All right, and welcome.
I am so excited to have you in this masterclass.
What I believe will be probably one of the most important masterclasses that you take
when it comes to your success in business, your ability to get more clients, more sales,
have a greater impact, make more income.
This is where the rubber meets the road.
And so I believe that some of you put earlier in the chat that it was important to you to
get some inspiration and some motivation.
And I believe that you're going to get that today when you see why follow-up makes such
a difference.
And some of you want the skillset.
How do I follow up?
Why do I follow up?
What order?
What's the technique?
What's the timing?
So we're going to address all of that today and super excited, glad to have you.
I know we got people from all over the world on this call and that excites me.
So let me share the screen and share some slides to help you get even more from this.
And so here we go.
So the fortune is in the follow-up.
Today, we're going to talk about the simple follow-up system that will lead to thousands
of dollars in sales, powerful.
This masterclass is for you.
If you're an author, if you're a speaker, if you are a coach and you have a product,
you have a service, you've got something valuable to bring to the marketplace.
You need follow-up.
And this masterclass is for you if you want to learn when, how often do you need to follow
up without being annoying or salesy.
And we're going to teach you simplicity, how to simply follow up in a way that is going
to increase.
So to get the most out of this masterclass, I'm going to recommend that the very first
thing you do is set an intention.
There is so much power in that.
So set an intention right now.
What is it that you want to leave this masterclass with?
What are you going to do differently as a result of this?
Do you have the desire that you create a new habit?
Is that your intention?
I'm going to add a new habit because habits shape your life, right?
And I know when I want to change something in my life, I look at what habit do I need
to create?
So maybe your intention is to set a habit of follow-up.
Maybe the intention is to overcome fear.
Maybe the intention is to get inspired.
Whatever it is, I encourage you, even put it in writing right now.
I'm going to tell you that follow-up is a skill that will pay forever.
This is something follow-up can be learned and it is a skill.
And once you have that skill, you will use it forever.
It will pay forever.
My experience with follow-up has absolutely, I believe it's probably one of the single
most secret to the success that I have experienced over my lifetime.
Some of you who know me, if you were in the sales masterclass, you know that my first
six figures, I earned my first six figures in my twenties in sales.
And that was the time that I ranked at the highest level with a Canadian nutritional
network marketing company.
Let me tell you, there was two critical things I needed to master the art of lead generation
and sales, which I shared in the sales masterclass.
And I needed beyond a shadow of a doubt to have the skillset of follow-up.
Follow-up was 100% responsible and the key for my ability to recruit and maintain large
organization with thousands of leaders.
It required follow-up to get them in, it required follow-up to keep them in.
So my success in that was definitely around follow-up.
I, of course, went on to found an International Nutritional Network Marketing Corporation,
and I can tell you once again, the skill of follow-up paid so many dividends.
Follow-up was necessary to recruit and bring in all of the distributors, and it was necessary
to teach it to all of the distributors that they, too, could experience success.
Now, celebrating my 10th year anniversary as a coach to coaches, as a founder of Prosper
in All Things, Prosper by Design Coach Certification, Prosper TV, having a decade of equipping coaches
to successfully launch and market their products, courses, programs, and services, I must tell you,
follow-up is beyond a shadow of a doubt one of the most important skills that you will need.
Now, here's some fun facts. God just kind of brought this to my mind as I was praying about
this and wanting to share this with you. God showed me. Guess what? Follow-up goes all the
way back to the Bible, and you could go in whatever religion, whatever history you want
to look at. I'm going to tell you that follow-up and success go together. So, Paul, if you're
familiar with scripture, Paul wrote most of the New Testament and launched all of the churches,
the majority of the churches during that time of Christ, after Christ. And so,
follow-up was crucial. And so, I put a little map there, all the places in the world where he
founded churches all along that known world right there. And so, you see in Acts chapter 15, 36,
you see Paul speaking. And it says, after some time, Paul said to Barnabas, one of his ministry
partners, he said, let's go back again. Go back again. There's the follow-up. Let's go back again
and visit and help administer to the brethren in every town where we first went to make known the
message of the Lord and see how they're getting along. There it is. There's your follow-up
scripture. Let's go back. Now, I'm going to talk about that there's a variety of ways to follow up
and here you're seeing a personalized way of follow-up. That means you personally visit them,
you personally get on the phone, you personally set up a follow-up meeting. So, this was his
follow-up meeting. He also used a different, we're going to talk about variety, he used writing. So,
the letters in the New Testament, whether it's Ephesians or Galatians or Philippians,
those are follow-up letters to the church in Galatia, in Philippi. So, you see that he was
using a variety. I'm going to visit as often as I can. In between, I'm going to write. Guess what?
We're going to be learning that today as well. So, Philippians 1.1 says, Paul and Timothy bond
servants of Christ to all the saints in Christ Jesus who are in Philippi with the bishops and
deacons and to all of you peace from God. So, he was following up in writing and here's a big one.
Maybe you didn't think about this in follow-up. Do you follow up with your clients in prayer?
I do. I prayed for every single one of you that are on this call and I will pray for you
after this call. Prayer is a powerful form of follow-up. And so, in Ephesians chapter one,
he says, for this reason, because I've heard of your faith in the Lord Jesus and your love toward
all the saints, I do not cease to give thanks for you. That's a big one. How often do you give thanks
for the people in your life? Making mention of you in my prayers. Now, guess what? Let's take it all
the way to Jesus. Jesus followed up. Do you notice that after he died and he rose from the dead,
the first thing is he did is he started making follow-up calls. Check it out. We see in the book
of Acts, it says to them, he showed himself alive after his passion by many convincing
demonstrations, appearing to them during 40 days, talking to them about the things of the kingdom.
Jesus went about meeting all of the previous disciples. You see it. He'd walk with them. He'd
show up in their home. He'd be on the beach and speak to them. Jesus followed up. So, I figure
if Jesus followed up and Paul followed up, I think that we should probably pay attention to follow-up.
Oh, you, you might want to put something in the chat, put a, put a heart if you agree.
Now let me give you some facts.
These are modern day.
I'll take you from the biblical time.
Now let's get modern to right where you are here today.
Let me give you some very, very powerful facts.
Number one, did you know, really sink, let this sink in.
Did you know that 70 to 80% say majority, majority 70 to 80% of sales are not put that
in all capitals are not made during the initial sales conversation.
This is so important for you to get.
You might want to read this, you might want to write it down a few times until it really
sinks in because too many people say, oh, I didn't get the sale and they're all disappointed
and disillusioned and oh, the lead generation didn't work and I'm not getting anything.
I'm not getting anything from my emails.
I'm not getting anything from my calls.
I'm not getting anything from my lead generation.
Of course, because the majority 70 to 80% don't happen.
So you get really, really good on that initial sales conversation that will give you 20 to
30% increase.
But what we're talking about today, 70 to 80%.
So why is it that we don't do it?
Why is it that we don't follow up?
Well, many coaches that I talked to are really reluctant.
They've got resistance, they got procrastination, they got all of that going on.
And I think there's a few reasons.
Number one, we're going to talk about the inner game.
They see themselves as a past.
They've got some kind of negative connotation or past experience with sales.
And so they don't want to, I'm not that, I'm not a salesperson.
I don't want them to think I'm a salesperson.
I don't want to appear salesy.
If you weren't in the sales masterclass, let me remind you of something.
Whatever business you're in, whatever service you're in, you're in the sales business.
