All right, good morning.
Good morning.
Welcome to office hours.
As you can see, I have Sarah spotlighted today.
I am going to allow you, we're going to pull back the curtains of when I'm coaching someone
and the fabulous system that is working so well right now.
And Sarah has been following it beautifully.
I'm going to interview her as a way for you to experience this.
And also, so you can ask questions as well.
So we're going to get into the things that she did really well, the things she was doing
wrong, et cetera, and what's working, what's not working.
I think this will be incredibly valuable for all of you.
I don't have a voice, so I'm going to let her do more talking than me today.
I'm fighting off a little cold, which happens like once in a blue moon for me.
So excuse my squeaky voice.
All right, Sarah, welcome, welcome, welcome to this interview, to this office hours.
So we've been coaching about what, a month?
Maybe six weeks.
The first two were just clarifying what's happening.
Okay.
Yeah.
Okay.
Beautifully.
All right.
And tell me before coaching, what were you doing?
What were you trying?
What wasn't working?
Yes.
So I was very broad because I can help everybody, but that doesn't really work at all.
Like what I teach is self-advocacy and how to clarify who you are, where you're going,
communicate that, and essentially build a life with purpose, like in your career, all
things that are missing in higher education.
So I could really preach to the world and maybe someday will, but it did not work.
I just finished my book.
I was posting a lot.
I mean, I've taught at great universities doing this stuff.
Like I have credibility, I've got it all, but it just wasn't...
My language is too far advanced for people to understand.
Nobody cares about self-advocacy.
They want to understand results and they want to know I'm speaking to them, which is what
Brenda helped me understand.
So then, yeah.
So that was what I was doing.
I was just posting.
No leads?
No leads.
I mean, it was always, there's always like a trickle, a tiny trickle, and I just like
wished and prayed that there would be a trickle.
Okay.
Yeah.
And clients were not coming in, no cashflow.
Okay.
So the first thing that for all of you is 100% clarity.
So the first thing we did was a breakthrough intensive and clarity is what breeds confidence.
Clarity is what attracts your client.
So what do we need to be clear on?
Well, we needed to go from this broad, I'm talking to the world.
I can help everyone, which so many of us fall into, especially those of us have like
a network marketing background.
I mean, it's the product is good for everyone, grandma, the dog, the fish, you know?
And so it's very common.
Well, of course, if you're in nutrition, it's for everyone.
If you're in, you know.
And so we are concerned that if we go too narrow, that we're going to lose clients.
And of course we don't have clients and we don't have leads, but we're really afraid
we won't.
If we go narrow.
Did you feel that fear when we first narrowed your niche?
Definitely.
I think it was a concern for your husband too, wasn't it?
Yes.
So we originally went to Christian women lawyers and just in like the, just in, I think clarity
comes with movement and that felt, it wasn't too narrow.
I think that would have worked, but I didn't have as much comfort and like I got feedback
that like, I think what you're offering could be really, really valuable too.
And so we moved it to purpose driven women lawyers.
So it's called lawyer liberation.
And that really, that resonates with me.
I could speak that language all day long.
Also that is to a very specific subset of a very, there's a lot of lawyers in this country.
Half of them are women.
Most of them went because they wanted to do something meaningful.
The vast majority end up doing something not meaningful that drains them.
And so there's plenty of a market there, but yes, I still had that concern.
I want to point out something really important here is that.
you are that, right?
So very often, your niche is you.
Not you right now, but you two, three, five years ago.
And I want you always to remember that.
What were you feeling two, three, five years ago?
And because you've jumped ahead two, three, five years
and you've forged a path.
And so this also increases your credibility
and your confidence because you can say, I get it.
And when it comes time to post, you've got a lot of content
because you know what that's like, right?
Yes, yes.
I, like a lot of ladies, I did everything right.
I went to Harvard.
I went to Wall Street.
It was a giant mistake.
Not everything, but Wall Street.
And it's been longer for me.
I've been out a long time doing this
and working in graduate schools,
but yes, that resonates with people.
I have an interesting story as well.
So like in workshops, I could share that.
Like I left and moved to a tent in Haiti,
like exactly what I would not encourage people to do,
you know, et cetera.
