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All right, so welcome, those of you that maybe are listening to the recording, welcome.

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This is the Prosper Leader membership kickoff meeting.

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We do this the first Tuesday of every month, then we do an end of month one on the third

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Thursday.

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And so if you're here live, they've had an opportunity already to do breakout rooms and

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get a Prosper sister that they're going to connect with.

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So you do want to come live.

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You miss a lot if you do not, but let me just share some thoughts for you to hold on to

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this month and be thinking about.

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I had an interesting, we'll call it interesting, a challenging and interesting challenge.

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A couple of days ago, I had pulled into a parking lot.

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I was going to run into a store and get a dress for Salsa dancing that night.

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And I was in the parking lot and my son called.

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And I'm always happy when my son calls, you know how that is, those of you that have kids.

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And so I'm not going to rush the conversation because he doesn't call that often.

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You all know how that is, right?

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You got to take that moment.

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And so I sat in the car, it was about 103, 104 out.

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I was in the parking lot and I sat in the car and talked to him for probably a good

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25 minutes.

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And can any of you, the air conditioning running, any of you guess why that was not a smart

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move and what happened?

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Yeah, all of a sudden I heard a sound and steam started coming out from all angles and

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radiator fluid started going out in the parking lot.

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So I have been, without a car, I've got a friend that has been helping me work on it.

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And so you guys can pray that I get my car.

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And I think this is the push that I've been needing to get a new car.

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I've enjoyed this car for a long time and it's always nice not to have any payments

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and it's been such a reliable car, but I think it's about time maybe for me to get my Tesla.

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I don't know.

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So anyway, I share this story for a reason because, you know, I love sharing something

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to help you remember something.

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And I saw this as a very interesting metaphor.

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You see, my engine was working hard.

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It was revving because it was keeping the air conditioning going in this heat.

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My engine was working hard, working hard, but I wasn't moving.

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I wasn't going anywhere.

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And when you're pumping and pumping and pumping, but you're not moving, steam can start coming

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out for you too.

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Something breaks in the hose, you burn out, you get tired, you get sick, right?

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And we really get two classic situations when we are building our business that I see

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people can fall into.

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One is the getting ready to get ready, to get ready, to get ready syndrome.

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And that's more where you are.

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Okay.

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Tracy says, that's me.

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Okay.

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So there's two extremes.

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One is that we're just circling the runway and we're not taking off.

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And that after a while really leads to, you know, um, discouragement because you're not

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seeing the fruit and you don't feel like you're getting anywhere.

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And that's happening far too often in our industry.

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You know, I'm talking to coaches all day, every day that I work, the three days I work

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a week.

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And, you know, it is so common to have that they've been in business two to five years,

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but they're not getting anywhere.

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And I'm going to talk about why and what we need to do.

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So one extreme is circling the runway.

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The other extreme is rubbing your motor and you just feel like you're just doing everything

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and you're just pumping and pumping and pumping, but you're not seeing the fruit in terms of

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leads and clients and finances, right?

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Anybody relating, you can put a yes in the chat if you're relating to what I'm saying.

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So I had titled this talk primed and positioned, primed and positioned, uh, because I feel

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that there needs to be both.

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You must be primed in your spirit, in your faith, right?

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In your mindset, in your belief system, we've got to be operating in our prime because we're

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setting the energy.

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we're talking to clients, when we're attracting clients,

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where we're setting, when you're leading a network marketing

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team like Luray, where we've got to be primed in how we are

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showing up energetically.

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And we have to be positioned.

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You have to be positioned in the market

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to be seen as an expert, to be seen as an authority,

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to be seen as someone that they want to work with.

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So primed and positioned is very, very key.

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And so I've been sharing ways to do that.

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We've said, if you're wanting to have,

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if you're desiring to have high-paying clients,

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whether they're one-on-one or in a group

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that you're wanting to fill, to have that

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means you've got to be having some kind of conversion event,

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an opportunity to make an offer and them say yes.

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And so the easiest of those is phone calls, right?

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You don't need a big event.

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You don't need big planning.

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You don't need to pay a lot of whatever, fees and catering

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and all of that kind of stuff, right?

