All right, so welcome to Office Hours, and we've been just having a really fun conversation.
We've been talking about market research.
We've been talking about when it's appropriate to take loans and how to take loans, and so
welcome.
I'm going to go ahead and record this part to be able to share the questions that have
been asked.
So one of the things that came up, I appreciate, ah, Kate is changing to her car, let me let
her in.
So one of the things Kate said as she goes to her appointment right now is that she's
really loving the successful sales conversation, and she's about to go use it.
So if you're not familiar, as a Prosper Leader member, of course you get the two meetings
a month, the first Tuesday, the third Thursday.
Those are longer, and especially the third Thursday one, we have more time to just really
network and you get your Prosper Sister and all of that.
And then we do these Office Hours every Thursday, and this is just a touch in place with questions
about your business and how to keep you moving forward.
We've been rubbing up your revenue.
So Kate shared a beautiful testimony about she's listening to the successful sales conversation
and how she feels prepared as she goes on.
So part of your Prosper Leader membership is to, you know, go on in and take advantage
of all the courses that I've created, and of course I always put these replays in there.
So when you go on in there, and you should be a membership that has full, as a Prosper
Leader member, you have access to everything in there.
So what Kate is talking about is falling here in the sales and marketing masterclasses.
This is very important as we're talking about revving up your revenue.
So there's both the, I don't remember, it's two or three hours, successful sales conversation.
I recommend honestly listening to this every single quarter, get a refresh, listen over
and over to be confident.
Because number one, we've talked about as we're rubbing up your revenue, you've got
to be making offers, okay, backing up, you got to know your niche, you got to know their
now problem, and you got to build an irresistible offer around that now problem, right?
So if you're not sure about that, or you're releasing something new earlier, we were answering
Maggie's question about market research, and she's going to go out in person and do
market research to 50 people.
You're going to get the best market research one-on-one.
Back that up with, you can do Zoom, you can do questionnaires.
If you're doing a live Zoom, you can ask questions of your LinkedIn or your Facebook community.
The more you can ask just a few simple questions that they will answer, the more you can be
sure you're not just spinning in your head that you know your niche and you know what
is their now problem right now that you can solve.
When you know that, you begin to create different levels of offers.
So you want to have a free opt-in level that is super high value, thing that you know you
could charge for.
You could charge a lot that solves a real problem.
That's going to be your opt-in to get their email address.
I'm finding it again and again.
I was in a meeting last night, a man that had a massive, probably the most massive,
I've known him forever, we were really part of building an organization called Successful
Thinkers.
I'm telling you, he had probably the largest Facebook of anyone I've known, and they shut
him down.
And he's done.
He's done it all over again.
And you get one chance to appeal.
If they don't like your appeal, you're done.
And so you do not own your audience, your renting space on any social media.
You cannot rely on, I've seen when they change the algorithms, which they've done multiple
times.
So you must, must be sure that you get them to your email.
So your first offer is your free offer, okay?
Then you should have a low, really easy, irresistible to say yes to, okay?
Because there's a trust recession right now.
And then you've got your main offer that should be irresistible.
So I've said, if you're not making offers, you're not making sales, okay?
So you've got to have an irresistible offer.
Once you have that, and you're having the.
sales conversation, you must be confident in your sales conversation.
That's why I created this.
OK, been in sales more than four years.
So I'm telling you, this is gold and it's
heart centered, non slimy, Christian faith based.
OK, so make sure if you have it, listen,
this is a really good place to start and then there's an encore.
If you don't have a follow up system in place, then follow up the fortune.
And so these are really big foundational when you join and you're here.
OK, as we go from from that, OK,
we started talking about other questions for office hours and
the question came up on memberships.
How do you do memberships?
OK, a membership or otherwise known as a subscription basis, OK,
simply means that you have reoccurring revenue, you're you're offering
continuous value in some form, OK, memberships can take on.
Very low touch, which I don't recommend in this day of trust recession to very
high touch, which I recommend in this in this trust recession.
So a membership, you need to have a way to collect the income reoccurring.