So-
Storytelling is so powerful.
So we got you clear on your niche.
We created your offering
and we really moved from, you know,
like they say, facts tell, stories sell.
We started getting more story-based
and we focused on results.
Every part of your offering from the title
all the way down was around the result that you deliver.
Okay, now we create these concentric circles
and I'm gonna be teaching on the 14th
because honestly, this is what Jesus did.
If you think about it, it's so beautiful
when you look at how Jesus went from the multitudes
and he had the 400 and he had the 120
and he had the 50 and he had the 12 and he had the three.
And so there's these concentric circles
where we're bringing people in
and holding them and supporting them.
And so one of the ways we're doing that
is having a Facebook group, a Facebook community.
The second thing that we did for you,
especially we looked at the platform
and so for you, LinkedIn made a lot of sense.
That's where lady lawyers are hanging out.
And so the first thing we did
was get you writing a newsletter on LinkedIn.
And I think you were a little bit surprised by the results
when I got you doing that.
What happened when you wrote a newsletter
and put that up in LinkedIn?
Yeah, well, I just learned yesterday
I'm doing that a little bit wrong too,
but it's been great.
I just write like I wanna write,
but in like the first week I had over 55, 60 people sign up
which like blew my mind.
Also like what a powerful,
I mean, that's just like warm leads, a lot of them.
Some people just wanna read it
because they know me or the topic is interesting,
but like that's generally speaking 55 warm leads
or like, I don't know.
How many people are subscribed now?
Like over 200.
Amazing, okay.
And when you first got them
and I told you this would be fabulous,
you didn't know those were leads.
You're like, I don't have any leads.
And I'm like, how about all the people
reading your newsletter right now, right?
Let's start there.
And so we began DMing, right?
Private messaging.
And this is really important.
We're not spammy, but we're building relationship.
I got people trying to get in.
Let me let that in.
There we go.
Okay, so we got the newsletter going on LinkedIn
over 200 subscribers, that's 200 warm leads, right?
And what I want you all thinking about is touches.
People need to experience you, okay?
On multiple platforms, multiple media, multiple times.
And so where we're working toward
and we're gonna get to that in the story
is the power of using micro events.
But the idea is by the time they come to your micro events,
they've had many, many, many touches.
So they're reading your newsletter and now we're DMing.
Now, you are not having success DMing.
What were you doing wrong before I coached you
and we changed how we DM.
So tell us about.
when it was wrong and tell us about
what's working like magic now.
Well, most of my success has been through Facebook
because they have a lot more comfort,
like when they can write anonymously publicly.
And I think lawyers are a very skeptical,
like averse group to like any sort of aggressive tactic,
which makes perfect sense.
So, but on LinkedIn, it was so funny.
In all approaches, like I just wanted to get to the point
rather than like build a relationship,
cause I'm like, I can help you.
Like if you're reading this, like I can help you.
You need to buy my products.
Yeah, I mean, I wasn't like salesy
and aggressive in that way,
but like I just skipped all the like,
oh, I see you're at this firm.
Like, tell me how that's going.
Like I skipped all of that.
And you had to like, tell me like three times.
Like, it's like, you're at a barbecue,
like just have a conversation.
I've also found LinkedIn to be far slower.
Like it will do a week or two before folks get back.
If they're even checking, you know,
a lot of people don't even look at their messages
on LinkedIn.
So, you also taught me like how my posts,
like to frame posts.
And it's so funny, cause I also have a group.
I don't get any feedback from posts,
like except people who are not lawyers,
because they don't want to be like, yeah, I hate my job.
And like thumbs up, like on a public platform.
And we expected that.
I had to get used to that.
I had to get used to like,
that's not how my engagement is gonna show.
They will start DMing me like just a little bit,
like, oh, you're speaking to me,
which is the first time that's ever happened.
Like people being like, oh,
I can't believe I just saw your posts.
It's exactly what I'm going through.
And the newsletter.
So, you've been posting,
I've got you posting every day, correct?
You've been posting every day.
And we're rotating and I've been teaching
what type of posts to do.
So, we're rotating between hope and inspiration
and storytelling's the most powerful
that they can relate to,
that they can paint themselves into
between some tools and tips.
