There it is, it's live.
Good morning.
Welcome to Office Hours.
Of course, we meet, it's a benefit of being a Prosper Leader member, and I love these
office hours.
It's such an intimate time of working on what matters to you.
So we were having a pre-conversation, as we usually do before I start recording, and just
seeing where everybody's at, and I want to start, I love celebrating wins, and I want
to start celebrating a couple of you that I have watched really make some huge leaps
in how you're showing up, in who you are, in mastering your craft, improving your craft.
You have, you've taken action, you've implemented feedback, and that really puts you in the
top couple percent in this industry.
So a couple things, I want to celebrate Karen on two counts, and one is she's doing the
job, she is segmenting her list, and I'm going to talk about that today, super important
in this season.
But she's in there doing it, and she was sharing, she feels behind, and I'm like, you segmenting
your list puts you in the top, I would say for sure, three percent and maybe higher of
all coaches and consultants, because people are not doing this, and it's becoming more
and more important.
So first of all, you hunkered down, you took feedback, and you're doing it.
So I want to celebrate that.
Second of all, she took feedback on her website, and what an improvement.
So I want to just showcase her really quick, and let you just see her beautiful website.
So look at this, and let me go back to the top, okay, and move your pictures around so
I can see everything here.
So what I really love is that first of all, she's showing up, and that's so her.
When you look at Karen right there, is that not just Karen?
I love the glasses down just a little bit, I love your smile.
So you know what, they're getting to see you, and connect with you, and you are the product
with what you're doing right now.
You are the one they're building a relationship with.
And I love, what she does is very clear, transformational recovery guide.
So it's really important that people shouldn't have to try to figure out, and then I love
that you pull in, you say this often, but it's so powerful what distinguishes you.
Recovery doesn't end when you put down the bottle.
That's where the real work begins.
A lot of people are going to be nodding, and that's what you want, is an internal nod,
right?
And then you're calling them out.
If you've been sober for a while, but you still feel emotional stuck, spiritually disconnected,
quietly overwhelmed, you see, you're calling them out.
The people that are going to keep going, and they're going to keep reading, they fit these
categories.
And that's what we're talking about today, is you don't want to be talking to everyone.
You want to be talking to people that need, desire, can afford, are ready for what you
offer so that you're not spinning your wheel.
So you're calling them out right away.
And there's a call to action right above.
I'd love to see this be a really powerful lead magnet on this subject.
Something about how to feel less emotionally stuck, or how to feel less spiritually disconnected.
Something you just called me in, give me value right now.
Because scheduling a call with you is a bigger step.
People feel scared.
I do want you to have a schedule button, but probably not right here.
It could be the next fold.
And instead, let's make sure we get emails so that nobody visits the website and leaves,
and we don't know about it.
And let's add value immediately.
So above the fold, whatever you're calling them out about, then right away make it so
naturally.
So yeah, I have been emotionally stuck, spiritually disconnected and overwhelmed, and I'm just
making up something, but it could be the, you know, spiritually reconnect and end overwhelm
five part video series or checklist or whatever, ebook, right?
You're so good at creating things, okay?
It doesn't have to be complicated, but it needs to relate to what you say.
Let me, that's what's called a micro commitment.
You want two things.
Number one, you want to add value immediately, okay?
So that they feel like, wow, she gets me and she's helping me right away.
And you want to have them get on your list so that you can be with them ongoing, right?
And you're getting a little micro commitment.
They clicked.
It's the first yes.
You see how that works?
So this is beautiful.
It's very elegant.
It's very clean space.
Like the last thing they need is stress coming out of what they've come out of, you know?
And so I love all the white space.
I love the tranquil colors.
And of course you use the questions that we go through.
Do you feel, have you, are you ready?
I love how you built that across there.
So it's not overwhelming and you just pull them in and there's the nodding yes.
And then here's another great picture of you.
And people go, well, why do I have to have all these pictures of me?
