Market Like A Nerd Podcast

Market Like A Nerd

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This week we've welcomed Heartpreneur and Digital Marketing Expert Nathalie Lussier to share with us her secrets for creating a profitable business without the sleaze. Nathalie is a genius when it comes to leveraging tools and technology to create an out of this world user experience for your prospects and customers, so that they not only feel good while consuming your content, but become brand evangelists who share it with their friends and rave about you online!   Time Stamped Show Notes 00:59 – Introduction. 6:06 – Nathalie says that some of the common mistakes people make when they are ready to scale is that they create their first launch or their first course and it is not a huge success but maybe there’s something there that attracts attention or it hit the right point but maybe they didn’t have a big enough list yet to grow it. What Nathalie sees people do a lot is that they throw the whole thing out and they decide to do a second course or a second program instead of trying to reach more people with the same thing that you sold in the first place. So one must think that I did great with this so how can I improve it and reach more people this time maybe it’s getting more affiliates on board or improving the marketing around it a bit so that the next time you go out there it is even stronger.  7:08 – Nathalie says that when you want to scale you can’t do it all by yourself and she also struggled with it in the beginning because she had a team consisting of just one VA and herself and when she added more people they were able to grow much faster. 8:44 – According to Nathalie you need to find out is it a lack of people seeing your offer, is it lack of traffic, is it a lack of list building and thinking about those numbers will help you make the right decision so that you are focusing on the right stuff.  So don’t assume that people didn’t like your stuff they probably just didn’t know about it. 10:22 – Tip # 1: Creating free courses works very well and then you can focus your energy on marketing your free stuff and then people can go into your paid offers. So focus your creative energy on new ideas and stuff on bringing people in through your free courses. A free course is more powerful as compared to other free resources because you actually get people in your membership site, you also get their name and email, you get them to login and be a member and that member experience is one step above a subscriber or a website visitor and you can build a relationship with the members. 11:24 – Tip # 2: Once your visitors are inside your membership area you can show them your different courses or programs that you have and they can see what’s available. You don’t necessarily need to have a sales page with a buy now button but it is that curiosity and you are letting people self-select without being pushy. So when people opt in to your free course and start getting value and if they like the experience they are having with your free course then they are a lot more likely to say yes to a paid course. 12:23 – Nathalie likes to look at the stats on her website and she found that a lot of people visit her products page but they are not actually looking to buy but if they are in a member’s area already and if you are seeing the free course and then a couple of paid courses so they can’t escape it and if you do click through you can bring people to a sales page and give them some more information or promote special offers in the member’s area and you can give them some time sensitive reason to sign up for the  paid courses using a countdown timer or a special price instead of creating an evergreen offer to encourage  them to enroll. 14:33 – Nathalie uses AccessAlly which has one box which says unlock your free course and they see a greyed out icon or something that says I don’t have access yet and we humans have a psychological tendency to have access to everything and this way is not pushy if it’s not for them they are not going to sign up but if they are already in that direction then it’s a much easier and gentler way to get them to say yes. 17:11 – Nathalie learned a lot of these things through experiencing and practicing and trying different things in their membership site and you might not find these features of in other plugins because they tend to be built by mostly developers and not necessarily people who are in business as well. 18:28 – Tip # 3: As a course creator you must think about the user experience side of your courses and your programs. Nathalie has taken a lot of online courses and as a course creator she wants to make sure that people get the results that she is promising on her sales pages so she ensures that they do finish the course or are able to take action on the stuff that she is teaching. 19:18 - Nathalie gives the example of the thirty-day challenge where there are thirty videos over thirty days and that could be a bit overwhelming so they have put little checkboxes that people can check off as they are going through and if they wanted to come back to day 10 they can keep it unchecked so that they can come back and go through it again or take action on that and as they progress they’ll see how far they’ve come. There are also things like a video bookmark option so when people click that button it will start playing the video at the right spot. 22:00 – You can even go further with ProgressAlly so let’s say you want to have it as a certification or you just want to reward people after they go through your course you can actually have a quiz that checks people’s understanding of what they’ve gone through and then you can give them an auto generated pdf certificate. You can also follow up with people who haven’t completed something for a while so if they haven’t logged in or if they haven’t completed anything in say two or three weeks you can have your email system send them an email saying hey is everything alright you should probably log back in this is waiting for you and that can also increase people’s completion rate and they feel better at having used what they purchased. 24:37 – As the whole focus is on list building and scaling, people might think I created these free courses but how is that going to help me build my list but if you have really good content the people and people are  going through your free courses you can set up social sharing for them within your membership site and have people share your opt in page for your free course and Nathalie has noticed that about 20% of the people end up joining from social shares saying hey I am taking this free course come and join me. 28:11 – Your business doesn’t get built in a day all of us are extremely ambitious and we have great ideas but implementing them takes time and Nathalie says that your website is never done it is like the spiral staircase that you are going to keep improving upon and the same goes for your membership site and your courses you will probably have more great stuff to add to your courses or you might have new ideas for your membership site and the beauty of the internet is that you can change things over time and it’s not like a book where you publish it and you can never make changes.   Resources mentioned: – Totally free to sign up and get more tips on list building. – To check out the different plugins and other stuff by Nathalie and her team.
I am mildly obsessed with Facebook Groups, so in this episode you will learn some important Dos and Donts for how to engage and market in Facebook Groups!   Time Stamped Show Notes 00:52 – Introduction. 2:10 – When I first started encountering Facebook groups, I wasn’t looking for it to be a marketing strategy. I was coming out of a business relationship that wasn’t making me happy and I closed down my Virtual Assistant business with my business partner and when that happened I felt like I didn’t have any friends in the industry. 2:55 – After I closed down my Virtual Assistant business, I was feeling very alone and I was craving finding other like-minded entrepreneurs who I would genuinely love as not just fellow entrepreneurs but also as friends and Facebook groups was where I went to go do that. I was hanging out in Facebook groups to get to know people and to create my own community. I got completely obsessed with Facebook groups and I found that Facebook groups were also making me money. 3:49 – Within 30 days I booked myself sold with private coaching clients and that was by leveraging other people’s Facebook groups. 4:01 – When it comes to Facebook groups, other people’s Facebook groups are the easier place to start because other people have already taken the time to build the groups. So if you want to leverage your own group, you have to take the time and energy to grow it, to engage it and to make money from it and it’s about a ninety day process from conception to your first big launch to your group.  5:03 – There are five don’ts for leveraging other people’s Facebook groups.  5:25 – The first don’t is don’t join groups that are too big or too small because if the group is too big like there are 10000 people in there, it’s going to make it harder for you to stand out and you obviously want to be visible in this group and stand out. And if the group is too small, there aren’t enough people in there for you to leverage and also if people in the group are not participating a lot then you will not get enough reward for the effort that you are putting in. So if the group consists of less than 500 people, it’s probably not worth it. You should leverage at the most five groups where your ideal clients are hanging out and where the size of the group is neither too much or too less and the groups are engaging in real conversations. 7:44 – It also helps if you join groups that have members are your ideal clients but the group administrator is not a direct competitor and is someone who is complementary to your service.  9:49 – Don’t number two would be don’t be a lurker. So many people just join Facebook groups and they don’t post anything, or comment in the group and that will not help your business. You have to take some action in the group and be visible.  When you first join a group, you must introduce yourself to the members of the group and the host of the group via an introductory post. 11:48 – Don’t number three is don’t do drive by promos which essentially means you join a group, you post a promotional post and then you leave. This is not good etiquette and it makes you look spammy and sleazy. You should join a group with the intention of giving value and creating real relationships. 12:51 – Typically what I am doing in Facebook groups is after I introduce myself, for the next week or two I am only giving value. I am commenting on other people’s threads, I am answering people’s questions, I am participating in discussions in the group and supporting the members and the host of the group and after doing all of that, I start promoting and I always follow the rules of the group. 14:21 – The fourth don’t is don’t go for the sale. What I have found is that it is exponentially easier to post a paid offer in your Facebook group but it doesn’t have the right energy and it doesn’t work quite as well when you are doing it in someone else’s Facebook group. So what works more effectively is build your own Facebook group to make sales paid offers and leverage other people’s Facebook groups to post free offers. You can post free offers that move people to your mailing list and you can then promote to them later using your mailing list. 16:34 – The fifth don’t is don’t rely solely on Facebook groups for your business. This is a manual and short term strategy and it’s a way to build out your visibility while you are working on creating your own tribe and your own traffic. It’s great to leverage other people’s traffic and in the short term it is a much faster way of doing it but you want people to see you as the authority and you want to own your traffic, you want to have people in your own mailing list and Facebook groups who see you as the authority and are excited to buy from you.   Resources Mentioned: is where you can access Amanda’s free webinar about the three-step process to monetize your own Facebook groups.