And then about every four or five posts, six posts,
you've earned the right to make a straight offer, right?
So, you've been posting very consistently, okay?
And so then you started DMing.
So, talk to me about the conversations.
We gave you a script and some things to start working on.
Talk about, so, at first you were just,
let's get to the point real quick, right?
Let's, I always think about dating.
I think it's so similar, right?
And I often think of the story that,
imagine, because it's doing the right things,
but it's in the wrong sequence, right?
And that's really important.
Sequencing's really important.
So, I always think about,
imagine that you're sitting in a coffee shop
and enjoying a wonderful latte or whatever.
And a guy sits down next to you
and he's handsome and well-dressed and good looking.
And he looks at you and he says, you're beautiful.
And he opens a ring and he says, will you marry me?
I mean, you're gonna think he's a freak
and you're most likely gonna say no
and you're gonna walk away, right?
And yeah, if instead he had a wonderful conversation
and said, you know, the conversation is so amazing.
Could I take you to lunch?
I've got this fabulous lunch place.
And you agree and you go to lunch
and you have a wonderful lunch.
And you say, you know, I'm just enjoying this so much.
I'd love to take you to dinner.
And then I'd love to take you on a day trip
to Napa, California.
Let's tour the vineyards or whatever.
And the process goes, right?
And this goes on for months
and you're building relationship.
With prospecting, it doesn't have to take months.
It does sometimes, but marrying it probably does.
Now he opens the ring and you're gonna think it's amazing
and he's amazing, right?
We do the same thing with prospects, right?
And so you learned that, didn't you, Sarah?
And so what have you found now?
What's working like magic when you're DMing?
Well, DMing is just asking questions
and reflecting that I've shared their experience
or worked with lots of folks who share that experience.
Confirming that this isn't, it's actually not that rare.
You're not alone in that.
And alluding to the fact that there are tools,
there are ways forward, even though it doesn't feel like it.
Lawyers feel really stuck
because they've been lawyers for the whole time.
They feel like, what else am I gonna do
besides be a lawyer?
So there's a thousand things you could do.
Lots of people do it.
So that, and just taking that really slow
in terms of DMing.
And I've had, yeah, the DMs, yes.
And I've had, well, I don't know if you want me to talk
about the other Facebook stuff that's working as well.
Yes, I wanna do it step by step.
I want everyone.
I want everyone to get the big picture.
So some keys with DMing is, first of all, like you said,
it's so important to understand that's
a real person on the other side with real struggles,
with real pains, with a real heart.
And so you're building relationship.
And you think in the same way.
Like I said, you're at a barbecue or a picnic
or something.
You don't just walk up and go, hey,
can I give you all my cards?
I'm in this new network marketing company.
And everybody's going to hate you.
You show up with the cookies or the wine or whatever.
And you get to know.
And you ask questions.
And that's not even the place to invite to your business.
It's the place to maybe invite to a call.
I'd love to get to know you more.
Can we have coffee?
Can we have a call?
It's the same on DM.
It's just online.
So you've got several steps of building warmth.
And then you have an option to invite them to a call
or to a micro event.
And so we've been doing that, which is really fabulous.
And I'm super excited how that's working for.
But let's finish with the DMs for a second.
One key with the DM is you end every DM with a question
because you're engaging.
You're asking them.
So you're providing some, oh, I get it,
things you noticed about them, things you relate.
Have you found this too?
What's been your experience?
Have you ever wished that?
Or have you tried other things?
Have you always been in law?
How long have you been in law?
So is that what you're doing in your DMs?
Are you following that model?
Yes.
OK.
All right.
And they're responding.
And it's fun to have a look.
And it actually becomes fun.
But you know what I loved about Sarah
is when I taught her this, I'm like, have a conversation.
They're real people.
She goes, oh, I can do that.
And she did.
She just ran into people.
I love people.
I'm usually very good with them in person.
Like, I'm a ruler.
It's hilarious.
And I just think it's just really awkward
because you get in your head about, like,
I'm selling something.
And it's like, no, you're not.
You're just meeting people who have a similar background
and learning more about them.
And you're building relationships
and you're learning.
I loved how fast you got that.