Look, I don't like having a lot of pictures of myself.
I'm not a fan of having to take them or put them out there.
But if you look at the studies, and the studies go all the way back to when television first
started, like any of you that have been around when there was like only three channels of
TV, right?
And what they found, and you can experience this now, it's much more, you know, Netflix
or Prime series and all these things.
But how many of you watch a show or watch a series and you feel like you know one of
the characters in the movie?
How many of you just like, you feel like you know him, like if something happens to him,
you cry with him and you get angry.
Any of you feel that?
Okay.
That's not even the actor.
That's a character.
In this case, this is really you.
But what we know is this continue exposure of seeing and seeing and seeing people feel
connected.
They feel they know you, they feel part of your life.
And so they know I can trust you.
Does that make sense?
And so that's why we do this.
So anyway, I love Beautiful.
I love that you have a quiz.
That's fabulous.
And maybe that's the early thing.
Maybe we move that up first.
I don't know.
And then from the results of that, that also segments.
If you're wise with the quiz, you can create some tags, you see, and then you'll be speaking
to them even more specifically.
Okay, so beautiful, beautiful job.
Want to congratulate you on that.
Also want to yeah, everybody give her a give her a snap.
Okay, love that.
Also, I want to congratulate Charla.
And Charla entered into a speech competition and helping people with their talks.
That's something I've done 30 years.
I love helping people improve their talks.
And so Charla was on it.
We talked for a week there.
We talked just about every day for for a few minutes and kept up leveling and up leveling
and up leveling and up leveling her talk.
And it just changed so dramatically from the time we started talking to the end.
Now, she missed a little rule, it wasn't supposed to be edited, and she did edit it.
So she got disqualified, which I know, you know, can feel super disappointing.
But I want to look at the bright side of that.
And the bright side is number one, you did it.
The second is that you learned and you grew and I want you to success stack, right, build
on your successes, and and use that talk or like talks and get out there and start doing
talks like crazy, right.
And third, is that they gave her feedback and said she was one of the best, if not the
best.
I mean, you really did win just hearing that you won, right?
So let's give Charla a snap.
She did it like it was a risk for her to reach out and enter into something like this and,
and man, she had to work hard.
She rerecorded that. I don't know how many times, Charlotte, did you rerecord it. I know I was involved in at least five or six times, right?
Can you hear me?
Yeah, yeah.
I was like, not enough, because if I had done it enough, I wouldn't have edited it. I would have just made it under five minutes. But yeah, no, thank you for that very much.
Yeah, no, but I, you know, so I really want to, I love, you know, the purpose of this community is to glean from each other's lessons, glean from each other's successes, support each other.
And so I had to congratulate you guys for doing that.
So, all right. If you have questions and you want to talk about stuff, of course, raise your hand. There's a virtual hand below. And in the meantime, I want to continue the conversation that we have been having.
And that has to do with personalizing. When everybody goes to the right, go to the left. That's been my success strategy, right? So, right now, there's lots of noise, right? And just lots of words, like people are bombarded with words.
And so, like I was saying before the call right now, less is more and being very personal and being very specific, very strategic right now. And so there's three things that are going to really distinguish you and get you more sales.
Okay. And it all is around this whole subject of personalization. So, first thing is that you need to be making connections, real human to human connections.
If you're not having sales, if your number of clients is not growing, the first question I'm going to ask you is, how many people are you connecting with every day? Are you doing your miracle morning? Are you talking to new people by text, by DM, getting on the phone, by email? Are you genuinely making human connections?
So, think about it. If everything's AI, when things go really high-tech, I go high-touch. When everybody's going really high-touch, I go high-tech. Okay? Right now, everybody's going high-tech. And what's the sentiment out there? I don't even know if it's even you.
When people send me stuff in DM, are you a bot? I'll ask this question a lot all the time. Are you a real person? Are you a VA? Who am I really talking to? Right? We don't trust anymore. We can put out a talking head and a voice, and it's not even that person. I mean, we know everything going on with AI.
