So, welcome welcome welcome to this edition of the prosper leader membership, and I'm
so excited to be here with you tonight we're going to cover some really practical things
when it comes to, are you achieving your goals, are you getting the sales.
Are you showing up, and I think some of the tips I'm going to give you it's going to be
maybe just a chance to reflect and evaluate and see how you're doing, how you're doing
with all of that so let me go ahead and share my screen real quick.
And then we will go from there so here we go.
All right, and you all should be seeing that now, and I'll make this so that you can see
me as well and yay here we are.
Okay, so we talked, we've been having some conversations around about making offers and
getting sales and growing your revenue growing your income, which, of course, I want to remind
you, actually I want to remind you, remind me.
Let's start with prayer first.
All right.
So Father I just thank you for this time.
Thank you for every woman represented here live and listening to the recording as many
are traveling I know, and I just want to invite you Holy Spirit to just permeate this conversation.
Open our spiritual senses to hear what you are saying to us for us to fully show up for
us to fully glorify you and everything we say and everything we do.
I ask in Jesus name.
Amen.
Okay, so when we're talking about sales, when we're talking about revenue, we're simultaneously
talking about impact.
If someone's paying you, you're working with them they're committing, you're giving there's
an exchange happening, and you're changing lives.
So the amount of income that you're earning is a reflection of the number of lives that
you're touching, you see, and making sure of course that you're charging enough to be
valuable for you as well as them.
So I'm going to go through some things that we've been talking about I put it all in one
place.
And I want you to use this as like a self evaluation like give yourself a checkup and
ask the Holy Spirit to show you, ooh, that's an area I'm not doing or that's an area sticky
or I'm not as confident in that area or I'd love to do better in that area and, and this
is where you can be making some notes and then of course, after I only record the teaching
part and then those of us prosper leader members that are live, you get the benefit of my coaching
and the beautiful benefit of masterminding and hearing from each other, and it's an opportunity
for us to support encourage give great feedback to each other.
And so we're going to do that after this, this session.
So first of all, just review and, and just say, okay, am I doing that in my clear?
So do you really, really, really know your why?
Like emotionally at a hard level, heart level, do you know why you're doing what you do?
Because your why is what really drives you.
You're not really working for money.
You think you are, but underneath the money, there is like seven levels of why, and we've
done that.
And so being at that deep level, like, why does this matter for you?
And then of course, later for the client.
And so do you know your why?
Are you really clear every day?
Do you wake up?
Does the, does your vision motivate you, inspire you?
And then do you really know your offer?
Like is your offer like alive and well in you?
If I caught you on the street and I say, Hey, what are you offering?
Tell me, what are you doing?
Would you give me your offer like confidently?
Or so many times I'm talking to coaches and they're like, um, um, okay, yeah.
My offer is, um, um, oh yeah, yeah.
Okay.
My offer it like, no, like you have to have this on the inside of you.
This is what I offer.
I can summarize it.
I can summarize it from a standpoint of a benefits.
I can summarize it in a way it's like, wow.
Oh, I want that.
Your prospect's going to say that.
So do you know your offer?
And then when you communicate it,
do you communicate the value effectively?
And if you've done a good job listening,
I assume I have taught you enough times
that the most important thing is listening.
So if you have listened, do you know their pains?
Do you know their desires?
Do you know their frustrations?
And then do you use their words?
So like today, I was on a call with a prospect.
Actually, she's an old client from 2018 who just came back.
And she said, I'm really feeling stuck.
And I just really need to get unstuck.
And so I was thinking of you and how you used to coach me.
And I need to get unstuck.
She said that four or five times.
She said, I need accountability.
I'm all alone here doing this.
I'm a solopreneur.
And so if I do it or I don't do it, I really need accountability.
So she listed out as I asked her questions.
She listed it out.
So after the whole process at the end,
as I've taught you too, when I went to make an offer,
and I could say, here's what I recommend.
Here's the tools that I believe will best get you unstuck.
And here's why.
And here's how you'll have accountability.
And here's how you'll be able to.
And so using their words, are you doing that?
Are you speaking their language?
Are you tuning in to their pains, their desires,
their frustrations?