Of course, you can set that up in Stripe.
Those of you that use Coach Accountable,
it's fabulous for setting that up because it can collect the money.
It can give you the reports
and you can assign what happens when they buy on Coach Accountable.
So at the same time as it collects the recurring income, of course,
it gives on screen, you know, thank you.
It gives an email. Thank you.
You can have it pop into a group.
So like you guys are all in the Prosper Leader membership group
in Coach Accountable, which is what I use.
OK, and so what that allows you to do is be able to deliver and communicate.
So now I'm jumping over to Coach Accountable,
which is the program I use for everything from, you know,
booking appointments to collecting, to delivering worksheets,
to creating groups, to you name it.
And so in here,
it will automatically when when they buy, it will automatically create a group.
And so I do that for all my master classes.
But you can see for you guys and you
experience this, you know, I've got this this this Prosper
membership group in Coach Accountable.
What that means is that with a lot of ease,
I can send you a metric or an action or a message which you'll get an email.
I can send you a worksheet and have it delivered automatically.
I can send you a file
so I can be offering to my membership
anything with ease and grace.
OK, now, obviously you can do that without having Coach Accountable.
It's just going to be a lot of manual work.
Like if you have stuff in your Google Drive and then you have email and you're
emailing everybody in a group and, you know, you can do a lot of manual
rigamarole, but here's the thing.
If they are active and and paying
because Coach Accountable is a subscription basis.
And if you don't already have Coach
Accountable and you want to try it, let me give you a link so you can try it
for free for a month, don't just jump in.
And that way you can see if you like it
and play with it and see all the possibilities.
And it's got lots of, you know, tutoring and everything to use it.
I have someone that will set the whole thing up for you that you can hire.
We did that, you know, if it's a massive
amount of work like, you know, Barbara, I don't even know.
She had like 200 courses or something crazy that needed to be uploaded into there.
And she just had so much automation.
But we automated everything from people
scheduling to people being billed to things being delivered to groups.
OK, so it's this is the beginning of the
answer to your question, Susan, about how to set up a membership.
So you if you have a place to hold them, that's that's ideal, in my opinion.
But if you don't, that's OK.
As long as you can collect the money
and you have a way of tracking all their lists and you want to do it manually.
So then you're deciding what are you offering in the membership?
OK, now you.
can gather in a Zoom.
You can gather in a Facebook group.
You can gather in any social media platform group.
So you need a gathering place.
You need a theme for that membership.
And you need a, what is your offering going to be?
What do they get if they're paying you reoccurring?
So you've seen it modeled in the Prosper Leader membership,
which I believe I very much over deliver because you've
got access to all my courses, some which
sold for over $4,000, and it's ever evolving.
You've got access to live coaching and masterminding.
You've got opportunity to network and create
the support there.
You've got office hours that I make myself available
to help you with whatever.
I mean, that's a very robust offer
that I could charge way more than $197 a month, way more.
But if it's just getting started,
then you could do a very light version to get the feel for it.
Could be $27, $47, $97, something that is an easy yes.
And I've seen it where it's very low touch, which
I've seen one that I'm even a member of.
It's just nice.
You get a new, very high quality template every single month
to move your business forward.
And you get something similar to office hours
so that you could be going over that and growing.
And I think that's only like $47 a month.
So it can be like that.
So let me see if I'm answering your question.
It's a deep topic to talk about having a membership.
What I love about a membership, especially in this season,
and as we have more and more AI, I
love a membership on two counts.
So obviously, you're probably going
to have some individual something as a coach,
individual one-on-one coaching, mentoring,
whatever that looks like.
That's your high ticket item because you can only
see one person in that hour.
And so you want to be very careful with your time.
And you want to make sure you're pricing that
and set a limit to it.
You've got to know your schedule.
I don't typically take more than 10.
It's a rare thing that I'll take more than 10 one-on-ones.
Of course, I work 3 and 1⁄2 days a week.
So already know how many spots you have.
And so that's limited.
So then what do you do for everyone else?
