All right, and because we have people all over the world, good morning, good afternoon,
good evening, and everything in between, so excited to be with you.
This is a short call, and the purpose of this call is to answer your questions.
So there is a reactions button down below.
If you scroll down, raise your hand, this is your time to ask me your specific questions.
I know the follow-up masterclass was packed with content, and you didn't get enough time
to ask me questions, and so that is the purpose of this.
So I'm gonna start with prayer, and I'm gonna share a great text that I got, and just as
a fun kind of way to get you thinking and opening, and then I'm gonna go straight to
the questions, and I think you'll all glean from each other's questions.
So Father, I just thank you for this time, for this season in history, for such a time
as this.
I pray that you open our spiritual senses to hear, and see, and feel, and know what
you are doing.
I ask that every question that needs to be answered will come forth.
I ask for supernatural wisdom, discernment, direction, and clarity.
In Jesus' name, amen.
All right, let's start with, oh, I know what I was gonna share before I do your questions.
This is just really fun, and I tried to find it and put it up for you, but I couldn't,
so I'm just looking at my phone.
So I'm looking at a great follow-up example.
So oh, okay, I did find it, okay.
Let me see if I can show, well, it's okay, I won't show it, I won't take your time.
So this is a follow-up that someone did, and I got a screenshot of it, and I thought, this
is so good, I just had to share it with you, okay?
And so she says, I'm sorry we won't be able to connect today.
This was a scheduled call, I think Caroline had scheduled, and she needed to cancel.
And so this was the response after her cancellation.
I'm sorry we won't be able to connect today, but I get it.
I find myself trying to be there for everyone who needs me as well.
I'm glad you'll be able to meet the needs of your clients.
So this person was meeting with her client, and hopefully we'll be able to connect soon.
Here's the part that I like, she said, at this rate, it'll be quite a celebration when
we do finally get together, ha ha.
We'll have to each bring our favorites and make it a party, and there's a little celebration.
Here's the link again, consider it your party invite.
Now, what I love about this is, it is this attitude of being able to, number one, not
take it personal, because the first time someone doesn't show or doesn't cancel, we go into
what's wrong with me, why does this always happen to me?
It doesn't work, I can't do it, and all that other negative funk.
I don't know if any of you do that, raise your hand if you think you might do that.
So we take it personally, and yet, I was reading from an eight-figure influencer that
I follow, she's in the dating space, she makes seven figures a month, and she put out a post
about all the people not showing up who schedule a call with her, okay, ladies?
So it happens where you are, it happens at six figures, it happens at seven figures,
it happens at eight figures, this is life.
People don't show up, they don't respect, in the dating world, ghosting is like this
massive, I don't even want to call it a phenomenon, just a ridiculous thing that's happening,
okay?
So what I love about this example is that she didn't take it personally, number one,
if you're going to take notes, that first note, in your follow-up, be love, operate
in integrity, add value, but when it doesn't work out the first time, don't take it personally,
because then you can have a second time and a third time, and we talked in the follow-up
masterclass, you're going to get the results somewhere around the eighth and 12th call,
okay?
So I love that.
The second thing I love is that she was lighthearted and made it fun.
And so what if you can lighten up,
not beating up on yourself, not projecting negativity,
but you can have fun.
Do you think after that text,
that client might be likely to wanna come back and connect
instead of saying, hey, you didn't show up,
or here's my link, let's try it again, blah, blah, blah,
boring, I mean, I just love this.
I thought this was so great that I just had to showcase it.
And because I think she had not shown up twice,
which goes with the conversation
we were having earlier, Marianne.
And so, she had the situation
where she didn't show up twice, but she followed up twice.
And she had compassion
for what the woman said she needed to do.
But she says, at this rate,
it'll be quite a celebration
when we do finally get together, ha ha.
We'll have to each bring our favorites and make it a party.
Here's the link, consider it your party invite.
All right, I wanted to start with that
because I just thought that was a classic,
perfect example of how to follow up.
There's a real person on the other side of the text,
on the other side of the email,
on the other side of the phone.
There's a real person.
They're juggling.
They have issues with self-esteem, self-worth.
They're trying to find answers.
They're scared.
You know, you just have to understand we're all humans.
If we can rise above our own fears
and look beyond our perceptions,
that they're always not showing up,
that people are flaky, that we're being ghosted,
that we're doing something wrong,
that this doesn't work in any other story,
you might be telling yourself,
go beyond that and see the person on the other side,
have compassion and keep on going.
Out distance, outrun, outlive all your competitors.
And you will have this, I promise.
All right, let's go to Dr. Marion.
You have a question.
Go ahead.
Okay, thank you so much.
Actually, I did write a question in, in writing.
Okay.
Is it in the chat or?
No, I wrote it immediately after you offered it
that this could follow up.
Okay, can you read it to me?
Because I somehow missed that.
Don't worry.
It has happened to me twice that, you know,
I had a talk with one person actually in the vicinity here
and with another person through Zoom.
And particularly, I then offer, I sent them the link,
the recording link, and I sent them my program,
the written out program with the seven bullet points
and then they don't sign up.
