And welcome, welcome, welcome to all of you, Prosper Leader members.
Of course, this is the call.
This is where we show up on the third Thursday of every month,
as well as the first Tuesday of every month.
And it is our opportunity as a community to link arms,
to help each other across the finish line.
Whatever that looks like for you, growing your faith, growing your business,
growing you as a person, growing your impact.
You know, God really gave me a vision for this Prosper Leader membership.
He told me right at the start of the year when I launched this,
he said, this is the time to gather the women.
And I really felt in my spirit
that the hard times are not over.
We've still got a little bit of a bumpy ride coming ahead.
And I literally saw the vision of women linking arms
and like leading, supporting, caring together across these finish lines.
And so I've been so passionate about making sure that we bring the finest
of the teaching tools, of course, as Prosper Leader members,
you have access to all the courses and the Bible studies and the masterminds.
And of course, the live events.
And this is a special one because it's really the first one
where I brought in outside guests.
And so I'm super excited to share with you tonight.
And the thought behind this tonight was I want to pull out all the stops.
Anybody that is a Prosper Leader member, whatever tools God's given me,
whatever resources, whatever support, whatever knowledge,
whatever understanding, this is the place I want to pour it out.
I want each one of you to have access to that.
And so you're going to get a taste of that
for the first time, of course, tonight.
During the first part of this call, like we normally do,
these calls are usually divided into a teaching or training or empowering beginning.
And then we stop the recording and the recording is saved
and we turn off the recording and we get just real and raw and together
community time to support each other, to pray together, to do all of those things.
So before I invite our special guests, I'm going to open with prayer.
I'm going to tell you a little bit about why I have her coming.
And then with no further ado, I'm going to be interviewing her
and then I'm going to give you a chance to ask her questions as well.
But let's just start with a moment of prayer if we could.
Oh, Father God, I just thank you for the very gift of life right now.
The air in our lungs, for our heart beating, for your goodness.
And I just ask that this call will accomplish all the purposes
that you have for it, that women will feel equipped,
that they'll feel empowered, that they'll feel supported,
that they'll get the ideas, the creativity, the information,
the push, whatever they need to go to the next level in their faith,
in their income, in their impact.
I'm asking that this call will powerfully accomplish that.
And so I give you thanks for this time.
In Jesus name, amen.
All right.
Let me tell you why I'm going to introduce my guest
and then I'm going to introduce her.
I'm going to tell you that 30 years of building successful businesses
and over a decade of being a coach to coaches,
one of the biggest challenges in business,
where most people hit a stuck point is getting leads,
lead acquisition.
And I'm telling you, especially nowadays,
every guru in every place is telling you to stand on your head,
you know, put your knees behind, turn around three times,
you know, wiggle your nose.
And this is how the magic formula that you're going to get leads.
And so I literally see coaches just frying themselves,
trying this, trying that, trying to be all things.
And so I don't know how long it's been now,
maybe probably a year and a half when I met Caroline.
And I can honestly tell you all lead,
the need for me to do anything for leads.
I mean, I had referrals and I had a good base,
but the need to do anything for leads,
that was over from that.
day on. And so, you know, I often sit with with brand new
coaches or coaches that just aren't making any income, and
they've got so much to give, they've got such a heart,
they've got so much to bring. And yet, they're just by the
time they come to me, honestly, they're, they're, they're
bleeding, they're bloody, they're exhausted, financially,
emotionally, mentally, they've tried every which way a lot of
empty promises. And so I always explain it very simply, in a
business standpoint, 30 years of running multimillion dollar
companies, I said, you know, you got to have sales, that's money
in your pocket, you must have sales. And in order to have
sales, you have to have sales conversation. That's not just a
social, hey, great to meet you. Yeah, let's share some time. No,
it means that literally, you're listening, you're finding out
what they need. And you're sharing what you can add value
and a sales conversation means you're making an offer. And they
have an opportunity to accept that offer. And it's an
irresistible offer. So to make money to have sales, you got to
have sales conversation. So you can look at your calendar. If
you're a coach, a healer, an entrepreneur, like just take a
quick glimpse and say, how many sales conversations did I have?
