we go. All right, welcome, welcome to Office Hours. This is where we are every Thursday,
9 a.m. Pacific Standard Time. So Wednesdays is the power hour. That's our heaven side,
our faith side, where we're working on promises and biblical principles and prayer. And then we
come together Thursday and we're working on the earth side of things. Of course, I think it's all
heaven, but we're working on the earth side of things, which is the systems, the structures,
the strategies. And it's usually a really good time to bring whatever you're doing so that we
can perfect it. You may have questions, you may have things that are working, but they feel like
they're working slower or they're not working, or you don't know what to do, or you're wondering,
you have an idea. This is the perfect place to get feedback, both from me and from your other
Prosper Sisters. So the word that was on my heart a lot before we started today, and then I did a
little pre, kind of asking you guys questions, and it fit. You know how God's right on time,
because that's exactly what was on my mind. And the key word I want you thinking about today
is connection. Connection. So there's conversations, and I'm talking right now
primarily around outreach, because I think the area that most coaches are struggling as everything's
changing, and AI and old systems are crumbling or not working anymore, or costing too much,
or the algorithms are changing. So the funnels and the advertising and the tech and all of this
stuff, you know, many are just re-evaluating it right now. And I've shared with you that,
and of course I've got, if you didn't mark it on your calendar, I've got coming up on April 18th,
so this is kind of leading up to that, which is Saturday at 9 a.m., I've got a Profit With
Peace, part of the Profit With Peace series, and it's called Build Like Jesus. So Profit With Peace,
it's just a quick hour conversation, 9 a.m. So that is in response to what's happening in
the marketplace, and what's working, and what's not working. And so I want to dial in with what
you're doing, I want to get specific, if you guys are open and willing to share, and I'm going to
share. And so I'm going to open, first of all, is there has to be a conversation. If there's no
conversation, you've got no starting point. So typically leads are not going to just, you know,
drive to your house, and knock on your door, and go back to your bedroom door, and knock on your
door, and say, hey, I want to be your client, right? And I'm over-exaggerating, but the point is
they're not necessarily going to come to you. And many of the things that we were creating, which
can still be really good if they're done right, but the lead magnets, you know, AI has taken over
that, let's be real. So there's lead magnets, you know, just up the kazoo, right? So what
always, what I have found is that when, you know, everybody is zigging,
and you zag, and I've just been very contrarian my entire life, I've been a forerunner, and I've
been very contrarian. So that means, well, everybody's going all in on AI, and they're
hiring agents, or they're creating agents, and they're creating flows, and they're creating bots,
and they're doing all that, and they're using it to, they're relegating their content creation,
and all of that, they're relegating their creativity. I believe that AI is a tremendous
time saver, but far more than having it do it for you, it can be an incredible teacher to you.
So I like using it very differently, that it points out the gaps, it shows you what you're
missing, it shows you, I mean, there's just so much to it, which is a whole subject in and of
itself. So, but if everybody's, you know, just posting every day, typical AI posts, and everybody's
got bots, you know, doing their sales, and all of that stuff, how can you come in differently?
And the answer is come in very human. This is the season to come in.
extremely human.
And so that starts with the conversation.
But it can't be, OK, I'm just going to go out there,
and I'm going to talk to them, and they're going to buy my stuff.
I'm just going to put it out there.
I'm just going to give links.
I'm just going to, OK, I posted, and I
had a bunch of conversation.
Do you consider it a conversation if someone just
comes in and tells you what they're doing
and doesn't genuinely get to know you,
doesn't genuinely ask questions, doesn't genuinely
give in advance, serve in advance, build relationship?
And it's easy to say, hey, I don't
have time to be on social media all day long.
Well, no one's asking you to be on social media all day long.
It can be done in an hour every morning and maybe
an extra hour in the afternoon or evening.
Hey, for a full-time career, a full-time job,
would you do that?
If you were working at a job, would you
be OK with showing up every single morning
and putting in a really solid, your best hour,
and maybe doing some more follow-up
later in the afternoon?
Would you be OK with that?
Is that wasting time?
So if it's wasting time, then what is your business?
If it's not about people and building up people and getting
to know people and loving people the way that Jesus loved them,
what is your business exactly?
Just pushing your goods on them?
And so it's a season for communication.