And the second person here, he said to me,
oh, actually I will not take up this coaching offer.
What you have sent me is quite good enough for me.
So I am thinking I, what, when I,
when I send out an offer or give an offer,
I mean, they could read that all up on my website,
but probably I should not do it that way.
So this was my question.
Good, great, great, great question.
So if you review or hopefully in your notes,
I don't know if that part of it was recorded
when I went through the letter that I send in follow-up.
So what I do not do in the follow-up
is get into the details of my offering.
Now, I want you to consider a couple of things.
First, I want you to remember the difference
between features and benefits, okay?
And features tell and benefits or results sell.
Features tell, benefits sell.
So the first thing is what you want to have very minimal.
You want just enough features
for them to be able to make a decision, okay?
And for me, interestingly enough, I do not,
I don't take them to my, after in the follow-up,
I don't put the link to go through my entire program.
I don't write it all out in the email.
I do what I taught you.
If you remember, the most powerful words
was I remember what you said.
And so the conversation of the follow-up is what they said
and the bridge to.
to what you offer.
So what the part of your offer that you're sharing
is the part that answers their direct desires,
needs, concerns, challenges, okay?
So I would put very minimal features, lots of benefits,
and that will really change things.
So there's a common teaching out there about packages.
So when I do my breakthrough,
my free breakthrough strategy calls,
people will always say to me, oh, I have packages.
I have packages.
And I say, oh, great, what are your packages?
And they say, well, I've got six months for 29.97,
or you can do two months of,
and that includes three calls plus two this plus this.
And I said, okay.
Or it's sessions, or it's months, or it's in it.
Okay, that's not what people buy.
That's what I mean by features, okay?
And features tell, but they don't sell.
They don't connect to the heart.
They don't solve their problems.
They don't stir up the emotions.
They don't create desire.
They don't do any of those things.
Any more than if you went to go get your car fixed,
and they said, okay, we're gonna use a three quarter inch
wrench, and we're gonna hook it up to the XYZ machine.
And when we see how many beats per minute,
you know, I'm making up stuff, I'm not a mechanic.
But the bottom line is you're like,
I don't really care about that.
Can you fix my car?
And we do the same thing with coaching.
I don't really care about that.
How is after I coach, how is my life gonna be transformed?
How are you gonna help me achieve my goals?
You see?
And that's what you want to focus on.
And that's why the first paragraph or two
is reiterating what they said to you and what they need
and bridging to how that's exactly
what they're going to get working with you.
And then I go into, and the fastest way to get there
is this, and I put just a link.
They just click to the link.
I don't even put the whole description there.
And then below that, I put the benefits, you know,
again, kind of reiterated in that and then social proof.
Okay?
So this woman that called me and she told me all of that.
And I said, okay, no wonder you're not getting any clients.
There's nothing in there.
And I say, when I think about describing a package,
I think about a Christmas package.
And I think if you imagine under the tree,
there's this one present that someone took the time to wrap.
And the wrapping is absolutely gorgeous.
And it's in a box and the lid,
and there's this amazing multicolored bow.
And it's like, it calls you above all the other packages
under the tree, hear the metaphor.
And you want to open that.
You want to know this one's different.
And as you take off the lid, I call it a girlfriend package.
You know, whenever I give presents to girlfriends
or they give presents to me,
we don't usually put one thing in the box.
Any of you relate, right?
So there's tissue and there's two or three or five things,
you know, there's a candle and there's a journal
and there's a pen and there's, you know, whatever.
And it's so fun to open.
And it's all stuff that I really love and wanted, right?
And especially if someone gave it to you that knows you.
Right?
And so this is the way you want your packages to be.
Your packages, the lid is the big promise.
So when I do breakthrough, you know, business intensives,
one of the things is the sentence, the big promise.
The thing that, the result you deliver,
the transformation you deliver, that's the big promise.
Underneath it, the sub sentence,
the second sentence, subtitle is, you know, who it's for.
Right?
So hormone balance,
restore sanity and hormone balance for women over 50.
You know, some, this was very poorly thought out.
I'm doing it really quick, but the idea is, oh, wow.
You know, restore sleep, sanity and hormone balance.
Okay.
Oh, okay.
Someone going through, you know,
hormone crisis isn't sleeping and she feels insane.
Her moods are all over the place.
So restore sleep, sanity and hormone balance
for women over 50 or for professional women over 50
who want their life back.
Right?
So when I look at that, it makes me want to raise my hand.
This is the bow on the box.
It makes me want to.
raise my hand and go, oh, that's what I've been praying for.
And it makes me want to open the box.
And then how many months and how many weeks and hours
and all that, that's all at the bottom.
That's secondary.
Learn to restore hormones naturally, the top three
herbs, the best way to get a sound night's sleep,
how to balance your moods, and three easy stuff.
It's like all the stuff that they really
want is in that package.
And those of you that I've really worked with,
you really have that.
And you're really seeing the fruit of that.
And so feel free to share how that's working for you
and helping you.