And you just ran with it.
OK.
So we built a micro event.
And we were very careful on the system
that we used from that, everything
from the title of it to the structure of it.
And we built a Facebook group.
Again, really strategic how we built a Facebook group
from the look, the title, the questions, the welcome message,
the welcome video.
And so you had your first micro event, what,
about two weeks ago?
Two, three weeks ago, yes.
Tell us about it.
How did that go?
What did you learn from it?
What happened?
I learned a lot that I was doing wrong again.
But I've never had that much success
in getting people to sign up, ever, not even close.
So one, we had to iterate what the event was
and what is converting and what's not.
I thought we really needed to start the first part, where
it's just burnout or unhappiness.
And we don't.
If not this, then what is now the title?
And people are like, please, let me into that.
And so I just dropped the other name and event.
And so my first event, I did it wrong.
And I had a limit on the amount of people.
So there was a limit of 12.
So I had 15 attempting to sign up.
But I had 12 sign up.
I had eight show up.
Two of them were like, one of them came late.
And the other seemed to have internet problems.
But six engaged very thoroughly.
And I did not follow up or like, I mean,
I followed up with an email.
But I did what I normally do, which is like,
balls in your court, lady, which is not the way.
But of that, I got three of those six
signed up for calls, which is great.
And two of them have internet.
That's a 50% ratio.
Yeah, I'll take it.
I'll take it.
It's more than I had before.
And I learned, one, I attempted to put too much content
in there.
Two, because the person came in late,
I did not have a strong ending.
Three, I attempted to share my offering a little bit
at the end.
And I don't need to do that.
The sell is the call.
Just it's like a no-brainer, like a free call after that.
Like, OK, I set them up with like, tools.
wins a little tiny bit of clarity now what are you gonna do with that and it
should be almost like paralyzing I don't I'm not trying to set them up to be
paralyzed but like there's only so much you can do in an hour anyway and like
the call is like it just makes perfect sense so like we'll discuss your
specific situation like it's that's the whole point is they get all kinds of
terrible advice like you should open your own firm you should do family law
and it's like that's very well-meaning but the whole point is this is about you
and like if you don't have the same set of skills and like gifts it's not gonna
work for you and just knowing what it sounds like isn't enough so um learned a
whole bunch I mean it was like the best yeah I can't I mean it was just so
important I want everyone to understand that this is true for all of us every
coach out there every consultant out there it's can I Tony Robbins calls it
can I constant and never-ending improvement but you will not know if
you're not out there doing it and so we were able to review what happened in the
first one make the changes and now you have a second one scheduled so talk to
me about what's happening talk to me where your business is now as a result
of this activity you've been consistent in posting consistent in DM got the
second event scheduled so we're starting to get some momentum keep in mind this
is one month in the game here what's happening now yeah so the whole game has
changed I have yesterday my event is not for another two weeks because I had
another one scheduled that was the one I'm not gonna do anyway so it's further
out than I would normally have it but I cannot emphasize enough what you just
said like you just have to freaking do it and like keep going because that's
you learn trying to like create the perfect thing and like waiting till it's
perfect which I have been the queen of for so long it's just not the way I
learned more from that event than I could have like in any other format and
I mean years by myself in a room so I have yesterday I had 12 people signed up
for this event in two weeks and this morning I had six more sign up I was
like so great and one of the ways I've had success is like in building the
relationships like I found that in Facebook in specific groups that are
like well suited to me so like there's a ladies in law Facebook group with like
hundred thousand folks in it another one like mental health for attorneys group
and then a mom mom lawyer jobs group which is also great and so first I was
just waiting for folks who are posting about their misery and like then
responding substantively which worked very well and then putting the link to
the event and then it's what's interesting it's not just the person who
posted it's all the people that are reading it like there's this is a very
common problem and so then I've started realizing I can post a question to get
them to respond and then do the same thing and so that's what's been like oh
and I you know first I was like is that too salesy or weird and like they have a
problem they just want to hear other people have the problem and like oh and
and understand that there are solutions and so that has been one it's so easy I
enjoy it some of them DM me directly and somebody DM me and was like I just want
to work with you like how do I make that happen so that person booked a call and
and also like old clients and old friends are seeing all of this and I've
had several old folks come back and like just hire me real quick so it's you know
and so now I've got what 17 or 18 people signed up for an event in two
weeks blows my mind and I'm starting a Monday will implement what Brenda has
taught me about really nurturing this group prior to like getting into the
event so my first event everybody was cold they don't know who I am they don't
know what's going on they don't know each other I said you know a little
reminder email or whatever and but now I'm about to start implementing
something that Brenda and I were just talking about which I think will also
change the game significantly and even if they don't hire me like it would be
one I'm not all there great but like it just provides them affirmation support
like I feel good about like creating the community around it and showing them
like there are ways even if they don't hear me now or don't hear me in the
future and also like I think that also helps build like in the future they'll
be thinking of it again like it's much more likely they'll remember this and
having this process of like getting to know me and like the pieces of the
puzzle and other people that are doing the same things and seeing them have
some success I think that really will change the game yes so I love that love
that it was so fun talking to you yesterday Sarah cuz she's like I've got
like 25 warm leads
I've like never had that.