You're in a service business.
Are you a healer?
Are you just absolutely fantastic as a healer?
Well, you're in the sales business with the service of healing.
You get that?
You're in the sales business with the service of healing.
Are you a wonderful spiritual teacher?
Are you a coach?
Are you a leader?
Well, guess what?
You're in the sales business with coaching as a service.
Are you a dentist?
A doctor?
Okay.
Are you a lawyer?
All right.
You're in the sales business with legal as your service.
I want you to make this distinction.
We are all in sales.
Without sales, there is no business.
If you don't make the sale, you don't make the income.
You don't make the impact.
So this fear, I don't want to be in sales.
I don't want to be seen as a salesperson.
No, take pride.
Take pride.
If you were in the sales masterclass, we reframed what it really means to be in sales.
Go back and get that.
So there's this fear.
I don't want to seem too eager.
I don't want to seem too desperate.
Pop in the chat.
What is it for you that you think?
What is it that you're afraid of?
And if I don't address it on this call, I will definitely bring it to you in future
emails and in my follow-up, all right?
I want to serve you to get past this so that you can rise and be the highest version of
yourself and bring your wonderful gifts, your wonderful talents, your wonderful stories,
your wonderful ability to create change and transformation.
It's my intention, my heart, to equip and empower.
This is the vision of prosper in all things.
It's my personal vision to equip and empower you to prosper in every area of your life,
physically, financially, relationally, spiritually.
So to do that, to grow your income, to grow your impact, we have got to get good at this
idea of follow-up, all right?
Let me share some more interesting statistics.
Some of you put in the chat earlier that you want to get inspired.
Let's see if this inspires you.
Did you know, I've seen the range somewhere 44% to 48% of people never follow up.
Okay, so you're worried about your competition.
Guess what?
I'm going to show you a way to knock out half the competition right here, right now.
All the noise, all the people presenting, all the people doing it, guess what?
Half of them just dropped out of the game because they don't follow up, 48%, never follow
up.
And then out of the remaining 52 or 56%.
6% of the people, only 25% of those make two contacts and then they drop out of the game.
They quit, they disappear. Now, where are you as you listen to this? I want you to get very clear
if you're not having the success, if you're not making the income, if you're not making the
impact, I want you to look at this place first and say, how is my follow-up? What's my follow-up
game look like? Are you in the 48%? Are you in the out of the remaining? Are you in 25% of that?
Now, check this out. Eight out of 10 sales, that's 80% of sales are made in the what?
Not the first, not the second, not the third, not the fourth, in the fifth to the 12th contact.
Do you now understand why follow-up is the name of the game? Because 80% of those clients
that you really want to serve, 80% of that income that's coming to you, 80% of that impact that you
desire to make is going to only happen if you're in the game where the sales are being made,
which is in the 5th, 6th, 7th, 8th, 12th contact. Put in the chat if this is eye-opening, just type in
the word eye-opening. Did you know that? I believe when you really think about this,
I believe you're going to start to see the importance of follow-up,
and this is why I knew I needed to make this masterclass available to you. I knew.
The fascinating thing is I've been teaching this for, oh goodness, more than 20, maybe 30 years,
and every time I look at the statistics and the studies, it hasn't changed.
Humans haven't changed. This has been the case as long as I have been in sales.
All right, and this is why people lose the sale, the income, the impact. Here's a more recent study,
by Brevitt, a more recent study. Again, what I just shared with you, but this is a newer study,
80% of the sales require an average of five follow-ups in order to close the deal.
So, I want you to think about that from now on. If you haven't made five, well,
you're just, it's natural that you're not getting the sale. And like I said, 44, I've seen this one
says 44, I've seen 48%, almost half of all the people selling something follow up only once,
and then they give up. And do you know, after four follow-ups, 94% have given up.
So, if you choose to master this art of follow-up, if you choose to embrace this,
change your mindset, change your skillset, change your action plan, then I promise you,
you own it. If 94% of them have given up after four and 80% of the sales are coming in number
five, you just lost 94% of your competition. You can say competition, what competition?
What competition? You're alone. You own this. And anyone successful understands this principle.
And that's why follow-up is your competitive advantage. Follow-up is your competitive
advantage. And I'm loving some of your comments that you had the misconception about follow-up
and that you didn't realize it was so important. So, that's the first thing. When I share my
success formula, I always say the formula is this, my success equation. And you can write this down
if you haven't already heard it. Mindset plus skillset plus action plan equals your results.
So, what I started with and what I always start with is the mindset. It's the inner game. We're
going to talk today about the inner game of follow-up because this is really what takes
people in or takes people out. It's what gives success.
Yes or doesn't.
You can take all the action in the world,
but if you have the wrong mindset,
you're not gonna get success.
On top of that, you need the skillset.
So today we're talking about the outer game,
the skillset of follow-up.
How do you do it?
How often do you do it?
And so that mindset, plus that skillset,
plus your willingness to create a new habit
so that you take action, you will get the results.
So you desire to truly, truly prosper in your business.
What I'm teaching right here in this masterclass,
listen once, listen twice, listen three times,
listen once a week until you have a new habit.
Follow-up is your competitive advantage.
I just showed you how to rise above 94 to 96%
of the people out there in your line of work.
This is it, all right?
So let's talk about this inner game.
Mindset plus skillset plus action plan
equals results, okay?
Results as in sales, as in income, as in impact, okay?
As in fun.
So the inner game, let's start with that.
Let's start with your mindset around this.
I like to put the definition of follow-up.
So we're talking about the same thing.
So Webster's Dictionary has a really cool definition
of follow-up.
I like this a lot.
It says the act or instance of repetitively adding
to the previous action.
So the previous action, maybe you met them,
maybe you met them on social media
and you got their attention,
or maybe you did public speaking.
This is a big one.
If you're a public speaker, what do you do after that?
After the meeting is over,
do you have a system when you finish public speaking
to get their name and their email?
If you don't, you're missing a huge opportunity.
So it's what you do after you speak on that stage.
Maybe you were at a trade show.
Maybe you did an online summit.
Maybe you did a podcast.
There's so many ways that we can share what we offer.
But the real key is what are you doing afterwards
to add to that action?
Why?
So as to increase effectiveness.
In other words, to carry to completion.
You know, one of the top sales trainers in the world,
I've worked with him.
I've done sales training together with him.
I hired him when I was founder
of a large nutritional network marketing company.
I hired him to do some sales training.
And when they would ask, how long do you follow up?
And he would say, till they buy or die.
All right, that's making a plane.
To carry to completion.
In other words, to follow through.
In other words, like I used to teach my kids,
finish what you start.
You started something
when you did that five-day challenge online.
You started something when you showed up on lives,
on social media.
You started something when you did a masterclass.
But did you then add to that action
to increase effectiveness?
That is the beauty of follow-up.
So let's look at the inner game.
I really went into this in the sales masterclass.
So if you have not yet watched the sales masterclass,
I really encourage you
because I did a lot of inner game work there.
More than I'm gonna do here.
But what I wanna share here
is the inner game has to do with our point of view,
our perspective, how we view something.
And I talked about this in the sales masterclass.
There is how you view yourself.
So when it comes to sales, when it comes to follow-up,
do you view yourself as really adding value
of having something important to bring to the marketplace,
as a caring person that really cares
about the other person that you're talking to, right?
As a professional that really treats what you do seriously.
Like, how do you view yourself
or do you view yourself as a pest,
as not worthy?