I always say that if you want a sustainable and scalable business, you must do 3 things: Leverage, Automate, and Delegate. Well, today, we're focusing on Leverage & Delegation. Educating us on the topic we have here: Business Strategist Christine Gallagher! She's going to share with us her 3 top tips for building a team for ultimate leverage in your business. Listen in!   Time Stamped Show Notes 01:53 – Introduction. 6:12 – Some of the biggest mistakes that Christine made earlier and that others do now are being anxious and try to control everything in your business. Because she has a tech background she would rather do things herself thinking that she could do them faster and better. So one must give up that control and trust others. It’s true that the other person is not going to do it exactly like you but they are going to do it good enough that your business is going to be able to grow. 7:12 – Christine waited way too long to hire her first team member and when Christine hired her first VA, her income more than doubled in that year and she tells people all the time not to wait too long to add team members. 9:14 – Tip # 1: The big thing you need to think about are the red flags and there are many things that you can delegate in your business. People wonder what is the right time to delegate things in your business and when you notice that clients are not being cared for the way they should or things are not happening on time or things that need to be done on a particular time keep getting to the bottom of your to do list and you feel you just can’t get to it but you know that if you got to it you would move your business forward. 9:59 – There are also some things which you don’t know how to do but you are trying to do them. So Christine says that is not a very good idea as you are going to get frustrated and lose money so avoid doing things which you don’t know how to do. 10:24 – Also avoid doing stuff that you are not good if you find yourself in that situation you know it’s time to find some help and if you are doing things that are not directly related to bringing in revenue and you are getting bogged down by them you need to get help. 13:19 – Tip # 2: It is a big obstacle to figure out if it makes financial sense for you to bring on team members and so Christine says there is a formula for that you need to look at what your time is worth per hour to do your genius work and then think about all other the things you do in a day that are not your genius work and make a list of them and give a dollar value to the other things that you are doing and decide if you can outsource that other work to someone else for a much lesser amount. 16:05 – You need to put the time upfront to do the interviews and the research before hiring because if you don’t you are going to end up paying more in the long run. 19:06 – Tip # 3: There are tools out there that you can use on yourself and with your team to get crystal clear on who should be doing what. So the two tools that she uses and recommends to her clients as well are the Strengths Finder’s assessment they have a book that you can buy and they also have a test online which costs $20 and using this assessment you can find out what your strengths are and shows where you can put your genius work in place. You can use it to weed out people when you are interviewing them and although it is an expense that you pay for a person to take it but you are going to end up paying in the long run if don’t get clear. The other tool is the Kolbe A index which tells you how you are wired and helps you work with other team members. 22:13 – The Kolbe A index also helps you find out what your instinctive method of problem solving is for example in Kolbe there is a part of it that tells you whether you are a fact finder or a quick start and Christine is a fact finder and that isn’t always good when you are an entrepreneur and that tells her that she needs to have some quick starts around her who are going to take her away from that constant analysis and put it into motion. 23:23 – Christine always her second tier mastermind clients take the test because you can then see why they do something and why they don’t. 24:17 – The biggest way Christine uses to find employees is personal referrals and that is a really good place to start and there are a lot of online places you can use to hire people like Craigslist but a lot of people end up being really disappointed with who they employ or the number of people that are out there and they hit a dead end and it keeps them stuck so she says it is always better to go back to the people you trust and the people you like and see where do they find people or who do they know that might be looking for a position. There are sites like,, and where you can hire people but Christine always prefers to go to people she knows first. 26:03 – For hiring people Christine first narrows down people for a position and then she makes them take the Strength Finders and the Kolbe and sometimes that’s the thing that decides no or yes in her hiring process. You should also thoroughly check their references by personally talking to people.  She asks situational questions to potential employees like what would you do if this happened because that’s a good way to judge how a person is going to respond in a given situation or scenario. 27:31 – You can also ask your potential employees to do a trial period and tell them how many hours you want them to work and what you want them to accomplish in that period of time and then you can talk at the end of that that can be a big life saver as well.  29:20 – The thing about leverage is not negotiable if you want to grow and without it you cannot grow to the next level but when they don’t do it their income gets capped, they’re totally exhausted, their overwhelmed and they think I am never going to get past this income level which is frustrating if you have big goals in life. Resources mentioned: The balanced entrepreneur Facebook group. is Christine’s website where you can find out all the information including the social media links to connect with her. is the link for Five surefire strategies to escape the dollars for hours’ trap and it’s a free pdf guide with an accompanying audio which helps you find out how to leverage your time, your expertise and your offers to bring in more money and experience more freedom.
Today I want to talk to you is not just what a Mastermind really is, but what it really SHOULD BE! This includes lessons from joining $11-$30K/yr Masterminds, what has worked, what hasn't worked.. The Good, The Bad, The Ugly! After you listen to this episode, you'll know what to look for in a mastermind that you join OR how to run one successfully yourself.   Time Stamped Show Notes: 1:05 – Masterminds are such a big buzzword right now and everyone wants to call their Facebook group, their virtual group program, their live programs masterminds. It used to be a lot different but it’s a buzzword and so people drop that Mastermind name down a lot so I want to talk to you about today is not just what a Mastermind really is but what it really should be because I have participated in many masterminds I have invested a lot in my coaching I have paid a lot of coaches from $6000 to $30000 and there are some things  that I have seen that are not so good and other things that I really liked so I want to talk about what I hate about masterminds and what I recommend they look like so if you are trying to create your own mastermind you know how to craft it in  the best way for yourself and for your clients and if you are planning on joining a mastermind you know what to look out for. 2:36 – I have  joined a few different masterminds, the very first coaching program that I ever joined was a live mastermind which was a yearlong program with a mixture of one on one but it was mostly group where we met for live two or three day retreats once every quarter and there was a Facebook group in between and a few coaching calls and that program was quite good for me as a  new business owner and there were a few things  in it that I wasn’t too crazy about like the hot seats at the live events because I only had thirty minutes to focus on my own business because I got one 30 minute hot seat and then the entire rest of the time it was listening to other people’s businesses because it was hot seats the entire time. 3:34 – Another master mind that I joined was $30000 dollars a year and it was terrible, you got to go to three retreats for the entire year and during the retreats it was completely networking and there was no coaching, it was super hard to schedule calls with them and it was so bad that they literally asked their members what they could do to make the mastermind better and that was a total money suck. 3:58 – So based on those experiences with masterminds here’s my take, I will first talk about what I hate about masterminds and then I’ll talk about how I recommend shifting it to make your mastermind awesome. 4:14 – The first thing that I noticed about masterminds is they are often just designed to make money for the host and so there is not that much thought that goes into how the mastermind is going to actually move the mastermind members forward because the mastermind is mainly just a way for the host to make money they take on a lot of people into the mastermind and there are some masterminds where there is no cap on the number of people enrolled in the mastermind and that impacts how much access you get and what level of accessibility you get to the coach of the mastermind. 5:11 – The other thing that I’ve noticed is that there is a mix of different types of clients in it because again it is mainly for sales and money for the host and the problem is that if you are an established business owner and you are with other people who are new business owners you are not going to get what you need out of the mastermind and you will have to keep answering questions that are for newer business owners or the if you are a new business owner and the others are established business owners they will be so many steps ahead of you that you will find it hard to catch up and get what you need out of the mastermind.  So, since there is a mixture of different types of clients it is difficult for you to get the focus that you need. 6:56 – The other thing that I’ve noticed is that it’s often a lot of networking where you go and you talk to people, you meet people it’s about the other people in the room and people say a mastermind is supposed to be where you meet really big minds and learn from each other and teach each other, so the value is not from the coaching it’s from what you learn from the people in the room. So if the value is not coming from the host but from the people in the room then why am I paying the host and not the other people in the room. 7:38 – There’s only so far that networking can get you unless you are selling to the other people in the room but if I am paying the host of the mastermind $30000 a year I should be getting some coaching and some strategy from that host rather than just networking. Most masterminds are networking there is no coaching and there is no real intentional strategy or curriculum around how they are taking you from point A to point B. 9:00 – Here’s what I prefer masterminds look like, first and foremost I recommend that the mastermind should be designed to create results for the client so when you are designing your mastermind ask yourselves what needs to be included so that your clients can go from point A to point B. A mastermind should have a coaching with an intentional strategy to get your clients results it’s not just about access and phone calls it’s about creating a specific desired outcome and those outcomes should be geared towards a specific type of client. 11:01 – I actually have a mastermind it’s called marketing nerds mastermind which is a yearlong mastermind and when you join that mastermind I put you into one of two categories you are either in operation cash flow or operation automation so you are either in the new business owners tier or the established business owners tier and that way each person who comes in goes into the category of entrepreneurs that are going to be working on the same things as them if they are a new business owner they are working with other new business owners in the mastermind, if they are an established business owner they are working with other established business owners and each level has a specific desired outcome. 12:11 – Operation cash flow is about getting cash flow for your business if you are new in business that’s the main thing that as a business owner you are working towards like getting a list, getting reliable income every month so that you know your business is going to be surviving long term and that’s what new business owners are worried about. 12:39 – If you are an established business owner the desired outcome there is setting your business up to make automated, sustainable, scalable so if you come into operation automation you probably already have a list, you probably already have cash flow in place but you are working too  hard to make it happen and there is too much manual effort going on, you are trying to scale up to bigger income levels without working yourself to the ground and that’s where leveraged offers, automated marketing, automated fulfillment, delegating, systems come into play and so those are the types of things that you are going to be working on in there to create that desired outcome. 13:23 – So you have these two levels and each one has a curriculum that creates that desired outcome.  The first thing that you work on in both the levels is cash injection campaign that’s designed to tap into the resources and opportunities that you already have available to you in your business to make you back your money right away. I had someone join my mastermind a couple of weeks ago and within three days made all her money back and another person who joined made all her money back within three days because the idea with cash injection campaigns is to inject cash into your business as quickly as possible with as little effort as possible. 14:21 – If you are a new business owner in operation cash flow one of the best ways to create consistent cash flow is to have a mailing list that you can consistently tap into to create that cash  flow so that you have a list to fall back on when you are doing launces or sales so that you can get that consistent cash flow so you build your list first and then I teach you how to monetize it so you build a list and then you do a launch or sale to monetize the actual list. 14:57 – If you are in operation automation one of the very first things that we are going to be doing is evaluating where your business is at right now and where  the holes are in terms of sustainability so I am finding that a lot of established business owners don’t have very leveraged offers, they don’t have systems, their packages aren’t setting themselves up to scale that they don’t have systems or offers aren’t leveraged so we are going to be looking at where those holes are and then where we can install automation into your business. 15:53 – The mastermind is a yearlong and broken down into quarters and there are quarterly plans that are taught at each of the live retreats and when people come to the retreat they are being taught a curriculum, they are being trained and each training has a specific desired outcome for the quarter to get you towards that first desired outcome for whatever tier you are in for the business. So, each retreat has a specific desired outcome that you are going to be learning and implementing live together in that retreat. 17:43 – In the retreat you learn the curriculum and you implement it live and there is also time for things like hot seats and networking. 18:41 – So we’ve got marketing nerds mastermind,  a yearlong mastermind broken into two different tiers that way you have a specific type of client working towards a specific type of goal and everything is working on the same thing you don’t have a mixture of different type of clients and each group has a specific outcome that they are working on and the retreats are intentionally crafted to get people to create those desired outcomes, they are actually taught a curriculum live, they implement it live in the retreat and you also have opportunities for networking and fun on the third day of the retreat. 19:35 – To  boost the results of my clients in this mastermind what I have done is before people come to the live retreats there are  two virtual retreats that happen beforehand and the idea here is  to get people into action as possible and I don’t want anything holding them back and I’ve noticed that there are all these things that hold them back from taking action in their business and it often has to do with clarity, they don’t have clarity around  their niche, their positioning, their overall business model they don’t even know what the vision of their business model is, things like packaging and pricing and these are basic things that you have to know about your business and a  lot of times people figure these things out over time but because they are figuring it out over time each little step that they take they are hesitant or it takes them a little bit longer because they don’t have clarity upfront. So the first virtual retreat is purely about clarity and the things that you can get out of the way right up front and never have to worry about. 21:02 – The second virtual is about cash injection and the other thing they learn in that second retreat is the overview of the intentional strategy they are learning for the entire year. So this is one thing that I highly recommend for coaches that if you have a  system that you are walking your clients through ,if you have an intentional strategy that you are walking your clients through that’s awesome it’s even better if your client understands it, if they know what they are working towards because then you are on the same page they know what the goals are, what the desired outcomes are and you are setting up expectations for them and this will catapult them into taking clear action. So I like to give people an overview of my strategy that way when I actually dive into the specifics of my strategy they know why I am doing it. 22:44 – After the virtual retreats you start going into live retreats and going through the curriculum and the quarterly plans and in between the retreats I also like to give people support because there is only so much the people can implement live in the retreat and you don’t want to leave people hanging. I’ve seen a lot of masterminds where you get them in a Facebook group but the coach  does not respond very promptly to the queries and I am a big proponent of no matter how much someone pays me you are going to get me being accessible and responsive and genuinely caring about you as a client  and to honor that and to support my clients in between those retreats I give them access to a Facebook group but I also give them access to me on the phone using an App called voxer because it is hard to explain everything via Facebook groups and this elevates  the experience for the client when they can hear you 25:13 – The very last component that I have in my mastermind that I recommend as well for your masterminds or for masterminds that you are looking at would be what I call a nerd  herd which is essentially a group of experts who I have brought together who are experts in areas which I am not an expert in for example in terms of coaching people on their mindset that’s not my brilliance and so I have a millionaire mindset coach who is in the mastermind who has a net worth of over a million dollars and is absolutely phenomenal at identifying million dollar money blocks in my clients and healing them really quickly so I actually pay her money to do a millionaire mindset breakthrough session with every single member of the mastermind and I foot the bill for that because I know how important it is and I have many such experts in various fields who are all in the mastermind who are amazing at the things that they do and have worked with millionaires or are millionaires themselves and can support you in those areas that maybe I don’t excel at and so I think that is really important for masterminds if you are not phenomenal at something then find someone who is and collaborate with them.   Resources Mentioned: If you are interested in joining the marketing nerds mastermind email me at and I will personally respond to your email and we can set up a time to talk about the mastermind to see if it’s a fit for you.   