So, at this moment, people are not feeling heard. So, what's the greatest gift you can give if you want to connect? What's the greatest? Let me ask you. Put it. Let me make sure I got the chat. Where's the chat? Let me grab the chat. Okay. Put in the chat. What could be one of the greatest gifts you can give to people right now? Put it in the chat.
What's one of the greatest gifts you could give them in this season? You want to stand out? Anybody put anything in there? Okay.
Mine is only letting me message your note taker.
You can't chat?
I just do it just with the note taker. Let me see what I can do here.
Huh. Okay.
Oh, never mind. Okay. I think I found out what the deal is.
Okay. I see. Can I see? Okay. And so, yeah, I'm looking at your comments. Karen said segmenting is so boring, laugh out loud, but so important. Yes. Yes. Any of you get sales calls or messages, and it's so off the mark.
They call you the wrong name, or they're offering you something that you have absolutely zero interest in, or they're, you know what I'm saying? Like, like, we hate that. So not only is it so important, but also this is about you're investing some time right now.
But the amount of time you're going to save, do you want to have to talk to 1000 people?
like to find one? Or do you want to talk to the exact right people and exactly serve them and
give them what they need? So it's about saving your time. It's about being effective with your
time. Okay. And okay. Greatest gift, eBooks and time to chat with me. People need someone to
listen to. Bingo. And Tracy put hearing them. Bingo. The greatest gift you can give right now
is listening. People are not heard. They're not acknowledged. They're not recognized. They feel
not seen. They feel like objects. And so someone that genuinely listens. And you know, I've shared
this with you throughout any time I've ever talked to you. It was always my greatest strategy over
the last 30 years. I would listen and ask questions 75, 80, even 90% of the conversation.
And then in 10%, you can just be so specific in meeting that need. Okay. So, so number one,
I want you to ask, are you diligently leads or seeds? We talked about that. And only those that
are nurtured grow. We talked about that on the last call. Are you making genuine connections
every day and then adding them to your list segmenting? If you're not connecting, if you
have no seeds, you cannot have a harvest. If you're not talking to people, you cannot have sales.
Some of you are still saying, I need to make more money. I need more clients. And I say,
how many people did you talk to today? How about this week? Instead, we get into all of these
procrastination avoidance. Like I redesigned this and I redesigned that and I wrote this and I
created a new and all that's wonderful. You're all creative and that's beautiful. But if you're
not connecting with people, what for? So the first question is, are you connecting? Then
when we're talking about asking questions, be very strategic in your questions.
If you don't know who you're talking to, if you don't know if they even like ice cream
and what their favorite flavor is, and you just serve everybody vanilla,
they may be lactose intolerant. They may not like ice cream. I'm not a big ice cream person.
You're not going to impress me if you bring me an ice cream. It's not interesting to me. First of
all, I don't eat dairy. So you'd have to find a dairy-less one. And second, I don't want a lot
of sugar. If you didn't know that about me and you go, look, I just brought you a great big hot fudge
sundae, you're not touching me. And this is what everybody's doing with their marketing. Look,
I just brought you this offer. I just brought you this. And that person, that's not what they want
and what they need. I was watching, I like reality shows sometimes. And so I was watching like
Married at First Sight. And she had asked early on what his favorite ice cream was. And then when
they were on the honeymoon, she showed up and she brought specific and he was so shocked. You
remembered my favorite ice cream. Like, yeah, she asked and she listened. And then you make notes
on your list or in your CRM. Because one of the most powerful things when you come back is to say,
hey, last time we talked, I remembered you said you were, and you comment on that. And it could
be personal. If your daughter was getting married or somebody was graduating, but it also can be in
your business. You were writing your book. You were starting a program. You had joined a coaching
program. The fact that you remember will speak so much. And so in asking the questions,
you can do several, several things. And I have shared this with you guys many,
many times, but I'm just going to make sure that you've seen it and you thought about it
in your portal. In your portal is under files. If you go under files, so let me just pretend I'm
one of you and just come in. So let's pretend I'm Charla. She's usually top on the list. Okay. So
I'm Charla and I'm in her file and I go down to files.
