All right, good morning, good morning or actually we have people all over the world so good
evening to those of you in UK and Spain and good afternoon to those of you on the East
Coast and mountain and for those watching by the recording I know many of you said you
couldn't make it live well I don't know what time it is but we're glad that you're here.
I'm super super excited about this training in some of my emails I shared with you something
my father used to say to me now my father made his first million before he was 30 and
he went on to build multi-million dollar companies over the years he has he has passed away and
but I learned a lot I didn't get any inheritance that's a whole nother story but I did get
the inheritance of knowledge and understanding and so some things stick with you and I was
reminded preparing for this call that nothing really happens until the sale and so my passion
with this particular masterclass so many of you and by the way please mute yourself if
you could so we get a good recording and and so my experience that I find working with
coaches and entrepreneurs healers small business leaders is that this is really the sticking
point they are just exerting an enormous amount of energy chasing leads but very few of those
leads they're showing up on social media and they're trying to copyright and they're trying
to do all kinds of things that's another conversation but they are not getting the sale and you
see without the sale you're not making the impact and you're not making the income and
you're not transforming lives why you got into business and so this is a super important
topic I felt led you know what it's time I need to help people to get those sales and
so that's what we're going to be focusing on today it's meant to be fun and interactive
we've got people from lots of states lots of places so let's get to know each other
let's have fun I will add questions at the end and any that I don't get you all that
registered for this are getting a bonus Q&A on the 30th of this month so we will get your
questions answered so you can be making notes thinking of those and we'll get started I'd
like to begin by just speaking a blessing over you I love to do that to pray before
we start to invite the wisdom of God to show up so I'm going to start with that and then
we'll get right into the topic of having successful sales conversations oh so father mother God
I just invite you right now to work mightily in this master class I speak blessings over
every woman that is represented here I speak blessings over her business I speak blessings
over the clients she's called to serve blessings over her products and services and things
that she's bringing to add value I speak blessings may everything she put her hand to prosper
may everything that needs to be said every question that needs to be answered every breakthrough
through that needs to happen let it happen here open our spiritual senses to hear what
you spirit are saying to each one of us and may the words of my mouth in the meditations
of my heart glorify you amen and amen amen who is ready let me go ahead and put some
slides on to help you with some visuals and we will get started okay can someone let me
know you know what you're not seeing it I already know I got to share the screen let
me come back over here and share the screen otherwise you're not seeing anything technology
so many things to do I usually have someone running this and I don't today so you're going
to watch me fumble around and see that I'm human just like you are okay now um can someone
give me a wave let me know you're seeing the slides yeah and are you seeing me yes okay
means we are ready to go.
OK, so I'm going to kind of shrink this
down so that I'm not seeing me.
So I can see. There we go.
All right.
So welcome to the successful sales
conversation master class.
All right.
Nothing happens until you get the sale.
That's what we're going to be helping you do today.
And so the first thing that is so
powerful always in any class is to set an intention, set an intention.
So right now, take just a moment.
What is your intention for this next few hours that we spend together?
Be clear about it.
We'll talk at the end and make sure that that happened.
So if you could just wave a magic wand,
a spirit wand and have this next few hours be exactly what you want it to be.
What would happen?
What would you need to learn?
What would you need to break through?
What would you need to understand?
What is your intention?
Intention is the most powerful thing that we can do.
And that's how you'll get the most out of this master class.
OK,
put it in writing if you can.
Hopefully you've got a pad and paper.
You can make some notes as we're going.
I will be sending you this recording.
I will be sending you a template to give
you some more home play to go dig deeper before we meet again.
So you'll have these slides and you'll have some home play to work on.
Now, those of you that are coaching with me know that I work off of a success
formula, OK, and the success formula is
mindset plus skill set.
Plus right action.
Equals results, so you've got three components,
it's a it's a mathematical equation, everything on the left side affects
the right side, so you've got mindset, you've got skill set,
you've got action produces results in this case, the results are sales,
income, growing your business impact.
OK, all three of those matter.
So in other words, if you're only focusing on the action
and I'm going to give you lots of actions, I'm going to give you my five step
action plan for sales, you can do all the right actions.
But if you have a mindset of lack
or a mindset that doesn't believe it's
possible or doesn't believe in yourself or any of the possible limiting beliefs
that we can hold, then it takes away from the equation.
Also, especially when we're talking about sales, it's mindset plus skill set.
Sales is a skill.
Now, I've been in sales in some form or another.
We all are, by the way, those of you that are coaches, by the way,
your your craft is coaching, but you're in a sales business.
OK, those of you that are healers,
you have the skill and the craft of healing, but you're in the sales business.
Those of you that are teachers,
so I want you to understand that this conversation is for all of you.
We're going to talk about that.
So if there's some resistance, feel kind of what you're feeling in your heart.
When I use the word sales, in fact, all of you say the word sales,
sales and how how are you feeling inside? Right.
And so there is a skill set
and you will get better and better and better the more that you do.
So I'm going to lay some foundation today.
But it's kind of like riding a bicycle.
I can talk to you about a bicycle.
I can talk to you about the wheels.
I can talk to you about the pedals.
I can talk to you about the handlebar and I can describe.
I can even show you, you know, videos about it.
But until you get on that bike and master
your balance and practice pedaling, you will not go anywhere.
OK, so I'm going to be always straightforward and real.
This is a skill set.
And the more you do it now, I'm going to share a story just
to help you know that, you know, I know whatever level you're at.
I know how you're feeling.
OK, I was scared to death of sales.
Let me tell you about my first sales.
You're going to crack up, I think.
But I want you to to really understand that it is a skill set.
So I started I made my first six figures in in network marketing.
I joined a Canadian nutritional network marketing company.
I was young. I was in my 20s.
It was my first sales experience.
I was selling this nutritional supplement.
It was a potassium.
mineral supplement that looked like motor oil.
It was black motor oil looking, smelled terrible,
looked terrible, came in a white bottle
that looked like a milk bottle.
And that was my first sales experience, okay?
And this was back in the day.
Like I said, this is going way back.
It was not cool to say you worked from home.
That would be embarrassing, okay?
There was no such thing.
You were unprofessional if you were working.
You had to hide that you worked from home, right?
And so I had to come up with a way to have sales.
This was before, you know, all the things we have right now
with the internet and social media and all that.
I'm going way back.
And so I took out a newspaper ad.
I took out a newspaper ad to recruit salespeople
for my new sales organization.
And somebody answered, they were interested.
Oh no, what do I do?
I can't invite them to my house.
I can't tell them I work from home.
I got to be smooth about this.
How am I going to work this sale?
And so I told them I was going to be coming.
I found out where he was.
This was also scary.
This was a man, you know, to see a man and sell to a man.
It was very scary to me at the time.
And so I came up with this brilliant idea
that I was going to be in the area.
And why don't we meet at, I think it was a Denny's.
It was a local restaurant.
This is before Starbucks, there weren't coffee shops.
And so we met.
And so there I was, I got one of these booths
in the back of the restaurant
and I had prepared my sales presentation.
Guys, I wish I could show you.
I had a three ring binder with the sheet protectors
and I had printed out everything I was going to say.
And so he showed up, okay?
There he is.
He walks in and he's in a tie.
He's a professional.
And I am scared beyond scared.
My first sales experience, right?
So you would have cracked up if you saw what I did.
I took the binder and I was showing him the pages
and I was flipping the pages so fast and talking so fast.
I flipped the pages.
I was literally fanning his hair back with the pages, right?
In this, and you know, I'm shaking.
My voice is shaking.
My body is shaking.
And I think I made some kind of call to action.
Like you wouldn't be interested in this, right?
This is a true story, guys.
This is a true story.
And the funniest part is I don't even remember how it ended
but the quick, the maneuvering was trying to leave.
He was kind of like being a gentleman
and let me walk out in front of him.
And I did not want to walk in front of him
because I had so much, my back was soaked in sweat,
completely soaked.
Every part of my body,
I wasn't sure I was going to be able to walk,
you know, sweat down my back.
And I was doing kind of an Asian.
Some of you know, I lived in Korea for years.
I was married almost 30 years.
So I was kind of doing an Asian exit.
You know, Serena, you might appreciate this, right?
You kind of back out, right?
I was being very Asian that day, not to show my back, right?
It wasn't so much about respect.
So anyway, we all start somewhere.
I want you to feel good about that.
Sales is the skill.
So mindset plus skillset plus action equals results.
We're going to cover all of that here today.
So today we're going to focus on two major shifts then,
because what you notice about mindset, skillset
and action is that there's an inner game
and there's an outer game and they both matter.
The inner game may matter more,
but they both really, really, really matter.
So we're going to cover the inner game
of successful sales conversations and the outer game.
Okay, so get ready.
This is going to be fun.
All right, so this masterclass is for you.
If you're an author, speaker, or coach,
you've got a product, you've got a service,
you've got something that really adds value, right?
And you desire to learn and to master
how to lead a successful sales conversation
without being like sleazy or salesy
or using complicated words.
You're using complicated scripts or manipulative tactics
or high pressure or any of that.
We're not doing that.
So if you desire to have sales be fun
and relationship building and heart centered,
and if you desire to influence your potential clients
and skyrocket your sales.
sales so you can have a bigger impact than this master class is for you.
I shared the early story.
My first sales, you know, I was in my 20s.
I went on to master that skill and do very well.
I reached the very highest level.
I was in the highest promotion level, the highest income level.
I trained thousands of leaders.
I actually opened up states and regions trained for the company.
And so I got started very young, fortunately, in this thing called sales.
And so I've done a lot of things wrong, a lot of things right.
I'll share all of those with you.
I went on later in my late 20s, early 30s
to actually found my own international nutritional network
marketing corporation.
And so then, of course, we had thousands and thousands of distributors.
And I did the training for them as well.
Had countless over the decades, countless events, retreats, sales, trainings.
And as I mentioned, this is the 10 year anniversary
for Prosper in all things.
I've been a coach to coaches, founder of, you know,
Prosper by Design Coach Certification.
So I've been equipping coaches, Prosper TV.
I've been creating a platform for coaches and healers
to to really have visibility
and be able to show up the Prosper membership site.
So it's about equipping coaches, healing healers, entrepreneurs
to successfully launch and market
their products, courses and programs.
So like I opened with nothing
happens in your business until the sale.
My dad used to say that.
And decades have shown me that he was oh, so right.
But but I'm not a salesperson.
I'm I'm just not a salesperson.
How many of you put it in the chat?
I want to know.
Fess up. How many of you have used those words?
Put it in the chat right now.
How many of you say, yes, that's me.
How many of you have said,
I'm just not a salesperson.
Yeah, we got me.
Yep. Yep. Me was me.
This is a common thing that we say.
Me, me, me, me, me.
So scary. What year was this?
I'm not going to give you my age, ladies. OK.
All right. I'll tell you more.
What year was I don't know.
It was so, man, it was
early 80s, very beginning of the 80s, I think.
All right. So I'm not a salesperson.
Well, you know, the truth is you actually are.
Whether you're doing a sales job on your kids to clean their room
or to get their homework done, or you did a sales job
attracting your maid or had a sales job done to you to attract you.
Like I mentioned, every business, the truth is you're in the sales business
no matter what you do.
And so we need to talk about this.
What is it that makes us what is the shadow?
What is the thing that makes us?
Why do we why do we struggle with this idea of of sales?
You see, if you look at the definition of a sale,
like it's really simple, you see the picture.
It's bottom line.
You give something of value, a product, a good, a service. Right.
And they give you money.
Really simple.
We do this all day long, so we don't think anything about it.
We're we're handing our money online, offline, everywhere, all day long,
having these sales transactions.
So why do we struggle so much?
I think that if you really look in your mind,
it is an image that you're holding.
OK, and it's something from the past,
whether you saw it on TV or you experienced it yourself,
whether it was that fast talking car salesperson
that got you into a piece of junk and you were stuck
or the high pressured salesperson.
If you've been through like a timeshare presentation.
Oh, my goodness.
You know, there's some doozies.
And so we have these experiences where in our mind,
we've moved from the bottom line definition.
I mean, the definition, there's no emotional charge. Right.
Do you feel an emotional charge if I say it's a transaction?
between two people, there's no charge.
A buyer gets something, a seller sells something,
there's no charge.
So where does the emotional charge,
I'm not a salesperson, come from, right?
It's this image that we've created in our image maker, right,
of high pressure tactics,
of making someone do something they don't want to do,
as seen as sleazy, seen as manipulative, you know.
Put in there, put in the chat, you know, what's your image?
What comes to mind?
What is it when you, what are you afraid of
that you say I'm not a salesperson?
What is it?
What is it that you are imagining?
Was it an experience?
Is it something in your imagination?
Put it in the chat.
What is it that you are afraid about sales?
What makes you want to disassociate and say, I'm not that,
which means you really are, right?
It's a shadow.
What is it?
Put something in the chat right there, okay?
That I don't know enough or have enough value.
Good, we're gonna really talk about that today.
Great observation.
