And all right, welcome back for those of you that are coming back as an encore to the successful
sales conversation masterclass. Because that was such a power packed, condensed,
filled with information, a few hours, I deliberately added this encore so that we
could have more interaction, more Q&A, going deeper, making sure you've got the fullness
of the original masterclass. So if you have not yet seen the original masterclass,
you get the replay. So whether you're coming to this for the first time or you're coming back,
you do get the replay. So I'll show you that real quick to make sure it's on the recording
and you all know how to navigate your way. So when you go into the Prosper membership site,
which of course is membership.prosperandallthings.com. When you go in there, you will notice
if you are a Prosper leader member, of course you have access to everything in here,
which is a ton. And if you are not, you of course have access to the free resources,
which are many, including the first video on each thing, plus lots of free. You will notice
whether you are a member or not, that there is a group you'll see on the left,
successful sales conversation. And so you can go into that group. If you've never been to the
Prosper membership, it may ask you to put your name and information. If you've already been,
it's just going to let you straight in there. And when you go in there, you are going to see
the template, the master template, and you're going to see the original video. So if you have
not watched the original replay, that's where you want to go first and watch that. It's rich
and there's no way I can catch you up today. So that's that, making sure that you know how
to do that. So my intention right now is to give you a really quick, because half of you are just
coming for the first time, give you a really quick overview. So let me know, first of all,
if all of you, maybe just someone like Kate or Marianne or something, raise your hand that you
see the slide, successful sales masterclass. I want to make sure I'm showing the screen. Yes,
you see the screen that says successful sales masterclass. Okay, beautiful. Good to know technology
is working. Okay. So I'm going to give you a very quick overview of what we talked about, get you
into the headspace and remembering what we did and catch you up, those that weren't there.
And so what I'd like you to be thinking about as you're listening to this is some specific
examples for yourself. So in the sales conversation, remember we opened that nothing happens
in your business really until the sale. Okay. Up until that point, you're really just kind of
playing. Right. And so it's, as you have the sale that of course, you're able to make the impact
that you desire to make on the income. And so it all, we have to have the sales. And of course,
there's a path to get there. So I mentioned in order to have the sales, which is your business,
you must have this sales conversation. So the goal of this masterclass was to get you
more confident on these sales conversations, sales calls, right? In order to have sales
conversations, however, you have to have people scheduled, which means you have to have leads.
Okay. And which means you have to have a lead generation system. So if you haven't done those
first steps, that's where you need to go back and make sure that you've got the leads. If you've got
the leads and they're being scheduled, this is designed to help you have great success in your
sales conversation. Okay. So we talked about the inner game and the outer game, the inner game.
And I need you guys to mute yourself. I hear you typing and so on. So please mute yourself.
And so the inner game is equally or more important than the outer game. To be honest,
I would tend to lean more toward the inner game.
If you show up with the right heart and really the right energy and the right understanding,
there's a lot of grace if you don't have all of the skills on the external.
So this is not something you want to brush over.
The inner game is incredibly important.
So I talked about four areas in the inner game, okay?
Number one is to change your image of yourself.
And interestingly enough, those of you that got here early for the call, we had some fun
interacting.
And what God is really showing me with the Prosper Leader membership, that he's just
bringing together the most brilliant, beautiful, open-hearted women I've ever seen.
I mean, just incredible women gathering.
So in addition to all the nuts and bolts that you got access to, all the master classes
and courses and blah, blah, blah, and two live coaching and all of that, the real beauty
is that this is a place where women are linking arms for real, not just in talk, to help each
other across their personal finish line.
And one of the aspects, and this is really coming forth this week, one of the aspects
of linking arms is to witness each other, to truly see each other, and to see each other
and remind each other of the incredible greatness in you.
The incredible love, beauty, gifts, talents, experiences that make you, you.
And so part of this inner game is first of all, just how we see ourselves, right?
So from my perspective, sharing here, who we are, scripture says is we're the temple,
we're the container, we're the container of God, of spirit, of Jesus.
However you understand it, the bottom line is you're carrying more than just a body.
And because God is in you, all sufficiency is in you, you have access to all wisdom,
to all solutions, to all love, to all resources.
You must remember who you are.
And so when you're showing up in these masterclasses, you're not showing up as a miserly beggar
hoping to persuade someone to do something they don't want to do.
No, no, no.
You're coming from a place of greatness.
And so this is part of the inner game, is remembering who you are, that your life experience
really matters.
My coach says, the workshop that you're living is the workshop you should be giving, okay?
Derek Rydell.
The workshop you're living is the workshop you should be giving.
So never, never underestimate all of the experiences from childhood on and how rich and how valuable
they are for making a difference in other people's lives, right?
So you've got experience, you've got education, you've got so much that you're bringing to
the table.
You've got understanding, you've got spiritual understanding, you've got spiritual gifts.
And so how you show up is huge.
And so changing your image of yourself, okay?
And that means you're not showing up as a salesperson, as a one concern people have
with sales.
You're not showing up as a taker.
You're not coming to take something.
If they buy from you and they exchange money for value, which is what sales is, an exchange
of money for goods or services or value.