And for most people, it's very slim pickings. And they're
calling things sales conversations that are not to
have the sales conversations, you've got to have solid leads.
And a lead is someone that would be a good candidate for what you
have, you you are offering. Okay. So that's where we are
today. How do you get those leads? And there's two mistakes
that coaches, healers, entrepreneurs are making. Number
one, they are scattering their energy enormously, they are
trying to do all things. And so suddenly, they're becoming and
Cindy listening to this will love this, but they're becoming
their own web designer, right? And Ugo would love this, they're
becoming their own copywriter, right? They're becoming their
own social media experts, they're becoming their own, you
know, they're, they're, they're being an accountant and a
copywriter and a podcaster. And they're trying to do all of
these things. And they're now trying to study ads and write
ads and run challenges. And, and they're scattered, and they're
exhausted mistake number one to scattered. And so when I coach
someone that come to me for a breakthrough intensive, and we
get a business breakthrough, first thing I tell them, take
the lead generation hat off. Why? Well, number one, do you
like it? And they all say, Oh, I hate it. I said, Okay, so you
don't like it. Number two, are you good at it? No, I suck at
it. All right. Number three, is it taking you off purpose from
the things that you're really called to do? Yes. All right. So
that's the first mistake. Take that hat off. Okay. Now to do
that, why do they do that? Second mistake. Second mistake
is they don't understand ROI, return on investment. You see
someone that's new to business just thinks about conserving.
Oh, if I do it myself, I can save money. If I just do this,
okay, I won't have to pay that I don't have money. I'll just do
it myself. Okay. And what that does is keep you playing small
and exhausted and stuck. You'll never scale if you don't have
a team. And you go, but I don't have a money for a team, you
have to understand return on investment. So, Caroline, you
know, I remember the first time that I started working with her.
Um, and I did the investment, she was asking for two months, I
can tell you the return on that investment was immediate by the
second month. And it never stopped. And I was looking just
in the first four months of this year, already $30,000 in return
in the first four months from the leads that she's brought me
she keeps my calendar full, by the way, always with leads. So
I'm talking about none other I want you guys to give her the
biggest applause. I am talking about Caroline, who I have
coined or named the rock star of lead generation or lead
acquisition, Caroline, welcome, Caroline, welcome. And so if I
want to make sure that that they're spotlighted, right,
because I'm not seeing us both. Earlene, can you have us both
spotlighted? Let me see if I can. Okay, there's Caroline.
Welcome, welcome, welcome. And then you could have me.
So it's both of us. Is that possible? No, only one. Okay, that's all right. We'll, we'll go back
and forth. Wonderful. So, so Caroline, I'm going to start first of all, like, how did you get
started in this field? How did you get started in this field? Yes, good question. So I started
in 2016, and my background was in SEO, so search engine optimization. And basically, my job was
all about ranking websites on Google, which took forever. I don't know if you've ever done any SEO
with Brenda, but yeah, it can be a challenge. Then I moved into funnels, and also promoting
funnels on social media. And I saw that people were posting content and doing lives, which were
getting leads, but I figured if there's an easier way, maybe to do it. So that's how I got into
outreach strategies and develop my own. Basically, a lot of people have like just this one message
blast. And it doesn't work as well as doing a more, you know, sophisticated one. And yeah,
basically, from there, I developed my strategy. Wonderful. And I'm going to ask you some details,
we're going to get the juicy details of your strategy, because it's awesome. But you brought
up some really important and I want to distinguish that right off the bat, because this really is
different how you go about getting the leads. And you know, what I have found, when coaches are all
into funnels, and you've built the funnels, I'm going to confess, guys, you all know me,
I work three, maybe four days a week on a full week. And you know that I've always been in the
high six figures, I don't have a funnel. And I haven't done a funnel. So I don't know if I'll
need one someday. But as of yet, over 10 years of doing this, I don't have one just to give you a
little inside scoop, how I feel about that funnels are complicated. And they require a lot of work,
they require really good copywriting, they recall, you know, good, a good understanding of technology.
And then the other option, advertising, and really succeed. And that is very, very expensive. I also
don't have any ads, not to say that I won't at any time. But at this moment, I don't. So so you've
got these funnels, these expensive ads, or SEO. So what you're doing, how is it different?