Whatever it is, how you're viewing yourself
is shaping your actions and your energy
and how you're coming across.
Also, how you are viewing your perspective client.
I really shared some game-changing truth.
about that. How do you view them? Do you view them as an object? Do you view them as this
is how I'm going to make my next rent payment? This is how I'm going to pay off my debt?
Are you looking at them as a person made in the image of God that has genuine needs, genuine
desires, genuine... They're a human being. With being online, being on social media,
doing so much texting, I think we've lost the humanity of looking into someone's eyes
and seeing this is a person that hurts like you hurt. This is a person that loves like
you love. This is a person that wants more for their life like you want more for their
life. This is a person that wants more to take care of themselves and their family.
They want to expand. They want to grow. They want to reach their potential. They want to
have meaning. They want to have significance. This is a human being. How are you viewing
them? As a sale? As a number? Or are you viewing them as someone with incredible worth and
value? So if you're viewing yourself as someone with incredible worth and incredible value
and something very valuable to offer, you know your coaching has the potential to completely
change their life. You know your healing has the ability to completely change their life.
You know what you offer is powerful. So you're viewing yourself with a place of,
I have something really special. Okay? And you're viewing them. Now, when you change that image,
follow-up becomes not an act of coming from a place of lack, but coming from a place of love.
There's a powerful question to always ask yourself. If you want to kind of check yourself,
right? Where am I coming from? Where am I coming from? You can take the same action, but be coming
from two different places. Are you coming from a place of lack and desperation? Then yeah,
you're not going to feel good. You're going to feel out of integrity with yourself.
You're going to come from a place of not enoughness. You're going to come from a place
of insecurity. So are you viewing, are you showing up with follow-up from a place of lack
and desperation? If I don't get this, I don't know how I'm going to pay my bills. Hey, go back and
get reconnected. Who's your source? Who and what is your source? This client is not your source.
This client can be a channel. God is your source. There's infinite channels of how your needs can be
met. There's infinite channels, okay? And that's a whole, when I come back and I do God, money,
and me, which I'm going to be coming up and doing soon, I'll get more into the issues around money.
Today, I'm just talking about the inner game as you follow up. How are you viewing yourself?
How are you viewing your perspective client? Change that so that you're coming not from a
place of lack or fear or doubt or worry, but you're coming from a place of love and fullness
and givingness and havingness and beingness, okay? And when you change that inner game,
follow-up becomes fun, okay? And let me share some truths about follow-up. I've been following
up for decades, okay? Follow-up is a skillset I've mastered, still can get better at it. I
didn't say that I'm perfect. I'm not. I don't walk on water. I still can improve my follow-up,
but I definitely do do follow-up, okay? And so here's some truths that I've learned. I want to
pass on to maybe change your perception, maybe change your inner game, okay? First of all,
here's something interesting. Follow-up is a form of paying attention to people,
especially if you're coming from a great place, if you're seeing them as your fellow humans that
were all connected. And now when you follow up, you're actually paying attention to them.
And I'm going to share how to do that even better. Follow-up is a form of paying attention,
okay? Secondly, follow-up makes them feel important. And I'm going to share even more
how to do that. But right now, I'm just going to give you some things to open your mind
that when you follow up, hey, you cared enough to follow up. You cared enough to let them feel
important. And guess what? When you stick around, when you're in that small percentage,
because all of you prosper women, my desire is you prosper in all things is you're going to be.
in that top six percent, you're going to stay in the game.
You're going to follow up and people admire that.
Do you know what? After the second or third call, you know what?
You're going to hear over and over and over.
I've heard this hundreds of times, probably thousands of times.
I admire your persistence.
I get that all the time.
I admire your persistence.
Let people say that about you.
Now, let me give you the opposite.
This is something to think about when we don't follow up,
when you show up and you have that great talk
or you do that great five day challenge or five day masterclass
or you do a series of showing up lives or you do that wonderful podcast
or you do that great masterclass and you don't follow up.
You actually invalidate your product and service.
You're saying I didn't really believe in it.
It's not really as good as I made it.
It's not that important.
I'm just I did I did a thing and then I dropped it.
So when we don't so when we do follow up, it's a form of love.
It's a form of paying attention.
It's a it's a form of of really, you know, it's admirable quality.
When we don't follow up, we're actually sending a message.
Believe me, people do notice when you called once and then you never called again.
They notice they notice.
Now, I'm going to teach you in this masterclass.
So stay tuned all the way to the end.
I'm going to teach you that there's ways to automate this.
There's ways to create a system around this.
So this does not have to be hard.
So if any of your like shadows and mind chatter and all of that's going,
when do I have time to follow up 12 times?
OK, I can't be doing that.
So, you know, kind of be aware of your mind chatter.
Have you checked out any of this now?
Have you started to kind of pull back?
Stay in the game with me. You can do this.
I'm going to show you how.
Stay in the game.
All right. Let's keep going.
Let's talk now about the outer game,
some of the tools and techniques and strategies for follow up.
Here are five keys.
Two great, great, great follow up.
OK, first of all, starting at the bottom,
we're going to work our way to the top, and I believe a lot of this
is in importance as well. OK.
We're going to start that follow up.
We need to consider utilizing a variety of ways of follow up.
OK, understand, again, as we honor people,
as we love people, as we come from this place of serving.
Remember, you learn that sales is service, right?
I'm I'm finding a need and I'm filling it.
I'm helping them get what it is that they desire. OK.
So I'm coming from that place of abundance and having this and serving this.
Well, part of that, of understanding them as human beings
made in the image of God, worthy of respect and honor.
Part of my being good at my craft
is to understand variety.
Part of that is how people learn how they take in information.
OK, one of the things I teach is to understand people's sensory preference.
OK, sensory preference is how the modality,
how your brain takes in information, the fastest, the first thing that hits.
So for some people, the first thing that hits, OK, it can be visual.
For others, it can be auditory.
For others, it can be kinesthetic.
People take in information differently.
Your clients, your perspective, clients, your customers,
they take in information differently.
They process differently.
They have preferences.
OK, so you will have some clients
that check their email like once a month.
I have clients like that.
You have other clients that check their email three to five times a day.
I have clients like that.
You have some clients that absolutely hate texting.
You have other clients, but that's the fastest and most effective way to reach them.
You have some clients that absolutely are almost put off
if you don't talk to them person to person.
person, whether it be on the phone, eye contact over zoom, meeting over coffee.
There are some that absolutely need that human contact.
So variety is the spice of life.
It is the way we learn.
It is the way we process when it comes to follow up.
You don't want to only do one way.
You want to incorporate variety.
And I'm going to teach you how to do that.
My favorite.
There's a biblical verse that says a chord of three strands cannot be broken.
And so I'm going to talk about three ways
to follow up, three chords of a follow up that now you're really sure to be
staying connected. All right.
So first thing is variety.
I'm going to reach out to them in a variety of fashions, variety of ways.
Second has to do with timing.
Like, how often do we follow up?
Have you ever wondered, like, how often is being a past?
You're going to learn some very interesting things about timing,
your clients, your list.
I pray that you're building an email list as one of your follow up strategies.
Your list, your tribe,
your clients are going to teach you a lot about how they like to be followed up
and it may shock you.
OK, so I'm blessed.
I have an amazing team.
I have an amazing team of web developers
and virtual assistants and lead generators and copywriters and marketing.
I'm blessed with an amazing team.