And in the files, there's tools and templates.
That's where you can have your list, your top 1,000.
I'm going to put some more things in there.
But this is so important, this sales mountain.
You should tack it up.
You should live by it.
You should understand it.
This was written by Eric Loftholm, who's
one of the top sales coaches in the world.
He and I, when I was founder of a network marketing company,
I hired him to teach my distributors.
He and I have created programs together.
We've shared stages.
And it's just a great way to remember the process.
And everything starts with lead generation.
Leads are seeds.
If you are not building leads, if you're not
having your miracle moment, you haven't even
started up the mountain to getting clients.
And in some cases, from the lead,
you can go straight to an appointment.
But let's assume even that we, that'll be a goal.
But even if it's not setting an appointment yet,
just within social media, for example, within LinkedIn,
within Facebook, the first strategy
is to build trust and rapport that they know,
like, and trust you.
Well, what's the best way to build trust and rapport?
Asking questions and listening.
Finding things in common.
Asking about them.
Genuinely caring.
Listening.
The other thing that happens in asking questions,
not only getting trust and rapport,
but identifying customer needs.
In other words, having qualifying questions.
Finding out what do, what are they
working on right now?
What do they desire?
What are they struggling with?
What's been their past experience working with a coach
or working in recovery or working with a graphic artist
or working with whatever it is that you do?
Those questions are going to help you qualify.
If they've already invested in the past working with a coach,
they're going to invest again in the future, I promise.
So that's the first thing.
But what worked?
What did they love?
What didn't work?
What left a bad taste in their mouth?
What scares them?
What keeps them from investing from a bad experience?
If you know that, and most important,
what matters to them right now?
Don't go on your spiel and tell them the 50 million things
that you do.
I have coach certification program.
I'm not talking about that to 90%.
That's not where they're at right now.
Where are they at?
They're trying to get sales.
I'm probably talking to them about an intensive
or I'm talking to them about joining Prosper Leader
membership and getting this kind of training, right?
Because I know what's important to them.
And in the process, you're also going
to find out where they're at.
If you ask questions, open-ended questions,
they'll tell you everything.
And they'll say, yeah, I worked with a coach in the past,
but now my husband lost his job
and we're really struggling financially.
Okay, you know where they're at.
What do you need to do?
Help them get a win, help them get sales first,
and then they'll come back and work with you.
Help them enter into your lower ticket program
to get some wins with you, right?
So the only way you're going to know all of this
is asking questions.
But what happens?
Most people usually go 100 miles an hour.
They go straight from lead generation
into sharing the benefits.
Let me tell you about my product.
You know, Charla, did you find out?
Are they already taking omegas?
What do they like about their current product?
What do they don't like?
Before you start telling them about omegas,
are they even interested in nutrition?
Do they supplement, right?
These are the questions we're not asking.
Have they ever worked with a coach?
Have they considered working with a coach?
Oh, the last two just burned them
and they lost thousands of dollars.
Don't jump in with your high ticket program.
Start adding value immediately
and get where they can.
I got to just stop this for a second
and go let Natalie in here.
There we go.
I think I let you in, sister.
I didn't realize you were in the waiting room there.
Welcome, welcome.
Okay, so this idea of...
making... Can anybody see if Natalie got in? Yeah, there she is. I see her. Okay,
sorry for keeping you in the waiting room. I was really engaged here.
All right, so the key is making these genuine connections in a time when everybody is so
disconnected, so dysregulated, so impersonal, so high-tech. You can show up differently
and make genuine connections. But you can't connect with everyone. You can't waste a ton
of time. You've got to be strategic with your time. So very quickly, you need to qualify.
