Okay, we got more coming in. All right. Good morning, everyone. Welcome to the CHP coaching call. Hit me up in the chat with a win from this week. Let me know what you're grateful for let me know a project you're working on. The other thing I want to bring up is just reminding everybody about milestone calls if you have hit a milestone, and if you don't know what they are, it is your first five Facebook Lives getting on three sales calls or your first sale. And sending out your first 10 affiliate pitches. You need to book your milestone call.
Yeah, we doesn't want to see those. Good morning, everybody. I love that. Brittany, you spoke to your lawyer. Awesome. I feel like that always gives you that peace of mind. I feel like the ROI is sleep on those. Usually our calls with lawyers like is it this this and this just it's just to get check checking and you're almost right on that one. And and then it's like, okay, good. Now we don't need to dress rehearse tragedy anymore. Awesome. Okay, I see some people are still connecting to audio. So definitely pop in the chat, your wins. If you haven't already, or something that you're grateful for, or what project you're working on, we never get sick of wins. By the way. Yesterday, we had a call with a client and who you know, had a milestone call and shared $80,000 in revenue. And I'm like, where is this in the Facebook group, everyone's in trouble ever. You know, it's like just come in, everyone gets a spanking. So definitely share it your wins along the way. They inspire others, and they'll help you get committed to continuing as well, right when it feels like you're in that foundation pouring of building a house. And it doesn't look like much of a house, there's no windows, there's no roof. This is where you really need that motivation to keep going. Cool. So a quick mindset minute for you guys today, just inspired by life and conversations and things that sort of occurred this week. It was a little nugget that I sort of every once in a while I decide on a new little mantra for myself. And what popped into my head a day or two ago was no negative assumptions. No more negative assumptions. Just as like a rule for myself. I give myself rules. I parent myself all the time. And you know, and what that stemmed from was, and let's see if any of this resonates with any of y'all is you know, that that you know to pull a phrase from Brene Brown dress rehearsing tragedy, right. As humans, we're so conditioned to be like, ooh, this thing went really well. So what other shoes gonna drop? Now? What are the things going to go wrong now or when we don't know, when we don't have the data? Right? For example, let's just pick something that might be relevant to where y'all are at. You know, you have done a few Facebook Lives. We've done three Facebook Lives, and no one has booked a call just making up a scenario may or may not be the case, right? We can we can assume all kinds of things we can assume what kinds of things I mean, the reality is we don't know. Right? We don't know exactly why could be. The people that were on that Facebook Live are not the ideal client. It could be that we're a little rusty. We're still learning Facebook Lives and PBS is and all that jazz. We're not, they're not our best because they're our first our second or third of what is the best never right? Could be all kinds of different things. Or it could be that everybody hates us and we suck. And that we should quit everything and go become a barista at Starbucks right? Now, obviously, that escalated quickly. But that's my that's my always running joke for how I mean, that's that's where our mind tends to go right with things. And it's perfectly normal. By the way, welcome to being a human having a human experience. If you've read the big leap by Gay Hendricks, he talks about upper limits, he talks about all kinds of mindset things. The reality is, guess what SPOILER ALERT mindset is your new full time job for the rest of your life. And so, you know, this is something that will continue to like a game of Whack a Mole pop up along the way, right. But I you know, I had a moment of that, which I do. I had a moment of that where I was like, Ooh, that's interesting, where the universe was like, and here's where you were wrong on that you made a negative assumption, and you were completely wrong about it. And so I was like, Girl, we're doing this again, right? Me myself and I have conferences all the time. And, and I really had to come up with no more negative assumptions and what that what that meant. Now, we'll see how I do in practice. Okay, okay, that was just a, you know, a mantra that I've set for myself. But what I what I, what I realized was the reason for it was I was like, Is this helping me? Is this serving me? Is the negative assumption serving me or am I going into a situation going, already kind of killing it already being like, well, this isn't gonna work. But let's see. Right? I can go into a situation with that kind of mindset, that kind of attitude, or there's two other options. I can go into with a positive assumption, obviously, right? The opposite where I can be like, You know what, this is probably going to work Let's go in there and find out. Let's go in there and refine it. Let's go in there and figure out what we need to tweak to make it work. Right? There's two different complete mindsets going into something. And so for myself, I realized I decided right sort of like a little little Sunday sermon for myself of like, the neck, the negatives, by the way, the negative assumption, it could be right? Every once in a while, it could have been right. But the reality is, does it serve me to assume something's dead? Something's not gonna work, something's bad, something's negative, something's not working, insert whatever here? Does it serve me before I go in and find out and get the actual data and get the actual feedback? I mean, we could, we could do this on something very transactional, you could do this on putting in an offer on buying a house, right? Just to just to take ourselves, let's zoom ourselves out of what we're doing out of this process out of business out of what you guys are doing in the day to day right now. And just say, okay, you know what, I really like that house. It's out of my price range. I'm just making stuff up.