I don't wanna be like the one that got me
to buy something I didn't need or I couldn't afford.
Great, okay?
This is so important that you look at this
because these are shadows in your life.
They're keeping you.
These beliefs, right?
These limiting beliefs are keeping you.
Fear of rejection, good one, thank you.
So these beliefs, right?
These fears are standing between you and the income,
the lifestyle that you desire to live, the freedom,
the impact.
You can't make impact unless you're going to
just spend your life giving everything for free.
You've got enough resources to have the impact.
And so these are the things.
I remember my parents hiding from salespeople.
So I created the belief that selling
was not welcomed and annoying.
Wow, you see how this stuff is what is keeping us stuck.
It's these limiting beliefs.
So as we shine the light on them
and we bring them to the surface,
we can replace these lies with truth.
We can create new definitions, right?
New powerful strategies so that we no longer struggle.
So let's do that right now.
Let's start with the inner game, the inner game.
So the first thing in the inner game is
to really be successful,
to have successful sales conversations.
We're going to need to change our image of self.
You see many of those comments that you just put in the chat,
it was about being a taker.
You saw a salesperson as something who takes something,
takes their hard-earned money,
and now they're not going to have any more,
takes their, you know, takes their whatever.
And they end up with something
that they don't really need or want or desire.
So if you see yourself as a taker,
it's going to be a limiting belief
that keeps you from successful sales.
On the other hand, if you see yourself as a giver
that you know you give so much value,
and I'm going to give you some exercises
to actually really put this into place, okay?
Right now, I'm just talking about the inner game, all right?
So, you know, how many of you have maybe seen yourself
as a taker, and that's your fear?
You just, maybe some of you,
and this is kind of a little bonus point
that just came to my mind for a reason, I think.
Maybe some of you are in the business
of getting into other people's business,
primarily getting into their finances.
In other words, you feel,
go ahead and mute yourself, please.
You feel that you are taking something.
You feel you're taking something.
And so you feel you're taking money from them,
money that they don't have.
So consequently, you either don't make the sale,
you don't ask for the sale, or if you do,
which is another subject for another time,
you just keep discounting.
You just keep discounting.
You offer more free.
You offer it for cheaper and cheaper.
Okay, can I ask you guys to mute yourself?
I can go in and do it,
but if you could just click the mute button,
that would be amazing.
So we're afraid that-
Can you see, Brenda?
If I'm not, I can hear you talking right now, um, yeah, can you please mute me I'm not able to do it myself. Okay, let me see if I can figure out how to do that really quick.
Thank you. Otherwise I can hang up.
I'm gonna have to stop sharing for a second to be able to find you here. Thank you guys for your patience we want to have a good recording.
Okay, there we go. Muted. Okay, and now I'll share the screen.
And we will come back to where we are. Okay, so it's this idea that we see ourselves as a taker.
Now I shared the early story at the beginning where I walked out, you know, someone who'd said no and I walked out with $25,000. Right. And did I feel like I was taking from you know this beautiful young woman and the mom.
No, it's not because I was so clear on the value that I was going to give. I was literally going to help them be in business which I did everything from figuring out their niche to their big promise to designing their website to, you know, their sales
to their packages their pricing. I knew I was giving so much more value. Okay. And so this idea of being giver or taker and delivering value I'm going to give you a home play to work on for that but in order to master this inner game we have to change
our image of ourself and see ourselves as being a blessing as adding value as being a giver. We also have to change our image of sales that selling is serving.
It's not manipulating it's not taking it's not sleazy selling is serving I'm going to teach you more about that selling is adding value. I'm going to teach you more about that so we got to change our image of ourself.
We have to change our image of sales, we have to change our image of our clients. Now this is an interesting one.
This is a big one on many counts. This is where the golden rule really applies. Okay. This is where we treat others the way that we want to be treated. So, how are you seeing your client.
This is this is a really big one.
How are you seeing your client. Do you see them as a brother or sister, made in the image of God, with gifts and talents and messages to share with the world, worthy of love worthy of respect worthy of appreciation, or do you see them as how you're going
to pay your next electricity bill.
Do you see them as an object, or do you see them as a divine being.
That's the first thing, changing the image that you see them as powerful filled with potential with so many gifts and value to bring to the world. And so you treat them the way that you would like to be treated you want to bring out the best that potential
in them. So, you see that the who they who they who they really, really are. And the second thing is you don't buy into their story you have to rise above.
Because their mindset.
If you buy into those limiting beliefs and shrink down what you're bringing and shrink down to their level.
You are doing them a great, great disservice. Now, I'll tell you an honest story.
I, when I started prosper 10 years ago, I had gone through some of you know my story but I had, I had been in an emotionally abusive relationship I've been in a marriage almost 30 year marriage, and I have left with absolutely nothing.
This is why I understand where so many of you start and many of my clients start, I moved into an empty rental house, I did not take child support I did not take alimony I did not know where the next income was going to come.
I will tell you those of you that need a fast start my first six months. I was a content creating maniac. I did three full day events.
I did six workshops.
I did 36 Bible studies.
I was given value left and right.
And so when I started in this way,
I knew what it was to have nothing.
And I understood where my clients come from.
And an interesting thing happened.
I did some live events,
and I think I was offering them around $500,
at that time discounted, around $500 an event.
And then I had an upsell to a program that was around $29.97 at the time.
And I had some leaders in the community.
I heard talk, got back to me.
People were talking about me.
That's going to happen, ladies.
It'll go back to you.
And they felt I was just absolutely charging too much.
I was charging too much.
And they really were kind of disgusted with me for charging too much.
So there's another example, ladies.
What do you do?
Like the, no, the story I shared at the beginning,
do you shrink down to their level and their beliefs,
or do you value them so much,
see so much potential in them that you create the space for them to expand
their beliefs?
Okay.
This is going to be very important when we talk about objections.
Okay.
And so I got a message back to that person.
And I said, I'm not in the business of lowering my rates.
I'm in the business of helping you raise yours and helping you make more
money.
So I must not shrink myself down to your limiting belief.
I must hold the space for you to grow your belief.
You see, this is so important.
So we change our image of ourself.
We're a giver we're adding so much value.
We're not a taker.
We change our image of sales.
It's not sleazy, manipulative, blah, blah, blah.
It's serving. It's adding value.
We change our image of our clients.
To really add value.
You're going to need to stretch them.
Because the mindset that they have now got them where they are.
If they want to get to the next place,
it's going to require a new mindset and new skillset, new actions.
You've got to stretch them.
You can't shrink down to their story.
I often think in the Bible of the story of the man that was lame,
that was by the pool of Bethsaida.
I've been there.
And, and, and it said that he had his mat.
And it was believed that the angel would stir this water.
And whoever got in the water first would be healed. So there,
that was their belief. And so there was a rush to get in there,
but this man was lame and he couldn't get there.
And so he had missed the mark for so long.
He really had created a complete limiting belief of himself.
And then the master.
Jesus shows up.
And ask them a really powerful question.
Remember, we're going to talk later about the power of questions.
Do you want to be whole? Do you want to be healed?
Would you be whole?
And.
He came up with lots of excuses. Well, I'd like to,
but I can't get there fast enough. Everyone gets there before me.
And.
And he took one look at him and he said,
Get up, roll up your mat and get up.
You see the thing that Jesus could not do.
And he never did was to shrink down.
He didn't get down on the mat with the lame and say, oh,
I am so sorry.
I, I feel your pain. I'm looking at your limbs. They're really withered.
You're right. I mean, I can see.
You're right. You probably can't.
He didn't shrink down.
Right to the limiting belief, nor should you.
With your clients, you've got to change the image of your clients.
And you lead by example and you share your own stories.
Okay.
I had a couple people this week.
That, you know, they're limiting objection is around money.
We'll talk about objections later,
but they're limiting objection was around money.
And they're waiting.
You're going to get this often.
They're waiting for the perfect circumstance to start.
So they're waiting until they get the money and then they're going to
work with you.
Now, how many of you have had the experience?
Okay.
You actually had to put the money first and then the money came to be able to pay for you had to choose you had to decide, you had to okay I got a big absolutely in all caps from Lauren, right.
Um, you had to. Yes, I'm getting a yes high five. Yes, yes. Okay, Georgia says yes Michelle says yes, or me that says yes, Serena says yes right, Georgia Victoria Okay, so, so you know what I'm talking about but you're going to have to explain
because they may not know that they are they are waiting, and I often because I believe in leading by example I don't ask my clients to do anything that I don't do.
Okay.
So I share, and I'm real stories are powerful in your own are very powerful it's being vulnerable it creates rapport which we're going to talk about. And so I shared that you know when I first added a lead generator, which a successful lead generators
important things you know we're talking about sales but to have sales you got to have leads, and you need to have a solid lead generation system. So if you don't have that we need to back up a few steps talk to me do a free call.
But anyway, to hire a lead generator. It felt very threatening it was extra $800 a month, and it was like wow, you know that's a lot am I really going to be able to do this you know, I took the risk, I did it.
And she even the first month made me thousands, and she has made me 10s of thousands. Right. So, you get to where you understand return on investment as a business person right you put $800 in $1,500 comes out you put $800 in you know
$3,000 comes out, you have no problem that's called return on investment that's being good businesswoman. Right. So I had to stretch and do that and then almost a month after that I added my copywriter, and it's another $1,000 a month.
And it's like oh my gosh on top of the 800 I'm adding 1000 What am I doing am I just like going to dwindle my profits like should I really be doing this you know I, I took the risk I looked at return on investment first month he made me a few thousand
he's made me many thousands. After that, okay.
And what I found is that life goes on, and the money comes in my business grows. Now this has a lot to do with your mindset you don't get into fear you don't get constricted and contracted and constipated because that will stop the flow.
There's more to this we want to activate the flow, but the bottom line is, you have to be able to change the image of your client. And finally, you need to check your motives, where are you coming from.
Are you coming from a place of having this are you coming from a place of abundance. Okay, I personally believe I have Christ in me I have the Holy Spirit in me that means I have all sufficiency in me I have, I have the mind of Christ I have access
to all knowledge, all wisdom, all resources I have power authority. So when I show up, I'm not coming from a place of lack.
I have to break the mindset of lack I have to do a lot of money work. Some of you may need to be doing that. So I'm coming from a place of abundance and having this knowing that I'm going to be giving so much value.
So people can sense or in the sales conversation are you coming from a place that need. Are you panicking, like I'm so nervous because I just have to have this sale because I have to pay my electricity bill, or are you coming from a place of how can I serve,
how can I add value, how can I pour out so much. So that is the inner game. Okay, so the inner game. The first thing the big big switch the big shift is I want you to write this down, selling is not about you.
You need to write this down now let me tell you that this is the biggest challenge in selling. Also, if you've been to the membership site and you've listened to my communication secrets master class.
I also tell you to be an effective speaker. It can never be about you, and ineffective speaker, you know, is using their imagination wrongly they're seeing themselves you know falling tripping as they go up on the stage and they're nervous they see that
they're shaking they wonder if they're going to pass out they wonder if they're going to forget, and they're so they're thinking about how they look and I wonder how I look and they're so obsessed with themselves that they're not connecting with their audience.
The inner game is true.
for sales. Right now, you need to understand selling is not about you.
Zig Ziglar said many years ago, you will get all you want in life.
You get everything all you want in life.
If you help enough other people get what they want.
Now I use the word desire.
I don't like the word one.
It means extreme lack, but you guys know.
So you'll get everything you desire.
If you help another enough other people get what they desire.
So that's what this is about.
This sales conversation is about discovering what they desire.
What is their vision?
What do they need?
What are their challenges?
Where are they struggling?
Your whole focus is on them and helping them succeed.
It's no longer about you.
That gets rid of all of this inner nonsense about being a salesperson.
The focus moves from yourself to your client, your customer.
Selling is about serving.
The question you want to be constantly asking.
I have it all over my calendar.
I ask it every day.
I asked it before I do this master class.
How can I add value?
How can I add more value?
What else can I give?
How can I add value?
When you're in that focus, you're going to be coming from such
a place of abundance, such a place of love, such a heart centered that the sales
is going to completely change.
Selling is serving.
How can I serve you?
How can I help you achieve that vision?
You have those desires, those goals.
Selling is about serving.
Okay.
And so that's the inner game.
We're going to move now to the inner game.
But what I want you to do is
I want you to right now on a piece of paper, I want you to do a little exercise
and just take your pen out a blank white sheet of paper.
And I want you to free hand just as fast as you can.
Just free hand right now.
All the ways that you add value.
All the ways you add value.
So just think about it.
It could be anything.
I help people grow their confidence.
I help them figure out their niche.
I hold them accountable.
I encourage them.
I teach them X, Y, Z.
I just start writing, just start writing.
Just as fast as you can, as many words as you possibly can.
What do you help them do?
Do you coach? Do you teach?
Do you inspire?
Do you encourage?
Who?
Women.
Women and menopause children.
I blank.
Coach, teach, encourage, equip, inspire, empower who to do what?
To do what?