And put in the chat right now, if this is, put in there,
if this is an aha, put light bulb
if this is something that you're really realizing.
Is this a light bulb moment?
Or if you agree, just give me a big yes.
OK, so does that answer your question, Miriam?
It does.
It's just, where do they click?
When they click, do they go direct to my, let's say,
Stripe or something in China?
Oh, OK, good point.
Good question, good question.
What I do, most of you know, I use Coach Accountable.
And if I haven't given you a link to try it for free
or if you don't have it, ask me about it.
And I use Coach Accountable because it's a one-stop shop.
It does all my scheduling.
It does all my billing.
It houses all my courses.
It does all my client management.
It houses my groups.
I mean, it's a remarkable thing that costs me
like $5 an active client, right?
So that's what I use.
And so in Coach Accountable, I create an offering,
and usually a couple offerings.
And then I put those in a combination,
so there's one link.
And so within those offerings, if it's a single payment
or if it's three monthly payments or whatever,
that's all built in.
And then so Coach Accountable, I put a description in there.
And again, the description is a benefit.
OK, good.
I'm getting good comments here, too.
I'm seeing I need to keep moving from.
I'll come back to that.
So in answer to your question, the link
goes into Coach Accountable, which
has got a sexy title and description, very brief,
a paragraph.
And it walks them through it automatically.
It asks them their name and address and phone number.
It collects their credit card information.
And whatever you want to give at the same time,
it could be built in.
In other words, if you want them to get a worksheet
or something at the same time as they register,
it does the onscreen welcome.
It does the email welcome.
You can automatically pop them into a group
if you want so that you can follow up
with everyone who registers.
I do that a lot with my masterclasses.
And anybody, if you want to see it, put that in the chat,
and I'll show you exactly how I do that after.
I'll come back and answer that question.
But does that answer your question, Marianne?
Yes, thank you.
You're welcome.
It's a great question.
Thank you for asking.
OK, I'm seeing I need to keep moving from what they need
to what they desire most.
Yes, yes.
Who wants a vacuum cleaner for a gift?
Yes, I want to generate giddy Christmas morning excitement.
Great chat.
I love that.
You're a good writer.
And so yes, that's a really good point.
So we know that they need transformation of whatever kind
that you offer.
We know what they need, and we tend
to talk about what they need.
And that's not what sells.
And so there's an old insurance adage.
I think it's been around for like 50 years for insurance
salesmen that says, give them what they want.
I don't use the word want.
I use desire.
But give them what they desire so you
can give them what they need.
Because they don't come signing up for what they need.
That's not what's on their mind.
It's what they desire.
And that's the only thing that's going to compel them to buy.
So that's a really great summary of that.
Thank you.
Thank you so much for that.
OK, I think the next person that's raised their hand
is Kate.
Go ahead, Kate.
You got to unmute yourself.
Yeah, there's so many questions I could keep asking about this.
But the thing that my, I guess, outer game question
is, what is the best tool or strategy
to keep track of who I'm following up with
and make sure that I'm organized on?
remembering who needs to be followed up with,
because I can lose sight of that easily.
And I get tired just having to Google doc
that says follow up and trying to keep track of that, but.
Yeah, yeah, that's a really great question.
And there's so many systems.
I use kind of a combination of systems, okay?
So one of them is that I'm very visual
and if it's out of sight, it's out of mind for me,
which is the frontal right brain lead, okay?
I literally, it's hilarious.
If you know the frontal right brain lead
and if you've coached with me,
you're able to know what your brain lead is.
We forget, like I've had this happen more than once.
I remember moving from an office
that I had been in for years
and I had a beautiful credenza behind me
and I did not realize there was an extra drawer in there.
And as I was moving, it's like, whoa,
and there was all kinds of files and stuff in there.
And it's like, oh wow, I forgot this even existed.
Recently, my daughter reminded me,
I was looking for a place to hang my necklaces.
She's like, why don't you open the door
on the side of your jewelry cabinet?
Oh my gosh, I forgot.
It's like, so there's a lot of you that might be frontal.
You'll know if you're frontal right,
because you have stacks
and you know exactly where the stacks are.
Oh yeah, it's like the third down
over there in the corner, right?
You know what you have,
but if it's not where you could see it,
that's why it tends to be on your desk or stack.
If that's you, this will be great advice.
If it's not, take it or leave it.
So because I need to see,
I have the giant calendars you can get
at the office supply store, the flat desktop calendar.
And I use colors
and I have everything green has to do
with business and money.
And everything purple has to do with spiritual life
and everything pink has to do with family and fun.
Everything red has to do with expenses.
And so part of, I have all my calls.
Yes, they're in my calendar and I get notified,
but they're on this calendar as well.
And after I talk to someone, I have a really good sense.
Wow, this is really an ideal client,
which you wanna give your attention
where you think it's gonna get the most result.
So you're gonna have broad sweep follow-ups
and then you're gonna have really specific latch on
and stick to the ones that have the most fruit, right?
And so for me, I highlight all the calls
of the free calls that I've done that Carolina sent me.
