WEBVTT

1
00:00:00.000 --> 00:00:04.760
All right, and welcome.

2
00:00:04.760 --> 00:00:12.440
I am so excited to have you in this masterclass.

3
00:00:12.440 --> 00:00:17.840
What I believe will be probably one of the most important masterclasses that you take

4
00:00:17.840 --> 00:00:27.280
when it comes to your success in business, your ability to get more clients, more sales,

5
00:00:27.280 --> 00:00:32.600
have a greater impact, make more income.

6
00:00:32.600 --> 00:00:37.200
This is where the rubber meets the road.

7
00:00:37.200 --> 00:00:45.640
And so I believe that some of you put earlier in the chat that it was important to you to

8
00:00:45.640 --> 00:00:48.240
get some inspiration and some motivation.

9
00:00:48.240 --> 00:00:55.100
And I believe that you're going to get that today when you see why follow-up makes such

10
00:00:55.100 --> 00:00:57.040
a difference.

11
00:00:57.800 --> 00:00:59.320
And some of you want the skillset.

12
00:00:59.320 --> 00:01:00.700
How do I follow up?

13
00:01:00.700 --> 00:01:02.900
Why do I follow up?

14
00:01:02.900 --> 00:01:03.900
What order?

15
00:01:03.900 --> 00:01:04.900
What's the technique?

16
00:01:04.900 --> 00:01:05.900
What's the timing?

17
00:01:05.900 --> 00:01:13.260
So we're going to address all of that today and super excited, glad to have you.

18
00:01:13.260 --> 00:01:19.620
I know we got people from all over the world on this call and that excites me.

19
00:01:19.620 --> 00:01:30.800
So let me share the screen and share some slides to help you get even more from this.

20
00:01:30.800 --> 00:01:36.480
And so here we go.

21
00:01:36.480 --> 00:01:42.800
So the fortune is in the follow-up.

22
00:01:42.980 --> 00:01:50.060
Today, we're going to talk about the simple follow-up system that will lead to thousands

23
00:01:50.060 --> 00:01:55.280
of dollars in sales, powerful.

24
00:01:55.280 --> 00:02:00.020
This masterclass is for you.

25
00:02:00.020 --> 00:02:01.500
This masterclass is for you.

26
00:02:01.500 --> 00:02:07.420
If you're an author, if you're a speaker, if you are a coach and you have a product,

27
00:02:07.420 --> 00:02:12.420
you have a service, you've got something valuable to bring to the marketplace.

28
00:02:13.040 --> 00:02:14.440
You need follow-up.

29
00:02:14.440 --> 00:02:19.960
And this masterclass is for you if you want to learn when, how often do you need to follow

30
00:02:19.960 --> 00:02:25.000
up without being annoying or salesy.

31
00:02:25.000 --> 00:02:30.920
And we're going to teach you simplicity, how to simply follow up in a way that is going

32
00:02:30.920 --> 00:02:32.000
to increase.

33
00:02:32.000 --> 00:02:38.200
So to get the most out of this masterclass, I'm going to recommend that the very first

34
00:02:38.200 --> 00:02:42.120
thing you do is set an intention.

35
00:02:42.820 --> 00:02:45.140
There is so much power in that.

36
00:02:45.140 --> 00:02:47.700
So set an intention right now.

37
00:02:47.700 --> 00:02:52.700
What is it that you want to leave this masterclass with?

38
00:02:52.700 --> 00:02:57.100
What are you going to do differently as a result of this?

39
00:02:57.100 --> 00:03:00.340
Do you have the desire that you create a new habit?

40
00:03:00.340 --> 00:03:01.420
Is that your intention?

41
00:03:01.420 --> 00:03:07.020
I'm going to add a new habit because habits shape your life, right?

42
00:03:07.040 --> 00:03:13.520
And I know when I want to change something in my life, I look at what habit do I need

43
00:03:13.520 --> 00:03:14.680
to create?

44
00:03:14.680 --> 00:03:20.800
So maybe your intention is to set a habit of follow-up.

45
00:03:20.800 --> 00:03:23.100
Maybe the intention is to overcome fear.

46
00:03:23.100 --> 00:03:25.840
Maybe the intention is to get inspired.

47
00:03:25.840 --> 00:03:31.120
Whatever it is, I encourage you, even put it in writing right now.

48
00:03:31.220 --> 00:03:37.900
I'm going to tell you that follow-up is a skill that will pay forever.

49
00:03:37.900 --> 00:03:43.980
This is something follow-up can be learned and it is a skill.

50
00:03:43.980 --> 00:03:48.260
And once you have that skill, you will use it forever.

51
00:03:48.260 --> 00:03:51.460
It will pay forever.

52
00:03:51.460 --> 00:03:57.780
My experience with follow-up has absolutely, I believe it's probably one of the single

53
00:03:57.800 --> 00:04:04.000
most secret to the success that I have experienced over my lifetime.

54
00:04:04.000 --> 00:04:08.880
Some of you who know me, if you were in the sales masterclass, you know that my first

55
00:04:08.880 --> 00:04:14.360
six figures, I earned my first six figures in my twenties in sales.

56
00:04:14.360 --> 00:04:18.519
And that was the time that I ranked at the highest level with a Canadian nutritional

57
00:04:18.519 --> 00:04:20.480
network marketing company.

58
00:04:20.480 --> 00:04:27.000
Let me tell you, there was two critical things I needed to master the art of lead generation

59
00:04:27.220 --> 00:04:30.580
and sales, which I shared in the sales masterclass.

60
00:04:30.580 --> 00:04:37.980
And I needed beyond a shadow of a doubt to have the skillset of follow-up.

61
00:04:37.980 --> 00:04:46.100
Follow-up was 100% responsible and the key for my ability to recruit and maintain large

62
00:04:46.100 --> 00:04:49.260
organization with thousands of leaders.

63
00:04:49.260 --> 00:04:55.260
It required follow-up to get them in, it required follow-up to keep them in.

64
00:04:55.260 --> 00:05:00.040
So my success in that was definitely around follow-up.

65
00:05:00.000 --> 00:05:06.000
I, of course, went on to found an International Nutritional Network Marketing Corporation,

66
00:05:06.000 --> 00:05:12.600
and I can tell you once again, the skill of follow-up paid so many dividends.

67
00:05:12.600 --> 00:05:18.760
Follow-up was necessary to recruit and bring in all of the distributors, and it was necessary

68
00:05:18.760 --> 00:05:25.160
to teach it to all of the distributors that they, too, could experience success.

69
00:05:25.320 --> 00:05:32.360
Now, celebrating my 10th year anniversary as a coach to coaches, as a founder of Prosper

70
00:05:32.360 --> 00:05:41.000
in All Things, Prosper by Design Coach Certification, Prosper TV, having a decade of equipping coaches

71
00:05:41.000 --> 00:05:46.920
to successfully launch and market their products, courses, programs, and services, I must tell you,

72
00:05:47.560 --> 00:05:54.440
follow-up is beyond a shadow of a doubt one of the most important skills that you will need.

73
00:05:54.440 --> 00:05:59.000
Now, here's some fun facts. God just kind of brought this to my mind as I was praying about

74
00:05:59.000 --> 00:06:05.000
this and wanting to share this with you. God showed me. Guess what? Follow-up goes all the

75
00:06:05.000 --> 00:06:09.800
way back to the Bible, and you could go in whatever religion, whatever history you want

76
00:06:09.800 --> 00:06:15.880
to look at. I'm going to tell you that follow-up and success go together. So, Paul, if you're

77
00:06:15.880 --> 00:06:23.640
familiar with scripture, Paul wrote most of the New Testament and launched all of the churches,

78
00:06:23.640 --> 00:06:30.200
the majority of the churches during that time of Christ, after Christ. And so,

79
00:06:30.760 --> 00:06:35.880
follow-up was crucial. And so, I put a little map there, all the places in the world where he

80
00:06:35.880 --> 00:06:46.440
founded churches all along that known world right there. And so, you see in Acts chapter 15, 36,

81
00:06:46.440 --> 00:06:52.680
you see Paul speaking. And it says, after some time, Paul said to Barnabas, one of his ministry

82
00:06:52.680 --> 00:06:58.760
partners, he said, let's go back again. Go back again. There's the follow-up. Let's go back again

83
00:06:59.480 --> 00:07:09.160
and visit and help administer to the brethren in every town where we first went to make known the

84
00:07:09.160 --> 00:07:15.320
message of the Lord and see how they're getting along. There it is. There's your follow-up

85
00:07:15.320 --> 00:07:23.720
scripture. Let's go back. Now, I'm going to talk about that there's a variety of ways to follow up

86
00:07:23.720 --> 00:07:29.560
and here you're seeing a personalized way of follow-up. That means you personally visit them,

87
00:07:29.560 --> 00:07:36.120
you personally get on the phone, you personally set up a follow-up meeting. So, this was his

88
00:07:36.120 --> 00:07:43.080
follow-up meeting. He also used a different, we're going to talk about variety, he used writing. So,

89
00:07:43.080 --> 00:07:49.240
the letters in the New Testament, whether it's Ephesians or Galatians or Philippians,

90
00:07:49.240 --> 00:07:56.120
those are follow-up letters to the church in Galatia, in Philippi. So, you see that he was

91
00:07:56.120 --> 00:08:03.320
using a variety. I'm going to visit as often as I can. In between, I'm going to write. Guess what?

92
00:08:03.320 --> 00:08:09.640
We're going to be learning that today as well. So, Philippians 1.1 says, Paul and Timothy bond

93
00:08:09.640 --> 00:08:18.360
servants of Christ to all the saints in Christ Jesus who are in Philippi with the bishops and

94
00:08:18.360 --> 00:08:27.080
deacons and to all of you peace from God. So, he was following up in writing and here's a big one.

95
00:08:27.720 --> 00:08:34.679
Maybe you didn't think about this in follow-up. Do you follow up with your clients in prayer?

96
00:08:35.640 --> 00:08:41.000
I do. I prayed for every single one of you that are on this call and I will pray for you

97
00:08:41.000 --> 00:08:47.640
after this call. Prayer is a powerful form of follow-up. And so, in Ephesians chapter one,

98
00:08:47.640 --> 00:08:53.240
he says, for this reason, because I've heard of your faith in the Lord Jesus and your love toward

99
00:08:53.240 --> 00:09:02.760
all the saints, I do not cease to give thanks for you. That's a big one. How often do you give thanks

100
00:09:02.840 --> 00:09:09.560
for the people in your life? Making mention of you in my prayers. Now, guess what? Let's take it all

101
00:09:09.560 --> 00:09:18.520
the way to Jesus. Jesus followed up. Do you notice that after he died and he rose from the dead,

102
00:09:18.520 --> 00:09:25.240
the first thing is he did is he started making follow-up calls. Check it out. We see in the book

103
00:09:25.240 --> 00:09:32.440
of Acts, it says to them, he showed himself alive after his passion by many convincing

104
00:09:32.440 --> 00:09:38.760
demonstrations, appearing to them during 40 days, talking to them about the things of the kingdom.

105
00:09:38.760 --> 00:09:46.680
Jesus went about meeting all of the previous disciples. You see it. He'd walk with them. He'd

106
00:09:46.680 --> 00:09:53.400
show up in their home. He'd be on the beach and speak to them. Jesus followed up. So, I figure

107
00:09:53.400 --> 00:09:59.000
if Jesus followed up and Paul followed up, I think that we should probably pay attention to follow-up.

108
00:10:00.000 --> 00:10:06.040
Oh, you, you might want to put something in the chat, put a, put a heart if you agree.

109
00:10:06.040 --> 00:10:08.280
Now let me give you some facts.

110
00:10:08.280 --> 00:10:09.280
These are modern day.

111
00:10:09.280 --> 00:10:11.080
I'll take you from the biblical time.

112
00:10:11.080 --> 00:10:15.640
Now let's get modern to right where you are here today.

113
00:10:15.640 --> 00:10:20.040
Let me give you some very, very powerful facts.

114
00:10:20.040 --> 00:10:24.440
Number one, did you know, really sink, let this sink in.

115
00:10:24.440 --> 00:10:39.280
Did you know that 70 to 80% say majority, majority 70 to 80% of sales are not put that

116
00:10:39.280 --> 00:10:45.240
in all capitals are not made during the initial sales conversation.

117
00:10:45.240 --> 00:10:47.680
This is so important for you to get.

118
00:10:47.680 --> 00:10:51.840
You might want to read this, you might want to write it down a few times until it really

119
00:10:51.840 --> 00:10:57.520
sinks in because too many people say, oh, I didn't get the sale and they're all disappointed

120
00:10:57.520 --> 00:11:02.720
and disillusioned and oh, the lead generation didn't work and I'm not getting anything.

121
00:11:02.720 --> 00:11:04.480
I'm not getting anything from my emails.

122
00:11:04.480 --> 00:11:06.040
I'm not getting anything from my calls.

123
00:11:06.040 --> 00:11:08.840
I'm not getting anything from my lead generation.

124
00:11:08.840 --> 00:11:14.480
Of course, because the majority 70 to 80% don't happen.

125
00:11:14.480 --> 00:11:19.840
So you get really, really good on that initial sales conversation that will give you 20 to

126
00:11:19.840 --> 00:11:21.480
30% increase.

127
00:11:21.480 --> 00:11:26.760
But what we're talking about today, 70 to 80%.

128
00:11:26.760 --> 00:11:29.600
So why is it that we don't do it?

129
00:11:29.600 --> 00:11:32.320
Why is it that we don't follow up?

130
00:11:32.320 --> 00:11:36.640
Well, many coaches that I talked to are really reluctant.

131
00:11:36.640 --> 00:11:42.800
They've got resistance, they got procrastination, they got all of that going on.

132
00:11:42.800 --> 00:11:45.040
And I think there's a few reasons.

133
00:11:45.040 --> 00:11:48.440
Number one, we're going to talk about the inner game.

134
00:11:48.440 --> 00:11:50.920
They see themselves as a past.

135
00:11:50.920 --> 00:11:55.880
They've got some kind of negative connotation or past experience with sales.

136
00:11:55.880 --> 00:11:59.040
And so they don't want to, I'm not that, I'm not a salesperson.

137
00:11:59.040 --> 00:12:00.880
I don't want them to think I'm a salesperson.

138
00:12:00.880 --> 00:12:04.200
I don't want to appear salesy.

139
00:12:04.200 --> 00:12:08.560
If you weren't in the sales masterclass, let me remind you of something.

140
00:12:08.560 --> 00:12:15.200
Whatever business you're in, whatever service you're in, you're in the sales business.

141
00:12:15.200 --> 00:12:16.400
You're in a service business.

142
00:12:16.400 --> 00:12:17.400
Are you a healer?

143
00:12:17.760 --> 00:12:21.600
Are you just absolutely fantastic as a healer?

144
00:12:21.600 --> 00:12:28.920
Well, you're in the sales business with the service of healing.

145
00:12:28.920 --> 00:12:30.480
You get that?

146
00:12:30.480 --> 00:12:33.920
You're in the sales business with the service of healing.

147
00:12:33.920 --> 00:12:36.240
Are you a wonderful spiritual teacher?

148
00:12:36.240 --> 00:12:37.280
Are you a coach?

149
00:12:37.280 --> 00:12:38.280
Are you a leader?

150
00:12:38.280 --> 00:12:40.200
Well, guess what?

151
00:12:40.200 --> 00:12:46.000
You're in the sales business with coaching as a service.

152
00:12:46.000 --> 00:12:47.000
Are you a dentist?

153
00:12:47.000 --> 00:12:48.000
A doctor?

154
00:12:48.000 --> 00:12:49.000
Okay.

155
00:12:49.000 --> 00:12:50.000
Are you a lawyer?

156
00:12:50.000 --> 00:12:51.000
All right.

157
00:12:51.000 --> 00:12:54.120
You're in the sales business with legal as your service.

158
00:12:54.120 --> 00:12:55.480
I want you to make this distinction.

159
00:12:55.480 --> 00:12:57.400
We are all in sales.

160
00:12:57.400 --> 00:12:59.520
Without sales, there is no business.

161
00:12:59.520 --> 00:13:02.720
If you don't make the sale, you don't make the income.

162
00:13:02.720 --> 00:13:04.840
You don't make the impact.

163
00:13:04.840 --> 00:13:07.080
So this fear, I don't want to be in sales.

164
00:13:07.080 --> 00:13:08.880
I don't want to be seen as a salesperson.