OK, and one of the team members that, you know, my copywriter,
and you can watch a lot of the stuff that that we do together,
I've learned something amazing about intensity of timing.
And you that are even on this call live,
I've learned from you, I've learned if I only tell you
something once or even once a week, you're not likely to respond.
If I tell you something every day, the response goes through the roof.
If I tell you something twice a day,
90 percent of my response comes in the last.
Most of you who registered for this
masterclass live registered in the last 24 or 12 hours after a barrage of emails.
And guess what?
I have very high retention because I add so much value.
I don't lose people by doing that.
So if you think, oh, people are just going to unsubscribe.
Yes.
Depending where you're coming from,
if you're always adding value, they're not going to unsubscribe.
If they feel honored, they're not going to unsubscribe.
But put that intensity in and watch your sales go through the roof.
So timing, we're going to talk about variety.
We're going to talk about timing.
We're going to talk about consistency, clarity.
It's absolutely essential that you are very clear in your follow up.
You don't go long.
It's brief, it's to the point, it's interesting, it's clear.
And especially you need to be really clear
with your offer, your call to action, you must be really clear on that.
OK, and finally.
Your value.
You want to add so much value, every email, every phone call, every text,
every social media post is an opportunity to both follow up and add value.
It keeps you front of mind.
It keeps people remembering you.
OK, so I want you to look at that right now and I want you to put in the chat,
which one do you see that you really want to improve?
Have you not been using variety?
Have you maybe not been using timing?
Are you not consistent?
Are you not clear?
Are you not adding value?
Is it all pop in the chat?
What what do you see as you look at yourself?
What is it that that you see?
And so as you're popping in that chat,
I'm going to talk about the first one, which is variety,
which is variety, and I'm seeing some of you saying, I need to learn all of them,
consistency and maybe adding value all the time, variety.
OK, so so beautiful.
All right. So I put this picture.
I thought this was awesome when it comes to variety.
Do you know the variety in the ways that we do one simple act?
Those of you that drink coffee, do we do we add cream?
Do we add milk? Do we make sure that it's.
almond milk or coconut milk or oat milk?
And how much do we add?
Do we add just a sprinkle?
Do we add, I mean, you know,
Starbucks was built on that idea
of understanding that you like variety, right?
And so is it more milk than coffee?
Is it more coffee than milk?
And then what about sweeteners?
You know, do I add stevia?
Do I add honey?
Do I add sugar?
Do you see the amount of variety
in one simple act of drinking a cup of coffee?
Amazing, right?
So now think about how important it is
in the way that we approach our emails
or our texts or our social media posts,
our direct messaging.
Are we utilizing all the wonderful variety?
And here's, you know, take it even further.
Do you ever send a voice message even by text?
So even within text, there's variety.
When you text, you can add a picture.
When you text, you can include a link.
When you text, you can send a wonderful voice message.
When you text, you can send a video.
So I'm talking about one form of follow-up,
which is SMS or text.
And even within that, we can mix it up.
Do you see how fun this can be?
This can become the spice that you don't get boring.
You don't get redundant.
And so I want you to really think about,
did I get stuck in a rut or am I adding variety
in the way that I follow up?
Do you add variety?
Are you always serious?
Then add some humor, add some casual.
Are you always factual?
Now, I often, as a coach, I have to really work with this.
You know, you'll have certain patterns.
My clients will have certain patterns.
So I've got some that are absolutely so factual.
And so everything is facts, facts, facts, okay?
And I need to get them to change and add some,
for example, some stories, right?
Because facts tell, stories sell.
Say that again.
Facts tell, stories sell.
People will purchase based on emotion.
They'll justify based on logic.
You must begin to understand that human beings are complex
and they go about,
and you must understand the art of influence, right?
And so as you add variety, part of the variety is,
did I remember to put a story in there?
That can be your story.
That can be a story of your clients.
And I encourage you to be a story collector.
If you haven't already done this, you have a notebook
or you have a sheet of paper, you have a pad somewhere
where every time you look at something
that could be a story and you list it out.
And that way, when you get ready to follow up,
you're like, oh, my brain, I can't think of a story.
What story could I tell?
What story, story, story?
I'm drawing a blank, no story.
No, what you can do is look at the list and go,
oh yeah, that story about, okay.
I just thought of a story while I was talking to you.
Let me just show the power of what we could do with this.
Okay, so this just came to me.
This must be from the Lord.
All right, so this is really fun.
I was going to a retreat.
My sister-in-law at the time invited me to go with her
and we got massively lost finding this retreat.
I'm talking like out of the way hours lost.
I'm talking arrive at the retreat
after it's already started and it's dark.
This was a retreat.
You stayed in the cabin in the woods.
So we finally get there.
It's so dark and we're so embarrassed.
And there happens to be a man that's helping
in the golf cart to get people to where the meeting is
because it was a little bit of a track of a walk.
And so I haven't told this story for years.
This is funny.
So we jump on the golf cart
and it's the kind of golf cart where you can sit
in the back, you know, like you're facing
like your back is facing the front, right?
So you're looking to the back of the golf cart.
And I don't know if you know anything about golf carts
but if you're sitting in that back one
and you're not holding on,
golf carts can take off really fast.
And he took off and guess what happened to me?
I fell out of the golf cart.
And so you can imagine there I was on the ground
laughing hysterically as I missed
not only getting there on time and missed.
the entrance, but I can't even stay on the frickin golf cart.
I fall off and I'm on my butt.
All right. Little simple story.
Now, what can you do with a story like that?
Can you talk about, you know, missing opportunities?
Can you talk about humor, something funny?
You know what a fast starting your business too fast can do.
Like you could pull any lesson that you want from any story.
So part of your variety is to incorporate storytelling
and you want to have a list to work off of.
All right. Enough about variety.
Do you all get it when you follow up, use a variety of forms
and within each form, use variety.
Variety is the spice of life.
OK, cord of three strands.
All right.
How many of you, by the way, in the chat, how many of you kind of
enjoyed just having a story break some things up?
Did you feel how the teaching this of it just kind of lightened up?
Did you feel more connected?
Did you see the power of using a story and how you can incorporate that anywhere?
Just pop in the chat if, you know, pop in a story.
OK, so Christine said loved it.
You know, this is something really important.
You want to have fun.
You want to build rapport.
Relaxes my brain.
I love that, Dr.
You know, relaxes my brain.
Great to laugh.
You know, a happy mood is a buying mood, a smiling mood, you know, smiling.
Just the act of smiling release releases endorphins. Right.
And so it's very important that you weave stories as part of your variety.
OK, so let's talk about the cord of three strands
and the three ways that we can follow up.
Number one, the phone.
Everybody's got a phone in their hand these days.
I mean, it's not even any longer that you had to be home to get a phone call.
OK, I don't know if any of you are old enough to remember
when phones hung on the wall and you had to dial in a circular motion.
Any of you like remember that? Right.
And so but things have changed.
Phones are just an incredible part of our life
and phones are the most powerful.
So when you got your cord of three strands, the phone is the most powerful.
You want to make the sale actually talk to the person.
You want you want your conversions to you want all your leads
and prospects to be driven to a phone call with you.
Most powerful, highest rate of conversion, best thing you can do.
OK, and phone, I would like to extend it.
All right, because we live in new times.
Covid has changed a lot of things.
So phone can also mean FaceTime.
Phone can also mean Zoom.
All right. So when I say phone, what I really mean is that I can hear your voice,
which is super important.