I've got like six calls booked and nothing has ever worked like this.
So it's just been so, so exciting to watch.
And you're simply doing each step as I'm sharing that.
And that's why I've been sharing with you ladies.
This system is working.
And so we one of the things I want you to think about is that as you're going
into the groups, like you found the groups and this is a fun exercise.
I think I've taught most of you this.
But if I haven't.
First of all, if you're using chat GPT,
you need to make sure the chat GPT really knows you.
And that starts first by going into the settings and the personalization.
You want to make sure your chat GPT is not set to be teaching so that it's going
public, so you keep your stuff private, you turn that off and you want to give it
as much information in that personalization section as you can.
OK, then you want to ask chat GPT to describe
you and make sure it knows what you do and who you are.
So just say, tell me what you know about me and you make sure that it's accurate.
And if it's not, you correct it.
You're training it.
OK, once it knows you really well and you feel happy with the answer,
then I would say, give me five or ten other coaches who are doing a similar work
to me and having success online or having engagement.
They're having sales online.
They're having a lot of success online.
And it's going to give you names that probably you don't know.
And these are groups that you can join,
and some are free and some are paid.
But now it's going to put you in the exact circle that you're looking for.
Now, within that, you're wanting to spotlight buyers,
spotlight people that are engaging, which is what Sarah was talking about.
So you'll notice sometimes people say, I'm putting X, Y, Z out.
Who wants some post me?
And you got all these people, me, me, me, me.
Those are buyers. They're active.
They're engaging. They're ready to do something.
Right.
They made an offer. Yes.
Send me the link. Right.
You're going to find really active people.
OK, and those are the people you can front
request and start building a relationship with.
Right.
So what that allows you to do is that as
you're inviting, you're DMing and you're inviting to your Facebook community,
you're not just inviting everybody.
We don't want a community of everybody.
We want a community that is your community and that is a community of buyers.
OK.
Now you've got a more intimate group that they're in your Facebook.
Now you can really be touching them and having them get to know you,
they're starting with the welcome video and the welcome post.
And I would like I shared with live with Sarah, I'd start doing some lives.
So they're seeing your face, they're seeing your posts, they're getting to know you.
It's a touch.
Now, when they register for the event,
then we brought them in even closer with the private messenger chat group.
And we had a very systematic way of doing that.
Now they're hearing from you and there is so much that we're
accomplishing and people are not doing this.
This is this is hasn't caught on.
It will.
This gives you so many touches.
You get to touch them every day before the event.
So like with Sarah, she's got two weeks before this event.
She's going to put something warm and
inspirational in that messenger chat every single day.
Right.
And she's going to be asking questions and she's going to be encouraging engagement.
She's going to be welcoming everyone that
comes in and encouraging everybody to welcome who comes in.
So now look what happens from their point of view.
It's front of mind.
They're hearing about it all the way up to the event.
They're hearing from Sarah and knowing more.
They're looking around like these private
lawyers are private and going, oh, there's other people who are feeling.
So it's built in social proof.
They start interacting and seeing it's OK to interact.
And they feel like, wow, this is a community.
I like how there's a community here.