165
00:13:08.880 --> 00:13:10.880
No, take pride.

166
00:13:10.880 --> 00:13:12.000
Take pride.

167
00:13:12.600 --> 00:13:17.920
If you were in the sales masterclass, we reframed what it really means to be in sales.

168
00:13:17.920 --> 00:13:19.960
Go back and get that.

169
00:13:19.960 --> 00:13:21.560
So there's this fear.

170
00:13:21.560 --> 00:13:24.200
I don't want to seem too eager.

171
00:13:24.200 --> 00:13:27.920
I don't want to seem too desperate.

172
00:13:27.920 --> 00:13:28.920
Pop in the chat.

173
00:13:28.920 --> 00:13:30.400
What is it for you that you think?

174
00:13:30.400 --> 00:13:32.400
What is it that you're afraid of?

175
00:13:32.400 --> 00:13:36.520
And if I don't address it on this call, I will definitely bring it to you in future

176
00:13:36.520 --> 00:13:39.080
emails and in my follow-up, all right?

177
00:13:39.080 --> 00:13:45.120
I want to serve you to get past this so that you can rise and be the highest version of

178
00:13:45.120 --> 00:13:50.760
yourself and bring your wonderful gifts, your wonderful talents, your wonderful stories,

179
00:13:50.760 --> 00:13:54.960
your wonderful ability to create change and transformation.

180
00:13:54.960 --> 00:13:58.920
It's my intention, my heart, to equip and empower.

181
00:13:58.920 --> 00:14:01.360
This is the vision of prosper in all things.

182
00:14:01.360 --> 00:14:07.280
It's my personal vision to equip and empower you to prosper in every area of your life,

183
00:14:07.280 --> 00:14:10.360
physically, financially, relationally, spiritually.

184
00:14:10.360 --> 00:14:17.480
So to do that, to grow your income, to grow your impact, we have got to get good at this

185
00:14:17.480 --> 00:14:21.800
idea of follow-up, all right?

186
00:14:21.800 --> 00:14:24.480
Let me share some more interesting statistics.

187
00:14:24.480 --> 00:14:27.600
Some of you put in the chat earlier that you want to get inspired.

188
00:14:27.600 --> 00:14:29.680
Let's see if this inspires you.

189
00:14:29.680 --> 00:14:37.280
Did you know, I've seen the range somewhere 44% to 48% of people never follow up.

190
00:14:37.280 --> 00:14:40.640
Okay, so you're worried about your competition.

191
00:14:40.640 --> 00:14:41.640
Guess what?

192
00:14:41.640 --> 00:14:45.560
I'm going to show you a way to knock out half the competition right here, right now.

193
00:14:45.560 --> 00:14:49.080
All the noise, all the people presenting, all the people doing it, guess what?

194
00:14:49.080 --> 00:14:55.480
Half of them just dropped out of the game because they don't follow up, 48%, never follow

195
00:14:55.480 --> 00:14:56.480
up.

196
00:14:56.480 --> 00:15:00.000
And then out of the remaining 52 or 56%.

197
00:15:00.000 --> 00:15:09.200
6% of the people, only 25% of those make two contacts and then they drop out of the game.

198
00:15:09.760 --> 00:15:16.080
They quit, they disappear. Now, where are you as you listen to this? I want you to get very clear

199
00:15:16.080 --> 00:15:20.080
if you're not having the success, if you're not making the income, if you're not making the

200
00:15:20.080 --> 00:15:26.320
impact, I want you to look at this place first and say, how is my follow-up? What's my follow-up

201
00:15:26.320 --> 00:15:35.920
game look like? Are you in the 48%? Are you in the out of the remaining? Are you in 25% of that?

202
00:15:36.480 --> 00:15:47.040
Now, check this out. Eight out of 10 sales, that's 80% of sales are made in the what?

203
00:15:48.000 --> 00:15:57.360
Not the first, not the second, not the third, not the fourth, in the fifth to the 12th contact.

204
00:15:57.360 --> 00:16:04.400
Do you now understand why follow-up is the name of the game? Because 80% of those clients

205
00:16:05.200 --> 00:16:12.800
that you really want to serve, 80% of that income that's coming to you, 80% of that impact that you

206
00:16:12.800 --> 00:16:20.160
desire to make is going to only happen if you're in the game where the sales are being made,

207
00:16:20.160 --> 00:16:30.880
which is in the 5th, 6th, 7th, 8th, 12th contact. Put in the chat if this is eye-opening, just type in

208
00:16:30.960 --> 00:16:40.160
the word eye-opening. Did you know that? I believe when you really think about this,

209
00:16:41.440 --> 00:16:45.440
I believe you're going to start to see the importance of follow-up,

210
00:16:46.160 --> 00:16:51.440
and this is why I knew I needed to make this masterclass available to you. I knew.

211
00:16:51.440 --> 00:17:01.680
The fascinating thing is I've been teaching this for, oh goodness, more than 20, maybe 30 years,

212
00:17:02.320 --> 00:17:06.720
and every time I look at the statistics and the studies, it hasn't changed.

213
00:17:06.720 --> 00:17:12.000
Humans haven't changed. This has been the case as long as I have been in sales.

214
00:17:13.440 --> 00:17:21.280
All right, and this is why people lose the sale, the income, the impact. Here's a more recent study,

215
00:17:21.839 --> 00:17:28.960
by Brevitt, a more recent study. Again, what I just shared with you, but this is a newer study,

216
00:17:28.960 --> 00:17:38.320
80% of the sales require an average of five follow-ups in order to close the deal.

217
00:17:39.520 --> 00:17:44.000
So, I want you to think about that from now on. If you haven't made five, well,

218
00:17:44.880 --> 00:17:51.120
you're just, it's natural that you're not getting the sale. And like I said, 44, I've seen this one

219
00:17:51.120 --> 00:17:58.400
says 44, I've seen 48%, almost half of all the people selling something follow up only once,

220
00:17:58.400 --> 00:18:09.680
and then they give up. And do you know, after four follow-ups, 94% have given up.

221
00:18:10.640 --> 00:18:17.760
So, if you choose to master this art of follow-up, if you choose to embrace this,

222
00:18:18.640 --> 00:18:27.040
change your mindset, change your skillset, change your action plan, then I promise you,

223
00:18:27.920 --> 00:18:37.040
you own it. If 94% of them have given up after four and 80% of the sales are coming in number

224
00:18:37.040 --> 00:18:45.600
five, you just lost 94% of your competition. You can say competition, what competition?

225
00:18:46.480 --> 00:18:56.000
What competition? You're alone. You own this. And anyone successful understands this principle.

226
00:18:56.560 --> 00:19:08.880
And that's why follow-up is your competitive advantage. Follow-up is your competitive

227
00:19:09.200 --> 00:19:17.680
advantage. And I'm loving some of your comments that you had the misconception about follow-up

228
00:19:17.680 --> 00:19:26.000
and that you didn't realize it was so important. So, that's the first thing. When I share my

229
00:19:26.000 --> 00:19:33.520
success formula, I always say the formula is this, my success equation. And you can write this down

230
00:19:33.520 --> 00:19:44.240
if you haven't already heard it. Mindset plus skillset plus action plan equals your results.

231
00:19:44.240 --> 00:19:49.920
So, what I started with and what I always start with is the mindset. It's the inner game. We're

232
00:19:49.920 --> 00:19:56.560
going to talk today about the inner game of follow-up because this is really what takes

233
00:19:56.560 --> 00:19:59.920
people in or takes people out. It's what gives success.

234
00:20:00.000 --> 00:20:01.200
Yes or doesn't.

235
00:20:01.200 --> 00:20:02.960
You can take all the action in the world,

236
00:20:02.960 --> 00:20:05.800
but if you have the wrong mindset,

237
00:20:05.800 --> 00:20:07.540
you're not gonna get success.

238
00:20:07.540 --> 00:20:09.860
On top of that, you need the skillset.

239
00:20:09.860 --> 00:20:11.980
So today we're talking about the outer game,

240
00:20:11.980 --> 00:20:13.280
the skillset of follow-up.

241
00:20:13.280 --> 00:20:14.120
How do you do it?

242
00:20:14.120 --> 00:20:15.840
How often do you do it?

243
00:20:15.840 --> 00:20:19.200
And so that mindset, plus that skillset,

244
00:20:19.200 --> 00:20:21.360
plus your willingness to create a new habit

245
00:20:21.360 --> 00:20:25.580
so that you take action, you will get the results.

246
00:20:25.580 --> 00:20:29.560
So you desire to truly, truly prosper in your business.

247
00:20:29.560 --> 00:20:32.480
What I'm teaching right here in this masterclass,

248
00:20:32.480 --> 00:20:35.880
listen once, listen twice, listen three times,

249
00:20:35.880 --> 00:20:38.840
listen once a week until you have a new habit.

250
00:20:38.840 --> 00:20:43.400
Follow-up is your competitive advantage.

251
00:20:43.400 --> 00:20:48.400
I just showed you how to rise above 94 to 96%

252
00:20:49.160 --> 00:20:52.740
of the people out there in your line of work.

253
00:20:52.740 --> 00:20:54.720
This is it, all right?

254
00:20:54.720 --> 00:20:56.680
So let's talk about this inner game.

255
00:20:56.680 --> 00:20:58.840
Mindset plus skillset plus action plan

256
00:20:59.600 --> 00:21:01.640
equals results, okay?

257
00:21:01.640 --> 00:21:06.640
Results as in sales, as in income, as in impact, okay?

258
00:21:06.960 --> 00:21:08.360
As in fun.

259
00:21:08.360 --> 00:21:10.120
So the inner game, let's start with that.

260
00:21:10.120 --> 00:21:14.320
Let's start with your mindset around this.

261
00:21:14.320 --> 00:21:16.420
I like to put the definition of follow-up.

262
00:21:16.420 --> 00:21:19.400
So we're talking about the same thing.

263
00:21:19.400 --> 00:21:24.400
So Webster's Dictionary has a really cool definition

264
00:21:24.680 --> 00:21:26.040
of follow-up.

265
00:21:26.040 --> 00:21:27.440
I like this a lot.

266
00:21:27.440 --> 00:21:32.440
It says the act or instance of repetitively adding

267
00:21:36.640 --> 00:21:38.840
to the previous action.

268
00:21:38.840 --> 00:21:43.200
So the previous action, maybe you met them,

269
00:21:43.200 --> 00:21:47.420
maybe you met them on social media

270
00:21:47.420 --> 00:21:48.800
and you got their attention,

271
00:21:48.800 --> 00:21:51.280
or maybe you did public speaking.

272
00:21:51.280 --> 00:21:52.600
This is a big one.

273
00:21:52.600 --> 00:21:55.760
If you're a public speaker, what do you do after that?

274
00:21:55.760 --> 00:21:57.720
After the meeting is over,

275
00:21:57.720 --> 00:22:01.960
do you have a system when you finish public speaking

276
00:22:01.960 --> 00:22:03.960
to get their name and their email?

277
00:22:03.960 --> 00:22:08.880
If you don't, you're missing a huge opportunity.

278
00:22:08.880 --> 00:22:12.680
So it's what you do after you speak on that stage.

279
00:22:12.680 --> 00:22:14.760
Maybe you were at a trade show.

280
00:22:14.760 --> 00:22:16.880
Maybe you did an online summit.

281
00:22:16.880 --> 00:22:18.880
Maybe you did a podcast.

282
00:22:18.880 --> 00:22:23.880
There's so many ways that we can share what we offer.

283
00:22:24.400 --> 00:22:28.240
But the real key is what are you doing afterwards

284
00:22:28.240 --> 00:22:30.360
to add to that action?

285
00:22:30.360 --> 00:22:31.400
Why?

286
00:22:31.400 --> 00:22:35.000
So as to increase effectiveness.

287
00:22:35.960 --> 00:22:38.660
In other words, to carry to completion.

288
00:22:39.920 --> 00:22:44.360
You know, one of the top sales trainers in the world,

289
00:22:44.360 --> 00:22:45.200
I've worked with him.

290
00:22:45.200 --> 00:22:47.120
I've done sales training together with him.

291
00:22:47.120 --> 00:22:49.760
I hired him when I was founder

292
00:22:49.760 --> 00:22:51.840
of a large nutritional network marketing company.

293
00:22:51.840 --> 00:22:54.200
I hired him to do some sales training.

294
00:22:54.200 --> 00:22:58.520
And when they would ask, how long do you follow up?

295
00:22:58.520 --> 00:23:01.480
And he would say, till they buy or die.

296
00:23:02.400 --> 00:23:03.800
All right, that's making a plane.

297
00:23:03.800 --> 00:23:05.880
To carry to completion.

298
00:23:05.880 --> 00:23:09.040
In other words, to follow through.

299
00:23:09.040 --> 00:23:11.520
In other words, like I used to teach my kids,

300
00:23:11.520 --> 00:23:13.480
finish what you start.

301
00:23:13.480 --> 00:23:15.160
You started something

302
00:23:15.160 --> 00:23:18.520
when you did that five-day challenge online.

303
00:23:18.520 --> 00:23:23.520
You started something when you showed up on lives,

304
00:23:23.840 --> 00:23:24.840
on social media.

305
00:23:24.840 --> 00:23:27.960
You started something when you did a masterclass.

306
00:23:27.960 --> 00:23:31.320
But did you then add to that action

307
00:23:31.320 --> 00:23:32.960
to increase effectiveness?

308
00:23:32.960 --> 00:23:35.440
That is the beauty of follow-up.

309
00:23:35.440 --> 00:23:37.840
So let's look at the inner game.

310
00:23:37.840 --> 00:23:40.720
I really went into this in the sales masterclass.

311
00:23:40.720 --> 00:23:44.040
So if you have not yet watched the sales masterclass,

312
00:23:44.040 --> 00:23:45.000
I really encourage you

313
00:23:45.000 --> 00:23:47.720
because I did a lot of inner game work there.

314
00:23:47.720 --> 00:23:49.320
More than I'm gonna do here.

315
00:23:50.280 --> 00:23:52.040
But what I wanna share here

316
00:23:52.040 --> 00:23:57.040
is the inner game has to do with our point of view,

317
00:23:57.480 --> 00:24:02.480
our perspective, how we view something.

318
00:24:04.000 --> 00:24:06.760
And I talked about this in the sales masterclass.

319
00:24:06.760 --> 00:24:10.160
There is how you view yourself.

320
00:24:11.320 --> 00:24:14.480
So when it comes to sales, when it comes to follow-up,

321
00:24:14.480 --> 00:24:19.480
do you view yourself as really adding value

322
00:24:20.760 --> 00:24:24.680
of having something important to bring to the marketplace,

323
00:24:24.680 --> 00:24:27.320
as a caring person that really cares

324
00:24:27.320 --> 00:24:31.080
about the other person that you're talking to, right?

325
00:24:31.080 --> 00:24:35.920
As a professional that really treats what you do seriously.

326
00:24:35.920 --> 00:24:37.520
Like, how do you view yourself

327
00:24:37.520 --> 00:24:41.200
or do you view yourself as a pest,

328
00:24:41.200 --> 00:24:44.040
as not worthy?

329
00:24:44.600 --> 00:24:46.520
Whatever it is, how you're viewing yourself

330
00:24:46.520 --> 00:24:49.080
is shaping your actions and your energy

331
00:24:49.080 --> 00:24:51.040
and how you're coming across.

332
00:24:51.040 --> 00:24:56.040
Also, how you are viewing your perspective client.

333
00:24:56.960 --> 00:25:00.120
I really shared some game-changing truth.

334
00:25:00.000 --> 00:25:05.440
about that. How do you view them? Do you view them as an object? Do you view them as this

335
00:25:05.440 --> 00:25:11.040
is how I'm going to make my next rent payment? This is how I'm going to pay off my debt?

336
00:25:11.040 --> 00:25:20.400
Are you looking at them as a person made in the image of God that has genuine needs, genuine

337
00:25:20.400 --> 00:25:29.400
desires, genuine... They're a human being. With being online, being on social media,

338
00:25:29.400 --> 00:25:35.080
doing so much texting, I think we've lost the humanity of looking into someone's eyes

339
00:25:35.080 --> 00:25:40.120
and seeing this is a person that hurts like you hurt. This is a person that loves like

340
00:25:40.120 --> 00:25:44.560
you love. This is a person that wants more for their life like you want more for their

341
00:25:44.560 --> 00:25:49.600
life. This is a person that wants more to take care of themselves and their family.

