All right, so welcome, those of you that maybe are listening to the recording, welcome.
This is the Prosper Leader membership kickoff meeting.
We do this the first Tuesday of every month, then we do an end of month one on the third
Thursday.
And so if you're here live, they've had an opportunity already to do breakout rooms and
get a Prosper sister that they're going to connect with.
So you do want to come live.
You miss a lot if you do not, but let me just share some thoughts for you to hold on to
this month and be thinking about.
I had an interesting, we'll call it interesting, a challenging and interesting challenge.
A couple of days ago, I had pulled into a parking lot.
I was going to run into a store and get a dress for Salsa dancing that night.
And I was in the parking lot and my son called.
And I'm always happy when my son calls, you know how that is, those of you that have kids.
And so I'm not going to rush the conversation because he doesn't call that often.
You all know how that is, right?
You got to take that moment.
And so I sat in the car, it was about 103, 104 out.
I was in the parking lot and I sat in the car and talked to him for probably a good
25 minutes.
And can any of you, the air conditioning running, any of you guess why that was not a smart
move and what happened?
Yeah, all of a sudden I heard a sound and steam started coming out from all angles and
radiator fluid started going out in the parking lot.
So I have been, without a car, I've got a friend that has been helping me work on it.
And so you guys can pray that I get my car.
And I think this is the push that I've been needing to get a new car.
I've enjoyed this car for a long time and it's always nice not to have any payments
and it's been such a reliable car, but I think it's about time maybe for me to get my Tesla.
I don't know.
So anyway, I share this story for a reason because, you know, I love sharing something
to help you remember something.
And I saw this as a very interesting metaphor.
You see, my engine was working hard.
It was revving because it was keeping the air conditioning going in this heat.
My engine was working hard, working hard, but I wasn't moving.
I wasn't going anywhere.
And when you're pumping and pumping and pumping, but you're not moving, steam can start coming
out for you too.
Something breaks in the hose, you burn out, you get tired, you get sick, right?
And we really get two classic situations when we are building our business that I see
people can fall into.
One is the getting ready to get ready, to get ready, to get ready syndrome.
And that's more where you are.
Okay.
Tracy says, that's me.
Okay.
So there's two extremes.
One is that we're just circling the runway and we're not taking off.
And that after a while really leads to, you know, um, discouragement because you're not
seeing the fruit and you don't feel like you're getting anywhere.
And that's happening far too often in our industry.
You know, I'm talking to coaches all day, every day that I work, the three days I work
a week.
And, you know, it is so common to have that they've been in business two to five years,
but they're not getting anywhere.
And I'm going to talk about why and what we need to do.
So one extreme is circling the runway.
The other extreme is rubbing your motor and you just feel like you're just doing everything
and you're just pumping and pumping and pumping, but you're not seeing the fruit in terms of
leads and clients and finances, right?
Anybody relating, you can put a yes in the chat if you're relating to what I'm saying.
So I had titled this talk primed and positioned, primed and positioned, uh, because I feel
that there needs to be both.
You must be primed in your spirit, in your faith, right?
In your mindset, in your belief system, we've got to be operating in our prime because we're
setting the energy.
we're talking to clients, when we're attracting clients,
where we're setting, when you're leading a network marketing
team like Luray, where we've got to be primed in how we are
showing up energetically.
And we have to be positioned.
You have to be positioned in the market
to be seen as an expert, to be seen as an authority,
to be seen as someone that they want to work with.
So primed and positioned is very, very key.
And so I've been sharing ways to do that.
We've said, if you're wanting to have,
if you're desiring to have high-paying clients,
whether they're one-on-one or in a group
that you're wanting to fill, to have that
means you've got to be having some kind of conversion event,
an opportunity to make an offer and them say yes.
And so the easiest of those is phone calls, right?
You don't need a big event.
You don't need big planning.
You don't need to pay a lot of whatever, fees and catering
and all of that kind of stuff, right?