I only got to, I'm gonna have to do I have to do actual numbers? Because you know, I can't do I can't do complicated math here. Let's say it's a it's a, let's do easy math. It's a $500,000. House. My price range is 425,000. That's what I've been approved for. I really would like that house. There's no way they're gonna except for 25. Right now, does it serve? Now you might be right. You might be right. But does it serve you? Does it help anything going into something with that mindset? Or is it possible that you can get creative, you can get crafty, you can figure out how you can, you know, and again, the only reason I know anything about buying houses is because you know, we're a little bit of accidental landlords over here. And so we've had a couple of instances of this. And it's it's been a fascinating learning process of how actually how flexible and negotiable everything is, anyway, bottom line is does it serve you to have that negative assumption going in? Or would it be a better idea to have a positive assumption? Now, there is the third option, the third alternative, if this is too hard and too hard to reach for? And, you know, sometimes it is, for me, depending on the situation? How about a neutral assumption? How about an assumption of just uh, I don't know, I don't know what's gonna happen. But I'm gonna go in there, and I'm gonna find out and I'm gonna do my best. And we'll see what happens, right? Whether it's going in on a Facebook Live, whether it's approaching an affiliate, you guys, I've had so many surprises like because the more I challenge myself, the more I realize, like I just did something, I can't talk about it just yet. But we'll be releasing this in probably in a few months. And I realized that I delayed on that, because of a dress, rehearsing tragedy. I think it was not conscious, it was just sort of this thing that was rolling around in the back of my head. And I was like, wow, we're still doing this. Okay, so I just wanted to bring it up. Because especially when you're starting something, especially when you're doing something new, there's a lot of this. And the reality is if it's not serve, if any behavior is not serving, you take it out, right, it's a variable that can go out. So if you need to do a little ritual before you sit down and work on your project, if you need to do a little if your 15 Minute Facebook Live needs a two minute pre gaming, get your head straight. A matter of fact, I'd highly recommend that put on a song that Jazz's you up, get in the right, you know, minds mind frame for its mind space for it, whatever you want to call it, and go in there with your, with your head in the game, do it right, much better than I got to do this Facebook Live, because still with Omega three.