If they do that, you're not taking something from them.
You're exchanging.
You're bringing them value.
And so changing how you see yourself, you don't need to be timid.
You don't need to be shy.
You don't need to undercut what you charge.
You don't need to be looking at your feet when you ask for the order or avoid asking.
You come from this place of service.
I'm here to serve.
One of my favorite prayers before I got on this call alone was, Holy Spirit, God, live
through me right now.
Coach through me, teach through me, encourage through me, write through me, inspire through
me.
is how we see ourselves.
We're vessels, we're conduits of the divine.
OK, number one.
Number two, then we need to change our image of sales.
It's not about persuading someone to do something that they don't want to do.
It's not manipulative.
It's not slimy.
It's not taking and the many other, you know, older images of sales.
Right. Sales is helping people
get what they want, desire, need.
And so sales is really about listening, identifying a need and helping them
like Zig Ziglar, helping people get what they want.
You'll always be wildly successful.
So sales is just simply an exchange, right, of value,
of goods, of services, for money.
So that takes all of the the edge and the, you know,
the need to try to say, hey, I'm not a salesperson.
Well, we're all salespeople, believe it or not.
We're always selling something that we believe in,
whether we're selling our children on the need to go to bed or we're selling
someone on, you know, whatever.
OK, we're all selling all the time.
And then number three, and this was really big,
changing how we're looking at the client.
And you really it was so good and so big.
You really just need to go back and listen to that.
It will that alone will change everything about your sales.
So number three, too huge to go over right now.
And then number four is this idea, this question, where am I coming from?
When I show up for the sales conversation, where am I coming from?
Right. Am I coming from a place of lack
where I'm looking at my client as my next electricity bill?
Right. My next whatever bill.
And so am I coming from this place of lack that I need to get?
Am I coming from this place of lack?
I need to get clients. I need to get money.
I need to get something from the outside so that I can be happy, prosperous.
This is an external locus of control.
It is a broken, failed model.
So the alternative that I would encourage you to go deep with
and again, go back and watch the replay
is that you're coming from a place of abundance.
You're coming from a place of of having this.
I have so much love, experience,
resources, strategies, tools, whatever.
All that you have.
Most of all, you have God in you.
And so when I'm showing up, I'm not showing up in desperation. Right.
Think about dating.
You know how many of you women really like a super needy man
that is just really clinging to you and begging that he absolutely needs you
to survive?
You know, none of us like that kind of cleanliness for most most of us. Right.
So what we love is two whole individuals showing up.
And so you're seeing your client as whole,
made in the image of God, worthy of respect,
filled with dignity.
And you're seeing yourself the same way.
And now a beautiful exchange can take place.
OK, so the inner game.
And then we went through the five steps of the outer game.
OK, and again, every one of these steps got at length in the replay.
So go back. OK,
but these are the steps that must take place
for you to have a successful sales conversation. Right.
So you have to create trust and rapport.
And if you skip this,
you're not going to get the sale.
OK, it's going to be awkward and it's they're not going to open up to you.
They're not going to be open and receptive.
You're not going to know their true needs, their true desires
or even what they're thinking.
There's going to be a wall between you.
So I really went into how to do this, create trust and rapport.
Number two is the use of questions, open ended questions.
So you're creating rapport using the many strategies I gave you.
And then you're asking open ended questions
for the purpose of really understanding them for really getting clear.
Where are they?
What matters to them? What's important to them?
What is their vision? What is their why?
Where are they feeling stuck?
What do they need?
Where are where can you help them move to the next level?
And so the questions and I gave you samples
and I also gave you a pre-coaching questionnaire, which can be a great way
to have some of this before you even get on the phone on the Zoom. OK, so.
So you create trust and rapport, and then you ask questions.
And remember, the person asking the questions is in control of the conversation.
So it is important if this is your conversation and you have an intention and you're taking it to an ideal place of building a new relationship of having trust and rapport of knowing this person and identifying their needs.
It's very important that you are the one asking the questions. So sometimes you'll get on a call and the other person will start asking the questions like, well, well, you know, can you tell me a little bit more like what exactly you do, or you know
where did you get certified or something that could really throw you off your game.
It's important that you say, thanks for asking that I will definitely address that and come back to it. But first, what's really important to me is to really get to know you.
Or you can answer it in a 30 second, you know, hey, I've been a coach to coaches for 10 years before that I come out of the business world I founded you know seven figure companies in the nutritional you know direct selling industry.
And now I've been really mentoring coaches and that includes you know a prosper leader membership it includes coach certification I do breakthrough business intensives.
That's just a little bit about me. But what's really important here is you tell me how long have you been in coaching and and and what phase are you in right now are you are you actually seeing clients are you just getting ready to see clients,
And so do you see that I was able to get the attention off of me back to them because remember I taught you that sales is never about me. If you're focusing on yourself.
And that means focusing this is true of speaking public speaking as well those that are speakers. So, as a speaker, as a coach in this conversation, if I'm worried about am I saying the right thing I don't want to forget anything.