So one conversion event is a sales conversation call.
Another is to actually have an event,
like an online, a three-day, five-day challenge
or a masterclass.
But you need to have some kind of conversion events
in order to get the conversion and get new clients, OK?
In order to have that, you need to have
three things in place, right?
You've got to have leads coming in.
You've got to be able to have a successful sales conversation
once you're talking to someone.
You have to be able to move the conversation
and actually lead to a sale, right?
And you have to have absolute clarity, which
I would say that comes first.
The biggest thing I see lacking when I talk to coaches
is clarity, the basic clarities, right?
The basic clarity for yourself as to why
am I doing what I'm doing, which is your vision,
having a written business vision statement that moves you, OK?
And then clarity as to your niche.
Who exactly are you working with?
And most people skip this as to their avatar.
Or it's just so broad.
If I told you how many coaches, when I say, well,
who's your niche?
And they say women over 50.
That's not a niche.
That's half the population, right?
Now, I know that you can serve everyone.
I'm really clear that you can serve everyone.
However, when it comes to marketing,
their needs, their desires, their pain points,
where they hang out is very, very different.
So right now, what's working in the market
is a type of hyper-niching.
Why?
Because if you know exactly who you're serving,
you can know where they hang out,
and you can know what is their now problem.
Right now, what's working is very specific,
talking about results, OK?
I want you to understand the difference between features
and benefits, or features and results.
In your sales conversation, when you're making an offer,
when you're writing, you must be focusing on the results,
on the benefits that they will get from working with you.
And many coaches get stuck in the weeds
where they're not talking about benefits.
They're talking about features.
We meet for this many weeks.
That's a feature.
We cover these units.
That's a feature.
It costs this much.
That's a feature, OK?
And people don't buy coaching.
They buy results that they desire.
So you must understand that.
People don't buy sessions.
They buy what they're going to get during that session.
So make sure that you are speaking results and benefits.
And if that is addressing a very specific now problem,
then you're going to get conversions.
You're going to get people saying yes.
So make sure that your coaching program right now,
whatever you're marketing that you're solving right now,
tactical.
You want to have the spiritual basis, OK?
Because that's distinguishing you.
So I love that you're integrating.
You're building faith-integrated businesses.
You know that is huge.
I am, I believe that what
we do is advancing the kingdom of God and glorifying God and so it's very important
that it's a faith-integrated business. Within that, be tactical in giving very practical
things that they can do to get results, okay? So if you remember, I have shared this and this is
in your files, okay? But I'm going to go over it really quick and then we're going to talk about
it, okay? This is in your files, in your Coach Accountable, and that is understanding the sales
mountain, okay? This is from Eric Loftholme. I had hired him to teach sales when I was founder
in a network marketing company. We taught sales together and it's a really good way
and this is in your files, but it's a good way for you to always know kind of where you are
and what your next step is because most people go from like no leads to trying to close and
you don't do that. So you're only doing, it's stage selling. You're only selling the next stage.
So the first stage is your lead generation. Where are you getting leads? And this is why you're
showing up every day in Facebook or on LinkedIn. You're posting and then at the same time as you're
posting, you're engaging, which raises the amount of people that see you. At the same time, you're liking,
you're DMing. So you're going in there if you're doing it that way. If you're hiring an organic
lead gen, then that's bringing the leads in. If you're doing advertising, that's bringing the
leads in, but you've got to have people to talk to. So lead generation. And the first step is
setting an appointment. You're not selling anything. That is, I want you to understand, getting them to
have a call with you is the first sale. Do y'all understand that? That is the first sale, okay?
And so when you are, when you are starting, that's the first thing. I will literally talk
about the benefit of getting on the call. I name the call something and I talk about, hey, let's
jump on the call. And if it's a 15-minute call, well then I'm just talking about, let's get to know
each other so we can know what resources we can share, referrals, you know, we might work with
each other, like let's get to know about each other's business. That's the 15-minute call.