A membership or a group coaching of any form
allows you to scale infinitely.
You can have infinite number of people in your group.
And so whereas the one-on-one is very high-touch, personalized,
individualized, the group has a different set of benefits.
And it's what you're experiencing here
in the Prosper Leader membership,
that not only are you having access to me
on a regular basis and all of that coaching and wisdom,
but also the beauty is that you're
learning from each other, and you're networking,
and you're forming friendships, and you're
forming collaborations, and just like we did today,
talking about loans, learning from each other.
And so there is really that wonderful quality
of the mastermind quality of being
able to have everybody's mind on anything
that you're interested in if you create that space,
allowing relationships.
And so in an age of AI, AI is going
to save you 15 to 20 hours a week.
I mean, I'm looking at what you guys are already doing
after the last AI masterclass.
It's amazing.
So AI is going to really improve efficiency, productivity,
all of that.
But now what's missing?
What's the hole?
You're always looking for the gap.
What's the gap?
Human touch, heart, compassion, relationship.
Can't get that with AI.
I mean, you can hug a robot, and I
know you can date a robot now and all of that,
but I don't think that's most of our thing, OK?
So having that blend, not everybody
can afford your one-on-one.
And you should be really charging a lot for your one-on-one
because it's your time.
It can never be replaced again.
And you can only see one person in that half an hour hour,
right?
So that should be high ticket, OK?
So what about the people that can't do that?
that or don't want to do that.
So your mastermind, your group coaching, your membership,
whatever you want that to look like, offers that experience.
Does that answer your question, Susan?
It does on some levels.
I think something we talked about when we were talking
about going out in person to do these interviews with people
doing a survey of some kind, strikes me
as a good way to try to pull together that membership.
Because you have to market it.
You still have to market it.
And to find the way to do that is, you know.
Yes.
And those 50 people that you go out and meet,
like Maggie's about to do, you just
created a relationship with 50 people.
That's a base.
And you're able to say, I'm thinking about offering this.
What would be really important to you when it comes to this?
What's the biggest struggle you have
that you wish you could have a community help with, right?
If you were part of a community, and this
is where you could ask, if you were part of a community, what
would be most important?
Masterminding, relationships, coaching, learning materials.
And they can check as many as they want.
Or ideally, you could rank it.
Rank this from, put five things that you might have.
And rank these from one to five in their order of importance
for you, like those things that I just listed.
So if you get a bunch of people that number one
was masterminding, well, I would start a mastermind.
And then you could have deeper questions about that.
So like I said, now you're not operating in a vacuum.
Most of everything that I offer came out
of my clients' experiences and needs and desires.
And then when I see the fruit from it, I know to do more.
And I started to say this earlier,
like when Kate was giving the testimonial about listening
to the successful sales conversation,
how she feels equipped to go to her sales presentation,
people will often give you a really quick,
they won't think anything of it, but they'll say,
I did your such and such.
And it really helped me with such and such.
So two days ago on Tuesday, I was up the hill.
I go up there and do Pilates.
And then I met up in Auburn, I met a girlfriend afterwards
or a smoothie.
So she said, you won't believe, she
did my whole Your Expansion formula series
that I just finished.
And she says, you won't believe what
I did after your series.
And she said, I have my desk.
I have not cleared it for a very long time.
It's piled.
She says, I call it my dirty little secret.
And she says, I cleared the whole thing.
And my file cabinets, and I got my taxes
done as a result of attending Your Expansion formula.
And OK, what you want to do is in your heart,
you're like, thank you, that's such great validation.
But always at that moment, if you're on Zoom,
I happen to be live, I say, can I interview you?
Can I get a recording of that?
Would you be willing to share that to help other people?
And she said, sure.
So those of you that saw Facebook or LinkedIn
yesterday, it's the video of that very testimony.
And so I tell you that because also in this trust recession,
more than anything that you can say, what your clients say
are more important.
Make your clients the hero.
And so anytime you can showcase their success.
And it helps them to be seen and known if you can,
if you can give a plug for them.