So I'm going to go into the step-by-step, what's
working right now in terms of communication
in the Build Like Jesus.
But I thought, let's do a little just hot seating, some coaching.
Let's talk about what you're doing
so that we can really celebrate what's working really well.
And I can find the little tweaks,
because it's little tweaks that make a huge difference, right?
Yesterday, we did in the power hour just a little tweak
about how we handle problems.
It's a major life switch.
I'm getting so many emails back about how much that power
hour is changing the way they go about their day
and their business and their life.
So it's sometimes just the smallest.
Back with cars that had engines, I
don't have one of those anymore.
But the cars that had engines, it
was just the slightest change in the timing belt or something
that completely kept it from misfiring or not firing, right?
So it's not always huge gaping changes.
It's little fine, little fine twists.
So I had started talking a little bit with Amanda.
I want to come back and talk about the conversations
you're having if you're open.
Natalie, you opened talking about conversations.
So tell me a little bit.
I was intrigued.
You said something about calendaring your conversations,
if I heard you right.
So tell me a little bit.
What you're doing, and what's working, and what's not
working, and what are you finding?
Well, so I took a page out of your books.
So going back to what you said, I am a very in-person person
and always like that.
So I'm glad that the tide is swinging my way now.
But what I've been doing is setting up just different calls
with people because I stopped to think about what I value
and where I spend my money and how I spend my money.
And then I started saying, am I doing that?
So I am having small-
By the way, you are just jumping all over the screen.
I'm not sure what you're doing.
That's because I'm walking to my car.
So hold on just a minute.
I had to get out of my car.
And now I'm getting ready to be still in just a minute.
Anyway.
OK, go ahead.
So I have started setting up meetings.
And then I'm listening to what I'm having conversations,
but I'm asking.
I'm looking to see how I can be of service.
Nice.
Not what I need, but how I can be of service.
But I'm also looking for other connections or other ways
I can connect people with other people.
Which is beautiful.
Yeah, and what they may need.
And I'm doing it for a couple of reasons.
One, for my business, but also for personal discovery
to see if I want to engage in a new business
or if this is something that will strengthen what I do now.
So it's a twofold type of thing.
So good.
So it's kind of a self-discovery thing in service.
And what I realized as I went back and I tracked,
I have.
been in business for quite a while and I've been able to make money that has afforded me to be
able to do the things that I need to do. However, I opened my mouth and set a goal the other day and
I'm thinking, I don't know how I'm going to do that. So that means I need to increase my mindset
to do that. That sounds like a good goal. I'm loving it. Well, I already did it because I
opened my mouth and said it. So it was in there somewhere anyway. It needs to be emailed and
texted to me, sister. Let's take it all the way. I will. I will. But anyway, and with that,
I just said, okay, let's just start moving in the direction to see how that can come to pass.
And what I have found, it's exciting, but it's sad that people are not used to having
conversations. And the one thing I would say, and I'll add this and then I'll stop,
you know, even in some of the work that I do, I am calling people in every place that I call
that says that they serve people. I'm getting a voicemail. I'm getting an answering machine.
I have to leave a message. I don't know if I'm getting, I don't know if anybody's going to call
me back. And many times that I don't get a call back. And so, you know, people have become,
we say community, we say we're here for people, but we're being, but I find that more people are
isolating than integrating. Yes. You just, there was so much gold in everything that you shared.
And so I love, first of all, the bottom line, when we do this is the question,
where am I coming from? Like, am I coming from a place of lack that I'm looking to you to supply
my needs? Am I coming from a place of overflow that I can't wait to flow into your life?
Am I coming from a place like what we talked about yesterday of being a solution
and bringing solutions or bringing whatever it is that is important to them right then, which
what you shared as to who can I connect people with? One of the greatest gifts you can give
is connecting people. They just thank you so much. And it means so much, right? And so one of the
exercises that I, one of the people I follow, a spiritual leader that I follow, and he
will not walk out the door until he first examines himself and says, who am I looking to? Where do I
think that someone is supposed to supply my needs? I'm looking to them because I need their approval.
I need their recommendation or position. I need their money. So I'm coming often with a place of
need. I need clients. I need money. I need, you know, a promotion. I need a job. I need them to,
you know, give me a whatever, right? And when we're coming from a place of need and lack,
we're creating more of it because it's just what we focus on expands. So when you first come
from the idea of serve first, and when you do that, they are open to what else you have to say.