342
00:25:49.600 --> 00:25:55.240
They want to expand. They want to grow. They want to reach their potential. They want to

343
00:25:55.240 --> 00:26:02.600
have meaning. They want to have significance. This is a human being. How are you viewing

344
00:26:02.600 --> 00:26:10.440
them? As a sale? As a number? Or are you viewing them as someone with incredible worth and

345
00:26:10.440 --> 00:26:16.520
value? So if you're viewing yourself as someone with incredible worth and incredible value

346
00:26:16.520 --> 00:26:22.280
and something very valuable to offer, you know your coaching has the potential to completely

347
00:26:22.360 --> 00:26:27.720
change their life. You know your healing has the ability to completely change their life.

348
00:26:27.720 --> 00:26:34.200
You know what you offer is powerful. So you're viewing yourself with a place of,

349
00:26:34.200 --> 00:26:43.480
I have something really special. Okay? And you're viewing them. Now, when you change that image,

350
00:26:43.480 --> 00:26:50.600
follow-up becomes not an act of coming from a place of lack, but coming from a place of love.

351
00:26:52.520 --> 00:26:57.560
There's a powerful question to always ask yourself. If you want to kind of check yourself,

352
00:26:57.560 --> 00:27:07.640
right? Where am I coming from? Where am I coming from? You can take the same action, but be coming

353
00:27:07.640 --> 00:27:15.320
from two different places. Are you coming from a place of lack and desperation? Then yeah,

354
00:27:15.320 --> 00:27:19.640
you're not going to feel good. You're going to feel out of integrity with yourself.

355
00:27:20.600 --> 00:27:25.080
You're going to come from a place of not enoughness. You're going to come from a place

356
00:27:25.080 --> 00:27:30.760
of insecurity. So are you viewing, are you showing up with follow-up from a place of lack

357
00:27:30.760 --> 00:27:35.320
and desperation? If I don't get this, I don't know how I'm going to pay my bills. Hey, go back and

358
00:27:35.320 --> 00:27:40.920
get reconnected. Who's your source? Who and what is your source? This client is not your source.

359
00:27:40.920 --> 00:27:49.000
This client can be a channel. God is your source. There's infinite channels of how your needs can be

360
00:27:49.560 --> 00:27:54.040
met. There's infinite channels, okay? And that's a whole, when I come back and I do God, money,

361
00:27:54.040 --> 00:27:59.160
and me, which I'm going to be coming up and doing soon, I'll get more into the issues around money.

362
00:27:59.160 --> 00:28:04.680
Today, I'm just talking about the inner game as you follow up. How are you viewing yourself?

363
00:28:04.680 --> 00:28:10.040
How are you viewing your perspective client? Change that so that you're coming not from a

364
00:28:10.040 --> 00:28:17.720
place of lack or fear or doubt or worry, but you're coming from a place of love and fullness

365
00:28:18.520 --> 00:28:26.920
and givingness and havingness and beingness, okay? And when you change that inner game,

366
00:28:26.920 --> 00:28:33.160
follow-up becomes fun, okay? And let me share some truths about follow-up. I've been following

367
00:28:33.160 --> 00:28:39.160
up for decades, okay? Follow-up is a skillset I've mastered, still can get better at it. I

368
00:28:39.160 --> 00:28:44.680
didn't say that I'm perfect. I'm not. I don't walk on water. I still can improve my follow-up,

369
00:28:44.680 --> 00:28:50.760
but I definitely do do follow-up, okay? And so here's some truths that I've learned. I want to

370
00:28:50.760 --> 00:28:57.080
pass on to maybe change your perception, maybe change your inner game, okay? First of all,

371
00:28:57.080 --> 00:29:02.680
here's something interesting. Follow-up is a form of paying attention to people,

372
00:29:03.640 --> 00:29:13.160
especially if you're coming from a great place, if you're seeing them as your fellow humans that

373
00:29:13.160 --> 00:29:20.120
were all connected. And now when you follow up, you're actually paying attention to them.

374
00:29:20.840 --> 00:29:26.360
And I'm going to share how to do that even better. Follow-up is a form of paying attention,

375
00:29:27.480 --> 00:29:35.720
okay? Secondly, follow-up makes them feel important. And I'm going to share even more

376
00:29:35.720 --> 00:29:39.880
how to do that. But right now, I'm just going to give you some things to open your mind

377
00:29:39.880 --> 00:29:47.960
that when you follow up, hey, you cared enough to follow up. You cared enough to let them feel

378
00:29:47.960 --> 00:29:53.400
important. And guess what? When you stick around, when you're in that small percentage,

379
00:29:54.360 --> 00:29:59.800
because all of you prosper women, my desire is you prosper in all things is you're going to be.

380
00:30:00.000 --> 00:30:04.080
in that top six percent, you're going to stay in the game.

381
00:30:04.880 --> 00:30:09.000
You're going to follow up and people admire that.

382
00:30:09.280 --> 00:30:11.880
Do you know what? After the second or third call, you know what?

383
00:30:11.880 --> 00:30:13.720
You're going to hear over and over and over.

384
00:30:13.720 --> 00:30:16.640
I've heard this hundreds of times, probably thousands of times.

385
00:30:17.280 --> 00:30:19.760
I admire your persistence.

386
00:30:20.560 --> 00:30:22.000
I get that all the time.

387
00:30:22.000 --> 00:30:25.000
I admire your persistence.

388
00:30:25.760 --> 00:30:27.480
Let people say that about you.

389
00:30:27.480 --> 00:30:29.320
Now, let me give you the opposite.

390
00:30:29.320 --> 00:30:33.800
This is something to think about when we don't follow up,

391
00:30:34.520 --> 00:30:37.360
when you show up and you have that great talk

392
00:30:37.360 --> 00:30:41.920
or you do that great five day challenge or five day masterclass

393
00:30:41.920 --> 00:30:46.080
or you do a series of showing up lives or you do that wonderful podcast

394
00:30:46.080 --> 00:30:50.400
or you do that great masterclass and you don't follow up.

395
00:30:50.840 --> 00:30:56.200
You actually invalidate your product and service.

396
00:30:56.520 --> 00:30:58.800
You're saying I didn't really believe in it.

397
00:30:59.000 --> 00:31:01.600
It's not really as good as I made it.

398
00:31:02.600 --> 00:31:04.640
It's not that important.

399
00:31:05.840 --> 00:31:09.520
I'm just I did I did a thing and then I dropped it.

400
00:31:10.840 --> 00:31:15.600
So when we don't so when we do follow up, it's a form of love.

401
00:31:15.600 --> 00:31:17.200
It's a form of paying attention.

402
00:31:17.200 --> 00:31:21.800
It's a it's a form of of really, you know, it's admirable quality.

403
00:31:22.000 --> 00:31:25.400
When we don't follow up, we're actually sending a message.

404
00:31:25.400 --> 00:31:29.560
Believe me, people do notice when you called once and then you never called again.

405
00:31:29.560 --> 00:31:31.840
They notice they notice.

406
00:31:32.680 --> 00:31:36.440
Now, I'm going to teach you in this masterclass.

407
00:31:36.440 --> 00:31:38.480
So stay tuned all the way to the end.

408
00:31:38.480 --> 00:31:41.520
I'm going to teach you that there's ways to automate this.

409
00:31:41.800 --> 00:31:44.200
There's ways to create a system around this.

410
00:31:44.200 --> 00:31:46.480
So this does not have to be hard.

411
00:31:46.480 --> 00:31:51.960
So if any of your like shadows and mind chatter and all of that's going,

412
00:31:52.080 --> 00:31:55.160
when do I have time to follow up 12 times?

413
00:31:56.080 --> 00:31:58.360
OK, I can't be doing that.

414
00:31:58.360 --> 00:32:01.760
So, you know, kind of be aware of your mind chatter.

415
00:32:01.880 --> 00:32:03.920
Have you checked out any of this now?

416
00:32:03.960 --> 00:32:06.440
Have you started to kind of pull back?

417
00:32:06.440 --> 00:32:08.480
Stay in the game with me. You can do this.

418
00:32:08.480 --> 00:32:10.320
I'm going to show you how.

419
00:32:10.320 --> 00:32:11.600
Stay in the game.

420
00:32:11.600 --> 00:32:13.240
All right. Let's keep going.

421
00:32:15.080 --> 00:32:19.320
Let's talk now about the outer game,

422
00:32:19.320 --> 00:32:25.120
some of the tools and techniques and strategies for follow up.

423
00:32:27.000 --> 00:32:29.840
Here are five keys.

424
00:32:32.000 --> 00:32:34.160
Two great, great, great follow up.

425
00:32:35.320 --> 00:32:38.840
OK, first of all, starting at the bottom,

426
00:32:39.040 --> 00:32:42.720
we're going to work our way to the top, and I believe a lot of this

427
00:32:42.720 --> 00:32:45.360
is in importance as well. OK.

428
00:32:45.640 --> 00:32:48.080
We're going to start that follow up.

429
00:32:48.320 --> 00:32:54.320
We need to consider utilizing a variety of ways of follow up.

430
00:32:55.120 --> 00:32:59.120
OK, understand, again, as we honor people,

431
00:32:59.520 --> 00:33:03.360
as we love people, as we come from this place of serving.

432
00:33:03.360 --> 00:33:06.880
Remember, you learn that sales is service, right?

433
00:33:06.880 --> 00:33:09.760
I'm I'm finding a need and I'm filling it.

434
00:33:09.800 --> 00:33:13.360
I'm helping them get what it is that they desire. OK.

435
00:33:13.560 --> 00:33:17.320
So I'm coming from that place of abundance and having this and serving this.

436
00:33:17.560 --> 00:33:21.280
Well, part of that, of understanding them as human beings

437
00:33:21.440 --> 00:33:25.440
made in the image of God, worthy of respect and honor.

438
00:33:25.840 --> 00:33:29.600
Part of my being good at my craft

439
00:33:30.000 --> 00:33:33.440
is to understand variety.

440
00:33:34.440 --> 00:33:39.160
Part of that is how people learn how they take in information.

441
00:33:39.800 --> 00:33:45.440
OK, one of the things I teach is to understand people's sensory preference.

442
00:33:46.240 --> 00:33:50.920
OK, sensory preference is how the modality,

443
00:33:51.160 --> 00:33:56.720
how your brain takes in information, the fastest, the first thing that hits.

444
00:33:57.080 --> 00:34:01.800
So for some people, the first thing that hits, OK, it can be visual.

445
00:34:02.800 --> 00:34:05.240
For others, it can be auditory.

446
00:34:06.040 --> 00:34:08.520
For others, it can be kinesthetic.

447
00:34:08.880 --> 00:34:12.280
People take in information differently.

448
00:34:13.199 --> 00:34:16.800
Your clients, your perspective, clients, your customers,

449
00:34:17.159 --> 00:34:19.880
they take in information differently.

450
00:34:19.880 --> 00:34:21.360
They process differently.

451
00:34:21.360 --> 00:34:23.520
They have preferences.

452
00:34:23.520 --> 00:34:26.679
OK, so you will have some clients

453
00:34:26.960 --> 00:34:30.920
that check their email like once a month.

454
00:34:31.880 --> 00:34:33.679
I have clients like that.

455
00:34:33.679 --> 00:34:37.800
You have other clients that check their email three to five times a day.

456
00:34:38.520 --> 00:34:40.520
I have clients like that.

457
00:34:41.520 --> 00:34:45.040
You have some clients that absolutely hate texting.

458
00:34:46.320 --> 00:34:51.159
You have other clients, but that's the fastest and most effective way to reach them.

459
00:34:52.239 --> 00:34:56.920
You have some clients that absolutely are almost put off

460
00:34:56.920 --> 00:35:00.120
if you don't talk to them person to person.

461
00:35:00.000 --> 00:35:06.400
person, whether it be on the phone, eye contact over zoom, meeting over coffee.

462
00:35:06.600 --> 00:35:10.960
There are some that absolutely need that human contact.

463
00:35:11.160 --> 00:35:14.400
So variety is the spice of life.

464
00:35:14.600 --> 00:35:15.840
It is the way we learn.

465
00:35:16.040 --> 00:35:19.240
It is the way we process when it comes to follow up.

466
00:35:19.240 --> 00:35:20.760
You don't want to only do one way.

467
00:35:20.800 --> 00:35:22.520
You want to incorporate variety.

468
00:35:22.720 --> 00:35:24.600
And I'm going to teach you how to do that.

469
00:35:24.800 --> 00:35:25.880
My favorite.

470
00:35:26.120 --> 00:35:30.040
There's a biblical verse that says a chord of three strands cannot be broken.

471
00:35:30.240 --> 00:35:32.200
And so I'm going to talk about three ways

472
00:35:32.400 --> 00:35:37.400
to follow up, three chords of a follow up that now you're really sure to be

473
00:35:37.600 --> 00:35:39.440
staying connected. All right.

474
00:35:39.640 --> 00:35:41.160
So first thing is variety.

475
00:35:41.360 --> 00:35:45.480
I'm going to reach out to them in a variety of fashions, variety of ways.

476
00:35:45.680 --> 00:35:48.040
Second has to do with timing.

477
00:35:48.240 --> 00:35:50.440
Like, how often do we follow up?

478
00:35:50.640 --> 00:35:55.400
Have you ever wondered, like, how often is being a past?

479
00:35:55.600 --> 00:35:59.800
You're going to learn some very interesting things about timing,

480
00:36:00.000 --> 00:36:02.880
your clients, your list.

481
00:36:03.080 --> 00:36:09.680
I pray that you're building an email list as one of your follow up strategies.

482
00:36:09.880 --> 00:36:12.320
Your list, your tribe,

483
00:36:12.520 --> 00:36:18.840
your clients are going to teach you a lot about how they like to be followed up

484
00:36:19.040 --> 00:36:22.320
and it may shock you.

485
00:36:22.520 --> 00:36:25.040
OK, so I'm blessed.

486
00:36:25.040 --> 00:36:26.560
I have an amazing team.

487
00:36:26.760 --> 00:36:29.120
I have an amazing team of web developers

488
00:36:29.320 --> 00:36:34.120
and virtual assistants and lead generators and copywriters and marketing.

489
00:36:34.320 --> 00:36:36.280
I'm blessed with an amazing team.

490
00:36:36.480 --> 00:36:42.240
OK, and one of the team members that, you know, my copywriter,

491
00:36:42.440 --> 00:36:46.440
and you can watch a lot of the stuff that that we do together,

492
00:36:46.640 --> 00:36:51.400
I've learned something amazing about intensity of timing.

493
00:36:51.600 --> 00:36:54.840
And you that are even on this call live,

494
00:36:55.040 --> 00:36:58.320
I've learned from you, I've learned if I only tell you

495
00:36:58.520 --> 00:37:04.800
something once or even once a week, you're not likely to respond.

496
00:37:05.000 --> 00:37:09.040
If I tell you something every day, the response goes through the roof.

497
00:37:09.240 --> 00:37:12.000
If I tell you something twice a day,

498
00:37:12.200 --> 00:37:15.880
90 percent of my response comes in the last.

499
00:37:16.080 --> 00:37:17.800
Most of you who registered for this

500
00:37:17.800 --> 00:37:27.280
masterclass live registered in the last 24 or 12 hours after a barrage of emails.

501
00:37:27.480 --> 00:37:28.320
And guess what?

502
00:37:28.520 --> 00:37:32.280
I have very high retention because I add so much value.

503
00:37:32.480 --> 00:37:34.120
I don't lose people by doing that.

504
00:37:34.320 --> 00:37:37.560
So if you think, oh, people are just going to unsubscribe.

505
00:37:37.760 --> 00:37:38.760
Yes.

506
00:37:38.960 --> 00:37:40.840
Depending where you're coming from,

507
00:37:41.040 --> 00:37:43.960
if you're always adding value, they're not going to unsubscribe.

508
00:37:44.160 --> 00:37:47.360
If they feel honored, they're not going to unsubscribe.

509
00:37:47.600 --> 00:37:51.400
But put that intensity in and watch your sales go through the roof.

510
00:37:51.600 --> 00:37:53.960
So timing, we're going to talk about variety.

511
00:37:53.960 --> 00:37:55.440
We're going to talk about timing.

512
00:37:55.640 --> 00:38:00.760
We're going to talk about consistency, clarity.

513
00:38:00.960 --> 00:38:06.880
It's absolutely essential that you are very clear in your follow up.