Are you speaking in terms of benefits of your offer
or features?
Now, just this week again, so am I
repeating myself?
I hate repeating myself.
I feel like I'm teaching you the same thing.
And yet, this week again, three or four of my clients
just started telling me about their features.
When I said, OK, give me your offer, tell me your offer.
And they went into the features.
OK, well, it's six months.
OK, it's two 60-minute sessions.
OK, and so what is going to cover?
Like, no, no, no, no, no.
Those are features.
Features tell.
Features don't sell.
If you haven't made that note and put it
in big on your desk somewhere, features tell.
Features don't sell.
Our logic mind does not buy.
99% of the people are going to buy on their emotional mind
from their limbic system.
How is this making them safer, happier, faster, better?
Like, how is it solving a problem?
How is it giving them more peace, more joy, more money?
It's not going to be logical.
It's going to be emotional.
How are they going to feel if they use your service?
So features tell.
We don't want.
Features come last.
If somebody asks you, well, how many sessions is that?
Or how long does it go?
OK, now give the features.
Not before.
The conversation is all about, it's
going to help you do x, y, and then you don't stop there.
So that you will be able to, and take them down some more
y's, so that you'll experience, so that, like, take them there.
Let them live it.
Don't go through boring features.
So benefits sell.
Features tell.
Benefits sell.
Now, you want to take it to another higher level?
Add a story.
You should.
I've told you this.
You should have a list of stories nearby.
And you can say, you know what?
Let me tell you another woman I was just dealing with.
Very similar to you.
She was feeling stuck, if I'm using today's example.
She was feeling like she didn't have accountability.
And so here's what we did.
And here's what's happened.
Like, stories sell.
So features tell.
Benefits, especially with stories, sell.
Very important.
And then put some urgency to it.
Give them a reason.
Reward fast action takers.
So how can you do that?
Well, you can do it around the price.
Sometimes I'll do things, well, it's $5,000, it's $10,000,
it's $1,500.
If you do it today, here's what I'll do.
If you do it within the next 24 hours,
here's what I'm going to do.
I'm going to do it for, you know, $1,000 or $1,500.
I'm going to throw in the successful sales masterclass,
because you really need that.
Or I'm going to throw in.
So like, make it that the price is better,
the bonuses are better.
Like, there's a reason for them to decide.
Because guess what?
When are they most excited?
When you've been talking to them, that's going to dissipate over time.
Then you're trying to revive the dead.
If you want to give them a deadline and that benefits their price, it benefits the bonuses.
So are you doing this?
Are you, are you communicating value?
Are you using their words?
Are you focusing on the benefits and not the features?
Are you putting urgency in there?
Make a note to yourself.
Are you doing that?
Which area in what I just shared, do you still need to shift?
Okay.
Now I've walked you through a process before you ever get on the call.
The most important, I've talked to you about being prayed up, prepped up, pumped up.
I've talked to you about being ready before you ever get on the call, right?
I've talked to you about visualizing, seeing the sales, seeing them excited, seeing them,
you know, give you their, their registration, their, their credit cards, seeing you excited
about having a new client, like you're visualizing this before it happens.
And so you're coming from a place of abundance.
You're coming from a place of, of having this, you're coming from a place of expectation.
So before you ever get on the phone, the deal's already been settled.
You're not coming from a place of lack or fear or doubt.
And so then when you get on the phone, you know, we've talked about this, go back, listen
to successful sales conversations, but your whole focus with them as you're listening
and you're asking questions is you're focusing on solving the problem, giving them the result,
giving them, you know, the transformation.
They're not buying features, they're not buying sessions, they're buying solutions.
And the, the more problems you solve, the bigger problem you solve, the more you can
charge.
Okay.
And so are you focusing on the problem that you solve?
And then I've taught you in the last couple of times that if you only go with, you're
going to have more peace, you're going to go to the next level.
You're going to, you know, um, whatever, um, it's, it's still not motivating enough for
most people, if you can tie it to an economic benefit.
So how would you do that?
If it's not, let's say that it's healing from trauma.
So how would you tie it to an economic benefit?
Well, if they're working on a job, how much better would you do on your job?
If they're in sales, how many more sales could you have?