So you brought up some really important points in what you're sharing. And the fact that right now,
most people are very true conversation, true relationship starved, true,
someone truly is listening to them. Someone truly does care. And one of the ways that you
show that you care is your follow up system. Now, if you've listened to the training,
the fortune is in the follow up, that's a two part training in the prosper leader membership.
Truly, truly, truly, the fortune is in the follow up. Now, if you don't have a follow up system,
I'm going to give you a little hack. It is a little AI hack. Number one is, I believe in
putting it in writing and looking at it. So I've got everybody I've talked to this year.
And if they got an orange, like there's some some real potential that I'm going to keep
coming back to it. So first of all, if we're not tracking and people are just going
through the cracks. Okay, you can get this in your coaching portal. There's a place,
in fact, let me just show it really quick. When you go into it, see if I can share this really
quick. It's in your Coach Accountable, in your coaching portal, and you have a place. So let's
pretend I'm Amanda for a second, since she's just right there. And I go in like I'm Amanda,
and this is what Amanda sees. And you go down to files, and you click on files, and you will see a
little tools and template file. And you click on that tools and template, and there's different
things that I teach. There's how do I add value sheet. This is so powerful, such a powerful
exercise, or 25 ways that I could do whatever it is, 25 ways to fill an event, 25 ways to earn an
extra thousand dollars, whatever it is. And your low-hanging fruit sheet. And then this is the one
I was just holding up, which is the follow-up sheet. And I just keep printing those off,
and I keep them clipped because the fortune is truly. And then when you're online, and people
are engaging, and you're having conversations, they should be in your top 100, which ultimately
becomes your top 1,000. These are the people that you started something with in social media.
So there is some tracking that you can do. Now, in that tracking, there's kind of a fun
little hack. And that is, put a separate thread in your cloud or your chat GPT. I use chat GPT.
I have it so trained to know me. I have a thread that's just called follow-up. And anything related
to follow-up, I start a thread for each person under the follow-up. So it'll show follow-up,
and it'll just have everybody's name. And so I will share my ideas on how I'm following up,
what I see, and what am I missing? And I'll have that conversation with chat GPT, less because I
need it to actually do the follow-up, but more because I now have every single person stored
under follow-up. So like yesterday, I said, you're raising your hand, Charlotte,
am I not coming through or something? You can't hear me? What's up?
You're coming through great. Amanda wants you to, she was out trying to ask you to
share the screen or something. So I wanted to see it. It was just blank.
Oh, it was blank.
Anybody else saw it?
Okay.
I saw it.
You saw it? Okay. Bottom line, when you go in your Coach Accountable,
on the left side, there's a files tab. You click on that files tab, and you'll open it up,
and there's a tools and template folder. And then everything I mentioned is in that tools and
template. So anyway, so now, little hack, because I've done this so long, every follow-up conversation
I have, and by the way, make sure your social media is set to private. It's not being used.
That's in your setup. Your setup is everything, of your chat GPT or of your cloud. I don't want
anybody knowing my business. So I said it, that it may not be used as part of a large language
learning model. I'm not part of the study. My materials are not privy for everybody else.
Okay. So the follow-up, and it's usually first name, it's not a last name, but there's a kind
of summary with the name of everybody I followed up. And I really believe the fortune is in the
follow-up. So like yesterday, I said, looking at all the follow-ups I've had over the last few
months, who would be, in your opinion, the top three that I should follow up on right now?
And it said, your hottest lead is this one. And I would do this and your second and your third.
