13:02:48 Some of you are on East Coast, huh? Michelle, is that you?
13:02:51 East Coasters. So it's like you've already had a full day
13:02:58 All right.
13:03:00 Hi, I've got a lot of people's note takers in here, which I don't usually have, but I'm going to allow it, although I don't know.
13:03:11 Yeah, I'll allow it.
13:03:13 This is a group program. So I am taking notes though and i'm doing
13:03:17 the transcript and the AI summary
13:03:21 And I've got a recording, so you should be good with what I send to you. You don't need your AI pals along the ride. So I'm going to get started.
13:03:33 I know that there's more people coming. There's probably around 18 people in the program.
13:03:39 And I just wanted to say I'm excited you're here.
13:03:43 And for some of you who've seen me on Zoom and usually see my books, I'm like, I'm in a rental house, although I don't tell social media that because I don't want people to know that I'm not in my home at the moment while it's getting fixed from the fire.
13:03:57 And so I, yeah, so I rock the dot. That's my awards over there. I was just taking a picture this morning.
13:04:06 There's only probably a couple of people that aren't dots that are coming into this program, which is amazing. I love supporting all women entrepreneurs. I have a few guy clients too that really need help and they're fun to work with. But primarily, I love to work with women who are just highly motivated to go after their dreams, rock their and crush their dreams, make a lot more money doing what we love.
13:04:30 And want to just be shown or told how to get there faster. So my goal with you in this program is to
13:04:39 tell you whatever I need to tell you. And, you know, once I get a little bit more information about what you're doing, who it's for, why they should care and where you want to go with it.
13:04:48 then I'm usually pretty intuitive and good at saying, well, I would recommend this, not that. I would recommend doing it this way, not that way, or using this software, not that software, or saying this and not that. And I'm really, really good. And I've been doing this for 25 years with small businesses. Okay. 22 in my own and three years previously.
13:05:09 with an advertising company where I would sell ads, but really what I did was I helped them grow their business because nobody knew what to put in their ad. So I had to teach them all the other things too. So for some of you who don't know me.
13:05:22 That is what I love to do. I could do this in my sleep. I would do this on my day off. I love talking business. I love talking marketing and sales.
13:05:31 Because it gets us to our goals, right? The more money we can make, it's not all about money. Of course, we want to make an impact, but the more money we make, the more impact we can make. The more you can donate, the more you can give back, the more you can free up your time, the more you can send your kids to college, wherever they want to go. You can travel the world. You can get a second house. You can enjoy life.
13:05:52 And I think life is too short to not enjoy life the way we want to enjoy it.
13:05:56 And I'm 54 years old and I'm in multiple six figures
13:06:01 But it's not enough. I'm telling you, it's not enough to get where I want to go. So I don't know where you are in your money path, but
13:06:10 I've been, you know, way lower than that in my first couple of years in business. I was barely scraping by 50 to 70,000 a year and then finally hit six figures in 2008. And that was with a lot of struggle and a huge costly mastermind in getting there. And I've
13:06:33 invested probably $300,000 in business mentors and masterminds in the last 20 years.
13:06:39 300,000, yes. Why? Because…
13:06:43 I knew that the more I invested with the different people, the more that it would get me where I want to go and it would lead me to where I am today, which it has.
13:06:53 Now, along the way, I thought I would probably, oh, I'd get a million dollar business, but
13:06:57 I'm more about the lifestyle than the money. So I want to help people build the kind of lifestyle they want and your business and around your lifestyle, not fit your life and around your business.
13:07:10 Since then, my goal is not a million dollars.
13:07:13 You know, I'm still not at my $500,000 a year goal yet. Some of you might be making more than that. I don't know.
13:07:21 But if you're not, I can guarantee you the things we're going to cover in here are the most important things to be working on in your business to get to that next level, whatever it is. So whether you're making 20,000 a year, 50, 80, 120, 200, or 500,
13:07:37 there's always a next level, right? There's always that next level of where you want to go and what level of income you want to create, but also what level
13:07:45 What does that create for your life, right?
13:07:48 Probably like four years ago, my stepdaughter would say, well, you're never home, right? And that's when I was out speaking a lot more before COVID.
13:07:57 And that was like a dagger to my heart. And I'm like, oh no, like I don't want her to get the impression that I'm never home, right? I want to be there. So I had to change things. Well, COVID changed it for me, which was lucky, actually, that I didn't do a lot of speaking after that.
13:08:12 I'm just telling you this because I want you to
13:08:17 not undervalued and underestimate what you really need in your life.
13:08:22 I have clients sometimes where
13:08:25 They're so unhappy in their marriage that they can't even do a simple email to their list because they're just not in the game mentally, right?
13:08:36 And so we have to work sometimes on having the communication or helping that scenario. It all has to flow together as entrepreneurs, especially if we work from home, right? I see Alex, you work from home, right? With your dog. I do too. Janine does. I know. I think most of you probably do. Sometimes we're in the car, right, Mindy? You know, give us a wave. And sometimes it's what we have to do to get where we want to go. But
13:09:01 I want to make it easier, less frustrating, more
13:09:07 productive. So we're focusing on the right things at the right time
13:09:11 In order to reach those goals.
13:09:14 I'd love…
13:09:15 That was just a quick little introduction of what we're doing here and
13:09:21 happy to have you guys put some information in the chat. I don't want to spend a whole lot of time on
13:09:27 Networking today. However, I know that a lot of the people that joined this past weekend, this group.
13:09:34 Can't make today's call, so they're going to be watching the recording.
13:09:38 So I do want to get to the meat of what I wanted to talk about today, which is your ooey. I call it your ooey, which is your order of importance, O-O-I. So your order of importance, okay?
13:09:50 So high end, I was just giving the overview of who I am and why we're here and hope it's to make more money to have a better lifestyle and
13:09:59 also make a bigger impact because how can you not do that, right?
13:10:03 All right. Let me…
13:10:06 pull up my PowerPoint, go through a few things. We're here for two hours now. I know not all of you can do two hours. I want this to be interactive though. So as I go through things, I might say something like, where are you guys at with all this? Or which one of these things do you have a challenge with? Or who thinks they're dialed in with these three items today or whatever?
13:10:32 The way the actual program works is the first four calls were designed to be trainings. And honestly, when they originally designed, it was designed to be an hour. And then I just kept going and going and going and going. And because everybody had questions. And so I just said, let's give us two hours.
13:10:50 Because then we can do some training, we can do some talking, we can do some networking, we can actually do some work. Okay. And giving you advice on some things.
13:11:00 But know that they're all recorded. Then the fifth call in December
13:11:05 There's one in October, two in November, two in December.
13:11:09 The fifth call was kind of a open free for all to review the first four because it was like a fire hose for the first class that went through this.
13:11:16 And then fill in the blanks a little bit with some of the content.
13:11:21 And answer questions. And then the goal is in January, February, and March, those
13:11:26 three calls. There's one call per month in those months.
13:11:29 that that is the accountability implementation. Like you want to have goals like, okay, by that first call in January after the December, right? I want to have this, this, and this done. And I want to come to that call and I want to get feedback from Katrina or the group or whatever. So you want to
13:11:45 use it as milestones to get some shit done. Okay. Cause it's no use
13:11:50 just being in a program and not getting anything done in my mind. The more people you get in front of, the more chances you have to get more clients, right? So we need to get in front of a lot more people in a lot of different ways
13:12:02 to get a lot more clients to make more money and attain that lifestyle that we want so
13:12:08 Any questions right off the bat about the program? You should all have, if you're here, you got the Zoom link, which means you've got the link to the
13:12:15 Thank you, Paige, which has all the dates and times.
13:12:18 You can get them in your calendar. And that is also where the recordings will go and any handouts. So if there's any handouts or any additional resources that I talk about in the training, I will put them on that page too so you can download them or look at them.
13:12:33 there and then there's a Facebook group.
13:12:35 I saw a couple of you joined. I'll add you all in later. And I just did a welcome video in there.
13:12:40 Anybody have any questions about that? Those are those three things. So the thank you page, Zoom link, and a Facebook group.
13:12:48 No, no questions? Okay, good.
13:12:50 All right, cool. Well, I'm excited you're here.
13:12:54 All right, let's see here.
13:12:58 And…
13:13:03 All right. So call one is your OUI, your order of importance.
13:13:12 I already kind of brushed through some of this intro.
13:13:15 But the goal is to help you work less hard.
13:13:20 And not be overwhelmed anymore to make more money
13:13:23 And have better systems and have more fun.
13:13:26 So, excuse me, today the goal is to
13:13:30 tap into your big picture goal, your passion, how you serve
13:13:38 how you can be more irresistibly attractive to your ideal clients.
13:13:43 And really stay focused on that big picture.
13:13:46 So you do the minutia of the day-to-day stuff.
13:13:49 Determining your unique order of importance. All of you might have a different order of importance, meaning you might be focused on different things.
13:13:57 different things in your business right now, depending on where you're at.
13:14:01 I do not do a…
13:14:04 a program where everybody is taught the same thing. Everybody is talked to the same way and assumes you all need to do the same thing. I will probably tell
13:14:14 If there's 18 people, I will tell 18 different ways to do something because I refuse to generally
13:14:21 just blanket teach something or recommend a specific way
13:14:28 Just so you know, I can't stand it when people do that because it's one size does not fit all businesses. Oops.
13:14:36 Let me just see market reach. So marketing, we're going to talk about sales. We're going to talk about systems. We're going to talk about your website a lot, you guys, your website is so important. The automation and funnels and freebies and forms and all the things that
13:14:56 create the customer journey. So as they come in from say social or even a live event into your website or into your world.
13:15:03 how are you nurturing them? We're gonna look at all of that kind of stuff, all the nitty gritty stuff.
13:15:09 But a lot of people either ignore, forget, or don't do enough of.
13:15:12 We're going to talk about those things.
13:15:15 Areas that you might need to learn more about as well as we go through it, because I touch on pretty much all of this as well, is copywriting on your website or emails or even video wording.
13:15:27 Creating funnels and web pages.
13:15:30 foundational automation
13:15:32 email marketing strategies, what technology you really need. I love to help people save money if you're in like expensive software and you don't need that, for example. I love to help you streamline.
13:15:45 Hiring virtual assistants or two or three social marketing stuff, online marketing trends and video marketing
13:15:54 As well as being a speaker or being an author or getting systems in place or having a new website, getting more visible, getting publicity, you know, doing any of that stuff, charging what you're worth, the packaging and the pricing.
13:16:08 These are all the things that I work with clients on and we can do in this program. And you can ask questions about and we can critique you on stuff that you're working on, okay?
13:16:16 Just want you to know. This is one of my signature talks, and I just show this slide because it has a good, well-rounded version of all the things I love to make sure people are focusing on. So you can take a screenshot of this. It's actually old with my old brand, but it's still, this is the stuff, right? So know your big picture vision, your goals and believe it's possible.
13:16:41 Sometimes you know your goal, but you don't necessarily believe it's possible. Or you believe, but you have too low of a goal.
13:16:47 Number two is develop the right pricing and offerings for you and your ideal lifestyle. So a lot of people are undervaluing and undercharging because you aren't thinking people are going to pay you. And I say there's billions of people on this planet and we all just need this many.
13:17:02 And so you just have to go find those people are willing to pay whatever the hell you want to charge.
13:17:09 for your services and product, whatever that is, please. Thank you, Michelle, for laughing at that because, and it's so true. Okay. Whatever the hell you want to charge is what you can charge.
13:17:20 Of course, not everybody's going to pay that, but we just got to keep talking to more people to find the ones that will. Okay. I just had a client this morning that I met
13:17:27 I don't even know how. Oh, it was on a summit.
13:17:30 It was on a summit I was speaking on which
13:17:32 Hardly ever happens. Okay, we got on a call. She loved me. She gave me $3,900 right off the bat for a few calls.
13:17:39 And then at call number two, she's like, I think I just want to hire you for a year. Like, what was that again? I'm like 25,000. And she's like, okay, I'm going to pay you in full by the end of this year. And I'm like, cool.
13:17:49 I mean, you just never know. So you just can't prejudge.
13:17:54 But if you don't have a high-end program.
13:17:57 You're never going to sell a high-end program.
13:18:00 So, oh my God, right? That could be your biggest aha.
13:18:04 Number three is exude massive confidence to attain positive expert positioning. We must be confident.
13:18:12 at whatever it is we're doing uh you know the fake it till you make it is somewhat important in a way. I don't like to say fake it. We don't want to fake it. We want to be authentic.
13:18:24 but keep
13:18:25 But you got to figure out like
13:18:28 When I crunch the numbers sometimes with what people are charging.
13:18:34 And what that value actually is
13:18:37 they're sometimes shocked that say they're doing a six month program or something like that and they're charging, I don't know, $2,000.
13:18:44 But they're spending like 48 hours or something like that crazy, right? When I finally break down the numbers and they're making like $20 an hour, they're like, oh.
13:18:53 I didn't realize that, right? And so, yeah, now do you see that you need to raise your rates on your thing because
13:18:59 When you break it down, so a lot of people just don't think like that. So I point all those things out. So we're going to really dive into all of this.
13:19:08 So that you can feel more confident with what you're doing and the way you're charging.
