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And welcome, welcome, welcome to all of you, Prosper Leader members.

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Of course, this is the call.

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This is where we show up on the third Thursday of every month,

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as well as the first Tuesday of every month.

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And it is our opportunity as a community to link arms,

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to help each other across the finish line.

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Whatever that looks like for you, growing your faith, growing your business,

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growing you as a person, growing your impact.

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You know, God really gave me a vision for this Prosper Leader membership.

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He told me right at the start of the year when I launched this,

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he said, this is the time to gather the women.

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And I really felt in my spirit

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that the hard times are not over.

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We've still got a little bit of a bumpy ride coming ahead.

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And I literally saw the vision of women linking arms

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and like leading, supporting, caring together across these finish lines.

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And so I've been so passionate about making sure that we bring the finest

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of the teaching tools, of course, as Prosper Leader members,

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you have access to all the courses and the Bible studies and the masterminds.

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And of course, the live events.

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And this is a special one because it's really the first one

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where I brought in outside guests.

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And so I'm super excited to share with you tonight.

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And the thought behind this tonight was I want to pull out all the stops.

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Anybody that is a Prosper Leader member, whatever tools God's given me,

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whatever resources, whatever support, whatever knowledge,

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whatever understanding, this is the place I want to pour it out.

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I want each one of you to have access to that.

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And so you're going to get a taste of that

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for the first time, of course, tonight.

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During the first part of this call, like we normally do,

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these calls are usually divided into a teaching or training or empowering beginning.

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And then we stop the recording and the recording is saved

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and we turn off the recording and we get just real and raw and together

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community time to support each other, to pray together, to do all of those things.

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So before I invite our special guests, I'm going to open with prayer.

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I'm going to tell you a little bit about why I have her coming.

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And then with no further ado, I'm going to be interviewing her

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and then I'm going to give you a chance to ask her questions as well.

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But let's just start with a moment of prayer if we could.

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Oh, Father God, I just thank you for the very gift of life right now.

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The air in our lungs, for our heart beating, for your goodness.

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And I just ask that this call will accomplish all the purposes

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that you have for it, that women will feel equipped,

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that they'll feel empowered, that they'll feel supported,

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that they'll get the ideas, the creativity, the information,

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the push, whatever they need to go to the next level in their faith,

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in their income, in their impact.

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I'm asking that this call will powerfully accomplish that.

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And so I give you thanks for this time.

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In Jesus name, amen.

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All right.

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Let me tell you why I'm going to introduce my guest

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and then I'm going to introduce her.

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I'm going to tell you that 30 years of building successful businesses

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and over a decade of being a coach to coaches,

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one of the biggest challenges in business,

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where most people hit a stuck point is getting leads,

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lead acquisition.

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And I'm telling you, especially nowadays,

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every guru in every place is telling you to stand on your head,

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you know, put your knees behind, turn around three times,

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you know, wiggle your nose.

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And this is how the magic formula that you're going to get leads.

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And so I literally see coaches just frying themselves,

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trying this, trying that, trying to be all things.

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And so I don't know how long it's been now,

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maybe probably a year and a half when I met Caroline.

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And I can honestly tell you all lead,

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the need for me to do anything for leads.

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I mean, I had referrals and I had a good base,

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but the need to do anything for leads,

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that was over from that.

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day on. And so, you know, I often sit with with brand new

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coaches or coaches that just aren't making any income, and

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they've got so much to give, they've got such a heart,

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they've got so much to bring. And yet, they're just by the

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time they come to me, honestly, they're, they're, they're

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bleeding, they're bloody, they're exhausted, financially,

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emotionally, mentally, they've tried every which way a lot of

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empty promises. And so I always explain it very simply, in a

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business standpoint, 30 years of running multimillion dollar

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companies, I said, you know, you got to have sales, that's money

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in your pocket, you must have sales. And in order to have

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sales, you have to have sales conversation. That's not just a

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social, hey, great to meet you. Yeah, let's share some time. No,

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it means that literally, you're listening, you're finding out

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what they need. And you're sharing what you can add value

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and a sales conversation means you're making an offer. And they

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have an opportunity to accept that offer. And it's an

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irresistible offer. So to make money to have sales, you got to

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have sales conversation. So you can look at your calendar. If

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you're a coach, a healer, an entrepreneur, like just take a

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quick glimpse and say, how many sales conversations did I have?