So I went for the hottest lead, followed up. They said, yes, I want to be a client. Okay. The
fortune is in the follow-up. Nothing was happening. Okay. So I want you to understand that there is
the conversation and the way that you truly show that you care is you stay in the conversation,
which means you follow up ongoing. Like you follow up in the first 24 hours, you follow
up at three and seven days. If you've listened to my teaching, you know, 14, 21, and then at
least once a month. And you've got them on front of mind that they're
in your top 100. So you're going in and you're liking and you're
commenting and engaging that way. And they're on your
newsletter, which is your most important follow up tool, you
should have a weekly newsletter. So okay, Amanda, I'm going to
come to you. But Natalie, thank you for for sharing that. And
the third thing that you shared that's so valuable, Natalie is
you are listening, and you're gleaning information. And this
is the most powerful thing that most people because they're not
taking time to ask questions. And so what your clients need,
and here's another hack, make sure you're writing down their
exact words. Those words are what make your profile what make
your communication powerful, what make your emails powerful,
etc. Okay, so thank you, Natalie, for opening that
conversation. And for you, you're turning that into 15
minute, you said you calendar it. So you move the conversation
to Hey, let's have a connect call, correct? Which is, which
is the two powerful ways to move it to move it to let's have a
15 minute connect call. And you're coming in listening,
you're coming in serving. And ultimately, they're saying,
Well, what do you do? And how do you help? You know, they're
going to ask, they're going to be because you've built that
trust and rapport, you didn't lead with it, you followed with
it, or inviting them to a micro event. Go ahead.
The other thing that I do is even though it's maybe a 15
minute connect call, I block it for 30 to 45 minutes. Yes.
That's wise. And then when it's moving the way you want it to
get set, the 15 minute gets the yes. And then if it's moving in
the direction and in the last two minutes, they're like, well,
tell me about what you do, right? And you want it to be in
the last two minutes. And you move from there to, hey, I know
we committed to 15 minutes, but I've got a little bit of time
right now. Do you have time to keep talking? And usually, if
they're interested, they're gonna go Yeah, absolutely. Or if
they don't, you say, Look, I want to share and you make it
such a good juicy, I want to share with you, but we don't
have time right now. Let's schedule another call. And so it
moves to a true sales call. So super good point. So so when
you've done well with the conversation over time, it leads
to a connect call. And it's it that's easy. It's just a you
know, what doesn't make sense to you for us to have a 15 minute
connect call, I'd love to get to know more what you're doing. And
they'll usually almost always say yes, if you've built good
rapport, or it leads to Hey, you know, based on what you're
sharing, I've got a conversation that's happening on the 18th.
It's called profit with peace build like Jesus. Could I send
you a link to that? Would you be interested in a link? And they
will almost always say yes, do not in meta send a link of any
kind without asking permission first. That's one of the things
the bots are scanning for that will get you flagged. Okay, so
you only give a link after you ask permission. Okay, so it's
going to a conversation, or it's going to your micro event. I
love that. Thank you so much for sharing that. Okay, Amanda,
let's go over to you. Let me remove the pin here. Let me come
to you. You've got your hand raised. And I would love to hear
your questions and your comments.
Okay, so I'll start out with this one. So I told you from the
beginning that I was sending out voice messages. Yes, no two
people. So there's some that has not responded. Yes. And today I
was going to follow up. Now, the people who haven't said
anything, they haven't done anything. You suggest, you know,
just saying like, I'm excited to hear from you. Yeah. Just, you
know, just keep it kind of short. And
you've got a couple things with the voice message, okay, that I
have found. And that is that they don't always get it or see
it or listen to it. So on one sense, you've got the power of
your voice, and they know you're not a bot. On the other hand, it
often gets Oh, I'll come back to that, especially if they look at
it, and it's three minutes or something. Oh, okay. And then
they forget, or it doesn't, for some reason, show up on their
phone. So if they haven't responded, one of the things I
innocently say is, hey, I left you a little phone message that
I recorded personally for you. And they noticed you haven't
responded. And I know there's many people that actually don't
even see these. So first, I'm asking, did you get the voice
message that I sent? And second, I just want you and I would do
this by text, not another voice. Okay, I would rotate the
means. And I would say so. And secondly, I truly do want to hear more about you and what you're
doing. I really do want to have this conversation. And so then you can usually, it actually builds
when they don't respond and you come back with so much love and almost as if nothing's wrong and
you just keep on going and you don't have any stories in your head about being pest. You just
know you care and you're going to keep on following up, right? They actually come in
almost with a sense of obligation. And I mean, almost always like you have their full attention.
They'll go, oh, I am so sorry. I meant to get back to it, but, or I got someone in the hospital or my
kids are, in which case that's what the conversation is going to be next. Not about you.
It's going to be like, wow, that's so hard when someone's in the hospital, how long have they
been in there? Let me put it on my prayer list or, oh, wow, I know what it is to juggle kids.