13:19:14 Implementing smart, consistent, and yet ever evolving marketing practices
13:19:19 The ever evolving okay like
13:19:21 it's okay to stop doing stuff, you guys. It's okay. It's okay to stay in one or two lanes on social media, for example. In fact, it's okay to do less over there and just do more networking and speaking.
13:19:34 It's okay to do the opposite.
13:19:37 you just it's whatever fits you. Okay. And there are some things that I would, that I will suggest along the way that I think are um
13:19:46 non-negotiables like
13:19:48 Email, phone, and direct mail.
13:19:50 direct mail. Yes, I said direct mail. Email, phone, and direct mail. Okay. And private messaging.
13:19:57 Those are the four main things. Whether you post or not, whether you speak or not, those are the four main things that once you get people into your world, you have to stay consistent doing.
13:20:09 And unfortunately, you have to do video these days. You have to do lots of different videos. Yes. Thank you, Elaine.
13:20:18 You've got to do videos.
13:20:21 A lot of different videos all over the place, please. Okay.
13:20:25 And then system strategies and team to stay organized. We've got to stay on top of our tech and on top of our team because that's how you get more people into your world.
13:20:36 And you get more clients without working harder.
13:20:39 So systems and team help you
13:20:42 get more done and get more clients.
13:20:45 Embracing the right technology. Some people will say, you know, oh, I'm doing this because it's cheaper right now and I'll do that later. Well, later may not come if you don't put in the right now, right? Now, I'm all about the most affordable way possible. So you're not going to hear me suggest something high end unless it's the only thing that will actually be the best thing for your business.
13:21:08 Which is going to be rare. Okay.
13:21:10 So I am all about, I'm very frugal in my business. I will invest 300,000 in mentors and masterminds along the way, but I will also want to save 20 bucks a month on this particular software. I'm very frugal with all the things I do, okay? And I'm going to show you how, or if you're in, if you can do that as well.
13:21:29 sustain a positive money mindset with swift money-making decisions. Seven, this is important because you can't say, oh, I can't afford it or they're not going to pay this or like, ah, stop any of that.
13:21:41 We got to stop it. And in fact, I bring out my stop it button for you. Stop it.
13:21:47 Uh-huh.
13:21:49 You're amazing. Stop it.
13:21:51 stop thinking anything negative because there's always more people, okay? The beauty of being an entrepreneur is we can make as much money as we want
13:22:01 We can do whatever the hell we want.
13:22:03 And we can do it how we want.
13:22:06 So we make the rules, they don't make the rules. When I say they, I mean the customers. You don't have to do a call at 7 p.m. at night just because your customer wants to.
13:22:16 If you don't want to, I don't do those like, no, no, no. I don't want to work that way. Right. So it's time to shift
13:22:24 the business into the way you want to do it.
13:22:27 With the pricing and the
13:22:29 productivity and all the operations that you want to do. And then we just got to put in motion the plan to find those people. There's plenty of people out there. Okay. You have to trust.
13:22:40 And then finally, don't settle for anything less than 100% personal happiness, love, and support.
13:22:46 Please let go of crappy people in your life and toxic people and crappy clients and
13:22:51 You know, we get to decide who we work with and who
13:22:57 is who we want to spend time with, right? That's why the majority of the people in this room are dots. All right.
13:23:05 Any questions on these eight things first off? This is like big picture, all the things.
13:23:11 And then we're going to go nitty gritty.
13:23:14 No, I don't see any hints.
13:23:16 Okay.
13:23:19 So if money, hopefully money, how many people put something in the chat, like put a dollar sign in the chat if money motivates you.
13:23:30 Many, many. Ashley, woohoo.
13:23:33 Hi.
13:23:36 more about what I can do with it. Yes. Right. The more money you make, because I want to like, I'm still not at the point where I can put like 50 grand into an investment over here yet. I want a chunk
13:23:47 big investments in the things that are going to make my money work for me, right? I want that kind of money.
13:23:52 And put us a percentage. Oh, okay. Which, Miss Key, I know. All right. Lots of money. Good. Tammy's here. Way to go.
13:24:02 Okay, awesome. Cool.
13:24:05 Okay. Now, if money does not motivate you
13:24:08 First of all, I encourage you to change your shifter thinking around that.
13:24:12 Because money allows you more time with your family, of course, nicer things if you'd like a nicer house or car or whatever, vacations, it allows you to give back to those
13:24:23 Charities and places that you want to serve. It allows you like for one of the things I want to do when I'm at my goal level
13:24:32 is to travel around the country at least three times, maybe four times a year, maybe once a quarter. I'll pick different cities to do workshops like events in, but no charge, like all paid. Like I'm just going to free for all and invite everybody. And I just want to teach, teach, teach everything I know.
13:24:49 it's hard to do that without funding, right? So that's going to probably cost me 50 grand per event easily. So when I have an extra two grand, then that's what I plan on doing because I just want to serve more people. See, that's a way you can serve more people, but it requires money to do it, right?
13:25:09 So when I do that, then yeah.
13:25:12 Time freedom, which comes from having enough money. It sure does. It really does. Okay.
13:25:16 So I have this need number worksheet. You're not going to do it right now. I'm going to put it in the page because it's too long. It's four pages.
13:25:24 If you aren't sure, I would love to know what your money goals are
13:25:27 And I'm going to keep track of these for
13:25:32 for the whole growth of the program. And then we're going to revisit at the end to what your money goal has changed because it will, it will change. So I would love to have you put your money goal in
13:25:44 in the chat for me and don't be shy. What happens in boot camp stays in boot camp and but we have to we have to put it out there, right? I say.
13:25:54 When you proclaim
13:25:56 500 annually. Good.
13:25:58 10K per month consistently at least
13:26:03 Okay.
13:26:05 I say 10K or more per month is consistently is what maybe you might word it as.
13:26:12 Mindy wants 10K a month residual from both her businesses. Good.
13:26:17 10K or more per month, perfect. 5K in profit per month. Okay. So some people will think about profit versus total revenue and
13:26:27 When I talk money, I talk total revenue. You can certainly crunch the numbers however you want to, okay? And put them in different buckets however you want.
13:26:39 But that's just…
13:26:41 let's talk total revenue, though. That'd be great if you can.
13:26:44 Because what does that look like?
13:26:46 So some of you may not know what your expenses are. That's where the need number worksheet will come in handy too.
13:26:53 25 okay so and you put 25,000 consistently
13:26:57 That doesn't say per year, per month, per anything.
13:27:00 So be careful because I had a client once who said, she put it on her vision board, $5,000, right?
13:27:07 She meant $5,000 per month.
13:27:09 But she put $5,000. This was before she came to me. She did vision board workshops and stuff, right? And she was confidence coach.
13:27:18 But she made $5,000 for the year that year, not per month because she didn't put per month or more on the vision board. So the vision and it's really just so important to really be clear.
13:27:34 with wherever you're putting it. Yeah, I kind of figured
13:27:36 Okay, Tammy wants 120 annual, 150 per year, good.
13:27:41 Okay, so when you have an annual, some people will throw out an annual number. Then you want to break that down to a monthly number. And then you want to, you can break it down to weekly. I don't go that nitty gritty with some of my accountability with clients. You might need to, you might want to if you're that kind of a person who loves numbers and loves to track.
13:28:05 then I would say, say your goal is 150,000 per year.
13:28:10 And I'm having challenges because I don't have my regular calculator around me right now.
13:28:15 I'm not. I'm still in boxes. Let's see where the calculator is.
13:28:23 So 150,000.
13:28:30 Mm-hmm.
13:28:39 Let's see.
13:28:43 divided by 12.
13:28:46 And then, well, wait, times 12.
13:28:51 divided by 52 weeks.
13:28:54 So that's 2884, 2885 a week.
13:28:59 is 150,000 broken down by week.
13:29:02 28.85 per week.
13:29:04 So that means if you're working five days a week, that is
13:29:10 $576 you need to bring in every single day.
13:29:14 Every single day to make 576. Let's just confirm 576
13:29:22 Oh, I can't do the math on that. Five times 52. Wait, hold on. Five times 52 weeks.
13:29:28 times 576.
13:29:30 Yeah, that's $150,000.
13:29:33 Does that make sense?
13:29:35 So then when you take a day off, which I want you to take it off, okay?
13:29:41 So this is where you're like, oh, crap, now the next day I have to make $1,100.
13:29:46 And so what that comes down to is why you need a high-end program, right? Because if you can make $10,000 with one client pay in full.
13:29:57 You know, like that's…
13:29:59 covers a lot of days and then you don't have to really hustle. I don't want you hustling. I don't want you struggling. I don't want you like burn on the midnight oil, like making money at midnight. I don't want you doing that. We want to do this from nine to five, nine to four, eight to three, whatever the hours are that you want to work. We want you to fit in your business around the kind of lifestyle you want to live.
13:30:24 So when you have goals, you've got to crunch the numbers down to the littlest thing because you got to see how much that means to you every day. So what are you doing today to get clients to make money, right?
13:30:35 Every day you can make money if you have
13:30:38 what I call easy yes offers or um
13:30:42 things going out, right? But if you have high-end dollar figure stuff, if you can, not every business can, but
13:30:52 you may not think you can, but there might be ways you can. I have a client, for example, who's a highly paid consultant and
13:31:01 highly paid consultant. Like we're talking sometimes a million dollars from a company pays her. Most likely it's more hundreds of thousands. And she's like, well, I want to credit the group program and teach this thing. I'm like, well, why don't you just train the trainer, train people to do what you're doing so they can make millions of dollars contract? Well, that is going to be more profitable. She hadn't even thought of that option yet, right? So sometimes we just don't see what we don't see.
13:31:26 Right? All right.
13:31:28 Thanks for those of you who put the stuff in the
13:31:33 This or more. Good.
13:31:35 In the chat. Good. Awesome.
13:31:38 Okay, great.
13:31:41 All right, so I will get you the need number worksheet. You can fill it out if you'd like. And I go through personal expenses and business expenses so that we can really see because I pretend that my husband's not bringing in anything. Okay. Now, whether you're married or not, or you're single or whatever.
13:31:58 You can include that income
13:32:01 But I pretend like he, because if something happened to him today
13:32:05 I have to be able to take care of what I want, right?
13:32:09 I put all the expenses in as they are my own.
13:32:12 And I had to cover them all. And so I could the way I'm doing it now, if need be.
13:32:19 But I'm just throwing that out there. I don't rely on his income to support the household.
13:32:25 I say, what if he's not here? What do I need to support my household, right?
13:32:31 Yeah. Was that a peace sign or a question, Mindy?
13:32:35 Okay, you're good. All right. You guys can unmute if you have questions, feel free to just chime in.
13:32:42 So business development, there's six different levels here so
13:32:48 Lifestyle business design, figure out what you really want, long term, big picture. That's what we're talking about now, right?
13:32:56 And what we're talking about short term, but
13:32:58 long-term, like some of my clients want to move out of the country within three years. So within three years, we have to really automate, delegate and systematize a lot of stuff so that they can be free, especially if they don't have internet often, right? And they can have a lot more residual stuff coming in or
13:33:17 passive income, right? Or make a budget now so that they can just focus on littler, easier money later or something, perhaps.
13:33:25 So, and then sales strategy, get clear on what you're selling, pricing, and the transformation that it provides.
13:33:31 Whether you sell a product or a service or both.
13:33:35 you're selling the transformation, the outcome, right? So you're selling the outcome of whatever your service or product provides.
13:33:43 And when you're in that sales conversation, which we're going to get into a little bit later on, we
13:33:50 We're not selling the, you know, like my boot camp is like five months and eight calls and
13:33:58 It's not that. They're all, you know, on Mondays and that's the service delivery part of it. And there's a Facebook group and you get downloads and la la, right? That's the service delivery. That's not what I'm selling. I'm selling like, let's get your shit done and let's get it all organized, systematized, automated. Let's get you raising your confidence and your pricing and getting your packages dialed in so you're super clear on your order of importance and what you're doing.
13:34:22 So that you're rocking and rolling it and you're hitting your goals this next year.
13:34:26 That's the transformation of what I'm doing here. That's what my goal is.
13:34:31 Then there's marketing systems, creating and implementing the most current proven and reliable strategies.
13:34:37 Because they do change.
13:34:40 Right?
13:34:41 And you don't have to jump on every new bandwagon, by the way. I never went into Clubhouse and I'm just fine. Okay. I never went on to
13:34:50 threads and I'm good. I don't need it
13:34:53 And I never went into alignable. I'm just saying like you can do those things, but let's not do all 17 things. Okay. That's too many to go anywhere good.
13:35:05 Then building a following, focus on your list, a group, a community. You have to have people who like to
13:35:11 to buy from you. And you got to build those relationships with them. I think most of you know that, right? But your email list, a lot of people don't focus on that and they don't have enough free stuff to get in on their website in order to get people more people in all the time. You have to constantly be honing those free things and those free downloads are freebies.
13:35:33 Okay.
13:35:35 It could be a community on social media. I started one over there. I don't nurture it, so it does nothing.
13:35:43 Okay, so you either have to be all in with that or not in with that period at this point. Don't be half-assed with a community on Facebook. You're either all in with it because you love that kind of thing or just don't even bother. Make sense? Okay. And then outsourcing for freedom.
13:36:01 Learn how to get more done by doing less. And then your growth strategy. Oops.