Am I boy do I appear nervous can they tell that I'm fidgeting is my lighting right, am I, so it's all about you, you're just connected from them you've missed the whole point.
Okay, so that's why you must recall this whole thing is about them forget about you.
People like people who are like them so just find the commonality, find.
This is so, it's so endearing and and so beautiful, you know, Serena's on this call, and I made the comment yesterday to her in some sense, two people couldn't be more different we're on the opposite sides of the world we're different ethnicities
I mean, you couldn't be more different and yet the similarities are amazing. Right. And and we really found all of those are interested in medicine are marrying, you know, and and having mixed children are divorce are, you know, on and on our spiritual practices
we found so much that I actually just like fell in love with her it's like, wow, this is a new friend this is a sister This is someone I want to associate with, you know, for the future.
And it's possible when you're asking questions and you're listening and you're finding that that commonality because most of us have more in common than, than we really realize.
And then you're giving them a chance you've asked a lot of questions, and, and now you are starting to bridge. Okay, so now you, you know what they need, and you know what you have.
It's time for a bridge now and only now I have not talked about what I do other than maybe that quick synopsis I gave because they asked. Other than that, it's not about me, it's all about what they're trying to achieve and so now my job is to bridge,
Okay, am I really picking up that, you know, they really need a coach certification and my picking up that they really need a business breakthrough they need an intensive to get clear on their niche and their packages and their pricing and you know their messaging
and or am I picking up that they really need a community, and they need a place to grow and have a sense of belonging. So, based on these questions I know that and now I can bridge from the prosper membership to where they are, or from you know the prosper
design coach certification to where they are, or from a business you know breakthrough intensive, only after I really understand their needs their desires where they are.
they're feeling stuck. Do I even initiate bridging? I don't talk
about me or what I offer until that happens. And so that is
where the bridge happens. And then now it's really time to be
quiet. There's two times to be really quiet. You ask the
question, and you just listen. You take notes. And you just
really listen wholeheartedly. Not thinking about what you're
going to say next, just listen. And that's one time you're
quiet. Every time you're asking a question, they're doing all
the talking, not you. So you learn to be quiet. And after
you really explain and bridge, and I shared some key phrases
that I use like, well, you know, based on what you shared with
me, here's what I recommend. That could be a bridge. It's
like a doctor. You know, here's what I'm prescribing. Here's
what I recommend. You do the same thing as a coach. You know,
based on what I see, you know, you really don't know your
niche, you don't have any clear packages, you don't have your
pricing in order, you need, here's what I recommend. We can
do all of that in one day, in a breakthrough business intensive,
you see. And so you wait now again, to see. And if they don't
say anything, say now, I've been doing, you know, we've been
doing a lot of talking, I'd love to know, you know, right now,
what's coming up for you? What, what questions? What are has
what comments? And you wait, you let them talk, this is going to
be the place that the objections will come? Well, you know, I'd
love to do it. But I've spent so much on coaches. And I really
don't know that I can spend any more. I'm already in debt. I
don't have money. I really don't have time to take out whatever
the objections can all come out. Okay. And that gives you now a
chance. And we we went through that we go back over the
benefits. And so you know, we laid the foundation, the trust
and rapport, the identifying needs, the bridge, the feedback,
and the asking for the order. And we talked about the sales
mountain with Eric Lawthorne, who I have taught together with,
and he's brilliant in sales, and this sales, a mountain that
really lets you know that you've got to do the right thing in the
right order. And so again, go back to the replay, I'm not
going to go into every step of this. But you get into that
divine dance here where you do maybe an initial kind of trial
close, some objections calm, you come back and you do another
close some, you know, objections, and either they,
they buy this is kind of a nice dance right here. Or, you know,
they need to think about it. And the fortune is absolutely in the
follow up. See this long green line, like, almost all your
business is going to happen in this follow up. Okay. And so for
that reason, next month, I am doing on the 20th, I'm doing a
masterclass called the fortune is in the follow up, I'm going
to walk you through every step of how to follow up. Okay. So
for that right now, that brings you up to speed. So you you now
should be pretty caught up. And so what I'd love to, you know,
hear from you. And that is, let me be able to see all of you
beautiful faces. There we go. Okay, so now, how about that? I
did it exactly in 30 minutes. That was my goal. Um, okay, so,
so that's your overview. And now let's apply it. Where do you
have questions? Where do you get stuck? Where would you love
support? Where would you love to go deeper? In the bottom of the
screen, you see a thing that says reactions. And when you
click on that reactions, there's a thing that says raise hand.
So raise your hand, I'll go in the order as you raise it. And
let's have a conversation as to where you would love more
support, more examples, more anything along the way. How is
your sales conversation going? Have you started applying this
since we did the masterclass? For those of you that attended
that? And where does it get sticky? Where do you need
support? What can I answer? How can I support you? And it could
be in any of those areas. So awesome. Okay, Victoria, go
ahead and unmute yourself. And let me see, I'd like to pin you
too. So we have both of us. And I think there we go. Okay,
beautiful. All right. So tell me a little bit how it's going and
how I can
I actually, um, I lost, I did most of that assignment and then I wasn't able,
I thought I saved it and so I, it didn't save, so I have to start over, but I
really went through that and really the bridging and benefits, I get caught on,
um, My, uh, the difference between the, the benefits and my sessions, kind of
that, like the features, okay.