Well, so differently, what's really cool about this approach is that anybody can do it. And you
most likely already have all the tools you need. So if you already have a Instagram page, or a
Facebook account, or a LinkedIn account, you can simply just use that, you know, these accounts
are free, except for LinkedIn, if you want to do the premium service. And what you need is just to
add your contacts that, you know, resemble your best ideal client. And you need to send them
messages that are obviously more targeted, and that have an end goal. Brenda, maybe you agree
with this. I feel like a lot of people when they do our strategies, it's more just chit chat.
Yeah, really know how to get them on the phone, right? Yes. Yeah, which is a major problem.
Because yes, on the phone, you will never make that sale. Yes. And I'm going to say that that
problem expands across the whole business. Okay, which means, you know, two things. Number one,
not understanding your niche. And number two, not understanding your big problem that you solve your
big promise, right? Because for them to get on the phone with you, they're busy, they don't have time
to chit chat. So you have to give them a reason to get on the phone. So one of the ways that Carol
and I are Carol and I are like incredible tag team. And that is I often do a business breakthrough
intensive before I send them to Caroline. And the reason I do that is so that by the time they go to
her, they're so clear what niche that they're looking for. So she knows how to bring the correct
lead. And then they're really clear on their big promise. So this can be used not only Caroline's
a master at putting together the messaging languaging, but you also can use this everywhere
that you are putting out information. Okay, so your big promise needs to be in that. And so I'm
glad that you brought that up because people are very, well, I don't want to seem pushy. I don't
know. And I don't want them to think I'm just after them. No, they're really going to think
that if you're just chit chatting. And so it's very important that you can start warm and ask
real questions. And I know you do that Caroline, but not too long into it, valuing and respecting
their time. It's super important. You get to the point, Hey, the reason I thought of you or
the reason I'm reaching out, and that goes into the big promise.
So I'm glad that you brought that out. Okay, so, um, what
steps would you someone listening tonight, and, you
know, of course, I would recommend working with you.
That's what I always do. But if they if they're not in that
place yet, and they want to try this themself, I want this call
to be very valuable for them that we give them real tools
that they could really apply. This is practical. So what
steps give me a few steps they would need to take to start
implementing this themselves?
Sure. Well, so the first step I would do if I were starting from
scratch, is I would just make a list of keywords for my clients.
So I work with business coaches, like coaches, mindset coaches,
many different types. And then I would go on Facebook and search
these keywords. And a bunch of groups will come up like
regeneration for mindset coaches, or how do clients for
business coaches, I would then join this group and just start
adding prospects that I think would be a good fit for my
service, especially people who are in the comment section or
the discussion section, you can see if they're asking questions
there, maybe they're even interested right off the bat.
And then after that, obviously, the outreach strategy is the
most important. And this is a beautiful balancing act of being
you know, you want to be direct and say what you want out of
this conversation, while still being empathetic and listening
and building rapport that is so important. Yeah. So my basic
outreach has four messages. The first two are just about
engaging the prospect, getting to know them, pre qualifying
them a bit like are they a good fit? Is there a need? And I know
that's a little bit hard to do in two messages, but we have our
formulas that can help you do that. And then the third message
typically is where we present the offer and invite them to a
free consultation with you. So basically, that's a core
structure. If they say yes, we send them the call scheduling
link, which is the fourth message. But if they say no, if
they're not ready at right that time, you can always nurture
them through like sending them to a group, maybe you have a
landing page or an ebook like you do Brenda. That's also
working beautifully.
Good, good. I love that. And I'm going to bring up something on
that messaging that people may overlook so that any of those
conversations don't just like drop to the ground. You always
end with a question. And the question is very relevant or
something that that they are excited to talk about. Right?
That's right. Exactly. Um, especially if it's from a life
coaching perspective, or maybe you do confidence coaching, ask
about something that excites them something that's a little
bit different. I wouldn't necessarily a lot of people also
go into pain points, like, what are your challenges? Yeah. And
that brings the mood down. And people might not really want to
share that right off the bat with you. They just met you.
Right? Yeah. So I'm a stranger, open your heart and tell me your
worst nightmare, please.