13:36:06 is what's next after the consistent money-making business?
13:36:09 So now, if you look at your goal that you put in the chat.
13:36:16 And I want to know where you're at regarding that. So are you halfway to your goal, like on average every month? Are you three quarters? Are you one quarter away? Can you put in whether you're like 25%, 50%, 75%?
13:36:30 to your goal, where are you in that?
13:36:34 I'm watching the chat. Do you know what is the question?
13:36:37 You're not close.
13:36:40 Janine, 60% to our goal. Good. Mindy's 75%.
13:36:44 Yeah, Ashley just recently started
13:36:49 You're inconsistent so
13:36:51 roller coaster of cash flow. Yes.
13:36:54 Yes, that's kind of, it's scary
13:36:57 But that means you've got a lot of good things going, Elaine. It just may not be the consistent money-making things.
13:37:07 And or you slack off on something, right, instead of continue on, which means you might need a team member to help you be more consistent.
13:37:16 Okay, Alex is a quarter of the way there. Michelle's at 50%. She's specific because she knows her numbers
13:37:24 56% of her goal this year.
13:37:27 I got you. So the 150 is for next year, but so this year it was a lower goal, but you're 50…
13:37:33 So we have two months left, right? And so…
13:37:38 you're gonna, I mean, you could still hit it. That's the thing. You could still hit it because you could change your mind to do something outrageous and big
13:37:46 And go talk to 10 people and make a shit ton of cash right now. I'm telling you, not just you, Michelle, but a lot of you, okay? You can just change what you're doing. Too many people are scared to do that. And I don't know why.
13:38:00 Organization is your biggest opportunity. Yay. Okay. I love getting people organized. I had a professional organizer client for 10 years she was working with me, 10, 10 years. And
13:38:12 She needs to still work with me, but she left for whatever reason at the end of last year.
13:38:18 And she's a professional organizer. She can work the crap out of your room, your closet, your garage, and she knows everything to do in your house and your office. But when it comes to her computer.
13:38:30 Oh my God, it's chaos, right? Because she's not techie. And so like I had her come over to my house
13:38:37 And open up her laptop and she had
13:38:39 Files over, files over, files over, files over files. And just one simple thing. She didn't know how to stack. She didn't know how to put things in folders. She didn't. It was like a filing cabinet that
13:38:50 like she didn't know that she could have a filing cabinet for all the files inside. Anyways.
13:38:55 But you just don't see sometimes the things that are right in front of your face, even though you're an experienced expert. So I'm just telling you, I'm sure all of you are an expert in what you're doing. I know that everybody in here
13:39:06 is not a newbie. You guys are experienced so
13:39:11 All right, so the um
13:39:14 characteristics of successful entrepreneurs. Typically, I see
13:39:20 We do not sit in indecision, right? We got to make a decision. Okay, let me get enough information. Okay, bam, this way.
13:39:26 All right. We don't overthink things. Stop overthinking. We don't get squirreled too often. Please, the squirreling has to stop. And I know there's so much on social media, but you have to stop squirreling.
13:39:39 I don't want to read all of these, but you might want to take a screenshot and I can put it in the thank you page as well, just so you can look it over. But you want to be assertive. You want to be a leader. You want to be a delegator. You want to be intuitive. You want to be a listener, highly self-motivated, observant and thoughtful, generous. You want to be planners, organized, determined.
13:40:01 extrovert and introvert can both work. Strong-willed, you can take a no like nobody's business and keep going. You want to be thorough, selective, and open to opportunities. Those are so important qualities, right?
13:40:16 You want to rely on and trust others to help you. You do not want to do it all yourself.
13:40:22 that is not going to serve you long term.
13:40:25 You are constantly learning, but not too much learning that you're not implementing. You have to just learn enough, go do it. Learn enough, go do it. So that's what I want for you in this program.
13:40:37 Take calculated risks, kick fear and doubt to the curb.
13:40:41 ample time to work on your business, right? Somebody who was in this program, I forget who it was, said, oh, Mondays is for marketing. I don't take any calls that day. Great. It's a perfect day to work on your business, right?
13:40:54 And you don't attend events that won't be productive.
13:40:58 just think about these things.
13:41:00 As you're in your day to day, occasionally I'll be scrolling on social and I'll be like, oh.
13:41:06 Am I doing something unproductive? I sure am. Switch gears.
13:41:10 Unless I'm actually in a group like
13:41:13 Be a guest, you know, and I'm looking for speaking gigs or something. If I'm being productive, that's one thing. But if I'm just squirreling.
13:41:22 I usually end up stopping myself.
13:41:25 Some of you don't know too much about me but
13:41:28 You know, this describes my life completely is
13:41:32 my family on the left, my clients and events in the middle.
13:41:37 And more vacations and family on the right.
13:41:41 That's really all I ever want to do. I just want to hang out with friends, family, and business clients and business events.
13:41:49 I could do them all day, 24 seven. It's all mixed together. My friends come into my house. My clients come to my house.
13:41:58 That's just how I live my life and
13:42:00 And so I don't have a huge bucket list. Not that I don't
13:42:06 Not that I'm undervaluing anything. It's just I don't.
13:42:09 I'm completely happy in my little
13:42:12 fake home, my little rental at the moment.
13:42:17 I've been…
13:42:19 I've been on TV so many times. I've been in magazines and on radio shows and podcasts and big stages all the way up to 3000 people all the way down to a stage of four or four people in the audience.
13:42:35 But I love to make this marketing and sales stuff fun and easy for you because I grew up doing marketing and I'm always marketing. I'm always thinking about
13:42:47 how to position business in myself and with my clients.
13:42:52 And I'll catch them out even at polka dot this week, there were some of my clients there. And I was like, why don't you have this on? Why didn't you do that? How about you slip this out, put this on the table?
13:43:03 It can be subliminal stuff that is not salesy it's just
13:43:07 it's there, you know, you never know where you're going to find your next biggest client.
13:43:14 I do a lot of fun things. I have a publishing company. I do business growth retreats. I've got two coming up next year in March and November. And I try to do one like more towards the East Coast and one on the West Coast, just so you know.
13:43:29 I haven't announced them yet. And I have a lot of online training. So anywhere from $27 and $97, you can get like a deep dive training like we're doing today, except it's on a specific topic.
13:43:42 And then I have an event in end of January that I'll tell you guys about, but it's the Business Reimagine Conference.
13:43:49 And we have a lot of dots speaking, but there's 16 speakers and panelists. It's going to be really great in Northern California.
13:43:56 So yeah, I do a lot of stuff, but I used to be where many of you could be today in a job that I hated way back when. I don't think we have any job people on the line. I don't know for sure. I used to be in an unsupportive marriage. When I first started my business.
13:44:12 starter husband.
13:44:14 was not supportive of me doing my business because I was in that roller coaster of cash flow and he would always be freaked out about money.
13:44:21 And I said, don't worry, it's all going to work itself out. It'll end up balancing out. You just have to trust.
13:44:26 I'm sure those are the words I said back then.
13:44:31 Because I've been saying them all along.
13:44:33 But he just couldn't handle it so
13:44:36 And he just wasn't supportive.
13:44:38 of me. So we had to split.
13:44:39 Because I wasn't going to settle for someone who wasn't supportive of me. And I was 35 at the time.
13:44:45 I've wasted money and time with the wrong things, the wrong people. I bought programs for $10,000 or $2,000 and then let them sit in my closet or my computer, never use them. I know how painful that is.
13:45:00 But you know what? I kept on investing. And what I realized I'm not a product learner. I'm a group
13:45:07 or one-on-one learner. So I like to learn from a person.
13:45:10 with a person, someone that could actually learn what I'm doing and show me what to do. I love to be told what to do. So I hire people more.
13:45:19 to spot coach. Like if I want to learn, if I want to learn the book publishing, I just hired two of my different publisher friends
13:45:25 to teach me what they knew, paid them their hourly and
13:45:30 learn the stuff. I didn't take a course. I don't want to take a course. I don't want it to take six months or six weeks to learn something. I want to know in an hour. Tell me in an hour what I need to know and I'll let me move on, right? So that's just how I think. So make sure you're doing things that are serving your learning style, honestly. Too many people waste money and time with the wrong things.
13:45:50 Working way too hard and not too many hours. I was burned out many, many years in those first three years. And still, when I launched something new or even when I do an event, of course, I'm going to work a little bit harder.
13:46:01 And longer, but having balance in my life is what really saved me. And now I get to focus on my health and my body more because it's really a big concern. And so I've really spent a lot of time in the last three years working on my health.
13:46:15 Um.
13:46:16 And then I was very egotistic. I had some ego back then. Yes, I did. I thought, well, I'm smart. I got a degree. I've been in marketing all my life. I can figure this out. But it took much longer to get to 100,000 than I should have.
13:46:30 Had I not, had I listened to the coaches that I actually paid, let me just tell you.
13:46:36 I've had roadblocks, you know.
13:46:38 Most of you know I had a fire two weeks ago in my garage.
13:46:42 And I don't let that stop me. I'm still working. I still went to a conference.
13:46:47 My husband, before we got married, had diagnosed with cancer. We went through a whole year of cancer treatments. And I said, you're not leaving me because I just found you. And, you know, so
13:46:59 I still worked because I had a team and I had systems in place, but I still worked like
13:47:03 part of each day for the most part while I was taking care of him so
13:47:08 I just don't stop.
13:47:10 Right. What I'm doing. I'm very good at crisis management or working through things. I've had two total hip replacement surgeries in 2013. I was in the hospital, yes, but I delegated to the team. I pre-wrote emails. I still had money coming in because I have all those things in place.
13:47:28 Okay. I've had my dog die, my dad die. I mean, good Lord, right? It all life will happen and we can't, we have to set the business up
13:47:37 for automation and success and marketing
13:47:40 before anything happens, ideally, right? So that when something does happen, and knock on wood
13:47:47 I don't need any more. Thank you, God. But like if something does happen, then you can still be a smooth running machine of a business while it does. All right.
13:47:57 Okay.
13:47:59 So way back when I created this three-year live big entrepreneur evolution plan.
13:48:04 And so many of you could be in year one, even though you might be in year eight of your business.
13:48:09 If you didn't really have a one-on-one coach or somebody who could really lay out all of this stuff for you and your order of importance, then you might still be on that bumpy ride of year one where you're still kind of figuring out your ideal client, focusing on how to make money and get clients and do the marketing and shift your mindsets and
13:48:30 fit in your love life and networking and building your list and self-care. Maybe what's that? I don't even know.
13:48:36 That's year one. Then year two is like the windy road where it gets a little bit better. There's still roadblocks.
13:48:44 You're still fine tuning your marketing and your sales. You're adding more, you're getting in front of more people more often and in more ways. You're restructuring your business models
13:48:53 probably new website, improving the systems and really more consistent content and marketing
13:49:00 And then year three ideally is that straightaway where it's like, oh, smooth running, money-making machine, right? Yes, of course.
13:49:07 there's always some bumps, but that's really where we have, we cannot take our foot off the gas of
13:49:15 automating, delegating, and systematizing and marketing, right? So
13:49:20 If you do know you're going to have a bump in the road or the
13:49:24 dip in the cash flow, most likely. I created this because I saw that most people who started businesses needed three years
13:49:31 to really get to a smoother running consistent business. And many of you might have experienced that already. I'm not going to dwell on this too much, but
13:49:39 That's just a little graphic.
13:49:41 Today we want to talk about their order of importance so
13:49:47 So your order of importance
13:49:49 Year one, when you're in that bumpy ride typically, and so some of you might uh
13:49:54 resonate with year one, year two, or year three or all year
13:49:58 But these are the biggest things in that
13:50:01 place in your business where you're still kind of in chaos and not where you want to be money wise. Okay. So that's what I'm considering year one.
13:50:11 Basic business setup. You still may not have a really functional website or systems or automation or
13:50:18 Maybe your business bank accounts or it could be the consistent emails that go out or you may not have your perfect brand images and colors and everything's not really consistently designed. I don't know. So those are some of the basic business things.
13:50:36 There's self-care, love, and mindset shifts.
13:50:38 Some of you, you know, in the very first god
13:50:42 Up until probably COVID, even 2021, I didn't really pay attention to my health and self-care.
13:50:50 In my business, I will true confession here.
13:50:54 And then I was overweight. I was watching myself on video going, ew, I hate what I look like.
13:51:01 And I had to make a change. So I had to shift.
13:51:06 what I spent time on. And that was super hard for me because I'm all about marketing.
13:51:12 Love though, like now that I have the guy that I, you know, my keeper husband, I want to make sure that he sticks around. So I have to make sure I have plenty of time for him. I can't be working nights and weekends all the time or ever, if possible.
13:51:29 Big picture vision and clarity of offerings. I'm still changing my offerings. The people that think you're going to have one, you know, you're going to create the perfect thing and the perfect brand and the perfect program, and then you're going to have that forever.
13:51:42 I'm sorry, but it constantly will change based on supply, demand, your life. A lot of things can change so just
13:51:52 don't dwell on it. Just make a decision to shift and go.
13:51:56 And then if you come to another crossroad, make a decision, shift and go.
13:52:00 But some people sit too long in that
13:52:06 Lack of clarity position so
13:52:10 Then network like crazy. Now you can network online or offline.