The features and benefits.
And then again, I do have a follow-up.
I, I do have a follow-up system that I, I'm just not putting it into place.
And so I, I know I need to tighten up that I have a 24 hour window and they
kind of want to marinate and stuff.
And, um, but my fault just needs to tighten up and, um, good.
Those are two really good points.
Let me, let me address those.
I love both of those.
Okay.
Um, features versus benefits.
All of you need to know that.
Okay.
Um, most of the time.
Um, so here's a, here's a little sentence to remember.
Okay.
Um, features tell benefits sell.
Okay.
And by benefits, I also mean results.
Okay.
Um, and that they can experience.
All right.
So features are the logistics.
How many sessions?
How many minutes?
How many months?
Um, what technical thing they get, you know, they get this portal, they get this
tool, they get these books, they get this map, whatever.
Okay.
Those are all features which, um, should come in last priority.
So one of the things just to kind of let you see this actually played out, um, and
I may even go there and show you, but let me say it first.
And then if I need to show you, I'll show you.
One of the things that I do in a breakthrough intensive is we lay out, you
know, every aspect of, um, you know, of the person's business.
And so the first thing we do is we have the, the catchy title, right.
The subject of your program.
So from that very beginning, the program should be focused on the others.
So we know exactly what they get and who it's for.
Okay.
And, um, Serena, we just did yours yesterday.
It's fresh in my mind.
Um, do you remember your title and your subtitle?
Yeah, it's, um, the resourceful confident and connected mother coaching program
for, and then I can't remember for something I remember single, single
mothers going through divorce or separation, something like that.
I think single moms going through, I'm going off my head.
So the reason I have her share that is both components are there.
So the title was resourceful, confident.
What was the third thing?
Connected and connected.
Okay.
And it really fits her program, right?
I mean, connecting with God, connecting with each other, connecting with her
children, you know, connecting to research.
So, so, um, so the right resourceful, confident and connected, you know, woman.
Right.
So looking at that, those are not features.
Those are benefits.
Those are results.
Right.
And then you want it to also write quickly at a glance.
This goes on our website.
It goes on our social media.
You want at a glance right away to say who it's for.
And so in her case, I think it said for single moms, you know, going
through divorce or something like that.
Okay.
So a single mom, a divorce mom, you know, she's going to know, wow,
this is a program for me and yes.
I want to be more confident.
That's what I'm really struggling with right now.
Yes.
I want to be connected.
Yes.
I need resources there.
They're saying yes, yes, yes, yes.
Right.
That's an example of sharing a benefit.
And then, you know, we created questions to pull her in.
So in the same way I'm teaching you in the sales master class in the written
form, oh, there we go, the resourceful, confident and connected mother
coaching program for newly divorced or separated moms.
Okay.
So you see now it also lets you know it's coaching.
Okay.
Um, and, uh, and, and, and if that's a little long, Serena, I
know we created it yesterday.
You could probably remove the word program right there to even
shorten it coaching for, okay.
As I'm looking at it.
Um, so, so, so this is an example.
Now, what did I tell you that we do after creating a report is we ask questions.
Okay.
Serena and I came up with five questions.
that is asked on the website, that's asked on the social media, if she's on the phone,
she could be asking those questions again. And then we went into the benefits of what she offers
and what they get. And then only after all of that was done on the bottom, did we put the features,
get two one-on-one 60-minute coachings per month, get two group per month, get one, blah, blah,
those, was that not at the very bottom, Serena? Yeah, yeah. So I modeled this in writing as well
as in speaking. So does that, first on that part of your question, does that help you, Victoria?
Okay. And then the second part of your question, as far as implementing immediate follow-up,
this can be really easy, guys. This can be really easy. So you need an immediate game,
okay, within the first 24 hours, and you need a long-term game, all right, which is,
if they're not buying now, and even if they are, I'm going to stay in touch with them for the rest
of their life. I showed you Eric Laugholm's slide, Eric would say, until they buy or die, okay?
So that's how long you're going to stay in touch, until they buy or die,
because what do we know? We know the average person takes eight, 10, 12 touches
before they buy something, okay? Now, for people that bought this masterclass, they heard from me
probably, or from my copywriter, probably 20, I don't know how many, 25 times, and most bought
in the last five minutes. So those of you that think you're pestering someone, most bought in
the last five minutes of the game, meaning within the last 24 hours, within the last 12 hours,
last three hours, that's when they were buying, okay? So you're not pestering, you're getting
sales, and you're always doing it in love and adding value, okay? So the short game, Victoria,
to make it really easy, okay? I showed you on the replay, go back on the replay, and I showed you
the sample email, which most of you that have worked with me have gotten this email, so you'll
recognize it, okay? So I go into my sent, in my email, this is my personal email box, so I've
got two. I've got my personal, Outlook or Gmail, whatever you use, and I've got a CRM. I've got a,
you know, customer relationship management, you know, software. I use ActiveCampaign,
and that's a subject we could talk. I can help you probably even get a discount on it, and so on.