Do they want and need what you offer? Can they afford it? And that's going to happen
by asking questions. And this asking questions and listening, you're going to be building
trust and rapport. And Natalie, this is in the files, so you've seen this before,
but I'm just pulling it up as a reminder, okay, because we've been talking about it.
And so you slow down to speed up. And you're coming from this heart-centered approach
of serving. Jesus said the greatest leaders are the greatest servants.
Are you showing up serving? Well, the greatest way to serve is number one, understand their needs.
What's important to them right now? And then give before you ask.
Give before you ask. And help them create a win in an area that matters to them.
And when you do make an invite or an offer, make sure it's so specific to where they are right now
with what they desire right now, with where they are financially, where they are mentally,
where they are, you know, there's so much going on right now. People have a lot of sick people
in their life, right? People are having financial crunches. You have to know what really matters to
them. And you'll only know that if number one, you connect, number two, you qualify.
You're asking lots of questions, and it doesn't have to be a lot. It can be three questions,
five questions. You know, I just did a little list build for Total Soul Prosperity. You probably saw
I'm doing a Total Soul Prosperity reset. And it's very simple. It's seven days. I'm going to send
seven incredibly high value emails to help people have a reset. Here we are. We're finishing the
first half of the year, and already many people are exhausted, discouraged, you know, dismayed,
whatever. And let's have a reset to finish 2025 and go into 2026, right? So a very simple,
free offer to join a curated VIP list, okay? This is a way of getting people to raise their hand,
okay? So at the very minimal segmentation that you're doing, the minimal segmentation
should be hot, warm, cold, at minimum. You should know everybody on your list as you get to know
them. Hot, they have been asking you buying questions. They showed up. They responded.
They raised their hand. And they deserve a phone call. They deserve an invitation. They deserve
follow-up, right? Warm, that they showed an interest. They liked. They engaged. They commented
on your social media. They're in your ecosystem. They attended an event. And they need nurture
so that very quickly you can find what they need and serve and move them to the hot.
Cold, you're going to try to reactivate them. And if they don't, you're going to move them into a
different list, offer them something different, totally different, okay? But you don't have to
spend a ton of time on the cold. There's plenty of hot and warm. Work with those people that are ready.
So number one, daily heart-centered connections. You're committed to doing this every single day.
Those of you that tell me you don't have sales or you're not growing your income,
first question I'm going to ask, how many people have you talked to? I want to know.
If you're not talking to people, it's not happening. Number two, how well do you know them?
How well do you know them? Do you know what they need? Do you know what matters to them right now?
Do you know what's important to them right now? Do you know what their challenge is?
Do you know what their past experience was?
you know, in the case of Karen,
what's their past experience with recovery programs?
Have they ever worked with a recovery guide or coach
or transformational coach, right?
Do they need support?
Where are they struggling in their recovery?
Where do they wish they were going?
You've got to know these things, right?
And so then the tags can be
what you see they'd be best fit for.
So it might be for women in the rooms,
best fit, invite them there.
It might be to attend an event, okay?
It might be for one-on-one, high-end coaching.
And so when you segment by using tags,
you can be very specific in your offers
to people that really want that.
And that's what's going to separate you.
That's what's going to have you hit the mark, okay?
So pop in the question in the comments.
Any questions about connecting?
Do you know how to do that?
About qualifying, do you know what type of questions
do you ask?
Do you know how to carry the conversation on DMs?
About segmenting, any questions about that?
Because that's where it's at right now.
Personalization in this AI impersonal,
over-stimulated world.
If you can slow down and listen,
you're going to go so far, so, so far.
So love to hear from you.
Questions, comments, ahas.
What are you hearing from what I'm sharing?
This, I'm just so much more comfortable with this idea
because so much of marketing in the past is like,
you know, you got to have the biggest list.
You got to make all the connections.
You have to have the most followers.
And it's like just spread everything out.
It's such a good point.
I want to pause on that.
You can build an army with a small list.