If it's a sales call, okay, then I have hooked when they book a call, obviously I know what is
important to them. But if not, before I'm talking about the results that they're going to get,
right? Whether it's, let's get on the call and help you get clear on what your next step is.
Let's get clear how to get a breakthrough. What is it that's missing? Or whatever it is that
you're offering in your call. So the first step is getting the appointment set, okay? And then
second from that is the follow-up to make sure they show up on the appointments. Now, if you
have, and you can, you can do this in Coach Accountable or whatever system you're using,
is I have a questionnaire. So I know what's important to them when they get on the call,
making more money, scaling my business, having more time, getting leads, figuring out my avatar.
Like I know exactly. And I put that in the reminder. So I'm following up. I am DMing them
with the Zoom link to make sure it's easy. Even though I know they're going to get it, I'm saying,
hey, I'm looking forward to connecting Tuesday at three o'clock. Going to be looking on how we can
get you more leads. Or we're going to be really looking at how we can get clear on that avatar
so that you can solve their problems. So I'm already selling them getting on the call.
I want them to remember me. I want them to show up. The fortune is in the follow-up for each stage.
So now you get them on the call. And now the first part of the call is building trust and rapport.
It's that connection. It's so important, okay? And then as you're asking questions and getting
to know them and finding, how do you build trust and rapport? You're noticing something about them.
You're talking about what you noticed in their platform or what you noticed about whatever
you have in common. Or it's things like if you're meeting someone at a party, how do you build
rapport, right? It's finding that which is in common. And so you're building trust and rapport
and you're on a mission to get very clear and identify what their needs are,
which means you're asking questions.
So the person in the call that's asking questions
is the person in control of the conversation
and in control of where it's gonna go.
And so I spend three quarters of the call asking questions,
not talking about me, this is where coaches get on
and they just, or healers or anyone,
you know, entrepreneurs, they just talk.
You're, if you're talking, you're losing,
you're at the disadvantage.
If you're asking questions
and you're identifying their needs,
then you really have something to do because now,
now, after you've really listened,
when it comes time to talk,
literally this is how it'll go.
Let's say I've got 15 minutes.
Now, let's, I'm saying 15 minutes as a sales call
just for ease, it wouldn't, it'd be a connect call.
But what I would do is three quarters of that,
10 minutes of that would be this trust and rapport,
this asking questions, this identifying needs.
And then it would be my turn.
They'll go, well, tell me about you.
Tell me about what do you do exactly?
What's your business?
I will tell it now in a very quick
and powerful result oriented way.
And I would go straight into the benefits
as it relates to what they just shared.
Are you following me?
And so now I'm speaking about what's,
even though I'm talking about me,
I'm speaking about what's important to them.
And if this was a full like 30 or 50 minute call,
I would do a sample close.
I would say, and I think you would benefit greatly
from a breakthrough intensive, for example,
because you will leave with the clarity on your niche.
And so you'll know they're now problem.
And so, and you'll leave with absolutely knowing
what your value proposition is, what your big promise is.
You'll leave with your packages and your sweet spot,
irresistible packaging and sweet spot pricing
so that we can be getting you sales.
So I'm turning it straight into what they told me
that they needed by sharing an offering
that solves that problem.
And then I'll just, then I'll pause and be quiet.
Now, if it was a 15 minute call,
I would schedule another call, right?
Or if you have the time right there, I'd ask permission.
So honor the 15 minute calls.
But if you're on a sales call,
then you're doing this whole process.
And so now I'm saying now, so what comes up for you
if they don't say something?
Very often you've hit it on the mark.
If you're talking what they want,
they're gonna go, wow, that's what I really need.
That's what I was praying for.
Now you know you've done a good job.
Okay?
Yeah, so you're gonna get that.
So that's important that I want you always remembering
as you are primed and as you are positioned,
you always know you're only doing the next stage, okay?
And the easiest way to think about that,
that I just wanna lock it in with a story really quick
to make sure you really think about what I'm saying here
is imagine you're sitting down
and you sit down at a coffee shop.