So that's different. That's my ongoing communication. That's all in ActiveCampaign,
but right now, you just, you're brand new, you had a sales conversation.
The first time, you need to write it. After that, you're going to cut and paste. You're going to
copy it, and you're going to paste it. You're going to change the name. You're going to change
the first paragraph that's personal to that person. What you offer is going to probably stay
almost the same. The link is going to stay the same, and the social proof on the bottom is going
to stay the same, okay? And so it's really a cut and paste. It should not take you very long. So
I get off the phone from doing, you know, a free call, a sales conversation,
and then I, of course, I record the call. So I save the recording. I go into my scent. I grab it.
I start a new email. I change the name, and I personalize the first paragraph, what we, you
know, what I really liked about them and their business and what they're doing, that connecting
type paragraph. The rest is pretty much staying the same. I'm putting in the recording, and boom.
It doesn't take me long, but I'm following up. It's an automatic habit. If you can do it right
after the call, beautiful. Best. If you have back-to-back calls, then before the end of the
day. Don't leave your office until you've done your follow-up for the calls you had. Now it's
not sitting on your shoulder. It's fresh on your mind. It's done, okay? Second, I use three, the
core to three strands of follow-up, and this is going to be the master class next month, but I'm
going to give some some details here. Core to three strands is how can you follow up email. We just
talked about that was email follow-up. Next, direct messaging or text, whatever you have of theirs,
and that would be in case the email gets lost or they're not watching for it or they don't know
that the name of my company is Prosper and All Things. They know me as Brenda or whatever.
We don't want it lost. We don't want it going in spam or promotion, so a direct message that says,
I really loved our conversation.
I just emailed you.
It came from Prosper.
Prosper and all things.
If you don't see it, let me know.
Check spam or promotions, let me know.
Second touch.
Now I've connected two ways.
Then the third way is social media.
If I haven't already friend requested them,
if I haven't stayed connected that way.
The ways to connect are phone or text, email,
and social media.
I call that the cord of three strands.
So now you just want to make sure
that you have a way of tracking that you've written down
so you know to come back around if they don't buy right away.
And simultaneously with me, I now
added their name to my CRM, which
means that they're going to be getting emails from me
at least once a week, the Sunday email that I write,
and sometimes three, four times a week, five times.
So now I'm front of mind.
Whether they buy or not, they're hearing from me every week.
And when they're ready, they'll be there.
So how many of you appreciate that you're always
hearing from me?
You can tell the truth.
Raise your hand.
OK.
This is super important.
You're not bugging.
You're adding value.
You're staying front of mind.
And if you're not front of mind, someone else is.
So does that answer your two questions?
They're great questions.
OK, beautiful.
All right, I'll unpin you there.
And we'll go to Michelle.
So let me remove the pin, and let me go pin you.
OK, beautiful.
All right, what's your question?
Thank you, Brenda.
My question today is about overcoming objections,
specifically the money one.
I mean, as we get into it, and of course, you'd love it.
And then it was like, oh my gosh,
I would love to invest in it, but I just
can't right now until the money starts coming in
from the business that I'm trying to build, and so on.
So do you have advice for that?
OK, that's a really great one.
And it's going to be common.
And there's layers to that one.
So may I share it multidimensionally and not
give you a quick, easy answer?
Because whenever we're dealing with a money story,
it's multidimensional.
And kind of like the sales story that we had to do
is multidimensional.
So the first place that it starts, believe it or not,
is not in your client, but it's in you.
And so if you remember the exercise I had you do,
how many of you did it, that you wrote out
all the ways you add value.
And you have that on a sheet, and you have it
where you can look at all the time.
So before you ever get on the call, you're like, wow,
I add so much value.
I bring so much to the table.
And that's really important.
Because if you're showing up with your own baggage, which
is like maybe I feel like an imposter,
maybe I'm not giving enough value,
maybe I'm charging too much, maybe,
then you've already lost the game just in your head
before they ever say a word.
And something I was taught in sales like 30 plus years ago
is it's like you got a giant mirror, like those bike
mirrors or whatever that you have in your helmet.
And so you got this giant mirror that whatever objections
you're getting are your objections.
So that's the first thing.
You got to deal with it inside yourself.
Deal with your money story.
And so if you're getting the money objection a lot,
you got to do some money work.
And I can really help you on that.
And I highly recommend in the Prosper Leader membership
that you do the manifest love, health, and prosperity
to just start rewiring your brain around money.
I'm also going to put in there the God money in me
if I haven't already.
And there's a Bible study for God money in me.
So rewiring your brain, that's number one.
Number two is the way that you present your offering.
And part of what you can do with this money objection
or any objection.
is to do what I call pre-empting, pre-empting.
This is the sales technique, pre-empting the objection,
which means that in your presentation,
you've already addressed what could be a possible objection.
So how would I do that?
So for example, with money,
you need to tie the value of what you're offering.