13:52:14 I've been networking since day one in my business. I do both.
13:52:18 Jumpstarting your marketing for fast cash.
13:52:21 There is always something you could, if you have a list, even if it's 50 people
13:52:25 250 people
13:52:28 If you need fast cash, you can send something to them and get them on the phone today. There's ways to do that where you can get engagement immediately if you're really struggling. I've had clients make, I had one client who was selling a high-end mastermind and she was only charging like
13:52:44 what was it, $5,000 for the year
13:52:48 the first time she offered it and she wanted uh
13:52:52 five people in it and she sold five people five thousand dollars in the 30 day period. I have another client who had a $10,000 program who sold 10 people at 10,000 in a 30 day period. So you just…
13:53:06 If you're really motivated to do whatever it takes.
13:53:09 To make the money, you can do it. Now, those prices are not necessarily easy yes offers, right? Easy yes offers like 200 bucks. But if you're constantly focusing on something for a hundred or 200 bucks.
13:53:19 You have to sell so much quantity. It's exhausting to think about
13:53:25 So we have to have a good mix of products. We have to.
13:53:29 You have to have something else. So I can't wait to
13:53:33 I want to really hear what you guys are selling in just a little bit here.
13:53:37 Where to focus so
13:53:40 these are the website and your technology
13:53:45 is the number one thing. I mean, besides yourself.
13:53:49 that can really dictate more leads and clients. Your website and your technology.
13:53:54 how you utilize it, okay?
13:53:56 Simplifying, systematizing, and then speaking
13:54:00 That's really important.
13:54:02 And then delegating for efficiency.
13:54:05 I can find you i can find you people. I can help you find the right people to fit whatever task, okay? I used to spend $50 to $75 an hour way back when
13:54:15 Because I didn't know better. And someone would just say, well, just use so-and-so. I said, okay, I'll use so-and-so because it was faster. So-and-so knew what needed to be done.
13:54:24 I just had to pay more. Now I have a lot more opportunity to ask for different referrals and there's people all over. Now I can get somebody $8 or $12 an hour or sometimes 35 or something.
13:54:37 Which is way more affordable and you can get a lot more done
13:54:41 with the same amount of money.
13:54:44 Restructuring business models and pricing.
13:54:47 Sometimes we just have to make a shift. If something's not working, you have to let it go.
13:54:52 And then double your marketing for big money.
13:54:55 I always have to be marketing more. Year three is where to focus is position, platform, and influence. So some of you might be running a good business right now and now it's time to uplevel your positioning.
13:55:07 The platform, meaning what you stand for
13:55:11 the level of influence and where you're showing up.
13:55:16 For consistent revenue generation.
13:55:18 We need to expand your team. We need to automate a lot of your marketing follow-up and sales structures.
13:55:24 And we have to even look bigger at your business models and pricing.
13:55:28 So some of you are more in an advanced stage where you're going to be doing this, these order of importance activities.
13:55:37 Well, to simplify, simplify things you're selling. Please don't have an
13:55:41 Please listen to what I say, not what i do so i have
13:55:44 I don't know. I have 11 online trainings i think
13:55:47 I have a boot camp, two retreats, another event and workshops. And so I have a lot of stuff, right? I have one-on-one. So don't do what I'm doing. But I've been doing this for so long and I do so many things. Most of you are not going to have
13:56:02 such a broad expertise. You're probably going to have one or two or three things that you're doing, which is awesome. So that means you probably only need
13:56:11 three to five.
13:56:13 offering levels. And especially if you're just starting, please have three or something, right? So we don't want
13:56:18 too, too much. But you do probably want to do
13:56:22 try different things to see what fits.
13:56:24 Some of you will attract people that love group programs. Some of you might attract people that don't love group programs.
13:56:31 And vice versa. Some of you might want to go do a course.
13:56:35 But then nobody wants to buy the course because your people that you're attracting aren't do it yourselfers, right? So we have to really be more intuitive when we're creating these offerings.
13:56:46 Then there's how we are marketing.
13:56:49 We got to simplify how you're doing all the things. And so I can't wait to get my hands on what you're doing there.
13:56:57 And then I know some of you have to
13:57:00 I had to leave. Good. Then lead gen and follow-up systems. Nobody does enough follow-up and including me and I teach this. Okay. So follow up is…
13:57:10 So huge. Calendar, schedule and get organized. Too many people have wonky calendar processes. Sign up for a call here. Oh, and then it doesn't, they don't get in your email.
13:57:20 it all has to be integrated with the technology, the website and everything you're doing.
13:57:26 All right, I'm going to stop for a second because we could go deep into pricing and packaging
13:57:32 I just want to do a little check in.
13:57:35 It's an hour in. How are we doing?
13:57:38 Are you guys like, oh, is this all stuff you know? I know some of you are experienced.
13:57:47 Nobody wants to talk.
13:57:49 I think, I mean, you know, I'm listening to this and I
13:57:52 I hear a lot of this. I feel like I'm…
13:57:55 I wouldn't say I'm halfway. You know, it's harder for me because I don't have a product as a service. I'm more service.
13:58:01 And so…
13:58:03 you know, I've heard the raise your price, raise your price. And I'm like, I don't want to raise my price anymore. You know, I feel like the price I have for my healing clients
13:58:12 is fairly competitive. So I've really had to sit down and say, okay, if I don't want to raise my price because
13:58:19 I don't want to
13:58:21 kind of negate the people I have built already
13:58:24 where do I capture in other avenues so I'm not working so hard, right? I think that's the realization for me, especially as an intuitive healer and a sound healer where I'm
13:58:33 traveling everywhere and doing sound baths and I have one-on-one clients and I love what I do, but it is exhausting. So I really had to sit down and say, okay, how do I continue to do what I'm doing?
13:58:44 but be a little bit more smarter about it.
13:58:46 have more multiple streams of income where
13:58:49 Yeah, I have more passively coming in for me. So that ways, you know, I only have to see this many people. I only have to do this many sound baths.
13:58:57 And the rest of it is in product and other things.
13:59:00 I think that's where I'm at point in my business. So a lot of this does make sense in a way of what I'm hearing. I think I definitely need to fine tune. I definitely probably have to simplify
13:59:10 my service is a little bit and we take a look at those
13:59:15 Because I do feel like I'm working
13:59:18 you know a little too hard
13:59:20 To the point that I can get burnt out.
13:59:23 Yeah. And the way you work is one-on-one
13:59:26 kind of like a massage, but with a sound bath or a healing service.
13:59:30 Yep. And my sessions are like two hours apiece, an hour and a half to two hours so
13:59:35 You know, they can be exhausting. So, you know, I have mapped out down to the
13:59:40 how many people I need to see in a week.
13:59:42 Really to make this much money.
13:59:45 Oh, you just muted yourself.
13:59:49 how much you have in a week.
13:59:49 Sorry. Sorry. I was like, I have fine tuned with another coach before, like how many I have to see a week.
13:59:56 How many sound baths I have to do a month to really hone down of, okay, this will bring in the money to me, right? And so
14:00:04 I think the biggest thing for me is the struggle for me is the marketing. I absolutely hate marketing. And it's just so time consuming, but I realize I have to do it.
14:00:14 Like I was, you know, at Celebration, we heard about the podcasts and had a podcast and I was like, okay, I really realized I probably need to do that.
14:00:22 to make my life a little easier.
14:00:23 So I feel like I'm
14:00:26 a quarter, two quarters of the way there in regards to processes, I think.
14:00:31 I just have to figure out how to better
14:00:34 simplify them, organize them.
14:00:37 and just get them going so that way I don't have to work so hard, I think, if that makes sense.
14:00:42 Right.
14:00:45 First off, unless you have something to sell somebody who lives
14:00:48 way out of the area or whatever
14:00:51 a podcast isn't going to help you, right? So
14:00:54 that's an advanced strategy. Now, did I say, did I hear you say you travel to do them
14:01:00 I traveled to do sound baths right now, yeah, and next year I'll probably have…
14:01:05 my own space so I don't travel anymore. But right now I'm doing, I have like three private communities and then I have two of my own.
14:01:12 And you factor them in a group.
14:01:14 Like the side.
14:01:14 And I do. It's a group. Yeah, it's like 13 people that I offer this class for and
14:01:19 virtual.
14:01:20 Someone suggested like I start, and I may start considering this, starting to do virtual sound baths to see, you know.
14:01:26 To see if that's something I can, that's an extra income I can generate
14:01:34 Mm-hmm.
14:01:32 and capture. So I have to think of that type of
14:01:36 You know, I am coming out with a product or two that I hope will turn into a passive income for me.
14:01:43 Mm-hmm.
14:01:43 Which will be there. I know at some point I want to create a marketing membership page where people log in
14:01:50 you know and i have all this
14:01:52 all energy healing wellness
14:01:55 you know website where people can go and download things and
14:01:58 So I have all these visions. It's like, okay, how do I, what is the priority first, right?
14:02:03 Well, and that's what we're talking about today, your ooey, right? Order of importance. So for example, for you, I really would look at what you're selling.
14:02:11 First, because the first thing I look at when someone comes to me is what are all the things you're selling and will it help you get to your goal is $10,000?
14:02:20 And you're making around a quarter of that now, right? Is what you said in the chat.
14:02:25 So you can't just work four times as much, right, to get to that. So even if you added virtual
14:02:34 Now, if you could wave a magic wand, I like to ask this question to all of you. Like if you could wave a magic wand, what does your business look like five years from now?
14:02:45 Hmm.
14:02:49 Yeah.
14:02:47 Is that for me? You asked me that question? Well, so I know in five years, I'll have a
14:02:52 I mean, I'll have a wellness center which
14:02:55 I'm slowly starting to put together. I want to have a retreat place.
14:02:59 you know have my mountain home with a retreat place where
14:03:02 people can come and do retreats.
14:03:05 And therapy.
14:03:06 Because I really do love the one-on-one therapy. I mean, that is my core. That is what I'm really good at. And so I'd love to have a retreat center.
14:03:13 and a wellness center.
14:03:16 that has like product shop where I sell my product
14:03:20 do my sessions, do classes
14:03:25 Okay. And we'd have to talk more offline or a little bit more.
14:03:27 Sure. Yeah.
14:03:28 But wellness centers can be expensive. Now, retreat centers and therapy can be very profitable, especially if it's something other people can use on the times you're not using it and that kind of thing too. So I'm just saying.
14:03:40 And you can do retreats
14:03:43 Now, without having a physical space, because you can do remote retreats just like I do or anywhere, and you can partner with other people. So doing retreats can be very profitable. It could be
14:03:59 Mm-hmm.
14:03:54 depending on where you're like, if you want to travel, do you want to travel? Do you have little kids? Again, this goes back to your lifestyle, right?
14:04:00 No, no, we don't have kids, no.
14:04:04 Okay.
14:04:02 And are you okay traveling with, you know, married or
14:04:07 Yeah, no, for sure. I think, you know, my husband's
14:04:10 My husband went to Celebration. It should be enough.
14:04:14 Bye.
14:04:16 But, you know, you know, I definitely want at some point to be able to
14:04:27 Yeah.
14:04:21 you know, travel with him. You know, he's not into the business, but he's very supportive. He's actually very supportive of the business now because I like the corporate job last year and he's been financially supportive.
14:04:31 And really being in that space to help me grow, to be flexible and to grow. So I'm very lucky in that regard.
14:04:37 of having the flexibility to be creative and get this business growing so I can be able to pay myself.
14:04:44 what I was getting paid in my corporate job.
14:04:48 Awesome. Well, this is a great, I just, I'm going to go a little deeper here, you guys, just because I think it's a good
14:04:55 example and so wellness center, are you talking with other therapists that have different offices and you have a lot of people and you have a whole and so that is definitely like a 24 hour kind of a business, right? Where you might have to have a general manager to have a life and it's a lot of hiring, firing. And if you're the owner of that. So
14:05:15 Do you know a lot of people that have wellness centers? Have you interviewed them and seen really what it's like behind the scenes?
14:05:21 I would have you look at that.
14:05:24 I have talked to, there are four other dots that are in a health field that are interested in getting spaces with me.
14:05:30 where we rent a space and then we have a space for a sound bath there where we can do sound baths and we can do like workshopping classes where they can do that as well. So we're actually looking into a commercial space to possibly split next year.
14:05:41 Okay. So if you are doing that, first of all, number one, we know they're dots, but still do a legal document and
14:05:51 I don't know. There's a lot of costs involved with not as much profit as people think. I've been around working with lots of brick and mortars for a long time.
14:06:01 There's other inexpensive
14:06:03 ways to do what you're thinking
14:06:07 Mm-hmm.
14:06:06 Without that, I'm just saying, so I would be careful jumping into anything long-term, especially with a group of people.
14:06:13 Okay.
14:06:13 Yeah, I would really want to counsel you more on
14:06:33 Okay.
14:06:18 the partnerships. Partnerships hardly ever work, just so you know. I don't care if they're the best of friends. And I've got some nods in the room here. Okay. So just something to think about. There's probably other ways. I know we want to help more people and do certain things. I'm not saying, I'm trying to wash your bubble or anything, but…
14:06:36 But there could be really some good ways to go with retreats and the therapy and the products could be okay as long as there's not a lot of outlay.
14:06:44 If they're more print on demand or, you know, that kind of thing.