Right. It's easy.
The link is there and it's an opportunity to recognize.
So you recognize everything.
You recognize, welcome them to the group.
You recognize when they book a call,
congratulations, booked a call.
Talk about, we had a call.
You don't have to say what happened.
You can just say, had a great call with Sarah
and congratulations, she got this
or this breakthrough is happening
or we found a solution for this.
It can be very, but it's recognition, right?
Congratulations when they join your program.
That's in the group too.
So all of this is community, social proof,
constant touches.
So now they're seeing your newsletter.
They're seeing your posts.
You're having conversation in DM.
They're seeing your lives in the Facebook group.
They're seeing the constant buzz
and interaction in the messenger.
By the time they come to your event,
they know you, you're not a stranger, right?
And so think about how easy it is for them
to then book a call and how much more the sales will be
this time compared to last time.
So tell me any other thoughts, what you're learning,
what you're gleaning, what you recommend to other people.
Tell us your thoughts around this.
One, like everything has been iterative.
Like she'll tell me what to do
and then I'll do it sort of wrong
and like, just that didn't like, you know,
so it's like, and it used to freak me out.
Like, oh, it's just not gonna work for me.
And it is working.
It's just taken like every piece of it,
it's taken iteration.
So just keep going and keep asking
and like stay in touch with Brenda.
Cause like-
And that's business, that's life.
Business is constant iteration.
That's life, right?
Yeah, well, it's been wonderful.
And two-
It's not that we're doing it wrong, that's business.
Yeah, well, thank you.
And two, what's so wonderful is like, I want to do that.
Like that, what would I love more
than to like build a real community
with these folks who really need me and need each other?
Like, it's just me getting out of the way.
Like, and along with the conversation, like, yes,
I would love to be talking with women lawyers
who are like in a similar struggle
that I was in a long time ago.
Like, that's a delightful thing.
It's funny, cause lawyers who don't wanna get out,
like don't, I'm a threat to them.
They don't like me very much.
But lawyers who are like challenging this,
like where they are, like,
I'm a breath of fresh air for them.
And like, it's just lovely.
So like, I don't, I'm excited.
Let me pause you because that's two really important points
that I don't want to get neglected.
Somebody is trying to join here.
Not recognize the name, but okay.
Let me, two things you said are super important
for everybody to catch.
Number one, did you catch that?
She caught into her passion.
And this is like, this is a beautiful thing.
She's like, wow.
We move from I have to, to I get to.
And she's tapped into that heart of,
I get to serve in the way that that's what I love to do.
That's what I want to do.
It's also important that we take that attitude
when it comes to Facebook.
I've had this conversation or being on social media, period.
I didn't want to get on social media.
I resisted and who naturally thinks,
who wants to post every day?
Who wants to?
Until I backed up and I reframed
and I went from I have to, to I get to.
And I reminded myself that God has opened up
the entire world to us.
We don't even have to leave our home.
It's free.
I mean, think about this, a few things,
the cost of Zoom or whatever.
But I mean, I don't even get out of my yoga pants
or my fuzzy socks.
Oftentimes I don't even match, right?
And I get to build six and seven figure business.
I mean, do you really not like Facebook, really?
Right?
And so I love that you said that.
You've tapped into the beauty of the passion
is I get to do this.
You also said something that was super important.
You said, the ones that aren't for me that want to stay,
I mean, they hate me.
They don't like what I'm doing.
This is what's so beautiful.
You can know who your client is and who it isn't.
And you don't take that personal
and you're more than happy to sort through
all the people that are not your clients.
And that doesn't bug you.
You're not trying to persuade everyone.
And yet it's like sifting the wheat and the chaff.
I mean, even Jesus talked about that, right?
And so your people are coming.
So I had to stop you because you say it fast,
but those are really important points that you just made.
Thank you.
Well, and I resist it.
I don't like, I have not.
I haven't had a presence on social media really prior to this, like, I mean, I'd started posting
before I met you, but like, again, to everybody and like, it wasn't effective.
And yeah, I just, I like in person, like, you know, if I had a preference, I just love
people.
But it really was just like, what would be more joyful than to get to share the stuff
I've been wanting to share with everybody forever with a small group of people who really
want it?