I've got three kids, right? You, and then you always end with a question. If you want engagement,
always end with a question. And so what have you, what have you found most challenging right now?
Is it the time management or is it organization or is it not knowing what to do? By the way,
that's an easy question to answer. So they're going to say, oh, definitely time management
or definitely organization. My life is chaos. Now you have really important information like Natalie
was sharing to build your business because you're getting actual real words, which I would save.
I would have a file of real words. Now, one of the most powerful things I, oftentimes I work
with therapists and they're either therapists or they're therapists becoming a coach or they're
half therapists and half coach. And so I have a newer therapist that I'm working with. So she has
intake forms for people that request services with her. And the first question is, you know,
why are they, why are they coming basically? Right? This was gold. I said to her, do you
realize, because the most powerful thing you have is, first of all, if you truly know your niche,
and then once you know your niche, you truly know their now problem. And once you know their now
problem, you truly know the words that they use, not the words you use. So like in her case,
she's really speaking therapy language. And that's not what her clients, they're not,
they're not speaking therapy language. They're not trained in therapy. It doesn't resonate.
It doesn't hit just like could be for us coaching language or whatever it is, Christianese,
whatever. So when you know their words, and I remember when I was a founder of a network
marketing company, probably my most powerful line, because I, I truly do listen. I do have the gift
of listening and remembering what people say. And I would come back and my follow up would be,
I remember when you said, or something you said really stood out to me. I remember when I repeat
it. And there is something so rapport building, that you're actually listening and you care enough
to remember, there's no stronger words than I remember you said. So all of that theme that I'm
sharing, whether it's in the follow up or this is that the most important thing you have is their
actual words. What are they saying is keeping them up at night? What are they saying they want?
Right? And I've talked about it often with Jesus. I don't believe Jesus came to have the largest food
distribution network or the largest healing network. They were saying, I'm hungry. They were
saying, I need healing. My sister needs healing. My child needs healing. So he would give them what
they want to give them what they needed, the spiritual transformation that he came to bring.
Right? So it's the same for us. So I said, this is gold. Give me all of those. So she made an
Excel spreadsheet. Guess what? We are going to take that. That's what's going in our profile.
That's what's going in our sales pages. When you can use their words of your ideal client,
whoo, powerful. So I might've gotten off track, but did I answer what you were asking, Amanda?
Yeah, you know, no, you did. And more. Yeah, that's really good. So, so yeah, I have learned
that before. Even when on calls and stuff, they say to like write down notes and then reiterate
like what you were saying. So you're speaking back to them. So yeah. So, so I think that's
really powerful. Yes. I mean, and, and this is true in all, all relationships, you know,
I'm in the make-a-lot-of-friends-dating
environment and social dancing and all of that.
I just had a conversation with a guy yesterday.
And I said to him, well, what really stood out to me
is when you said.
And I could tell the shock in his
that somebody's actually listening to what he said.
And it just took the conversation to another level.
So this is human.
It's human to human.
In the age of AI, let's take the very best of AI,
which saves time, which finds gaps,
which organizes things for you, creates workflows,
does all kinds of things to simplify your life.
And then when we're actually showing up,
let's show up fully human.
Let's not show up as AI.
Let's use AI as a tool.
Let's show up as a human.
Does that make sense?
So I had asked you, Amanda, in the conversation
before we started, how many?
Because the mistake that people get, and I do it too,
and I catch myself, is that we barely get it.
And then they open and ask us.
And then we just throw up on them.
Or we just throw up before they even ask.
Hey, I have this.
And I thought you'd be excited about it.
Would you like a link?
And there's been no rapport built first.
And so I've shared this with many of you.
And I'm going to apply it as applies to outreach as well.
So let me see.
So Amanda, I'm back.
This is what you didn't see.
Are you seeing it now?
I'm seeing it now.
OK, beautiful.
OK, so I'm back.
And what I want to do is show you a different file.
So let's go into the files.
If it lets me get out of that, it's not letting us go back.
OK, so when I go into files, one of them is in the search.
I'm going to call it the sales mountain, which
is going to pop up, OK?
Eric Loftholme is one of the top salespeople in the nation.
I had him teach when I was founder of a network marketing
company.
He and I taught together a lot.
This holds true for outreach as much
as it holds true for the actual sales conversation, OK?