Today we chat with Sarah Kaler, Soul Powered Business Consultant, who shares with us how to cultivate the 7 Figure CEO Mindset. Sarah also shares how to get results through the help of others, maximize your resources and relationships, and hire the right people to scale your business.   Time Stamped Show Notes: 1:33 – Introduction. 9:19 – Sarah is glad that she is talking about mindset versus specific strategies because mindset is so much of what actually gets you to where you want to be when you are scaling. So when we look at the leap of seven figures and beyond, we need to start thinking about a few key things. Sarah starts with talking about getting results through others and there is a mindset shift where you go from I am the lead driver here, I create results to I create results through others and it sounds obvious when you break it down that simply but the reality of how that looks in your day to day when you are the leader of your business because you get so attached as a founder and a visionary to how things get done, what gets done and that is very natural and yet the mindset of I need to start to shift into getting results through others leading a team and yes you are still going to have your role and your responsibilities but that’s a really key shift and you are not going to break through that barrier of seven figures without that. 11:52 – One of the biggest fears that comes up in the service provider world is that they think my clients come for me and what are they going to think or are they going to get the same quality of results from someone on my team. 12:51 – According to Sarah, the reality is that in order to be scalable, and to have a scalable model you have to start getting results through others at a certain point. It is really important that service providers understand that in order to scale your business you have to have at its core a model that is scalable and that requires other people. The bottom line is that it is about others and you have to have that mindset or you are going to be a block in terms of your growth. You will be blocking yourself from being able to grow at a level that you ultimately want. 15:04 – Sarah says that as a CEO, you have to shift your mindset into not just being the doer but being in the awareness and having the mindset that your job is really about resources and relationships. So it’s not just I am going to execute and implement and create content or deliver my services but I need to be aware of what does my business need in terms of relationships and resources. 17:44 – According to Sarah, part of the hiring process is that you are going to go into what Sarah calls a team design phase. So you need to decide who do I need, what do I need them for and when do I need them because all of that isn’t going to happen simultaneously. One of the biggest fears people have when they are scaling and growing is that they can’t afford so many people at the same time but the reality is you will get a return on investment. So you are in a relationship with the resources and the people that are interacting in your business so that you are always seeing an ROI versus just having people be transactional. 19:21 – A lot of people don’t yet have that skill or know how or experience on how to hire well. 21:17 – According to Sarah the mistakes that entrepreneurs are making that everyone can avoid so easily is saying everyone is hiring a VA and that’s what I need too and that’s not how you want to approach your team and your position as a CEO because again it’s about mindset and what is your responsibility, you need to come back to the belief and the awareness that you as a CEO have a vision and it’s your responsibility to fulfill on that vision and to have the awareness of what resources you need, you need to be in a mindset of proactively creating that vision so that you can step into it before you even need to fulfill on it. Because just like goal setting principles, we know if we write down the goal and we create the vision, we are more likely to do it. 23:33 – Sarah’s team has had many iterations and currently it consists of 12 members and the team is growing rapidly and Sarah doesn’t know yet if there will be many more people in her team or few people’s roles will shift and change because sometimes it’s not necessarily about quantity of people but it’s about making sure that you have the right people whose strengths are really contributing in the right way to your overall mission and vision and moving you forward in the business. As long as you are moving in that direction ultimately and you have the right roles and those roles can potentially evolve over time and you don’t have to continue to hire more people. Sarah’s team ranges from people who do content development, marketing and sales, operations, COO. The team consists of internal employees as well as contractors. 27:11 – According to Sarah, people usually zoom off into hiring but before you do that you should think about the mindset of hiring. It’s important to not just talk about the zone of genius but to think about functions in your business. You need to decide what area of the business do you really truly need the most support in and what does that look like. It’s really important to think like that and not just rush off to the hiring process because you want to start to build out your business in areas that you are really supported functionally and then you can interview people to find out if they are truly strengthened by the activities of that function. 30:18 – You need to prioritize because some functions realistically need to come before others on your growth trajectory and sometimes that emotional charge can get in the way of seeing that.   Resources Mentioned: Sarah has a gift for the listeners of this podcast it’s the "Hiring Your Dream Team Guide" which includes an interview guide and you can find it at You can find Sarah and connect with her team on
How can you crush your goals and have a massive impact, while still keeping your free time and your sanity? Today we dive into some shifts you can make in your business in order to reduce the actual amount of work you’re doing, and help reduce any overwhelm you may be feeling.  Time Stamped Show Notes 0:52 – Introduction 2:04 – Figure out the tactics that work best for you 3:00 – Why FOCUS should be priority #1 in your work day 5:07 – Quality over quantity 6:08 – Recap   3 Shifts To Maximize Your Time 1.     Make Peace With the Pace That Works For You – The items on your to-do list do not matter as much as your feeling of peace and accomplishment each day. As long as you are moving at a happy, steady pace and consistently moving forward, then you are making progress. Whether You’re Firm Or Flexible, Priority #1 Is Focus – Ditch the mindset of cramming more work into less time. The most important thing is for you to manage your focus each day, in order to get the right things done. There are two trains of thought: Firm – These people map their to-do lists strictly with their calendars, and give each task its own chunk of time throughout the day. Flexible – These people create smaller to-do lists with more priority, mapping out the one thing that needs to happen on a given day Choose Quality Over Volume – If you try to get everything done at once, and cramming your entire workload into a single day, it’s easy to get burnt out. Instead, focus on achieving a maximum impact in your work day, which will leave you with higher quality output. udzcafe4
I’m going to show you how to increase sales on your webinars. A lot of people teach live webinars, but once you get into automation there can be a lot to keep track of. Let me teach you the seven key numbers that you want to track to perfect your webinar.   Time Stamped Show Notes 1:00 – Introduction 1:40 – There are seven key numbers that you want to track to perfect your webinar. 1:50 – 1: Cost per lead. This is how much money it costs for every lead that registers for your webinar. If you are using Facebook Ads, you can calculate this number by dividing the total amount you spend on the ad by the total number of registrants. I aim for $3 / lead, but I am okay with spending up to $5 / lead (or more) if the webinar is making money. 2:20 – 2: Landing page conversion. This is the percentage of people who come to your landing page and actually register for your webinar. I typically get 40-78% of my mailing list opting in for webinars, but you’re looking for %20 minimum. If you’re using a software like Leadpages to create your landing page, that will give you the statistic right in your dashboard. 3:00 – 3: Show up rate. This is the percentage of people who registered for your webinar and actually showed up live. Even if you get people registering, not everyone is going to show up. You’re looking for around 30% of those who register to show up live. If you’re using software like Instant Teleseminar, it should tell you inside of your dashboard how many people showed up. 3:40 – 4: Stick rate. This is the percentage of people who show up live to your webinar and actually stick around until the end to hear your pitch. You’re looking for around 90% of your viewers to stick until the end. If you’re using software like Stealth Seminar, it should actually show you by the time stamp when people are leaving so that you can see when people are losing interest. 4:10 – 5: Live pitch conversion. This is the percentage of people who showed up live to the webinar and actually take you up on your offer. To calculate this number, just divide the number of sales by the number of people who show up. Typically you’re aiming for around 20% if it’s a phone call pitch, but I’ve actually had clients get as high as 60% using my webinar model. 4:35 – 6: Sales page conversion. This is the conversion on your sales page, meaning the percentage of people who visit your sales page and actually end up buying. If I make a profit and the conversion for my pitch is good, I don’t worry about this too much. If I notice that not a lot of sales are happening, I want to know if the sales page is a problem. The average sales page converts 2-10% 5:20 – 7: Follow-up conversion. You want to look at how many people are signing up from your follow-up emails. I don’t have an exact number I look for here, but I want the follow up to double or triple my phone calls or sales. You have to remember, not everyone who opts in will show up, and not everyone who shows up will accept your offer. 6:10 – If you’d like someone who can walk you through the step-by-step to set up your live and automated webinars, so that they really work to generate leads and sales like clock work, then I encourage you to apply for one of the spots in my monthly Webinar Nerds Workshop. In this live, one-day, group-intensive workshop, we not only walk through the strategy of creating a profitable webinar, but we also implement together.   Resources Mentioned: Market Like a Nerd: Website | iTunes | Facebook Fan Page The Balanced Entrepreneur: Facebook Group Apply for a spot in my monthly webinar: com/Webinars Leadpages Instant Teleseminar: Join using my affiliate link AppointmentCore Stealth Seminar
“All one needs is the proper leverage.” – Cpt. Jack Sparrow If you’ve been listening, then you know by now that our entire show is about helping you work SMARTER, not harder. Leverage is one of many ways to do that, and we’re going to talk about 5 steps that I’ve laid, so the only other thing to do is to plug them into your business! 5 Steps Towards Leverage: Stop Selling 1-on-1 – It’s not scalable! While 1-on-1 can work early on in your business, there are only so many clients you can teach at a given time. Begin to move your focus to creating a group course, where you can teach multiple clients at once. Stop Customizing – Another factor in business growth is customization; it’s hard to scale custom sessions for individual clients, and even harder to delegate customized tasks like this. Begin to build formats that you are able to rinse & repeat as your business moves towards scaling. Maximize Client Transformation While Minimizing Effort – Make sure your offers are providing the most value for the least effort possible. Craft modules or trainings that are value-focused and free of any fluff, and release them out over a length of time to make them easier to consume. Focus On Fulfillment Over Sales – If you go overboard on sales, it will be harder for you to focus on the clients that you ALREADY HAVE. Make sure to be fulfilling your customers and deliver what they’ve paid for, before seeking out additional clients. Create Automated Delivery Systems – Using automation, you can craft ways to ensure that every new client receives the attention they expect and deserve. Welcome Processes – For coaches and groups; when things are automated, you’ll never have to risk ignoring a new client or forgetting to initiate a welcome process. Consumption – Clients can consume what they’re buying, which will keep them coming back for more. After the welcome, new clients get automatically added to their membership, and each week they will automatically get new assignments/courses. Testimonials/Referrals – Create templates for your testimonials to make things easy on your past clients who’ve agreed to vouch for you. Set up triggers so that clients who have finished a particular course will automatically be asked for a testimonial.   Time Stamped Show Notes 0:52 – Introduction 3:03 – Sell to groups to be able to scale 4:45 – End over-customization that is slowing you down 6:20 – Maximize the value you’re providing with less effort 8:42 – Focus on your current clients before bringing in new ones 9:56 – Automate! Automate! Automate! 16:52 – Recap   Today’s Action Step Go forth and get LEVERAGE!