Like, why am I like resisting this?
And I have a little bit of fear.
I'm like, what if they don't want to be my DM group?
I don't know.
We'll find out.
But like, all I can do is like be me and touch them in the way that like, I would have wanted
like, part of the reason I do this, because I would have paid, I would have given my,
I would have given my all of my salary for somebody to guide me when I was in their situation.
And there wasn't anybody.
So yeah, I mean, there's just love that I get to do what I've always wanted to do.
I think it will grow and I don't even, I don't want to even need it to grow.
That's what's beautiful also is like, we've put price points where like, I will do well
and feel really good about what I'm doing with, you know, three or four clients a month
max, like, and one on one, and then we can do the group and all that.
But like, yeah, I mean, I'm just excited to like, keep iterating and like, stop being
so afraid of like, making mistakes or offending people or being intrusive or whatever.
And I'm learning how not to do that.
Like, you know, it's taken some iteration.
So I just want to congratulate you.
You've just, you've done so.
I mean, keep in mind, ladies, this is all in a month, right?
Twenty-five people booked for an event that are warm and still coming.
Six calls booked right now.
I mean, from zero- We're at like thirty-two.
We're at thirty-two as of this morning.
Thirty-two.
OK, I got it up since yesterday.
It was twenty-five yesterday.
Thirty-two.
You know, warm leads.
Just think about that.
Two hundred newsletter subscribers and growing.
This is all in thirty days.
This is not taking six months, a year.
So this is what excites me, is that when you get into action, yes,
you're going to learn from each one.
Yes, it's constant iteration.
That doesn't make you wrong.
I don't know anybody that that's not the case.
But you guys help me celebrate, you know, what Sarah is doing.
And yeah, give her some give her some hearts.
Give her some clappy emojis, whatever.
And if you have any questions for her, well, I've got her here for you.
Any questions about or to me what we've been doing
for this last month that has gotten her thirty-two warm, warm leads?
Anybody?
And I was resistant, I'll say that, like I don't want to act like
I want it to be perfect first.
So like you really have put like, just do it, just do it.
I want to see it in two weeks.
And I didn't want to do it because I wasn't sure I could feel it.
Like, you know, there's just a thousand things in your head.
And like, that's it.
Like, just keep moving.
That's been huge.
Love that. Love that. Kate just gave you a note.
Don't think if you get to see it or not.
Oh, you're doing a great job getting out there and just doing it.
I love the iterative process.
Anybody else? Questions, comments, ahas.
I really appreciate you sharing and being willing to share with Sarah.
Well, and I share also because like it might be a little bit different for you.
Like you'll do it. You'll attempt to do what Brenda tells you.
You do it somewhat wrong.
And then you realize, OK, this works and this doesn't.
And like it, it just takes a little bit of refining.
All audiences are different.
Like lawyers are different than entrepreneurs.
Yeah. Yeah. Entrepreneurs are hungry.
We've got very different audiences here.
Each one.
And there's there's no two coaches here that are like we've got very different.
So, yes, it's going to be.
But the system now I'm doing the
the masterclass on the 14th at nine where I'm really going to discuss this.
And so we'll go into even more detail again.
So anybody have any questions, comments, ahas on that?
I have a question.
This is Kate. This is amazing.
Sarah, please.
It helps me so much to get over my like inertia in a couple of different areas.
But my question is like a funny little sticking point for me has been
I don't have a ton of photos of myself.
So when I go to post, I pause and then I'm like, what am I?
What picture am I going to use?
Oh, my gosh. Do I do another selfie?
Like, what am I doing?
You know, I work remotely.
There's nobody like here to take pictures with.
So it seems so silly, but it's been like a sticking point for me.
How did you how did you manage that?
That's such a great question.
And I actually it's funny because I don't post pictures of myself generally like
but I have a couple of things to say.
One, actually, ironically, on Facebook, I got data that said
you do better when you don't post an image.
Like people, it's much, which has shocked the shit out of me, honestly.
Like I think that's to say I'm a thought leader in the sense
like I really have a lot, I have a lot to say.
And I've been saying it in short snippets.
And so I'm surprised.