What are some of the problems you solve?
Do you help them break limiting beliefs?
Do you help them develop self-worth?
Do you help them get creative?
Do you help them with skills?
Do you help them speak?
Do you help them?
I'm helping you right now.
I'm adding value, helping you sell confidently.
To start writing, fill the page.
Do you improve relationships?
Do you give them communication skills?
Do you bring healing and restoration to their body?
Do you pray?
Do you create a space for them to give them tools, to give them strategies?
Do you equip them?
Keep writing.
So that page, just it can be messy, free hand, just just fill the page.
Fill the page.
OK, go ahead right now and let me go.
Let me let me just see you guys hold it up to the screen.
Hold your paper. Let me see.
Let me see.
your beautiful mess. Hold it up to the screen. Let me see it.
All right. Look at that. Let me see. Oh, yeah, keep holding it.
I'm going around making the rounds. That's beautiful. I love
it. Okay. So how's that? How's that make you feel? Put that put
in the chat? What is that? What is that ways you add value that
little exercise right there? Put it in the chat right now. How
did that? How did that make you feel? What did that do for you?
Empowered. Okay, thank you. I feel like a giver. Good moving
from a taker to a giver. Good job. I thought wow, I give a ton
of value above and beyond. That's exactly what I wanted you
to feel makes me feel I have a lot to give inspired more to add
value. Yes, surprised by the value. Never thought about so
many different things I help with. Wow, makes me feel I have
a lot to give surprised. Okay, so you see how beautiful this
exercise now this is golden. This piece of paper right now is
a treasure. Okay, it's worth the workshop already. Okay, gave me
clarity how much impact my giving is having. Whoo, you
guys, this is a breakthrough. This is a big deal right here.
Okay, that piece of paper becomes very important. You keep
it near your phone where you're going to do your sales call.
Before you get on the call, you go back over that. And you look
at that. I was talking to a relationship coach and you know,
I don't remember I think she might charge like 20,000 I don't
remember right now might have been more 30,000 for her her
high end offering. And we looked at how many people that she kept
from the divorce court, their marriages were restored. She
worked with people that were about to get a divorce. And I
said, Do you realize what a divorce costs? You know, a
couple hundred thousand a half a million a million I mean,
depending where you're at. Do you realize I mean that $30,000
in value not only for the impact on the love and the
relationship and the children and the generations, but the
money they saved working with you. So you have to think about
that too. And the value the money that they're saving
working with you. Also the return on investment. You know,
I know when I work with you. So for example, I do business
breakthrough intensives, okay. And they're $1,500. And what I
do during that intensive is to help each person and they get
templates in advance, but help you get super clear on your
niche. Most people have no clue their niche. I mean, to say
women or women over 40. That's not a niche, right? So really
clear on the niche really clear on this, the problem you solve
the value, your big promise, right? Really clear on on the
packages that you offer, and all the value that they're so
irresistible, the pricing. So I do all of this in one day, I do
what many have been struggling six months, a year, three years
to figure out, we get it all on a whiteboard, and it's done in
one day. So you see, I'm a giver, and I add so much value,
I know $1,500, that that is going to make them $1,500. So
many times again, and again, and again, and again, it's going
to change their social media is going to change their website,
it's going to change how they show up, they're going to
attract clients immediately. And so I know you see, this is the
way you must come forward, you are showing up as a
professional. And just by all your comments, you can see that
you're not alone. What we do as women, is we downgrade what we
have to offer. We're always looking at everybody else.
We're always looking at all the shiny objects, all the shiny
people, shiny programs, people, Instagram world where everybody's
got it all together. But little old me, what do I have to give?
Yeah. And this exercise let you see. Remember, you have God in
you, you're a container of God. That's what all the scriptures
say. Which means you have all sufficiency, you have access to
all wisdom, all power, all love, all goodness, all understanding,
all resources, you lack nothing. So are you willing to show up
and have a successful sales conversation? Now what we're
going to do, we're going to take a really quick two, three
minutes.
stretch because the mind can only absorb what the butt can endure.
And some of you may need to run to the restroom.
Some of you need to get a quick drink of water, shake it out, move, breathe.
Let's come back. Let's make it five minutes.
Let's come back at five after. OK.
And that way you're going to be sharp
and ready and we're going to get into the outer game.
We've got so much juicy stuff.
We'll see you back in five minutes.
All right, so welcome back to the second part.
I think that was there was some very powerful breakthrough that happened.
So real quick in the chat, put in your biggest takeaway,
your biggest aha from this first session, let's let everyone glean.
This is activating the flow.
This is you adding value right here, right now.
OK,
the more that you share this, the more value you know you have to give.
So just pop in the chat right now.
What was it?
The level of value we give is mind blowing.
Thank you, Lauren, that really opened your eyes to that and it will change the way
you do your sales conversation, so doing that exercise.
Fantastic.
OK, who else?
Your biggest aha takeaway, share with the group, let everybody grow together.
All right. My aha moment.
Let me see. It's moving fast.
Let me catch up here.
Seeing my clients as resourceful, strong and powerful.
Yes. Changing how we view our clients instead of shrinking down with them.
You know, they come to you, many clients that come to you.
They're very contracted, right?
They come to you because they feel stuck.
They're constipated.
They're frustrated.
They're they're feeling discouraged.
So the last thing they need, of course, we have compassion and empathy.
But the best thing you can do as a coach is to see the greatness in them,
to call out the potential and the power in them.
So so beautiful.
Seeing the client's resourceful, strong and powerful.
OK, Victoria also changed how I see my clients.
Beautiful.
Don't see them as broke.
Don't see them as defeated.
Don't feel, you know, see them as as sick.
All right, Lissa, I cannot make the biggest impact until after the sale.
That's right. Before then, we're just spinning.
Right.
And and unfortunately, most coaches and healers are spending 80
percent of their time in non impact producing.
They're chasing they're chasing leads.
And so that has to be solved.
But that's a different conversation.
If you don't have a solid lead generation,
if you're not clear your niche, your packages, your big promise,
that kind of stuff, how you add value, do a free call with me.
In fact, I'll put it right now.
Here's the link.
If you haven't done, it's just B.I.T.
dot L.Y. Schedule.
Brenda, so, you know, if you don't have that part of it in place,
oops, I think that instead of going, it only went to Lauren instead of everybody.
Let me try that again.
Everyone in meeting, let's try it again.
B.I.T. dot L.Y. Schedule.
Brenda. OK, so if you want to do a free
breakthrough strategy call with me, that's the link.
You can just copy that link and we'll look at we'll look at your niche.
We'll look at your big promise.
We'll look at your packages.
We'll look at your pricing, OK, because that comes before having
the sales conversation and that's where most people are stuck.
So in this in this master class, I'm assuming that you already have that.
OK, let's just see a couple more things that you got.
All right.
Some of the big changes that wow, you guys wrote so much good stuff.
I want to try to get back to the beginning.
OK, I cannot make my biggest impact.
OK, here's another one.
I am not in the business of lowering my standards.
I'm in the business of helping you expand yours.
Beautiful. OK, so you took from my story and you could use in that word standards.
You could use income.
You could use, you know, a lot of things that, you know, I'm not in the business
of of shrinking, you know, my beliefs of what's possible.
I'm in the business of helping you expand your beliefs, what's possible.
I'm not in the business of lowering my prices.
I know the value I bring and what you're going to get.
I'm in the business of helping you know that.
So you can raise yours.
So good, good takeaway.
is not about me and I offer incredible value to my clients.
Michelle, thank you.
That's a big turnaround.
Right there alone is worth the price of admission.
Beautiful.
Mary Ann, seeing myself not as a salesperson
but someone who adds value.
Yes, that's the big question.
How can I add value?
Kim, I honestly didn't realize the effect or image
of our clients and how I see them.
Yes, that's so big.
To not see them as sick but to see the wholeness that's
possible, to not see them as lacking but filled
with possibility and potential, to not see them
as any of those things.
We see them as made like you, like I see you.
Each one of you is made in the image of God,
worthy of respect and love, filled
with infinite possibilities, infinite potential,
infinite power and resources.
And so I don't buy into people's limiting beliefs.
We're going to get, when we talk about objections and stuff,
this will come up a lot because the objections are almost
always around lack.
I lack time.
I lack money.
I lack resources.
I lack whatever.
Bandwidth, it's always a lack kind of thing.
All right, beautiful.
Oh, OK.
And Victoria, also about activating the flow.
Wonderful.
OK, good.
Kim, see them as the end result of what you give.
See them as whole and healthy and powerful and confident
and filled with self-worth and set free and prosperous
and wonderful.
OK, I think we had a good one.
Let's keep it moving.
Who's ready to keep going?
Give me a big woo-hoo.
Are you with me?
All right, let's keep going.
Let me share the screen again.
And let's get to part two.
All right, so we've covered the inner game, lots of takeaways
that you guys got from that.
Now we're going to get to the outer game.
Because remember, the equation we opened with,
mindset, which is inner game, plus skill set,
which is outer game, plus right actions, not just any action,
but right actions, which is outer game, equals results.
That's your income.
That's your impact.
That's your growth.
OK, so we've covered the inner game.
Now we're going to focus on the outer game.
Now I've been promising you the five-step simple sales system
that I use.
So sometimes people come to me and they're
memorizing complicated scripts.
And there's, oh, like these funnels.
And there's like, oh, it makes my head spin.
You guys, heart-centered five steps.
You learn these five steps, and they're very intuitive.
You build on these five steps, and it becomes incredibly easy.
I use these five steps.
I told you at the beginning.
I made my first six figures in sales
when I joined a nutritional network marketing company.
Out of Canada.
And so that was my first sales.
And I used this, by the way.
And fortunately, starting in my 20s,
I was trained by some of the best.
I mean, I was attending Jim Brown, Brian Tracy,
Tony Robbins when it was a little tiny room.
I've had meals.
I've spent time with Brian Tracy.
I've had meals with him.
I've been on his television show.
I've spent time with Les Brown.
I've been mentored.
Jim Brown, Tony Robbins.
So I have looked at this for a long time.
And when you know you really have a system
is when it doesn't change.
So it made my first six figure in my 20s.
It built seven figure companies in my 30s and 40s.
And I continue to use it as a coach
to coaches for the last decade.
So no matter what business you're in,
this simple sales system will work.
It's not complicated.
Truth, when you really understand it,
is not complicated.
You don't have to get fancy.
So let's go through this step by step
and equip you to walk through that.
So the foundation, what you see at the bottom,
is trust and rapport.
That is the first step.
If they don't know, like, and trust you,
they're not going to do business with you.
If you have not created a rapport,
if they don't feel that you have their best interest at heart,
if they don't like you, if they don't trust you,
if they don't think you're like them,
if they think you're too.
perfect. This is why it's very important we show up vulnerably, authentically, genuinely
and to build this trust and rapport. We're going to go through each of these five steps in
detail. I'm just giving you the overview here. That's the foundation. First thing you have to
do from day one and all the way through, trust and rapport. I'm going to pull back the
curtains and show you some of the ways that I do this. Second is identify their needs,
and we do this with the power of open-ended questions. We first get where they know, like,
and trust us, and then we have to understand them. What do they desire? What is their vision?
What are they trying to accomplish? What's working? What's not working? Why isn't it working?
What's their struggles? What's their greatest need right now? You have to know them. If you're
going to serve them, remember we said selling is serving. If you're going to serve them and you're
going to do that in a heart-centered, add-value way, then you have to have asked enough questions
and listened to their answers enough to identify where they're coming from.
And then the next step on that is to bridge, to bridge from those needs, desires, visions,
challenges that they're having, bridge to what you offer, to the solution that you bring.
So you see, it's always directly tied. You don't have a cookie-cutter sales thing that you're just
talking to yourself. It's always about them, because remember we opened that. Selling's not
about you. It's about them, and so this is still about them. It's not about us. It's not about us,
and so it is this bridge from the benefits that you offer, the results that you bring.
You bridge from what they desire, what they need, what their challenges are, to what you offer,
and then you've got to have the feedback, okay? What questions do they still have unanswered?
They're not going to buy if there's still questions lingering. What doubts? What fears? What
objections? It all needs to come out. There needs to be a conversation now. That's why it's called
a sales conversation, and then you must ask for the order. Now, a sales conversation is not
a sales conversation if there is not a clear call to action. There's not a clear
asking for the order, asking for the sale. A lot of times, one of the first things I do,
I'm talking to coaches, and I'm trying to see where they are and how they're doing,
and so one of the things that you can tell how you're doing and where your income is, is how
many sales conversations have you had? Look at your calendar right now, and over this last month,
how many sales conversations did you have? Well, for most people, the answer is zero,
right? So what does a coach need to make income and impact? They need sales.
They have to have clients, customers. Money has to be coming in. I mean, let's just break this down.
Let's make it really plain. They need sales. In order to have sales, they need to be having sales
conversations. In order to have sales conversations, they have to have leads.