If your nervous system was regulated and you were at peace, how, how much more could you
advance your business?
How creative could you be getting that book done, um, getting your business growing, how
like if it, if it's about relationships, right?
Cause most people have three challenges, either health or relationships or money.
So you really want to tie it into those.
So you want to make sure that they're don't assume they're going to make that connection.
You help them make that connection.
And that's really important because then they justify.
So they buy emotionally, they justify logically, Oh, if I do this, I'm going to make more money.
It'll pay for it.
Oh, I'll get more sales.
It'll pay for it.
Oh, I'll have more clients.
It'll pay for it.
Like you're tying it in some way, not just to the peace, the health, you know, any of
those things, but also you're actually tying it that, that they it's measurable enough.
Okay.
And then don't forget to also, um, less people are motivated by pleasure than they are by
pain.
Okay.
That's just the truth statistically.
So on one side, that's the pleasure you're showing them how you're taking them, you know,
to pleasure Island, but what's more important or equally important is CIA cost of inaction.
So if they don't do anything, the things you're, if they don't solve the problems, your problem,
you're promising to solve.
If they don't do anything, what's the cost?
How is it going to cost?
If they continue, if their bank account stays the same, their relationship stays the same,
their health stays the same or worse, their business stays the same or worse.
And it's a year from now, it's five years from now.
How are they going to feel about that?
I remember that question with Tony Robbins, 30 years ago, drove me to the success that
I have today.
When I imagined everything staying the same, the place I was living, my economics, my health,
my relationship, I was like, Oh God, help me, God, no, I'll do whatever it takes.
So it's because Tony Robbins did such a good job at.
painting that. So CIA. And then here's another way. I'm on call
after call coaching. And I'm saying, did you specifically
make an offer? Did you specifically ask for the order?
Did you specifically say, are you ready to get started? Which
package is better for you? I've got two packages, which one
works for you? Which one's better one on one or group?
Which one's better? Like, did you? Did you actually ask for
the order? I'm getting online. Same thing. I got a bunch of
people doing Facebook lives. But they never I say if I go into
your Facebook group, and I say, Hey, do you know what Sally Sue,
Rebecca Jean, whoever it is that's doing the Facebook live?
Do you know what she really does? Do you know what she's
offering? Do you know her product and service? And if I go
interview? 20 50 100 in your Facebook group, and they can't
answer that you're not doing your job. You're just wasting
time and energy part of your life just being wasted, because
you're showing up, but you're not giving them something they
can do to take action. Okay. So asking for the order, and then
coming from a place of assumption. So assuming that
they're going to buy. And then here's a big one. Many of you
talk yourself right out of a sale. So once you've done that,
you've covered those things, then and you asked for the
order, then zip. Don't keep talking, let them talk. The one
who stops talking is in control of the conversation. So this is
where you want to give them a chance to give you their
feedback. So you can know where they're coming from. And you
want to dig deep. Okay, this is where their objections come. So
you can say, Hey, in everything I shared, you know, often say, I
just gave you a lot of information all at once. Do you
have any questions, comments, ahas? And I'll wait to see what
they respond. And I'll say so. So are you ready? Whatever, like
I said today, it was about getting stuck. Are you ready to
get unstuck? Are you ready to have the accountability? Are you
ready to to grow your revenue and your sales? Are you ready to
do that now? And then zip? Wait for them to answer. And if they
say no, then you want to go deeper. So you want to say,
Listen, I really want to understand you. Can you tell me
are there other concerns? Um, you know, what are you what are
your concerns in getting started working with me? And then if
they tell you ask if there's any other fascinating, I like giving
you real examples, okay, on a prop on with a prospect today,
and she just seemed like she was gonna go. And then when it came
time for the packages, she hemmed and hawed and she didn't
say yes. And so I dug asking these questions. Hey, what what's
missing in this offer for you? What would what would make this
offer if you could wave a magic wand and make this offer really
work for you? What's missing? And you know, it was really
fascinating. That's when you learn the truth because the
objections are usually buried in layers. And so hers was very
fascinating. She said, um, like, is there is there some kind of
guarantee? Do you have some kind of guarantee? And, um, and so I
talked to her about that. And I said, Is there anything else? Is
there anything else that concerns you? And she says,
Well, each time we're going deeper, she said, Well,
actually, if I'm going to be able to do what you're asking,
she said, I had a business coach, the thing she was asking
me to do, I just couldn't do they were so out of integrity
with who I am. Okay, now we're really getting to the real
issue. But if you didn't ask, you're not going to know that
she's not going to volunteer that. Right. And so I said, and
so she says, I don't want to be out of integrity. And I said,
absolutely. I said, so. So there's a guarantee. I'm going
to promise you, I will not ask you to do anything that you feel
is out of alignment with who you are and out of integrity.