Working Smarter, Not Harder Today’s steps are for entrepreneurs wanting to create a scalable, sustainable and profitable business that they can enjoy. You can create a successful business strictly through hard work, but if you want to make it easier and go beyond just the 6-figures, you’re going to have to truly understand the concept of “smarter, not harder.” Working smarter not only yields more profits and less time doing actual work, but it also yields a greater impact in your client’s lives. Follow these three steps and take a stand against hustle and to create a business that doesn’t force you to make sacrifices.   Step 1 – Install Leveraged Offers The goal is to maximize transformation while minimizing effort. How can you get your clients big results as fast as possible with as little work on them and you as possible? The problem comes from trying to add more services, more bonuses and more access to you in order to give greater value to your clients. The truth is, value comes from transformation, not from information or even access. You’re doing your clients and yourself a disservice when you add more because you’re scattering their focus and you’re adding more to everyone’s plate. The real path to leverage is taking out everything that’s not going to get your clients immediate results. Only focus on the things that are most important to your clients. Getting rid of everything else and the fluff will mean less work for you and better results for the clients. Example: My program ‘The Pack’ is about creating, growing and monetizing a Facebook group. People are happy with the small amount of my time because my content does its job. Each training has one desired outcome and with just one action step, they know exactly what they need to do. I stack the beginning of the program with some quick-win action steps.   Step 2 – Installing Automation into your Business This is about moving away from manual prospecting and selling, and instead creating systems that will grow your business regardless of the amount of effort you put in. Without automation, you’re required to be there to make money. There are three automated systems you need to make this work: Traffic System – an automated way to bring traffic to you Example: Facebook Ads are automatable, scalable, delegate-able Conversion System – an automated way to convert that traffic into paying clients Example: Automated Webinar with Sales Pitch at the end Delivery System – an automated way to deliver your offer to that paying client Example: Infusion Soft to send the offer to the client   Step 3 – Delegate There are some tasks that can’t be automated like graphic design and PowerPoint creation. The less work you’re doing, the more time you’ll have on your hands. The real benefit of this is everything will move so much faster because of all the hands on deck you’ll have to handle it all. Your success is directly related to your speed of implementation. Failure to delegate costs you money because it slows you down. Example: Many people spend weeks on creating a webinar. But because I have webinar templates and people to delegate things to that can handle landing pages and communications systems, I can pop out a webinar in 48 hours.   TODAY’S ACTION STEP: Identify which one of these is missing in your business, then begin implementing and installing it. If you’re missing more than one, just choose one and get it done. Don’t get overwhelmed, identify and pick just one of these steps.
Has your experience with outsourcing been a nightmare? The important thing to remember when it comes to finding good team members for delegation starts with you. If you’ve had “bad luck” with outsources in the past, chances are that you’ve missed a crucial step in the training of your team members. To help ease this frustration, I’ve laid out 3 key things to remember when hiring. 3 Key Steps For Outsourcing: Invest Your Time Now To Achieve Success Later – when you feel like you don’t have enough time for particular tasks, a lot of entrepreneurs will either A) Never take the time to hire out for the job, or B) Hire too quickly, not giving your team proper time or training for the job. Make sure to take enough time early on, so that you can save your time and effort later on with a strong team. Create A Rinse & Repeat System For Everything – entrepreneurs have trouble relinquishing control over certain parts of their business, which can lead to issues when delegating tasks. To quell that feeling, create an SOP (Standard Operating Procedure), template, and a video walkthrough for every task in your business, that way your team members can’t possibly make a mistake. Qualify Your Team Members As Well As You Qualify A Sale – when it comes to hiring team members, it’s just as important to vet them as you would a client. To make sure your outsourcers are a good fit for your business, the only option is to qualify them before you hire them.   Time Stamped Show Notes 0:52 – Introduction 2:17 – Taking the time early on for long-term success 3:14 – Create a rinse & repeat system for your team members 4:53 – Qualify your team members as if they’re your clients 5:56 – Recap   Today’s Action Step ·       Implement these 3 steps the next time you’re looking to add a member to your team!   Resources Mentioned My PDF of all my recommended outsourcers
Today I have five tips for you to maximize your sales funnels so that they generate clients for your business with ease. I talked about automation for a whole week in my Facebook group, The Balanced Entrepreneur, so come on by if you don’t want to miss out on the exclusive tips and resources I share with my community every day. I also taught about the topic live on my Facebook fan page as Facebook Lives, so like it if you don’t want to miss out in the future.   Time Stamped Show Notes 1:00 – Introduction 2:30 – Tip #1: There are so many sales funnels to choose from, so just choose one to master at a time. There are challenge funnels, webinar funnels, telesummits, giveaways, video funnels, tripwire funnels, and so many more. When you are first starting, it can be tempting to learn more than one. Keep it simple and master one at a time, until you can consistently get results. 4:35 – Tip #2: The automated phone call webinar is a great start for entrepreneurs diving into sales funnels and marketing automation for the first time. I find that webinars are the best place to start because they are relatively simple to implement, they are automatable, and it’s simple to sell from. 5:15 – Here’s how the phone call webinar works: Send traffic to your webinar landing page. When people register for the webinar, send out reminder emails. Some people will show up, some people won’t. At the end of the webinar, pitch a phone call. Get them to schedule a time to talk about your services. When you get them on the phone, offer them something (if they’re the right fit for you). Send an email to anyone who registers but doesn’t schedule a phone call, offering him or her the opportunity to talk to you on the phone. 6:35 – The entire point of this webinar is to get people on the phone, so you probably want to have a scheduling software like AppointmentCore set up. This is an easy offer, because getting someone on the phone is easier than getting someone to buy something. 7:00 – Master this phone call webinar first, and then do another webinar with a paid pitch. Instead of pitching a phone call, pitch an offer where they have to buy directly from the webinar. Once you master that, you can do something besides a webinar. 7:50 – Tip #3: Use your free content as a way to qualify your funnel traffic. One of the biggest problems people have with webinars, and just sales funnels in general, is that they have difficulty getting people to buy products when they send people to the funnel. This is because the prospects aren’t ready yet. They don’t know they can trust you yet. It’s not enough to get traffic coming through your funnels; you have to get qualified traffic. If you send your prospect to a free e-book or blog post before you present them with an offer, they will be more ready to make a purchase. 9:50 – Tip #4: Always have follow-up sequences in place for your sales funnels. One of the big mistakes I see people make after doing these webinars is doing nothing; they just add prospective clients to their newsletter without ever doing anything else. I include four emails after all of my sales funnels that will remind people, or tell people about, my paid offers. This follow-up sequence quadrupled my phone calls and my sales. 11:20 – Tip #5: Maximize your purchasers by making more than one offer. One thing I learned very quickly after launching my membership program, The Pack, is that the people who buy from you once are much more likely to buy from you again. Set up your sales funnels and offers so that there is always a next step, so that you can maximize your purchasers and make more than one offer. 15:15 – If you have any follow-up questions about the content today, or if you want to catch those daily tips and Facebook live streams, join The Balanced Entrepreneur Facebook Group.   Resources Mentioned: Market Like a Nerd: Website | iTunes | Facebook Fan Page The Balanced Entrepreneur: Facebook Group AppointmentCore The Pack
Today I’m going to walk you through the three simple sales funnels you can implement in your business. Before I automated my sales funnels, I was overworking, feeling massively underpaid, and the business was completely dependent on my effort. Now, however, I sleep in until 9 AM every day. I design my own day the way I prefer, and I spend pretty much every weekend right now at the beach. This life of mine is so important to me, but I want you to be able to create that too.   Time Stamped Show Notes 1:00 – Introduction 2:15 – Sales Funnel #1: A phone call funnel. The idea here is to create an automated way to get qualified leads on the phone. This is the funnel I recommend you start with, because scheduling a call is an easier call-to-action than providing credit card information. Once you’re on the phone, you can try to sell them any product you want. 3:20 – Sales Funnel #2: A break-even funnel. The idea here is not to make a profit, but instead to cover the money you spend on advertising and add new names to your mailing list. You’re breaking even in terms of money, but you’re growing your list in the process, which means that you can sell to them later. 3:50 – A great way to get people onto your list is a free lead magnet, then directly after they opt in you offer them something at an entry-level price point ($7 to $97). 4:10 – Sales Funnel #3: A high-ticket offer funnel. The idea here is to make a big profit off of a higher ticket item. You’re selling to fewer people, but at a higher price point. I find the best way to do this is to get your phone call and break-even funnels set up first. This will get customers in the door. If you give your customers a really great experience, they will be the easiest people to sell your highest ticket items to. Once your prospect is ready for a high-ticket item, introduce your offer to them and get them to fill out an application to talk about the program. 5:05 – If you have any questions or you want to see some examples, or if you want to catch those daily tips and my Facebook live streams, join The Balanced Entrepreneur Facebook Group.   Resources Mentioned: Market Like a Nerd: Website | iTunes | Facebook Fan Page The Balanced Entrepreneur: Facebook Group