No, probably not. I mean, it can work. But then you'd have to
make a longer outreach, which would make the lead cycle even
longer. Yeah. And, you know, it can work. I just recommend what
are some of your favorite questions? Oh, good one. For
business coach. There are a lot of my clients who say, I don't
want to work with startups necessarily, or somebody who's
a one man band. So for a business coach, you can ask, how
many years have you been in business? How did you get
started? Um, let's see, you can also ask what are your you know,
plans for your business? I see that you posted this content
piece about launching funnels. How's that going for you?
Something like that. Good, good, good, good. I love that. Okay,
so you've kind of described it's typically about a four four
message, you said that you do. So the first two are warming up
and engaging, asking some questions, then you get to the
point why you're reaching out and then you're making the
invite, which is typically to a free call. Yeah, correct. That's
right. Okay. All right. Now, what about the difference of
working in Facebook or Instagram or LinkedIn? What can you say
about about that? How should they decide where should they
be working? And I guess I'll tag that question also is, you know,
people often say working out of their personal page, oh, I don't
want to do business in my personal page or their business
page or their group. So how do you choose where they should
start doing this if they were going to pick one?
That's an excellent question. So basically, if you are a life
coach, healer, health, fitness, I would say the
Facebook is more your area that you can be on because there are so many communities there
with health mindset, life coaching, and groups that you can engage in and act contacts from.
But that's not to say it's limited to that because we're doing outreach on your Facebook, Brenda,
and your business coach. So it is working, but I would say that would probably be your number
one choice if you could just choose one. If you're a business coach or career executive coach,
I would definitely focus more on LinkedIn. The only disadvantage is that LinkedIn will
only work properly if you have the premium service. So that is an upfront investment
you'll have to make. What's also really important is the amount of contacts you have
because all social media is on a basis of who you know. So if you only have 50 contacts,
say on LinkedIn, it will take you so much longer to build up a contact list of a thousand people.
But if, for example, you have 2,000 contacts on Facebook, but you're a career coach, I would still
go first with Facebook just because you have that advantage of being able to add more contacts,
reach more people more quickly. So basically, it depends on what type of coach you are
and how many contacts you have on your current platforms. I like that. That's really insightful.
And so what about the difference of working on personal page or is it always on the personal
page? Right. People do come to me with this and they say they're not really comfortable using
their personal page because they have, you know, their kids' photos or maybe some personal stuff
on there. And they don't feel like it's their personal self or their business self. And to that,
I say, I completely understand. But think about this. You're a coach or course creator and people
want to work with you, not a business. So if they see you for who you are and they see your dog
photos or maybe that selfie where you don't look perfect, they will just like you better. And I
really think it just shares who you are and builds rapport and trust. You could also reach out from
your business page. But in my experience, it just doesn't really convert that well. Yeah. OK. Yeah.
I know. I know for me, I was I was resistant on one level. You know, I'll put this right out there.
You guys, you know, I just share everything. If you go to my personal page, she changed Caroline
changed my my banner, which, by the way, is brilliant, because if you click on my banner,
there's a powerful message and a link right there, which is which is really brilliant that
she does. And that's part of what she does is making sure that she optimizes, you know, your
social media. But I was a little nervous with my personal page to be so out there with my big
statement, my value statement right there in my banner. But I get so many likes on that crazy
thing and so much attention and so many clicks. And so don't be scared of that. And I find just a
really healthy balance what I do personally. And so I will put, you know, stories that are
interesting that just reflect me. And so it might be gardening or bike riding or, you know, hiking
or dancing or whatever. And then, you know, every four or five messages, I'm putting something
relevant about business or personal growth or get them thinking. The other thing that I often do
is if it's business stuff, I posted in my business page, and then I share it sometimes to my personal
page so that you can also drive traffic or invite to your group or to other things. Okay, let's talk
about the importance of consistency. Like when you go to work on this, tell me, how often are you
doing this? How much time? How many contacts? Tell us, you know, to really generate. Because, you know,
my experience with you is you're typically bringing, what would you say, 12, 15, 20 leads a month to
people. Is that about right? That's right. Exactly. So basically, we say one to five leads per week
as a baseline for because, you know, during Christmas, it obviously slows down, but then it
picks up right after that. So there are natural dips in lead generation. And I feel like a lot of
people freak out when this happens to them. Like, oh, I got 15 leads last month, but this month was
so slow. Maybe I'm doing something wrong. And then they try to reinvent the wheel, which just goes
wrong. You just need to stick with what you have and do it for at least two months. That's also why
I tell people, like, please stay with me for two months because then we will know what messaging
is working, what avatars to target, should we narrow our focus, or what's going on. Yeah.