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And for most people, it's very slim pickings. And they're

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calling things sales conversations that are not to

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have the sales conversations, you've got to have solid leads.

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And a lead is someone that would be a good candidate for what you

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have, you you are offering. Okay. So that's where we are

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today. How do you get those leads? And there's two mistakes

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that coaches, healers, entrepreneurs are making. Number

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one, they are scattering their energy enormously, they are

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trying to do all things. And so suddenly, they're becoming and

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Cindy listening to this will love this, but they're becoming

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their own web designer, right? And Ugo would love this, they're

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becoming their own copywriter, right? They're becoming their

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own social media experts, they're becoming their own, you

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know, they're, they're, they're being an accountant and a

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copywriter and a podcaster. And they're trying to do all of

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these things. And they're now trying to study ads and write

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ads and run challenges. And, and they're scattered, and they're

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exhausted mistake number one to scattered. And so when I coach

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someone that come to me for a breakthrough intensive, and we

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get a business breakthrough, first thing I tell them, take

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the lead generation hat off. Why? Well, number one, do you

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like it? And they all say, Oh, I hate it. I said, Okay, so you

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don't like it. Number two, are you good at it? No, I suck at

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it. All right. Number three, is it taking you off purpose from

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the things that you're really called to do? Yes. All right. So

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that's the first mistake. Take that hat off. Okay. Now to do

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that, why do they do that? Second mistake. Second mistake

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is they don't understand ROI, return on investment. You see

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someone that's new to business just thinks about conserving.

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Oh, if I do it myself, I can save money. If I just do this,

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okay, I won't have to pay that I don't have money. I'll just do

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it myself. Okay. And what that does is keep you playing small

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and exhausted and stuck. You'll never scale if you don't have

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a team. And you go, but I don't have a money for a team, you

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have to understand return on investment. So, Caroline, you

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know, I remember the first time that I started working with her.

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Um, and I did the investment, she was asking for two months, I

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can tell you the return on that investment was immediate by the

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second month. And it never stopped. And I was looking just

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in the first four months of this year, already $30,000 in return

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in the first four months from the leads that she's brought me

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she keeps my calendar full, by the way, always with leads. So

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I'm talking about none other I want you guys to give her the

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biggest applause. I am talking about Caroline, who I have

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coined or named the rock star of lead generation or lead

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acquisition, Caroline, welcome, Caroline, welcome. And so if I

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want to make sure that that they're spotlighted, right,

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because I'm not seeing us both. Earlene, can you have us both

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spotlighted? Let me see if I can. Okay, there's Caroline.

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Welcome, welcome, welcome. And then you could have me.

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So it's both of us. Is that possible? No, only one. Okay, that's all right. We'll, we'll go back

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and forth. Wonderful. So, so Caroline, I'm going to start first of all, like, how did you get

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started in this field? How did you get started in this field? Yes, good question. So I started

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in 2016, and my background was in SEO, so search engine optimization. And basically, my job was

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all about ranking websites on Google, which took forever. I don't know if you've ever done any SEO

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with Brenda, but yeah, it can be a challenge. Then I moved into funnels, and also promoting

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funnels on social media. And I saw that people were posting content and doing lives, which were

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getting leads, but I figured if there's an easier way, maybe to do it. So that's how I got into

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outreach strategies and develop my own. Basically, a lot of people have like just this one message

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blast. And it doesn't work as well as doing a more, you know, sophisticated one. And yeah,

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basically, from there, I developed my strategy. Wonderful. And I'm going to ask you some details,

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we're going to get the juicy details of your strategy, because it's awesome. But you brought

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up some really important and I want to distinguish that right off the bat, because this really is

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different how you go about getting the leads. And you know, what I have found, when coaches are all

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into funnels, and you've built the funnels, I'm going to confess, guys, you all know me,

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I work three, maybe four days a week on a full week. And you know that I've always been in the

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high six figures, I don't have a funnel. And I haven't done a funnel. So I don't know if I'll

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need one someday. But as of yet, over 10 years of doing this, I don't have one just to give you a

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little inside scoop, how I feel about that funnels are complicated. And they require a lot of work,

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they require really good copywriting, they recall, you know, good, a good understanding of technology.

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And then the other option, advertising, and really succeed. And that is very, very expensive. I also

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don't have any ads, not to say that I won't at any time. But at this moment, I don't. So so you've

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got these funnels, these expensive ads, or SEO. So what you're doing, how is it different?