And after the call, if I really think
there was really connection,
there was really a match that they were interested,
they were nodding, they were engaging,
I put an asterisk in front of that.
So all month I'm able to look at that.
And if they said, I'm going on vacation for four weeks
or six weeks, or I'm in another program
is gonna finish in two months.
I actually write it on a date on that calendar as well
to remind me in addition, this is a backup system.
It's not my primary, but it's a really great backup
to keep it really front of mind, okay?
The second thing of course is everybody
that you have a call with or you're interacting on Facebook
gets into your active campaign
or whatever you're using for your email system, okay?
And tags are really fabulous.
So when I put them in, I put the tag call booked
because now I can see everyone that's booked a call
and be able to follow up with them directly
or create a sequence for them.
So they're going to get followed up
in addition to my general follow-up,
I'm able to follow up using active campaign, okay?
Now, in addition to that, some people like lists.
So after you get done with a call, you make a list
and you could be glancing at that list
and working off of that list or chart or online chart.
Some people, for years, especially in network marketing,
I taught the three card system
where it's like a recipe box with the cards
and everybody gets a card.
And on the front is their name and address
and phone number, basic information.
And on the back, the line part is every contact we have.
And in that box are the 12 months tabs.
And so you're going to have the month that you're in now
near the front, which it goes to the back when it's done.
So you're always working through the year, there's months.
And then you buy a couple sets of one through.
31 tabs. And so you're just moving the card to the time that you want to follow up. So then when it
comes time for follow-up, you just pull out those cards, make those calls, or take those actions.
That has worked like a charm for three decades. So another option. There are, you know, online
systems for follow-up. And so that's another system. Creating automatically on Coach Accountable
when someone, especially if they buy, and even if they buy something small, which is why I like
having something small to offer in addition. So I get their name and credit card, and I then
create a group automatically when they purchase. They go into a group. So now I can communicate
with groups who have done the same thing. So all of you in follow-up, I have you all in a group.
And so when I talk about this, I always just send you an email. And you got regular follow-ups from
the follow-up class, you notice. And so you could probably tell, if you're astute, there's different
looking emails that come from me. And you can tell which ones are coming from Active Campaign that
Ugo and I are creating, and which ones I'm writing right out of Coach Accountable. They kind of have
the purple prosper up the top. And usually I'm working off of a group. So, you know, I've followed
up with you multiple times about the follow-up, you know, on both systems, in Active Campaign for
everybody and in Coach Accountable for those of you who join this. So you've heard from me many
times in many ways about follow-up. So you're seeing it modeled. So that's another way. Does
that answer your question? Yeah, yeah. And the visual is helpful because that, I mean, that's
my problem. The same thing that happens in my writing. I've got books in here somewhere, but I
don't know where they are. Me too, me too, me too. Yeah, yeah. There is something so powerful, and I can
really see my life, and it's a whole other subject to teach, time management. I can see my whole life
on this calendar, honestly. I know exactly how much I'm expecting to make in a month, and I know
exactly how much I've made by week. I know how much tithe I've paid out. I mean, everything's on
this calendar, and it's not crowded. It's very easy to look for whatever I'm looking for. I know
when certain bills are due. It's like, at a glance, I can really see my month. It's the, you know, big
squares for each day for the month with kind of a margin on the side that I can have different
notes. And I'm really able to see everything at a glance. That's funny because I woke up
this morning and my, you know, scattered again, and like, where am I putting my attention, my focus, and I
went through a boundary worksheet that I give my clients and kind of got to that, okay, I need to go
get a planner again. I need my time blocking in place again. I need to know what I'm doing on
Saturday morning, not when I wake up. Yeah, I love looking down and seeing my whole week. Like, I always
know what's coming. I see the whole month, and if I'm talking on the phone, I can glance down. I go,
oh yeah, so the next, you know, is on x date or, you know, the master class is. I can see everything,
especially with the different colors. So even at a glance, if I'm talking to someone, it's just right
at my fingertips. And, you know, we're getting near the end of the year listing, if you're listening
to this live, which you are. And so most of the office supply ones usually have a few months of
the end of the year and then goes into 2023. So it's a good time to get, and I just get, like I
said, the one with really big squares for each day. So I can be making notes in each day, and I see the
whole month at a glance. So, and using colors, that would be my tip. But in that way, I'm always looking
and go, oh, okay, you know, I want to go back and follow up, and I can see, okay, it's been two weeks.
I'm going to just go ahead and put out another, you know, little this or that, you know. So, you
know, is it perfect? No. Does, you know, people slip through the cracks? Yes. But am I catching the ones
most interested? Absolutely. And am I catching them multiple ways? Because they're in active
campaign, because they're, you know, in Coach Accountable, because they're on my calendar.
Awesome. Thanks. You're welcome. All right. So at the bottom of your page is a reaction tab. You can
hit that to raise your hand. And this is a perfect time. Ask me. Have me look at something.
This is perfect time to get your follow-up questions answered. That's why I created this.
So, okay, Victoria.
Okay. This is, like, so refreshing that you, you know, use the calendar system.