514
00:38:07.080 --> 00:38:09.120
You don't go long.

515
00:38:09.320 --> 00:38:14.320
It's brief, it's to the point, it's interesting, it's clear.

516
00:38:14.320 --> 00:38:16.280
And especially you need to be really clear

517
00:38:16.280 --> 00:38:21.320
with your offer, your call to action, you must be really clear on that.

518
00:38:21.520 --> 00:38:24.800
OK, and finally.

519
00:38:25.000 --> 00:38:27.120
Your value.

520
00:38:27.320 --> 00:38:35.440
You want to add so much value, every email, every phone call, every text,

521
00:38:35.640 --> 00:38:41.080
every social media post is an opportunity to both follow up and add value.

522
00:38:41.280 --> 00:38:43.200
It keeps you front of mind.

523
00:38:43.200 --> 00:38:46.720
It keeps people remembering you.

524
00:38:46.920 --> 00:38:52.480
OK, so I want you to look at that right now and I want you to put in the chat,

525
00:38:52.680 --> 00:38:55.840
which one do you see that you really want to improve?

526
00:38:56.040 --> 00:38:58.600
Have you not been using variety?

527
00:38:58.800 --> 00:39:01.360
Have you maybe not been using timing?

528
00:39:01.560 --> 00:39:03.480
Are you not consistent?

529
00:39:03.680 --> 00:39:04.960
Are you not clear?

530
00:39:05.160 --> 00:39:06.760
Are you not adding value?

531
00:39:06.960 --> 00:39:09.200
Is it all pop in the chat?

532
00:39:09.360 --> 00:39:15.120
What what do you see as you look at yourself?

533
00:39:15.320 --> 00:39:18.280
What is it that that you see?

534
00:39:22.160 --> 00:39:24.040
And so as you're popping in that chat,

535
00:39:24.240 --> 00:39:30.520
I'm going to talk about the first one, which is variety,

536
00:39:30.720 --> 00:39:35.680
which is variety, and I'm seeing some of you saying, I need to learn all of them,

537
00:39:35.680 --> 00:39:40.000
consistency and maybe adding value all the time, variety.

538
00:39:40.200 --> 00:39:42.160
OK, so so beautiful.

539
00:39:42.360 --> 00:39:44.880
All right. So I put this picture.

540
00:39:45.080 --> 00:39:47.560
I thought this was awesome when it comes to variety.

541
00:39:47.760 --> 00:39:52.880
Do you know the variety in the ways that we do one simple act?

542
00:39:53.080 --> 00:39:57.760
Those of you that drink coffee, do we do we add cream?

543
00:39:57.960 --> 00:39:59.880
Do we add milk? Do we make sure that it's.

544
00:40:00.000 --> 00:40:02.640
almond milk or coconut milk or oat milk?

545
00:40:02.640 --> 00:40:04.000
And how much do we add?

546
00:40:04.000 --> 00:40:05.640
Do we add just a sprinkle?

547
00:40:05.640 --> 00:40:07.560
Do we add, I mean, you know,

548
00:40:07.560 --> 00:40:09.720
Starbucks was built on that idea

549
00:40:09.720 --> 00:40:13.400
of understanding that you like variety, right?

550
00:40:13.400 --> 00:40:16.740
And so is it more milk than coffee?

551
00:40:16.740 --> 00:40:18.560
Is it more coffee than milk?

552
00:40:18.560 --> 00:40:20.080
And then what about sweeteners?

553
00:40:20.080 --> 00:40:21.520
You know, do I add stevia?

554
00:40:21.520 --> 00:40:22.400
Do I add honey?

555
00:40:22.400 --> 00:40:23.280
Do I add sugar?

556
00:40:23.280 --> 00:40:26.480
Do you see the amount of variety

557
00:40:26.480 --> 00:40:29.340
in one simple act of drinking a cup of coffee?

558
00:40:30.240 --> 00:40:32.160
Amazing, right?

559
00:40:32.160 --> 00:40:35.480
So now think about how important it is

560
00:40:35.480 --> 00:40:39.600
in the way that we approach our emails

561
00:40:39.600 --> 00:40:44.240
or our texts or our social media posts,

562
00:40:44.240 --> 00:40:46.480
our direct messaging.

563
00:40:46.480 --> 00:40:50.080
Are we utilizing all the wonderful variety?

564
00:40:50.080 --> 00:40:52.940
And here's, you know, take it even further.

565
00:40:52.940 --> 00:40:57.940
Do you ever send a voice message even by text?

566
00:40:58.380 --> 00:41:00.820
So even within text, there's variety.

567
00:41:00.820 --> 00:41:03.360
When you text, you can add a picture.

568
00:41:03.360 --> 00:41:05.360
When you text, you can include a link.

569
00:41:05.360 --> 00:41:09.300
When you text, you can send a wonderful voice message.

570
00:41:09.300 --> 00:41:11.440
When you text, you can send a video.

571
00:41:11.440 --> 00:41:14.380
So I'm talking about one form of follow-up,

572
00:41:14.380 --> 00:41:16.540
which is SMS or text.

573
00:41:16.540 --> 00:41:19.340
And even within that, we can mix it up.

574
00:41:19.340 --> 00:41:21.780
Do you see how fun this can be?

575
00:41:21.780 --> 00:41:25.340
This can become the spice that you don't get boring.

576
00:41:25.340 --> 00:41:27.660
You don't get redundant.

577
00:41:28.380 --> 00:41:30.660
And so I want you to really think about,

578
00:41:30.660 --> 00:41:35.420
did I get stuck in a rut or am I adding variety

579
00:41:35.420 --> 00:41:38.060
in the way that I follow up?

580
00:41:38.060 --> 00:41:39.640
Do you add variety?

581
00:41:39.640 --> 00:41:41.420
Are you always serious?

582
00:41:41.420 --> 00:41:46.020
Then add some humor, add some casual.

583
00:41:46.020 --> 00:41:48.460
Are you always factual?

584
00:41:48.460 --> 00:41:51.740
Now, I often, as a coach, I have to really work with this.

585
00:41:51.740 --> 00:41:53.540
You know, you'll have certain patterns.

586
00:41:53.540 --> 00:41:55.440
My clients will have certain patterns.

587
00:41:55.440 --> 00:41:59.640
So I've got some that are absolutely so factual.

588
00:41:59.640 --> 00:42:03.680
And so everything is facts, facts, facts, okay?

589
00:42:03.680 --> 00:42:08.160
And I need to get them to change and add some,

590
00:42:08.160 --> 00:42:11.840
for example, some stories, right?

591
00:42:11.840 --> 00:42:13.980
Because facts tell, stories sell.

592
00:42:15.640 --> 00:42:17.200
Say that again.

593
00:42:17.200 --> 00:42:20.100
Facts tell, stories sell.

594
00:42:21.060 --> 00:42:26.060
People will purchase based on emotion.

595
00:42:26.300 --> 00:42:28.540
They'll justify based on logic.

596
00:42:28.540 --> 00:42:33.540
You must begin to understand that human beings are complex

597
00:42:34.060 --> 00:42:35.140
and they go about,

598
00:42:35.140 --> 00:42:39.420
and you must understand the art of influence, right?

599
00:42:39.420 --> 00:42:43.540
And so as you add variety, part of the variety is,

600
00:42:43.540 --> 00:42:46.900
did I remember to put a story in there?

601
00:42:46.900 --> 00:42:48.860
That can be your story.

602
00:42:48.860 --> 00:42:51.740
That can be a story of your clients.

603
00:42:51.740 --> 00:42:53.900
And I encourage you to be a story collector.

604
00:42:53.900 --> 00:42:56.420
If you haven't already done this, you have a notebook

605
00:42:56.420 --> 00:42:59.620
or you have a sheet of paper, you have a pad somewhere

606
00:42:59.620 --> 00:43:02.100
where every time you look at something

607
00:43:02.100 --> 00:43:05.380
that could be a story and you list it out.

608
00:43:05.380 --> 00:43:07.700
And that way, when you get ready to follow up,

609
00:43:07.700 --> 00:43:10.280
you're like, oh, my brain, I can't think of a story.

610
00:43:10.280 --> 00:43:11.300
What story could I tell?

611
00:43:11.300 --> 00:43:12.500
What story, story, story?

612
00:43:12.500 --> 00:43:14.220
I'm drawing a blank, no story.

613
00:43:14.220 --> 00:43:17.340
No, what you can do is look at the list and go,

614
00:43:17.340 --> 00:43:21.300
oh yeah, that story about, okay.

615
00:43:21.300 --> 00:43:22.980
I just thought of a story while I was talking to you.

616
00:43:22.980 --> 00:43:26.420
Let me just show the power of what we could do with this.

617
00:43:26.420 --> 00:43:28.620
Okay, so this just came to me.

618
00:43:28.620 --> 00:43:29.900
This must be from the Lord.

619
00:43:29.900 --> 00:43:32.500
All right, so this is really fun.

620
00:43:32.500 --> 00:43:34.980
I was going to a retreat.

621
00:43:34.980 --> 00:43:38.940
My sister-in-law at the time invited me to go with her

622
00:43:38.940 --> 00:43:43.940
and we got massively lost finding this retreat.

623
00:43:44.540 --> 00:43:48.620
I'm talking like out of the way hours lost.

624
00:43:48.620 --> 00:43:52.020
I'm talking arrive at the retreat

625
00:43:52.020 --> 00:43:54.780
after it's already started and it's dark.

626
00:43:54.780 --> 00:43:55.640
This was a retreat.

627
00:43:55.640 --> 00:43:58.140
You stayed in the cabin in the woods.

628
00:43:58.140 --> 00:44:00.920
So we finally get there.

629
00:44:00.920 --> 00:44:03.300
It's so dark and we're so embarrassed.

630
00:44:03.300 --> 00:44:07.580
And there happens to be a man that's helping

631
00:44:07.580 --> 00:44:10.420
in the golf cart to get people to where the meeting is

632
00:44:10.420 --> 00:44:13.000
because it was a little bit of a track of a walk.

633
00:44:13.000 --> 00:44:15.960
And so I haven't told this story for years.

634
00:44:15.960 --> 00:44:16.840
This is funny.

635
00:44:16.840 --> 00:44:18.960
So we jump on the golf cart

636
00:44:18.960 --> 00:44:21.680
and it's the kind of golf cart where you can sit

637
00:44:21.680 --> 00:44:23.520
in the back, you know, like you're facing

638
00:44:23.520 --> 00:44:25.600
like your back is facing the front, right?

639
00:44:25.600 --> 00:44:28.120
So you're looking to the back of the golf cart.

640
00:44:28.120 --> 00:44:32.280
And I don't know if you know anything about golf carts

641
00:44:32.280 --> 00:44:34.920
but if you're sitting in that back one

642
00:44:34.920 --> 00:44:36.320
and you're not holding on,

643
00:44:36.320 --> 00:44:40.400
golf carts can take off really fast.

644
00:44:40.400 --> 00:44:45.240
And he took off and guess what happened to me?

645
00:44:45.240 --> 00:44:47.920
I fell out of the golf cart.

646
00:44:47.920 --> 00:44:52.920
And so you can imagine there I was on the ground

647
00:44:52.920 --> 00:44:57.480
laughing hysterically as I missed

648
00:44:57.480 --> 00:45:00.080
not only getting there on time and missed.

649
00:45:00.000 --> 00:45:03.520
the entrance, but I can't even stay on the frickin golf cart.

650
00:45:03.840 --> 00:45:06.360
I fall off and I'm on my butt.

651
00:45:06.760 --> 00:45:08.920
All right. Little simple story.

652
00:45:08.920 --> 00:45:11.080
Now, what can you do with a story like that?

653
00:45:11.520 --> 00:45:15.320
Can you talk about, you know, missing opportunities?

654
00:45:15.320 --> 00:45:17.800
Can you talk about humor, something funny?

655
00:45:18.560 --> 00:45:21.600
You know what a fast starting your business too fast can do.

656
00:45:21.600 --> 00:45:25.480
Like you could pull any lesson that you want from any story.

657
00:45:26.040 --> 00:45:29.880
So part of your variety is to incorporate storytelling

658
00:45:30.120 --> 00:45:32.840
and you want to have a list to work off of.

659
00:45:33.080 --> 00:45:34.760
All right. Enough about variety.

660
00:45:34.760 --> 00:45:37.840
Do you all get it when you follow up, use a variety of forms

661
00:45:37.840 --> 00:45:40.360
and within each form, use variety.

662
00:45:40.560 --> 00:45:42.680
Variety is the spice of life.

663
00:45:42.920 --> 00:45:45.480
OK, cord of three strands.

664
00:45:45.760 --> 00:45:46.360
All right.

665
00:45:47.520 --> 00:45:51.800
How many of you, by the way, in the chat, how many of you kind of

666
00:45:52.320 --> 00:45:55.640
enjoyed just having a story break some things up?

667
00:45:55.880 --> 00:46:00.360
Did you feel how the teaching this of it just kind of lightened up?

668
00:46:00.360 --> 00:46:01.840
Did you feel more connected?

669
00:46:01.840 --> 00:46:06.560
Did you see the power of using a story and how you can incorporate that anywhere?

670
00:46:06.760 --> 00:46:10.720
Just pop in the chat if, you know, pop in a story.

671
00:46:10.720 --> 00:46:13.280
OK, so Christine said loved it.

672
00:46:13.320 --> 00:46:16.320
You know, this is something really important.

673
00:46:16.360 --> 00:46:17.520
You want to have fun.

674
00:46:17.520 --> 00:46:19.560
You want to build rapport.

675
00:46:19.560 --> 00:46:21.160
Relaxes my brain.

676
00:46:21.160 --> 00:46:22.560
I love that, Dr.

677
00:46:23.040 --> 00:46:24.800
You know, relaxes my brain.

678
00:46:24.800 --> 00:46:26.560
Great to laugh.

679
00:46:26.560 --> 00:46:31.840
You know, a happy mood is a buying mood, a smiling mood, you know, smiling.

680
00:46:31.840 --> 00:46:36.440
Just the act of smiling release releases endorphins. Right.

681
00:46:36.760 --> 00:46:42.000
And so it's very important that you weave stories as part of your variety.

682
00:46:43.040 --> 00:46:47.600
OK, so let's talk about the cord of three strands

683
00:46:47.600 --> 00:46:49.600
and the three ways that we can follow up.

684
00:46:49.920 --> 00:46:52.120
Number one, the phone.

685
00:46:52.880 --> 00:46:54.920
Everybody's got a phone in their hand these days.

686
00:46:54.920 --> 00:47:00.360
I mean, it's not even any longer that you had to be home to get a phone call.

687
00:47:00.480 --> 00:47:04.680
OK, I don't know if any of you are old enough to remember

688
00:47:04.680 --> 00:47:09.920
when phones hung on the wall and you had to dial in a circular motion.

689
00:47:09.920 --> 00:47:12.320
Any of you like remember that? Right.

690
00:47:12.640 --> 00:47:15.040
And so but things have changed.

691
00:47:15.400 --> 00:47:20.120
Phones are just an incredible part of our life

692
00:47:20.720 --> 00:47:24.480
and phones are the most powerful.

693
00:47:24.480 --> 00:47:28.760
So when you got your cord of three strands, the phone is the most powerful.

694
00:47:28.760 --> 00:47:31.880
You want to make the sale actually talk to the person.

695
00:47:33.120 --> 00:47:37.160
You want you want your conversions to you want all your leads

696
00:47:37.160 --> 00:47:40.400
and prospects to be driven to a phone call with you.

697
00:47:41.400 --> 00:47:46.720
Most powerful, highest rate of conversion, best thing you can do.

698
00:47:47.000 --> 00:47:51.800
OK, and phone, I would like to extend it.

699
00:47:52.160 --> 00:47:54.440
All right, because we live in new times.

700
00:47:54.440 --> 00:47:56.400
Covid has changed a lot of things.

701
00:47:56.400 --> 00:47:58.960
So phone can also mean FaceTime.

702
00:47:59.560 --> 00:48:01.760
Phone can also mean Zoom.

703
00:48:01.760 --> 00:48:07.240
All right. So when I say phone, what I really mean is that I can hear your voice,

704
00:48:07.240 --> 00:48:09.280
which is super important.

705
00:48:09.280 --> 00:48:11.320
I can see your eyes.

706
00:48:11.320 --> 00:48:14.160
I can pick up your energy. Right.