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So one conversion event is a sales conversation call.

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Another is to actually have an event,

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like an online, a three-day, five-day challenge

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or a masterclass.

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But you need to have some kind of conversion events

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in order to get the conversion and get new clients, OK?

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In order to have that, you need to have

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three things in place, right?

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You've got to have leads coming in.

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You've got to be able to have a successful sales conversation

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once you're talking to someone.

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You have to be able to move the conversation

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and actually lead to a sale, right?

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And you have to have absolute clarity, which

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I would say that comes first.

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The biggest thing I see lacking when I talk to coaches

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is clarity, the basic clarities, right?

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The basic clarity for yourself as to why

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am I doing what I'm doing, which is your vision,

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having a written business vision statement that moves you, OK?

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And then clarity as to your niche.

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Who exactly are you working with?

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And most people skip this as to their avatar.

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Or it's just so broad.

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If I told you how many coaches, when I say, well,

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who's your niche?

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And they say women over 50.

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That's not a niche.

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That's half the population, right?

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Now, I know that you can serve everyone.

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I'm really clear that you can serve everyone.

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However, when it comes to marketing,

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their needs, their desires, their pain points,

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where they hang out is very, very different.

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So right now, what's working in the market

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is a type of hyper-niching.

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Why?

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Because if you know exactly who you're serving,

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you can know where they hang out,

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and you can know what is their now problem.

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Right now, what's working is very specific,

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talking about results, OK?

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I want you to understand the difference between features

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and benefits, or features and results.

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In your sales conversation, when you're making an offer,

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when you're writing, you must be focusing on the results,

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on the benefits that they will get from working with you.

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And many coaches get stuck in the weeds

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where they're not talking about benefits.

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They're talking about features.

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We meet for this many weeks.

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That's a feature.

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We cover these units.

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That's a feature.

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It costs this much.

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That's a feature, OK?

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And people don't buy coaching.

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They buy results that they desire.

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So you must understand that.

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People don't buy sessions.

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They buy what they're going to get during that session.

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So make sure that you are speaking results and benefits.

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And if that is addressing a very specific now problem,

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then you're going to get conversions.

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You're going to get people saying yes.

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So make sure that your coaching program right now,

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whatever you're marketing that you're solving right now,

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tactical.

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You want to have the spiritual basis, OK?

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Because that's distinguishing you.

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So I love that you're integrating.

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You're building faith-integrated businesses.

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You know that is huge.

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I am, I believe that what

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we do is advancing the kingdom of God and glorifying God and so it's very important

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that it's a faith-integrated business. Within that, be tactical in giving very practical

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things that they can do to get results, okay? So if you remember, I have shared this and this is

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in your files, okay? But I'm going to go over it really quick and then we're going to talk about

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it, okay? This is in your files, in your Coach Accountable, and that is understanding the sales

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mountain, okay? This is from Eric Loftholme. I had hired him to teach sales when I was founder

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in a network marketing company. We taught sales together and it's a really good way

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and this is in your files, but it's a good way for you to always know kind of where you are

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and what your next step is because most people go from like no leads to trying to close and

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you don't do that. So you're only doing, it's stage selling. You're only selling the next stage.

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So the first stage is your lead generation. Where are you getting leads? And this is why you're

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showing up every day in Facebook or on LinkedIn. You're posting and then at the same time as you're

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posting, you're engaging, which raises the amount of people that see you. At the same time, you're liking,

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you're DMing. So you're going in there if you're doing it that way. If you're hiring an organic

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lead gen, then that's bringing the leads in. If you're doing advertising, that's bringing the

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leads in, but you've got to have people to talk to. So lead generation. And the first step is

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setting an appointment. You're not selling anything. That is, I want you to understand, getting them to

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have a call with you is the first sale. Do y'all understand that? That is the first sale, okay?

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And so when you are, when you are starting, that's the first thing. I will literally talk

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about the benefit of getting on the call. I name the call something and I talk about, hey, let's

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jump on the call. And if it's a 15-minute call, well then I'm just talking about, let's get to know

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each other so we can know what resources we can share, referrals, you know, we might work with

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each other, like let's get to know about each other's business. That's the 15-minute call.