So obviously, you've got to have continuous lead generation
happening, or we don't even have a conversation.
So you should be documenting.
I mean, you must have at least three to five conversations
a day, and preferably 10 at least.
And this is going into appointment setting.
But even before, the goal is to get that 15-minute call.
But even before, let's just skip that for a second
and talk about online.
Before you can do anything, before you
have a right to talk about your stuff,
you have to build the trust and rapport.
How do we build trust and rapport?
We build trust and rapport by genuine caring,
by asking questions, by listening,
by actually talking about what matters, by giving first.
Hey, since you're doing that, let me offer you this.
Or I've got a great person for you to talk to.
I'll go do an email and introduce you right now.
Or hey, I did a recording that I think is exactly on that.
I give a lot of free replays of things
I've done in the past on the very subject
that they say they're struggling.
Give first, right?
So trust and rapport, you're listening, you're giving.
And in that trust and rapport, which
comes a lot from asking questions,
you're identifying their true needs.
What is it that they truly desire?
What is it that they truly?
You don't have permission to talk about what
you do if you didn't build trust and rapport
and if you didn't identify customer needs.
You don't have the right.
So my question is, have you truly listened?
Before you make an offering, do you
know what's important to them?
Do you know what they're struggling?
Have they told you?
Have they even opened that door to you?
Do you have the right?
And it's only then that you're in trust and rapport
and they've told you what they need that you
can share the benefits.
That you can say, hey, this may or may not be for you,
but it sounds like you would really
benefit from the profit with peace.
Build like Jesus.
I've got an hour long class coming up on April 18th.
Or hey, based on what you're sharing,
I think you'll love what I shared in the power hour.
It's a powerful prayer and we go through a promise
and can I send you the free replay?
I think, or hey, I taught this before,
the five buyer signals.
It sounds like you're not reaching people
are really ready, can I send you that? So you have this reserve of generosity that can create this
reciprocity because you're truly listening. So until you've built trust and rapport,
until you know their needs, only then do you have a right to invite them to something to share,
to ask them, can I give you this? And only then, after that conversation, do you have a right
to make the first, you know, I think you'd benefit greatly from coaching or from the
Prosper Leader membership, can I tell you more about it? Only then have you earned the right,
and we try to skip those steps because we're trying to save time, right? This is not relationships,
you know, if you say, okay, honey, you know, you're getting ready to get married, right? I
know you've got a beautiful husband, we've talked about it, right? And you're like, you're dating,
and you're like, look, you know what, I've got a really busy life, I've got 15 minutes to have a
date with you, we've got to get down and dirty before you ask me to marry you, because right
now I'm busy. That's what we do in business. We've stopped being human. Are we too busy for
relationships? And if we're too busy for relationships, what exactly are we doing with
our life? Because as far as I can tell, that's the currency of life. As far as I can tell,
what do we really have if we don't have relationships? And I look at this opportunity
online of building relationships, God has brought the whole world to us.
It's staggering when I think about it. So does that, what resonates with what I shared,
Amanda, what are you gleaning from this conversation?
You definitely have to have the trust and the rapport first. And like you said, you have to
take your time because it is all about building relationships. And just, you know, really getting
to know the person. And then, like you said, then you go into it, and then you want to show how you
can serve to them. So I think it's just more of having that open mind of who can I serve today?
It's your needs. It's not what you want. And you remember the old Napoleon Hill,
think and grow rich. Help enough people get what they want, you'll always get what you want.
So if we could just focus on that, what did Jesus do? Did Jesus ever go around going,
this is what I need? This is what I want? You really need to follow me? I mean,
yes, I mean, he would say, follow me, but he built the trust and the rapport for the most part,
right? It was such a benefit package that he, you know, they couldn't refuse. Right? Yeah, good.
Thank you for for sharing and being willing to keep going, Amanda, keep going. Just consistency
creates momentum. Do not do not let up. Yeah, I do have another quick question,
like you want to, but I do want to start like networking too. Yes. Because I really want to
do collaboration. I feel like it's more powerful, you know? So I have been working on that too,
where I've been having, you know, conversations like, Hey, I want to get to know you better. I
want to get to know, like, know your business, you know? I want to see how I can support you
and you know, stuff like that. So I've done like 15 minutes to 30 minutes. And it hasn't really
gone anywhere, to be honest. But it is something about the 15 to 30 minutes, one on one call or
a group call? Yeah, yeah, one on one call. And then it's just, you know, like, hey, how did
your journey start? You know, like, like, how did you get into this? How, you know, if they're not
a coach, there might be something, you know, in health and wellness or whatever they're doing.