Let's say it's a diner where there's kind of a bar
and you sit at a diner and you're gonna order,
a cup of coffee or something and you sit there
and a man, most of you are women,
so a man comes and sits next to you, right?
And so the man sits next to you and he says,
I couldn't help but just admire you.
You are so beautiful.
And he opens a ring container and takes out a ring
and says, I just wanna know, will you marry me?
You're gonna run so fast.
Like this dude is crazy.
Like I'm outta here.
Of course, I'm not gonna marry you, right?
But this is what everybody does in sales.
They sit down next to him and they make a little small talk
and then they just, boom, they ask him to marry.
And that's not the right stage, right?
You have not gone through the stages.
So I want you to always think about that.
Now, if he had sat down and then started a conversation
and built trust and rapport and you found
that you had a lot of things in common and he said,
look, I would love to buy you lunch.
And would you have lunch with me?
Well, now you're probably likely to get a yes.
You've built trust and rapport.
There's been a conversation.
So you schedule a time and you have lunch, right?
And that goes really, really well.
And I've just enjoyed this so much
and love to take you out to dinner.
Well, you're more likely to say yes, right?
And this process goes on.
And now if he pops the ring, you're thrilled.
You don't think he's psycho.
Are you all following the connection, how this relates?
Put yes in the chat.
And if you have been asking them to marry you too fast,
put me in the chat.
Okay, have any of you been popping the question too early?
Okay.
All right.
Okay.
So, um, so, you know, for you, what needs to be happening is, um, is you've got to be
creating this, this place and the space where you've got the leads and you've got the clarity
on what you offer, and then you're just making the offers.
And so being primed, being positioned in this season, um, I've shared with you and,
um, some of you have been in the Total Soul Prosperity or the Your Prosperity Formula,
and I've shared the PROSPER system, right?
And I want you to think about that, the P-R-O-S-P-E-R.
So the first P is partner with God.
And so I want you thinking about as you're positioned, okay, good, I'll, um, I'll answer
your question, Rachel.
I see it.
Okay.
So, so I want you to think about that from a PROSPER system standpoint.
So the first P is partner with God, right?
And so all of this starts by having God as your, right, your, your, your COO, your CFO,
your CEO, like God is the leader of your company.
Okay.
And so why does that matter?
You're training yourself to hear his voice, to ask questions.
You know, James says, if you lack wisdom, ask and you'll receive liberally.
So you're asking for anything regarding your business.
You're having conversations, right?
And you're, you're carrying his presence before you get on the phone, before you do a live
call, before you do a conversion event, right?
And so you're walking in this place of, of presence and power and hearing his voice and
bringing his presence and, and, and you're looking at business from, from that perspective,
that this is, this is a tool that God has given you to create wealth, to create jobs,
to create impact in, in people's lives, to advance the kingdom of God, like, like you're
already positioned, right?
That that business is the beautiful thing that, that allows you to serve and release
your gifts and serve one another in love, right?
And then the R in the prosperous system is renewing your mind, right?
And so you, you are daily in the word and in prayer and reading to renew your mind,
to overcome the things that take you out.
What are the things that take you out in your mind?
Number one is belief in lack.
You guys, we need to mute.
Okay.
So, so renewing your mind, especially our mind, if it's left to its own devices is going
to focus on what's wrong, what's missing, what's broken, what's lacking.
That's the, that's the low, like the low where the water flows.
If your mind is not renewed, if your mind is not renewed, you're always going to be
thinking about what's missing, what's broken, what's not working, what you lack.
Okay.
So renewing your mind is that it's quite the opposite.
You're focusing on all the gifts that are in you and all the abundance and all the connection.
And so you're coming from a full place.
You're not trying to get anything, but you're coming from a place of giving.
And from that, the O in the prosperous system is opening the flow, right?
And so now you're activating the flow, which is this giving you anything that you think
you're lacking is something you're not giving.