I’m going to walk you through the three types of emails that you want to send to someone as soon as they join your mailing list. I know it can be hard to figure out how many emails to send to your mailing list, and what to include in those emails so that they don’t end up in the junk mail, but I’m here to help.   Time Stamped Show Notes 1:00 – Introduction 1:57 – “These are the only three types of emails that you need to send the moment someone signs up for your list to turn the from subscriber to paying client.” 2:05 – The first email is the welcome email or indoctrination sequence. Once someone joins your list, you want to make sure their welcome experience really wows them from day one. The first email that they get is going to determine if they continue to open and click on your emails. In your welcome email, you want to share your story, let them know what to expect from you in future emails, and open up a hook for the next email that you are going to send. 3:00 – The second email is your delivery email or consumption sequence. Typically, when someone joins a mailing list it is because they opted in for some sort of free gift. It is in your benefit, and theirs, for them to actually use and consume that free gift. After your welcome email, track what your subscribers are doing. If they aren’t clicking on the gift, then send them reminders to make sure that they consume it. 3:40 – The third email is your follow up email or sales sequence. Typically, every free gift should have a pitch that leads into another offer. Just in case the subscriber doesn’t consume the free gift that they opted in for, or if they don’t take you up on the pitch right away, you want a follow up sequence in place to remind them about your offer. Typically I use a sequence of about four emails. 4:45 – If you want an example of how this works so you can see it all in action for yourself, then head over to the resources tab on com. No matter what stage of business you’re in, I’ll teach you how to get to the next level faster with work smarter marketing strategies. Resources Mentioned: Market Like a Nerd: Website | Free Resources | iTunes | Facebook Fan Page The Balanced Entrepreneur: Facebook Group
My Case Study When my first group coaching program called ‘BAM Academy’ was launched (now called ‘Selling Like a Nerd’), I was able to get over 55 paying members for a 6-figure launch. I want to share with you the top places where those 55 members came from because I believe in not reinventing the wheel. If something’s working you just keep doing it. My buyers typically come from the same places, and the same is true for you. It’s supremely important for you to identify where your buyers come from, so you can rinse and repeat for continued results.   Numbers breakdown of the ‘BAM Academy’ Launch: Invested $14,000 in the launch 90 days between conception and completion of the launch 55 paying members $120,000 in revenue Where did these 55 paying members come from? I’m a work smarter, not harder marketing coach, I believe very strongly in focusing intently on highest potential buyers during your launch. Of course I wanted to connect with any potential buyer until I got a decision, but there were three main groups of people where my buyers came from. So with how busy I am, these are the places I needed to put my focus.   3 Main Sources of Buyers: 1st Place: Previous Buyers Before launch, I already had people who purchased from me before whether it was coaching services, the $47 upsell in my tele-summit or services from my VA company. This gave me a list of hundreds of people who I knew I could tap into. And this is key because if people buy from you once, they’re more likely to buy from you again. I invested a lot of time and energy with these prospects during my launch. Results here were 15 repeat buyers who purchased again during the launch. Lesson Learned: When you’re doing a launch, activate those potential buyers with entry level offers first. Create and sell a low cost offer first that will sell well, so you can generate a list of buyers who will invest in higher priced offers.   2nd Place: New Client Referrals I went into this launch without any affiliates, which would push me to take massive action on my own. My expectations were exceeded when 10 of my buyers came from client referrals. When someone joined the program, I asked them if they wanted to be an affiliate. I gave everyone who said “yes” swipe copy and graphics to use. These affiliates really delivered because they were inspired to bring in others. I used contests where the next person who made a sale would win a prize. But this wasn’t even necessary as they were giving me their support mainly because they believed in me. Lesson Learned: Create a superb experience with your tribe from day 1. The moment someone comes into your network treat them like gold.   3rd Place: My Own Facebook Group It’s great to create a tight tribe with your Facebook group, but another benefit is that 90% of my buyers across all my campaigns come from my Facebook group. This is because people can engage with you and get to know the real you there. Of the 55 people who joined my program, 47 of them had engaged with me in the Facebook group beforehand. Lesson Learned: When you can create the “know, like and trust factor,” selling can become so seamless that you don’t even have to get on the phone. Don’t just build a list, create a community instead.   Imagine if you were able to tap into these three places, and if you tapped into the highest potential buyers, how would that change your business? How much more seamless would it feel to make money because you know exactly where to go to find prospects? How much more of an impact would that make if you were able to tap into those places and get significantly more clients?   TODAY’S ACTION STEP: Identify the top three places your buyers are currently coming from. And please share it with us.   I’d love to see what’s working for you, and I can’t wait to see where this takes you.
Today we chat with David Pitts, Founder of Off Day Trainer, who shares how he got a 36% click through rate with text message marketing. David also shares his best tips on why text messages can lead to more sales, how to successfully collect phone numbers, and how to leverage those contacts.   Time Stamped Show Notes: 1:43 – Introduction. 4:19 – David says that first and foremost, you will have to get everybody’s phone number because text messaging is the number one form of communication that exists today and people are more likely to reply to a text than to answer your phone call. So you must collect cellphone numbers of everyone in your network whether they are your prospects or your clients and if you are speaking to your prospects, make sure that you follow up with every one of them within twenty four hours of acquiring that lead because studies show if you wait past 24 hour barrier then most likely you would have missed the opportunity to close the deal. 6:10 – According to David, 98% of text messages are read in 5 minutes or less so when you send somebody a text message, they are definitely going to see it and so it is important that we understand the power of this deliverability and craft your message to show the leads how much you care about them and how much you want to help them. 6:29 – Step # 1: Collect everyone’s phone number. 6:32 – Step # 2: Call your prospects and if you end up leaving a voicemail, text them and say that you left a voicemail and you would like to connect with them so that you can learn how to help them. 7:10 – To collect phone numbers, if you are talking to someone or if you get a referral simply ask them for their phone number. The second method is if you are running ads on social media or you have a website, you must place an opt in form to collect phone numbers 9:51 – So many people in most industries are so obsessed with lead generation and looking for new money and they lose sight of the solid client list that is willing to pay them forever if they deliver their services with their experience. So you must focus more on your current clients and deliver a world class experience by serving them and connecting on a personal level, this way your retention will improve and you will make more money through them. This builds your reputation and you get referrals. 12:25 – The first text message that you send could start with, ‘Thanks for your interest in my services, I would love to learn more about you’ and ask them how you could help. 13:51 – David puts a link in the text message asking the prospects to spend two minutes and submit a form that would help him identify their goals and how he could help them.  In this manner, you are finding a way to overcome objections before they present themselves so that you can get them excited about working with you because you are providing a solution to them. 15:39 – The next step is to schedule a phone call or an in-person meeting depending on the business model to allow you to position yourself as the expert and the solution to the problems and make the sale. 18:04 – One of the biggest value propositions of email marketing is the automation and the drip marketing that you could apply to prospects and if you just reapply that to a more effective form of communication, you are going to get better results. 19:29 – David says that if you put a link in the text message, the average click through rate on that text messaging link is 36% as compared to 4% in an email campaign. So people will click on your link if you craft the right message to get them excited about what’s on the other side of that link. 20:19 – According to David, people are hesitant to embrace this model and they feel that from a business standpoint, texting is personal. But David says that the only way this model is going to be invasive or seem annoying to the recipient of your messages is if you are only pitching your product and saying buy my stuff. Before trying to sell anything you must provide some value.  So when David sends a message to people and they want to receive that message, it’s a completely different perception.   Resources Mentioned: Business Growth Strategies – David Pitts's video which explains branding your business, marketing and engagement. For US listeners, to get access to the video by texting the word Podcast to 56955.  