14:06:49 I'm just trying to share like I've seen mistakes happen you know
14:06:55 um
14:06:58 But so how much are you charging now per session
14:07:03 175…
14:07:05 for my intuitive healing work and then a $300 session for my really deep transformational work.
14:07:10 So the 175 is that the group and then the 300 is one-on-one
14:07:14 No, those are both one-on-ones.
14:07:16 Oh, okay.
14:07:21 And do most people need like a few sessions? So they buy a monthly? Is it like massage kind of frequency or what?
14:07:27 Yeah, people buy packages. I've got packages for those that actually, usually people work for me about seven months and then I get them in a place where then they go into a maintenance phase.
14:07:38 So I do have packages. Packages has been a big seller for me and I do well with those. I do a workshop once a year. I definitely need to up more workshops, but I do a workshop
14:07:50 When Sierra and I do pretty well with that, with that workshop, I usually sell out because I limit eight people.
14:07:57 So I always sell out with that. So I think like I definitely, I guess, and I don't want to take up all this time because all of you have.
14:08:04 you know all of you are important so i definitely certainly don't want to focus just on me but
14:08:09 But I mean, I have those things in place, which can work for me. I think my opportunity is the
14:08:16 what can I do from a
14:08:18 Zoom perspective? What can I do from a home perspective that I can grow easily? I think that's what I definitely need to focus on.
14:08:27 And that is obviously a good opportunity
14:08:32 And you're sort of looking at similar price points that way, however.
14:08:36 I'm thinking, what could be the big thing that you offer for say five or $10,000?
14:08:42 I just don't see myself ever being there like
14:08:46 Okay.
14:08:46 Because what if you had a $10,000 a year
14:08:49 program. I'm just throwing out an idea. $10,000. What could that include for you, right? For the year? That could include two monthly sound healings.
14:08:57 It could include one, maybe one workshop. It could include a retreat getaway for a week somewhere.
14:09:05 That's a lot. And think of that whole time they're spending with you and how much transformation would happen in their body and their mindset and all the things that they're doing.
14:09:18 Fantastic. So…
14:09:16 Yeah, I'll have to sit with that because I've never thought that big
14:09:19 Pricing can be value pricing. Value pricing is like, well, I feel value and maybe that's including text messaging or email support, or you'd have a Facebook group where you can answer questions like.
14:09:31 You guys have a Facebook group with this program and I'm literally going to be in there answering like big long
14:09:38 answers to your questions. So you want to put stuff in there is what I'm saying. So I'm just, I want you to think bigger.
14:09:45 Mm-hmm.
14:09:45 Because you constantly are thinking about trading hour for dollar in these sessions, even if it is a group
14:09:50 What happens if you're in the hospital for three weeks?
14:09:53 No money that three weeks, right?
14:09:57 Mm-hmm.
14:09:57 Yeah. But if you had a high-end thing, you just move the client's appointment, they're still paying you.
14:10:03 You're only going to do two sessions a month anyway. So you put them in the other week or you double up in the other month or you don't have to move a bunch of people. It's just…
14:10:13 Yeah. Yeah. See what your point is.
14:10:15 I really want you to think something higher priced bigger
14:10:20 transformation which
14:10:22 Mm-hmm.
14:10:22 warrants a bigger price segment.
14:10:24 Okay, makes sense.
14:10:26 I just like to push people into something a little bit bigger. Yes, Mindy, regarding this.
14:10:31 Alex, what if you sold, what if you taught other people how to do what you do?
14:10:37 That's what I was going to say.
14:10:37 I would pay for that.
14:10:41 Okay.
14:10:41 Yeah, I've thought about doing that. A couple people have asked about that.
14:10:46 You know, how do you do what I do? I haven't thought about that.
14:10:51 actually putting that into effect, but it's been there.
14:10:54 Where did you learn it from? Obviously, you have the little bowls and all that too
14:10:58 I do. I do like I do inner shadow work, inner child, like past life regression. I mean, intuitive, you know, I'm an intuitive channeler. I mean, and no one has really taught me that. I've kind of just…
14:11:09 been guided to do those things
14:11:11 Because I channel and my guides have kind of
14:11:14 brought that information forward in the last 20 something years.
14:11:18 Or what about what about…
14:11:20 teaching other people. I mean, you've got clients who are
14:11:24 getting with you for seven months and doing that. There's other sound healers or other healers altogether who would like to know
14:11:35 how are you getting clients, keeping clients, signing them up for
14:11:40 that thing. I mean, it's somewhat train the trainer
14:11:45 Maybe not training the techniques
14:11:48 of your business, but rather how you're running your business
14:11:54 Mm-hmm.
14:11:55 Because that's in the healing professions
14:11:59 that's always…
14:12:01 a difficulty. A lot of healers just
14:12:04 feel bad about making money, right?
14:12:08 you know, how are you finding clients and attracting them?
14:12:12 I don't know. I think that's a
14:12:15 That's always a…
14:12:18 helpful. People want to learn.
14:12:20 from something else.
14:12:21 Mm-hmm.
14:12:22 All right. So we'll get to the marketing in a little bit, but what's more important than the marketing first is what are you selling and what are the offering levels, right? Because if you get into a conversation with somebody or I'm talking to everybody here, right? If you get into conversation with somebody.
14:12:40 you have to be able to go like listen to them and ask them questions and find out what their concerns and challenges are. And then in your head, go, God, they would be perfect in this thing or that thing.
14:12:50 And so those are the two things I think you would be perfect in. Instead of
14:12:56 Oh, they need, instead of just selling sessions
14:13:01 or packages with X number of sessions
14:13:04 what is the level of offering?
14:13:08 I guess. And I do it. I don't like, I don't usually just sell packages of calls
14:13:14 It's like, well, we have to uplevel your website. We have to figure out what you're selling. We also have to outline a marketing strategy. We have to do this.
14:13:22 We have to do that. And I know that these two things are going to come up even though you don't think you're going to do them, we're going to need to do those. And so really you need a year with me because I can calculate that in my head that that's going to take that long.
14:13:35 it may not for you. Like you said most people
14:13:39 come to you for seven months and then they need maintenance. So you might have a seven month thing
14:13:44 where most people come to me for seven months and we do the seven month thing where it's a deep dive and you get this, this, this, this, this all in one package. And then we put you on a maintenance. And so I give you a maintenance for the next
14:13:57 year and a half, right? So then it's a two-year thing that you enter in your
14:14:01 with me and the two-year thing is X dollars.
14:14:04 So what would that look like if you gave them everything in seven months
14:14:10 They had a deep dive, $300 thing.
14:14:14 every other month with you, a couple sessions a month on top of that. Maybe you let them into your group for free. Maybe they could also email you if they had questions.
14:14:27 And there might be the workshop or anything else that comes that I do virtually. You can attend anything for free. You know what I mean? Like what's that big price?
14:14:36 The maintenance is all included because if you don't
14:14:39 include the maintenance.
14:14:40 They may not buy the maintenance later.
14:14:42 And we know they need it, right?
14:14:46 with any of you, we know they need the maintenance with whatever you're doing.
14:14:52 So if they need, if most people, and I say most people that you work with.
14:14:59 need X months or sessions or whatever with you
14:15:05 Don't start with or give them options for less. Say, this is what most people need. I think you're in that boat as well.
14:15:15 Mm-hmm.
14:15:14 You know, if you really want the trans, if you really want XYZ, which is what you said you wanted
14:15:19 Remember, you're not selling the sessions, you're selling the transformations. So if you really want the new life and the release of baggage and the whatever, whatever the, you know, whatever those things are that you're going to
14:15:31 help them with.
14:15:34 then this is my prescription, so to speak, right? You go to the doctor, I've got these symptoms. Okay, great. Well, you need this prescription.
14:15:43 And this prescription. And you have to take that for three months and then it'll be gone, right? Like, so you're basically giving a prescription to people and I'm talking to most of you here, like.
14:15:52 You're giving a prescription to people on what you see based on what it is they say they want.
14:16:00 where they're at and where they want to go and what's missing and how you can help them in the process.
14:16:05 And it could be that you also bring in other people. So say you're charging
14:16:10 I don't know, $20,000 for two years.
14:16:13 10, let's just say 10,000 might be more comfortable for you.
14:16:15 For two years, because that includes the maintenance, remember, right?
14:16:19 But I'm also going to bring you four other experts. And maybe you don't even know who those are right now, but you know you're going to bring in somebody who does this and does that and does this and then does that. And then you go find those people and you give them a free session.
14:16:30 So you charge 10,000, but you pay that person, I don't know, 150 bucks to come in and do a session with those people. Do you see what I'm saying?
14:16:38 So you can throw in extra value
14:16:43 I just want people, I want you guys to think bigger.
14:16:49 Yeah, Michelle.
14:16:51 And I just gotta, I'm just going to add to that real quick. I had a client that only wanted to do two half day training sessions on leadership.
14:16:57 And I was like, okay. And when I sent them my proposal, I sent them the two FDAs that they asked for.
14:17:04 I sent them the disc training because I'm a big proponent of that.
14:17:09 I sent them the leadership game, which is something I offer. And then I offered 12 months
14:17:15 of continuing education where I come on site
14:17:18 for a full year, a couple hours once a month to do live role playing
14:17:22 On the issues that they're facing in leadership.
14:17:26 And they took the entire thing.
14:17:29 Yeah.
14:17:29 They asked for two half days and now I'm going to be in their company
14:17:34 every day from December through next December.
14:17:37 That's awesome. Woo!
14:17:40 And they have another company, they have another location, right? And so then I'm like, okay, if that happens.
14:17:44 Then they can put me down there too.
14:17:47 So when you're saying like you need to give them something that they need to know like
14:17:51 They don't know what they don't have what they need yet.
14:17:57 So.
14:17:57 Yeah. When I'm talking to somebody and they come say, well, oh, I have a problem. Can you help me fix my website? We're going to look at your website. Well, what are you selling first? That's all I always do, right? And then how are you getting clients? And then what are your price points? Ooh, you could probably charge double for that, you know, and then now we'll come back to the website, right?
14:18:17 And then, okay, well, then you need this, this, and this. And oh, by the way, you also need that, because I'm going deeper with them. So I don't know if you're doing that. Are you doing that, Alex? You can nod yes or no or whatever. If you're going deep in the conversation.
14:18:30 to when people come to for one thing, do we go deep to find all the other things that we could potentially help them with because
14:18:35 Well, I just help them with one thing and they also don't see
14:18:39 A lot of the times
14:18:41 what those other things are.
14:18:44 Hmm.
14:18:46 Therefore, you have to keep selling them like right we don't want to keep selling them. Well, now you got to buy the next package of three calls. Now you got to buy the next package of three sessions. And now you got to buy the next package of 12 sessions.
14:18:56 Okay.
14:18:57 I don't know.
14:18:59 Well, how do you know is too much? Like, how do you know
14:19:05 what is the limit of offerings, right? Like how many
14:19:08 offerings you offer right because like
14:19:11 Well, the thing is, you can have multiple offers, but when you're in a conversation, do you sell mostly one-on-one?
14:19:17 I sell mostly one-on-ones, yeah.
14:19:20 Yeah, so do I. And probably most people in here and
14:19:25 So you just want to offer them one or two things in the conversation. That doesn't mean you don't have like seven other things in your head. You're just not going to go, bleh. How about all these things? Which one do you want?
14:19:35 No, I still, I don't.
14:19:39 And now we're kind of shifting to sales, which is important. We've got to shift to sales. So some of you are more advanced. We'll just shift to sales, but like.
14:19:46 When I'm having a one-on-one conversation, I'm evaluating what they need, right? And then how long that might take me to help them get it.
14:19:55 Also, I'm asking them questions about their personality type. Are they a little bit
14:20:00 less organized? Are they a little bit more scattered?
14:20:03 Are they very anxious? I look at their financial situation. Are they hurting it for money right now? Do they need money urgently or are they okay and they can take a little bit longer. So I'm evaluating all those things to see
14:20:19 just how long I think it might take me and this person
14:20:23 to get to where they want to go.
14:20:25 Right. And then I'll give them a pack like a
14:20:29 like a proposal, not a proposal, but I will propose this option for you now. And I'll say, so I start high and then I go low like
14:20:38 Most people work with me for seven to 10 years, right? Because there's always more to do and always the next thing.
14:20:43 But the majority, but some people started out with two years, three years. I can certainly start you with less, but no, we're not going to get very far with just a couple calls, right? We can maybe hone in on one little thing.
14:20:58 And you see what I'm saying? So apply that to your business so
14:21:03 Does that help you?
14:21:06 Alex, kind of so you if you can adopt
14:21:09 the idea of an annual at least, right?
14:21:13 seven months of deep dive work where we do all the things
14:21:17 And then five months of maintenance. Maybe you can wrap your head around that, right?
14:21:23 And that's what what kind of price could you put on that right now? Not crunching the numbers, just value wise.
14:21:33 Well, I was doing like, if my $300 sessions, which is the deep work
14:21:37 If I did that by 12, that's 3,600. And let's say I knocked off 10% for a year.
14:21:43 for doing your work with me.
14:21:43 I want regular price. Don't knock off anything.
14:21:48 Okay, well, if you added like my deep transformational work, which is $300 a session for two hours.
14:21:53 Yeah.