This is a spiritual principle.
You're not giving to others or you're not giving to yourself.
Giving includes giving to yourself.
Okay.
So if you got the over givers that are just only breathing out and they're suffocating,
right?
Or you got the, the hoarding that they're just taking in, taking in, but they haven't
activated the flow.
So you're opening the flow by giving financially, by giving referrals, by giving time, by giving
prayers, by giving your, you're always looking at your giving plan that you are activating
the flow, right?
Giving referrals, giving connections, giving resources.
Okay.
It's all about activating the flow.
Every post, every time you show up live, every text, um, I'm always just thinking, how can
I give?
Who can I give to financially today?
Activate that flow.
Who can I give encouragement to activate that flow?
Who can I be praying for?
Activate that flow.
Like you're coming from this place of fullness and giving, you'll never struggle with lack.
Okay.
And that includes giving to yourself.
Okay.
And then the F.
us is space. Now, this is really important right now. I want to talk about, I want you
to look at allocation, allocation of your time and allocation of your resources, anything
because we want to eliminate clutter, space, space for what you want, what you desire.
Anything that you are doing over and over and over and over again, you have not created
it into a recording or a video or a piece, you know, a written piece, you're not using
your time valuable and it's taking up important space, okay? So I want you to really look
at, like ruthlessly look at, on a daily basis, how am I spending my time and is it productive?
You must, you must, must, and if you haven't yet read the 10x is easier than 2x, the goal
is eliminating 80% of what you're doing. So you're only focusing on the 2%. I'm telling
you when you get in that spot, I've been ruthlessly eliminating and you're going to have more
energy and you're going to have more clients and you're going to have more results. So
you've got to absolutely look at what you're doing and where are you spending time that
you think you're saving money or you think you have to do everything or whatever your
thoughts are, you've got to eliminate that. Okay? And then the next P is walking in your
identity and your purpose and then emotional alignment. You cannot have your emotions going
up and down, okay? That your emotions, you know, if you get a client, your emotions are
high and you're checking balance goes down and your emotions are low, you cannot allow
your emotions to be driven by circumstances. So emotional alignment, okay? And then finally
run the race. You're running the reps. You're showing up every day. You're posting every
day. The days that you're working on your days off, you're showing up on your days off
to enjoy rest and restoration. Okay? All right. Let me answer some questions, but I want to
just lay that foundation, review that again, you know, do an audit because this is such
an important month. Next month will be your most prosperous month. If you're doing these
things, you will have the best month. You can redeem the whole year next month because
people are ready to buy next month. I promise kids go back to school. People are realizing,
wow, it's the end of the year. I got to make this happen. I need to get a coach. I need
to get help with this health problem. I've got to get my body in shape. Like they're
ready. September is like powerful. Okay. I've always just, just rocked it in September.
So right now, this month, you're primed. You're making sure my energy is prime. My spiritual
life is prime. My actions are prime. Like my connections are primed. My giving is primed,
right? I'm primed and I'm positioned. I'm ready. I'm ready. I'm ready to build. I'm
not, I'm not circling. I'm not revving my engine. September is a powerful month. Okay.
Everybody agree. We're going to have a powerful, powerful September. Okay. Let me stop the
recording and answer your questions. Okay. So I'm answering Rachel's question as to how
I position my offers. Okay. So you want to think in twos. The first thing that people
make a mistake is they make too many offers. Now I could make five offers easily right
now. I've got five things. I could, I could get you in my coach certification. I could
get you in my membership. We could do the one day intensive. We could do the 90 day.
We could do the one year. There's five right there. Okay. So I could just list five right
now. Let me tell you what happens if I list five right now. If you give the brain five,
let me tell you the answer you're going to get. I promise. Guaranteed. Anybody know what
that answer is? I need to think about it. I need to think about it. They're busy. They're
overwhelmed. Most people are in overdrive. Five things. The brain doesn't work that way.