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If it's a sales call, okay, then I have hooked when they book a call, obviously I know what is

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important to them. But if not, before I'm talking about the results that they're going to get,

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right? Whether it's, let's get on the call and help you get clear on what your next step is.

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Let's get clear how to get a breakthrough. What is it that's missing? Or whatever it is that

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you're offering in your call. So the first step is getting the appointment set, okay? And then

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second from that is the follow-up to make sure they show up on the appointments. Now, if you

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have, and you can, you can do this in Coach Accountable or whatever system you're using,

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is I have a questionnaire. So I know what's important to them when they get on the call,

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making more money, scaling my business, having more time, getting leads, figuring out my avatar.

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Like I know exactly. And I put that in the reminder. So I'm following up. I am DMing them

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with the Zoom link to make sure it's easy. Even though I know they're going to get it, I'm saying,

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hey, I'm looking forward to connecting Tuesday at three o'clock. Going to be looking on how we can

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get you more leads. Or we're going to be really looking at how we can get clear on that avatar

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so that you can solve their problems. So I'm already selling them getting on the call.

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I want them to remember me. I want them to show up. The fortune is in the follow-up for each stage.

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So now you get them on the call. And now the first part of the call is building trust and rapport.

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It's that connection. It's so important, okay? And then as you're asking questions and getting

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to know them and finding, how do you build trust and rapport? You're noticing something about them.

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You're talking about what you noticed in their platform or what you noticed about whatever

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you have in common. Or it's things like if you're meeting someone at a party, how do you build

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rapport, right? It's finding that which is in common. And so you're building trust and rapport

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and you're on a mission to get very clear and identify what their needs are,

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which means you're asking questions.

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So the person in the call that's asking questions

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is the person in control of the conversation

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and in control of where it's gonna go.

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And so I spend three quarters of the call asking questions,

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not talking about me, this is where coaches get on

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and they just, or healers or anyone,

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you know, entrepreneurs, they just talk.

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You're, if you're talking, you're losing,

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you're at the disadvantage.

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If you're asking questions

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and you're identifying their needs,

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then you really have something to do because now,

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now, after you've really listened,

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when it comes time to talk,

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literally this is how it'll go.

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Let's say I've got 15 minutes.

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Now, let's, I'm saying 15 minutes as a sales call

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just for ease, it wouldn't, it'd be a connect call.

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But what I would do is three quarters of that,

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10 minutes of that would be this trust and rapport,

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this asking questions, this identifying needs.

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And then it would be my turn.

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They'll go, well, tell me about you.

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Tell me about what do you do exactly?

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What's your business?

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I will tell it now in a very quick

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and powerful result oriented way.

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And I would go straight into the benefits

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as it relates to what they just shared.

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Are you following me?

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And so now I'm speaking about what's,

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even though I'm talking about me,

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I'm speaking about what's important to them.

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And if this was a full like 30 or 50 minute call,

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I would do a sample close.

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I would say, and I think you would benefit greatly

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from a breakthrough intensive, for example,

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because you will leave with the clarity on your niche.

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And so you'll know they're now problem.

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And so, and you'll leave with absolutely knowing

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what your value proposition is, what your big promise is.

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You'll leave with your packages and your sweet spot,

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irresistible packaging and sweet spot pricing

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so that we can be getting you sales.

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So I'm turning it straight into what they told me

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that they needed by sharing an offering

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that solves that problem.

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And then I'll just, then I'll pause and be quiet.

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Now, if it was a 15 minute call,

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I would schedule another call, right?

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Or if you have the time right there, I'd ask permission.

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So honor the 15 minute calls.

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But if you're on a sales call,

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then you're doing this whole process.

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And so now I'm saying now, so what comes up for you

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if they don't say something?

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Very often you've hit it on the mark.

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If you're talking what they want,

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they're gonna go, wow, that's what I really need.

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That's what I was praying for.

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Now you know you've done a good job.

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Okay?

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Yeah, so you're gonna get that.

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So that's important that I want you always remembering

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as you are primed and as you are positioned,

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you always know you're only doing the next stage, okay?