So, yeah, the old AB testing and the old, you know, just keep tweaking. And you really are
good at perfecting that. So it's important. You know, one of the things, because I've referred
a lot of people to Caroline, and I have to tell them, no, sit on your hands, do not interrupt,
do not respond, do not try to change what she's doing. And, you know, it makes them crazy, you
know, to just, like...
And it's, it's about letting go of control and trusting. But I've seen consistently enough over
time, you know, it takes two, three weeks to really get to know you and get the messaging out
about week three, you're going to get a lead. And then it's just going to get better and better and
better over time, the more she knows you, the more she knows your voice and represents you and answers
in a way that really represents you. So, so consistency with the question. So how, how many
are you approaching every day? There's like a limit on Facebook, so you don't get shut down,
right? That's right. Yeah. So talk about that. How many can you do? What do you have to be careful?
What do they need to be aware of? Sure. So I would say it also depends on how many contacts you have.
So if account has like a hundred contacts, you shouldn't add more than 20 contacts per day,
but your account has, you know, 5,000 pretty much all the time. So you can add up to 60 to
70 contacts every single day without any issues. And on your account, we can also send a bunch of
messages like 70 to 80 per day. If you have lower contacts, I would say anything under a thousand,
I wouldn't do more than 50 messages per day because you couldn't go in Facebook jail.
Um, so be careful about that. You know, it really depends on your amount of contacts,
but say that you have a decent amount, which is over 2000. Um, I know it's a lot of work,
you know, to send 70 messages per day, even 20 messages per day is a lot of work,
but if you can commit to doing, let's say add 25 contacts and send 25 messages,
you could get weekly leads. I'm certain of that. So every day, yes, that would have to be every day.
Yes. So now do you understand why I say take the lead generation hat off?
How many of you want to sign up to be adding 25 people and doing 25 messages,
but if that's how you need to get started, that's how you need to get started. Nothing
wrong with that. Okay. So that, that lets the question, how many contacts to get results?
All right. Let me, let me wrap up with two really good questions. And then we're going to have time,
you know, for people to ask you their questions. Hopefully you've been taking notes and thinking
about questions that you have to ask Caroline cap, you know, capitalized on, on this time.
What is the biggest tips that you have really learned doing this?
Oh gosh. Excellent question. Well, I think that you have to be very, very clear about what your
number one goal is with lead gen. So do you want to right now just click emails and then grow your
email list? Or do you want discovery calls? Like what is your number one thing you want?
Okay, great. Now you have that thing. Just focus on this. Don't try to do funnels and content and
all kinds of stuff. So one call to action in the messaging is what you're saying, right? You're
really clear. And so it's either the call to action is to grow your email list, or it's to
get someone on a free call, or it's get someone to get your free resource. And, and again, you're
gathering emails, but be clear what you're going after and then stay consistent. Don't keep
changing the messaging. Sometimes a call sometimes this and that. Yeah, that's right. That is right.
And have that thing reflected throughout your whole branding. So exactly like your banner on
Facebook is so important. You can have a simple call to action and then just have that one thing
like your discovery call or your email newsletter, sign up, have that in your outreach as well.
That is the number one thing. And well, since we're talking about organically, Jen,
you know, it's also really beautiful to post content. If you could do that on a consistent
basis, even just once a week, plus doing the 25 messages and adding 25 people and having that same
call to action reflected in your content. So give some examples, what would be good content? How
would you just give an example of what it might look like? Right. So what I used to do is have
three content pieces every single week, and two of them would be engagement posts and like either
stuff about me or the business or just asking questions, something fun. And then the third one
would be the call to action to my discovery call. It's basically an implementation call or show you
how to implement the system, our lead generation system in your business. And just this one post,
the sales post, basically per week generated more leads for us. So it's like a very simple
thing that you can do to, you know, improve how many leads you get alongside your outreach.