I love me some vacations and I’ve got a couple coming up here, so I wanted to talk about... how do you take vacations and still make sure that your business is going to be sustainable in the meantime while you are gone? How will your business operate and you not have to worry? How can you go away without being attached to your phone or email? It really comes down to having plans and operating procedures that dictate how your business is going to operate when a vacation is coming up and when it’s actually happening. Let's dive in!   Time Stamped Show Notes: 1:01 – I love to take vacations; people say that you should build a business that you don’t need to be away from or build a life that you don’t need a vacation from but I disagree with that because even if you have the most perfect life ever people still need a change of pace and scenery in their lives. I love taking vacations whether they are close by in Florida or overseas. 1:59 – I wanted to talk about how do you take vacations and still make sure that your business is going to be sustainable in the meantime while you are gone. It comes down to having plans and operating procedures that dictate how your business is going to operate when a vacation is coming up and when it’s happening. 2:35 – I have operating procedures and plans for everything in my business and it helps in my business. There are three core plans or operating procedures that come up when it comes to vacations and time off in your business. 3:12 – So the first plan or vacation SOP that you should have in your business to prepare you for vacations is a vacation money plan which is a plan for how you are going to still generate revenue even when you are on vacation.  Because for a lot of business owners their marketing is very manual and that means that when they are going on vacation if they are not doing the work they are not making money and you don’t want that to happen you want your business to be still making money while you are gone. 3:54 – A vacation money plan could come down to a couple of things, this could come down to you down to you doing a pre-vacation launch so if your vacation is going to come up at the end of December so you can do a launch in November that will support you even in December. The other option is to design your business around recurring income where when signs up for a program with you there is a certain number of monthly commitments that they must pay so even if you are gone they’ve already committed to keep paying each month.  The other option is automated income so even if you are away you still make sales because the process of making the sales is automated. So, for example you have Facebook ads running and they are going to a Webinar and people are buying from the Webinar you don’t have to do a sales call people just buy off the Webinar. 6:39 – The second plan is a client fulfilment plan for while you are on vacation because you want your clients to be sustained while you are on vacation, you don’t want to go on vacation and make your clients unhappy because you are not there and they are not supported and so you need to have a written list of things that you must do to prepare your clients for you being away. How are you going to continue fulfilling services while you are gone or just warn your clients in advance that you will not be fulfilling services while you are gone. 7:20 – You need to have a plan for how your clients are going to be happy while you are on vacation. I use a project management software called Zoho so I would go into Zoho and open up a checklist that’s prepopulated it’s like a task list that I populate anytime I go on vacation and the first thing would be to put an email in my holiday campaign so that it notifies my clients that I am going to be away at this time so  I have Infusionsoft, I have a holiday reminder campaign where it emails out all of my clients every time I am going to be away and another step would be to update the company calendar, so I have a calendar on my website for my clients where it lists out all of the days I am going to be gone for the entire year and another step would be to send out the updated company calendar to all of the clients. 8:31 – Another step would be to inform the team that I am going to be away. And are you going to be fulfilling services while you are gone and how are you going to be doing that is your team going to be doing it and how can you prepare your team for it while you are gone or you are not going to be fulfilling services and how can you ensure that your clients know that and they have everything taken care of while you are gone. 8:59 – The third type of plan that you want to have for vacation is a team operations plan so how is your business going to operate while you are gone like for example when inquiries come in, when submits something to a support ticket, when someone emails you asking to be  featured on  your podcast or when someone emails you and asks if you can be on their podcast or who is going to manage your Facebook groups while you are gone and so these are some of the things that you have to plan out in advance. So, what are the different key areas of your business probably administrative, team, legal, customer service, content etc. list out all the categories of your business and then define how those things need to be handled while you are away by your team. 11:06 – Recap.   Resources Mentioned:  
Today we geek out with Rocky Callen, bestselling novelist, who successfully turned a profit from publishing books. Rocky shares her best tips on how to create a quality book, become a paid bestseller, and do it all with integrity.   Time Stamped Show Notes: 01:23 – Introduction. 06:45 – One thing that Rocky sees often with people who want to write a book and make it the centerpiece of their business is they think I am going to crank it out and I am going to slap it up online and that they are going to be a best-selling person but it doesn’t work that way, people underestimate the time and energy it requires to make a book that is meaningful, impactful and actually draws in your tribe. Your book is an extension of your business so want to give it that time, heart, energy that it requires so that means making sure that when you are looking at your book, you are taking your reader on a journey and that reader needs to be your ideal client and you want to make sure that there is emotion, information and everything in it that you bring to your clients in your sessions or in your retreats or however you serve them .  You want to bring your reader on that journey so want to make sure you edit the book including developmental editing which is when a person goes and looks at all the holes, the flow, consistency  and potency and tells you what you need to fix and then you go into line editing where you start to get to the nitty gritty of grammar and then you go into proofing which is the ultimate polish and this is the writing side.  09:08 – Find a quality designer for the cover of your book because your book is going to be on Amazon or on bookshelves and it needs to capture the attention of people scrolling by, it needs to stand up to the competition. If your book looks like it’s been half assed, it won’t sell and the tribe won’t come to you and the clients won’t come to you because instead of being this epic and phenomenal way of exalting your brand, it diminishes it. So one must invest in a cover that is an extension of your brand and that reflects the way the book makes a reader feel you should be consistent with your branding from your business all the way through your book and invest the time and energy to make sure that happens. 12:36 – Rocky says that when you write a book well, by the end whatever your core message or mission is they are going to turn to you for that because they’ve invested hours of their life at that point because they have been so entertained or so informed or so motivated or so inspired by you and they know you at an intimate and personal level for example when you think about marketing and you are writing Facebook posts or a blog post you might write 500 or a thousand words per post but when you are writing a  book you are looking at thirty thousand to seventy five thousand words and that’s a lot of information and a lot of  story so when someone comes to that end point with you and you’ve taken them on that journey effectively, they have no choice but to keep going with you and that’s where you have the impact. So you must put your all into the book writing process and the branding process and then market like a nerd. 14:10 – If you know what the book is in your heart and you have the title and you know what it is then you should publicize it on social media and say I am writing a book and share with them the behind the scenes of the writing process, people will get very intrigued by that and that is book marketing without feeling like marketing and you don’t need a huge budget for that. 15:55 – You can create a wait list for your book and give them some bonuses for joining the wait list but they also get to see the behind the scenes of the book and that becomes your warm list of buyers and that should be a separate list from your bigger list because these people are invested already in the book itself. 16:24 – When you are looking at marketing you want to make sure that when you focus your efforts, your promotion, your guest posts and your partnerships with other people to promote you, you want to focus your energy on the first 72 hours of release because what happens is that people do a post weekly but how Amazon calculates bestsellers is they want to see mass quantity downloaded in a specific period of time and you have the best chance of really nailing that in those first 72 hours because that’s when the excitement and the buzz can really go so really focus all your time and energy there so that you give yourself the best chance to climb those lists. Being on a list means that you are more visible and in the end, that’s all that you want to be visible. 18:43 – You’ll see this a lot with entrepreneurs,  people that buy the most for 72 hours a lot of times get amazing bonuses paired with the book purchase so if you buy the book and you send in the receipt to the list and you might get an eight week course or something like that. 19:55 – You must give readers many different ways to engage with you and your brand like contests, giveaways, Facebook lives, Facebook events because all these things amp up the energy. 20:33 – A lot of people think that the book is going to make you a lot of money but for entrepreneurs, the money isn’t actually in book sales but from upsells so what you must try to do is create something that is so perfectly paired with the book that when they finish your book they are like oh what’s next, I need something right now, I need to go deeper or I need to go further whatever it is, however your book is set up and it could be a downloadable program or something entry level and that’s when you pull them through your whole funnel. You want to make sure that there’s something that’s beautifully and perfectly tied with your book so that way they want to dive in and they are willing to go and spend the money so that they are leaning in closer and closer so that when your fifteen-thousand-dollar offer comes up they go for it without thinking twice and that’s where you really make your money. 27:32 – Rocky says that you must look at every twenty-four-hour period of time and within every hour try to get on a webcast and get people to start buying because the Amazon algorithm is recalculated every hour so the more you push every hour the better your chances. It really depends on your category because even within business depending on who you are competing with because if a big name in the business is launching, they are going to radically change the game in terms of who gets to compete with them versus when a big name isn’t launching. So when you are looking at your launch dates you should look at what other books are launching if there are five other huge names launching then that means that it is probably going to be thousands more for you to get even on the top one hundred list. If you are just looking at the top one hundred list but you are not looking at spot number one then a few thousand on your first seventy two hours is going to get you somewhere on the list in general but it depends on the category and how many people come through in each hour and who you are competing against but that’s a good way to aim for it and try to go for that. 29:19 – Rocky does not feel it is appropriate for you to allow people to download your book for free for the first seventy-two hours and she would not consider it to be a best seller. She considers it to be a best seller only if it is in the paid list and you are next to the big names.  But one thing that is possible and potentially helpful is if you do the seventy-two-hour free offer you get people to buy and leave reviews and then immediately after that that’s when you hit it hard with marketing. 31:00 – When you are looking at categories there are many subcategories but you must look at the ones that have the least number of books because that means less competition and see what that word is and use it as one of your keywords as that makes it more likely for you to be placed in that category. And another tip is when you are looking at the top one hundred in a specific list, in a specific category click on the number one and the number ten and at the bottom when you go to product descriptions it is going to say rank 233 which means they are selling thousands that day and if they are going to rank five thousand then they are selling maybe a hundred or less. So you must see the gap between number one and number ten and that gives you an idea in this category,  number one is ranked ten thousand but in this category, its best-selling rank number two of all of Amazon so you must look at those ranks and then use those keywords when you are uploading your book so that way you know you have a better chance of  getting squarely in front of your audience  and really maximizing your chance for success in terms of being a bestseller.   Resources Mentioned: Rocky is very active on the Facebook group TheBleedInkTribe and this group is for women who want to write their books and publish them. Rocky has designers, editors and some awesome people in there. -- You can get a free check list for going from book idea to book launch.