14:21:53 That's 3,600 in a year if it's just once a month every month.
14:21:59 Like when you were speaking, I was thinking like I immediately came up was 5,000, like sell a $5,000 package where they see me every month for two hours. They can, if stuff comes up, they can reach out to me for maintenance. They can attend all my sound bath classes. So that way's
14:22:16 Perfect.
14:22:16 They can keep up the energy moving. So that's kind of what I heard for me was 5,000.
14:22:21 Perfect. And you do 5,500?
14:22:24 Sure.
14:22:25 How about 5,900?
14:22:30 I don't feel like I'm comfortable with 5,900. I think 5,500 I could…
14:22:34 start with.
14:22:34 Okay, perfect.
14:22:36 to see if I get a bite and then if I do and I get starting to get consistent, then I could like, okay, how can I grow to the next level? Right.
14:22:43 typically what happens is I tell you like whatever you can say today without stuttering
14:22:47 should be the price, okay? Because when you stutter, you lose the sale. So $5,500.
14:22:52 And then when you get three people.
14:22:54 to get in that. Now, you're going to have a payment plan and all this stuff, right? You're going to offer options.
14:22:59 To make it easy. We always have to make it easy for people to buy.
14:23:03 Mm-hmm.
14:23:03 So $5,500 for a year is
14:23:06 is nothing when you think about it.
14:23:08 I mean, it is something but it's
14:23:11 very low considering think of how much transformation they can make when working with you.
14:23:16 Mm-hmm.
14:23:16 Okay. I paid $10,500 for liposuction in 2021.
14:23:23 Okay, because I wanted to jumpstart on my weight loss.
14:23:25 10,500. That's how much it was worth to me to get a little shaved off the top so I could get started. Okay. I'm losing some weight.
14:23:35 People will pay $5,500 for your transformation.
14:23:38 They will pay more, but until you can say more. So sell three people
14:23:43 Unless it's sooner.
14:23:45 And then you should have more confidence.
14:23:47 to go to 6,500 or 7,500 and keep going. And then maybe you'll have other things by then, like you'll have a retreat. And so you'll add that in. Ooh, that's 12,000 now for the year because we're adding in a retreat for six people. And you see what I'm saying?
14:24:00 it'll just keep evolving, but you got to start somewhere.
14:24:06 And so you want to reward people that pay in full. So it's $5,000.
14:24:11 For the year, you can pay in full that and then you don't have to worry about it ever. You just get all the things for me.
14:24:18 Right. And then
14:24:20 we can offer you a payment plan if you need it.
14:24:24 or what is it?
14:24:24 $4.99 a month or something like that. What's so
14:24:30 Oh, did you say 5,500? 5,500 pay in full.
14:24:35 Or it can be, let's say 6,200 with payment plan divided by 12.
14:24:41 $516 a month.
14:24:45 If you want it under 500, let's see, 497 times 12 is
14:24:51 59.64.
14:24:54 So at the very least do that.
14:24:57 But you could edge it up a little bit.
14:24:59 Okay. And you just have to start talking about it, but you have to say that first.
14:25:03 Start high, go low in a conversation. You start with your highest thing. Most people could really benefit.
14:25:07 Even if you say that you haven't had anybody do it yet, but most people could really benefit from a full year with me. And this is why. You get all this stuff and this is because you wanted this and it's going to take some time to do that.
14:25:21 You know, transformation happens over time. It doesn't happen overnight.
14:25:24 And da-da-da right so
14:25:27 You can go all in with me for a whole year.
14:25:30 And I've got you and we're working together on really crushing your blah, blah, blah.
14:25:36 And you can pay $5,500 in full
14:25:38 Or you can do payments of $516 a month for 12 months. Which would you like?
14:25:43 And then if that doesn't if that doesn't flag.
14:25:46 And you go, okay, well, we could do something a little bit less. We could do like a shortened version of that for six months if you want. And the first four months is the deep dive and then two more months of maintenance. And you might find that you want more and I can always
14:25:59 push that i can always
14:26:01 what's the word?
14:26:03 roll that into an annual if you change your mind somewhere along the way.
14:26:09 Hmm.
14:26:09 What I recommend too is if you have an annual of one price.
14:26:14 Then you're six month
14:26:15 is more than half.
14:26:17 So that it's more attractive to do.
14:26:19 That's how I just got this one gal to do 25,000 for the year because it was 15,000 per six months.
14:26:25 So 15,000 for six months or 25 for the year. She's like, oh, well, then I'll do the year.
14:26:32 Because she saw a savings of $5,000.
14:26:37 They say?
14:26:40 So, and then at the very least.
14:26:41 Don't let them off the phone without doing one $300 thing, right?
14:26:47 Hmm.
14:26:47 But if you don't try this and you have to stay in it before you don't do discounts, don't do anything
14:26:54 First, until we hear back.
14:26:56 This is sales conversation. This is not will they buy or will they not buy? This is, are you good?
14:27:02 having them say yes
14:27:05 And it's not convincing. It's not salesy. It's not pushy.
14:27:10 You're making a really valid offer for an amazing service.
14:27:18 And all of you are valued at what you do.
14:27:24 You don't have to discount. You can give
14:27:27 Sometimes I have people with 36 monthly payment plans for a three-year contract.
14:27:31 It doesn't matter to me. And cotton payment plans, frankly, is where you get the consistent cash flow for your business.
14:27:41 So we like payment plans.
14:27:41 Mm-hmm.
14:27:44 Yeah. If you got 10 people in this at $516 a month.
14:27:51 Right?
14:27:59 But I do think you're one-on-one because those are one-on-ones. I do think your one-on-one should be higher.
14:28:06 Because you're going to come to a point to where it's like, oh, this is exhausting. Well, that's because you're not charging enough for one-on-one. People say, I don't want to do one-on-one anymore, Katrina. I just want to do group. Well, when I find out what they're charging, I know why.
14:28:18 Because they're exhausted, right?
14:28:22 They're not valuing themselves enough for what
14:28:26 the transformation they're providing.
14:28:29 Okay. Hopefully that, I know we kind of went deep on that, but it was so important to really talk through how to
14:28:36 up level.
14:28:38 In a way and what that looks like.
14:28:42 Because there's plenty of people out there, especially if you work virtually, Alex.
14:28:46 Plenty of people.
14:28:48 And people say, well, nobody wants this. It's not the right thing. You're just not talking to enough people is what I say.
14:28:54 You're not talking to enough people.
14:28:57 There's always more people. Okay. Mindy, you had put something in the chat
14:29:03 New offering, you need to prove it out to make sure it's worth it and get feedback.
14:29:08 Tell us what you're selling.
14:29:11 And who it's for.
14:29:14 Okay, so…
14:29:16 I'm doing, I've never, I've been in massage therapy for 20 years. I've never done a package because I never wanted to.
14:29:22 Hmm.
14:29:22 I like to move, I like to travel. I don't want them having a outstanding gift certificates and me not physically be there.
14:29:30 Okay.
14:29:31 I have a four package once a week for four weeks that I'm doing. And it is something entirely different than I've ever done before.
14:29:40 And I want to prove it out to make sure, A, that it works. I want enough feedback. And so in my mind, I was thinking I just needed to sell 10. I needed 10 people to go through the whole four weeks to get a good idea of what did they like it, how much would they pay for it? Because this is an introductory special pricing.
14:29:57 that kind of thing, do you think 10 people is enough database for something like that to
14:30:02 Find out if my pricing is right and my offering is effective.
14:30:08 Yes.
14:30:09 But do you think your pricing is, what is your price?
14:30:13 Yeah, I knew you were going to ask me that. My pricing is low. And I did that on purpose because I want to…
14:30:19 I want this to happen in a month period so that I can move forward quickly and not do a lot of my marketing stuff with the actual pricing on it.
14:30:28 it's if they paid for it individually, it'd be $100 a session. It's four sessions for $300.
14:30:36 So four massages for $300, four hours
14:30:39 Yep.
14:30:40 For $300.
14:30:44 I think if they liked your massages, they'd be stupid not to buy that, right?
14:30:49 That's silly.
14:30:49 And it's not just, it's actually 50 50. I'm incorporating
14:30:58 a clinical approach to essential oil application based on their health history and what the goals they're trying to accomplish. And so it's like a 30 minute, 30 minute thing. So it's different than my natural, just like one hour massage. So it's something new that my clients aren't used to yet. And I want to force them to go through. I want to entice them enough with a nice price point in order to go through all four because
14:31:19 I need them to go through all four in order to feel like that is something different than they've experienced in the past with just massage alone. So I am offering a deep discount for this beta group.
14:31:32 to get it all in, get them all in and then assess, right? I don't want to get too far into it if they were like.
14:31:38 I really like just the regular 60 minute massage. And then I'd be like, I'd be bummed, but I would, you know, pivot, I guess.
14:31:52 Mm-hmm.
14:31:48 I see. So you really want to try out a new service with essential oils, massage and essential oils type of thing.
14:31:56 Yeah, but it's very specific that this very specific thing that I do that's
14:32:02 Okay.
14:32:01 you know they have to try it in order to experience because it's really hard to describe what it is.
14:32:06 Okay. Is that something you want to move into more of?
14:32:09 It's what I only want to focus on because when I have enough customers that we've had enough data in the thing to
14:32:26 Yeah.
14:32:17 to really evaluate the effectiveness of it. The rest of my, I don't want to do, I've been doing massage for 20 years. I don't want to do massage for 20 more years. I want to train massage therapists to do what I do, but I need to prove out the offering so that it is something they would
14:32:38 Okay.
14:32:34 It's got to be valuable. It's got to work. It's got to have all the components in order for me to move forward with massage therapist being the target market as opposed to clients.
14:32:44 So I don't know that it's the price that matters. It's what you're saying is going to
14:32:48 Yeah. Yeah.
14:32:49 So you say, I don't know how to describe this, but that's the only way that we have to describe it.
14:32:54 Well, no, I can describe it. I just don't want to take your guys's time.
14:33:00 Okay. Well, you guys are all so sweet. Like this is important, though. Like, right. I want to make sure you're getting feedback on how you describe this. So can you do it in less than 20 seconds? I mean, like, it's not an hour.
14:33:13 Okay, like…
14:33:12 Sure. I can do a 20 second version of it. So basically…
14:33:16 well like you're like, say you've got me in the massage room and I'm getting done with my massage and you want to try to entice me in to do this thing, what would you say to me quickly to make me want to
14:33:26 Learn more. Right.
14:33:27 Sure. Yeah. So if you were a good client for the, you know, a good candidate for this, I would say, hey.
14:33:33 One of the things that I've noticed in the past 20 years is that when I work on people, if their nervous system, if we haven't worked on the nervous system and regulated their nervous system yet.
14:33:41 we can get the body doesn't respond the same way. And so I have this package where the first 30 minutes we're actually dealing with
14:33:47 We're actually dealing with struts and we're peeling the onion and then we're dealing with pain and we're dealing with your immune system. We're also dealing with bringing your body back into homeostasis. When we do that.
14:33:58 For the first 30 minutes, the body is more accepting and willing to do the work that we're doing with the massage part of it. So you get $150 essential oil package.
14:34:08 with the four one hour sessions for a deep discount of $300, which is normally a $400.
14:34:15 It's normally a $550 package.
14:34:19 Okay, so the way you described it was off the charts like
14:34:23 Ooh, I want that. Like first you're going to cover my pain, my stress, then my pain, then my immune system, and then homeostasis.
14:34:31 And oh my God, like…
14:34:32 That's not just massage with a little bit on the side. I just want to tell you that, okay?
14:34:37 So if you position it right, this is where positioning is important. This is not just another package of massage. This is not just, it should not be the same price.
14:34:47 it actually should probably be three times as much.
14:34:50 Mm-hmm.
14:34:51 Okay, so is it $100 an hour what you normally charge for massage for an hour?
14:34:58 To normal clients, yes.
14:34:59 Okay. And off the street retail is…
14:35:03 $100 or more.
14:35:05 So an hour session is $100. If you're part of my essential oil tribe, it's 75. So they get a discount. So I just say $100 an hour is the price.
14:35:14 Okay. But this is the thing you really want to be doing
14:35:18 The nervous system
14:35:25 I guess.
14:35:21 I really want to work out this package until it's as perfected as it can be. So then I can take it to massage therapists.
14:35:27 So you want some betas. I get you. I get you. But what I want you to do is say this is valued at
14:35:34 Mm-hmm.
14:35:33 $1,200.
14:35:37 I want you to say this is valued at $1,200. Each of these sessions where we go, because it's a series.
14:35:42 And you have to do them in order like to get all the full
14:35:47 You know what I mean?
14:35:48 Yeah, you do.
14:35:50 Okay, then that should be $300 a session.
14:35:53 times four. Do you see what I'm saying?
14:35:56 Yeah, yeah.
14:36:00 Yeah.
14:36:05 Okay.
14:35:58 That doesn't mean you have to charge that, okay? I want you to value it at $1,200 for four sessions because of all the different things we're going to be working on specifically. We're going to go in on your stress first one. Then we're going to go in on your, I'm not using the right words. Then we're going to go in and
14:36:15 And really deep dive on your pain. You know what I mean? The way you said it was beautiful.
14:36:21 Mm-hmm.