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And the easiest way to think about that,

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that I just wanna lock it in with a story really quick

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to make sure you really think about what I'm saying here

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is imagine you're sitting down

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and you sit down at a coffee shop.

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Let's say it's a diner where there's kind of a bar

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and you sit at a diner and you're gonna order,

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a cup of coffee or something and you sit there

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and a man, most of you are women,

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so a man comes and sits next to you, right?

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And so the man sits next to you and he says,

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I couldn't help but just admire you.

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You are so beautiful.

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And he opens a ring container and takes out a ring

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and says, I just wanna know, will you marry me?

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You're gonna run so fast.

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Like this dude is crazy.

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Like I'm outta here.

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Of course, I'm not gonna marry you, right?

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But this is what everybody does in sales.

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They sit down next to him and they make a little small talk

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and then they just, boom, they ask him to marry.

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And that's not the right stage, right?

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You have not gone through the stages.

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So I want you to always think about that.

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Now, if he had sat down and then started a conversation

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and built trust and rapport and you found

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that you had a lot of things in common and he said,

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look, I would love to buy you lunch.

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And would you have lunch with me?

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Well, now you're probably likely to get a yes.

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You've built trust and rapport.

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There's been a conversation.

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So you schedule a time and you have lunch, right?

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And that goes really, really well.

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And I've just enjoyed this so much

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and love to take you out to dinner.

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Well, you're more likely to say yes, right?

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And this process goes on.

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And now if he pops the ring, you're thrilled.

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You don't think he's psycho.

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Are you all following the connection, how this relates?

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Put yes in the chat.

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And if you have been asking them to marry you too fast,

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put me in the chat.

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Okay, have any of you been popping the question too early?

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Okay.

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All right.

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Okay.

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So, um, so, you know, for you, what needs to be happening is, um, is you've got to be

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creating this, this place and the space where you've got the leads and you've got the clarity

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on what you offer, and then you're just making the offers.

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And so being primed, being positioned in this season, um, I've shared with you and,

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um, some of you have been in the Total Soul Prosperity or the Your Prosperity Formula,

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and I've shared the PROSPER system, right?

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And I want you to think about that, the P-R-O-S-P-E-R.

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So the first P is partner with God.

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And so I want you thinking about as you're positioned, okay, good, I'll, um, I'll answer

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your question, Rachel.

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I see it.

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Okay.

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So, so I want you to think about that from a PROSPER system standpoint.

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So the first P is partner with God, right?

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And so all of this starts by having God as your, right, your, your, your COO, your CFO,

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your CEO, like God is the leader of your company.

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Okay.

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And so why does that matter?

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You're training yourself to hear his voice, to ask questions.

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You know, James says, if you lack wisdom, ask and you'll receive liberally.

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So you're asking for anything regarding your business.

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You're having conversations, right?

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And you're, you're carrying his presence before you get on the phone, before you do a live

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call, before you do a conversion event, right?

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And so you're walking in this place of, of presence and power and hearing his voice and

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bringing his presence and, and, and you're looking at business from, from that perspective,

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that this is, this is a tool that God has given you to create wealth, to create jobs,

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to create impact in, in people's lives, to advance the kingdom of God, like, like you're

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already positioned, right?

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That that business is the beautiful thing that, that allows you to serve and release

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your gifts and serve one another in love, right?

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And then the R in the prosperous system is renewing your mind, right?

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And so you, you are daily in the word and in prayer and reading to renew your mind,

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to overcome the things that take you out.

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What are the things that take you out in your mind?

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Number one is belief in lack.

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You guys, we need to mute.

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Okay.

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So, so renewing your mind, especially our mind, if it's left to its own devices is going

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to focus on what's wrong, what's missing, what's broken, what's lacking.

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That's the, that's the low, like the low where the water flows.

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If your mind is not renewed, if your mind is not renewed, you're always going to be

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thinking about what's missing, what's broken, what's not working, what you lack.

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Okay.

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So renewing your mind is that it's quite the opposite.

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You're focusing on all the gifts that are in you and all the abundance and all the connection.

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And so you're coming from a full place.

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You're not trying to get anything, but you're coming from a place of giving.