And then, you know, they say it and I let them kind of like lead, you know, first challenge.
That's why it's not going anywhere. Because the tail's wagging the dog. So, um, yes, you let them
lead. But you're asking questions. And like the sales mountain that we just did. So you're doing
two things. You're building rapport, which is asking questions and listening and commenting
and finding what you have in common. And you're identifying a need. So there's very pointed
questions. What's your greatest challenge right now? What's working really well? What's not working?
And so I do a very specific of that, where I actually use a whiteboard. And I'm actually
writing down the problems that they're listing, the challenges that they're listing. And I might
like help them solve one right on the spot. Have you tried? Or, you know, this is what's working.
for me. And you show them that there was two or three even more
important ones that obviously a 15 minute call isn't enough
time. But if they're open, that whatever product or service
you're offering would help them to solve those and how it would
help them solve those. So now it's very focused and moving in
a direction. Does that make sense? So yeah, um, I have I
shown you the whiteboard that I often use for? Okay, so let's
see if I can share that really quick.
While you're looking for that I was, you know, when if you meet
someone at a networking event, they want to meet you. I mean,
and most of them don't have this training that you know, to serve
first, right? So, you know, they might need to get some of that
out of their way the stuff they want to tell you about. Does it
might making sense on that? If you meet them at networking,
they are looking for people to meet just like you are. If
you're meeting them on social media, maybe not so much. But
they're, if you're interested in them, they're going to try to
sell you their stuff right off the bat. I mean, most of most of
them so that you're coming in with a completely different
approach and respecting them enough to hear what they had to
say. So I think it's a win there.
Absolutely. Um, what's the saying it like again, it applies
to dating, but it applies to networking and building a
business. Be fascinated more than fascinating. Be fascinated
more than fascinating. Does that make sense? Amanda? Do you know
what I mean by that?
Yeah, because like, Charlotte said that most people are like
they did want to sell me stuff, right? You know what I mean? So
but I was very respectful. And I was just like, Hey, like, let me
know what you are looking for. Like, you know, like in a
referral. So maybe I can, you know, yeah, refer people to you
or whatever. So I kind of left it like that. Yeah, it's that
kind of conversation, then yes, that's you're just simply going
to do that. So I will open a whiteboard right there in in the
coaching portal. And I'll say, Hey, is it okay, if I just take
notes, I don't want to miss anything that you're saying.
Right? Because it's so good for them to visually see what
they're saying out loud. And so I, you know, I write what they
do. But I often just start right off the bat. Tell me. Now,
obviously, I'm coming in as a coach, and they know that so I
can come in from a little coaching angle. So it would be
different for each of you, but I'm coming in as a coach. And I
say, Can I ask first, because it's it changes the
conversation so much. What is your goal right now? Like we're
entering into quarter two? What's your target financially
goal? Because it's a big difference. If you say I just
want to make an extra $100. I think I can help you in five
minutes. Are you saying I really want to hit 10k a month? Well,
it's a different conversation, right? And there's no right or
wrong answer. But if I know, and so they share the money, and
I want to see the level of urgency. Well, by when is this
like a really pressing and they'll go, Oh, my gosh, if I
don't get out of debt this month, I have to go back to
work. I like it's that, you know, it's like urgent. Oh,
like now, like you could put a big now, or it could be, you
know, I'm just hoping in the next two years, by the time my
husband retires that I could get there. Okay, it's not urgent.
So you've got to know that it changes the conversation. And
coming back to it. And so all right, so you hit the $10,000 a
month or the five or the two or whatever you put in there.
What's important to you with that money right now? What
would you do? I've got to get out of debt. I want to bring my
husband home. He's just killing himself out there. I want to be
able to take vacations with my family. You need to know that.
Right? And again, why is it important right now? Okay, then
it's super important to know what have you tried already? If
they say, I've already been through 10 coaches, not a
single one has helped me, it's going to be a different, you
know, conversation. I'm $100,000 in debt from coaches, right?