14:36:20 Stress, pain, immune, and then homeostasis, I didn't really understand that. Whatever.
14:36:26 Bring your body back into balance and make sure we've touched everything to move forward.
14:36:28 Okay, perfect. Balance.
14:36:32 clear that one up.
14:36:34 But do you see then you say normally that's $1,200 for all four of those sessions and they're still the same hour
14:36:41 But we're working on it differently. And you're going to see so much better results.
14:36:47 I don't know how else to say it at the moment.
14:36:50 Mm-hmm.
14:36:51 But for you, because you've been a regular client for so long.
14:36:56 I'm only charging 650 or $500.
14:37:00 If you'd like to try this out, something like that.
14:37:04 Mm-hmm.
14:37:05 If you say it's valued at 400, I'm going to give it to you for three.
14:37:09 It's like, nah, just give me a regular massage.
14:37:14 Mm-hmm.
14:37:12 Do you see what I'm saying? I don't know. You're just not valuing it.
14:37:17 Okay.
14:37:16 And you're also pre-positioning yourself for this new thing.
14:37:22 Because then the new thing, you don't want to be $100 an hour.
14:37:26 And so you've got to value the things at a higher retail rate.
14:37:32 Okay. Yep.
14:37:31 Make sense? That doesn't mean you're charging that, but if you don't say it's valued at or regularly, it's going to cost this, but I'm offering it to you for this and only the first 10 people who accept are going to be able to get it at this price because I really want to work through this service.
14:37:46 You're going to be my little guinea pigs, but you're going to get amazing value out of it.
14:37:51 Okay, good. I hadn't thought about using that word in the first 10 people only because then there's a limited in the FOMO factor.
14:37:58 And then it's urgency, yeah. So the first 10 people that accept this offer, I'm going to be talking to all my regular clients.
14:38:05 Yeah.
14:38:06 Can I add one thing? When I'm on vacation
14:38:10 I have so i i
14:38:12 was in Hawaii a couple of years ago and
14:38:15 We went to the Four Seasons Spa.
14:38:18 And so when you sign up for the massage beforehand, you can add on things.
14:38:25 And I kind of was like, oh yeah, okay, whatever. Because the massage is more than what I normally do at home.
14:38:32 But the massage therapist actually pitched me in the massage room
14:38:37 for these under eye
14:38:41 Okay.
14:38:40 patches, you know, they're
14:38:43 And I ended up buying a box of them too because I liked it so much.
14:38:48 And I noticed that that's happened to me at two different
14:38:54 resort spas that I've been to versus
14:38:57 I go, I don't know where you're located, but a hundred bucks an hour is a bargain for a massage.
14:39:06 Because I…
14:39:07 pay more than that.
14:39:11 And I live in the Bay Area, so I don't know where you're located, but
14:39:15 I'm in Boise.
14:39:17 Okay, well…
14:39:19 It's a…
14:39:19 There's enough ex-Californians there who will pay $125 an hour because they don't know any better
14:39:26 Yeah.
14:39:26 But thank you, Anne.
14:39:30 That is Adam.
14:39:28 But I'm just saying that they pitched it to me in the
14:39:32 massage room, not, you know, like this is really an add-on and blah, blah, blah.
14:39:36 And I thought that was different than what I get at my regular massage place. That's what I was thinking about.
14:39:43 Because they might want still an hour massage. I don't know. Maybe you do a 90 minute session. And so that's why you're charging more too.
14:39:50 So it could be an add-on.
14:39:53 It could be. Yeah, think about it. Think about how you are.
14:39:56 Okay.
14:39:59 Okay.
14:39:57 And then they added it in when you book it, you know, when you book online, you can add like that's the thing.
14:40:02 But it could be an either or like you know a lot of my clients still want their hour massage, so we're still going to do an hour massage with them, but we're also going to do a half an hour of this where we're going to. And so it's a 90 minute session you're getting and it's, you know, 1200 value. So you're going to get four of those in order. We got to do them in order because we're going to be strays playing.
14:40:23 We're going to, if you want that, then it's X dollars. So then it can be higher too.
14:40:29 Yeah.
14:40:29 Got it. Yeah, I didn't actually ever think about doing a 90 minute. I don't know why.
14:40:35 Okay.
14:40:34 Don't undervalue what they need. They need more. They still want their hour
14:40:39 Mm-hmm.
14:40:39 So what are you going to say?
14:40:40 Can I say something? So I'm part of MassageMV. So I go once or twice a month.
14:40:46 But I pay…
14:40:49 779 here in Wisconsin.
14:40:51 And then if I even want just smells, not essential oils, I have to pay an extra 20 bucks.
14:40:56 And I'll tell you, every time I go to massage, I'm like.
14:40:59 If I'm going to be here, let's do it. And I always do a 90 minute massage.
14:41:04 Okay.
14:41:04 Because that is like the one time I'm taking care of myself once a month.
14:41:09 Yeah.
14:41:09 Mm-hmm.
14:41:10 And it's not even essential oils.
14:41:12 It's just like, hey, I want to smell it because then they give me a bottle of the leftover, which is really only this much. But then I take it and when I'm stressed out.
14:41:20 I'll take it out and I'll use it. And then I'm like
14:41:26 Okay.
14:41:26 That's it.
14:41:23 And it's instantly relaxing. So you are totally undervaluing your services, girl.
14:41:29 You can…
14:41:28 And I don't know if you're offering two hours, but all the resorts offer 90
14:41:34 like 50 90 or 50, 75 and like 120
14:41:40 You know, like a two hour massage. That's all, you know, on your hands and your body and stuff but
14:41:49 They must sell them or they wouldn't
14:41:52 they wouldn't do it. So they wouldn't do it.
14:41:54 Yeah, two hour massage is amazing.
14:41:56 I know. I know. Maybe.
14:41:56 Like, I mean, I even love it too, because you don't miss anything like you you get to work on whatever you find.
14:42:04 Yes.
14:42:04 Especially if you go in there with like an injury and yeah
14:42:07 Well, when you're transitioning to that next service, right? So always think of the goal is you're trying to flip them a little bit into a new service. So yeah.
14:42:24 Scratch.
14:42:18 Well, and one thing I love about the massage therapists I've seen is she stretches me right before the massage. She stretches my hip flexors.
14:42:28 she kind of like
14:42:29 kind of loosens the legs. And I love that about her. And I was working with her, coaching her a little bit and she finally raised her prices 225
14:42:38 And so honestly like
14:42:41 if you add just that little bit of service, you can justify a $150 cost when you're adding essential oils, stretching and massage.
14:42:57 Oh.
14:42:48 And you're doing 90 minutes because I hate our massages. Honestly, I feel like I get so into it and then it's over and I'm like, God damn it. Like I still have stuff. So like.
14:42:59 Yeah.
14:42:58 You know, honestly, I wouldn't even make your core an hour. I'd make your core 90 minutes and I would jump that thing to 150 because I honestly would pay that much.
14:43:06 If I knew I was getting the stretching in it and then the massage aspect of it.
14:43:13 There you go.
14:43:12 Because as you get older and especially go through menopause, man, those joints are just…
14:43:18 Yes.
14:43:17 terrible and terrible
14:43:19 You know, for you being, you know, for you doing what you're doing
14:43:24 advertise to that.
14:43:26 the hour could be more expensive and do 90 minutes at 200, you know?
14:43:32 Mm-hmm.
14:43:31 I mean, you know, do 150 for
14:43:35 an hour. I don't know. I mean, but I just, you're right. 90 minutes is like the sweet spot, I think.
14:43:42 I like it. Okay, thank you.
14:43:44 Good ideas. I love it. I love all the involvement you guys are throwing in.
14:43:49 I want to make sure we touch and talk to some of the other people too. Mindy, do you have some good ideas for getting
14:43:55 And then you can put in the chat. So I want you guys to put stuff
14:43:59 into the Facebook group.
14:44:02 I have it up here.
14:44:04 Jumpstart your sales and systems boot camp.
14:44:07 The link is in the email you got, but I'll put it in the chat.
14:44:12 Also, if I can find my chat box.
14:44:20 there so this had
14:44:23 there's probably 18 people. So there's a little welcome video. I just did that today
14:44:29 This is your thank you page here where you're going to find
14:44:34 the dates and times again.
14:44:38 Okay, dates and times are all here.
14:44:41 link to the Facebook group is also here in the Zoom room.
14:44:44 And all that. The recordings will be in right here.
14:44:48 and any um
14:44:51 other handouts, but would love you to introduce yourself.
14:44:57 Ashley posted in here, Michelle posted, but you can post more about what you do. You can put links in here, you guys, your website. I don't care. This is about helping you grow. And one thing
14:45:10 Real quick before
14:45:12 Well, I want to make sure we go around and say who else is here. So Tammy, I have your stuff here.
14:45:18 I know you're in Idaho too.
14:45:20 I don't know what you do, however. I know you wanted to work on developing programs, products, events.
14:45:28 And stuff like that, increasing your confidence.
14:45:31 What are you doing?
14:45:33 I am a certified emotion code, body code and belief code practitioner.
14:45:38 So a lot of the stuff that we were talking about with the sound journeys and stuff like that, that was
14:45:44 kind of, I was listening to that. I do…
14:45:48 offer packages right now.
14:45:51 So my price is for an individual session
14:45:56 is $120.
14:45:58 per hour. And that would be
14:46:02 any one of those emotion, body, or belief code
14:46:07 I offer a package of three for $333, so it ends up being 111 apiece. I like angel numbers and then um
14:46:15 I offer a package of 12 for 1111.
14:46:20 no one has purchased my 1111 package.
14:46:23 So far.
14:46:26 I wish the angel numbers were $9.99. Like that would all charge a lot more money. It's really like crazy. It's a crazy…
14:46:34 Yeah.
14:46:35 I know.
14:46:40 Wow.
14:46:35 $9.99 means endings.
14:46:42 So anyway, so I have an office in Hayden, so about 25, I live rurally, so I'm about 25 minutes away. I do remote work.
14:46:53 or not 25, more like 20.
14:46:56 I do remote work.
14:46:59 And I also have a small office in my home for local
14:47:04 And then I also have a place
14:47:07 another 25 miles north of here that I can work out of a bookstore, a metaphysical bookstore.
14:47:13 Okay.
14:47:14 So.
14:47:17 So this, again, is probably the problem you're trying to sell the number of sessions to somebody instead of selling the transformation.
14:47:25 Right.
14:47:25 Yeah. So when you like, do you go deep with people in conversations like
14:47:31 So what are your challenges? What are your concerns? What are you going in life? What's missing? What's going on with you?
14:47:38 Okay.
14:47:37 Yeah. Yeah. Yeah. My, you know, my question is, what do you want to work on today? You know, and quite often
14:47:43 No, no. You're selling them.
14:47:45 right or pardon me.
14:47:46 When you're selling, when you're in the sales conversation not
14:47:49 When I'm in this conversation.
14:47:50 Perfect.
14:47:52 Yeah, I don't know how well I am at the sales conversation.
14:47:57 So that's your order of importance. We've got to work on that. We're going to be talking a lot about sales conversations to feeling comfortable to having that
14:48:07 And really getting more people to say, okay, here's my credit card. I want that.
14:48:11 Right.
14:48:12 Yeah.
14:48:11 Well, I can tell you Candace O'Brien in Denver does what you do and like
14:48:16 her emotional code stuff
14:48:19 Just for 45 minutes is $155.
14:48:23 So you're not charging
14:48:26 Yeah.
14:48:26 what you what she's charging. And I mean, and even me like
14:48:29 you know, I'm under her prices by a little bit
14:48:33 Because I channeled mine. And so I sat and was told what to do. But for you, doing what she does, like, honestly, I'd raise your price.
14:48:43 Right.
14:48:42 Because like 30 minutes is 110, 45 minutes is 155.
14:48:50 So…
14:48:49 And she does the emotional body code in
14:48:52 And thank you.
14:48:52 Great. And of course, you could raise your rates. But again, you can only raise your rates as much as you can spit out without stuttering.
14:49:00 Right?
14:48:59 Until you can say more.
14:49:04 And I also don't recommend looking at what other people are priced at.
14:49:08 I don't. I can tell you that most people should most
14:49:13 healers and sessions and massage. I mean, 125 minimum per hour usually to hunt like even to 200 if you want. I have a facial or an esthetician gal who charges $200 for a facial because she uses all her experience. She has
14:49:28 all these amazing products. And she has 20 years in the room, right? So she
14:49:34 Right.
14:49:35 how to fix anything. So I'm just saying like
14:49:38 you
14:49:40 And it doesn't have to be by the hour. And as we're going through this program over the next few months, you guys, it's not just about
14:49:48 figuring out a new package and then going off and selling it. It's about how to continue to evolve
14:49:54 and or really up level your business. So we haven't yet asked you, Tammy, how you want to see your business with a magic wand in the next three years.
14:50:05 Right?
14:50:05 Because it's funny, sometimes I'll ask that question and people are like, well, I want to live in Costa Rica. I don't even want to do this anymore.
14:50:11 But I'm like, oh, well, then we need to figure out how to do stuff online or what is your passion? And maybe they need to switch gears. I'm just saying.
14:50:18 But when you're doing a motion code, body code, belief code, that has a lot more positioning status, credibility status to it.
14:50:27 than most
14:50:35 Yes.