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Well, so differently, what's really cool about this approach is that anybody can do it. And you

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most likely already have all the tools you need. So if you already have a Instagram page, or a

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Facebook account, or a LinkedIn account, you can simply just use that, you know, these accounts

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are free, except for LinkedIn, if you want to do the premium service. And what you need is just to

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add your contacts that, you know, resemble your best ideal client. And you need to send them

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messages that are obviously more targeted, and that have an end goal. Brenda, maybe you agree

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with this. I feel like a lot of people when they do our strategies, it's more just chit chat.

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Yeah, really know how to get them on the phone, right? Yes. Yeah, which is a major problem.

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Because yes, on the phone, you will never make that sale. Yes. And I'm going to say that that

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problem expands across the whole business. Okay, which means, you know, two things. Number one,

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not understanding your niche. And number two, not understanding your big problem that you solve your

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big promise, right? Because for them to get on the phone with you, they're busy, they don't have time

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to chit chat. So you have to give them a reason to get on the phone. So one of the ways that Carol

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and I are Carol and I are like incredible tag team. And that is I often do a business breakthrough

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intensive before I send them to Caroline. And the reason I do that is so that by the time they go to

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her, they're so clear what niche that they're looking for. So she knows how to bring the correct

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lead. And then they're really clear on their big promise. So this can be used not only Caroline's

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a master at putting together the messaging languaging, but you also can use this everywhere

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that you are putting out information. Okay, so your big promise needs to be in that. And so I'm

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glad that you brought that up because people are very, well, I don't want to seem pushy. I don't

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know. And I don't want them to think I'm just after them. No, they're really going to think

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that if you're just chit chatting. And so it's very important that you can start warm and ask

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real questions. And I know you do that Caroline, but not too long into it, valuing and respecting

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their time. It's super important. You get to the point, Hey, the reason I thought of you or

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the reason I'm reaching out, and that goes into the big promise.

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So I'm glad that you brought that out. Okay, so, um, what

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steps would you someone listening tonight, and, you

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know, of course, I would recommend working with you.

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That's what I always do. But if they if they're not in that

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place yet, and they want to try this themself, I want this call

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to be very valuable for them that we give them real tools

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that they could really apply. This is practical. So what

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steps give me a few steps they would need to take to start

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implementing this themselves?

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Sure. Well, so the first step I would do if I were starting from

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scratch, is I would just make a list of keywords for my clients.

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So I work with business coaches, like coaches, mindset coaches,

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many different types. And then I would go on Facebook and search

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these keywords. And a bunch of groups will come up like

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regeneration for mindset coaches, or how do clients for

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business coaches, I would then join this group and just start

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adding prospects that I think would be a good fit for my

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service, especially people who are in the comment section or

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the discussion section, you can see if they're asking questions

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there, maybe they're even interested right off the bat.

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And then after that, obviously, the outreach strategy is the

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most important. And this is a beautiful balancing act of being

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you know, you want to be direct and say what you want out of

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this conversation, while still being empathetic and listening

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and building rapport that is so important. Yeah. So my basic

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outreach has four messages. The first two are just about

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engaging the prospect, getting to know them, pre qualifying

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them a bit like are they a good fit? Is there a need? And I know

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that's a little bit hard to do in two messages, but we have our

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formulas that can help you do that. And then the third message

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typically is where we present the offer and invite them to a

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free consultation with you. So basically, that's a core

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structure. If they say yes, we send them the call scheduling

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link, which is the fourth message. But if they say no, if

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they're not ready at right that time, you can always nurture

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them through like sending them to a group, maybe you have a

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landing page or an ebook like you do Brenda. That's also

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working beautifully.

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Good, good. I love that. And I'm going to bring up something on

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that messaging that people may overlook so that any of those

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conversations don't just like drop to the ground. You always

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end with a question. And the question is very relevant or

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something that that they are excited to talk about. Right?

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That's right. Exactly. Um, especially if it's from a life

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coaching perspective, or maybe you do confidence coaching, ask

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about something that excites them something that's a little

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bit different. I wouldn't necessarily a lot of people also

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go into pain points, like, what are your challenges? Yeah. And

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that brings the mood down. And people might not really want to

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share that right off the bat with you. They just met you.

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Right? Yeah. So I'm a stranger, open your heart and tell me your

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worst nightmare, please.