707
00:48:15.040 --> 00:48:19.640
And so we've upped the level of just not only hearing the voice on the phone,

708
00:48:19.640 --> 00:48:21.480
which was the most powerful.

709
00:48:21.480 --> 00:48:24.440
We've added that we can see each other while we're on the phone.

710
00:48:24.640 --> 00:48:29.920
OK, so definitely when you're adding follow up, this is number one.

711
00:48:30.480 --> 00:48:34.600
Secondly, is texting SMS text.

712
00:48:35.240 --> 00:48:40.160
Texts are the most read and the quickest response.

713
00:48:40.360 --> 00:48:41.440
So you want to be careful.

714
00:48:41.440 --> 00:48:44.920
You don't want to abuse this or you'll create some resentments.

715
00:48:44.920 --> 00:48:47.880
OK, you want to use this very carefully.

716
00:48:47.880 --> 00:48:51.000
But when you want something to get right there, no matter where they are,

717
00:48:51.000 --> 00:48:52.760
what they're doing, their phone vibrates.

718
00:48:52.760 --> 00:48:54.760
They most people check their texts.

719
00:48:54.760 --> 00:48:56.120
They can be in the middle of dinner.

720
00:48:56.120 --> 00:48:59.600
They can be doing watching a movie and the text gets through.

721
00:49:00.160 --> 00:49:03.080
So it's the most read. It's the quickest response.

722
00:49:03.560 --> 00:49:06.240
You want to use it sparingly.

723
00:49:06.960 --> 00:49:09.960
You know, salt can really make a meal wonderful,

724
00:49:10.720 --> 00:49:15.280
but making it too salty and you won't even be able to taste it.

725
00:49:15.680 --> 00:49:17.760
OK, you won't even want to eat the food.

726
00:49:19.480 --> 00:49:23.600
Story. I was in the Dead Sea

727
00:49:24.280 --> 00:49:29.080
in Israel, and I I'm just playing with you guys

728
00:49:29.080 --> 00:49:32.800
that you get used to the power of describing things, to explain things,

729
00:49:32.800 --> 00:49:34.000
to use stories.

730
00:49:34.000 --> 00:49:37.240
So the wonderful thing about the Dead Sea, it's really amazing

731
00:49:37.760 --> 00:49:40.800
that you can without a raft, without anything.

732
00:49:41.400 --> 00:49:43.280
It's so buoyant. There's so much salt.

733
00:49:43.280 --> 00:49:46.600
There's so many minerals that you actually float.

734
00:49:46.600 --> 00:49:50.000
And so you can actually sit up without a mattress or anything.

735
00:49:50.000 --> 00:49:52.720
You can sit up and you can like read a newspaper.

736
00:49:52.720 --> 00:49:55.360
And so it makes for great, you know, photo shoots.

737
00:49:56.120 --> 00:49:59.800
But what I want to tell you about the Dead Sea is I thought I knew salt.

738
00:50:00.000 --> 00:50:04.760
There is no level of saltiness like the Dead Sea.

739
00:50:04.760 --> 00:50:07.800
Like you put your finger in it and you touch it to the tip

740
00:50:07.800 --> 00:50:10.760
of your tongue, and it's so salty, it almost hurts.

741
00:50:11.240 --> 00:50:13.240
And so I had fun.

742
00:50:13.240 --> 00:50:18.440
I took a little jars, little vials, and I brought the experience

743
00:50:18.440 --> 00:50:21.560
back when I came home from Israel.

744
00:50:21.560 --> 00:50:24.240
And so I let people taste the Dead Sea.

745
00:50:24.520 --> 00:50:27.160
Now, do you see the potential in this story?

746
00:50:27.160 --> 00:50:31.160
I just broke up talking about salt, and I shared an experience

747
00:50:31.160 --> 00:50:36.000
that's really very simple, but I could go so far with that.

748
00:50:36.000 --> 00:50:40.240
When I talk about sprinkle salt sparingly, don't be like the Dead Sea.

749
00:50:40.240 --> 00:50:45.440
I often use the Dead Sea as an example that the Dead Sea has an inlet,

750
00:50:45.440 --> 00:50:46.960
but it doesn't have an outlet.

751
00:50:46.960 --> 00:50:49.680
When you're talking about abundance, when you're talking about flow,

752
00:50:49.680 --> 00:50:52.880
I'll share my Dead Sea experience about how important it is to have

753
00:50:52.880 --> 00:50:54.080
an inlet and an outlet.

754
00:50:54.480 --> 00:50:58.040
We have to be open to receiving and we've got to be constantly giving

755
00:50:58.040 --> 00:50:59.680
or we block the flow.

756
00:50:59.680 --> 00:51:01.320
Then nothing can live.

757
00:51:01.320 --> 00:51:05.160
You see, you can take a story and do so much with it.

758
00:51:05.440 --> 00:51:08.200
So with text, don't be the Dead Sea.

759
00:51:08.200 --> 00:51:10.440
Don't be so salty. Just sprinkle sparingly.

760
00:51:11.480 --> 00:51:13.840
All right. Email, email, email.

761
00:51:13.840 --> 00:51:15.760
This is the third of the three stands, right?

762
00:51:15.760 --> 00:51:20.240
So we've got phone, we've got texting or direct messaging, and we've got email.

763
00:51:20.720 --> 00:51:28.640
Now, email is absolutely fantastic for both the short and the long game,

764
00:51:29.200 --> 00:51:34.640
meaning immediate results and long term retention, long term.

765
00:51:35.520 --> 00:51:39.320
You know, one of the things that you should consider and know

766
00:51:39.600 --> 00:51:42.880
is the lifetime value of a client.

767
00:51:42.880 --> 00:51:45.440
So you don't look at one sale, right?

768
00:51:45.440 --> 00:51:48.560
I mean, someone might have purchased a masterclass with me, you know,

769
00:51:48.560 --> 00:51:51.960
ninety seven, one hundred and forty seven, one hundred ninety seven.

770
00:51:52.840 --> 00:51:56.760
That is nothing compared to the lifetime

771
00:51:57.360 --> 00:52:02.840
value of a client who may go on and purchase dozens of masterclasses

772
00:52:02.840 --> 00:52:08.280
or may purchase coaching with me or may purchase a coach certification.

773
00:52:08.520 --> 00:52:13.080
So now the lifetime value of a client can be ten thousand,

774
00:52:13.080 --> 00:52:15.280
twenty thousand, one hundred thousand.

775
00:52:15.280 --> 00:52:19.760
This becomes important when you look at your investing strategies

776
00:52:19.760 --> 00:52:21.920
in your marketing, right?

777
00:52:21.920 --> 00:52:24.800
I look at the lifetime value.

778
00:52:25.120 --> 00:52:29.000
And so email becomes very, very, very important.

779
00:52:29.000 --> 00:52:32.720
First of all, let me just tell you something for mindset wise about emails,

780
00:52:32.720 --> 00:52:37.160
because some of you don't like emails and some of you go, oh, emails are dead.

781
00:52:37.160 --> 00:52:38.600
You've heard that.

782
00:52:38.600 --> 00:52:40.080
I beg to differ.

783
00:52:40.080 --> 00:52:43.560
Some of you say, oh, nobody ever reads their emails.

784
00:52:43.560 --> 00:52:45.960
Let me just tell you the most recent statistic.

785
00:52:46.280 --> 00:52:50.440
Emails have the highest return on investment ROI.

786
00:52:50.880 --> 00:52:55.520
OK, for every dollar you spend on email marketing,

787
00:52:55.520 --> 00:52:58.200
there's a return of thirty two dollars.

788
00:52:59.160 --> 00:53:01.360
You put a dollar in the slot machine.

789
00:53:01.640 --> 00:53:04.280
Thirty two comes out.

790
00:53:04.280 --> 00:53:09.080
So a lot of times when I'm coaching coaches or healers or entrepreneurs

791
00:53:09.280 --> 00:53:13.000
and they're building their team, they're like, what order do I build?

792
00:53:13.240 --> 00:53:18.920
Well, usually I have them take the lead generation hat off first.

793
00:53:18.920 --> 00:53:22.880
OK, I don't think coaches should be doing their own lead generation.

794
00:53:22.880 --> 00:53:26.400
This is my own personal opinion based on a lot of experience.

795
00:53:26.640 --> 00:53:31.040
If you're trying to do your own lead generation, what I find is, number one,

796
00:53:31.040 --> 00:53:32.320
you don't enjoy it.

797
00:53:32.320 --> 00:53:34.720
So you're spending time doing something you really, really,

798
00:53:34.720 --> 00:53:36.640
really don't like chasing leads.

799
00:53:36.640 --> 00:53:38.560
Number two, you're not good at it.

800
00:53:38.560 --> 00:53:41.120
OK, most are not experts at lead generation.

801
00:53:41.120 --> 00:53:43.360
They're trying to be they're trying all kinds of things.

802
00:53:43.360 --> 00:53:46.280
They're following all kinds of gurus, but they're not good at it.

803
00:53:46.520 --> 00:53:49.600
OK, and I go so far to say they suck at it.

804
00:53:49.600 --> 00:53:51.840
OK, number three.

805
00:53:51.840 --> 00:53:56.720
And this is really big for every minute, every hour, every day,

806
00:53:56.720 --> 00:53:59.960
every week that you are spending on lead generation.

807
00:53:59.960 --> 00:54:04.200
That is an hour, day, week, year that you're not spending.

808
00:54:05.280 --> 00:54:08.600
Making an impact, doing what you're really called to do.

809
00:54:08.600 --> 00:54:10.400
In other words, you're not coaching.

810
00:54:10.400 --> 00:54:11.800
You're not healing.

811
00:54:11.800 --> 00:54:13.800
You're not bringing about transformation.

812
00:54:13.800 --> 00:54:16.880
So for that reason, I, you know, as a coach to coaches,

813
00:54:17.120 --> 00:54:18.960
get the lead generation hat off.

814
00:54:18.960 --> 00:54:21.640
So I usually refer someone to do that first.

815
00:54:21.880 --> 00:54:24.120
Let's make sure you've got lots of leads coming in.

816
00:54:24.400 --> 00:54:29.360
The second team member that I brought in and I recommend bringing in

817
00:54:29.360 --> 00:54:33.360
is a really good email marketer, email copywriter.

818
00:54:33.680 --> 00:54:37.280
For this very reason, for every dollar

819
00:54:37.280 --> 00:54:42.520
you spend on email marketing, there's a return of thirty two dollars.

820
00:54:43.080 --> 00:54:48.200
The majority of my business following the phone call.

821
00:54:48.200 --> 00:54:52.120
OK, so I'll get the sale that comes from the conversation,

822
00:54:52.120 --> 00:54:54.520
the Zoom conversation, I'll get the sale.

823
00:54:54.520 --> 00:55:00.040
The next number one by far source of sales is.

824
00:55:00.000 --> 00:55:01.680
Email marketing.

825
00:55:01.880 --> 00:55:05.960
In fact, let's do a little test right here.

826
00:55:06.160 --> 00:55:09.600
How many of you joined this master class?

827
00:55:09.800 --> 00:55:12.120
Say me as a result of email.

828
00:55:12.120 --> 00:55:13.800
If you join this master class because

829
00:55:14.000 --> 00:55:17.720
something you read in the email, say me, just type in really quick.

830
00:55:17.920 --> 00:55:18.960
Just say me, me.

831
00:55:19.160 --> 00:55:21.320
I want to just see how many people join

832
00:55:21.520 --> 00:55:29.640
this master class as a result of consistent me, me, me, me, me, me, me,

833
00:55:29.880 --> 00:55:31.080
me. Yes.

834
00:55:31.280 --> 00:55:35.480
OK, so I'm just showing you I lead by example.

835
00:55:35.480 --> 00:55:37.160
I don't teach you something I don't believe in.

836
00:55:37.160 --> 00:55:39.000
I don't teach you something that I don't do.

837
00:55:39.200 --> 00:55:42.600
The majority of you are here because of good email marketing.

838
00:55:42.800 --> 00:55:46.600
So and that means email follow up.

839
00:55:46.800 --> 00:55:51.040
That means that I added value.

840
00:55:51.240 --> 00:55:57.120
Began with my wonderful copywriter, began to give you we write together,

841
00:55:57.120 --> 00:56:01.040
we team up on a lot of this, began to show you the importance of it,

842
00:56:01.240 --> 00:56:05.400
began to kind of open the conversation around follow up.

843
00:56:05.600 --> 00:56:08.840
And then we began to say, hey, there's a solution.

844
00:56:09.040 --> 00:56:11.400
There's a master class coming more follow up.

845
00:56:11.600 --> 00:56:17.440
Then we got more intense with the with the dates and the times and the benefits

846
00:56:17.640 --> 00:56:21.320
and the results, and then we got more intense where you were hearing from us

847
00:56:21.520 --> 00:56:25.760
twice a day, OK, because we understand this.

848
00:56:25.960 --> 00:56:31.600
And you notice something that you hear only here, probably something very unique

849
00:56:31.800 --> 00:56:37.320
that we do is called reply emails.

850
00:56:37.520 --> 00:56:40.160
Do you notice that most people that send

851
00:56:40.360 --> 00:56:43.720
emails put a link and they send you somewhere else?

852
00:56:43.920 --> 00:56:45.680
We don't do that.

853
00:56:45.880 --> 00:56:49.800
We say reply and we give them a word to reply.

854
00:56:50.000 --> 00:56:52.160
Why? It's easy.

855
00:56:52.360 --> 00:56:54.440
It creates relationship.

856
00:56:54.640 --> 00:56:59.120
It shows you who's raising their hands so you can better serve them.

857
00:56:59.320 --> 00:57:02.840
And it improves your email deliverability.

858
00:57:03.040 --> 00:57:05.960
So very, very powerful as the forms.

859
00:57:06.160 --> 00:57:09.160
So we've got phone, we've got text,

860
00:57:09.360 --> 00:57:13.840
direct messaging, and we got email as part of the variety.

861
00:57:14.040 --> 00:57:19.200
Now, I'm going to mention social media as something else.

862
00:57:19.400 --> 00:57:23.120
Most people are spending most of their time and most of their energy on social

863
00:57:23.120 --> 00:57:26.000
media, and I believe this is a mistake.

864
00:57:26.200 --> 00:57:28.680
And let me go back to the email.

865
00:57:28.880 --> 00:57:34.640
You want to get them off of social media, onto your email list as AP.

866
00:57:34.840 --> 00:57:37.560
So the first thing about social media is you don't own it.

867
00:57:37.760 --> 00:57:39.560
It's on loan to you.

868
00:57:39.760 --> 00:57:42.560
So I don't care if you've spent a year or like me.

869
00:57:42.760 --> 00:57:45.760
I was one of the early adopters of Facebook.

870
00:57:45.760 --> 00:57:48.160
I was one of the early, early, early people on Facebook.

871
00:57:48.360 --> 00:57:50.720
So I've spent over a decade.

872
00:57:50.880 --> 00:57:55.680
I don't know what it's been now, 12 years or more building my Facebook presence.

873
00:57:55.880 --> 00:58:03.640
And yet, yet Facebook at any second.

874
00:58:03.840 --> 00:58:08.360
Shadow ban me, ban me,

875
00:58:08.560 --> 00:58:13.040
not show my posts to them.

876
00:58:14.080 --> 00:58:15.800
And

877
00:58:16.800 --> 00:58:22.440
I'm getting some people talking about texting and the urgency of texting.

878
00:58:23.960 --> 00:58:25.800
I don't know how to get on.

879
00:58:26.000 --> 00:58:27.160
So there we go. Okay.

880
00:58:27.360 --> 00:58:32.640
So the thing is, you do not own the contacts on Facebook.

881
00:58:32.840 --> 00:58:33.440
All right.

882
00:58:33.640 --> 00:58:37.880
So that's the first reason why you want to get them to email ASAP so they can stay

883
00:58:37.880 --> 00:58:39.880
with you till they buy or die. You can nurture.

884
00:58:40.080 --> 00:58:42.200
You can add value. You can stay front of line.

885
00:58:42.360 --> 00:58:48.600
So what I want you to understand is that social media is great for connecting,

886
00:58:48.800 --> 00:58:53.240
but very low conversion.

887
00:58:53.440 --> 00:58:57.560
That's this conversation, but it should be conversion when it comes to sales.

888
00:58:57.760 --> 00:59:00.280
So social media is a great place to meet

889
00:59:00.480 --> 00:59:04.600
people, get them off the social media and onto the other part of three strands.