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And from that, the O in the prosperous system is opening the flow, right?

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And so now you're activating the flow, which is this giving you anything that you think

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you're lacking is something you're not giving.

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This is a spiritual principle.

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You're not giving to others or you're not giving to yourself.

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Giving includes giving to yourself.

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Okay.

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So if you got the over givers that are just only breathing out and they're suffocating,

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right?

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Or you got the, the hoarding that they're just taking in, taking in, but they haven't

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activated the flow.

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So you're opening the flow by giving financially, by giving referrals, by giving time, by giving

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00:24:19.760 --> 00:24:26.760
prayers, by giving your, you're always looking at your giving plan that you are activating

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00:24:27.520 --> 00:24:29.840
the flow, right?

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Giving referrals, giving connections, giving resources.

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Okay.

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It's all about activating the flow.

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Every post, every time you show up live, every text, um, I'm always just thinking, how can

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I give?

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Who can I give to financially today?

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Activate that flow.

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Who can I give encouragement to activate that flow?

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Who can I be praying for?

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Activate that flow.

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Like you're coming from this place of fullness and giving, you'll never struggle with lack.

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Okay.

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And that includes giving to yourself.

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Okay.

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And then the F.

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00:25:00.000 --> 00:25:06.440
us is space. Now, this is really important right now. I want to talk about, I want you

402
00:25:06.440 --> 00:25:14.600
to look at allocation, allocation of your time and allocation of your resources, anything

403
00:25:14.600 --> 00:25:21.400
because we want to eliminate clutter, space, space for what you want, what you desire.

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00:25:21.400 --> 00:25:29.240
Anything that you are doing over and over and over and over again, you have not created

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00:25:29.240 --> 00:25:37.840
it into a recording or a video or a piece, you know, a written piece, you're not using

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00:25:37.840 --> 00:25:43.520
your time valuable and it's taking up important space, okay? So I want you to really look

407
00:25:43.520 --> 00:25:54.280
at, like ruthlessly look at, on a daily basis, how am I spending my time and is it productive?

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00:25:54.280 --> 00:26:00.800
You must, you must, must, and if you haven't yet read the 10x is easier than 2x, the goal

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00:26:00.800 --> 00:26:07.640
is eliminating 80% of what you're doing. So you're only focusing on the 2%. I'm telling

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00:26:07.640 --> 00:26:15.200
you when you get in that spot, I've been ruthlessly eliminating and you're going to have more

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00:26:15.200 --> 00:26:19.480
energy and you're going to have more clients and you're going to have more results. So

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00:26:19.640 --> 00:26:24.320
you've got to absolutely look at what you're doing and where are you spending time that

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00:26:24.320 --> 00:26:28.600
you think you're saving money or you think you have to do everything or whatever your

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00:26:28.600 --> 00:26:33.920
thoughts are, you've got to eliminate that. Okay? And then the next P is walking in your

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00:26:33.920 --> 00:26:39.560
identity and your purpose and then emotional alignment. You cannot have your emotions going

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00:26:39.560 --> 00:26:45.280
up and down, okay? That your emotions, you know, if you get a client, your emotions are

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00:26:45.280 --> 00:26:50.080
high and you're checking balance goes down and your emotions are low, you cannot allow

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00:26:50.080 --> 00:26:56.440
your emotions to be driven by circumstances. So emotional alignment, okay? And then finally

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run the race. You're running the reps. You're showing up every day. You're posting every

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00:27:01.240 --> 00:27:04.840
day. The days that you're working on your days off, you're showing up on your days off

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00:27:04.840 --> 00:27:12.600
to enjoy rest and restoration. Okay? All right. Let me answer some questions, but I want to

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00:27:12.600 --> 00:27:18.640
just lay that foundation, review that again, you know, do an audit because this is such

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00:27:18.640 --> 00:27:23.960
an important month. Next month will be your most prosperous month. If you're doing these

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00:27:23.960 --> 00:27:29.200
things, you will have the best month. You can redeem the whole year next month because

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00:27:29.200 --> 00:27:34.880
people are ready to buy next month. I promise kids go back to school. People are realizing,

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00:27:34.880 --> 00:27:39.200
wow, it's the end of the year. I got to make this happen. I need to get a coach. I need

427
00:27:39.200 --> 00:27:43.200
to get help with this health problem. I've got to get my body in shape. Like they're

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00:27:43.200 --> 00:27:51.240
ready. September is like powerful. Okay. I've always just, just rocked it in September.