Now, I've always, again, I've been contrarian, okay?
I was a distributor
with a Canadian network marketing company, okay?
Before I owned my own company.
And I made it to the very top level.
I had all the diamond pins all the way around.
I was on the stage.
I reached the very top level in that company.
I had probably the,
I was making one of the highest incomes in the company.
And I had probably the smallest number of people
because I didn't believe in just plowing through
and dumping through a bunch of people.
And it's still that way.
You can so comfortably get to six figures
as a solopreneur with a very small list.
Whereas most coaches will talk
about having a list of 100,000.
I don't have 100,000.
I don't.
I don't even have tens of thousands on my list.
But I have a huge open rate,
usually close to 40%.
I have a huge response rate and a huge buy rate,
a huge show up rate, show up every day of a launch rate.
So you don't need a ton of people.
You need genuine connections.
Now, that's not to say you get five or 10 people
and get the hovering effect
where you just hover over the same people
and bug the crap out of them.
That's not the idea either, right?
Go ahead.
What else?
It's making you feel comfortable.
What else did you want to say?
Oh, I just, just the connection part of it.
Because this is,
marketing is something I had no experience with.
And I knew, I'm known for like the last couple of years,
like, okay, this is what I need to learn.
And so much of what I hear is so much of the other,
you know, it's just things I'm not comfortable with.
And this is like, yes, this is how I want to do this.
I want the one-on-one.
I want to feel on some level,
like everybody I'm working with is a friend on some level.
And so this, this just really sits well.
Yeah, and that, you know,
that is such a good feeling, Tracy.
I can tell you that I don't have any clients
that I don't like.
First of all, I don't believe in working
with something I don't enjoy, right?
I love my clients and I believe they love me.
And I consider them as friends.
And do you know, I actually have that kind of relationship.
I have clients come and stay with me
and go salsa dancing with me.
I, you know, we go out to eat.
So a hundred percent is building that connection.
The other thing in what you said
that I want to be sure that I say,
first of all,
all, many people that are teaching in the online guru space, they're just regurgitating stuff that
they heard that their coach, that that coach's coach, that that coach's coach, and most of it
is 10 years old. It absolutely is not working. Ten years ago, marketing was all you needed.
Dump a bunch of money in advertising, create a funnel. Today, that's absolutely not working
unless you got hundreds of thousands to invest in advertising and so on. That's not where it's
at right now. And you have to know the difference between marketing and sales. In this season,
it's about sales, which is exactly what I'm teaching you. One-on-one connection,
creating rapport, asking questions, listening, identifying needs, making an offer that is very
specific to that need, and then staying with that offer while you work through objections.
Well, however many touches and follow-ups it takes, you stay with them. And while you're
staying with them, you're continuously adding value, even when they're not paying you.
You're thinking of a resource that'll bless them. You're thinking of a launch or a masterclass that
will help them. You're thinking of an article. You're serving them. And that's where it's at
right now. So awesome. I'm glad that you're getting that. It's so huge. And it's what's
really working right now. So that's fabulous. Thank you for sharing. Okay. Who else?
Who else? What are you getting from this?
How about a quick application? All of you that turned your camera off and everything, come back.
And popcorn style. One thing you got from this call that you're going to do, that you're going,
because knowledge without application, it's not going to happen. Okay? So what's the one thing
that you gleaned from this call that you're going to do differently, starting right away,
right now? Segment my list. Okay. Beautiful. I've been just treating it as one big thing,
and that's got to change. And it's not. It's not one big thing. And it's so important.
Who's in your list? Do you know them? What do they want right now? What do they need right now?
What are they struggling with right now? Like, wow, wow, wow. Start connecting,
reconnecting with your list. Okay. You have an event today. Awesome, Karen.
Awesome, awesome. Beautiful. Okay. Anyone else? What are you going to apply?