890
00:59:04.800 --> 00:59:06.080
Great for connecting.

891
00:59:06.280 --> 00:59:07.480
Great for meeting people.

892
00:59:07.680 --> 00:59:11.400
Terrible for conversion falls on the lowest level.

893
00:59:11.600 --> 00:59:14.000
So first thing we mentioned was variety.

894
00:59:14.200 --> 00:59:18.080
Second thing we mentioned was timing.

895
00:59:18.280 --> 00:59:23.000
Timing, how often do you follow up?

896
00:59:23.200 --> 00:59:25.320
This is so important.

897
00:59:25.520 --> 00:59:26.920
Timing, timing.

898
00:59:27.120 --> 00:59:33.840
So I'm going to give you my philosophy on timing so that you can create a system

899
00:59:34.040 --> 00:59:39.280
you want to know. So, you know, you know what to do with timing.

900
00:59:39.400 --> 00:59:48.360
OK, so here is how I look at timing, and this is based on the studies.

901
00:59:48.560 --> 00:59:52.920
And this is based on the results and my

902
00:59:52.920 --> 00:59:56.800
experience over years and years and years, by the way, this has not changed.

903
00:59:57.000 --> 00:59:59.960
The interesting thing about the things I'm.

904
01:00:00.000 --> 01:00:04.400
teaching you here is they're very timeless.

905
01:00:04.400 --> 01:00:05.840
I'm actually in awe.

906
01:00:05.840 --> 01:00:09.440
I went back and looked at a follow-up masterclass

907
01:00:09.440 --> 01:00:14.200
I taught almost 20 years ago.

908
01:00:14.200 --> 01:00:17.480
And the information, the only thing that has changed

909
01:00:17.480 --> 01:00:18.520
is technology.

910
01:00:18.520 --> 01:00:21.640
I didn't talk about Zoom and things like that.

911
01:00:21.640 --> 01:00:26.440
But the principles, the timeless truths that I'm teaching you,

912
01:00:26.440 --> 01:00:30.000
the whole course is still valid.

913
01:00:30.000 --> 01:00:31.880
I'm still doing it.

914
01:00:31.880 --> 01:00:34.720
Years and years and years later, it still works.

915
01:00:34.720 --> 01:00:36.640
It still produces results.

916
01:00:36.640 --> 01:00:40.840
So this is timeless truths about timing.

917
01:00:40.840 --> 01:00:42.000
Try that tongue twister.

918
01:00:42.000 --> 01:00:42.800
Say it three times.

919
01:00:42.800 --> 01:00:44.680
Timeless truths about timing.

920
01:00:44.680 --> 01:00:46.400
Timeless truths about timing.

921
01:00:46.400 --> 01:00:47.680
All right.

922
01:00:47.680 --> 01:00:49.120
Are you having fun yet?

923
01:00:49.120 --> 01:00:51.120
I know we're covering so much content,

924
01:00:51.120 --> 01:00:54.040
and that's my heart to just give you so much value.

925
01:00:54.040 --> 01:00:54.680
Type in there.

926
01:00:54.680 --> 01:00:55.560
Are you having fun?

927
01:00:55.560 --> 01:00:58.000
And are you getting value?

928
01:00:58.000 --> 01:00:59.640
And yes, there was a typo.

929
01:00:59.640 --> 01:01:01.480
It should say conversion.

930
01:01:01.480 --> 01:01:06.000
There was an autocorrect in there, so thank you for that.

931
01:01:06.000 --> 01:01:07.840
How many of you are getting value?

932
01:01:07.840 --> 01:01:08.640
Say value.

933
01:01:08.640 --> 01:01:10.120
And how many of you are having fun?

934
01:01:10.120 --> 01:01:13.080
Fun, value, lots of value, lots of insights,

935
01:01:13.080 --> 01:01:16.560
resetting beliefs, lots of value and insights.

936
01:01:16.560 --> 01:01:17.560
Fabulous.

937
01:01:17.560 --> 01:01:18.200
Good.

938
01:01:18.200 --> 01:01:19.520
Value, value.

939
01:01:19.520 --> 01:01:20.560
Fantastic.

940
01:01:20.560 --> 01:01:21.320
Yes.

941
01:01:21.320 --> 01:01:22.200
All right.

942
01:01:22.200 --> 01:01:22.840
Great.

943
01:01:22.840 --> 01:01:23.840
Value.

944
01:01:23.840 --> 01:01:24.720
Love it.

945
01:01:24.720 --> 01:01:25.320
All right.

946
01:01:25.320 --> 01:01:27.560
Thanks for giving the feedback.

947
01:01:27.560 --> 01:01:28.800
OK.

948
01:01:28.800 --> 01:01:31.040
Here's the thing with timing.

949
01:01:31.040 --> 01:01:33.080
First, most important, and I'm going

950
01:01:33.080 --> 01:01:37.640
to talk about exactly how to do this, is within 24 hours.

951
01:01:37.640 --> 01:01:40.360
I'm going to talk to you about first movers advantage

952
01:01:40.360 --> 01:01:41.600
within 24 hours.

953
01:01:41.600 --> 01:01:45.880
Your first follow up must be within 24 hours.

954
01:01:45.880 --> 01:01:52.320
Then I recommend a welcome series

955
01:01:52.360 --> 01:01:57.240
that you follow up in a variety of ways three to four times

956
01:01:57.240 --> 01:01:58.840
in the first week.

957
01:01:58.840 --> 01:02:00.640
That's when you're front of mind.

958
01:02:00.640 --> 01:02:04.240
That's when they're making a decision for the most part.

959
01:02:04.240 --> 01:02:06.560
That's where you want to really come in

960
01:02:06.560 --> 01:02:07.760
and let you want to build.

961
01:02:07.760 --> 01:02:10.640
The things that I taught you in the sales master class,

962
01:02:10.640 --> 01:02:14.600
go back and review that and apply it to the follow up.

963
01:02:14.600 --> 01:02:16.520
I talked to you about building trust.

964
01:02:16.520 --> 01:02:18.720
I talked to you about rapport.

965
01:02:18.720 --> 01:02:21.920
I talked to you about identifying needs.

966
01:02:21.920 --> 01:02:23.920
All those things that I taught, they're

967
01:02:23.920 --> 01:02:28.880
still true right here when we're talking about follow up.

968
01:02:28.880 --> 01:02:31.640
Within 24 hours, absolutely crucial,

969
01:02:31.640 --> 01:02:34.760
three to four times within the first week.

970
01:02:34.760 --> 01:02:43.080
And then a minimum, say minimum, minimum, at least once a week.

971
01:02:43.080 --> 01:02:44.640
At least once a week.

972
01:02:44.640 --> 01:02:47.640
Now, for years, before I had a copywriter,

973
01:02:47.640 --> 01:02:50.400
before I had a full team, when I was getting started,

974
01:02:50.400 --> 01:02:55.120
that entailed having a really valuable newsletter

975
01:02:55.120 --> 01:02:56.040
once a week.

976
01:02:56.040 --> 01:02:58.240
I sent it out on Sundays.

977
01:02:58.240 --> 01:03:00.600
I still have maintained the tradition.

978
01:03:00.600 --> 01:03:02.440
I write a Sunday email.

979
01:03:02.440 --> 01:03:04.800
It's different than all the other emails.

980
01:03:04.800 --> 01:03:05.960
It's more spiritual.

981
01:03:05.960 --> 01:03:07.200
It's more personal.

982
01:03:07.200 --> 01:03:10.120
It's more what's happening in my life.

983
01:03:10.120 --> 01:03:13.080
But this, I have done, had the practice

984
01:03:13.080 --> 01:03:18.880
of sending an email most Sundays for many, many, many years.

985
01:03:18.880 --> 01:03:20.360
You can make it simple.

986
01:03:20.360 --> 01:03:22.040
You can make it complicated, simple.

987
01:03:22.040 --> 01:03:23.560
You could send the tip of the week.

988
01:03:23.560 --> 01:03:27.600
It could be a one paragraph of something of value.

989
01:03:27.600 --> 01:03:31.680
Again, you're focusing on value that you send out once a week.

990
01:03:31.680 --> 01:03:34.880
It could be anything that you want

991
01:03:34.880 --> 01:03:37.440
that keeps you front of mind.

992
01:03:37.440 --> 01:03:38.920
But minimum of once a week.

993
01:03:38.920 --> 01:03:41.560
You go any longer than that, they're going to forget you.

994
01:03:41.560 --> 01:03:44.120
And the ones who are doing their job with follow up

995
01:03:44.120 --> 01:03:46.240
are going to replace you in their mind.

996
01:03:46.240 --> 01:03:47.640
You will be replaced.

997
01:03:47.720 --> 01:03:51.920
And then broadcasts as needed.

998
01:03:51.920 --> 01:03:56.960
So in the case of email, for example,

999
01:03:56.960 --> 01:04:01.480
you have automated emails that go out automatically.

1000
01:04:01.480 --> 01:04:06.720
So someone is new to my email list.

1001
01:04:06.720 --> 01:04:09.440
If they're new to my email list, there

1002
01:04:09.440 --> 01:04:11.560
will be a welcome sequence.

1003
01:04:11.560 --> 01:04:15.240
A very warmly written welcome sequence

1004
01:04:15.240 --> 01:04:19.280
that lets them know, A, I'm glad that they are there

1005
01:04:19.280 --> 01:04:22.200
and what they can expect and lets

1006
01:04:22.200 --> 01:04:25.560
them get to know more about me and me more about them.

1007
01:04:25.560 --> 01:04:27.800
So there's this wonderful welcome sequence.

1008
01:04:27.800 --> 01:04:28.880
That's automated.

1009
01:04:28.880 --> 01:04:30.520
That's called automation.

1010
01:04:30.520 --> 01:04:33.480
Broadcasts, which also can be automated,

1011
01:04:33.480 --> 01:04:35.960
but broadcasts are more.

1012
01:04:35.960 --> 01:04:38.680
In other words, the automated ones are timeless.

1013
01:04:38.680 --> 01:04:40.720
The welcome sequence is pretty timeless.

1014
01:04:40.720 --> 01:04:43.320
Broadcasts are as needed.

1015
01:04:43.360 --> 01:04:45.120
So for example, what you experienced

1016
01:04:45.120 --> 01:04:48.360
with this master class, there was a lot of broadcasts.

1017
01:04:48.360 --> 01:04:51.760
As recent as three hours before this one

1018
01:04:51.760 --> 01:04:53.640
to let you know doors were closing.

1019
01:04:53.640 --> 01:04:56.400
Twice yesterday to let you know that this

1020
01:04:56.400 --> 01:04:58.040
was happening tomorrow.

1021
01:04:58.040 --> 01:05:01.040
Because people are busy.

1022
01:05:00.000 --> 01:05:03.120
because people are distracted, because people are not

1023
01:05:03.120 --> 01:05:06.040
paying attention, this has become more and more

1024
01:05:06.040 --> 01:05:07.400
and more important.

1025
01:05:07.400 --> 01:05:11.080
As I mentioned, the majority of even you

1026
01:05:11.080 --> 01:05:16.000
listening here registered in the last 24 hours

1027
01:05:16.000 --> 01:05:19.800
because of those broadcasts.

1028
01:05:19.800 --> 01:05:24.080
But then if you've done that for a month, two months,

1029
01:05:24.080 --> 01:05:26.080
and you're not getting any fruit,

1030
01:05:26.080 --> 01:05:29.920
then it's time to refresh or redirect.

1031
01:05:29.920 --> 01:05:32.320
Meaning you start a different sequence offering

1032
01:05:32.320 --> 01:05:34.720
something totally different.

1033
01:05:34.720 --> 01:05:36.840
So those are different strategies.

1034
01:05:36.840 --> 01:05:40.000
But for right now, as it relates to you, because most of you

1035
01:05:40.000 --> 01:05:43.440
are just getting started, what I really want to focus on

1036
01:05:43.440 --> 01:05:45.800
is what you do in the first 24 hours

1037
01:05:45.800 --> 01:05:50.800
and what you do consistently the first week and then weekly.

1038
01:05:50.800 --> 01:05:53.200
So you're hitting it really hard,

1039
01:05:53.200 --> 01:05:55.120
especially during the first month.

1040
01:05:55.120 --> 01:05:59.760
And then you may have them in a once a month kind of thing

1041
01:05:59.760 --> 01:06:03.520
for something else if they're not responding at all.

1042
01:06:03.520 --> 01:06:04.240
OK.

1043
01:06:04.240 --> 01:06:05.560
So let's break this down.

1044
01:06:05.560 --> 01:06:07.640
I want to give you some really practical tools

1045
01:06:07.640 --> 01:06:11.480
that you can model after and you can use.

1046
01:06:11.480 --> 01:06:12.720
This is another.

1047
01:06:12.720 --> 01:06:18.160
You want a big, like I'm giving you the absolute advantage.

1048
01:06:18.160 --> 01:06:21.920
As you step forth in a very noisy space,

1049
01:06:21.920 --> 01:06:23.800
you guys are going to rock it.

1050
01:06:23.800 --> 01:06:26.160
So I want you to write this down.

1051
01:06:26.160 --> 01:06:28.200
I want you to understand this is a principle.

1052
01:06:28.200 --> 01:06:30.960
It's called first movers advantage.

1053
01:06:30.960 --> 01:06:34.520
First movers advantage.

1054
01:06:34.520 --> 01:06:36.480
You need to remember this.

1055
01:06:36.480 --> 01:06:39.200
First movers advantage.

1056
01:06:39.200 --> 01:06:41.800
So here's another statistic for you.

1057
01:06:41.800 --> 01:06:48.960
The average salesperson takes 48 to 72 hours to follow up,

1058
01:06:48.960 --> 01:06:50.920
meaning they don't follow up the first day.

1059
01:06:50.920 --> 01:06:53.440
They follow up on the second or the third day.

1060
01:06:53.440 --> 01:06:54.400
They're afraid.

1061
01:06:54.400 --> 01:06:55.760
They don't know what to say.

1062
01:06:55.760 --> 01:06:57.040
They don't want to be a pass.

1063
01:06:57.040 --> 01:06:59.600
They want to give them space, yada, yada, yada,

1064
01:06:59.600 --> 01:07:01.840
whatever the old story is.

1065
01:07:01.840 --> 01:07:03.560
That's average.

1066
01:07:03.560 --> 01:07:07.320
We are not having you here, not here, not now.

1067
01:07:07.320 --> 01:07:09.120
You are not average.

1068
01:07:09.120 --> 01:07:13.680
Leaving this masterclass, being part of a prosper

1069
01:07:13.680 --> 01:07:17.360
in all things, you will not be average.

1070
01:07:17.360 --> 01:07:21.440
So the average person takes 48 to 72 hours.

1071
01:07:21.440 --> 01:07:24.880
You, on the other hand, are going to do it immediately.

1072
01:07:24.920 --> 01:07:30.360
15 minutes after, 30 minutes, one hour afterwards.

1073
01:07:30.360 --> 01:07:34.640
I have a personal rule to follow up within an hour

1074
01:07:34.640 --> 01:07:37.840
if that's not possible within 24 hours.

1075
01:07:37.840 --> 01:07:42.680
So in other words, let's say that I do a breakthrough

1076
01:07:42.680 --> 01:07:47.760
business strategy, a call, initial prospecting call,

1077
01:07:47.760 --> 01:07:49.600
strategy call.

1078
01:07:49.600 --> 01:07:52.000
If I don't have a call immediately after,

1079
01:07:52.000 --> 01:07:54.680
as soon as I hang up, I get busy following up.

1080
01:07:54.680 --> 01:07:57.800
And I'm going to show you what I do and how I do it, OK?

1081
01:07:57.800 --> 01:07:59.720
So immediate, immediate.

1082
01:07:59.720 --> 01:08:02.080
And I'm going to show you how to make that super easy.

1083
01:08:02.080 --> 01:08:02.880
It's not hard.

1084
01:08:02.880 --> 01:08:05.120
It only takes me minutes, OK?

1085
01:08:05.120 --> 01:08:07.680
So I'll tell you how I do it and what I include.

1086
01:08:07.680 --> 01:08:11.320
But the fact is, if I am physically able,

1087
01:08:11.320 --> 01:08:13.800
I follow up immediately.

1088
01:08:13.800 --> 01:08:16.720
That's when it's fresh on their mind.