So I learned from actually working with a brain specialist for decades. I learned the
brain understands too. Now this gives you very powerful sales position, right? So we
can do this or we can do this, which is better for you. See, now we've got an alternate close
and people understand, right? And I'm going to tell you what I do that is even more powerful.
And I'll tell you about the, the third one is a fallback author and I'll tell you why
and how I do it, but this is what I do. Okay. Often I go with what really works for me.
is the absolute easy sale, which for me is the one day $1,500.
OK?
That's a very easy sale because why?
Because I know my ideal client, and I
know what they're struggling with.
This is why I tell you, you've got to know.
My ideal client, 99.9% of the time
are going to tell me, I'm really struggling
to get clear on my avatar.
I'm really struggling to get clear on my offer.
I'm really, so I know their struggle.
And I know they want a fast answer.
Right now, people want a fast answer.
So I'm offering that solution in one day.
And it's a price point.
They can make two payments that I get very easy yeses on that.
But I did a double sale when I did that because I'm
selling the 90 days a package.
OK?
Now, what did I do in the 90 days?
Well, I told them that we can do this, and it's one and done,
and you'll be ready to go.
But if you feel you want support building it out over 90 days,
and you want me alongside beyond these things of your niche
and all of this, and I list the benefits of the 90 days,
then I highly recommend my 90 day.
But I purposely bonus the $1,500 in my 90 day.
I didn't have to do that, but I did.
So I'm selling the 90 day saying the $1,500
is included in my 90 day.
So now, if they have money, they'll
usually start with the 90 day.
If they don't, I make it even sweeter.
You guys listen carefully.
I let them know, hey, if you want
to start because they don't know if you're really
as good as you say, or they bond with you, or they get results,
so they'll go for the smaller, easier package.
And my small isn't that small if you think about it, $1,500.
So they go for my small package.
I tell them, hey, when we're wrapping that up,
and I tell them on the call, and I remind them when we're here,
hey, if you decide to keep going,
and you want support after this, I'll
credit you the $1,500 you already gave.
Guess how many people go, most of you on the call, did this.
You all know.
You went from the $1,500 to either the 90 day
or the one year.
You know what I'm talking about.
But it was only two.
I bonused in the 90 day my membership.
I bonused it.
So it's $3,997, but it's like a $6,000 value.
So what did that do?
It introduced, in a very subtle way, I made two offers,
but they learned I showed them the Prosper Leader membership.
You all remember this.
You all saw me do it.
Guess what?
If they couldn't do the $1,500, you know what they do?
They go, well, can I just do that membership for right now
until I can?
So it's your fallback offer.
Are you all seeing?
Because you experienced this.
You know.
You did it, right?
OK, so this is very important.
Now, when I was doing a live event,
I would have two parts to an event, the morning
and the afternoon, or I would do two workshops,
a workshop in the morning and a workshop in the afternoon.
Earlene would know.
She was back in those days.
She would know.
She saw all these things.
I would finish the first part, and at the first break,
I would make a lower ticket offer
that they're likely to say yes to.
And they would go back to the table
and they would buy that offer.
Now they're invested.
I would do the second part.
Now we're even more connected, and I
would make my big offer at the end of the day.
And I would tell them that if they
had bought that earlier offer, I would credit it.
So now they've already invested, and that money
will credit toward the big offer if they buy that day.
You're putting a time constraint on that.
So they would very often buy that ticket.
Does that help you?
OK.
But the idea I want you all to get is two offers,
and then if both of those end up being no,
you can have a very low ticket fallback, which
is like your group or like a class or something else
that you have.
You might have a master class you can offer.
So I would have a fallback, but not in the original offer.
It's only after the first two offers
that you followed up several times didn't work,
then I'd come in and say, hey, you know what might work for you?
Or like I did, I included it as a bonus
so they became familiar with it.
And they'll often say, well, what
if I just want to do the membership?
How much would that be?
OK?
All right.
Hopefully that helps you.