In order to have leads, they have to have lead generation, okay? So this is where we're
building. So when I ask them, how many sales conversations have you had? It's usually, how many
do you think? Zero, or what they're calling a sales conversation, well, I've been doing some networking.
Well, I did some get-to-know calls. That's not a sales call, and I want you to
understand the purpose of the sales call is to get a sale, okay? It's not to get to know them.
That will be a byproduct, but we got to be really clear. So if you're just chit-chatting, wanting to
get to know you, let's see how we can add value to each other. Those calls, by the way, almost
always go nowhere, because you need to set up the call that they're getting on the call
because they're interested in what you have to offer, and then you need to go through this five-step
process, and at the end, it needs to be very, very clear.
very clear what you're offering, and it should be irresistible.
So part of what I do is help you get your offer irresistible.
Okay, so let's go through it and start breaking this down.
So we've talked about an inner game, changing the image of ourselves,
changing the image of sales, changing the image of the client.
And the outer game is these five steps.
Now, here is a very important slide.
I want to go over with you and spend some time on this.
This was given to me by Eric Lotham.
He's one of the top sales trainers in the world.
He's a personal friend.
When I was founder of Network Marketing Companies, I hired him to come in and train
in our company.
He and I have built courses together and taught together and done a lot of fun
things. And so this is a really elegant way of looking at what this looks like.
And there's a reason I'm going to share
this with you, and I put it in red on the bottom.
So I just share the different components of a sales conversation.
But there needs to be a sequence.
I want you to write down the word sequence, proper sequence.
That means doing the right thing in the right order,
doing the right thing in the right order.
So I want to share with you an example to make this really real.
And it's a mistake that coaches and healers and small business entrepreneurs make.
OK, and it goes like this.
I want you to imagine with me.
I want you to imagine that you go into Starbucks or whatever.
And we got people all over the world.
But you go into your coffee shop, OK,
and you're sitting there and you're having your nice little whatever,
Muffet or Crumpet or whatever you have in your tea or coffee.
And a man sits next to you and he looks at you and he smiles and you smile.
And he says, you know what?
I'm absolutely 100% in love with you.
And he pulls out a three carat diamond ring.
He opens the box and he says, will you marry me?
Now, tell me in the chat, what would you do if that happened to you?
What would you do?
Would you say, yes, I've been waiting for you, maybe some of you would.
But looking at the three carat, you know, but but what would you do?
I mean, you'd be you'd think he's a freak.
You'd say no way you move away like like tell me what you would do.
Put it put it in the chat.
OK, I'd say no, but I can keep the ring run.
Laugh out loud. Did he mistake me for someone else?
I say no. But can I keep the ring?
Laugh, laugh, run.
OK, so you guys get get the idea.
You see, he was doing something that's really valuable.
He did a really nice proposal.
He had a really nice ring, but it was out of sequence.
You see, what if he met you and said, you know what?
I don't think I've ever seen such a beautiful woman.
I love your eyes. I love your smile.
Do you think we could have coffee?
Could I get to know you? Could I call you?
And you might say, OK, you know, you look decent enough.
And you had a conversation or two.
And he said, you know what?
I've enjoyed our conversation so much.
Could we have could we have dinner?
And you say, yeah, I think you have this beautiful wines and dines.
You have this beautiful dinner.
And can I can I take you on a day trip?
There's this beautiful place.
Can I take you to the Napa vineyards?
And so he takes you on a drive.
And so the weeks and the months pass and you meet his family and he meets your
family, and now six months down the road, he goes to a beautiful meal and he sits
down and he opens that three carat ring. Is your response different?
The answer is yes.
It was the same action, different sequence.
This is the mistake that coaches make
and healers and small business entrepreneurs, they might do the right
thing, say the right things, make the right offer, but they do it in the wrong
sequence. So this is going to help you to kind of see the sequence.
All right.
So as I mentioned, it's got to start with lead generation, OK?
And the purpose, everything has a purpose.
It gets you to the next step.
So the purpose of lead generation is to set an appointment.
That's it.
The purpose of lead generation is not to get the sale, not to introduce your
products, not to collaborate, not to the purpose of the lead generation is to have
an appointment. OK, the purpose.
of the appointment is to create trust and rapport so they know, like, and trust you,
so you can't really create trust and rapport if they haven't agreed to an appointment,
and you can't have an appointment if you haven't generated the leads, so you're creating trust and
rapport, and very simultaneously, you can begin to move into asking questions,
and so this could happen at the same time, building trust and rapport, because you can be asking
questions and really listening, being very attentive, and also sharing your own experience,
and so that's building rapport, they're knowing, liking, trusting, and you're starting to see where
they're coming from, and when you feel that there's sufficient trust and rapport and you
really know your client, you know what they need, you really understand their true challenge,
their true desire, then and only then you can bridge, where you start to share the benefits
of what you offer, you start to share the benefits of what you offer, and this then takes you into
the sweet spot. This sweet spot is this elegant dance of you bringing out an offer and them giving
you some objections or challenges and you coming back and answering those and helping them see
how it's possible, and you've got this dance that happens, and for some of you,
now, Eric uses the word close. Those of you that know me, I don't like the word close, but close
the sale is common in sales language. I don't use that word. I had to train my copywriter. I had to
train my clients. I don't use that word, because you don't close. You open the relationship. You open
the flow. You activate beginning to serve, but in this, they say yes in some, whatever
your number is, and we're going to be tracking your numbers, and so they begin to say yes.
For others, it's not yet. Some will, some won't, some wait, so what? You cannot get attached
to that. Your job is just to activate the flow, and so you'll see that this huge, huge green light
right here is the follow-up. We're going to be talking about that, and the follow-up is where
the fortune is. Most of my sales, most, happen in the follow-up, and follow-up has become more and more
and more important. Do you know it takes eight, ten, twelve, even fifteen exposures for someone to say
yes nowadays, and so I'm going to be sharing my follow-up strategies. I use something called the
cord of three strands that can't be broken, and the cord of three strands, which includes phone
or text or direct messaging, includes email, includes social media, so phone, text, direct
messaging, email, social media. That's the cord of three strands that I use in follow-up, and I use all
three, and it takes so long, and some of you, one of your limiting beliefs is you're not understanding that,
and you're afraid. We're going back to the inner game. You're afraid of being sleazy or salesy, and
you're going to blow up your list, and what are they going to think of you, and ladies, you are
an example. Most of you have heard about this master class from me personally in text. We have
dm'd about it, and you've gotten multiple emails. You got like two yesterday and one or two today,
and do you know probably a third of the people who joined joined last night or today? That means they
had already received probably ten or twelve emails about this subject. I had people five minutes before
the call that were emailing me saying, Wait, how can I join? When is this? Well, wait a minute. I've been
emailing, so those of you afraid of emailing too much, the more emails, the more money. If they're
good emails that add value, that are heart-centered, you get value like you guys
started at the beginning. Wow, I'm already using what you put in your email, because I don't just
sleaze you and slam you each time I share stories. I add value. I give you tools so that you welcome
my emails, but the fact is for this master class alone, my copywriter, and I don't even have the
number in front,
front of me, but I would have to guess probably at least 10
emails, maybe 12 just off the top of my head. You see, this
is very important. The fortune is in the follow up. So we're
going to address that in the next segment. So when you
understand this, you don't like you don't get on the phone from
leads and at the lead level start sharing the benefits of
what you offer. It's like that diamond ring. You haven't built
trust rapport, they didn't agree to meet with you. You didn't
have a date, you didn't have an appointment where you were
guaranteed their attention. They're busy, they're
distracted, they didn't agree to spend time with you. And you
didn't establish the no like and trust. So you're not ready to
start handling objections and sharing benefits. You see how
this works, understanding the sales mountain, the sales
sequence. And sometimes you drop down, you know, you got
objection, and you you drop back down, and we need to go back to
the benefits and the results and a different objection comes
and we go back to the benefits. And then we might have to go
back and really talk about their needs and their vision and what
they're doing now and why it's not working. And we share the
benefits and we go back again. You see how this works? All
right. So put in the chat if that's say helpful, or did any
of you did any of you make this mistake in in the past in the
chat? Have you been out of sequence put in the chat out of
sequence or didn't know that or Wow, that's helpful. Okay, good,
helpful, helpful, very helpful. Okay, awesome. Glad to know some
of this stuff. You know, I've been doing it for 30 years. And
okay, good. You guys all said helpful. Alright, so let's keep
moving. So let's start working through the steps. Okay. Step
number one, at the bottom of that sales mountain is building
trust and rapport, building trust and rapport. So notice
that a conversation, a sales conversation can be one person
or it can be multiple people. Right. And so a sales
conversation in this case is happening with multiple people.
And so what are some of the signs that the people listening
are in rapport? Okay, and and and let me advance it here and
define rapport means that there is this harmonious relationship.
In other words, it's characterized by there's a sense
of agreement. I like to call it the internal nod. They're going
Yes, yes, they're nodding their head to what you're saying.
That's rapport, they're nodding, the internal nod,
there's a there's a mutual understanding, they feel
understood, they understand what you're saying. There's this
empathy, you know, I shared my story starting my coaching
business 10 years ago, you know, from an empty house, no source
of income, I have an empathy for new coaches, I know what it is
to struggle and to wonder how to start and how do you get it from
there to high six figures, right. And so there's this
understanding, this agreement, this, this, this empathy that
makes communication easy. And so what do you what do you notice
here? Put in the chat? Do you think that's happening right
now? Do you think that there is rapport here? Go ahead and put
that in the chat. What do you see that lets you know that
there might be some rapport? What kind of signs of rapport
would you even look for? By the way, I do a whole workshop on
rapport. It's a deep, deep subject, but I'm going to give
you the best that the tip of the iceberg today just to really,
I'm going to maybe find an old one that I've done on rapport
and put it in the membership site. So you guys have access
to that. So you'll really be trained to know what to look
for. So they're listening, they're making eye contact,
okay, you can see they're not looking around, they're not
looking at their phones, they're not looking at the
ceiling. That's a sign of rapport. They're, they're
engaged, okay, they start to share their story, there's a
relationship starting to happen. There's, there's rapport. So
when you look at this picture, what kind of things do you see
that lets you know that there might be rapport? See if any of
you students of rapport, you see anything? Leaning in, George, a
good one, see that one in the front, he's leaning all the way
in. Okay. The only girl is not impressed. Yeah, this might have
been out of rapport. It might be a male speaking in male language
and she might be like, not which is why it's why we focus on your
niche, right? Because I tell people you can serve everybody,
I'm quite confident.
but each person has different needs,
it speaks a different language, different desires.
And so that's, this woman is probably not in the niche.
Okay, but they're interested, they're paying attention.
So there's a level of rapport.
Okay, good.
So let's talk about some tools.
Like I said, I do a whole workshop on this,
but let me give you some quick tools to create rapport,
to create that know, like, and trust type thing.
One of them is you being interested, being observant,
having a sense of curiosity and fascination,
being fascinated.
Now I purposely gave you a very plain picture,
there's not a lot to talk about, okay?
But if you were going to be fascinated with this woman,
what could you be curious about?
What could you ask?
What could you comment about?
What could you talk about
just with this very little information that you have?
Put in the chat, what could, what conversations?
Okay, beautiful smile, Georgia, that's a great one.
You know, it's okay, you know,
I do this all the time in the grocery store,
people that serve me anywhere, when they smile,
I'll say, wow, thank you for that smile,
that really warmed my day.
What a beautiful smile.
You really have a gift in that smile, okay?
Interesting earrings, Serena and Natalie
both said great earrings, okay?
And so you could ask a question, where did you get them?
I love those, those are fascinating, right?
Great color top, okay?
Kim says she's confident, she loves to wear bold colors.
She's showing up, so you could say, you know, I just love,
you have a demeanor of confidence, I love the brightness,
it just, you know, the way it just matches with your smile,
your skin just really pops, it's a beautiful top,
love that, right?
So being fascinated, you know, where did you find that?
How did you get started?
Just absolutely be fascinated, you know,
if you've ever watched a good conversationalist,
they are so fascinated.
A good conversationalist is asking a lot of questions.
And by the way, you can make a note about this, okay?
The person who's asking the questions
is controlling the conversation.
This is really important.
I put in one of the emails about the importance
of you taking the conversation where you want it to go
at the very beginning, okay?
And so a lot of times people will ask you about you,
they'll start controlling the conversation.
Well, tell me about, you know, what you're offering.
Now, they might say that, you know,
tell me about exactly what are you selling?
They might open with that.
What do you know right now from the sales mountain
that I shared with you, right, about the sequence?
For me to answer that would be completely out of sequence.
And I go, you know what?
I'm really looking forward to sharing with that.
But first, I'm super fascinated with you.
Tell me, tell me, how long have you been in business?
How long have you been coaching?
Tell me, you know, and I changed the conversation.
I immediately start asking the questions
and I ask more and more and more and more questions.
Let me tell you a typical sales conversation.
This may be very eyeopening for you.
A typical sales conversation for me,
I might spend at least half.
I've been known to spend out of an hour,
45 minutes asking questions.