I can see your eyes.
I can pick up your energy. Right.
And so we've upped the level of just not only hearing the voice on the phone,
which was the most powerful.
We've added that we can see each other while we're on the phone.
OK, so definitely when you're adding follow up, this is number one.
Secondly, is texting SMS text.
Texts are the most read and the quickest response.
So you want to be careful.
You don't want to abuse this or you'll create some resentments.
OK, you want to use this very carefully.
But when you want something to get right there, no matter where they are,
what they're doing, their phone vibrates.
They most people check their texts.
They can be in the middle of dinner.
They can be doing watching a movie and the text gets through.
So it's the most read. It's the quickest response.
You want to use it sparingly.
You know, salt can really make a meal wonderful,
but making it too salty and you won't even be able to taste it.
OK, you won't even want to eat the food.
Story. I was in the Dead Sea
in Israel, and I I'm just playing with you guys
that you get used to the power of describing things, to explain things,
to use stories.
So the wonderful thing about the Dead Sea, it's really amazing
that you can without a raft, without anything.
It's so buoyant. There's so much salt.
There's so many minerals that you actually float.
And so you can actually sit up without a mattress or anything.
You can sit up and you can like read a newspaper.
And so it makes for great, you know, photo shoots.
But what I want to tell you about the Dead Sea is I thought I knew salt.
There is no level of saltiness like the Dead Sea.
Like you put your finger in it and you touch it to the tip
of your tongue, and it's so salty, it almost hurts.
And so I had fun.
I took a little jars, little vials, and I brought the experience
back when I came home from Israel.
And so I let people taste the Dead Sea.
Now, do you see the potential in this story?
I just broke up talking about salt, and I shared an experience
that's really very simple, but I could go so far with that.
When I talk about sprinkle salt sparingly, don't be like the Dead Sea.
I often use the Dead Sea as an example that the Dead Sea has an inlet,
but it doesn't have an outlet.
When you're talking about abundance, when you're talking about flow,
I'll share my Dead Sea experience about how important it is to have
an inlet and an outlet.
We have to be open to receiving and we've got to be constantly giving
or we block the flow.
Then nothing can live.
You see, you can take a story and do so much with it.
So with text, don't be the Dead Sea.
Don't be so salty. Just sprinkle sparingly.
All right. Email, email, email.
This is the third of the three stands, right?
So we've got phone, we've got texting or direct messaging, and we've got email.
Now, email is absolutely fantastic for both the short and the long game,
meaning immediate results and long term retention, long term.
You know, one of the things that you should consider and know
is the lifetime value of a client.
So you don't look at one sale, right?
I mean, someone might have purchased a masterclass with me, you know,
ninety seven, one hundred and forty seven, one hundred ninety seven.
That is nothing compared to the lifetime
value of a client who may go on and purchase dozens of masterclasses
or may purchase coaching with me or may purchase a coach certification.
So now the lifetime value of a client can be ten thousand,
twenty thousand, one hundred thousand.
This becomes important when you look at your investing strategies
in your marketing, right?
I look at the lifetime value.
And so email becomes very, very, very important.
First of all, let me just tell you something for mindset wise about emails,
because some of you don't like emails and some of you go, oh, emails are dead.
You've heard that.
I beg to differ.
Some of you say, oh, nobody ever reads their emails.
Let me just tell you the most recent statistic.
Emails have the highest return on investment ROI.
OK, for every dollar you spend on email marketing,
there's a return of thirty two dollars.
You put a dollar in the slot machine.
Thirty two comes out.
So a lot of times when I'm coaching coaches or healers or entrepreneurs
and they're building their team, they're like, what order do I build?
Well, usually I have them take the lead generation hat off first.
OK, I don't think coaches should be doing their own lead generation.
This is my own personal opinion based on a lot of experience.
If you're trying to do your own lead generation, what I find is, number one,
you don't enjoy it.
So you're spending time doing something you really, really,
really don't like chasing leads.
Number two, you're not good at it.
OK, most are not experts at lead generation.
They're trying to be they're trying all kinds of things.
They're following all kinds of gurus, but they're not good at it.
OK, and I go so far to say they suck at it.
OK, number three.
And this is really big for every minute, every hour, every day,
every week that you are spending on lead generation.
That is an hour, day, week, year that you're not spending.
Making an impact, doing what you're really called to do.
In other words, you're not coaching.
You're not healing.
You're not bringing about transformation.
So for that reason, I, you know, as a coach to coaches,
get the lead generation hat off.
So I usually refer someone to do that first.
Let's make sure you've got lots of leads coming in.
The second team member that I brought in and I recommend bringing in
is a really good email marketer, email copywriter.
For this very reason, for every dollar
you spend on email marketing, there's a return of thirty two dollars.
The majority of my business following the phone call.
OK, so I'll get the sale that comes from the conversation,
the Zoom conversation, I'll get the sale.
The next number one by far source of sales is.
Email marketing.
In fact, let's do a little test right here.
How many of you joined this master class?
Say me as a result of email.
If you join this master class because
something you read in the email, say me, just type in really quick.
Just say me, me.
I want to just see how many people join
this master class as a result of consistent me, me, me, me, me, me, me,
me. Yes.
OK, so I'm just showing you I lead by example.
I don't teach you something I don't believe in.
I don't teach you something that I don't do.
The majority of you are here because of good email marketing.
So and that means email follow up.
That means that I added value.
Began with my wonderful copywriter, began to give you we write together,
we team up on a lot of this, began to show you the importance of it,
began to kind of open the conversation around follow up.
And then we began to say, hey, there's a solution.
There's a master class coming more follow up.
Then we got more intense with the with the dates and the times and the benefits
and the results, and then we got more intense where you were hearing from us
twice a day, OK, because we understand this.
And you notice something that you hear only here, probably something very unique
that we do is called reply emails.
Do you notice that most people that send
emails put a link and they send you somewhere else?
We don't do that.
We say reply and we give them a word to reply.
Why? It's easy.
It creates relationship.
It shows you who's raising their hands so you can better serve them.
And it improves your email deliverability.
So very, very powerful as the forms.
So we've got phone, we've got text,
direct messaging, and we got email as part of the variety.
Now, I'm going to mention social media as something else.
Most people are spending most of their time and most of their energy on social
media, and I believe this is a mistake.
And let me go back to the email.
You want to get them off of social media, onto your email list as AP.
So the first thing about social media is you don't own it.
It's on loan to you.
So I don't care if you've spent a year or like me.
I was one of the early adopters of Facebook.
I was one of the early, early, early people on Facebook.
So I've spent over a decade.
I don't know what it's been now, 12 years or more building my Facebook presence.
And yet, yet Facebook at any second.
Shadow ban me, ban me,
not show my posts to them.
And
I'm getting some people talking about texting and the urgency of texting.
I don't know how to get on.
So there we go. Okay.
So the thing is, you do not own the contacts on Facebook.
All right.
So that's the first reason why you want to get them to email ASAP so they can stay
with you till they buy or die. You can nurture.
You can add value. You can stay front of line.
So what I want you to understand is that social media is great for connecting,
but very low conversion.
That's this conversation, but it should be conversion when it comes to sales.
So social media is a great place to meet
people, get them off the social media and onto the other part of three strands.
Great for connecting.
Great for meeting people.
Terrible for conversion falls on the lowest level.
So first thing we mentioned was variety.
Second thing we mentioned was timing.