In this episode, I'm geekin' out with fellow sales funnel lover Stephanie Nikolich, who grew a million dollar business while living life as a single mama! She's going to share how to unlock your passive profit potential and set up sales funnels that really work so that you can bring in sales and clients each and every day WITHOUT having to work so hard! [WARNING: It's going to get a bit nerdy in here!]   Time Stamped Show Notes 1:36 – Introduction. 5:41 – The biggest mistake that comes to Stephanie’s mind is not testing and just assuming that one time if you put a page up or if your ads up or you put your upsell up or you launch a program, that if it doesn’t go well the first time, then it didn’t work but that’s not necessarily the case and she actually loves it when things don’t work out, a person came to her and she was very disappointed because she had spent a lot of money and yet her opt in page was only converting at 4%  so she told the lady not to quit because the page is converting at 4%, Stephanie suggested some changes in the opt-in page and asked her to test the changes and after that there was a very significant increase in the page conversions. 6:47 – A lot of funnels will not perform the way you want them to, minor changes like changing an image can very significantly boost your conversions sometimes. 7:20 – Stephanie strives to educate entrepreneurs about what changes they can make to get better results when things are not going right, once you understand how each piece of a sales funnel is laid out, how each piece connects, how they all go together and create something that’s magnificent and beautiful, you can go back when something’s not converting the way you want it to, make a couple of little changes, shifts and get pages that are converting really well. 8:13 – The reason why Stephanie’s pages convert as well as they do is because they were tested and they didn’t necessarily convert very well right out of the gate, she made many changes, she knows what to change in order to get better results.    8:38 – She had a new copywriting team and the opt-in page was converting at six percent and she got it up to 47% by just making a few changes over a three-day period because they were driving traffic to it. When it’s cold traffic it’s probably going to convert differently than warm traffic. So you need to take all these things into consideration but you must not just give up when something doesn’t work because when things don’t work that is actually an opportunity. 9:58 – Tip # 1 is delegate to dominate so stop trying to do everything by yourself. Stephanie doesn’t set up her Facebook ads she only does the high-level strategy for them and she is very actively involved she knows enough about each piece of her sales funnel so that she can convey to others what her vision is and what she wants them to do. 10:31 – Stephanie analyzes her ads and makes sure that they are moving in the right direction. When you stick in your school of genius, you will grow more than you ever imagined possible. It is even possible to double your income month over month and this happens because she is doing what needs to be done and she is outsourcing a lot of her work, hiring the right people, interviewing people and taking time and being patient and as a result of that her business is blossoming. 11:31 – One of the best things that Stephanie did in her business was that she stopped trying to do all the things and began to focus on the areas in which she was an expert and when she did that her business began to grow out of control and that’s what happens when you have the right people to support you in your vision. 12:18 – Stephanie masters one funnel at a time, she has about 21 active sales funnels in her business and they are migrating everything over to click funnels, she has more than 70 pages in her funnels and a lot of them are multiple step sales funnels. 12:48 – All the funnels lead to the end goal which is bigger high end program so the end goal is all the same but the entry points are different. 13:18 – Stephanie does many Tripwire funnels because they work well. She did a live stream and she had 4000 people live, she mentioned a product and they came into her funnel. She has small micro offers because they generate a lot of revenue as they build trust with your audience. Sometimes people will come to you but they are not ready to spend $10000 right out of the gate, but if they have those offers available to them wherever they are you are on their vision board, you are on their bucket list, you are on their Christmas list and you are the one for them and they can’t stop thinking about you. A funnel is active all the time and leads are coming in but there are leads going through at all the different stages and three months in she may get a call that drops down to book with her and that person is ready to buy her high level program because she came in three months ago and bought the $27 product and she has  been nurtured and she has seen so it builds a lot of trust by offering them a micro offer that meets them where they are and then brings them through the funnel to higher price point products. 15:20 – The first digital product that Stephanie came out with was for $27 called the lucrative list builder and she has sold over a thousand units of the product and the product hasn’t even been out for 11 months yet. It took her just 4 hours to create this product and for that she earned $2700 of direct revenue and that product has also led to over $200000 of additional revenue because when people buy that product they come back to her and one of her clients came back to her three days later and jumped from a $27 product to a $10000 program. 16:55 – Stephanie served around 25 clients last year and by the end of this year she will have served over 3000 entrepreneurs through paid products and services. 17:36 – Tip # 2: The key is to unlock your passive profit potential; passive profits were attractive to her when she started her business because she was pregnant and her business was growing but it was all one on one support and she was working 12 to 16 hours a day and she was stressed out in the beginning stages of her pregnancy and she was very concerned because she wanted to be a fully present mom and spend time with her child and she realized she couldn’t do that by working one on one with people. She wanted the freedom to build sand castles on the beach with her baby and so she decided passive income was the way forward and she couldn’t continue to serve people one on one. 19:19 – Stephanie’s first digital product was born out of her own personal experience, she did this marketing campaign where she built her list 0 to 4000 names in 4 weeks and she was gearing up for the launch and the launch went terrible but she did build her list by 4000 names and that’s a pretty cool thing that a lot of people would want to know how she achieved and it wasn’t all paid marketing and she created a product around it the lucrative list builder, which has sold more than a thousand units in less than 11 months. Stephanie is very passionate about passive income and creating sales funnels because it has given her the freedom to do whatever she wants. 20:50 – Stephanie is a big advocate for working smarter not harder. She did a case study and she showed people the difference between her best month last year and her best month this year she worked for 241 hours last year to get $78883 and this year her income was $153129 working just about 41 hours. 22:38 – Tip # 3: Facebook ads are your friends and many entrepreneurs are scared of running ads on Facebook and Stephanie spent a lot of money on ads earlier on in her journey and didn’t make a lot of money back but once you really tap into your formula and your audience and you know your brand and you know your messaging and you know who your prospects are and who your clients are and how to connect with them and how to engage with them, Facebook ads are your friends. Typically, she puts in a dollar in Facebook ads and she makes $10. Using Facebook ads Stephanie has been able to reach clients in more than fifteen different countries. 25:52 – Time is your friend, everyone is in such a rush and Stephanie was going to go in a launch and they pushed back the date of the launch because she knew that if they spread it out a little bit they would get much better results. She needed the time to be putting up the ads and start testing them because all this takes time so instead of being in such a rush you should give yourself a little bit of time because if you do, you could actually multiply your results. 27:04 – Stephanie was not a very big fan of launches but she revealed some programs in an academy and  they really need a launch and so she talked herself into that and they were able to enroll 403 entrepreneurs into the legendary entrepreneur which they are structuring more like an academy and it worked really, really well. There are benefits to launching and there are benefits to evergreen but obviously you can reach the same types of goals overtime if you have an evergreen funnel in place but sometimes you want to do a launch because whatever you are selling wants a launch and you can get amplified results in a short amount of time but also those amplified results come from amplified budgets so you’ve got to have more members in your team, more money invested upfront and if that is not something that  you have access to then the evergreen model just getting that going and testing and tweaking and making sure your opt ins are converting and your upsells are converting will still bring you money or you could do both. Resources mentioned: Facebook group called Female Entrepreneurs Collaborate. contains a free gift which is the secrets to unlocking your sales funnel potential, it is a profit producing checklist
True wealth is about unlimited wealth, the feeling of freedom, and the feeling of joy that comes from money. There are many business owners who talk about making money online, but when you look closer, they do not have "TRUE WEALTH". Sarah is an expert at identifying your money blocks keeping you from millions at more, so that you can do MORE than just earn can truly create unlimited wealth.   Time Stamped Show Notes 1:45 – Introduction. 5:33 – Sarah works with people who have already established a business, who have income coming in and who are paying more than their bills. According to Sarah true wealth really means a number of things unlimited income that there’s no psychological or physical block to asking for unlimited amount of income it also means creating a feeling of complete financial freedom where you are not worrying about your future. 6:49 – True wealth is really about unlimited wealth, the feeling of freedom, the feeling of joy that comes from the money is a deeper feeling because we are creating this money to feel happy. There are many people who are making a lot of money online and Sarah has talked to them and they don’t have a large college fund for their kids and they don’t have a large retirement and they should be working on that. 8:06 – Sarah says that you shouldn’t set an upper limit for your income and some people may perceive this as being greedy but she says that most people who are making a lot of money are very generous people so it’s a great thing for the universe too. 9:09 – The first block that Sarah finds in most of her clients that prevents them from making millions is a feeling of guilt and a feeling of not deserving and Sarah says that self-worth and net worth are related and a lot of people look like they’ve got a lot of self-worth they have the right car, the right outfits and they travel a lot and usually it’s about an inverse proportion the more humble people sometimes have the highest feelings of self-worth from within. We all must work on and be very honest about our feelings of deserving and sometimes that’s buried and people are not aware of it they feel deserving externally and they buy a lot of stuff but emotionally they don’t feel deserving. If we have an awareness of it then that’s something that you can build and your net worth will immediately increase.  11:00 – Sarah’s father was an alcoholic and her mother was codependent and there was a lot of low self-esteem and low self-worth and under earning in her family but she worked on that and everything shifted when she was around thirty and she worked on her emotional life and her spiritual life and so her income skyrocketed. All of this is related but she wasn’t consciously working on it but she started feeling better about herself and she started her own business and all this was directly correlated to her feelings of self-worth and self-esteem.  12:03 – One might feel that it is not cool or spiritual and you are over charging but when you dig deeper it is about the self-worth and the self-love. 12:17 – The second block is resentment of other people having money and it’s not necessarily always conscious so you can be making three or four hundred thousand dollars a year as an entrepreneur and be angry and resentful of these million dollar coaches and instead of thinking I can do it you are resentful of it. 15:52 – The third block is the fear of managing the money because if you have a lot of money it’s a big responsibility and people get worried about that because you have to learn about things like the stock market and real estate. You have to acclimate nobody summits Everest without going to base camp and staying there. So you have to be practical and really honest about that fear of handling it.   Resources mentioned: where you can find the quiz are you millionaire material Facebook group: Money Magnets Group
I'm going to make you famous! I mean, it’s no secret that I am pretty big freaking deal *brushes shoulders off* (just kidding... or am I?)... So if you want to be a big freaking deal in your industry too, then you have to be seen as an authority or expert in your niche. No matter your industry... if you want to have name recognition, to make an impact, and experience seamless sales too, you have to be seen as an authority or an expert in what you do!   Time Stamped Show Notes 00:52 – Introduction. 1:04 – If you want to be famous then you have to be seen as an authority in your niche. If you want to have name recognition make an impact and experience seamless sales too you have to be seen as an authority or an expert in what you do. 1:30 – Some people think that authority means getting thousands of likes on Facebook or hearts on Periscope but the truth is that it’s actually much simpler and a lot faster than that too. 1:42 – You require just three things to be seen as an expert or an authority in your niche. The first one is expert content. Your content allows for you to showcase your knowledge and your expertise to your followers in a way that’s really easy for them to consume. A lot of the biggest names in the industry are people who create a ton of content at least that’s the case in the online business and marketing world. You should ensure that you are creating consistent valuable high quality content. I create these podcasts and vlogs as a way to give value to my community so that they see me as an authority in my niche. 3:14 – The second thing required is influencer marketing. Another way to get people to trust you is to stay in the same circles as other influencers who they already trust. So just figure out who the big names are in your industry, follow them, become active members of their communities and ultimately find a way to collaborate with them because when you collaborate with other high profile influencers who your market trusts they are going to see that you have aligned yourself with them as a peer and by being a peer to those other influencers by proximity that makes you an influencer too. This could include them interviewing you or you interviewing them or writing guest blogs for them.  Just ensure that you are consistently aligning yourself as a peer to those influencers because the closer you are to them, the more circles you are in with those influencers the more you seem like an influencer yourself 4:44 – The third way is authority branding. If you take a look at the other influencers in your niche you will notice that they have invested in themselves, in their website, in their visual branding and the quality of their content. 5:03 – When I first launched this podcast, people in my Facebook group told me that you make me feel like my podcast is crap because yours is so good and when I launched my web TV show people went crazy for it because I invested in the quality of the content. 6:10 – It’s not enough to actually be an expert and trust that people will take your word for it you have to look like one too. So visit my website and use that as an example of an authority website. 6:47 –  Recap.   Resources mentioned: – Visit my website to use it as an example of an authority website with authority content. 