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No, probably not. I mean, it can work. But then you'd have to

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make a longer outreach, which would make the lead cycle even

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longer. Yeah. And, you know, it can work. I just recommend what

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are some of your favorite questions? Oh, good one. For

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business coach. There are a lot of my clients who say, I don't

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want to work with startups necessarily, or somebody who's

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a one man band. So for a business coach, you can ask, how

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many years have you been in business? How did you get

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started? Um, let's see, you can also ask what are your you know,

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plans for your business? I see that you posted this content

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piece about launching funnels. How's that going for you?

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Something like that. Good, good, good, good. I love that. Okay,

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so you've kind of described it's typically about a four four

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message, you said that you do. So the first two are warming up

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and engaging, asking some questions, then you get to the

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point why you're reaching out and then you're making the

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invite, which is typically to a free call. Yeah, correct. That's

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right. Okay. All right. Now, what about the difference of

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working in Facebook or Instagram or LinkedIn? What can you say

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about about that? How should they decide where should they

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be working? And I guess I'll tag that question also is, you know,

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people often say working out of their personal page, oh, I don't

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want to do business in my personal page or their business

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page or their group. So how do you choose where they should

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start doing this if they were going to pick one?

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That's an excellent question. So basically, if you are a life

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coach, healer, health, fitness, I would say the

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Facebook is more your area that you can be on because there are so many communities there

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with health mindset, life coaching, and groups that you can engage in and act contacts from.

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But that's not to say it's limited to that because we're doing outreach on your Facebook, Brenda,

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and your business coach. So it is working, but I would say that would probably be your number

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one choice if you could just choose one. If you're a business coach or career executive coach,

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I would definitely focus more on LinkedIn. The only disadvantage is that LinkedIn will

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only work properly if you have the premium service. So that is an upfront investment

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you'll have to make. What's also really important is the amount of contacts you have

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because all social media is on a basis of who you know. So if you only have 50 contacts,

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say on LinkedIn, it will take you so much longer to build up a contact list of a thousand people.

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But if, for example, you have 2,000 contacts on Facebook, but you're a career coach, I would still

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go first with Facebook just because you have that advantage of being able to add more contacts,

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reach more people more quickly. So basically, it depends on what type of coach you are

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and how many contacts you have on your current platforms. I like that. That's really insightful.

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And so what about the difference of working on personal page or is it always on the personal

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page? Right. People do come to me with this and they say they're not really comfortable using

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their personal page because they have, you know, their kids' photos or maybe some personal stuff

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on there. And they don't feel like it's their personal self or their business self. And to that,

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I say, I completely understand. But think about this. You're a coach or course creator and people

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want to work with you, not a business. So if they see you for who you are and they see your dog

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photos or maybe that selfie where you don't look perfect, they will just like you better. And I

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really think it just shares who you are and builds rapport and trust. You could also reach out from

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your business page. But in my experience, it just doesn't really convert that well. Yeah. OK. Yeah.

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I know. I know for me, I was I was resistant on one level. You know, I'll put this right out there.

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You guys, you know, I just share everything. If you go to my personal page, she changed Caroline

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changed my my banner, which, by the way, is brilliant, because if you click on my banner,

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there's a powerful message and a link right there, which is which is really brilliant that

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she does. And that's part of what she does is making sure that she optimizes, you know, your

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social media. But I was a little nervous with my personal page to be so out there with my big

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statement, my value statement right there in my banner. But I get so many likes on that crazy

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thing and so much attention and so many clicks. And so don't be scared of that. And I find just a

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really healthy balance what I do personally. And so I will put, you know, stories that are

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interesting that just reflect me. And so it might be gardening or bike riding or, you know, hiking

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or dancing or whatever. And then, you know, every four or five messages, I'm putting something

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relevant about business or personal growth or get them thinking. The other thing that I often do

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is if it's business stuff, I posted in my business page, and then I share it sometimes to my personal

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page so that you can also drive traffic or invite to your group or to other things. Okay, let's talk

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about the importance of consistency. Like when you go to work on this, tell me, how often are you

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doing this? How much time? How many contacts? Tell us, you know, to really generate. Because, you know,

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my experience with you is you're typically bringing, what would you say, 12, 15, 20 leads a month to

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people. Is that about right? That's right. Exactly. So basically, we say one to five leads per week

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as a baseline for because, you know, during Christmas, it obviously slows down, but then it

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picks up right after that. So there are natural dips in lead generation. And I feel like a lot of

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people freak out when this happens to them. Like, oh, I got 15 leads last month, but this month was

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so slow. Maybe I'm doing something wrong. And then they try to reinvent the wheel, which just goes

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wrong. You just need to stick with what you have and do it for at least two months. That's also why

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I tell people, like, please stay with me for two months because then we will know what messaging

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is working, what avatars to target, should we narrow our focus, or what's going on. Yeah.