Timing, how often do you follow up?
This is so important.
Timing, timing.
So I'm going to give you my philosophy on timing so that you can create a system
you want to know. So, you know, you know what to do with timing.
OK, so here is how I look at timing, and this is based on the studies.
And this is based on the results and my
experience over years and years and years, by the way, this has not changed.
The interesting thing about the things I'm.
teaching you here is they're very timeless.
I'm actually in awe.
I went back and looked at a follow-up masterclass
I taught almost 20 years ago.
And the information, the only thing that has changed
is technology.
I didn't talk about Zoom and things like that.
But the principles, the timeless truths that I'm teaching you,
the whole course is still valid.
I'm still doing it.
Years and years and years later, it still works.
It still produces results.
So this is timeless truths about timing.
Try that tongue twister.
Say it three times.
Timeless truths about timing.
All right.
Are you having fun yet?
I know we're covering so much content,
and that's my heart to just give you so much value.
Type in there.
Are you having fun?
And are you getting value?
And yes, there was a typo.
It should say conversion.
There was an autocorrect in there, so thank you for that.
How many of you are getting value?
Say value.
And how many of you are having fun?
Fun, value, lots of value, lots of insights,
resetting beliefs, lots of value and insights.
Fabulous.
Good.
Value, value.
Fantastic.
Yes.
All right.
Great.
Value.
Love it.
All right.
Thanks for giving the feedback.
OK.
Here's the thing with timing.
First, most important, and I'm going
to talk about exactly how to do this, is within 24 hours.
I'm going to talk to you about first movers advantage
within 24 hours.
Your first follow up must be within 24 hours.
Then I recommend a welcome series
that you follow up in a variety of ways three to four times
in the first week.
That's when you're front of mind.
That's when they're making a decision for the most part.
That's where you want to really come in
and let you want to build.
The things that I taught you in the sales master class,
go back and review that and apply it to the follow up.
I talked to you about building trust.
I talked to you about rapport.
I talked to you about identifying needs.
All those things that I taught, they're
still true right here when we're talking about follow up.
Within 24 hours, absolutely crucial,
three to four times within the first week.
And then a minimum, say minimum, minimum, at least once a week.
At least once a week.
Now, for years, before I had a copywriter,
before I had a full team, when I was getting started,
that entailed having a really valuable newsletter
once a week.
I sent it out on Sundays.
I still have maintained the tradition.
I write a Sunday email.
It's different than all the other emails.
It's more spiritual.
It's more personal.
It's more what's happening in my life.
But this, I have done, had the practice
of sending an email most Sundays for many, many, many years.
You can make it simple.
You can make it complicated, simple.
You could send the tip of the week.
It could be a one paragraph of something of value.
Again, you're focusing on value that you send out once a week.
It could be anything that you want
that keeps you front of mind.
But minimum of once a week.
You go any longer than that, they're going to forget you.
And the ones who are doing their job with follow up
are going to replace you in their mind.
You will be replaced.
And then broadcasts as needed.
So in the case of email, for example,
you have automated emails that go out automatically.
So someone is new to my email list.
If they're new to my email list, there
will be a welcome sequence.
A very warmly written welcome sequence
that lets them know, A, I'm glad that they are there
and what they can expect and lets
them get to know more about me and me more about them.
So there's this wonderful welcome sequence.
That's automated.
That's called automation.
Broadcasts, which also can be automated,
but broadcasts are more.
In other words, the automated ones are timeless.
The welcome sequence is pretty timeless.
Broadcasts are as needed.
So for example, what you experienced
with this master class, there was a lot of broadcasts.
As recent as three hours before this one
to let you know doors were closing.
Twice yesterday to let you know that this
was happening tomorrow.
Because people are busy.
because people are distracted, because people are not
paying attention, this has become more and more
and more important.
As I mentioned, the majority of even you
listening here registered in the last 24 hours
because of those broadcasts.
But then if you've done that for a month, two months,
and you're not getting any fruit,
then it's time to refresh or redirect.
Meaning you start a different sequence offering
something totally different.
So those are different strategies.
But for right now, as it relates to you, because most of you
are just getting started, what I really want to focus on
is what you do in the first 24 hours
and what you do consistently the first week and then weekly.
So you're hitting it really hard,
especially during the first month.
And then you may have them in a once a month kind of thing
for something else if they're not responding at all.
OK.
So let's break this down.
I want to give you some really practical tools
that you can model after and you can use.
This is another.
You want a big, like I'm giving you the absolute advantage.
As you step forth in a very noisy space,
you guys are going to rock it.
So I want you to write this down.
I want you to understand this is a principle.
It's called first movers advantage.
First movers advantage.
You need to remember this.
First movers advantage.
So here's another statistic for you.
The average salesperson takes 48 to 72 hours to follow up,
meaning they don't follow up the first day.
They follow up on the second or the third day.
They're afraid.
They don't know what to say.
They don't want to be a pass.
They want to give them space, yada, yada, yada,
whatever the old story is.
That's average.
We are not having you here, not here, not now.
You are not average.
Leaving this masterclass, being part of a prosper
in all things, you will not be average.
So the average person takes 48 to 72 hours.
You, on the other hand, are going to do it immediately.
15 minutes after, 30 minutes, one hour afterwards.
I have a personal rule to follow up within an hour
if that's not possible within 24 hours.
So in other words, let's say that I do a breakthrough
business strategy, a call, initial prospecting call,
strategy call.
If I don't have a call immediately after,
as soon as I hang up, I get busy following up.
And I'm going to show you what I do and how I do it, OK?
So immediate, immediate.
And I'm going to show you how to make that super easy.
It's not hard.
It only takes me minutes, OK?
So I'll tell you how I do it and what I include.
But the fact is, if I am physically able,
I follow up immediately.
That's when it's fresh on their mind.
That's when it's going to have the most impact.
That's what's going to distinguish you
from everyone else.
If you're not able, sometimes I have
back-to-back-to-back-to-back calls and coaching
for four, five, six hours.
Then I'm not able.
Then I make sure before I leave my office after all my calls
that I have followed up with everybody
I talked to that day.
So my rule, preferably immediately,
if that's not possible by the end of the day,
I encourage you to have that rule.
First movers advantage.
Very, very, very important.
Now let's talk about what is in a follow-up.
And I'm going to talk in the terms of email.
My first follow-up is always an email.
And my first follow-up is an email
from my own personal computer, not through my system.
So all my emails, I use ActiveCampaign as my CRM.
I highly recommend ActiveCampaign.
Let me know if you need help understanding that
or get a discount or whatever.
But I love ActiveCampaign.
So that's my CRM.
That's my ongoing emails.
But this first email, this is personalized.
This is coming straight out of my computer.
It's just happening right there.
So I include, by the way, I send an email.
And I send a direct message in social media.
I send a direct message to, say, watch.
Or if I have their phone, I'll text to say,
hey, I just sent you an email.
But sometimes with a name like Prosper and all things,
it may go to spam or promotions, usually.
not. I've pretty much solved that, but it may. So be sure to check for it. I just sent it.
So I'm responding quickly, sending the email. I'm upping my importance of it, letting them know,
hey, I just sent you an email. I've used Variety already that I direct message and I used email.
You see how I'm playing this out? And so that also lets them know, I think it's important.
It raises their attention to it. If they've forgotten about me already, especially if it's
been all day, I'm reminding them again. If they're across the world, they may not see it till the
next day, but at least it's ready for them. When I'm sleeping and they wake up, like some of you
on this call from the UK and Germany and all of that, you may not see it immediately.