If, here's the best ideal,
if you can tie what you're doing in coaching
with their financial success,
then you'll have more chance of them giving you money,
right, of them, you know, exchanging value.
If you can't do that,
then the second is that you're going to make their life
so much more peaceful, enjoyable, easier, faster, et cetera.
Okay, so, you know, those are types of values.
So if I was pre-empting from a financial standpoint, okay,
let's say I'm, you know, mine is a little easy.
Okay, I feel it's easy.
And in other words, if I'm charging you $1,500
for a breakthrough intensive, first of all, I'm very clear,
I'm giving you $10,000 in value.
And most coaches would charge 10,000 for what I offer.
But secondly, I know that at the end of that,
making those shifts of what we just did,
you're going to start getting clients.
And one client of yours is going to pay
for what you just paid me.
So I would be bringing that to your attention
as we're going along.
But let's say it's not me and I'm picking some random.
Let's say that it is a clutter specialist,
a clutter coach that works on clutter.
And I'm able to, throughout my presentation,
talk about how much business is being lost,
how many things they're buying duplicate,
how much money they're spending and losing,
how much lack of peace because of having that clutter.
And so by having this clutter coaching program
with me, they're going to save money,
make money and feel so much better.
So I'm preempting it before we even get to it.
Let's say like someone like Serena
that's working with someone that is,
maybe it's a relationship coach, not even Serena.
Let's say it's a relationship coach
and dealing with couples that are thinking about a divorce.
And I'm going into, a divorce is going to cost you
a hundred thousand, a half a million, a million.
Imagine spending 25,000 with me right now
and either being able to avoid that divorce
or shorten the time or make it amical
and work with the mediator.
Coaching with me is going to save you so much money.
It's just kind of a no-brainer.
You see, you want to create
that kind of no-brainer type setting.
So that would be the second thing to really help them see.
So you're putting that into the presentation.
And then now, if that objection comes,
now you, again, this goes back,
the third dimension of that is how you see your client.
Remember we talked about how you see yourself,
how you see sales.
Now, the third dimension is how you see your client.
Do you see them as poor and pitiful
and do you buy into their money story
and start shrinking yourself to match their shrink?
Or do you find ways to hold an expanded space
and a resourceful, a creative space that says,
I know that there's infinite possibilities.
Let's explore some of the infinite possibilities
as to how you could make this work.
Knowing that it's going to save you,
going to give you this, going to give you that,
let's look at all the ways.
And one way is a money-expanding idea.
Sometimes we get stuck.
Like, let's say it's, let me make it small.
Let's say $1,000, okay?
So it's like, I don't know how I'm going to come up
with 1,000.
I'm just starting small because it's easy to do the math.
Okay, so I don't know how I'm going to come up
with the $1,000.
All right, maybe brainstorm some ways
that you can come up with 1,000,
but let's say, let's brainstorm what's possible.
What's five ways you might come up with $1,000?
And then let's go this way.
What are 10 ways that maybe you could come up with $500?
Okay, or what are 20 ways you could come up with $250?
What I've done is I've moved their brain from a stock fixed point of I can't,
which is programming from childhood.
I can't afford it.
I can't. I just can't.
Right. We're used to that.
Where are you going to get that money?
Money doesn't grow on trees.
I can't. You got all that program.
I got to break through that.
Now.
I had a coach probably 10 years ago.
That I had coached me because he would fill.
Huge triple ballrooms. And so I wanted to get coaching on, on events.
And I had private coaching with him and he said,
do you know how I feel about event?
You know, 10,000 people.
He said, I asked myself.
What are 10 ways that I could get a thousand people or what are 20 ways?
I could get 500 people.
Or, you know, what are 50 way? And I, the concept.
Grab me. That's how you fill a room.
And I started filling rooms that way.
That's also how you help people get creative paying for your program.
Okay.
Does that help?
You're muted.
Yeah.
Okay.
All right. Let's go over to.
Dr. Marianne hair.
And let me unpin you.
And.
Where is it? Remove pin. Okay.
And let me go over and grab you.
All right, there we go.
Okay.
Well, I think partly you have already started to answer it, but as you know,
I just hired.
Caroline now.
Yeah.
And they have started to.
Contact people. Yeah.
And sometimes they even write back and I'm not supposed to answer.
Of course.
Yeah.
I'm not doing anything.
But you see, then I go and look at their profiles.
And then I see these are people who've been coaches.
Like me for much longer, or, you know, they studied psychology.
I mean, I studied anthropology. That's a little similar.
To a certain degree.
But, you know, it made me feel, oh my gosh.
Yeah.
I have a sweet spot. I have a particular program.
Yeah.
I'm focusing on, but I still have to somehow work out. Well,
how I'm going to start. And yeah.
Yeah. So.
Everybody starts somewhere.
And life is a little bit interesting.
Life is often a battle of convictions.
And so, you know,
it's not just a level of experience.
It's it's really a level of confidence.
And so.
We can shrink.
And again, you're another example.
You know, all of you that are on this,
most of you that are on this are, are, are brilliant women.
You're you're brilliantly educated.
You're brilliant.
And you're brilliant.
You're brilliant. And you're brilliant.