And the paper to do list because that's kind of the way I still am and I'm trying to go more techie but it's just refreshing to know that that has worked for you for three decades.
Yeah, I'm going to go today and get that done and get a new planner because it's almost the time you know to rev up for the new year but so I know the fortune is in the follow up.
I know that I know that but I'm still I'm, I'm, my calls are coming through there. I'm getting fewer no shows, but I'm getting, I have really good calls like there's still in their guts and.
And I am ghosting them.
You're ghosting them.
That's what you said, you guys. Yeah, I'm ghosting them I have it like halfway right so I really believe that it's not my intention to do that. Okay, like I give them my full attention I it's not my intention at all.
But I'm fearing that for tonight.
Okay, okay. Yeah. Um, you know, I love that you brought that up.
So you ladies are going to be seeing that on the 15th of next month, I'm doing the God money and me master class. And this for years was an all day event and then I did five part but I'm doing it as a master class, and it's for that very reason,
you're going to start seeing the landing page and stuff is my whole my whole story around that I get that that was me. And so we've been together we've been kind of working backwards right we've said okay, you really desire income you really desire to make an
And to do that, you know you've got to be having sales and to have sales you got to be having sales conversation so we did the successful sales conversation masterclass right.
And, but then we know that the sale rarely happens on that first call that first conversation, statistically we know it's going to happen on the fifth, the eighth, the 12th call.
And so we did the fortune is the follow up to make sure that we can take those sales conversations underneath all of that is your mindset your beliefs about money about yourself about you know all of those things.
And even as much as I teach the perfect, you know, sales conversation and follow up. There's still a user air or operator air in the system, right, which is our mindset.
And so, in it's it's really good timing, Victoria to get breakthrough on that you're not alone and I suspect that virtually everyone on this call and everyone in the prosper leader membership and everyone in general has money limiting beliefs.
If and shadows around it. If, unless they have really really gotten breakthrough. I have had to work on this for 30 years. Now I'm not saying it's going to take you 30 years I got breakthrough in in one coaching session the first time but the breakthroughs
and what I'm able to do is bigger and bigger.
So, um, you'll learn this I'm going to be working a lot in the prosper leader membership.
So, so my story, I, I grew up in a very wealthy home. Okay. My dad made his first million in his late 20s, which interestingly enough I did too but he made them.
And so I grew up in the wealthiest part of a rolling hills in Rancho Palos Verdes. Um, you know, I had indoor swimming pools I had horses I had arenas I grew up very wealthy, but my mother was bipolar.
I'm addicted to prescription meds and an alcoholic and my father was an alcoholic. And so there was absolute insanity in my home.
We, I often share the story. We had a window company on standby with all our windows in stock measured and in stock, because they came so often to replace windows, because Christmas trees went through windows after through windows.
So I can you know, literally if I describe my childhood, it's absolute insanity. Hollywood parties drunken bodies everywhere, you know, wardrobes Nordstrom wardrobes being burned in the front lawn, you know, bonfire.
fires, um, access and golf clubs going through brand new Jaguars.
I mean, I really am talking sanity.
So you can imagine the childhood trauma and what I came up with about money.
And we don't always know that it's on the unconscious level.
So my unconscious level said money makes people crazy.
Money, money is insanity.
That's what I, I didn't tell it to think that, but that's the conclusion.
My little eight year old little girl came to this makes people insane.
And then, uh, my father had a heart attack and we had to move out of, out of the city.
He had his business in Torrance and we had to move.
And, um, so he, he flew away for business, um, like five days out of the week, he'd
come home on the weekends.
And so then it also said money took my daddy away.
Okay.
Now these are really deep rooted things.
You don't know this, you're not aware of it, but I made an unconscious decision
that I really didn't want anything to do with money.
And so now come along, you know, right before I was 17, um, you know, I became a
Christ follower.
I, I, I became a Christian and, um, uh, the church was saying money is the root
of all evil, which is a misquote.
Okay.
The love of money, making money.
Your source is, is the root of evil, um, because it's idolatry.
It's above God, but money is not the root of all evil.
If you look at the history, God gave so much lavishly, you know,
that's the root of all evil.
Why did he bless Abraham and Jacob and Joseph and, you know, on and on.
Right.
So, um, so I, I heard that and I was like, well, yeah, I don't want any.
And so then you end up in a really strange place that you've made an
unconscious decision that money is bad and you don't want it, or you have a
greedy shadow, you were told you were greedy, or you have a selfish shadow.
You were told you were selfish, or you're really afraid that
money's going to corrupt you.
There's all kinds.
I've, I've spent 30 years studying this.
I could teach on this subject till the cows come home and I will be really
pouring out to you guys over the next couple of months.
Um, and in that workshop, because now we're getting to the underpinning.
I've given you the surface skills.
This is how you have a sales conversation.
This is how you get leads.
This is how you follow up.
But until you deal with the under bedrock foundation of how you really feel about
money, um, and get set free, you're going to be dealing with beliefs in lack.
You're going to be, you know, having these, you know, greedy
shadow, selfish shadows, whatever.