1089
01:08:16.720 --> 01:08:19.120
That's when it's going to have the most impact.

1090
01:08:19.120 --> 01:08:20.680
That's what's going to distinguish you

1091
01:08:20.680 --> 01:08:22.240
from everyone else.

1092
01:08:22.240 --> 01:08:24.160
If you're not able, sometimes I have

1093
01:08:24.160 --> 01:08:26.720
back-to-back-to-back-to-back calls and coaching

1094
01:08:26.720 --> 01:08:29.040
for four, five, six hours.

1095
01:08:29.040 --> 01:08:30.680
Then I'm not able.

1096
01:08:30.680 --> 01:08:34.920
Then I make sure before I leave my office after all my calls

1097
01:08:34.920 --> 01:08:36.720
that I have followed up with everybody

1098
01:08:36.720 --> 01:08:38.720
I talked to that day.

1099
01:08:38.720 --> 01:08:41.760
So my rule, preferably immediately,

1100
01:08:41.760 --> 01:08:44.640
if that's not possible by the end of the day,

1101
01:08:44.640 --> 01:08:46.920
I encourage you to have that rule.

1102
01:08:46.920 --> 01:08:50.279
First movers advantage.

1103
01:08:50.319 --> 01:08:53.880
Very, very, very important.

1104
01:08:53.880 --> 01:08:58.439
Now let's talk about what is in a follow-up.

1105
01:08:58.439 --> 01:09:01.439
And I'm going to talk in the terms of email.

1106
01:09:01.439 --> 01:09:05.160
My first follow-up is always an email.

1107
01:09:05.160 --> 01:09:07.319
And my first follow-up is an email

1108
01:09:07.319 --> 01:09:11.319
from my own personal computer, not through my system.

1109
01:09:11.319 --> 01:09:15.680
So all my emails, I use ActiveCampaign as my CRM.

1110
01:09:15.680 --> 01:09:19.040
I highly recommend ActiveCampaign.

1111
01:09:19.040 --> 01:09:21.479
Let me know if you need help understanding that

1112
01:09:21.479 --> 01:09:22.720
or get a discount or whatever.

1113
01:09:22.720 --> 01:09:25.760
But I love ActiveCampaign.

1114
01:09:25.760 --> 01:09:27.399
So that's my CRM.

1115
01:09:27.399 --> 01:09:29.359
That's my ongoing emails.

1116
01:09:29.359 --> 01:09:31.920
But this first email, this is personalized.

1117
01:09:31.920 --> 01:09:34.439
This is coming straight out of my computer.

1118
01:09:34.439 --> 01:09:36.399
It's just happening right there.

1119
01:09:36.399 --> 01:09:40.560
So I include, by the way, I send an email.

1120
01:09:40.560 --> 01:09:44.960
And I send a direct message in social media.

1121
01:09:44.960 --> 01:09:47.920
I send a direct message to, say, watch.

1122
01:09:47.920 --> 01:09:49.960
Or if I have their phone, I'll text to say,

1123
01:09:49.960 --> 01:09:51.840
hey, I just sent you an email.

1124
01:09:51.840 --> 01:09:56.080
But sometimes with a name like Prosper and all things,

1125
01:09:56.080 --> 01:10:01.160
it may go to spam or promotions, usually.

1126
01:10:00.000 --> 01:10:05.760
not. I've pretty much solved that, but it may. So be sure to check for it. I just sent it.

1127
01:10:05.760 --> 01:10:13.360
So I'm responding quickly, sending the email. I'm upping my importance of it, letting them know,

1128
01:10:13.360 --> 01:10:21.520
hey, I just sent you an email. I've used Variety already that I direct message and I used email.

1129
01:10:21.520 --> 01:10:28.720
You see how I'm playing this out? And so that also lets them know, I think it's important.

1130
01:10:28.720 --> 01:10:34.000
It raises their attention to it. If they've forgotten about me already, especially if it's

1131
01:10:34.000 --> 01:10:39.600
been all day, I'm reminding them again. If they're across the world, they may not see it till the

1132
01:10:39.600 --> 01:10:44.720
next day, but at least it's ready for them. When I'm sleeping and they wake up, like some of you

1133
01:10:44.720 --> 01:10:49.040
on this call from the UK and Germany and all of that, you may not see it immediately.

1134
01:10:50.480 --> 01:10:55.120
So here's what goes in the first follow-up. I'm going to talk about the importance of the subject

1135
01:10:55.120 --> 01:11:03.680
line, the first line, the recap, the clear call to action, and the social proof. This is what I

1136
01:11:03.680 --> 01:11:10.240
include in my first email follow-up. Subject line that's very important and compelling.

1137
01:11:10.240 --> 01:11:16.640
The first sentence that's very important and very compelling. A recap that focuses on benefits and

1138
01:11:16.640 --> 01:11:23.680
results. Remember facts tell, stories sell, benefits and results sell, clear call to action,

1139
01:11:24.560 --> 01:11:32.560
and social proof. I'm going to go in and show you mine in a minute so that you can

1140
01:11:32.560 --> 01:11:39.120
model after that. But for right now, just remember that. Let me tell you some facts.

1141
01:11:39.760 --> 01:11:46.480
The subject line. Here's some really important facts about the subject line.

1142
01:11:47.680 --> 01:11:53.920
First of all, what is the goal? Everything you do, you should have a goal. Here's a

1143
01:11:53.920 --> 01:12:00.320
framework I use. I think I shared this with you in the sales master class, but I also teach

1144
01:12:00.320 --> 01:12:07.840
this in public speaking. I teach it in all ways, and here's some very powerful questions.

1145
01:12:08.800 --> 01:12:15.120
What do I want them to remember? So, my emails have that same goal. What do I want them to remember?

1146
01:12:15.760 --> 01:12:22.960
We had a conversation. We talked for 30 minutes. We talked for an hour. A lot of stuff was covered.

1147
01:12:23.760 --> 01:12:29.120
What do I want them to remember? This is a question you want to use when you're crafting an email.

1148
01:12:30.000 --> 01:12:35.040
It's when you're crafting a speech or some kind of talk or some kind of master class.

1149
01:12:35.040 --> 01:12:43.200
What do I want them to remember? What do I want them to feel? You know the saying that people

1150
01:12:43.200 --> 01:12:47.680
will forget most of what you said, but they'll never forget about how you made them feel,

1151
01:12:48.960 --> 01:12:55.360
and this of course goes back to how I opened with the inner game and the inner game

1152
01:12:56.240 --> 01:13:04.560
about how you view them, and so if how you view them is incredibly valuable, worthy of love,

1153
01:13:05.200 --> 01:13:10.560
made in the image of God, how do I want them to feel? I want them to feel honored,

1154
01:13:10.560 --> 01:13:16.400
important, valued, that I'm paying attention to them, that they're important, that they're

1155
01:13:16.400 --> 01:13:23.680
significant, that they matter. Do you think that that makes my emails or any communication that I

1156
01:13:23.680 --> 01:13:30.080
have more powerful? I'm coming from a place of fullness. I'm coming from a place of havingness,

1157
01:13:30.080 --> 01:13:38.480
coming from a place of love, and so that's the first thing. So, what's the goal in the case of

1158
01:13:38.480 --> 01:13:44.080
what you're doing here? What do I want them to remember? How do I want them to feel? And the

1159
01:13:44.080 --> 01:13:51.040
third thing is, what do I want them to do here with the subject line? What do I want them to do?

1160
01:13:51.040 --> 01:13:57.040
I want them to open the email. Without that, I've wasted my efforts, so this is super, super,

1161
01:13:57.040 --> 01:14:01.760
super important. You might want to highlight this one. You might want to put red stars, an

1162
01:14:01.760 --> 01:14:08.320
exclamation point. The subject line is the thing that's going to have people decide if they're

1163
01:14:08.320 --> 01:14:14.560
going to open your email or not. Do you know that? Listen to this. I give you statistics to

1164
01:14:14.560 --> 01:14:21.280
get you thinking. Do you know that 47 percent, that's almost half, of people who receive an email,

1165
01:14:21.280 --> 01:14:27.200
including your emails, open the email depending on the subject line?

1166
01:14:28.320 --> 01:14:33.920
So, half of whether they open your email and ever see it depends on your subject line.

1167
01:14:33.920 --> 01:14:39.600
Are you spending attention? Are you paying attention to your subject line?

1168
01:14:41.200 --> 01:14:49.280
And here's another interesting one. Sixty-nine percent will report you as spam based on the

1169
01:14:49.280 --> 01:14:54.800
subject line, so if you don't want to be spammy, you don't want to end up in the spam or the

1170
01:14:54.800 --> 01:14:59.840
promotions folder, you better pay attention to your subject line and you want them to open.

1171
01:15:00.000 --> 01:15:07.280
then, well, 50% of that decision is how much time you spend, okay? So the subject line is super

1172
01:15:07.280 --> 01:15:13.040
important. There are some statistics. I do use this sometimes. If you really, really, really want

1173
01:15:13.040 --> 01:15:17.520
them to open it, put their name in, personalize it, or something that you said or something that

1174
01:15:17.520 --> 01:15:24.000
makes it personal, it'll increase the open rate by 29%. It should be brief. It should focus on

1175
01:15:24.000 --> 01:15:30.240
the results or benefits. It should communicate value or urgency, like, I need to read this. I

1176
01:15:30.240 --> 01:15:36.720
need to read it now. So subject line, very, very, very important in your follow-up email.

1177
01:15:36.720 --> 01:15:42.640
Next important is the first line, okay? So the goal, what do I want them to remember? What do

1178
01:15:42.640 --> 01:15:50.000
I want them to feel? What do I want them to do? What I want them to do is to read the rest of

1179
01:15:50.000 --> 01:15:56.400
the email, okay? That's the goal. The goal of the subject line, get them to open it. The goal of the

1180
01:15:56.400 --> 01:16:03.120
first line is to read it, and let me tell you the secret. This is my, I'm just sharing all of the

1181
01:16:03.120 --> 01:16:09.760
things, and by the way, I have used this particular secret. It's timeless. I have used it for decades.

1182
01:16:10.560 --> 01:16:19.360
This works. Write this down. I remember you said.

1183
01:16:21.280 --> 01:16:29.600
I remember you said, or another version of that, you mentioned, and then there's other versions.

1184
01:16:29.600 --> 01:16:34.720
I'm getting back to you regarding, if it's a very formal, you could go more. I'm getting back to

1185
01:16:34.720 --> 01:16:41.840
you regarding why, why, why, why, why, why? Because it shows you're paying attention. It shows they're

1186
01:16:41.840 --> 01:16:50.480
important. It shows they matter. It shows you care. I remember. So if I was on the phone,

1187
01:16:51.440 --> 01:16:58.320
I would say, hey, you know, I remember when I first met, you told me that your job was just,

1188
01:16:58.880 --> 01:17:03.760
it was pure hell for you. Like you said in your words, it's killing you,

1189
01:17:04.400 --> 01:17:10.800
and that you needed and you desired to create your own home-based business or to launch your

1190
01:17:10.800 --> 01:17:18.960
coaching business or to launch your writing. Now, do you see what I did? They are interested

1191
01:17:18.960 --> 01:17:26.000
in them, and now I'm interested in them, and it may be a week later because you're taking notes.

1192
01:17:26.000 --> 01:17:30.640
It may be three weeks later. It may be a month, and you go back and you go, I remember you said,

1193
01:17:31.840 --> 01:17:39.600
and you can even say, is that still true? Boom, you just connected. So I will always in the first

1194
01:17:39.600 --> 01:17:46.640
line pull something from the conversation. I take notes in every conversation. I will pull something

1195
01:17:46.640 --> 01:17:55.040
specific from the conversation and put that in that first line of the email. Now, you want to

1196
01:17:55.040 --> 01:18:02.480
add a clear call to action. You want it pretty early in the email. I like to highlight it. I like

1197
01:18:02.480 --> 01:18:11.600
to separate it from the email. I like it to be very prominent, and you can even repeat it

1198
01:18:12.480 --> 01:18:23.520
in that, and then the power of social proof, what other people say, what other people say.

1199
01:18:24.560 --> 01:18:30.560
This is really important, and like I said, I'm going to, if we have time, I'm going to

1200
01:18:30.560 --> 01:18:36.720
share with you my actual emails. Let me give you some tips to kind of wrap this up,

1201
01:18:36.720 --> 01:18:43.280
and then we'll get into some practical, like what I do, and then I'll probably

1202
01:18:43.280 --> 01:18:50.080
even stop the recording and give you some time for some Q&A as well. So one tip

1203
01:18:50.720 --> 01:18:57.040
is to always keep the focus on them. You know the radio station that they listen to,

1204
01:18:58.000 --> 01:19:07.440
WIFM, or some say WIIFM. That's the frequency they're tuned to. What's in it for me?

1205
01:19:08.640 --> 01:19:14.160
That's the frequency. You must be tuned in, so whatever follow-up, if it's texting,

1206
01:19:14.960 --> 01:19:23.360
if it's phone conversation, if it's a Zoom call. When I do a Zoom call, I have done

1207
01:19:23.680 --> 01:19:28.800
the preliminary work of a pre-coaching questionnaire. I shared that in the sales

1208
01:19:28.800 --> 01:19:34.960
masterclass. I've done a pre-coaching questionnaire, and so I know about them.

1209
01:19:36.000 --> 01:19:40.720
When I get on the phone, I'm going to focus on them. In your questionnaire, you mention

1210
01:19:42.000 --> 01:19:46.400
that you just started coaching, and you're really struggling to find leads.

1211
01:19:47.360 --> 01:19:55.840
What am I focusing on? What I offer? Not yet. How good I am? No. My background? No.

1212
01:19:56.720 --> 01:19:59.840
How many certificates I have? No. How many degrees I have?

1213
01:20:00.000 --> 01:20:10.240
have? No. I'm focusing on what they, what matters to them, what matters to them must matter to you.

1214
01:20:11.440 --> 01:20:17.840
I hope you're getting this principle. This course is designed to elevate you,

1215
01:20:18.800 --> 01:20:28.000
expand you, that you see yourself as incredibly valuable, as having so much to offer,

1216
01:20:28.000 --> 01:20:35.840
and it's designed to elevate your prospect, your potential client in your mind, that the way you

1217
01:20:35.840 --> 01:20:41.120
treat them distinguishes you. They'll always remember you. They'll just be, wow, she was

1218
01:20:41.120 --> 01:20:47.760
really someone that honored me, that added value. She's always adding value. She's always,

1219
01:20:47.760 --> 01:20:55.680
you know, those type of things. To do that, all your follow-up should focus on them. It's about

1220
01:20:55.680 --> 01:21:03.200
them. It's not about you. It's about what they desire. It's about what they need. It's about

1221
01:21:03.200 --> 01:21:12.240
what they're going through, and when you do talk about you and your program, it's completely focused

1222
01:21:12.240 --> 01:21:20.480
on benefits and results, not features. Most coaches feature, well, I'd like you to join my program,

1223
01:21:20.480 --> 01:21:29.120
and we meet for 60 minutes once a week. It's online using Zoom. Feature, feature, feature,

1224
01:21:29.120 --> 01:21:38.640
boring, yawn, yawn, yawn. That's a feature. Features tell. Benefits sell.

1225
01:21:40.960 --> 01:21:47.120
During our, you know, one-day breakthrough intensive, you're going to, and you let them

1226
01:21:47.120 --> 01:21:52.640
experience it, you're going to get super clear on your niche. Most people think they know their

1227
01:21:52.640 --> 01:21:59.200
niche. They don't. Women over 40 is not a niche. It's like half the population, right? No. So,

1228
01:21:59.200 --> 01:22:04.080
during your breakthrough intensive, you're going to get so clear on your niche, and in that way,

1229
01:22:04.080 --> 01:22:10.320
you're going to be able to speak to them in a way that gets their attention and that makes them want

1230
01:22:10.400 --> 01:22:20.160
to know more, and you're going to get so clear on your key value that you bring, your key result,

1231
01:22:20.160 --> 01:22:26.240
so that when someone looks at your headline on social media or someone looks at your website,

1232
01:22:26.240 --> 01:22:31.520
they're going to know exactly what you offer, who it's for, and it's going to make them want

1233
01:22:31.520 --> 01:22:38.640
to raise their hand. You see, this would be me having a conversation. I'm not focusing on me,

1234
01:22:38.640 --> 01:22:44.400
my program, or the features, or how long, or how much, or how often. No, no, no, no, no.