For those of you that came on a little later,
before I started this call, I said, you know,
one of the big things of, of the prosper leader membership.
Is we as women.
Half too well. First of all, we have to remember who we are.
Okay.
The second of all, as women, instead of comparing,
instead of criticizing, instead of judging each other.
We need to look at the good,
the good and the bad and the good seeing the gold in each other and
calling that out.
I'm reminding each other who we are.
Okay.
So this is, this is definitely a situation.
Of of you needing to remember who you are educationally
experience wise.
And what you're bringing to the table.
And it really doesn't matter how long they've been a coach.
Okay.
And let me tell you, I learned this at a very young age.
If you can imagine.
I was in my late twenties.
As a founder of a seven figure company,
a nutritional network marketing company and into my early thirties.
And I was mentoring.
I mean, I can think right now, one of the people I was personally mentoring.
Was the founder of all the days in hotels.
On the West coast.
I was mentoring.
You know,
chain of hotels. So here I am a 20 something early 30 something.
Like who the hell am I to be mentoring this multi-kazillionaire
lives in a mansion on the golf course.
It's so easy to shrink, but I knew what I knew and I added value to his life and he
looked up to me as a mentor.
I had someone that was top in the life insurance industry, like in the top one, one hundredth
percent of the world, like top, okay.
Looked at me and he was, you know, 20, 30 years older and same thing, right?
Who am I?
Okay.
So I come into this coaching space, right?
And it's really a change.
I've been running in the business world.
I've been running a corporation.
So now I'm suddenly in a coaching space.
I'm, I'm a new kid in town, but that didn't matter how long I'd been coaching.
Didn't matter.
Cause did I have the business experience?
Yes.
Did I have the personal development experience?
Yes.
Did I have the ability to mentor?
Yes.
Didn't care how long I've been coaching.
Did I come into the space and coach people that had been in five, 10, 15 years longer
than me?
Yep.
Still do.
Did I even coach?
I mean, so I get people question like, were you certified by X, Y, Z organization?
Do you have X, Y, Z mark of approval, good seal of approval, you know, certification.
And I, you know, my answer to them, no, actually I created a coach certification program.
I certified myself and other coaches, right?
So you don't have to get into that square.
It's completely unnecessary.
You focus on the question that I gave you before, which is how can I add more value?
Your whole conversation is this is how I can add value to you.
This is how I can make your life better, faster, easier, happier, richer, whatever.
That's the whole focus.
It's not on you.
Remember we're moving the spotlight.
It's not about me.
It doesn't matter how long I've done what I, it's not about me.
It's about what value can I deliver?
You know, a bunch of you, you've got PhDs, you've got MDs.
I don't have an MD or a PhD.
I completed at the master's level.
Does that mean I can't coach you?
No.
Right?
Because I am coaching you.
What I do have, I bring you.
I don't have a PhD.
I don't even have a desire to get a PhD to be honest.
I don't need it.
I bring you what I have.
What God has given me and placed me, I'm here to serve you with what I've got.
I don't need any more letters after my name to do that.
Is that helpful?
Yes.
Thank you so much.
In a nutshell, just remember who you are, sister.
You're powerful.
You carry the presence of God.
You have lifetime of experience.
You have amazing education.
You have a valuable program that can change their life.
Focus on how you can change their life.
I will.
Thank you so much.
All right.
Lots of love.
Okay.
Uh, I know we are at the top of the hour, which I promised to keep this short on less.
There's something burning that you'd love to talk about.
Is there any other questions, comments, um, put in the, put into the chat, um, has this
been valuable to you?
Did you gain some things that you can really use?
Give me some feedback in the chat.
And if you have any other questions, you can pop them in there as well.
Okay.
Renee, let me grab you here.
Let me pin you.
There you go.
Consider yourself pinned.
Thank you.
And, um, so, so I too am working with Caroline and it's been, we are two months in and it's
been a really, really good experience.
And I had, um, but I did have to make some adjustments to that because I am learning
as we go in that process.
And she's so generous and allowing me to, you know, panic and call and say, but I want
to share this because, um, especially with Dr. Hair, I also believe that every, uh,
every meeting is a divine meeting.
I had a woman and for those of you who don't know me, I'm a professional healthcare advocate
and I've been doing this for about 14 years.
I have five employees and, uh, three healthcare advocates and Brenda has seen me go from the
bottoms of the pits and rise out of that, you know, again, God's God's grace and gain
my confidence in the work I'm doing.
Um, but, but this woman called me and I, and I felt a little.
But bad because I was reading the string of conversation we'd had on LinkedIn that I had not been myself participating in. So, so when we, when I connected with her I said you know I have to come really clean with you here because I have an agency that I'm working with and I know we've been communicating but you haven't been communicating directly with me and I just really felt compelled to say that to her.
And she kind of said she's executive vice president of my company and she sat back in her chair, and you could tell she was a little, a little bit surprised, but she said, my husband has terminal cancer, and I thought you could help me.
And so, now you're talking my, you're now you're singing my language right and I said, Okay, I might be able to help you. Well, blah blah blah she gives me the whole thing.