She's a realtor.
I made the plug in there that she's a brilliant realtor.
Anything that you can do that way, but stop and do a Zoom.
Stop, record it.
If you have your phone, hold up, do a recording.
If they're not comfortable doing that,
then just take the audio portion of that
and ask them if you can use the audio.
If they're not comfortable with that,
take the transcript of it and ask them
if they're comfortable with the transcript.
Some people don't like a camera in their face.
But if they don't mind and you make it easy for them,
you say, I'm just going to ask you a couple of questions.
You don't have to think about anything.
Are you willing?
And they say, yes.
You want to have a collection of testimonies.
So go back, Susan.
Yeah.
us going out and getting feedback. Other questions that
you have about membership?
Oh, I don't really it's not so much that I have questions. I
have homework to do. Okay. You know, it's the what am I
offering? And what are my beginning? You know, if I start
something, it's very low, low end, easy to offer to bring
people in and get to know them. What is that? Yeah, look like
so I have that work to do to before I do that.
Excellent. Excellent. So, um, you also, once you're, you're
very clear, as best as you can be on your niche. Okay. You also
can tap into the collective by asking AI. This is my niche. I'm
thinking about offering something that is really they
would really want, what are the current problems and struggles
that that niche is, is experiencing? Okay, and so you
can also I want you doing it real, you know, belly to belly
with people that you know, and then see if what comes up on
chat GPT. Now, once it tells you that if it matches, okay, then
you can use chat GPT as a, as a creative kind of brainstorm
partner. Okay. And that you can say, give me 10 of the top
things that you would offer to this niche that's having these
problems. And then see which one just like rings in your heart,
pray, ask the Holy Spirit to direct and give you wisdom. But
what really resonates, that would be absolutely fun. Now, if
God has already been telling you something, act on that the
things that you already know that your intuition and even
when it doesn't sound fun, and it and it feels hard, it will be
the most rewarding. Most of you know, that even this prosper
leader membership came from a series of me being willing to
do and obey things that in my mind, maybe felt hard and
tiring. Okay. And so I've shared with you the story that in 2019,
the Holy Spirit started giving me nudges to do an event, a live
event by women for women. And I really resisted. I've done
events for decades, there are a lot of money, a lot of work, a
lot of everything, and I really resisted. But it's that thing
that never leaves you alone. If you've got something like that,
that God is just nudging, and it just keeps coming up and coming
up. And I, I know, I've got enough experience with God to
say, I have to obey whether I like it or not. This is
non-negotiable. So I proceeded with it. Well, you don't know
what you don't know. I did in 20 January of 2020, doing the
women like me event. And we brought together so many women's
organizations, and God gave me a model. And the model that he
showed me was that the platform would be a place where women
could share their gifts with the audience, the audience would be
blessed, God would be glorified, and they would be catapulted
from that, from that platform forward. And so I did not know,
none of us could have known that just two months later, we'd be
in lockdown. And out of that event came my website, Prosper
TV, which was the same model, the Prosper Leader membership,
it came out of that. Okay, so every little obedience that you
walk forward, you're going to have more information first from
the Holy Spirit, second from what people need, that you
become that vessel to serve those needs. So I wouldn't get
analysis paralysis waiting forever to start something, it's
better to do a little groundwork, but start, it will
evolve as you go. Okay. Most of you know, I did not start to be
a business coach. Yes, I have massive business and marketing
experience. But I didn't even have that in my head. In 2012,
when I started prosper and all things, my passion is equipping
women to prosper in all things, right, physically, spiritually,
emotionally, relational, never thought. And yet, my client,
which is, you know, female Christian entrepreneurs. Yes,
they wanted that total soul prosperity. But they were like,
Can you help me get a client? Can you help me get a lead? Can
you help me build?
like business, like how do you do this? What the heck is it?
And you know, and so I needed to serve my ideal client. And so I
became business and success coach, I never started to do
that. So the market will drive a lot of what you do, but you'll
only know that if you're in motion. So start with what you
know, serve big, love big, listen big, and the market will
drive to what they really need. They will give you the ideas
they will give you. Is that helpful?