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So, yeah, the old AB testing and the old, you know, just keep tweaking. And you really are

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good at perfecting that. So it's important. You know, one of the things, because I've referred

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a lot of people to Caroline, and I have to tell them, no, sit on your hands, do not interrupt,

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do not respond, do not try to change what she's doing. And, you know, it makes them crazy, you

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know, to just, like...

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And it's, it's about letting go of control and trusting. But I've seen consistently enough over

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time, you know, it takes two, three weeks to really get to know you and get the messaging out

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about week three, you're going to get a lead. And then it's just going to get better and better and

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better over time, the more she knows you, the more she knows your voice and represents you and answers

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in a way that really represents you. So, so consistency with the question. So how, how many

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are you approaching every day? There's like a limit on Facebook, so you don't get shut down,

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right? That's right. Yeah. So talk about that. How many can you do? What do you have to be careful?

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What do they need to be aware of? Sure. So I would say it also depends on how many contacts you have.

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So if account has like a hundred contacts, you shouldn't add more than 20 contacts per day,

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but your account has, you know, 5,000 pretty much all the time. So you can add up to 60 to

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70 contacts every single day without any issues. And on your account, we can also send a bunch of

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messages like 70 to 80 per day. If you have lower contacts, I would say anything under a thousand,

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I wouldn't do more than 50 messages per day because you couldn't go in Facebook jail.

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Um, so be careful about that. You know, it really depends on your amount of contacts,

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but say that you have a decent amount, which is over 2000. Um, I know it's a lot of work,

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you know, to send 70 messages per day, even 20 messages per day is a lot of work,

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but if you can commit to doing, let's say add 25 contacts and send 25 messages,

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you could get weekly leads. I'm certain of that. So every day, yes, that would have to be every day.

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Yes. So now do you understand why I say take the lead generation hat off?

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How many of you want to sign up to be adding 25 people and doing 25 messages,

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but if that's how you need to get started, that's how you need to get started. Nothing

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wrong with that. Okay. So that, that lets the question, how many contacts to get results?

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All right. Let me, let me wrap up with two really good questions. And then we're going to have time,

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you know, for people to ask you their questions. Hopefully you've been taking notes and thinking

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about questions that you have to ask Caroline cap, you know, capitalized on, on this time.

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What is the biggest tips that you have really learned doing this?

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Oh gosh. Excellent question. Well, I think that you have to be very, very clear about what your

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number one goal is with lead gen. So do you want to right now just click emails and then grow your

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email list? Or do you want discovery calls? Like what is your number one thing you want?

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Okay, great. Now you have that thing. Just focus on this. Don't try to do funnels and content and

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all kinds of stuff. So one call to action in the messaging is what you're saying, right? You're

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really clear. And so it's either the call to action is to grow your email list, or it's to

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get someone on a free call, or it's get someone to get your free resource. And, and again, you're

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gathering emails, but be clear what you're going after and then stay consistent. Don't keep

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changing the messaging. Sometimes a call sometimes this and that. Yeah, that's right. That is right.

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And have that thing reflected throughout your whole branding. So exactly like your banner on

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Facebook is so important. You can have a simple call to action and then just have that one thing

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like your discovery call or your email newsletter, sign up, have that in your outreach as well.

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That is the number one thing. And well, since we're talking about organically, Jen,

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you know, it's also really beautiful to post content. If you could do that on a consistent

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basis, even just once a week, plus doing the 25 messages and adding 25 people and having that same

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call to action reflected in your content. So give some examples, what would be good content? How

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would you just give an example of what it might look like? Right. So what I used to do is have

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three content pieces every single week, and two of them would be engagement posts and like either

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stuff about me or the business or just asking questions, something fun. And then the third one

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would be the call to action to my discovery call. It's basically an implementation call or show you

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how to implement the system, our lead generation system in your business. And just this one post,

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the sales post, basically per week generated more leads for us. So it's like a very simple

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thing that you can do to, you know, improve how many leads you get alongside your outreach.

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And you can reuse this content as also something people don't consider.

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The content I posted six months ago, I will use again.