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00:27:51.240 --> 00:27:57.800
So right now, this month, you're primed. You're making sure my energy is prime. My spiritual

430
00:27:57.800 --> 00:28:04.040
life is prime. My actions are prime. Like my connections are primed. My giving is primed,

431
00:28:04.040 --> 00:28:09.520
right? I'm primed and I'm positioned. I'm ready. I'm ready. I'm ready to build. I'm

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00:28:09.520 --> 00:28:15.560
not, I'm not circling. I'm not revving my engine. September is a powerful month. Okay.

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00:28:15.560 --> 00:28:19.680
Everybody agree. We're going to have a powerful, powerful September. Okay. Let me stop the

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00:28:19.680 --> 00:28:27.240
recording and answer your questions. Okay. So I'm answering Rachel's question as to how

435
00:28:27.240 --> 00:28:34.920
I position my offers. Okay. So you want to think in twos. The first thing that people

436
00:28:34.920 --> 00:28:40.720
make a mistake is they make too many offers. Now I could make five offers easily right

437
00:28:40.720 --> 00:28:44.720
now. I've got five things. I could, I could get you in my coach certification. I could

438
00:28:44.720 --> 00:28:49.160
get you in my membership. We could do the one day intensive. We could do the 90 day.

439
00:28:49.160 --> 00:28:53.920
We could do the one year. There's five right there. Okay. So I could just list five right

440
00:28:53.920 --> 00:28:59.840
now. Let me tell you what happens if I list five right now. If you give the brain five,

441
00:28:59.840 --> 00:29:04.240
let me tell you the answer you're going to get. I promise. Guaranteed. Anybody know what

442
00:29:04.240 --> 00:29:11.280
that answer is? I need to think about it. I need to think about it. They're busy. They're

443
00:29:11.280 --> 00:29:18.080
overwhelmed. Most people are in overdrive. Five things. The brain doesn't work that way.

444
00:29:18.080 --> 00:29:23.320
So I learned from actually working with a brain specialist for decades. I learned the

445
00:29:23.320 --> 00:29:31.600
brain understands too. Now this gives you very powerful sales position, right? So we

446
00:29:31.600 --> 00:29:38.120
can do this or we can do this, which is better for you. See, now we've got an alternate close

447
00:29:38.120 --> 00:29:45.660
and people understand, right? And I'm going to tell you what I do that is even more powerful.

448
00:29:45.660 --> 00:29:49.640
And I'll tell you about the, the third one is a fallback author and I'll tell you why

449
00:29:49.640 --> 00:29:59.880
and how I do it, but this is what I do. Okay. Often I go with what really works for me.

450
00:30:00.000 --> 00:30:04.960
is the absolute easy sale, which for me is the one day $1,500.

451
00:30:04.960 --> 00:30:05.880
OK?

452
00:30:05.880 --> 00:30:09.080
That's a very easy sale because why?

453
00:30:09.080 --> 00:30:11.600
Because I know my ideal client, and I

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00:30:11.600 --> 00:30:13.240
know what they're struggling with.

455
00:30:13.240 --> 00:30:15.440
This is why I tell you, you've got to know.

456
00:30:15.440 --> 00:30:19.200
My ideal client, 99.9% of the time

457
00:30:19.200 --> 00:30:21.200
are going to tell me, I'm really struggling

458
00:30:21.200 --> 00:30:22.920
to get clear on my avatar.

459
00:30:22.920 --> 00:30:25.840
I'm really struggling to get clear on my offer.

460
00:30:25.840 --> 00:30:29.240
I'm really, so I know their struggle.

461
00:30:29.240 --> 00:30:31.320
And I know they want a fast answer.

462
00:30:31.320 --> 00:30:33.400
Right now, people want a fast answer.

463
00:30:33.400 --> 00:30:36.440
So I'm offering that solution in one day.