Are you growing your business or SCALING it? Those are two very different things, and yet most business owners and coaches don't seem to know the difference. In this episode, I'm going to clarify EXACTLY what they are and which one you should focus on right now. Time Stamped Show Notes: 00:52 – Are you trying to grow your business, or scale it? They’re two very different things. Let me clear it up in this episode. 1:03 – I see so many business and marketing coaches talking about growth but very few talking about scaling. And honestly I think this is why so many business owners get burnt out, capped at an income ceiling, hustling 24/7. 1:27 – If you really want to make big income with less effort, you need to focus on both: Growth and Scaling. 1:38 – First, let’s talk about: growth! Growth is about increasing specific end goals and numbers. For example, growing your revenue, growing the size of your company and team, and growing your LIST…Growth is about the outcomes. 2:06 - Now, let’s look at: scaling! Scaling is about increasing your growth numbers while decreasing output… In other words, it’s about how can you still grow those numbers, but do it while decreasing the time you and your team members are investing to make it happen. To do that, you need to take a close look at how you’re producing those outcomes. What your expenses look like, what your systems look like. Scaling about the process. 2:59 – In business, while you want to focus on how to create those Outcomes and hit those numbers, you also want to think about the Process it takes to get there and how you can make it as efficient and enjoyable as possible. Focus on both Growth and Scaling and you’ll have yourself a Profitable and happy business. 3:24 – Hey let me introduce you to 37 millionaires who have grown and scaled their businesses and are ready to teach you to do the same... Resources mentioned: visit this link to join these free masterclasses hosted by me where 37 millionaires and marketing influencers will share their secrets for scaling past the glorified six figures and daring to dream bigger.
Business and Wealth Creation Coach Melissa Pharr joins us in this episode to share her 7-Figure Sales Secrets. She also shares how to establish a healthy dynamic with your clients up front, how to avoid fear tactics in your sales calls, and 5 ways to identify your best money-making tasks.   Time Stamped Show Notes: 01:33 – Introduction. 6:24 – Ninety percent of the women that Melissa talks to on the phone are terrified of being salesy. A lot of us have been taught in sales and one of the reasons we feel that way is because Melissa  has gone through sales trainings before where she almost felt like she was supposed to get on the phone and try to be someone’s friend to build that trust and make them feel comfortable at the beginning and establish rapport and not make it seem like a sales call and a lot of us feel that’s the best way to go about it but it’s really interesting because almost a hundred percent of those ninety percent of women who are worried about being bait and switchy approach calls that way and what they are really doing when they do that is setting themselves for a bait and switch because we are not being clear about the fact that this is a sales call and so when we make an offer at the end it comes as a surprise to the people we called. 7:39 – Melissa wants to set up a really powerful dynamic with her clients and when you are coaching your client they are not paying you to be their friend, they are paying you for coaching or consulting so Melissa starts her calls in a way that changes the whole game and let’s everybody relax. 7:59 – She says something like ‘Hey Amanda, I am really excited to talk to you today, I am understanding that you are interested in my one on one coaching package is that true?’ and usually the person on the other end will say ‘yeah that’s true’ and then Melissa will say ‘That’s good because our call today is about figuring out whether or not it’s a good fit for us to work together, Sound good?’ 9:48 – On her coaching calls, Melissa asks what do you want to get out of the call. By the time this call is over what’s our outcome because you want to position yourself as an expert. And some people might be asking what if they say no or if they say ‘I didn’t know this was a sales call’ and Melissa’s response to that would be ‘No problem but I do want  to let you know this call is really reserved for people who are very serious about starting to work with a coach now and so if you have any other questions about this program, what I am going to do is I am going to go ahead and direct you to the website and then you can contact our team when you are ready to have a conversation because you’d like to go ahead and begin coaching.’ 11:00 – if Melissa would have offered a free coaching call, then she would have marketed it and if that is happening to you a lot it’s probably that you are marketing for what you are actually offering is most likely not clear or your application beforehand if you have one may not be asking clear enough questions. 12:09 – She is always trying to get the most qualified leads because she’d rather be on the phone with the right person and have a genuine conversation even if it takes a little while than just calling unqualified leads and hoping for them to convert.     12:23 – When Melissa first started, she didn’t have the confidence, the systems or the know how to be able to find her ideal clients and she learned her skills over time and so for  beginners who are struggling to find  the  right people she says that there is nothing wrong booking a lot of calls especially if you are trying to perfect your sales technique but no matter what you are offering it is not cool to dress it up as anything that it’s not. You need to be clear as to what the call is about from the beginning. 14:07 – Right from the beginning give them an overview and tell them this is what the session is about and don’t forget to say ‘I’m understanding this is that true’ because some people have a hard time saying how they feel unless you give them that opportunity. 14:35 – Melissa says that you might be used to being on a sales call asking somebody what’s going on in their business and figuring out what their challenges are but as soon as you realize that this person is an ideal client based on your conversation you must not directly tell them about your package because even though you’ve realized this has the potential to be a great fit, you can’t make that decision for someone and when you try to do that in sales you get pushy and convincing. You should be asking questions that make it conscious to the potential client that this is a great fit as well so that they can be the person to make that decision and want to stick with it once they make it. 15:29 – After she gets through those questions and she is pretty clear and she takes sufficient time to learn about the person, then she asks two other questions one of them is asking how committed they are to the process and the other is asking how urgent the outcome they desire is while working with her. 18:09 – When you start asking questions like this the feeling and the dynamic gives them this feeling if I work with this woman, things have to change because I can feel myself changing right now. 20:22 – When Melissa was first figuring out sales, she accidentally used fear tactics as well. It can be scary to be an entrepreneur when you don’t have a lot of cash flowing and you are really hoping that person will say yes and it’s easy to default to some of these tactics because we’ve been taught so many things and there are many well-meaning people who may have the skills to be great at sales who go to those kinds of tactics because they haven’t realized the power of complete transparency and genuine caring for your potential client.  21:53 – Even though so many of us want help with sales, sales is one piece of getting that client and in today’s world especially as an online entrepreneur a lot of people feel overwhelmed about knowing what to do to get to that point when they are on the phone with somebody. 23:02 – There’s five things to focus on and if you know these five things it becomes very easy for you to identify whether or not what you are doing is a money-making task.  Number one is 85% of the game is about keeping your mind in the game.  Number two is building your online community and number three is nurturing that community because if you don’t have a community of people who want to partake in your services or your products and you don’t have a relationship with them then you are highly unlikely of building an incredible long lasting business that has longevity. Number four is you’ve got to start making an offer somewhere. Number five is to work on perfecting your sales.   Resources Mentioned: Melissa has a free gift for the listeners of this podcast. It's a five part training called ‘Book your first paying client’ and you can find this free five part training at
I’m happy to have on today’s show Steve de la Torre, a sales expert and a Market Like A Nerd coach. He’s best known as being the host and founder of the Fitpro Inferno Podcast, where he digs deep into the minds of successful fitness professionals. He’s been in the fitness industry for 19 years, and has also worked in the marketing space with many different companies during that time. He’s got a wealth of knowledge regarding marketing and sales calls to offer our audience today.   Time Stamped Show Notes 0:00 – Introduction 3:10 – Working smarter. Steve’s #1 trick for working smarter, not harder is to dissect your daily/weekly tasks into “eliminate, automate and delegate” groups. Draw out 4 columns on a piece of paper. Column 1: write out every task item you do on a daily/weekly basis. Column 2 – Eliminate: write out the tasks from the first column that you can remove from your workload. Column 3 – Automate: write out the tasks that you can automate. Column 4 – Delegate: write out the tasks that you can delegate. This process will leave you with only a few simple things that you need to do in column 1. 5:40 – Scaling by getting others involved with sales calls. Hiring others to handle your sales calls enhances your positioning in the prospective client’s eyes. Your sales person is the gatekeeper doing your qualifying for you, and has the added benefit of allowing for more sales calls to be made without monopolizing your time. 8:40 – Developing your sales mindset. Sales should be seen as you allowing other people the opportunity to change their life by making the commitment to purchase from you. You are raising them up by offering what you do and helping them grow. To help the most people possible, you’ve got to outsource your sales conversations, and Steve has 3 tips to do this: 10:20 – Tip 1: Know what your end result is. You need to know exactly what the client will get out of your product, what’s the promise that you’re giving them? The conversation should surround this promise, not the nuts and bolts of what you’re selling them. If that promise is valuable enough, you’ve got something to sell and the process of selling is much easier. 12:30 – Tip 2: Be an expert in your ideal client. When you become an expert in your ideal client, you truly understand their fears, problems and desires. You can use this knowledge to help move them along to get that all important “yes.” 13:30 – Tip 3: Have a process of questions leading to “yes.” Sales are about questions, it’s not about pitches. Questions give you control of the conversation and guide the client to a “yes.” 15:25 – The purpose of the question process. The purpose is to build urgency, and then you want to be able to see whether your prospect is at the “enough is enough” point. Are they serious and ready to commit to improve their life/relationships/business? You can take somebody from mildly ready to seriously ready by asking the right questions, and also address their fears about taking the next step. 16:15 – Favorite questions. “What’s been holding you back?” “In the last 12 months, has this problem gotten worse or better?” followed up with “In the next 12 months, if you don’t do something about this, is it going to get better or worse?” 17:25 – Don’t monopolize the conversation. During the sales conversation the prospect should be doing most of the talking. Once they commit to the purchase, then you can reverse this and present to them how you’re going to help them solve their problems. 18:35 – Create the system then delegate the sales conversations. You want to delegate the calls to someone who is heart-centered and empathetic, someone you can trust who will always be caring about the prospective client and wants to help them. Once the system is created, you can tweak and adjust to improve the sales process.   Resources Mentioned: Fitpro Inferno: Website | iTunes Free video training from Steve, The 7 Question Close Method: com/nerds
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Podcast Details
Jun 22nd, 2016
Latest Episode
Sep 12th, 2017
Release Period
No. of Episodes
Avg. Episode Length
23 minutes

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