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Yes, and so never write something or create something you can only use once and remember

377
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to repurpose it a dozen different ways.

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So it can be a post, it can be a tweet, it can be an article in LinkedIn, there's so

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many places.

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It can be your blog post, you can turn it into a short video, a short audio.

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So the same content can be used so many ways.

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Okay, how about like the biggest mistakes people make, or if you want to be vulnerable

383
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and share like, like, like, what did you do that was like, Oh, why did I do that?

384
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Yes, absolutely.

385
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We want to know you're real.

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You're not perfect here.

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I would say the worst mistakes I've definitely made was trying to find the balance between,

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you know, wanting to get somebody on a discovery call, and then being pushy.

389
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Yeah.

390
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Okay.

391
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I have tried several outreach strategies from like, okay, I send them the first message,

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no reply, let me send a follow up.

393
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And I wait a few days, let's try another one, and another one.

394
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And then I had five follow ups.

395
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And I was like, Okay, maybe this is too much.

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I'm overwhelming people.

397
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I'm, you know, you really have to find this balance between what you feel comfortable

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with and what you're receiving.

399
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So basically, I saw that after a while, if I send four follow ups in total, that's where

400
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people are still accepting it and saying, Yes, actually, I do want to get on a call.

401
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If you go further than that, people are like, please stop.

402
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Yeah.

403
00:31:38.400 --> 00:31:43.400
Okay, so, so for kind of spread out, and this is not the original messaging.

404
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And let me give an example of what I see, because she does it with me, with people in

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my page all the time.

406
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So she maybe made an offer about something, and then they don't respond.

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And then she'll come back around and say, Hey, I noticed you didn't have a chance to

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respond.

409
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Are you still interested in getting blah, blah, blah, or would you like to get you you're

410
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better at the wording of that.

411
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But basically, it's looking like that, yes, that you're talking about.

412
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Yes, indeed.

413
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So how, what was the way that you've learned to phrase it to not be pushy, that you can

414
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say it four times and people don't get annoyed?

415
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Well, what are some of the key things about that?

416
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Really, really good question.

417
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Because I used to be very technical, if you will, in my messages, like I was very proper

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and long winded, I would say, Hey, I see that you didn't see my last message, are you still

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interested in lead generation services or discussing blah, blah, blah.

420
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And people are bored.

421
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You know, yeah.

422
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So just saying, Hey, how's your day going?

423
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I was just wondering if you saw my last message.

424
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Emotionally.

425
00:32:47.040 --> 00:32:50.760
Yeah, something nice that you would actually say to a friend, right?

426
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Yes.

427
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Natural.

428
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Yeah, I found that everywhere, whether you know, right now, whether it's email, or it's

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any kind of post, or it's any instant messaging that you're doing, the more you're still professional,

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but the more casual that you are, the more real person that you are, sometimes even a

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little humor or a little something just makes you a real a real person.

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All right, this has been fantastic.

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So we are going to have time to come back and ask some questions and interact.

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Before I stop the recording, I do want to invite any of you listening that are not yet

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a prosper leader member, and you maybe don't even know what that is.

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But the idea of having access to high quality resources to grow yourself, grow your faith,

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grow your income, grow your impact, and you'd love a community.

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I often think of the question, you know, let's say you're stuck on your business right now,

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or you want to try out something.

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And if you went to your phone, your your Rolodex, I'm using an old word Rolodex.

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But if you went to your phone, your contacts, how many people could you really call that

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would really come alongside you and help you across the finish line?

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And for most of us, it's very few.

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And so the purpose of this prosper community is just that it's the place to network to

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pray together to support each other to learn together.

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Some of you are way ahead and you can share what's really working like Caroline is right

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now.

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She's been doing this.

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It's tried and true.

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Others of you are like brand new and maybe feeling overwhelmed and saying, where do I

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start?

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This is the place for us to mastermind together.

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So if you're interested in that right now, take action, go into the chat and just put

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the word interested.

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All right.

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In the in the chat, put the word interested.

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Or if you'd like to instant message me on Instagram.

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Facebook, Brenda Byers, or Prosper in All Things. Perfect. Just say interested, that you're interested

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in the Prosper Leader membership. I'll get back with you within 24 hours. If you want to email me,

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Prosper at Prosper in All Things. I will send you how you can access even all the free resources

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and how you can be part of this community. All right, this concludes the recorded part. I'm

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so glad you were here and listening to this, and I simply have to find where

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the recording is to stop it. There it is.