464
00:30:36.440 --> 00:30:37.840
And it's a price point.

465
00:30:37.840 --> 00:30:43.240
They can make two payments that I get very easy yeses on that.

466
00:30:43.240 --> 00:30:47.600
But I did a double sale when I did that because I'm

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00:30:47.600 --> 00:30:51.440
selling the 90 days a package.

468
00:30:51.440 --> 00:30:52.400
OK?

469
00:30:52.400 --> 00:30:55.080
Now, what did I do in the 90 days?

470
00:30:55.080 --> 00:30:58.960
Well, I told them that we can do this, and it's one and done,

471
00:30:58.960 --> 00:31:00.720
and you'll be ready to go.

472
00:31:00.720 --> 00:31:05.000
But if you feel you want support building it out over 90 days,

473
00:31:05.000 --> 00:31:08.680
and you want me alongside beyond these things of your niche

474
00:31:08.680 --> 00:31:13.200
and all of this, and I list the benefits of the 90 days,

475
00:31:13.200 --> 00:31:15.640
then I highly recommend my 90 day.

476
00:31:15.640 --> 00:31:19.800
But I purposely bonus the $1,500 in my 90 day.

477
00:31:19.800 --> 00:31:22.520
I didn't have to do that, but I did.

478
00:31:22.520 --> 00:31:27.000
So I'm selling the 90 day saying the $1,500

479
00:31:27.040 --> 00:31:29.960
is included in my 90 day.

480
00:31:29.960 --> 00:31:33.840
So now, if they have money, they'll

481
00:31:33.840 --> 00:31:36.640
usually start with the 90 day.

482
00:31:36.640 --> 00:31:40.240
If they don't, I make it even sweeter.

483
00:31:40.240 --> 00:31:43.360
You guys listen carefully.

484
00:31:43.360 --> 00:31:46.520
I let them know, hey, if you want

485
00:31:46.520 --> 00:31:49.480
to start because they don't know if you're really

486
00:31:49.480 --> 00:31:52.880
as good as you say, or they bond with you, or they get results,

487
00:31:52.880 --> 00:31:55.720
so they'll go for the smaller, easier package.

488
00:31:55.760 --> 00:31:59.560
And my small isn't that small if you think about it, $1,500.

489
00:31:59.560 --> 00:32:03.000
So they go for my small package.

490
00:32:03.000 --> 00:32:07.320
I tell them, hey, when we're wrapping that up,

491
00:32:07.320 --> 00:32:10.440
and I tell them on the call, and I remind them when we're here,

492
00:32:10.440 --> 00:32:13.480
hey, if you decide to keep going,

493
00:32:13.480 --> 00:32:15.280
and you want support after this, I'll

494
00:32:15.280 --> 00:32:19.040
credit you the $1,500 you already gave.

495
00:32:19.040 --> 00:32:23.600
Guess how many people go, most of you on the call, did this.

496
00:32:23.600 --> 00:32:24.800
You all know.

497
00:32:24.840 --> 00:32:27.680
You went from the $1,500 to either the 90 day

498
00:32:27.680 --> 00:32:29.040
or the one year.

499
00:32:29.040 --> 00:32:32.240
You know what I'm talking about.

500
00:32:32.240 --> 00:32:33.640
But it was only two.

501
00:32:33.640 --> 00:32:39.520
I bonused in the 90 day my membership.

502
00:32:39.520 --> 00:32:40.360
I bonused it.

503
00:32:40.360 --> 00:32:45.640
So it's $3,997, but it's like a $6,000 value.

504
00:32:45.640 --> 00:32:47.360
So what did that do?

505
00:32:47.360 --> 00:32:52.040
It introduced, in a very subtle way, I made two offers,

506
00:32:52.040 --> 00:32:55.720
but they learned I showed them the Prosper Leader membership.

507
00:32:55.720 --> 00:32:56.720
You all remember this.

508
00:32:56.720 --> 00:32:58.480
You all saw me do it.

509
00:32:58.480 --> 00:32:59.440
Guess what?

510
00:32:59.440 --> 00:33:03.400
If they couldn't do the $1,500, you know what they do?