So I always have two computers and as she's talking I'm looking. He's a triathlete 50 years old, great condition. And he started having these dizzy spells and they've diagnosed him with this terminal brain tumor, and basically medicine, you know, sent him home to be comfortable.
And I said, No, he has a lot of fight left in him. So I was able to go on and MD Anderson is running some trials short long story short, I was able to help coordinate a meeting for them within the Anderson they're seeing him next week. Right. Wonderful.
There was a point in time when I thought about not even taking that call. Right. But again, there's no, there's no accidents right yeah yeah. And, and, you know, clearly she looked at my information on LinkedIn as well when she reached out.
to me. So I felt kind of bad that I took her off guard when I said you haven't been communicating directly with me so in hindsight, I let me address that I think it's, I'm really glad you brought that up, especially since a number of you are using Caroline
Caroline for lead generation, your preparation before you get on the phone with these calls really matters. And I do several things to prepare. Okay, number one, I showed you last week the pre coaching questionnaire.
So now I've got five questions that I've asked them that I know about them before I get on the phone. Number two, I go into, you know, in my case is Facebook and your case LinkedIn wherever these conversations are having, and I read the conversation.
Okay. Um, so, Caroline is like a glorified super intelligent virtual assistant in a way that she is embodying you and representing you, but it's your responsibility then to pick up the conversation and step in, you've approved the conversation, it represents
you. And so it's no different than having a VA or a secretary or anyone else, you know when you get when you get big, you know, I've had, you know, team members and secretaries I remember how I got on Brian Tracy's television show, and it went like this,
and I was so busy this application for me had, I gave it to Kim my office manager, and I said, you know me really well complete this, I got to get to these meetings, and she filled it in and submitted it and that night I got an email from Brian Tracy's organization
that says you're talking divine appointments. I love that you do Bible studies in your office, we really want you on the show. Now, number one, I might not have put that on myself, and, you know, number two I really didn't did not look at that conversation you
know fortunately it was a divine appointment and it went well. So, be prepared guys know your conversation, know your client before you get on the phone. So I look at the pre coaching questionnaire, I read messenger, and I go through their social media and try to
get to know them as much as I can before I get on the phone that only takes five or 10 minutes but it's very very valuable five or 10 minutes. And if that's the case, you don't need to do that because that that could really put someone off, you know, it's great that you're so
honest and so loving.
It's great.
Gosh, I'm talking to someone right yeah no it's great. It's great. And keep going it's going to get better and better you know I've worked with Caroline for two and a half years the longer you work with her, the better she knows you the better she represents you the better
she's the more people she sends you the better it gets. Um, so, but, but this is really important is to prepare. And then, you know, I agree so much, every single meeting there's no chance there's no accidents in the universe you're meeting
exactly who you're supposed to be meeting and it may be for a totally different reason.
than what you think it is.
And so that's gonna come forth,
especially if you're showing up with this idea
of Holy Spirit, God, Jesus, whatever you're saying, use me.
Write through me, coach through me, speak through me,
teach through me, whatever you're doing.
Let just be that, be that, come do it.
And what, not only the MD Anderson connection was great,
but I got a note from her just thanking me
for reminding them that they're in the fight of their life,
but they can do it, right?
And she said, you were the only person
to like step in and encourage us.
Like everybody else is like, oh, I'm sorry about that.
Go home, right?
And she said, you're the only one that said no,
you have a fight on your hands.
Yeah, Renee, reach out to me, please.
This is coming up three times.
There is, in my previous company that I had,
there is a man, his name is Wayne Miles.
You can look him up.
He's won the Western States 100 challenge
on countless times in his age division, got cancer.
I think the first time that he got cancer,
they did not have a good prognosis.
And he did some very interesting things.
Number one, nutritionally,
he was taking our product, Enterprime.
Number two is when he went to see the doctor,
he purposely went in his running clothes,
running shoes, running shorts, psychologically,
running, you know, t-shirt and looked at him
because they said, we're going to need to amputate your leg.
And he's a runner.
And he said, doc, I want to run.
What can you do?
And because of the way he was dressed,
they went back and had a comp.
Anyway, they ended up saving his leg.
He's back running again.
He got cancer again, same thing,
but he'd be a great connection of encouragement
that has overcome this as a runner two or three times.
So you told me the story for a reason
and that keeps coming up.
So I'll share that too.
All right, ladies, I do want to honor time
and let me look really quick at the chat
at some of your comments.
And let's see, Michelle says, yes, you answered my questions.
Kate, yes, thank you.
Tracy, yes, yes, thank you for being so open with us.
Love you guys.
Victoria, yes, so valuable, thank you.
What methods do you use to track your clients?
OK, that's a good question.
We'll put that in the follow-up masterclass, guys.
That's going to be on the 20th of next month.
I'm going to do Saturday morning.
The fortune is in the follow-up.
And all right, blessings to all you ladies.
So enjoyed being here with you.
Go out there and make those sales and make that impact.
Change the world.
Love you each.
Thanks for being part of my life.
God bless you.
Thank you so much.
Thank you.
Bye-bye.