14:50:29 healers, you know what I'm saying? When you say, because you've been certified in those and they're a common term and so
14:50:38 your pricing could be way up.
14:50:41 you just have to believe you're worth it. And so it's more about your belief.
14:50:45 But I think we also need positioning too sometimes
14:50:50 People are watching, right? People are watching everywhere. And if we don't see that you have confidence, even in just a room like this.
14:50:58 We're not even going to give you the time of day to perhaps, but if you come on and you're like, yeah, and you're like, I'm doing that. And you just exude this confidence, I think
14:51:08 I don't know how to, I mean, we can work on this, like how to make you look
14:51:14 bigger in positioning in your Zoom room. There's different things you can do.
14:51:20 to make you look more like the expert.
14:51:24 you know
14:51:23 Because I do have, I've been doing this for five years and I have honed in on my skill and I'm really good and I'm really fast
14:51:33 Okay.
14:51:34 So people get a lot out of a session.
14:51:37 Okay.
14:51:37 So I'm to that point.
14:51:39 So I have the confidence in my abilities.
14:51:42 Right, good. Okay.
14:51:43 So that's what I've been building. But yes, I don't exude the
14:51:50 Hey, it comes to me.
14:51:49 I want you to think about the annual or something longer and what all you can put in at that. And do you even like doing retreats or do you like, do you want to do a horse healing session? I don't know, like a question like
14:52:02 Oh, yeah.
14:52:03 your fun things that you could throw into a program that would make it totally off the top super fun for somebody.
14:52:10 Okay.
14:52:17 Mm-hmm.
14:52:11 that and what you're doing. So I don't know. We'll have time to work on it okay but and i want to just introduce Alicia and Anne real quick. And then I want to give some homework
14:52:22 Okay.
14:52:23 So hang tight. So Ashley, we work, we win
14:52:29 Yes. Good.
14:52:31 Ashley's out in Phoenix area, a little outside of Phoenix and Chandler. And she is not a dot yet. We're working on her. But she is amazing financial planner and tell us, oh, she's not telling the same thing as you guys, right? She doesn't have like packages like that. So where are you with what you want to do to create your amazing life and
14:52:57 what did you get out of today and where you think you might want to focus?
14:53:01 Yeah, yeah. So good afternoon, everybody, or I guess evening, wherever you guys are here in the country. Yeah. So just like Katrina was saying, yeah, I'm in the financial space. And right now, I'm actually in my first year of the business. And so for me, well, I'm still, I'm brand new to Arizona and also new into my business. And so for me, it's just been a lot of it just getting the marketing
14:53:25 And the networking right. So I've joined like a whole bunch of different groups.
14:53:29 And we've really just been focusing on the networking piece. Where I have shifted is just in focusing on who I'm networking with, who I'm speaking to. So this past weekend, so my voice is like almost gone, essentially. We have the Million Dollar Mingle experience this weekend with AC Castle. He's a former Oakland Raider.
14:53:47 And just was there the entire weekend, the polo experience, financial explosion experience, and all the things that happened over the weekend. So it's just focusing on getting in the rooms with the people who I want to have as clients.
14:54:00 For that. And so really what I took from today, Katrina, I like how you did it at the very beginning. I did hop on a few minutes late, so I do apologize. But just focusing on the number of clients I get. So I have my annual goal, but as far as what it is that I'm focusing on within financial services, within the financial planning arena. So yes, my firm and I, we do insurance and investments overall, but where I focus
14:54:21 is what's called infinite banking. So that's just private family banking or just, I'm not sure if you guys are familiar with using dividend hold paying life insurance to be able to finance real estate investments, business equipment, and being able to do so on a tax-free or tax invisible basis. But that's where I focus on within that realm. So for me, I broke it down, not necessarily by like the week or by the month, but just by the number of clients in the amount
14:54:46 of premium I would need to be able to hit my goal. And it turned out to only be 23 clients, just high net worth clients who I wouldn't even be able to hit that goal with. So that's one of the big things I took from today. And obviously, of course, listening to you ladies, you know, how you market things, how you, you know, put together different packages, and even for what it is that I do. So what I do, I don't necessarily sell packages of anything, but going in, I wish I would have done this for like our vendor booth area.
14:55:11 is, okay, hey, you know, if you guys sign up for, you know, whatever, you'll get a free booklet that goes hand in hand with what it is that we teach or something like that. So if you do like five free sessions, you'll get a free book and we'll be able to analyze your financial day or just something creative out of the box that most financial planners or insurance agents aren't necessarily doing. But yeah, that's what I took from today.
14:55:36 Awesome. I love that. I love they chunked it down to 23 clients.
14:55:39 Because then you can be a little bit more
14:55:43 Selective.
14:55:45 Right? Like, oh, I only have you know like
14:55:48 15 more spots for clients and my, you know, and then
14:55:51 So if you'd like to interview me or vice versa. So yeah.
14:55:57 I think that's good positioning, right?
14:55:59 Okay, cool. And…
14:56:03 Anne is from the Bay Area. She has bullseye marketing
14:56:07 And she does a lot of local marketing, websites. What else?
14:56:14 Hmm.
14:56:16 Hi, I'm Anne, Kenny, Bullseye Marketing, and you're thinking, why would a marketing person want to be with a marketing person? But actually, Katrina is my coach because marketing people need help too.
14:56:29 Yeah.
14:56:29 And so I work with local businesses
14:56:33 on local marketing. And I work with only service businesses. I don't, well…
14:56:41 I do work with a couple of direct marketers
14:56:44 But I work with people who are trying to look for clientele locally so
14:56:51 today i
14:56:54 It's funny how when I started working with Katrina, I had a different vision of what I was going to do.
14:57:03 And with her, I've actually been able to
14:57:08 see…
14:57:11 how my time and advice of being in marketing for
14:57:16 God, it's always hard. I always think I'm 61 and I'm always thinking it was 10 years ago, but sometimes it's 20 years ago or 30 years ago. So I've been in marketing for 30 years and
14:57:30 I worked in corporate marketing and then I worked as a contractor in big corporations and shifted to small business marketing so
14:57:39 And I work with my family's business, which is self-storage, which I always laugh about because it's
14:57:47 Three steel walls, a ceiling that's steel and made of pipes and a concrete pad and a roll-up door. So basically we sell air.
14:57:59 And so when you're selling air, you've got to be pretty clear about what you're selling.
14:58:04 And it's always more than just air.
14:58:07 And I took away from today about
14:58:13 what I, you know, with working with Katrina is
14:58:17 valuing my time and valuing my expertise
14:58:21 much more than
14:58:24 I can bring in services and things like that but but
14:58:29 I want to be paid for that
14:58:32 that activity.
14:58:33 And I haven't always valued that. I always think it's easy for me
14:58:39 Because I've been doing it for so long.
14:58:44 But valuing my time.
14:58:47 you know so
14:58:49 Like the other day when we plotted out the value.
14:58:52 or working.
14:58:51 Yeah. Yeah. And we had a conversation on the plane on the way home so
14:58:56 It was $260,000 that this gal wanted her to work with her on certain things. And I,
14:59:03 crunch the numbers with her and her client, her potential client. And I said, well, 10 hours a week, $500 an hour would be like $260,000 for the year. And I showed her the number on my calculator and she's like, oh, well, I hope you're not going to charge me that. I can't do that. It was so funny.
14:59:21 Yeah. So, and actually
14:59:23 But you can only go down from there, which is good. This is start high, go low. There's the value of my time.
14:59:29 And let me just tell you what I'm willing to do for you at this price.
14:59:34 Right. And, um.
14:59:36 And so…
14:59:38 I also in this call
14:59:41 took away what my national strategy call is. I want to make it much clearer
14:59:46 about, you know, doing the evaluation because a lot of times people do have questions about
14:59:52 What am I doing with my marketing? What am I doing with my web? What am I doing with my social media?
14:59:58 And it does kick open the door for for
15:00:03 what is the whole thing? Because a lot of times
15:00:05 I find their messaging you like they're missing their clarity about their um
15:00:13 like what the most effective messages are, they're really not clear about their target market. And those are things that
15:00:20 I think they need to spend time working on so
15:00:23 There's just a bunch of things in here
15:00:26 Cool.
15:00:26 And I just want to say one thing. I know we're right at the hour, but I just want to say one thing is that
15:00:32 even in the six months I've been working with Katrina, I've evolved a little bit and gotten a lot clearer
15:00:39 about what I'm offering. And I have this marketing club on Mondays that I love and
15:00:44 And that launching that has been huge for me. It's been really helpful.
15:00:51 Thank you. Okay.
15:00:53 Thanks.
15:00:53 I know we're at the hour, so I want to give you some homework.
15:00:58 And then, so
15:01:00 Basically, we're talking about
15:01:03 the big picture, what you really want, where you want to go, your goals, and what you're selling on this call.
15:01:08 And why it's so important to be clear on the transformation of what you're selling, who it's for, why they should care.
15:01:15 Versus just selling a little bit of time or whatever, trading time for money. So I would love you to think bigger about that.
15:01:23 come up with a package, put it into our Facebook group, please.
15:01:28 And you can introduce yourself. You can do two different posts. I don't care how many posts you put in there, you guys. You can do one introduction and this is what I do and that's who I help. And here's my website, right? And then another post, like, here's what I'm thinking about a higher end package because we don't have a high end package, you won't sell one, right? So let's figure out most of you can create a higher end package. Some, you know, so
15:01:52 figure out what that looks like and throw in what you're thinking of offering it. And then we can, I certainly will comment on that or ask you more questions. So I'd love to see that.
15:02:04 I put some links in the chat. I will put these also on the thank you page. So you can just go to one page later and find them. But I would love to
15:02:13 you want to think about those eight things, like figure out what else is missing. So you could look at the biz quiz. So there's a link to the jumpstart Your Biz Quiz. And that takes you through mostly five different areas. It's more the practical tactical stuff in the business.
15:02:28 And you can evaluate where you're at with those things. I will get the results, you will get the results. You don't have to worry about what it's telling you to do after, like have a call with me because we have this program, but it might give you some insight as to the 25 different questions that are in there, things that you might want to take note of that are missing that we need to work on during this program. Okay.
15:02:49 And then the need number worksheet is in there. And the reason I sent you to the opt-in page instead of the thank you page is because I want you to watch the video. So it's really important before you fill out the need number worksheet that you watch the video that goes with it. It's all free, that stuff. And then there is a productivity worksheet in there that we'll cover on another call. But if you want to print it out now, you can. If you want to move ahead, look through that checklist and circle the things you know you
15:03:15 are challenged with or and star the ones that you know you wanted to implement and that kind of thing. So there's three things in the chat.
15:03:22 You don't have to do them all, but at least do the biz quiz and the need number.
15:03:27 and put some posts and stuff in the Facebook group. Will you guys do that?
15:03:31 For the next call. Okay.
15:03:34 Right.
15:03:34 And then a little bit of an encouragement, I just wanted to show you one more slide.
15:03:40 As far as the top eight components of a high-end program, just to get your juices flowing
15:03:46 One-on-one calls, VIP day, group retreat, things you can add in, right? Group training, mastermind or Q&A calls, online community or forum or Facebook group, pre-recorded trainings or courses, other things you've done, meditations, anything that's already done that you can throw in.
15:04:04 exposure opportunities. So you could actually do a Facebook Live and introduce your client to your followers. That's value. You can throw in things like that. You can send an email out to your list on their behalf promoting one of their things.
15:04:19 That's added value. Okay, so these are adding dollars to the package. Do you see without you having to do a lot, without you spending more time. So I'm trying to get you to think of doing other things.
15:04:31 Books, templates, I give usually some like these trainings, right? And this checklist, those are added value resources. So what do you have that you could give to your clients and your high-end thing?
15:04:42 Email or text access materials. Email and text access is added value because what if you spend an extra hour a month with that client? That's $100 to $500 an hour, depending on what you charge in value, okay? So I want you to I want you to see this because a lot of you really need to see how to value all these other things that you might be throwing in.
15:05:03 And then ideally.
15:05:07 this is kind of the thing I want you to think about, right? You've seen a funnel, though your free or low cost stuff is here.
15:05:13 And then you have middle of the road and lower price stuff, middle of the road stuff, and then higher price stuff.
15:05:18 you know group stuff and then one-on-one is usually your highest paid thing. So start thinking about
15:05:25 the things you offer and we're going to keep talking about those things
15:05:30 along in these calls, okay?
15:05:32 And there will be lots of opportunity for more laser coaching.
15:05:36 And I really love, I spend a lot of time in the Facebook group doing this as well. I can do it just as well if you give me a full description in there. Okay.
15:05:46 Any other questions?
15:05:49 helpful so far?
15:05:50 Yes, ma'am. Thank you.
15:05:52 Yeah, super helpful to share and just hear whatever he's doing and, you know.
15:05:56 get the feedback and
15:05:57 Yeah.
15:05:58 Okay, good.
15:06:00 Thank you.
15:06:00 Well, love to see some new friendly faces. So have a good rest of your day, guys, and we'll see you on the next call. And we'll send you emails and all that when we get in.
15:06:09 When I get to into the list, I literally just walked in the door last night.
15:06:14 Thank you.
15:06:15 Okay.
15:06:15 Okay, bye.
15:06:16 Hi, thank you.