511
00:33:03.400 --> 00:33:06.640
They go, well, can I just do that membership for right now

512
00:33:06.640 --> 00:33:08.680
until I can?

513
00:33:08.680 --> 00:33:11.680
So it's your fallback offer.

514
00:33:11.680 --> 00:33:12.880
Are you all seeing?

515
00:33:12.880 --> 00:33:14.120
Because you experienced this.

516
00:33:14.120 --> 00:33:14.640
You know.

517
00:33:14.640 --> 00:33:17.160
You did it, right?

518
00:33:17.160 --> 00:33:20.440
OK, so this is very important.

519
00:33:20.440 --> 00:33:23.880
Now, when I was doing a live event,

520
00:33:23.880 --> 00:33:30.360
I would have two parts to an event, the morning

521
00:33:30.360 --> 00:33:33.120
and the afternoon, or I would do two workshops,

522
00:33:33.120 --> 00:33:35.920
a workshop in the morning and a workshop in the afternoon.

523
00:33:35.920 --> 00:33:36.800
Earlene would know.

524
00:33:36.800 --> 00:33:38.000
She was back in those days.

525
00:33:38.000 --> 00:33:38.640
She would know.

526
00:33:38.640 --> 00:33:40.000
She saw all these things.

527
00:33:40.000 --> 00:33:43.400
I would finish the first part, and at the first break,

528
00:33:43.400 --> 00:33:45.480
I would make a lower ticket offer

529
00:33:45.480 --> 00:33:47.680
that they're likely to say yes to.

530
00:33:47.680 --> 00:33:49.240
And they would go back to the table

531
00:33:49.240 --> 00:33:51.000
and they would buy that offer.

532
00:33:51.000 --> 00:33:52.560
Now they're invested.

533
00:33:52.560 --> 00:33:54.120
I would do the second part.

534
00:33:54.120 --> 00:33:56.120
Now we're even more connected, and I

535
00:33:56.120 --> 00:33:59.280
would make my big offer at the end of the day.

536
00:33:59.280 --> 00:34:01.280
And I would tell them that if they

537
00:34:01.280 --> 00:34:05.440
had bought that earlier offer, I would credit it.

538
00:34:05.440 --> 00:34:08.080
So now they've already invested, and that money

539
00:34:08.080 --> 00:34:11.800
will credit toward the big offer if they buy that day.

540
00:34:11.800 --> 00:34:13.800
You're putting a time constraint on that.

541
00:34:13.800 --> 00:34:17.360
So they would very often buy that ticket.

542
00:34:17.360 --> 00:34:19.280
Does that help you?

543
00:34:19.280 --> 00:34:19.800
OK.

544
00:34:19.800 --> 00:34:23.080
But the idea I want you all to get is two offers,

545
00:34:23.080 --> 00:34:25.120
and then if both of those end up being no,

546
00:34:25.120 --> 00:34:27.800
you can have a very low ticket fallback, which

547
00:34:27.800 --> 00:34:32.360
is like your group or like a class or something else

548
00:34:32.360 --> 00:34:33.199
that you have.

549
00:34:33.199 --> 00:34:35.080
You might have a master class you can offer.

550
00:34:35.080 --> 00:34:38.320
So I would have a fallback, but not in the original offer.

551
00:34:38.320 --> 00:34:40.360
It's only after the first two offers

552
00:34:40.360 --> 00:34:42.480
that you followed up several times didn't work,

553
00:34:42.480 --> 00:34:45.560
then I'd come in and say, hey, you know what might work for you?

554
00:34:45.600 --> 00:34:48.440
Or like I did, I included it as a bonus

555
00:34:48.440 --> 00:34:50.239
so they became familiar with it.

556
00:34:50.239 --> 00:34:51.600
And they'll often say, well, what

557
00:34:51.600 --> 00:34:53.120
if I just want to do the membership?

558
00:34:53.120 --> 00:34:54.560
How much would that be?

559
00:34:54.560 --> 00:34:55.400
OK?

560
00:34:55.400 --> 00:34:55.920
All right.

561
00:34:55.920 --> 00:34:58.280
Hopefully that helps you.