And the sales portion and in those questions
where I'm curious, I'm fascinating,
I'm creating trust and rapport, I'm identifying needs.
And so that is the majority of the call.
I'm fascinated, I'm curious, okay?
And one of the things I'm looking for,
another tool is commonality, commonality.
You see, you could write this down.
People like people who are like themselves.
We like people that are like us, okay?
And so you wanna find some commonality, right?
So again, we could be curious, we could be fascinated.
I personally would be really fascinated
about where she's working.
She Zoomed from this call
and the first thing I'm gonna do,
I may really compliment her smile
and how great it is to connect.
And I might.
say I'm super fascinated with her office, like it looks like
she's working outside. And I'm fascinated with all the potted
plants. Is she into gardening, I might find some commonality I
am, I have a tower garden, I'm growing my vegetables. And I
love you know, I love life and gardening. And so I might touch
there, I might comment on the lighting, how beautiful I bet
it's beautiful at night to be sitting out there, right. And
I'm also fascinated with her drink, because I can't figure
out what the heck it is. I don't know if it's iced tea lemonade,
if it's a bloody Mary, it seems to have some kind of sprinkles.
I don't know if that's salt or sugar. And I'm so curious about
her drink. So I would be fascinated. What in the world
are you drinking? I have to ask, you know, I have three guesses.
And all of those things are creating this commonality when
when we're talking. So we're looking for things that we have
in common, okay. And by the way, you share your part of how
you have it in common in just a quick sentence or two, don't go
off on long story talking about yourself, but share enough that
they feel you get them and that you have something in common.
Okay, so like for me, sometimes I find that we have in common
that we homeschooled our kids, you know, that would be, you
know, really fun, or it might be gardening, or it might be being
vegan, or being into health. And I share, you know, I've spent
30 years in health, and I'm kind of a vegan chef. And so, you
know, these are things that we can share. Now, I want you to
look at these pictures. These are of a couple out on the
beach. And it's, it's very fascinating when when you study
the body language of lovers and get in the habit of doing this,
you'll notice that this rapport shows up as being perfectly in
sync. Okay, this has been known, it's been called matching or
mirroring. And the reason it's called mirroring is because
we've actually, you know, you've heard monkey see monkey do, we
actually have mirror neurons in our brain. And so we, we, we
like to, to match this way to mirror when we're in rapport,
okay. And so we see it, and we, and this, like I said, I spent
three hours teaching reports, I can't do that here, I'm just
giving you tip of the iceberg as a tool for this first step.
Remember, we're laying the foundation of the five steps.
The first step is creating rapport, they've got to know
like, or trust you, or they're not going to buy. So these are
tools, right? Finding commonality is tools. Being
fascinated is is a tool. And mirror and matching is a tool.
And one of the ways that you can tell, if you are I need you to
mute yourself might have been Victoria just came in. So one of
the ways that you can test this, if you want to know if you're in
rapport, and this works on zoom or in person, okay, is you'll
start by matching or mirroring them, right? So if I was with
that first couple, notice, they kind of have their hand to their
mouth, right? Um, so if I was with them, I might sit Indian
style right in front of them and lean in, right, I might match,
or I might have just gently without being obvious, I might
have my hand near, near my mouth, okay, I'm creating
rapport. And then I might after I really want to test it, am I
really in rapport, I might change my posture, I might open
my arms. And what you'll find is if you're in rapport, suddenly,
they will open and they'll start matching you. And you know,
you're in rapport. Now, this happens very unconsciously.
Honestly, I crack up with with my man, I'll go look at us, this
is hilarious, we will have our arms crossed the exact same way
we'll be seated with the same leg crossed, or we'll be leaning
certain way we'll have our hands on, you know, we might have
might be leaning on our hands or have our hands, we might have it
like this, we will have it exactly in the same way. And
I'll often call attention and that just because you're in
perfect rapport, okay, that matching and mirroring. So this
is a tool to get into rapport. And it's a tool to, to test the
the rapport to see how you are are doing. Okay. And so what are
some of the things that you can match and you
can mirror? Well, facial expressions. Okay, if I was
sitting down with this little girl, and I just got the hugest
smile. Now, if I build rapport, and I kept smiling, she might
break a little smile. And I know we're in rapport. But if not, um,
you know, me being like, out there and huge smile would
actually cause a disconnect, because she's not there. Right?
I picked an extreme picture. So I might not put on the frown, I
might keep a small smile to try to move the direction. But I
might talk like this, I might put my hand right here as I
talk, and just begin to create that. Okay, so we can model and
mirror the body language, the posture, okay. Also, sensory
preference, people learn, um, they have one modality that they
take in information the fastest, okay, that's called your sensory
preference. That's when I teach on brain leads. And there's
stuff on this in the in the prosper membership site. And I'm
going to put some more in there about understanding your brain
lead. So sensory preference, the way that you can tell the
sensory preference is by listening to their words. So if
they say, I see what you're saying. Oh, I see it now.
That's clear. Oh, okay. Their sensory preference is is going
to be seen. Right? And if they say, Oh, that rings a bell. I
hear you. I hear what you're saying. Yeah, that sounds
familiar. Well, their sensory preference is, is listening.
That's how they take in information best. This is very
important clues. This goes back to being fascinated, right? Um,
there, they might say, I feel you, you know, I don't know, I
just have a gut feeling. I don't know, that doesn't feel right to
me. Somehow that just feels just well, you know, their sensory
preference is feeling. So to create rapport, you listen and
figure out what their sensory preference is, and you start
using that language. So your questions become does that feel
right to you? How do you feel about that? What's your feeling?
How did you feel when that happened? Or does that does that
sound about right? Are you are you hearing, you know, how this
could work for you? Are you seeing the possibilities here?
Are you so you want to match the sensory preference also matching
the energy levels, right? Like, if I was sitting with this
client who is depressed and stuck, and really not ready, the
last thing I want to do is be super excited to come on, let's
do this. Are you ready to create a change? We can make this
happen. You know, there's gonna be a total disconnect. Okay. And
so I've got to start matching their energy level and then
slowly help expand it, right. And we can also do this with
breathing, match the breathing. There's so many things, like I
said, this is a full workshop. But another thing that we can
match is vocal. So I want you to think about when someone is
speaking, if they're using their voice, what are some of
the things that we could match their voice has several
characteristics. So put in the chat, what are some
characteristics of of their voice? What are some okay, tone,
we can match their tone, the tempo, good, the volume, good,
the level. Okay, so you guys are you're a sharp bunch. Okay, so
you got this. So, um, you know, as I have done sales
presentations all over the world, people have different
tempos. So if I go to the show me state of Missouri, right, I
find that they tend to talk very slowly. And they really have to
get what you're saying, and they want you to show it. And
so if I get into Missouri, and I just start talking about all the
ways that we can make this happen, and this and that, and
this and that, and I'm, you know, I'm animated, I'm talking
fast, and I'm high pitched, then there's going to be a real
disconnect, there's not going to be rapport. Okay, I'm spending a
lot of time on rapport, because this is foundation, if you don't
have rapport, you're not going to have the sale, most of you
are skipping past this step, they don't know and like and
trust you, they have not connected, they don't feel that
you get them, they don't feel understood, they don't feel
heard, they don't feel that you genuinely care about them. And
so these are some tools to be able
to do that. Now, if I'm in New York, I mean, they want to get
to the point, like, just give me the bottom line, what's number
one, number two, number three, how do we make that happen? A
lot of masculine energy, right? And so if I went there and talk
like I would, they would not have the patience, they'd be
gone, right? So places have masculine and feminine energy,
which influences the vocal, you know, if we're in Hawaii, and
just hang loose, and you know, I'm not going to want to be real
driven masculine energy. So we can match the rate, the tempo,
all of that. Okay, so number one, the foundation that we
just laid is creating rapport. Okay, number two is the power of
questions. Now, these are not yes, no questions. These are
open ended questions. All right. And the purpose is both
to get to know them, know, like and trust factor, create rapport
and you are being fascinated, you are being curious, if
you're really going to add value, if you're really going to
serve them, if you're really going to put them first, then
you have to know them. What matters to them? What are they
trying to create? Where are they feeling stuck? What have they
tried? What's working? What's not working? And so the main
reason for the questions is to begin to identify the needs,
their desires, their pain. Now, a second bonus use of questions
is to get them to expand and think about things they haven't
thought about before. Okay. And so a lot of times I after I've
really identified and I've got it, I might start asking more
specific questions. And by the way, you want to start with easy
to answer questions that create rapport and that are fun, right?
So tell me, you know, what got you into coaching? How long have
you been coaching? You know? What's your favorite part? So
these are just like, let's get to know you. Let me just kind of
what you do before that, right? And then I start, you know,
getting into some deeper, harder questions. And then for me, a
lot of times I use questions to help them realize what they
don't have that they do need help with. So for example, I'll
very often ask a woman I'm speaking with to tell me about
her niche. Who is her ideal client that she serves? And the
truth is, most people, they're really mistaken about niche. I
mean, they call everything under the sun and niche, and
it's not a niche. Okay, they just this is the most
misunderstood concept out there. Or, or they'll tell me, no, I
don't, you know, I can serve everyone. So let's suppose
you're, you're, you're a health coach, or let's suppose you're a
hypnotherapist, right? Or let's suppose you have some kind of
healing work or whatever, right? You're a mindset coach. And they
go, well, what I do, it can really help everyone. And what I
explained to them, I agree with them, I create rapport. And I
say, you're right. I'm very convinced that what you do could
help everyone. However, the needs, the desires, and the
language are completely different between a 16 year old
pregnant teenager, a 25 year old homeschool mom of six, a 30 year
old network marketer, a 65 year old retiree, a 50 year old empty
nester that's going through a divorce. See, the thing is that
they have very different desires right now, what's important to
them, what matters, very different needs, very different
pains. And, and the truth is, they they all speak a different
language. They all speak a different language. And so, in
not coming up with a niche, they actually are throwing spaghetti
on the wall, they're trying to talk to everybody hoping it
sticks, but they're reaching only a few. And so, how can you
do what we talked about all along? How can you really serve?
How can you really know? How can you add value? You've got to
have a niche. And I like to explain it this way. In
medicine, you could have a general practitioner. He works
on ingrown toenails and the common cold and whatever, COVID,
whatever, right, general practitioner. And you could
have a pediatric brain surgeon.
Now, who charges more?
Who is going to be more highly sought out?
People will even come from around the world for this pediatric brain surgeon, not the
general practitioner.
So what happens when you have a niche is you become an expert and they feel you know them
because you speak their language, you talk about their problems, they feel you get them.
And by the way, now you're going to be asked, you're the expert, you're going to be asked
to write in different guest blogs, you're going to be asked to speak in different guest
posts.
You become the expert when you when you hyper and so you're not leaving people out.
And guess what?
Yes, you'll have exceptions to the rule.
You know, I serve women, right?
And I serve women coaches, and typically 40 and above.
And typically Christian women coaches 40 and above.
And so you know, I know my niche or at least spiritually minded and but do I get a man
that sometimes says, Hey, I know you serve, you know, women coaches, but is there any
way I could work with you?
And if you're comfortable, you can say yes.
So you're going to get exceptions, some that are younger, some that are whatever.
But the main thing is you're speaking your message and you're hitting the target spot
on.
And so I use questions to help them realize what maybe they're not so clear on.
I say, Well, what's your what's your big promise?
What's your big value?
What's your headline?
What's what's the problem you solve?
And I get, uh, right, because they haven't thought through that.
And they're realizing, right?
Well, what's your subheading?
Like, if I look at what you offer, you know, can I tell looking at it that it Wow, that's
me makes me raise my hand, you solve a specific problem for a specific group of people.
And I said, Well, well, tell me about your packages.
Well, usually that's like sessions, like I have six sessions, I have three months I have.
That's a feature.
That's not a package.
A package is something that's so beautiful on the outside, the big bow, the wrapping,
you can't wait to rip off the lid.
And when you rip off the lid, you want to know what's inside.
And I think of packages like girl gifts, right?
Any of you give girl gifts where you got about five or six gifts in there, you know, they're
all wrapped in tissue, you know, you got the candle, you got the journal, you got
the pen, you got the right you got any of you give girl gifts?
Yeah.
No, nobody gets girl gifts.
Okay, some of you give girl gifts.
All right.
I look at packages that way.
It's every great way that you add value.
It's described in your package makes them irresistible.
So I asked questions about these things.
And those questions make them think differently.
Well, I didn't think about a niche like that.
Huh?
I didn't think about a package like that.
I mean, my coach certification just taught me to put together how many hours and trade
time for dollars, you know, therapist model.
So you see, I use questions to to create that space.
Now here's a here's a tip to make your life, you know, easy.
And that is have a free coaching questionnaire.
I like to attach that before I ever meet with them.
So we've gotten the lead generation, they've agreed to the appointment.
And then when they make the appointment, they get the pre-coaching questionnaire before
I'm meeting with them and creating trust and rapport and asking questions.