And so that's what causes the friction that actually
keeps you from following up.
Does that, does that any of that sound familiar?
Yes.
What a story.
Oh my goodness.
Yeah.
So, um, I've learned a lot about money.
I've, I've read hundreds and hundreds of books.
I've spent thousands of hours studying about it.
I've broken through at one level and then, you know, have to break through at the
next and at the next and at the next.
And so there's many levels of breakthrough for this.
I'm not done.
I'm still going there.
Okay.
Um, but I can share what I've learned along the way.
And it's a lot.
I've covered a cover, studied the Bible and have a true, uh, wisdom
around, around that as well.
So, um, the answer is for right now, you know, before you go through all of that,
um, I recommend just changing your focus off of you onto that person and, and onto
God of, you know, I'm called to serve.
If I don't show up, this person just opened their heart.
This person just trusted me.
This person just, uh, and God just gave me an opportunity to bring gifts.
So God, please help me with follow-up.
God, please help me to love this person enough to follow up and please
help me to not make it about me.
Um, that's just a starter.
It's not even a drop in the bucket, what I'm going to be teaching you
over the next couple of months.
But at least if we just start by changing our focus, what we're looking
at, um, it will, it will help.
In other words, we're moving the mirror from, am I good enough?
Am I an imposter?
Can I really do this?
What if I fail?
What if they don't get result?
We can just shift the focus.
Let me be a channel for God.
God lives through me, coach through me, speak through me, love.
through me. I'm open. I'm available. I'm receptive. I'm
here. I'm willing to show up. God, you know, there's so much I
don't know I lack in so many ways, but you lack nothing. And
you're in me. And you gave me this divine appointment. And
because you gave me this divine appointment, I'm here. Coach
through me speak through me work through me. And God will bring
the answers through you. The Holy Spirit will bring the
answers through you. And it's just afterwards, you're like,
wow, that was really good. I didn't even know you're gonna
learn right along with your clients, okay? Because God's not
calling you to know everything, be everything, do everything.
He's calling you to be open and receptive and to be that
channel for him to flow. That's all he's asking. The way the way
the world is set up is God works through human beings. So the way
other human beings get touch is by human beings being willing to
be a vessel. You know, you know, Mother Teresa, you know, she
wasn't highly educated, she didn't have but you know, she
went on to be one of the wealthiest women, but she simply
made herself available. And, you know, I could use example,
example, after that, just be willing to be available for
right now, just start there. And then together, we'll work
through the money blocks. That's that that's the prosper, you
know, member of leadership. That's why, why I offer that,
right? It's for that very purpose of getting breakthrough
collectively. Okay. All right, Kim, you got your hand up.
Yeah, hi, Bernadette. That was really great. I needed to be
reminded of that. So thank you so much. I do have a question. I
have a new potential client. And we had a great conversation.
Like we really connected the other day. I sent her over the
package. I know that we had spoke about this. And then I
didn't hear back. I did send a message back to saying, Hey, did
you receive the email that I sent you? And so she did come
back just a little bit ago and say, Yes, thank you so much. So
I know that she's probably pondering it. Yeah. And this is
what I wanted to find out. Like, you know, I really felt like we
touched just a little piece of what she's looking for, but not
the whole picture. Oh, okay, good. So I mean, as far as
responding back, I was going to respond back and say, it's great
to hear from you. Thanks for the response. You know, did you have
questions? And then maybe go I just and then my next thing was,
should I go ahead and schedule another time to just chat with
her and maybe get more detailed about what she wants? What
would, what's usually your next step in that? You know, to
relationship, right? Because we don't know each other. She's an
old market client. Yeah. Yeah, no, that's really, that's
really beautiful. Um, there's several things that I do. So
here's, here's what we know. Um, let me add, Serena's arriving.
Okay, so there, there's several things that we absolutely know.
And that is that the longer or more exposure someone has to
you, the more likely they're going to buy. Okay. So the goal
is always to stay connected and have them experience and taste
more and more and more of what you offer. This makes the buying
decision very easy. Okay. Now, depending what you already have
set up, there's lots of ways to do this, that absolutely, the
results are pretty amazing. Okay. Um, one of the things is,
and you could do this, even in coach accountable, if you've got
a mini course that really adds value, and, and you say, you
know, as I was thinking about you, and one of the things you
have to do, number one, before I even get to that is holding
people, your job as a coach, as a prospective coach, as a
leader, as a thought leader, your job is to hold people
accountable to what they say they desire. Let me repeat that
again, your job is to hold them accountable for what they say to
remind them of what they said they desire to remind them of
the struggles they said that they're having. Right. And and
Kim, I've coached you for a while, have I not reminded you
of your goals or what you said you wanted on multiple
patience, okay? Yeah. Now, number two, and that's in so much love and it's so edifying and believing
in them and reminding them what's possible, so you're also creating a future and a hope, okay?
That's number one. Number two is understanding human nature. We tend to put off, okay?
You know, Kim, I know you're working with Caroline. How long did you hear about it and
think about it and know you needed to do it before you actually did it? Months, years, right?