Then if they said, Well, I did advertising and it didn't work,
or, you know, I get online and I post but nobody likes it. Okay,
so you've got kind of, and well, they're saying some of that. I'm
putting it over here in the challenges, post, no response,
no leads. You know, the things they're telling me, I'm putting
it over here in the red.
Challenges that they can really see. Okay. We've got some real things right? What have you tried? You know that worked if any and
And then often to help them get centered. Well, let's just talk about you know what you're sharing with me
I mean, I like all the biblical verses about what's in your hand and I said, wow
I mean you just wrote a book that's in your hand or wow. You just got certified in your coaching
Wow, you're you're a master's as a fair like what do we have in your hand?
Wow, you work ten years in HR and you've got those skills or wow
You know
you've been a mom of six kids and they're all successful like
Let's talk about because people like disregard that and it's very eye-opening for them to realize Wow
So now you're coming through and you go, you know
You've got so much in your hands and you got so much potential you could go so far
And it looks to me, you know, you've got this this and this challenge
But honestly if we solve this challenge, like let's say I don't have a single lead if we solve this one challenge
All of this would happen the money would come the dad so a lot of times there's kind of a kingpin
challenge, right and so that's where it can move to an invitation because
Because you're about solving it now you now it's just right front and center that they've shared
And that's when they're coming to you open knowing your coach
It's not when you're just out networking and will tell me your problems, right?
So there's different situations and scenarios for where you are in the relationship
But when conversations aren't moving forward, it's because they're not directed. There's there's it's it's going nowhere
Right, and so if you are
the captain of the ship
You can direct it and now it's gonna lead to clients or the next call or the next step
Does that make sense? Mm-hmm
Good. Yeah. Yeah, it's more clarification
just just to ask more questions kind of
Would you still suggest like kind of opening it?
Like what do you like? What do you do or kind of and then oh, yeah, of course
Tell me a little bit about you. Tell me about your business. How long you've been doing it
What made you get into it like again be?
fascinated more than fascinating
And and and I will take control of the conversation the one asking the questions
Controls the conversation. So they go they'll come in a lot of times go. I want to hear about you and I go
Oh, thank you. I can't wait to share I go but I'm really excited about you. Tell me that and I go straight into a
question
Okay, I have taken control of the conversation because I don't want to tell everything about me in a way
That's not relevant to them now. Enjoy spaghetti on the wall. I'm hoping something I share sticks, but I know nothing about them
I'm talking into an empty can right? Right. So I want to ask questions first
Okay, good. Yeah, this is better. It's just gonna help
Yes, thank you, you're welcome, you're welcome Charlotte any any additional I think we lost Natalie with any other questions
No, you did not hear
She's listening. Oh, there you are. I just not seeing you. Hi Natalie anything you want to add to that?
I mean, I'm
Amanda if you would send me an email I have a weekly podcast
I've been doing it for four years or in my fourth year
So if you'd send a charlotte charlotte anderson.com shoot me an email and I'll send you an invitation
I'm booking for June or July now, so
120 days
Interviewing and
She it's it's just a very natural conversation
But the value of that is that you know, not only getting your message out to more people
But that's one of the recordings if you do that, right if you've talked in advance what you want to share
That becomes hey, I just I was just on a podcast. Can I share a little bit more about me with that?
You know
Especially if it adds value if you make a point in the podcast to add value
I'm revamping a lot of the things so I don't but but you know, it'll
Hopefully be done by then
Awesome. Awesome. Natalie. Did you say something?
I thought I heard Natalie. No, I was just like no. No, no, this was all really really good
I was just saying that I was here. You said I thought you lost me. I'm like, no, I'm here. I'm
Your camera's off. Yeah
Glad you're here. Glad you're here. All right, ladies. We're at the top of the hour
I pray this was blessed you go forth use it go forth and multiply
Like in your hands hold the ability to touch so many lives and make such a beautiful impact
To release your gifts to the world in a way that truly brings change at a time when we're all in it together
Thank you so much
and people need it so much.
So this is the time to show up when everybody,
I mean, everybody's so confused and so much chaos going on.
This is the time to show up with love
and have real conversations with real people.
All right, I've loved this time with you.
Lots of love.
Bye.