Okay.
And this gives me a lot of information.
So there might be some you have to find what's important for you to know.
I like to ask how long in business, because coaching is going to be very different for
someone who's never coached just starting, they're going to need something different
than someone who's been coaching five years needs something totally different 10 years.
And then I often have a list of which of these is most important to you.
Right.
So, you know, figuring out my products or service, you know, knowing what to charge,
marketing and messaging, you know, lead generation.
So whatever you do, that's part of your packages, list out some and let them choose more than
one and ask which is more important.
That's going to help you know where they're coming from.
And then I like these two questions.
They're a pair, what it could be, what it what's working well for you or what are you
most excited about?
That's a great opening.
That's a trust and rapport building, finding out I'm super excited.
I wrote a book.
I'm super excited.
I just launched my course.
I'm super excited.
I just, I just got my certification.
Okay.
Celebrate with them.
Congratulate them.
You know, that's a happy question.
And so you can start the whole call by congratulating them.
And then I have, you know, what, where are you feeling challenged?
I always ask this question.
Where are you feeling stuck?
Where are you procrastinating?
Okay.
That's going to tell you a lot what they need.
You already know.
almost know what they need, right? I'm feeling really stuck. I have no leads. I'm on social
media. I jump up and down and do the social media dance, but they're not converting to
clients. I post three times. I show up live. I spin around five times, and I'm still not getting
clients. Okay, I know how I can help them. Feeling challenged. I'm just not sure even
what to offer, or I'm feeling challenged with my marketing, my messaging,
feeling challenged in my mindset. I'm really discouraged. I'm really depressed. So, it's
important to get some of these questions, because here's something interesting I want you to think
about. They will typically schedule an appointment at the time that they're really feeling most
desperate. If they're feeling good and things are rocking and rolling, they're probably not
going to schedule an appointment with you, okay? So, they'll probably schedule at a moment that
their real self is coming out, like, this isn't working. This sucks. I'm about to throw in the
towel, okay? That's when you want to ask these questions. That's when you're going to get the
real answer, because here's what's going to happen. They might affirm their way out of it.
It might be a week until you have the call or whatever, and they might kind of psych themselves
up, and when they get on the phone with you, they've got their persona. They've got their
image. They want you to think they're afraid and vulnerable to tell you what they're
really going through, and they might have worked through whatever they wrote about, okay, and so
you're not going to get the real truth right there, but you can go back. I share the screen and what
they answer, and I said, I noticed you've been really procrastinating writing your book
for two years. Tell me about that. Tell me more about that, you see, and so you're going to
catch what it was that made them schedule the call better if you have a pre-coaching questionnaire,
okay? Little bonus tip right there, and so then the key, the key, the key, the key is listen.
Listen, right? Listen, so you can go back to the pre-coaching questionnaire, and when you're live
with them, you can go deeper, right, go deeper, and you're really watching them. You're listening
with your full being, right, so you're watching when do they light up, when do they get heavy
and shrink, when do they kind of shift, like you're really watching them, okay, and so listening,
so I'm going to share a true story, and then we'll take a break, and then we'll
come back with the really, really juicy final stuff and Q&A and everything. Has this been
helpful? Give me a wave. Let me know. Put in the chat. Let me know. Are you getting great
value? Is it helpful? Put something in the chat. Talk to me. I've been talking a long time here
in a master class. Okay, great value, mind-blowing, okay, wonderful, yes, exclamation point, great
value, all in caps, yes, lots of notes, such good value, yay. Alyssa, I know you've got a trip coming
up, so you took the time to be here. I appreciate that. Such good value. Okay, thank you for sharing
that. Okay, let's share a true story. This also goes back. I was a founder of a large network
marketing, nutritional network marketing company. Get a drink here. All right, and so I have this
couple. They were a realtor. They were probably in their high 50s. They had been very successful,
so this goes back, I think, around 2008, and so they were very successful, both of them realtors,
and we'd gone through the real estate crash, and they had lost everything. They even lost their
home, and so they made an appointment. They wanted to meet with me, and so we were in my small
conference room. I had a large office, and we were in the conference room, and I started asking
questions. Now, remember, I owned a nutritional network marketing company, so my questions are
going to be around health and around finances, and so I asked them about their health,
and I was absolutely fascinated. She had had a brain aneurysm. She'd been through so much,
and he had had heart attacks, and so there was so much just talking about their health and just
really understanding, and what are they doing? How are they changing? What things have they
changed since they had all that happen? What's working? What's not working? Where are they
struggling? And then I got really fascinated. I asked them, because they did business together,
and I'm a curious person. I get fascinated, and so
So I asked them how they met, which is also a fun story.
And their story was so fascinating.
They had dated in high school.
And then they had lost touch.
And both of them had gone and gotten married and been married
for like 20-some years.
And both of them had gone through divorce.
And they had found each other again.
And they were now married.
And so again, it's just fascinating.
That's trust and rapport.
They're just telling me their story, and it's just amazing.
And so then I got into the harder conversations.
I mean, they had lost their home.
And their real estate business had completely tanked.
And they were desperate.
And so I talked.
This is a true story.
I asked questions and listened, not I talked.
I listened for about 50 minutes, 5-0.
I had a one-hour appointment with them.
I talked for 50 minutes listening to them,
asking questions, fascinated, curious.
Nothing about myself, nothing about my products,
nothing about my services.
In the last 10 minutes, I bridged what next step I'm
going to teach you how to do.
And I bridged.
And we went from the needs, their pains, their desires,
and I bridged to what I had to offer.
And I said, wow, I mean, looking at what you've shared,
I mean, I can see that health is really
a priority for you guys.
I mean, supporting your immune system
and getting your strength and your health back
is absolutely crucial.
And I do believe that our products will be huge.
Enterprime for the immune system and Delta E for the brain
and for your focus.
And so I was going through the products
that we had formulated.
And then I said, it seems to me, with what's
happened in the real estate, that right now it's
really crucial that you generate some income.
And I said, this could be a perfect opportunity for you
to bring in some income before real estate comes back around.
I know it will at some point, but this would be a way.
And here's the funny thing.
I described both of those a little bit,
but I had 10 minutes.
I literally had to leave at the top of the hour.
I had an appointment.
So get this image.
I talked for 50 minutes.
And then I said, I'm sorry, we can continue this conversation
if this sounds like something you're ready for.
And here's my favorite line.
Here's what I recommend.
I recommend you start at the top package.
And I went through all the benefits, the best discount,
the duplication, the blah, blah, blah.
And I said, if you want to do that, catch up with me.
I've got to run right now.
I've got a speaking engagement.
I've got to be out the door.
It's been such a pleasure.
I love your story.
I love connecting, getting to know you.
I can see that these products will be amazing for you,
recovering and restoring your health.
I can see that this could be what you've
been looking for to get your finances back in order.
So I look forward to connecting with you.
And literally, that was the end of the conversation.
I got up and had to leave the room.
I could hear them both talking as they
were walking out the door.
And they said, honey, I think this
is what we've been praying for.
Honey, this is exactly what we need.
We've got to connect with her.
We've got to buy these.
We've got to get started.
I think we need to do this.
I think we should start right away.
And so they made an appointment.
They chased me down to make an appointment,
and they bought the top package.
But it was 50 minutes of trust and rapport, asking questions.
These first two steps that I just taught you,
5-0, 50 minutes of that, creating trust and rapport,
asking questions to identify the need.
It was 10 minutes of bridging, which
I'm going to teach you next, which
is showing the benefits of what you have to offer
and how it relates to their needs.
So what I'm going to do, I know the mind can only
absorb what the seat can endure.
We're going to take a five-minute quick break
and let this kind of settle in.
It's important you get up and move.
It's important you get some water, shake, move,
get fresh, because you don't want
to miss a single juicy drop of what's left in the last hour.
And we're going to have some Q&A. It's going to be powerful.
So I will see you back.
Let's come back at 14 after.
Well, it's just turn 10.
Let's come back 15 hours.
That's easy to remember, 15.
See you soon.
Okay.
All right. Welcome back.
Go ahead and put in the chat again. We're activating flow.
Okay.
And we're going to do some takeaways from this last
session as we're focusing.
On the outer game.
Go ahead and pop in the chat.
What's your biggest aha.
Question comment.
Aha.
Okay. The sequence,
realizing that there's a sequence doing the right thing in the right
place.
What's been a takeaway for you?
That you build rapport for 50 minutes.
Love the idea of asking more questions.
Also love the idea of curious and fascinated.
Thank you, Lauren. Great.
Great, great, great.
Okay.
We often just talk ourselves right out of the sale.
We talk, talk, talk, talk, talk, and we're missing the mark completely.
You need a niche because they all speak a different language.
Thank you, Claudia.
Wonderful.
I'd meet the person asking the question controls the conversation.
Absolutely.
And.
The best way one asking the questions is the one that is leading the
conversation. So great, great takeaways. Good.
Glad you're getting great value. Okay. Let's see here.
We'll.
Keep it moving here. We got a lot still to cover. I'm excited.
Okay.
Let's go back here.
Take that down.
And don't know what happened. Lost my slideshow.
There we go.
Okay. So I shared my true story. Okay. So we're on step three.
Step one.
Trust and rapport.
Right.
So.
Only then are you starting to move into the results you offer the
benefits they can get.
Working with you. Okay.
And so this is where you're going to share the benefits.
You now have the right to talk about you, what you offer,
what you do.
Okay.
And then you're going to share your stories.
Okay.
And then you're going to share your stories through them.
And.
It's really powerful to use the power of stories.
Okay.
When, when you're doing this.
Okay.
And for stories to be powerful, you want to describe.
As much use, like a good movie is many of the senses as,
as much as you can.
Okay.
So I'm going to send you a template with some of these work played.
Home play for you to be working on, to go deeper with this.
And then of course,
we're going to pick up on the 30th with our encore session,
where you get to ask more questions and go deeper.
And so.
Your exercise is to start to make a list.
Of stories.
Okay.
And then you're going to share your stories.
And you're going to share your stories.
Whether it's yours or others. And as you're reading my emails,
as you're listening to me, talk as.
You know, any, you notice I shared my first sale story.
You noticed I shared this story of meeting with this couple.
And there's, there's many, many stories.
And stories are very fascinating, very heart opening,
really create.
You know,
you don't want them to be your own story,
but you want them to help people see through the story.
So the stories can be your own.
Okay.
I shared my story.
No launching coaching business 10 years ago as a coach to coaches.
It can be your clients and you don't have to use names,
but you could just, you know,
You'll notice in emails. I often share client stories.
of you responded when I shared the story about the health coach that said no. Some of you even got
takeaway of how to apply that when someone says no to you. So do you see the power of stories?
This is why the greatest masters in the world all use storytelling as their primary way of teaching
and touching lives and opening hearts and so on. So your home play or exercise is to just start
making a list of all the possible stories, things that have happened in your life, things that have
happened in coaching experiences. And as you get a bunch of them, you can get more organized and
categorize them into different types of stories. Sometimes it's just a sentence, like I shared the
story of my dad that he told me, hey, Brenda, you know, nothing happens in business until you get
to sale. That became the whole basis of, you know, the marketing that I did and the emails, right?
It's a form of a story, right? So it could be really simple like that or it can be more
descriptive like the realtors or like how I got started. And it allows women to learn, to connect,
to open their hearts. So use the power of stories. So this step three, this step three
is bridging. Okay. So I have a picture of a bridge. So you can imagine on one side of the bridge
here closest to us is their needs, their goals, desires. Remember, we opened with the fact that
selling is not about us. It's about them, right? Their needs, their pains, their desires, their
vision. So we're bridging from that to what you offer, the solution, the problem you solve, your
products, your services, what you offer. This is the magic moment where we move from what they've
been sharing to what you have to offer. And remember, it's all about sequence. It's about
doing the right thing in the right order, right? The sales mountain. So you've already gotten the
lead. You've already gotten the appointment. You've already built trust and rapport. You've
already asked enough questions to identify the needs. You're now ready and only now ready to
talk about your products and services. So that's why I said a lot of times when you meet people
right up at the front and they go, oh, tell me what you do. And you make the mistake. You let
them take the leadership. You start talking about what you do. You didn't build rapport. You didn't
know their needs. You're throwing spaghetti on the wall, hoping it sticks. And so you got out
of sequence. You pulled out the diamond ring, asked them to marry, but you never got to know,
right? You never got to build a relationship. So this is very important. We're on step three.
We've already created trust and rapport. We've already asked questions and identified the need.
Now we're bridging. And here's my favorite sentence for bridging. You can share this.
You can borrow it. You can write it down. Here's what I recommend. It is the easiest bridge.
So I say, like I did with the realtors, you heard me, you heard me bridge, right? I say,
you know, based on what you shared about whatever, about your health, about, about,
you know, your relationship struggles, about what you're going through right now, what you shared
about your business, where you're feeling stuck, based on what you shared with me, and I'm
repeating back what they shared, here's what I recommend. So, I have two favorite sentences. One
is, here's what I recommend. I'm going to share the other question, the other statement in a minute,
but I'll give it to you here. Here's your next step. So, here's what I recommend, and here's
your next step. So, you can see right here, this man, he's built rapport. They're smiling. They're
listening. He's pointing. You can easily hear him say, here's what I recommend. This is why you need
this. This is how it solves your problem. This is the results you're going to get. This is the benefit.