So here's what goes in the first follow-up. I'm going to talk about the importance of the subject
line, the first line, the recap, the clear call to action, and the social proof. This is what I
include in my first email follow-up. Subject line that's very important and compelling.
The first sentence that's very important and very compelling. A recap that focuses on benefits and
results. Remember facts tell, stories sell, benefits and results sell, clear call to action,
and social proof. I'm going to go in and show you mine in a minute so that you can
model after that. But for right now, just remember that. Let me tell you some facts.
The subject line. Here's some really important facts about the subject line.
First of all, what is the goal? Everything you do, you should have a goal. Here's a
framework I use. I think I shared this with you in the sales master class, but I also teach
this in public speaking. I teach it in all ways, and here's some very powerful questions.
What do I want them to remember? So, my emails have that same goal. What do I want them to remember?
We had a conversation. We talked for 30 minutes. We talked for an hour. A lot of stuff was covered.
What do I want them to remember? This is a question you want to use when you're crafting an email.
It's when you're crafting a speech or some kind of talk or some kind of master class.
What do I want them to remember? What do I want them to feel? You know the saying that people
will forget most of what you said, but they'll never forget about how you made them feel,
and this of course goes back to how I opened with the inner game and the inner game
about how you view them, and so if how you view them is incredibly valuable, worthy of love,
made in the image of God, how do I want them to feel? I want them to feel honored,
important, valued, that I'm paying attention to them, that they're important, that they're
significant, that they matter. Do you think that that makes my emails or any communication that I
have more powerful? I'm coming from a place of fullness. I'm coming from a place of havingness,
coming from a place of love, and so that's the first thing. So, what's the goal in the case of
what you're doing here? What do I want them to remember? How do I want them to feel? And the
third thing is, what do I want them to do here with the subject line? What do I want them to do?
I want them to open the email. Without that, I've wasted my efforts, so this is super, super,
super important. You might want to highlight this one. You might want to put red stars, an
exclamation point. The subject line is the thing that's going to have people decide if they're
going to open your email or not. Do you know that? Listen to this. I give you statistics to
get you thinking. Do you know that 47 percent, that's almost half, of people who receive an email,
including your emails, open the email depending on the subject line?
So, half of whether they open your email and ever see it depends on your subject line.
Are you spending attention? Are you paying attention to your subject line?
And here's another interesting one. Sixty-nine percent will report you as spam based on the
subject line, so if you don't want to be spammy, you don't want to end up in the spam or the
promotions folder, you better pay attention to your subject line and you want them to open.
then, well, 50% of that decision is how much time you spend, okay? So the subject line is super
important. There are some statistics. I do use this sometimes. If you really, really, really want
them to open it, put their name in, personalize it, or something that you said or something that
makes it personal, it'll increase the open rate by 29%. It should be brief. It should focus on
the results or benefits. It should communicate value or urgency, like, I need to read this. I
need to read it now. So subject line, very, very, very important in your follow-up email.
Next important is the first line, okay? So the goal, what do I want them to remember? What do
I want them to feel? What do I want them to do? What I want them to do is to read the rest of
the email, okay? That's the goal. The goal of the subject line, get them to open it. The goal of the
first line is to read it, and let me tell you the secret. This is my, I'm just sharing all of the
things, and by the way, I have used this particular secret. It's timeless. I have used it for decades.
This works. Write this down. I remember you said.
I remember you said, or another version of that, you mentioned, and then there's other versions.
I'm getting back to you regarding, if it's a very formal, you could go more. I'm getting back to
you regarding why, why, why, why, why, why? Because it shows you're paying attention. It shows they're
important. It shows they matter. It shows you care. I remember. So if I was on the phone,
I would say, hey, you know, I remember when I first met, you told me that your job was just,
it was pure hell for you. Like you said in your words, it's killing you,
and that you needed and you desired to create your own home-based business or to launch your
coaching business or to launch your writing. Now, do you see what I did? They are interested
in them, and now I'm interested in them, and it may be a week later because you're taking notes.
It may be three weeks later. It may be a month, and you go back and you go, I remember you said,
and you can even say, is that still true? Boom, you just connected. So I will always in the first
line pull something from the conversation. I take notes in every conversation. I will pull something
specific from the conversation and put that in that first line of the email. Now, you want to
add a clear call to action. You want it pretty early in the email. I like to highlight it. I like
to separate it from the email. I like it to be very prominent, and you can even repeat it
in that, and then the power of social proof, what other people say, what other people say.
This is really important, and like I said, I'm going to, if we have time, I'm going to
share with you my actual emails. Let me give you some tips to kind of wrap this up,
and then we'll get into some practical, like what I do, and then I'll probably
even stop the recording and give you some time for some Q&A as well. So one tip
is to always keep the focus on them. You know the radio station that they listen to,
WIFM, or some say WIIFM. That's the frequency they're tuned to. What's in it for me?
That's the frequency. You must be tuned in, so whatever follow-up, if it's texting,
if it's phone conversation, if it's a Zoom call. When I do a Zoom call, I have done
the preliminary work of a pre-coaching questionnaire. I shared that in the sales
masterclass. I've done a pre-coaching questionnaire, and so I know about them.
When I get on the phone, I'm going to focus on them. In your questionnaire, you mention
that you just started coaching, and you're really struggling to find leads.
What am I focusing on? What I offer? Not yet. How good I am? No. My background? No.
How many certificates I have? No. How many degrees I have?
have? No. I'm focusing on what they, what matters to them, what matters to them must matter to you.
I hope you're getting this principle. This course is designed to elevate you,
expand you, that you see yourself as incredibly valuable, as having so much to offer,
and it's designed to elevate your prospect, your potential client in your mind, that the way you
treat them distinguishes you. They'll always remember you. They'll just be, wow, she was
really someone that honored me, that added value. She's always adding value. She's always,
you know, those type of things. To do that, all your follow-up should focus on them. It's about
them. It's not about you. It's about what they desire. It's about what they need. It's about
what they're going through, and when you do talk about you and your program, it's completely focused
on benefits and results, not features. Most coaches feature, well, I'd like you to join my program,
and we meet for 60 minutes once a week. It's online using Zoom. Feature, feature, feature,
boring, yawn, yawn, yawn. That's a feature. Features tell. Benefits sell.
During our, you know, one-day breakthrough intensive, you're going to, and you let them
experience it, you're going to get super clear on your niche. Most people think they know their
niche. They don't. Women over 40 is not a niche. It's like half the population, right? No. So,
during your breakthrough intensive, you're going to get so clear on your niche, and in that way,
you're going to be able to speak to them in a way that gets their attention and that makes them want
to know more, and you're going to get so clear on your key value that you bring, your key result,
so that when someone looks at your headline on social media or someone looks at your website,
they're going to know exactly what you offer, who it's for, and it's going to make them want
to raise their hand. You see, this would be me having a conversation. I'm not focusing on me,
my program, or the features, or how long, or how much, or how often. No, no, no, no, no.
I'm focusing on them. This is the result you're going to get, and we're going to work on your
pricing so it's irresistible. We're going to transform your packages so they're not just
a therapist model, but when they open your package, it's everything that they wanted.
You see, and we're going to get you really comfortable on your first conversation.