Okay, I have another question that what is Prosper TV? I you
talked about it a couple of times I'm not aware of exactly.
Yeah, so it's it's similar. So the same thing that came from
women like me, where there was a platform that a woman could
share her gifts with the audience, okay, and the audience
would be completely blessed, God would be glorified, and she
would be catapulted. When we could not have any live events,
God started speaking to me about Prosper TV. And then he
miraculously provided for it, because one of the people that
attended the women like me was Cindy, you've all met Cindy, my
web designer, some of your web designer. And of course, she
didn't have a website business, she didn't have any business
when she came to that event. And I ended up coaching her to
launch a business and build that successful web design business
that she has. And so the first thing she did is she went
looking for this is just such a God story, she went looking for
a little office, she was picturing like a closet that she
could do her website work, right, some screen work. And
she drives by this building, this is our God, she drives by
this building in El Dorado Hills, and it's got the big palm
trees and the fountains, and it's just stunning. And El
Dorado Hills, if you don't know Sacramento area, it's one of the
more elite neighborhoods, one of the more elite business parks
is where I have my business. So she parks in front of that, she
says, to God, that's where I'd like to have my business. And so
she ends up doing research. It turns out that that was a
Christian university. So she meets the chancellor, it turns
out they had office space, they wanted to rent rent out to
Christian entrepreneurs. So it turns out she rented that
office space. And so we're celebrating that miracle. At the
same time, I'm taking a shower and God says, Prosper TV is now
pull it down. Like, okay, so I'm talking to Cindy about these
miracles. And, and I said, pray about Prosper TV, I think I'm
supposed to start my show now. And I get a call two hours
later, she says, you'll never believe part of this office
complex down below our full television studios, and one of
the finest producers, you need to come and meet the producer.
And so the next thing I know, I'm meeting the producer who's
from England. And that has an amazing history and amazing
story. And so we began filming Prosper TV there. And so right
now Prosper TV is done solely on the internet. You go in the
Prosper leader membership, you can watch any of the shows. And
so we've just done it that way so far. Cool. Thank you. Thank
you. I love those God. You're right. We have a great God. He
pulls the most amazing miracles out of a hat.
It's it's so it's when you're in that flow, you know that you
know that you know, right. So here, she says, Come and meet
the Chancellor. So I come to meet the Chancellor. And then
the producer happens to be coming in at that moment,
walking by. And he says, Here, you guys need to meet and he
disappears to his office. I'm sitting in front of the
producer. And I'm not even stopping to think for a moment
that the producer wasn't there to talk to me. And I'm just
like, so I want this movie. I want this television show. And
it's by women. And it's for women. And it's for Christian
women. And I want it to be a comedy. And I'm like, just and
he's just looking at me like, Who are you? And why are you
talking to me? Do we do we know each other, you know, it turns
out he had been pulled from England by if you know, Bethel,
the large church Bethel in Reading, that's very famous to
start Bethel TV. Okay, he had started Bethel TV. And the team
that he raised up for Bethel TV, catch this was the same film
crew that film my entire coach certification program. Oh, wow.
You see, it's just God just keeps bringing it around and
around. And this is what
by, you know, if I'm going to wrap up this call with anything, everything that you're
doing, it's from God, it's for God, you know, surrender it to him, seek wisdom above everything
else.
Seek God's Holy Spirit to show you our mind is nothing apart from God, but our mind connected
to the mind of Christ has infinite possibilities, infinite potential.
So whatever idea you have, that's the first place you go, right?
Same for you, Maggie, right?
First place you go, Lord, this is what I'm thinking.
If you have practiced journaling with God, that's one of my favorite, write out your
questions to God in one color of pen, get the answers from God in another, and just
let that marinate, let it soak, let God start bringing you divine appointments out of the
woodwork, right?
Be willing to serve, give, give, give, right?
And just watch what God does.