1235
01:22:45.520 --> 01:22:50.880
I'm focusing on them. This is the result you're going to get, and we're going to work on your

1236
01:22:50.880 --> 01:22:56.400
pricing so it's irresistible. We're going to transform your packages so they're not just

1237
01:22:56.400 --> 01:23:01.200
a therapist model, but when they open your package, it's everything that they wanted.

1238
01:23:01.840 --> 01:23:05.360
You see, and we're going to get you really comfortable on your first conversation.

1239
01:23:06.320 --> 01:23:12.800
See, I'm speaking about what they want, the results that they desire. No wonder I'll have

1240
01:23:12.800 --> 01:23:18.800
95% of the people I talk to buy my Breakthrough Business Intensive. It's of great value and it's

1241
01:23:18.800 --> 01:23:25.200
all the areas they're struggling. You see how this works? So when you follow up, focus on them.

1242
01:23:25.840 --> 01:23:32.880
Focus on their desired benefits, their desired results, and of course, I've already covered

1243
01:23:32.880 --> 01:23:43.280
this one, which is to use the power of stories. Stories captivate. Jesus, the majority of

1244
01:23:43.280 --> 01:23:49.280
everything he did was in stories and parables. Why? Because stories move us beyond our head

1245
01:23:49.840 --> 01:23:58.720
and to our heart. It allows us to connect at the heart level. If you become a fascinating

1246
01:23:58.720 --> 01:24:05.840
storyteller, which means you bring in all the five senses, it actually allows them to experience

1247
01:24:05.840 --> 01:24:13.120
something before they experience it. You see? And so stories have such a way of holding attention,

1248
01:24:15.200 --> 01:24:24.480
also breaking up stories, creating a little bit of a cliffhanger where you tell most of the story

1249
01:24:24.480 --> 01:24:30.080
at the beginning and then you say at the end, I'll tell you something else about it. It'll get

1250
01:24:30.080 --> 01:24:36.640
them, of course, to read it all the way. I mean, this is the whole principle on movie trailers and

1251
01:24:37.520 --> 01:24:43.680
the brain does not like an unfinished loop. So you can, A, tell a story to pull them in,

1252
01:24:43.680 --> 01:24:47.440
to engage their heart, to get them to experience something beforehand,

1253
01:24:48.080 --> 01:24:54.080
but also you can use it to get them to read the whole thing. Stories will really

1254
01:24:54.640 --> 01:25:00.800
engage people, so you want to use the power of stories, yours, others, and yours.

1255
01:25:00.000 --> 01:25:05.080
Your clients use as many senses as possible.

1256
01:25:05.280 --> 01:25:06.120
Be fun.

1257
01:25:06.320 --> 01:25:07.280
Be interesting.

1258
01:25:07.480 --> 01:25:10.560
Use the power of stories.

1259
01:25:10.760 --> 01:25:16.400
Okay, another really bonus bonus tip.

1260
01:25:16.600 --> 01:25:18.760
Listen very carefully.

1261
01:25:18.960 --> 01:25:25.080
I have a notebook like this when I'm doing a Zoom and I am listening and there's

1262
01:25:25.080 --> 01:25:32.880
things that your potential clients will say and they'll use it often.

1263
01:25:33.080 --> 01:25:36.560
And so you're gleaning like what's important to them.

1264
01:25:36.760 --> 01:25:45.320
But also their very words, they'll say, I just want to break free.

1265
01:25:45.520 --> 01:25:47.760
I'd write down break free.

1266
01:25:47.960 --> 01:25:53.360
I just wish that somehow I could get my head above water.

1267
01:25:53.520 --> 01:25:56.080
Write down head above water.

1268
01:25:56.280 --> 01:26:03.480
I feel like I'm juggling a thousand plates and I'm getting nowhere.

1269
01:26:03.680 --> 01:26:08.560
I'm spinning right down, juggling, spinning.

1270
01:26:08.760 --> 01:26:11.960
This is a super important skill, as I call this a bonus tip.

1271
01:26:12.160 --> 01:26:15.680
This really raises you to the top.

1272
01:26:15.880 --> 01:26:21.600
Okay, use your prospects words in the follow up.

1273
01:26:21.640 --> 01:26:22.160
Okay.

1274
01:26:22.360 --> 01:26:25.360
And even in other things that you create.

1275
01:26:25.560 --> 01:26:28.440
So again, this is a form of paying attention.

1276
01:26:28.640 --> 01:26:31.560
This is a form of creating rapport.

1277
01:26:31.760 --> 01:26:34.960
This is a form of speaking a language.

1278
01:26:35.160 --> 01:26:40.360
By the way, I often teach, like I said, the sensory preference.

1279
01:26:40.560 --> 01:26:42.720
I teach your brain lead understanding that.

1280
01:26:42.920 --> 01:26:46.320
And so part of this creating rapport

1281
01:26:46.440 --> 01:26:52.320
and part of using their words is the words will also show you their sensory

1282
01:26:52.520 --> 01:26:59.040
preference. So when they're talking to you, they may say, oh, I hear what you're

1283
01:26:59.240 --> 01:27:03.760
saying. Oh, yeah, that rings a bell. Oh, yeah.

1284
01:27:03.960 --> 01:27:07.280
Whatever it is, they're very auditory.

1285
01:27:07.480 --> 01:27:12.680
And I might make a note auditory where they might say, I can really see that.

1286
01:27:12.880 --> 01:27:15.760
You made the picture so much clearer.

1287
01:27:15.880 --> 01:27:18.400
I'm getting a lot of clarity around that.

1288
01:27:18.600 --> 01:27:21.360
Oh, they're visual.

1289
01:27:21.560 --> 01:27:27.880
Or so in the words, right, you can use their exact words,

1290
01:27:28.080 --> 01:27:33.520
but also you can start to train yourself just as you just becoming more skilled

1291
01:27:33.720 --> 01:27:38.600
in speaking in their sensory preference, because remember, the sensory preference,

1292
01:27:38.800 --> 01:27:41.560
their sensory preference is what hits their brain first.

1293
01:27:41.760 --> 01:27:44.840
So if visual is what hits their brain first.

1294
01:27:44.840 --> 01:27:48.360
But because you're auditory, you're saying, do you hear what I'm saying?

1295
01:27:48.560 --> 01:27:49.560
Does this ring a bell?

1296
01:27:49.760 --> 01:27:54.200
It's hitting back after it's not hitting first.

1297
01:27:54.400 --> 01:28:00.080
This is why you want to really listen, really hear, really be in tune.

1298
01:28:00.280 --> 01:28:02.160
OK, another bonus tip.

1299
01:28:02.360 --> 01:28:06.360
Again, we're just expanding you, expanding you, OK?

1300
01:28:06.560 --> 01:28:09.280
Use the appropriate level of formality.

1301
01:28:09.480 --> 01:28:13.040
OK, if this is a very formal legal deal,

1302
01:28:13.680 --> 01:28:20.000
then you've got to be, you know, dear, sirs, you're using this language.

1303
01:28:20.200 --> 01:28:22.360
You know, we would appreciate

1304
01:28:22.560 --> 01:28:26.880
response quickly in the next 24 hours and blah, blah, blah.

1305
01:28:27.080 --> 01:28:30.680
But most people that you're talking to, that's not the case.

1306
01:28:30.880 --> 01:28:32.560
And so although you never want to be

1307
01:28:32.760 --> 01:28:38.440
disrespectful, being just a little bit more casual makes them kind of feel

1308
01:28:38.640 --> 01:28:41.120
a rapport, makes them feel a little bit.

1309
01:28:41.280 --> 01:28:43.080
And it's very interesting.

1310
01:28:43.280 --> 01:28:46.600
I recently saw some things that came into my emails.

1311
01:28:46.800 --> 01:28:50.480
I don't remember if it's from Tony Robbins or Dean Graziosi or one of the big ones.

1312
01:28:50.680 --> 01:28:53.120
But anyway, I'm on someone's list.

1313
01:28:53.320 --> 01:28:54.440
I'm on a million people's list.

1314
01:28:54.640 --> 01:28:55.960
But anyway,

1315
01:28:56.160 --> 01:29:00.080
they opened with, hey, be.

1316
01:29:00.280 --> 01:29:02.280
Or, you know, be.

1317
01:29:02.480 --> 01:29:04.120
So they did instead of, you know,

1318
01:29:04.320 --> 01:29:08.000
they took it another level, people put in first names, which you want to do.

1319
01:29:08.120 --> 01:29:09.680
People love to hear their first names.

1320
01:29:09.680 --> 01:29:10.880
You want to use the first names.

1321
01:29:10.880 --> 01:29:16.080
You'll notice I use your first names, but they took it to another level.

1322
01:29:16.280 --> 01:29:19.840
They don't say, you know, hey, Brenda, have you thought about this?

1323
01:29:20.040 --> 01:29:23.600
They're like, hey, be OK.

1324
01:29:23.800 --> 01:29:25.960
They must have felt they had enough rapport

1325
01:29:26.160 --> 01:29:30.040
with me and it kind of worked, it made me look again like, hey, wait,

1326
01:29:30.240 --> 01:29:35.080
only my closest friends or my spiritual son calls me be like, I don't most people

1327
01:29:35.280 --> 01:29:38.320
don't call me be, you know, so.

1328
01:29:38.520 --> 01:29:44.120
But on the other hand, I've seen this really abuse where I immediately.

1329
01:29:44.320 --> 01:29:47.560
OK, and like here's a classic mistake.

1330
01:29:47.760 --> 01:29:54.160
I'm on someone's list and he must have primarily mail,

1331
01:29:54.360 --> 01:29:56.960
which works fine if he's talking to males.

1332
01:29:57.160 --> 01:29:59.960
But I think I got an email that said, hey.

1333
01:30:00.000 --> 01:30:03.960
dude. And I was like, right away, I'm not your dude. Delete

1334
01:30:04.000 --> 01:30:08.140
unsubscribe. You see, so it can work against you. You don't want

1335
01:30:08.140 --> 01:30:13.680
to be overly casual. Now, I don't mind. I really study my

1336
01:30:13.680 --> 01:30:18.840
list. I know my list. My list is very deliberate, right? And my

1337
01:30:18.840 --> 01:30:23.680
heart, my passion for prosper and all things is to equip and

1338
01:30:23.680 --> 01:30:28.120
empower women to prosper in every area of their life, right?

1339
01:30:28.120 --> 01:30:32.600
That's prosper and all things. And so I know I'm speaking to

1340
01:30:32.600 --> 01:30:36.800
women. So it's not unusual, especially if you're already a

1341
01:30:36.800 --> 01:30:41.080
customer for me to say, you know, hey, beautiful, or hey,

1342
01:30:41.080 --> 01:30:45.880
lovely, or hey, prosper woman, or you know, any of those

1343
01:30:45.880 --> 01:30:51.480
things. Um, it's appropriate, right? So use the appropriate

1344
01:30:51.480 --> 01:30:56.920
level of formality. Okay, here's a big bonus tip. Number three,

1345
01:30:56.920 --> 01:31:01.280
this is a really big one. Okay. If you're planning on doing a

1346
01:31:01.280 --> 01:31:04.800
series of calls, or you're going to do a follow up call, which

1347
01:31:04.800 --> 01:31:09.440
again, has the highest level of sales and engagement. Here's a

1348
01:31:09.440 --> 01:31:13.560
big secret. Here's a big tip. Always schedule the next call.

1349
01:31:14.360 --> 01:31:20.560
Okay. So let's say I'm talking to Susie. And Susie says, you

1350
01:31:20.560 --> 01:31:24.360
know, I'm, I'm, I'm super interested, but I'm leaving on

1351
01:31:24.360 --> 01:31:27.440
vacation, my family and I are going to be in Hawaii next week.

1352
01:31:27.440 --> 01:31:29.600
And I know I'll get back and I'll have to catch up on

1353
01:31:29.600 --> 01:31:34.160
everything. So, you know, let's, let's catch up, you know, talk

1354
01:31:34.160 --> 01:31:38.520
to me again, maybe the middle of next month. Okay, I'm going to

1355
01:31:38.520 --> 01:31:44.200
say, um, so Susie, let me ask you, is it better for me to, to

1356
01:31:44.200 --> 01:31:47.920
reach you in the mornings or the evenings? I'm making a note.

1357
01:31:49.280 --> 01:31:52.720
Mornings? Okay, fantastic. Are you like an early morning

1358
01:31:52.720 --> 01:31:55.440
person? You know, do you prefer a call first thing in the

1359
01:31:55.440 --> 01:31:59.360
morning, you know, seven, eight, nine o'clock, or like a little

1360
01:31:59.360 --> 01:32:02.760
later in the day, like 11 o'clock or something. And

1361
01:32:02.800 --> 01:32:05.920
they'll say, later in the day, let me deal with the kids, get

1362
01:32:05.920 --> 01:32:09.720
them to school, and then I can focus. Okay, great. All right,

1363
01:32:09.720 --> 01:32:14.200
Susie. So if I call you in two weeks, like, like, let's say

1364
01:32:14.200 --> 01:32:19.000
around the 15th, at like, say, around 11, between 11 and noon,

1365
01:32:19.000 --> 01:32:22.680
does that work really well for you? And they'll go, yeah. And

1366
01:32:22.680 --> 01:32:24.800
first of all, they'll be surprised that you're listening.

1367
01:32:24.800 --> 01:32:28.000
And second of all, if you do it again, you just rose to the top

1368
01:32:28.000 --> 01:32:36.520
6%. Now, watch this when I call. I'm not a pest. I am someone who

1369
01:32:36.520 --> 01:32:40.800
listened, someone who honors and someone who keeps my word. I

1370
01:32:40.800 --> 01:32:47.680
just rose from the top 6% to the top 2%. I say, Hey, Susie, I

1371
01:32:47.680 --> 01:32:53.640
promise that I would call you around 11 o'clock on today after

1372
01:32:53.640 --> 01:32:57.960
your Hawaii trip and everything. So I'm keeping my promise. Did

1373
01:32:57.960 --> 01:33:00.920
I catch you at a good time? Which is also very honorable?

1374
01:33:00.920 --> 01:33:04.800
Did I catch you at a good time? But do you see now it's like we

1375
01:33:04.800 --> 01:33:07.800
already agreed on this. I promised you I call I'm keeping

1376
01:33:07.800 --> 01:33:12.560
my promise. Which also because I remember, I can move into Did

1377
01:33:12.560 --> 01:33:16.640
you have an absolutely fabulous trip in Hawaii? So do you see

1378
01:33:16.640 --> 01:33:19.880
how I just picked up where we left off two, three weeks ago,

1379
01:33:19.880 --> 01:33:23.400
and I just picked up as if we didn't miss a beat. Kind of like

1380
01:33:23.400 --> 01:33:25.680
you do with your really good friends. You don't talk to them

1381
01:33:25.680 --> 01:33:28.800
sometimes for a week or a month or three months. You might not

1382
01:33:28.800 --> 01:33:31.280
talk to him for a year, but you don't miss a beat. You just jump

1383
01:33:31.280 --> 01:33:34.120
right in. Why? Because you know these details about each other.

1384
01:33:34.560 --> 01:33:39.280
Use these principles. Watch what happens, you know, for your for

1385
01:33:39.280 --> 01:33:44.560
your follow up. Okay, so many things that I want to continue

1386
01:33:44.560 --> 01:33:50.640
to share with you. You're going to find this and so much more as

1387
01:33:50.640 --> 01:33:54.600
a prosper leader member. If you do not know about the prosper

1388
01:33:54.600 --> 01:33:58.960
leader membership, please be sure to pay attention. You can

1389
01:33:58.960 --> 01:34:03.360
get all of these resources and so much more. All kinds of

1390
01:34:03.360 --> 01:34:07.640
special things, masterclasses, live coaching twice a month.

1391
01:34:08.280 --> 01:34:12.480
There's so many things. All right. So be sure to check out

1392
01:34:12.480 --> 01:34:17.000
the prosper leader membership. And what I'm going to do now is

1393
01:34:17.320 --> 01:34:21.280
just spend some time answering your questions and showing you

1394
01:34:21.280 --> 01:34:24.120
as one of the benefits of you being here live and not

1395
01:34:24.120 --> 01:34:28.240
recorded. I'm going to give you some extra perks and let you ask

1396
01:34:28.240 --> 01:34:33.800
questions and share you what my what mine looks like. All right.