This is our human nature, right? And so you knowing that means that you stay connected
and you stay in touch. This is the reason why it takes five touches, eight touches, 12 touches.
How many of you have seen something, you know, on Facebook Marketplace or you've gotten a catalog
or whatever? I remember in the old days of catalogs, I'd literally find something,
circle it, put it by my phone and it would still sit there for weeks and I didn't order it and I
wanted it. I desired it, okay? So there's a certain human nature and now you add to it
so much noise, so much distraction, so many people coming in and making offers and telling them
so many free things out there and there's a lot of confusion. So you're really going to win by
being the consistent voice that adds consistent value, right? So holding them accountable to
their goals, adding consistent value. So how do I do that? Different ways. One of my reasons
for offering these masterclasses, it's added bonuses. I didn't need to do it, right? But I knew
that it would do a lot of things. It would add value to my Prosper Leader members. I mean, I just
love you guys and I'm always thinking, how can I add more value to you? How can I equip and empower
you, my vision, equip and empower you to prosper in every area of your life? How can I do that?
You know what? I'm going to add even more than I was the two live calls that I was offering. I'm
going to add masterclasses to bless you. At the same time, that masterclass becomes a small item,
a $97 item for those not in the Prosper Leader membership, right? Which allows my prospective
clients to taste and experience me before they make a decision to coach with me or join the
Prosper Leader membership. It allows them on a regular basis in an area that they're interested.
And so this is the value of having a challenge or a masterclass or something that you can say, hey,
I know you may not be ready to jump into coaching, but I think this would be perfect for you. It's
only $97. It'll let you get this specific, you know, small piece benefit. And now there's a
relationship. There's a relationship. They're investing money. Statistically, anybody that
pays you, that's why so many offers are $1, $7, $17, $27. Anyone that pays you is likely to pay
you again. There's a certain trust. There's a certain thing that is initiated. There's a portal
that's opened, right? So that's one way that they may not be ready for the big package. It's really
hard to go from $0 to $2,000 or $0 to whatever, right? But it's easier to go from $0 to, you know,
okay, let me try this. Let them experience you. Another option that I sometimes do is, you know,
like in the Prosper Leader membership, I have something like say, you know, the manifest love,
health and prosperity. I know that's so life-changing. And you notice that I offer the
first of each of the courses free in the Prosper Leader membership. So it's the similar thing.
They can taste, really like it. They can bump up for $19 and take a whole course and experience me.
And very often the emails and the texts I get after that are, wow, I really want to work with
you. You really spoke to me. Okay. Another way of doing it. And yes, if I've done some texts and
I've done some, you know, reminding them of their goals and really building them up and, you know,
staying front of mind, and I don't have something like that to offer coming up, or I do feel in my
spirit, you know, let's do another call. Then yes, you can say, you know, we have such a short time
to talk. And I feel it was just the tip of the iceberg. You've been on my mind. You've been on
my heart. You've been praying. I'd like to offer you another free call. Normally those
calls, you know, are $250, but I want to offer you a free call
again, because I really do care about you, what you really
touched me and you again, you go back to their story and their
needs, and you have compassion, and you really touched me with
this, and I want to contribute, you know, to you moving
forward. So it's love, it's consistency, it's holding them
accountable, you know, to what they're doing, it's always
focusing on adding value, just does that give you some ideas
and help him?
Yeah, that's good, Brenda. Thank you. Yeah, I think I will touch
back with her because, you know, I just offered her one program.
Yeah. So and and I am considering putting a workshop
together in the beginning of October. Yeah. So that will give
me time to, you know, get others involved.
You have time to market it. And yeah, and then you add that to
your calendar, and you have regular follow up, and she's in
her in your email list. So she's getting value hearing from you
on email. And if she's on your social media, and you putting
some valuable posts at least once a month, you see, I always
talk about the cord of three strands doesn't get broken,
right? So you there, she's getting texts or calls from you,
she's getting emails, she's getting social media, you're
keeping yourself front of mind in the middle of a lot of noise.
And if you go the distance, most of the other stuff will drop
off. Why? Because we already learned most people don't follow
up. So you already moved ahead of the pack, because they don't
follow us. And they don't focus on the client's needs. They're
just, you know, running a, you know, a sales machine. So you're
going to start rising and distinguishing yourself. And
there's interesting things that happen, you know, over the
years, Kim, I've had some people I followed up with for years,
and then they finally came in. Okay, so it there's timing,
there's just divine timing, too. And I want you all to remember
that. And, you know, I had some someone recently, um, I had done
a free call with her. So she knew what I offered. She didn't
buy up. But interestingly enough, she referred someone to
me. And then later, one, two years later, she came back
around, and she bought two different business breakthrough
intensives and my full coach certification course, and the
membership two years later. So this is the value of staying
front of mind. Okay. And you know, Eric Laugholm, I worked
with him for years. He's a top, top sales trainer around the
world. I hired him when I was founder of a network marketing
company. I hired him to help train the distributors. And he
used to say you stay with them till they buy or die. So that's
how long that's how long we're talking.
