45:10.080 Anybody else has this been helpful for you. 915 00:45:10.080 --> 00:45:17.760 Yes, Kate put her information there. You can you grab that if if you want their Sarah. 916 00:45:17.760 --> 00:45:22.160 Oh, Sarah did I'm just going to reach her directly, but. 917 00:45:22.480 --> 00:45:27.280 Great. Okay, perfect. Thank you. Thank you. Thank you, Brenda. Thank you all. All right. 918 00:45:30.640 --> 00:45:34.960 We'll see you soon. Thank you again, Sarah. Thank you.