See, I'm speaking about what they want, the results that they desire. No wonder I'll have
95% of the people I talk to buy my Breakthrough Business Intensive. It's of great value and it's
all the areas they're struggling. You see how this works? So when you follow up, focus on them.
Focus on their desired benefits, their desired results, and of course, I've already covered
this one, which is to use the power of stories. Stories captivate. Jesus, the majority of
everything he did was in stories and parables. Why? Because stories move us beyond our head
and to our heart. It allows us to connect at the heart level. If you become a fascinating
storyteller, which means you bring in all the five senses, it actually allows them to experience
something before they experience it. You see? And so stories have such a way of holding attention,
also breaking up stories, creating a little bit of a cliffhanger where you tell most of the story
at the beginning and then you say at the end, I'll tell you something else about it. It'll get
them, of course, to read it all the way. I mean, this is the whole principle on movie trailers and
the brain does not like an unfinished loop. So you can, A, tell a story to pull them in,
to engage their heart, to get them to experience something beforehand,
but also you can use it to get them to read the whole thing. Stories will really
engage people, so you want to use the power of stories, yours, others, and yours.
Your clients use as many senses as possible.
Be fun.
Be interesting.
Use the power of stories.
Okay, another really bonus bonus tip.
Listen very carefully.
I have a notebook like this when I'm doing a Zoom and I am listening and there's
things that your potential clients will say and they'll use it often.
And so you're gleaning like what's important to them.
But also their very words, they'll say, I just want to break free.
I'd write down break free.
I just wish that somehow I could get my head above water.
Write down head above water.
I feel like I'm juggling a thousand plates and I'm getting nowhere.
I'm spinning right down, juggling, spinning.
This is a super important skill, as I call this a bonus tip.
This really raises you to the top.
Okay, use your prospects words in the follow up.
Okay.
And even in other things that you create.
So again, this is a form of paying attention.
This is a form of creating rapport.
This is a form of speaking a language.
By the way, I often teach, like I said, the sensory preference.
I teach your brain lead understanding that.
And so part of this creating rapport
and part of using their words is the words will also show you their sensory
preference. So when they're talking to you, they may say, oh, I hear what you're
saying. Oh, yeah, that rings a bell. Oh, yeah.
Whatever it is, they're very auditory.
And I might make a note auditory where they might say, I can really see that.
You made the picture so much clearer.
I'm getting a lot of clarity around that.
Oh, they're visual.
Or so in the words, right, you can use their exact words,
but also you can start to train yourself just as you just becoming more skilled
in speaking in their sensory preference, because remember, the sensory preference,
their sensory preference is what hits their brain first.
So if visual is what hits their brain first.
But because you're auditory, you're saying, do you hear what I'm saying?
Does this ring a bell?
It's hitting back after it's not hitting first.
This is why you want to really listen, really hear, really be in tune.
OK, another bonus tip.
Again, we're just expanding you, expanding you, OK?
Use the appropriate level of formality.
OK, if this is a very formal legal deal,
then you've got to be, you know, dear, sirs, you're using this language.
You know, we would appreciate
response quickly in the next 24 hours and blah, blah, blah.
But most people that you're talking to, that's not the case.
And so although you never want to be
disrespectful, being just a little bit more casual makes them kind of feel
a rapport, makes them feel a little bit.
And it's very interesting.
I recently saw some things that came into my emails.
I don't remember if it's from Tony Robbins or Dean Graziosi or one of the big ones.
But anyway, I'm on someone's list.
I'm on a million people's list.
But anyway,
they opened with, hey, be.
Or, you know, be.
So they did instead of, you know,
they took it another level, people put in first names, which you want to do.
People love to hear their first names.
You want to use the first names.
You'll notice I use your first names, but they took it to another level.
They don't say, you know, hey, Brenda, have you thought about this?
They're like, hey, be OK.
They must have felt they had enough rapport
with me and it kind of worked, it made me look again like, hey, wait,
only my closest friends or my spiritual son calls me be like, I don't most people
don't call me be, you know, so.
But on the other hand, I've seen this really abuse where I immediately.
OK, and like here's a classic mistake.
I'm on someone's list and he must have primarily mail,
which works fine if he's talking to males.
But I think I got an email that said, hey.
dude. And I was like, right away, I'm not your dude. Delete
unsubscribe. You see, so it can work against you. You don't want
to be overly casual. Now, I don't mind. I really study my
list. I know my list. My list is very deliberate, right? And my
heart, my passion for prosper and all things is to equip and
empower women to prosper in every area of their life, right?
That's prosper and all things. And so I know I'm speaking to
women. So it's not unusual, especially if you're already a
customer for me to say, you know, hey, beautiful, or hey,
lovely, or hey, prosper woman, or you know, any of those
things. Um, it's appropriate, right? So use the appropriate
level of formality. Okay, here's a big bonus tip. Number three,
this is a really big one. Okay. If you're planning on doing a
series of calls, or you're going to do a follow up call, which
again, has the highest level of sales and engagement. Here's a
big secret. Here's a big tip. Always schedule the next call.
Okay. So let's say I'm talking to Susie. And Susie says, you
know, I'm, I'm, I'm super interested, but I'm leaving on
vacation, my family and I are going to be in Hawaii next week.
And I know I'll get back and I'll have to catch up on
everything. So, you know, let's, let's catch up, you know, talk
to me again, maybe the middle of next month. Okay, I'm going to
say, um, so Susie, let me ask you, is it better for me to, to
reach you in the mornings or the evenings? I'm making a note.
Mornings? Okay, fantastic. Are you like an early morning
person? You know, do you prefer a call first thing in the
morning, you know, seven, eight, nine o'clock, or like a little
later in the day, like 11 o'clock or something. And
they'll say, later in the day, let me deal with the kids, get
them to school, and then I can focus. Okay, great. All right,
Susie. So if I call you in two weeks, like, like, let's say
around the 15th, at like, say, around 11, between 11 and noon,
does that work really well for you? And they'll go, yeah. And
first of all, they'll be surprised that you're listening.
And second of all, if you do it again, you just rose to the top
6%. Now, watch this when I call. I'm not a pest. I am someone who
listened, someone who honors and someone who keeps my word. I
just rose from the top 6% to the top 2%. I say, Hey, Susie, I
promise that I would call you around 11 o'clock on today after
your Hawaii trip and everything. So I'm keeping my promise. Did
I catch you at a good time? Which is also very honorable?
Did I catch you at a good time? But do you see now it's like we
already agreed on this. I promised you I call I'm keeping
my promise. Which also because I remember, I can move into Did
you have an absolutely fabulous trip in Hawaii? So do you see
how I just picked up where we left off two, three weeks ago,
and I just picked up as if we didn't miss a beat. Kind of like
you do with your really good friends. You don't talk to them
sometimes for a week or a month or three months. You might not
talk to him for a year, but you don't miss a beat. You just jump
right in. Why? Because you know these details about each other.
Use these principles. Watch what happens, you know, for your for
your follow up. Okay, so many things that I want to continue
to share with you. You're going to find this and so much more as
a prosper leader member. If you do not know about the prosper
leader membership, please be sure to pay attention. You can
get all of these resources and so much more. All kinds of
special things, masterclasses, live coaching twice a month.
There's so many things. All right. So be sure to check out
the prosper leader membership. And what I'm going to do now is
just spend some time answering your questions and showing you
as one of the benefits of you being here live and not
recorded. I'm going to give you some extra perks and let you ask
questions and share you what my what mine looks like. All right.