This whole thing started, Cindy attended Women Like Me, Cindy was a mom, she didn't have
a business, she was, I remember her going to five stores to save $5 kind of mom, and
was not using her creativity of her gifts at all.
She put her little raffle ticket, only thing I offered that day, God told me not to sell,
not to promote, only thing I offered was a raffle, she won the raffle prize for free
coaching from me.
Who would know that that free coaching would lead to her starting her web design business,
would lead to her building my, all the websites and landing pages that you see, would, it
just, it's gone on and on how we co-labor and just what we do together.
So that's what God does, right?
It's win, win, win, win, win.
So I hope that inspires you as well, and I just want each one of you to know how much
I appreciate you loving your journey, loving coming alongside of you, loving the way you
are partnering with each other.
And I know I only have just a couple minutes, I've got a client straight up on the hour,
but Tracy, I haven't heard anything from you.
Any questions, comments, anything?
You're muted, and you're having trouble un-muting, I see.
Let me see if it will let me know, all I can do is ask you to unmute, but you have
to do it.
So, okay.
There we go.
There you go.
I'm on my phone instead of my desktop, and it's like, I'm not finding it on my phone
screen.
Hey, no, I'm just finishing my challenge, and I'm kind of in the, okay, post-challenge
following up and looking for what the next step is.
I've been doing more on LinkedIn, I feel like that's where I can just really kind of build
that up and get much more active on LinkedIn.
So that's where I am right now, and I appreciate, Susan, this question so much about membership,
because it's something I've been considering too, and that may be in 2025.
Beautiful.
Yep.
This is the season to lay the foundation for what you want in 2025, so it's beautiful.
So same thing that we've been talking about, do the legwork, talk to a lot of people, see
what they need, lots of prayer, go to chat GPT, see what you can learn, lay the foundation
for what that looks like, and as far as the launch, because of the trust recession right
now, you want to repeat those every six, maximum eight weeks, and the follow-up is
where the fortune is right now, some will join, but what we're finding is often they're
attending two or three launches before they join with you.
I told you, they're needing to consume hours and hours of your content, they're needing
to interact with you on various platforms, any low offers that also let them experience
you, that's where the opt-in that I talked about comes in, low ticket type things that
they can experience you, but just remember, don't like spurt, don't, and then totally
stop and try to get it back going again, and then totally stop, don't work in that way,
consistency creates momentum, and that's what we need in this trust recession is consistency,
and so you're always either in pre-
be, or during, or post launch period. There is no end. But
it's not, it's not meant to be hard. It's not meant to be, you
know, grueling. And that's the reason I tell you this is, like
anything good in your life, fitness, your relationship, your
relationship with God in your spiritual life, there is no
beginning, middle and end, it should be continuous, right?
Even an hour a day changes everything, right? And so, and
so the key is that your mind is on it, your mind is investing in
your relationships, right? And your mind is investing in your
spiritual life, in your health, right? And so looking at that,
that this is an important, important part of serving your
clients is the way they can taste of your value, it's the
way they can interact with you, it's going to grow your list,
it's going to give you a lot of phone calls to get to know them,
which is also market research so that you can better serve next
time, it's going to grow your skills that you get better and
better. So remember, perspective is everything. How are you
looking at this? And are you looking at it as just drudgery?
Or are you looking at it as an incredible gift from God, the
privilege of the platform, right? And so how you your
perspective of it is going to change. It's like I had a
conversation a couple days ago, and she says, Well, it's just,
it's just work. It's w o r k. And, and yeah, if it wasn't for
money, I wouldn't do it. And I said, working for money is the
worst reason in the world to work and expense of your life,
find something that you absolutely love that you can
release your gifts and share and partner with God. And, you know,
I've shared with all of you that, you know, it's the same
word in the Bible in Hebrew, for work, for worship for serve. And
so keep that perspective and then and then and then it won't
feel tiresome or hard or anything. And then bring bring
bring team even interns to help you with some of the tedious
things use chat GPT for some of the tedious things you focus on
releasing your gifts and serving. All right, ladies. Love
you so much. I gotta go. Thank you.