Your list is becoming more human. Yes. Yes, Karen, they are humans. And so are the DMs on social
media. They're human beings with real pain. They bleed blood, red blood. Yes. When you start
humanizing, man, things are going to change. I love that you said that. Who else? What are you
going to apply? Talk to me. Talk to me. Talk to me. Natalie, Bev. Let's see. Karen spoke up. Tracy
spoke up. Charla. I know you're driving, Charla, but speak up. What's one thing you're going to
apply today? You showed up here because you want to move forward. What are you going to apply?
Okay. Thinking about the qualifying question. Yeah. So there's some really powerful questions.
And the first one is finding out where they're at. What are you working on right now? What's
really important to you right now? What are you struggling with? What's working? Where are you at?
Let's just start there. That's right away. First, that's going to tell you a lot. Where are they at?
I'm writing a book. I'm trying to get a coaching program going. I'm having to get a job. Where
are you at? Then if you can ask a question about their last experience. If you were a relationship
coach, what's been your last relationship experience? How long did it last? Also,
have you worked with a relationship coach in the past? What was your experience?
Um, their last investment. What was the last investment you made in your business growth?
Or what's the last investment you made in your sobriety? Have you worked with a coach?
Have you had a guide with you? Or do you just attend meetings?
Um, that's, you know, I suspect in your case, Karen, you may get a lot of newbies that have
never worked with a coach. In which case, they may not know the value of what can happen working
with a coach. That's going to require education. Whereas someone in health or someone in business,
someone in relationships, they probably have worked with a coach. And then what was their
experience? Did, did they get thrown in a group and ignored? Did they get gouged and didn't get
the results? Did they have a great experience? It's going to let you know at what level they
invested. And, and that's where you can begin to then. So you're moving from general, what are you
up to, to a little bit about the past, because the past tells you a lot about the future. What have
you, what have you been trying? Who have you worked with? What have you invested in? Kind of lets you
know about them. Do they invest in themselves, right? And then moving to very specific as you
built that trust and rapport. What's important to you in a coaching program right now? What's the,
what's the top three things that would help you decide to join Women in the Rooms? What's the top
three things that would be your deciding factor to do a business breakthrough intensive? What's
the top three factors keeping you or, or keeping you away from becoming a prosper leader member?
And they're going to tell you, oh, whenever I join a group, I don't do anything, or I don't speak up
and I feel lost, or I never got any value. Like you need to know, because that's the very thing
holding them back. So those three type of questions, first big, what's exciting right now?
What are you working on? What's working? What's challenging you? Big picture, lay of the land, who
are they? What's important to them? Next, what have they done so far? Are they currently working with
a coach? Have they worked with a coach? What, are they in a program? Are they looking for a program?
Where are they at? And finally, what would make them make a decision right now? And very often, they'll
also tell you a timing. They'll say, oh, I really can't do anything until September. Do you know how
many people I have on my list for September? Okay, who, one of them, a prosper leader member that we
all know and love, she's doing a two-month road trip. She doesn't know when she could be able to
jump online. She's coming back in September, no problem. She gets segmented for me to follow up,
no problem. Another one, getting married and kids graduating and they're just going to be on vacation
for a month and all that, no problem. September is the biggest, one of the biggest buying months
of the year. So what you're doing right now is segmenting and sowing seeds and following up and
adding value and just really staying front of mind, touching in every week or 10 days,
staying front of mind, not just buy, buy, buy, but let me add value. I know you're not ready
until September, but let's, let me give you this. I know you're not ready until this, let me give you
this. You wait for the time to be right, but you stay in touch. So those would be the big qualifying
questions. What's most important to you right now? What have you done in the past? What would be the
deciding factor? I'd love to work with you. I'd love to see you succeed. What would that take?
Does that help? Beautiful. Okay. I want to hear when we get back together. I want to hear about
your connections. I want to hear about your question asking and listing qualifying. And I
want to hear about your segmentation and your list segmentation. So proud of you guys. So honored to
come alongside of you and we'll see you next time. God bless you.