Here's what I recommend. And then, step four is when you see how they feel about things.
So, this horse is giving some feedback about something that just happened, right? So, you're
going to get some feedback. It might be them laughing. It might be a lot of objections. It
might be fear. It might be excitement. Let's do it. I'm ready, but you've got to know what that
feedback is. You've got to give room, right, for their questions, for their comments, and a lot of
times, if now I had been talking for a minute, I'd been sharing about the benefits, I've been
sharing about the results, I've been really creating a place of possibility as to what they're
experience can be like, which is another very powerful sales
technique, and that is that you future pace with them.
You help them to imagine what their life would
be like using their service.
So I might say to you, what would it be like for you?
Imagine that you're so super clear on your niche
so that when you talk, they're listening,
they're raising their hand, they're
excited to work with you.
You're so clear on the problem you solve,
and your offers are so irresistible,
and they're priced in such a way that it's
so easy for them to say yes.
And so it's a type of, I'm sharing some of what I do,
and I'm future pacing.
I'm letting them picture.
Try it on.
Take the vacuum home.
Experience it.
And then I'll back up again, because again, sales
is more about serving and listening.
And I'll say, now, I've shared a lot with you
in the last couple of minutes.
Talk to me a little bit.
What are your questions, comments, ahas?
And I just get silent, and I let them talk.
You're going to learn so much.
If you can shut up right there, zip your lips,
you're going to learn so much.
So I shared all the benefits.
I gave it my best.
And then I said, so what questions does that bring up?
What questions?
What comments?
What's ahas there?
And they'll tell you everything.
They'll go, you know, I can't believe you're offering.
These are some of the comments I get.
One will be like, where have you been all my life?
Why has no one taught me this?
I've been struggling with this for three years, five years.
That's one comment.
OK, they're all in.
They see it, the value, they're all in.
The other questions can come in the form of objections,
which I'm going to talk about.
And so it might be, I love what you're offering,
but I can't afford it.
And that one really cracks me up because I haven't even
told them how much it is.
And they're already telling me they can't afford it.
That one really cracks me up.
In fact, I have fun with it sometimes because I go,
well, I'm just curious because we haven't even
talked about that, the investment yet.
And I said, how much do you think
that this is the investment is?
And they'll say very often, $8,000, $9,000, $10,000.
And I'll go, well, you know, that's what it's worth.
That's the return on the investment, absolutely.
But the good news is it's only $1,500.
So we just dealt with it all right there
by me just listening.
So sometimes you've got to get in their head
to be able to answer their objection.
So I say, how much of you saying you can't afford it
is our childhood programming?
We've been taught.
We just always lack, lack, lack.
We wake up in the morning.
We've been trained in lack.
We wake up in the morning and I didn't get enough sleep.
Lack.
I don't have enough time for today.
Lack.
I don't know how I'm going to pay these bills.
Lack.
We're the lack duck.
And so it's really, really important
that you give them time to talk right here
and see what comes out.
And it's going to let you know how to proceed,
because it may be that they need more information.
It may be questions or objections, which
are questions in work clothes.
Write that down.
Objections are questions in work clothes.
An objection means I need more information.
So if they have given you an objection,
it's really a question in a work clothe, which
means we need to go back again and go back over some benefits,
go back over again.
Their desires, their pain, where they are.
And so we'll talk about that in objections.
But this is the time.
This is the place to do that, where you get the feedback
and you find out.
So let's take a minute a little bit about the objections.
So I want you to put in the chat,
how do you feel when you get what
is perceived as an objection?
I've already given you a reframe,
so I kind of helped you out already.
But how do you feel when you get an objection?
Way to take action.
Let's say I'm looking at the chat.
She's on her way to Europe right now,
and so she's bringing her computer.
She just packed a notebook to write down all the stories.
Wonderful, because you write great emails,
so that's going to be perfect for what you do.
OK, so how do you feel about objections?
What happens for you when you get, do you get objections?
What are they, and does it just take you off track,
or do you handle them well?
Tell me your experience with objections.
what happens for you? Objections are just fears. Okay, so Victoria, okay, really great. Thank you
for the feedback. Victoria says it's like a deflating balloon. Okay, so Victoria, thank you
for sharing that and being transparent. Again, your questions help everybody. You are giving value.
You're adding. So, thank you for being so real and so transparent. So, what that tells me,
okay, I want to give you something very important. This is a life coaching. This is
more a mindset type thing, okay? Nothing has meaning until we give it meaning.
In other words, we attach meaning to everything. We attach meaning to how somebody looks at us. We
attach meaning to what they say. We attach meaning to an objection. We attach meaning to
they didn't show up on the call. We attach meaning. I mean, we attach meaning to everything, okay? So,
always the question when you're feeling stuck is, you know, what am I making that mean? Because
objections, if it's like a deflating balloon, okay, that's a great image. Okay, what am I making it
mean? Am I making it mean that I'm being rejected personally? Am I taking it personally,
which a great book is The Four Agreements, okay? If you have not read The Four Agreements, one of
the most important books you could ever read. I have a 12-week study on the Prosper Membership
site to go even deeper because I think it's one of the most important books out there,
but that would be the first thing is, am I taking the objection personally? So, look at the
difference. They rejected me. I feel rejected. I feel like a deflated balloon. Look at the difference, or
wow, I didn't answer all their questions. They have more questions. I need to do a better job
answering the questions. Do you feel that changing the meaning changes everything around objections?
So again, if we go back to the first rule of selling that I shared with you, and that is
selling is not about you. This is not about you. This is about them. This is about your client.
The objection is not about you. It's about them. It's their fear. It's their limiting mindset.
It's their needing more information. Do you get it? It's their programming. Do you get it?
This will set you free when you stop taking this personal. So, your job is to do a great job
answering the questions. So, it's like a deflating balloon. Well, maybe now it'll be like a question
and we're close, Victoria. Okay, objections are just fears. Absolutely. Okay, Lauren, I get them
because I've trained myself to be excited about this as a coaching opportunity.
Tell me more about that, Lauren. This is fascinating. I really want to hear what you
have to say. I'm not sure I'm understanding that, and that looks fascinating. Okay, go ahead.
Yeah, no, go ahead. You can talk. Go ahead. No, I was just going to say that I used to get
really deflated and scared about objections, but I've been doing it long enough now where I realize
I have the opportunity to really support them to see what the limit is in their thinking.
Beautiful. Okay, so now you're, oh, I see. Okay, I get it now. Okay, you've trained yourself.
You've renewed your mind. You've expanded your mindset. So, now it's exciting. You're like, wow,
this is a coaching opportunity, right? So, the objection then becomes you seeing the root cause
of that, right? So, you're getting to what is the limiting belief behind this objection, and so this
is probably more about your money story, or this is probably more about your self-worth story, or
this is probably more about your belief about lack and how the world operates. So, all of those
things, and so how exciting that you get an objection that, wow, this is a coaching opportunity.
So, now I would do some coaching by maybe giving a very quick tool tip strategy, but do not
make, this is important, you brought up something really important, do not make the sales
conversation a coaching session. Now, I know that differs from some beliefs. Some people believe
to add value, to actually let them experience you.
There is truth in that, but you want to keep that very small and simple because if you don't, like I've had several clients I had to totally help with this, they would see a coaching opportunity like what you just said, they put on their coaching hat
they would help them solve the problem, the person would be totally appreciative. They never got back to asking for the order. And so all they did was free coaching, and they have to do a whole dance to set another appointment to.
So don't fall into that trap either. Okay, so, um, I do a little of that so like I'm, you know, I'm on the call, and I may you know they think they know their niche, and my questions may help them realize they don't know their niche.
And I might give them some examples and I might tell them some ways to find, but I say you know this is just the tip of the iceberg I give you all of that in the breakthrough intensive we will will you'll have templates to do that will work all of this
forward. So I give enough for them to feel confident that I'm going to add value I know what I'm talking about but I don't spend that time coaching. I didn't, I didn't that real it or couple I didn't do health coaching.
You know I'm educated in health, I'm very knowledgeable, you know, 30 years and how I could have gone in and let's look at your diet, let me help you what are you doing with supplements How about movement, what do you, how about you know, I could have gone
into health coaching, I would have given free health coaching and not had an order. Okay, I could have gone into business coaching I could have gone into mindset coaching their relationship with money, and really help them get a money breakthrough and still
Remember coaching is not about the this conversation sales conversation is not about me it's about them.
And we're going through this five step process that always works, which means that my job in this session after the appointments book is to create trust and rapport, because people are only going to work with you if they know I can trust you so I got to
make sure I got the trust and rapport covered. Number two, I have to have asked enough questions that I've identified their pains their needs their desires, who they are.
Number three, I have to have bridge. Now, when I really know that I'm sharing through the lens of what they desire this real it or I didn't just share hey you really need products, let me tell you about my products, you know this this immune
support formula was developed for our daughter you know it's we've met over 300 you know doctor scientists and researchers, you know, I didn't go into all of that.
Right, that would have defeated the point. It was all the conversation was around them Wow, looking at what you've gone through.
right now, supporting your body nutritionally having clear thinking focus attention, going to be really important for this next season in your life health is really a high priority based on what you've been through.
You can't afford you know having had aneurysms and strokes you can't afford to mess around. And with the finances what's going on for you right now you need something this could be the answer you've been looking for to get your finance so you see you've got
you see their, their vision their preferred future you take them is all focused on their preferred future.
I'm only bridging from what they've shared what I offer to get them do you feel the shift how this changes the whole sales conversation. Do you see how this is not sleazy, not manipulative heart centered, adding value, truly one human to another Do
you see how this is such a different approach.
Now I'm helping them work through the fear. Okay, I feel rejected again Claudia what meaning are you attached to it, change the meaning, change your life. Okay.
They used to excite me now I just move on, I want to re engage. Okay. Yeah, so that's something we could really look on because you're leaving just piles of money by just moving on because of an objection, right.
I moved on I shared I mean I opened with the story I would have left a 25 to $25,000 check on the table the opening story that I shared. If I had, you know, taken the know and the objection and the objection was we already hired someone else.
I get that objection all day long, by the way, I get all day long in the lead generation system.
I'm saying I already have a coach Craig congratulations that's so important. Again, back to the questions. Are they helping you with this with that with this. Okay. And no, well then let's do a free breakthrough call that's the appointment that becomes
the sales conversation. Okay.
So, you see how that helps?
Okay.
So good.
Thank you.
Let me just catch some more comments.
So yes, avoid making the rejection mean anything about you.
The funny thing is all rejection, all the stuff is not about you.
You're not that important.
You're not that big.
It's so funny.
Life is so funny.
You know, we go, wow, did you see that?
She really looked at me funny.
I bet you she's really jealous because of my boyfriend.
I bet she thinks I'm really rich because I'm like her.
I mean, we got this whole story and guess what?
They're not even thinking about you.
They're trying to figure out, oh, did I turn off the sprinkler this morning or is my lawn
flooding?
Like, they're not even, like, we make it like it's about us.
It's not about you.
Get set free.
Change the meaning.
It's not about you.
That's why I say read the four agreements because the first agreement, four agreements,
you'll never have a relationship problem ever again.
The first agreement is don't take it personal.
None of this is about you.
That rejection that you're calling a rejection, that objection is simply, you know what?
I'm scared.
I need more information.
Where can I come up with the money?
Will this work?
The past stuff didn't work.
You know, they're going into their past.
They're going into their fears.
They're going into their story.
Has nothing to do with you.
So don't make it about you.
Remember the opening slide?
Selling is not about you.
It's about your client.
Remember we started with the Zig Ziglar.
Help enough people get what they want and you'll get what you want.
Okay.
Now, the best thing for objections, first of all, is to preempt them, preempt them.
That means deal with the objections before they ever have a chance to surface.
That's in part of your story.
Because you're sharing your story, your client's testimonies.
So maybe it's about money.
And so I share different stories of clients that they didn't know how, or I shared my
own story.
You know, I didn't know how I was going to pay for this and this and this and this.
But what I learned was, so I was preempting this idea, right, of objections.
Okay.
You can do that with time.
Many people think that it's going to take a long time.
It doesn't have to.
We can have this up and running.
We could do this in the first month.
We could do this in the second month.
We could do this.
Again, that would be future pacing around their vision.
I had someone that said, I got to make money quick.
If I pay this, I don't have the source of income coming in.
Great.
Let's look at possibility.
Let's look at all the ways, like money.
One of my favorite things is, let's say it's $10,000, and they go, I just don't have 10,000.
And I go, I get it.
Here's something that has helped me, right?
And I go, just start playing right now so that we can open up our mind because our mind
gets constipated and contracted.