Yeah, I know, with network marketing, as you know, I'm part
of two is that I've had clients come back two or three years
later. You know, yeah, yeah, just stay in the connection.
Stay in love, stay in love.
When they know, like and trust you, right? So that's why I was
wondering, yeah, I think I'm going to touch base because I
feel like I didn't get enough meat. Yeah, good. You know, her
full desires. And I think that also helps to build, you know,
that she doesn't go away thinking, okay, she's just
offering a program. That's where it lands.
Yeah. And that does remind me, Kim, I had some I have some that
come back and tell me no, they just don't have the money for my
coach certification or my coaching. And they come back and
they say you're exactly what I need. But right now, I just
simply can't do it. And that's when I come back and say, well,
then start small, you know, for $19 and 97 cents, you can be,
you know, in in the prosper membership, start least getting
things into into your spirit and growing yourself. And then
you'll be able to or the prosper leader membership, I mean, you
get so much value for $197. I mean, you get you know, you get
the masterclasses, you get to live, you know, group coaching,
you get access to all the material. I mean, so, you know,
they may not be able to afford many 1000s working with me right
now. Okay, back it up. Let's try a couple hundred or even 20. And
show that you're serious, show yourself that you're serious
about advancing. And again, that keeps your front of mind keep
adding value.
Thank you, Brenda. Thanks so much. Awesome. Okay.
We are at the top of the hour.
Kate, your hand is still up.
Did you have a second question?
No. Okay. Does anybody have
any comments, questions, ahas as we wrap this up?
Was this helpful for you?
What was your biggest takeaway?
What are you, and here's a big question for you.
Thank you for that, Victoria.
What was your biggest takeaway that you're going to apply?
Because coming to a masterclass or a Q&A is only useful
if you're going to do something different.
So I'd like you to put in the chat right now,
just help solidify it.
What was your biggest takeaway?
And what are you going to do differently?
What are you going to apply or implement following?
Okay. Offering smaller packages for people
who do not know me yet.
Wonderful. Great.
What else? What was your biggest takeaway?
What are you going to do differently?
As a result, this will allow you to set an intention.
We didn't set an intention at the beginning,
so we'll set it right now
as to what you're going to do differently.
I'll give you a second to type that in.
Keep myself at the forefront of their busy and chaotic lives.
Good one.
Okay. Offering smaller packages.
Okay. Wonderful.
Color coding my calendar.
Wonderful.
Features tell, benefits sell.
Great. Okay.
Get on my client's map more with compassion,
understanding where they are,
and creating a good follow-up.
Let's see. You guys are moving so fast.
Let's see. What did that say?
Creating an easy entry point that elevates hope for them.
Wonderful. Create a good follow-up system.
Wonderful.
My desktop follow-up.
Going to Office Depot today.
Okay. And sending one follow-up a day
until I get caught up.
I love that.
Let's give her a big whoo-hoo for each one of you.
Congratulations. Good.
You're stepping into the absolute greatness
that God has called you to.
You have so much value to offer,
and it doesn't take anybody telling you
that people are really suffering right now.
And the very fact that you're here
shows that you are a person who has been willing.
The fact that you're a Prosper Leader member
shows you're a person willing to invest in yourself.
You're a person willing to grow and learn.
And because of that,
you've already had multiple breakthroughs.
Things that seem like, duh, to you,
can save a life to people out there
who are feeling hopeless and helpless
and caught up as a victim
and not knowing where to go.
And so there's never been a greater need
for coaches and consultants and healers
to step up to the plate.
So this follow-up, yes, it's going to get you,
your income, your impact.
It's going to grow you,
but you have no idea how it's going to change
other people's lives.
And it's so needed right now.
And that's my real heart,
is take the focus off of you,
this whole imposter thing.
The one thing that you know is your story.
The one thing you know is your story.
And you know that in order to get victory,
you had to stop doing certain things
and you had to start doing other things.
And you know what those things are.
And you're not an imposter.
You can teach those things
because you stopped doing certain things
and you started doing other different things.
That's worth its weight in gold.
People don't know what to stop.
They don't know where to start.
They don't know what to read.
They don't know how to overcome fear,
doubt, worry, lose that weight.
They don't know this stuff.
They don't know their health back.
Restore relationships.
Believe in themselves.
Trust their intuition.
Know that they're a container of God,
a temple of the Holy Spirit.
Holy Spirit, know that they have access
to wisdom and resources.
Know that they can overcome, that there is hope.
You are that voice.
And when you think about it from that standpoint,
you won't be so scared to follow up.
All right, so blessings to all of you.
I'm so thankful for each and every one of you.
So glad you're here.
Put this into practice, share your success stories.
Can't wait to hear how things change.
And we will see you at the next call,
which if you're a Prosper Leader member,
of course, it's the first Tuesday.
We're gonna kick off the month of October together.
And we're gonna have the God money in me.
We're gonna have two live coaching.
And I think I might even surprise you
with some office hours.
We'll see.
So stay tuned.
I love you.
God bless you all.
Bye-bye.
Thank you.
You're welcome.