So I lost. Also, if I do an image, sometimes it's just like the sharpest quote
in like just the I don't know what you call that, but just the words
and like background.
And then for pictures like I did one photo shoot a long time ago
that looks great with like six outfits, two hours.
We rented a cute space.
Three hundred fifty dollars.
And I have a range of photos in like different positions
and a cool little environment that I've used for a really long time.
So if I do need a photo
that that one thing I did like five years ago has just had so many.
And also, I seem to find that like when I'm looking,
it seems like the more natural they are, the better to it.
Like it seems I'm just going to say walking around and talking.
I don't think you even need that.
Like necessarily is. Yeah. Yeah.
And I'm just getting brave enough.
Like I'll start doing my lives
and like just get out of the I'm just going to get out of the way.
Like I don't care.
Like I'm wearing my sweatpants right now.
I'm in a yes, a confessional booth at the coworking space, you know.
But yeah, I would.
Yeah, I would.
And I think I've also seen like it's been interesting to like I'm watching
other people and like they'll just post them in their space,
like a picture from another angle.
Yeah. Like like their desk.
Yeah. I mean, I've been really intrigued by like the images that catch my eye
and like what I like about it, which is like, oh,
there's just a real person doing the real thing.
So so it's like I do.
I like having those like like headshots and nice photos.
But and that provides value like on my website and different places.
But I think from what I've seen, it really varies on what the images are necessary.
And to like, I think the more authentic they are, like
the better, I think.
And you I mean.
Yeah, you're just beautiful, like just do it.
Yeah. Kate, I'm telling you, people like authentic
more than anything and selfies just fly.
And so don't be afraid.
Just walk outside by a tree and take a selfie.
Hey, take one at your desk.
Take one. Take a still from the live or the video that you do.
Just yeah, I haven't been doing that, Kate, and I would love to just keep
in touch with you, maybe via text or something to say we've done it.
And like, yes, I would love that because that scares the shit out of me as well.
And I think it will work very well for me.
Like because I guess my background is
can be intimidating and like, right.
Not when you know me, but like it can be.
So I think it would serve.
Not to mention, I just want to be me in the first place.
And it seems like people like you, the more you are, the less you try.
That's what I'm finding.
It's important to remember the television effect
that was studied all the way back in the 60s,
that the more times they see your face,
the more that they feel they actually know you.
And this was first studied with the series
when you would watch whatever Bonanza or whatever,
and you were seeing the same characters over and over
and you actually felt like you knew them and they weren't even being them.
They were portraying a character.
But you fell in love with them and you felt with them
and you felt like you're our our receptors of our brain.
Things that we really know, even if we don't.
And so it creates rapport.
And so the more times I I hate constantly putting a picture of myself
like I hate it, I I'm I'm very critical of myself.
I don't like the way things look.
And I've just forced myself to do it.
And sometimes the background, like the one I posted today,
the background's crappy and I could go do a lot of work on it.
And I went, no, you know what?
This is enough.
And I just post and do it and you'll be surprised.
And then test do when it's really got me do text only.
And then when you're trying to create trust, do a picture of you
and then watch the numbers and see what they respond to.
Yeah. And anyone else who wants to join us, please do.
That's a great question.
Yeah, it is a great question.
So and you are nice.
When I came in, I was like, OK, it's so beautiful.
I'm not making a lovely vibe like you.
You look gorgeous.
Like, yeah.
And obviously, Brenda, I tell you how good you look every time I see.
So it's encouraging to me that like beautiful people also feel the same.
Yes. Like everybody's in the same boat.
We do not. Very few people like showing up.
Very few people like pictures of themselves.
Yeah. I can't wait to see how it works for us, Kate.
Yeah, I was here about what you're doing, too.
Yeah. And Natalie, you're welcome to join for.
Sure, love it. Anybody else a quick question or comment and then I've got to run. I've got a call.
Anybody else has this been helpful for you.
Yes, Kate put her information there. You can you grab that if if you want their Sarah.
Oh, Sarah did I'm just going to reach her directly, but.
Great. Okay, perfect. Thank you. Thank you. Thank you, Brenda. Thank you all. All right.
We'll see you soon. Thank you again, Sarah. Thank you.