And I say, let's list five ways that maybe we could bring in an extra 10,000.
What are five ways we could bring in an extra 10,000, right?
You just start listing.
And then I go, what are 10 ways could bring in an extra 5,000?
What are 10 ways I could bring in an extra 5,000?
What are 20 ways I could bring in an extra $2,500?
And what I'm doing is I'm getting the mind out of the constipated and getting them brainstorming.
Well, let's look at all the ways that are possible.
And as you're doing this, they're going to start giving you ideas.
Wow.
Well, I started, I got this side hustle where I'm doing this and I could sell this and I've
been meaning to sell this.
I've got this.
Maybe I could let go of this.
Maybe I could move this money from here to here instead of that.
Maybe I could, because now you're getting them in a possibility thinking, because again,
one of my favorite questions is what's possible.
And I explained to them quantum physics.
What we know about quantum physics is that there's infinite possibilities.
We live in a world of infinite possibilities.
That means there's a million, million, million, million, picture them like lottery balls.
There's a million, million, million, million, million, million, million possibilities.
And it's not until we give our attention and intention to one of those that it collapses
from the wave form into the particle, manifest us as form in our life.
Consciousness always precedes form.
Cause always precedes effect.
And so they've collapsed around a certain one possibility.
I got to get them back in an expanded state.
Remember we talked about, we don't collapse to their state, we expand.
I got to get them back into this expanded state
that there's infinite possibilities.
I often get them thinking.
I'll say, do you believe God is in you?
Do you believe Christ in you?
And they'll be like, yeah, spirit in you, yeah.
Like, are you a container of the spirit?
Yeah.
Well, does the spirit have any limit?
Does God have any limit or is it all sufficient?
Wow, all sufficient.
Do you have the mind of Christ?
Yeah.
So does that mean you have access to all resources,
the cattle on a thousand hills,
all of the precious metals in the hills?
Like, do you have access to all possibilities,
all wisdom, all creativity, all?
You see, you've got to get them back
to remembering who they are.
Remember, we talked about changing our view
of our prospect, right?
We don't see them as helpless and hopeless and broke
and don't have money and feel sorry for them
and down-shrink to catch up and be where they are.
We expand them.
And this is what we do with the objections.
We get them in a mindset of possibility
and we start coming up with creative solutions, okay?
So we'll do more of this when we get back together,
but once you've done this,
now you're gonna bring it back around
to your second call to action, okay?
And so you've already listened, you've done the feedback,
you've answered the questions,
you've handled the objections.
We come back again, you know?
And I often like doing a soft sell here.
And so one of my soft sells is I say,
here's your next step.
Here's what I recommend.
Here's your next step.
Here's your next step, okay?
So for me, I'm a little bit different.
A lot of people sell right there on the phone
and they take the order.
I do that once in a while,
but most of my sales come immediately
after the sales conversation.
It just takes the pressure off and it makes it very real.
And so what I do, and I'm gonna share my,
I'm gonna roll back the curtain, exactly what I do.
The fortune is in the follow-up.
I send an immediate email.
And so now I become very instructional
as I'm guiding them down their path.
So my sales conversation is very instructional.
So I say, okay, here's what I'm gonna do.
Here's your next step, okay?
Immediately after this, I'm going to send you an email.
I'm gonna show you that email right now.
Immediately after this, I'm gonna send an email.
And in that email will be the recording of our conversation,
will be a summary of what we talked about.
There'll be the link to go ahead and join the program
or purchase whatever it was that I was offering.
And I put expectation.
I come from a place that they're going to say yes.
I'm already, that's my mindset.
So I'm coming from a place of positive assumption.
I'm expecting them to say yes, okay?
And so I say, now the link will be there.
And as soon as you click on the link,
then I'm gonna start sending you some templates
to get you prepared.
And we'll schedule a time for,
let's say I'm talking about the Breakthrough Intensive.
We'll schedule a time for your Breakthrough Intensive.
We're gonna spend three, four, five hours together,
whatever we need to accomplish those things
that I've mentioned.
So as soon as you click on that, we'll get you scheduled
and I'll start sending the templates
so you have time to really process it
and really come when we come together,
I will be pulling out of you all the words,
all the marketing, all the messaging.
I'm gonna be pulling it out of you.
We're gonna be working on a whiteboard.
So now, do you see how I'm coming from an Assumptive Close?
Do you see how I'm taking them on the customer journey
on future pacing?
I'm describing, you're gonna get this
and then we're gonna do this
and then you're gonna have that.
I'm not saying, do you wanna have the order?
So that's one thing is come from an Assumptive Close
with the call to action.
And second of all is I always give two choices, two choices.
So I don't create a yes or no situation.
I don't create, so would you like to start coaching?
Would you like to start coaching is a yes, no question.
They can just say, no, I'm not ready.
I say, which is better for you?
So for example, when I'm helping you develop your packages,
for example, maybe you've got this premium package
and it's very, it includes one-on-one, it's personalized,
it's individualized, very custom
and that's your most expensive package.
And then maybe you have a group,
which includes more like the group dynamics,
the relationship.
It's the mastermind, you know, and because it's a group, you can charge a lot less, right?
The investment's a lot lower.
So now we can go into alternate clothes, right?
Which is better for you?
You know, the the leadership level or the, you know, the group level, the one on one coaching or the group.
That's an example of alternate clothes.
So I don't ever close if you're going to use the word clothes.
I don't I don't ever make an offer that's only one offer.
I have at least two.
OK, another soft sell little bonus here is we're wrapping up another soft sell is is to let them know again.
Assumptive is, you know, I usually do these on Mondays or Saturdays and I've got one Saturday left and I've got two Mondays.
So, you know, if you want to go ahead and have me pencil you in that, we get the date first and then you can get my email and go through everything.
We can do that right now. Now, again, this is just another moving the needle forward.
They're committing in a soft way, right?
It's not a hard close, but they're getting out their calendar and they're going, yeah, I think I'd like the twenty six.
OK, I'll pencil you in. And again, here's what I'm going to do.
You're going to get this email. You're going to click on the link.
Dot, dot, dot, dot. OK. All right.
You guys want to see behind the screen.
You want to see what what the email looks like.
Here's what it looks like. OK, let me close this down.
This is this is an example one I just did.
OK, so I usually open the email kind of recapping what we talked about.
So it was so great connecting.
And I'm commenting something, you know, their kids are about to go to school.
You're about to create a, you know, impactful, possible coaching business.
And then I give them the summary of, you know, usually I put the rerun, but I had to run there.
I didn't I didn't put the recording.
Usually I'll put the recording right there. And then again, I'm I'm recapping what I talked about.
So I believe for you to launch and be profitable.
It's crucial that you gain clarity on your niche, your big promise value statement,
your marketing, your messaging, your customer journey, your lead generation.
So you can here's the results.
So you can get consistent leads and focus on sharing the gifts in you.
And now again, here's imagination.
Here's future pacing. Imagine the joy of having consistent clients coming to you.
Now I go through what we're going to do during that day, what I recommend.
And I say, hey, to do this, I recommend we do, you know, one jumpstart, you know, business breakthrough intensive.
60 days is going to be a totally different business.
And then this is the final thing.
This is where you want to be gathering stories.
You want to take reviews from all of your current clients, get a review, your free clients, your existing clients.
I put reviews, the results.
That's what I close with.
This is very, very important.
Right. So, you know, you know, Shanti, I received so much more than I expected.
I had hoped to have clarity in my niche and have clear and easy to understand messaging.
Da da da. But now I have more clear ideas on my ultimate vision and my work.
I know what systems I need to have in place.
Da da da da da. Right.
So, Jan, same thing.
I'm now crystal clear on my offering, my messaging.
Da da da da da. Victoria. Right.
Malia. So so I'll just, you know, blast some of these.
Right. So that they can get a taste of, you know, what this is like.
OK, so I said to you that the fortune is in the follow up.
And so the first follow up that I do is that immediate email.
Soon as I get off the phone and that email recaps the benefits and results, there's a link to join their social proof.
OK, then I DM or text them to make sure they look for the email, because sometimes it could get spam.
And I recap again, you know, great connecting.
Here's your next action. As soon as you register, I'll send you data.
OK, and then if I haven't heard from them, then three days, three weeks, one month and somewhere in that time.
And they go on my email list so that I am constantly front of mind to them.
All of that occurs. OK, now I want to share one last thing and your bonus.
And so we did.
out of time for questions. So, the 30th, we're going to do an encore. That's all going to be
about you asking questions and what you tried and what worked and what didn't. If you want
to schedule with me, there's the link to schedule. I want to share with you another thing that can
help you go further, because remember I said it's mindset plus skill set plus action plan,
right? And so, I want to show you this, if I can get back here and get out of that email
and get out of that. And where did it go? Come on. Well, I might have to do it differently.
Let me get out of this if I can't. Here it is. Okay. This, if you're not familiar,
is the prosper member leadership. Okay. And are you all, I want to make sure with all of that,
that you're still seeing. So, someone give me a little thumbs up or something that you're seeing
the screen. You're not seeing the screen. No? Okay. Then I need to stop sharing and I need to
share again. And now that I share, how about now? Are you seeing prosper and all things?
Yes. Okay. Beautiful. Thank you. I'm glad I asked. Okay. This is really, it's my entire heart and soul
in one place for you. It is masterclasses such as this one. It is five-day challenges. It is
studies. It is just about everything you need to grow. Here it is about copywriting. Here it is
about lead generation. There's eBooks. I have communication. My favorite courses, Manifest
Love, Health and Prosperity. People who have gone through this course, I mean, they got the love of
their life. They got their house. They got the things that they wanted. One of my most powerful,
powerful courses, The Jumpstart, Getting Clear on Your Vision, Activating Flow, Business,
there's the Communication Secrets. There's so much here. Okay. And so, there's a lot that's
just free. You can just go and check out everything for free. You just go to
membership.prosperandallthings.com and you get all the resources for free.
I'm going to offer something even better. And what I'm going to offer, I'm going to put it in
the chat right now. Let me put the link in the chat. I'm going to offer you, let me put the link
here. You guys are going to want to save this link. For $1, you get everything, including all my live
workshops. Plus, twice a month, we go live, live coaching. It's a powerful community. Plus,
all the courses on here, some of them I sold for $3,000 and more. You can try for $1 everything.
And then, you really get to experience it after 10 days as you love it. You can cancel anytime.
You stay on. You love it. And it's $1.97. And the really cool thing is you get to bring a friend
free, so you can split that. So, this is the most powerful community. God spoke to me very clearly
with times being challenging that he said, gather the women together. And literally, what I saw was
women linking arms, supporting, loving, encouraging, holding accountable to cross their personal
finish lines, us doing it together. And so, that is the Prosper Leader Membership. And so, this
workshop would have been free. Those of you that are our members, of course, this is free. All my
live workshops are free and included. Twice a month, we meet the first Tuesday of the month
at 7 a.m. to jumpstart your month. It's so powerful, and I'm giving you templates and tools
and resources. We have community time. And then, the third Thursday in the evening at 6 p.m.,
we're bringing the whole thing to a wrap. And the way those are structured, half of it
is me teaching, bringing something really powerful or interviewing a powerful guest,
and then the second half is community time. You're networking. You're supporting each other. You're
learning. You're asking questions. This is a super-powerful place to keep what you experienced
today, to keep it going, to keep the tools and the resources going. So, I'm going to
bite you. I put the link in there. Try it out for a dollar, and I think you're going to really,
I encourage you to start with the Manifest Love, Health, and Prosperity series and the Jumpstart.
You're going to get so much value. If you want to learn how to be a great communicator, go listen to
that. If you want to learn about lead generation, go listen to that. It's just a plethora of
resources to grow you, grow your faith, grow your business, be part of a community and a container
for you to fully reach the fullest potential. So, we are exactly at the top of the hour.
We covered a lot of territory. Put in the chat box any closing comments
about how this has been for you, what you got from it, and I'm looking forward on the 30th at 10
a.m. to supporting you further, going to the next level. I'm going to be sending you this recording.
I'm going to be sending you some templates, some home play to work on as well, so you'll have time
to think about it and then in two weeks. Good. Okay. Love the part about handling rejection.
Wonderfully valuable book to call. Yes, Lauren, I saw that. Looking forward to connecting with you.
That's awesome. Looking forward to it. Armida, you're welcome. Great to see you again. Serena,
beyond your expectations. That's great. By the way, I'm going to send you guys a review about
this workshop, so thank you. Please put that in the review. So appreciate that you're here.
I know it's nighttime for you on the other side of the world. So great to have you. Michelle, excited
for your breakthrough. Absolutely, and I am too. It's going to be awesome. Lissa, thank you for all
the value you always give. Love you. Have a wonderful, wonderful trip. Lissa, thank you for taking time
right before you jump on the plane. Appreciate you. Alright, and I know there was more than
twenty that are just listening to the recording, but you guys got to be here and add value and
interact, and I appreciate you taking this time. We'll see you in two weeks. Lots of love to you all.
Blessings.