Now, I'm not saying that I'm not going to stretch you, because
what you've done is gotten you to where you are. So as a coach,
my job is to stretch you. And when you do something new, you
know, you're going to feel a little uncomfortable. So that's
different than you being out of integrity. Do you agree? And so
I got her to the place that I promise you, we're not going to
make you do something that is out of integrity. I said, Are
I keep asking? Yeah. Do you have any other concerns? And I'm
silent. And she says, Well, actually, my concerns is me
just, how does she say it? My, my inconsistency is her exact
words. So, so I'm always taking notes.
as they're talking, I'm scribbling, okay?
And then I'm looking at that as I'm talking, right?
And so, you know, I just keep a circular notebook
and turn the page with each client.
And so now we've got to really get to the root issue
of the inconsistency and how are you going to help?
How will accountability help?
How will mindset tools help?
How will she get breakthrough in this area?
And again, back to cost of inaction,
if she doesn't do anything, okay?
And then you finally get to a place
and then are like, they'll come to maybe a money issue
because it's usually money or time.
And so they'll come to a money issue perhaps.
And they say, you know, the truth is
I just really can't swing $10,000 right now.
Now you go into a little negotiation, you're their friend,
you're trying to come up with something
that works for both of you.
So would it help?
My favorite thing is to say, well, would it help?
I had that today.
I had a $10,000 package and I said,
are you able to get started with the $10,000 today?
And she said, no, I don't think I could swing that.
And I said, well, would it help
if I broke it into two payments?
She says, yeah, I could do that.
I said, perfect, I'm going to send you the link.
And now this is where you go assumptive.
You assume they're going to do it
that they've already bought.
And now you're starting them on the customer journey.
So I go, perfect, great.
You're going to get the link.
And when you get the link,
it'll automatically have you set up
your first coaching appointment.
So we'll have that all set up.
And in the welcome email,
it'll have the link that'll put you
into the Prosper Leader Membership.
So that'll be excited.
You can get in there and navigate around there
and start on the courses that are most relevant to you
and jump in the calls next month.
So I'm actually just assuming it's already going to happen.
And I'm already starting to almost onboard her
even though she hasn't paid me yet.
And she did later within 15 minutes or so.
So do you see, these are the things to,
you're just communicating,
you're finding out what's really bugging you.
It's like you care.
I mean, you do care.
What's really bugging you?
What would make this work for you?
What's missing?
What else do you need?
And then you're negotiating.
Would payments every month help you?
Would shortening the term,
from a year to six months help you?
Would doing a breakthrough intensive one day first
so that you can experience me help you?
And then if I credited that toward the big package,
would that make you feel more comfortable?
So you're working with them until you get that yes, okay?
And then this is in your files and it's on this,
but I also, you can download it in your files
in the coaching.
Remember what I taught you about stage selling,
about the sales mountain,
and that you're not asking them to marry you
before you've been on a date.
So you're only selling the next stage.
So if you're just at the lead generation,
you're only selling having an appointment with you.
And if you're having an appointment with you,
then the next step is getting that trust and that rapport,
right?
And asking enough questions
so that you can really know what their needs are.
And so you get to the place here
where you can make the offer the first time.
And then there's this elegant dance
where they give you an objection
and you go back and you remake the offer
and they make the objections
and you take them over this mountain
to the point that you can reoffer and it works.
And then of course the follow-up and moving together, okay?
So some questions.
We talked about the irresistible offer last time.
So go back and review.
And my puppy is chewing on my cord.
Give me one second.
No, no, no, get out of there.