And you can reuse this content as also something people don't consider.
The content I posted six months ago, I will use again.
Yes, and so never write something or create something you can only use once and remember
to repurpose it a dozen different ways.
So it can be a post, it can be a tweet, it can be an article in LinkedIn, there's so
many places.
It can be your blog post, you can turn it into a short video, a short audio.
So the same content can be used so many ways.
Okay, how about like the biggest mistakes people make, or if you want to be vulnerable
and share like, like, like, what did you do that was like, Oh, why did I do that?
Yes, absolutely.
We want to know you're real.
You're not perfect here.
I would say the worst mistakes I've definitely made was trying to find the balance between,
you know, wanting to get somebody on a discovery call, and then being pushy.
Yeah.
Okay.
I have tried several outreach strategies from like, okay, I send them the first message,
no reply, let me send a follow up.
And I wait a few days, let's try another one, and another one.
And then I had five follow ups.
And I was like, Okay, maybe this is too much.
I'm overwhelming people.
I'm, you know, you really have to find this balance between what you feel comfortable
with and what you're receiving.
So basically, I saw that after a while, if I send four follow ups in total, that's where
people are still accepting it and saying, Yes, actually, I do want to get on a call.
If you go further than that, people are like, please stop.
Yeah.
Okay, so, so for kind of spread out, and this is not the original messaging.
And let me give an example of what I see, because she does it with me, with people in
my page all the time.
So she maybe made an offer about something, and then they don't respond.
And then she'll come back around and say, Hey, I noticed you didn't have a chance to
respond.
Are you still interested in getting blah, blah, blah, or would you like to get you you're
better at the wording of that.
But basically, it's looking like that, yes, that you're talking about.
Yes, indeed.
So how, what was the way that you've learned to phrase it to not be pushy, that you can
say it four times and people don't get annoyed?
Well, what are some of the key things about that?
Really, really good question.
Because I used to be very technical, if you will, in my messages, like I was very proper
and long winded, I would say, Hey, I see that you didn't see my last message, are you still
interested in lead generation services or discussing blah, blah, blah.
And people are bored.
You know, yeah.
So just saying, Hey, how's your day going?
I was just wondering if you saw my last message.
Emotionally.
Yeah, something nice that you would actually say to a friend, right?
Yes.
Natural.
Yeah, I found that everywhere, whether you know, right now, whether it's email, or it's
any kind of post, or it's any instant messaging that you're doing, the more you're still professional,
but the more casual that you are, the more real person that you are, sometimes even a
little humor or a little something just makes you a real a real person.
All right, this has been fantastic.
So we are going to have time to come back and ask some questions and interact.
Before I stop the recording, I do want to invite any of you listening that are not yet
a prosper leader member, and you maybe don't even know what that is.
But the idea of having access to high quality resources to grow yourself, grow your faith,
grow your income, grow your impact, and you'd love a community.
I often think of the question, you know, let's say you're stuck on your business right now,
or you want to try out something.
And if you went to your phone, your your Rolodex, I'm using an old word Rolodex.
But if you went to your phone, your contacts, how many people could you really call that
would really come alongside you and help you across the finish line?
And for most of us, it's very few.
And so the purpose of this prosper community is just that it's the place to network to
pray together to support each other to learn together.
Some of you are way ahead and you can share what's really working like Caroline is right
now.
She's been doing this.
It's tried and true.
Others of you are like brand new and maybe feeling overwhelmed and saying, where do I
start?
This is the place for us to mastermind together.
So if you're interested in that right now, take action, go into the chat and just put
the word interested.
All right.
In the in the chat, put the word interested.
Or if you'd like to instant message me on Instagram.
Facebook, Brenda Byers, or Prosper in All Things. Perfect. Just say interested, that you're interested
in the Prosper Leader membership. I'll get back with you within 24 hours. If you want to email me,
Prosper at Prosper in All Things. I will send you how you can access even all the free resources
and how you can be part of this community. All right, this concludes the recorded part. I'm
so glad you were here and listening to this, and I simply have to find where
the recording is to stop it. There it is.