No, no, no, no, you can't be chewing on that cord, no.
Okay, have you guys seen my co-pilot?
This is Coco, my co-pilot.
So you guys can all say hi to Coco
who just chewed through a cord.
Okay, all right, real life, here we are.
Okay, so asking yourself some things
about your irresistible offer.
And then here's your checklist.
I want you to really, really genuinely
look at this this week.
You did it in your breakout,
but if you're listening to the recording
you didn't have a chance to do that.
Did I show up?
How many times did you show up this week?
When I say show up, I mean that someone got to know
your product, your service, and could generate an interest.
Did you show up online in a networking group?
How many times did you show up?
How many times did people have an opportunity
to truly find out what you offer?
Okay, and then when you did show up, did you make an offer?
How many offers did you make this week, this month?
If you're not making money, if you don't have any revenue,
this is big, I want you to write this down.
I want you to highlight this.
How many offers are you making?
And do you even have a plan to make offers?
Do you even have a goal how many offers to make?
Do you have it on your calendar?
What days are you gonna make an offer?
Where and how?
Do you have people on your calendar that are prospects
that you're meeting with that you're gonna make an offer?
Are you attending a networking event
that you're gonna make an offer?
You know, true story,
because I've been really reflecting on this too.
And I've had an incredible week to the glory of God
because I don't teach anything that I don't do myself.
So I had an opportunity to speak
at Tapestry Women's Network a few days ago this week.
And I did it on, you know, goal achieving.
And so I only have, you know, 25 minutes to talk.
It's really quick.
All my years with Tapestry, you know,
I'm a coach to coaches there.
I was second person, you know,
that Stephanie told me about it
when she started the Tapestry Women's Network.
And so all these years I go and I add value and I talk
and I never add an offer.
And I said to myself today for two reasons,
for myself and for them,
I need to model that the reason they're not making income,
the reason they're not successful,
they're not showing up or they're not making an offer.
So I said, for your sake,
I'm gonna make you an offer right now.
And I had it already typed up.
It was handed out with the notes.
Everybody got the offer.
I had a place of expectation.
There was two choices.
It was very small.
It was, that's not a place usually
that offers are made or expected.
So I was kind of out of the norm.
So it was a $97, $197 offer, very small
and had the form right there.
They could write their credit card.
They could give me an order
and I can just to show you what it looks like.
You know, it was a very, very simple.
It was a special for Tapestry
and what they got from a benefit standpoint
and a place to put their credit card information.
And so I could have not asked for the order
and I could have done a great job, which I did,
or I could explain to them and lead by example
why they too need to be making orders
and go ahead and make,
why they need to be making offers
and go ahead and make the offer with the expectation.
And so do you know that already
with the four that have come, two bought on the spot,
two more have followed up this week and bought.
So already there's an extra $800.
I mean, what would that do for you just by making an offer
if you made an extra $800 this week?
It's not the $10,000.
Yeah, I made that, I made a $10,000 offer too
and I got that, but did you make even something like that
that for sure they had a chance?
Cocoa, get out of there.
No, no.
So did you make an offer?
And so I led by example and did that.
So I want you to ask that question for yourself.
Did you show up?
Did you make an offer?
And so then, this is go back to how committed are you?
I started with your why,
how committed are you to your goals?
Are you doing the Prosper Daily Plan every day?
Are you calendaring?
Here's a question for you.
Does your calendar reflect busyness or business,
money-making activities?
Does your calendar, go look at your calendar right now.
Does it reflect busyness or business?
And then are you tracking?
What you measure gets done.
What you focus on expands.
So are you measuring every week?
Can you tell me how many calls you had?
If I just ask you on the spot, do you have it written down?
I have it written right on my calendar.
I look at it at the end of every week.
How many calls?
How many sales?
What was the income that week?
So here's a place for you to reflect a little bit.
What spoke to you most in this training?
Internalize this.
What actions are you absolutely committed
to doing different as a result?
And why must you do this now?
This is your chance to describe in detail
your cost of inaction, okay?
So I pray that really bless you, get you thinking.
It's a little evaluation.
And now we're going to go in and mastermind and really go deeper with that.
So for those of you listening to the recording, thanks for joining.