Do you know what I mean? So it's just I promise that, especially with something like that, where your energy is very much on the camera, it's going to affect the results. It is like as much as we'd want to. I love data. And I love when things are very much crystal clear. I mean, as Jill, we've got spreadsheets on spreadsheets, we got spreadsheets of the spreadsheets, I love data, right? And I love things that are very black and white, where there's like no emotion to it. There's no There's no drama, like my facebook ads person says she's like, look at the data, not the drama, right? Bring me the data, not the drama. And you know, because she'll often get Facebook ads are not working Facebook changes algorithm and all of this, whereas what she wants to look at is what's the click through rate? What's this? What's that? What's that, right? What are the numbers? I love all of that I love when things are crystal clear. And when we're doing things like Facebook Lives, there's so many things that are hard to quantify. Like, for example, how are you feeling that day? Right? If we had to do a spreadsheet of your last 10 Facebook Lives, we need a column that's a little more subjective on like, how was your mindset that day? Did you have an argument that morning? How did you sleep the night before? Because all of these things actually will affect the conversion of that Facebook Live whereas you know, a text post on a Facebook ad I can look at okay, was it the image was it the copy was at the headline? It is a little more transactional? Yeah. So first of all, are you picking up what I'm putting down? Let me know in the chat if that resonates at all, let me know if we have any confessions. Anyone is been doing any sort of negative assumptions which I'd be shocked if y'all haven't. But if you haven't amazing or if you'd haven't noticed yet. Cool. I just want you to put your little detective hat on and just start noticing if that happens, right like just start noticing if you have that inner conversation with yourself. Have a have like, well, I don't know if it's gonna work right? Or do you do instantly, like do instantly follow the good with some sort of qualifier or some sort of, but we'll see if this is sustainable, right? Or, but we'll see if I can keep this up. But you know, whatever it might be. Just notice, I would love to see that. Okay, a couple more things in the chat. Britney, grateful now I have five days to work because my friend canceled last minute coming in. That's awesome. That was the universe, by the way, at the hand PDF sheet in progress. Awesome. Awesome. Awesome. We are we have some great questions. So we've edited some of them to be a little bit more succinct, but we're gonna dive right in. So let's get into the questions. Brittany, glad this is super helpful. That's awesome. And I'm also glad that you know that your Yeah, that you're noticing that and also that you're putting it out there. You know, the reality is the fact that you're telling people what you're doing gets you a little more committed to actually following through, there's a lot of accidental quitting prevention, and that's one of them is, first of all, go ahead and tell people that you're going to do this thing, it's going to be a lot harder when they ask you, you know, three weeks from now, Hey, how's it going? For you to be able to say, you know, what, haven't spent one minute in the last three weeks, it's gonna be a lot harder, because you know that you're gonna see him at Thanksgiving or whatever it might be. Okay, Jill, hit me with the first one.
All right. First question is from Brittany asks, Can you speak a little bit on how you came to recommend to K as a general starting price point, I'm having some mindset struggles with this one, I do truly believe that what I have to offer is worth it. But I still feel this bit of guilt and hesitancy visualizing myself asking for people to pay that. I'm wondering if there's an objective way to validate the price. On that same note, do you have any tips on the belief stacking slash table thing you mentioned in the call and convert module? Or on how to draw inspiration for the 50 reasons why I feel like if I can come at this from an objective standpoint, and also in a mindset level, I can overcome the mental barrier I have.
Yes. So Jill, make sure you remind me about the second one, because I'm going to dive into the first one. I don't want to forget it. So on the $2,000 price point, a couple things. I mean, this is for everyone, because by the way, Brittany, fantastic question. And I love, love, love that you shared this because it's you know, trust and believe you guys, if you have a question, for other people had the question as well. So it's a great conversation to have. So a couple reasons. So first of all, in pricing in general, the reality is, if I could, I would tell you to go higher, because here's what I know for sure. And this is a spectrum. So we're going to kind of talk about two extremes, and likely it's going to end somewhere in the middle. The reality is, if you're selling a $25 thing, versus if you're selling a $20,000 thing, the level of investment that someone has both literally and also the the level of energetic investment, the level of time and attention and taking it seriously that they're going to be putting in is different, right? That's obvious $25 a book, and 20,000 might be, you know, a year long program or whatever it might be. So so the so what we've noticed, and we've run programs at various different price points, what we noticed that and especially when we raise our prices on the very same program that in that overnight instance, when we've you know, prepped for this and decided on what date, we're going to be raising our price point and prep the team for it, and this and that, and the other, you know, our improvements on our program are very gradual, and they happen, you know, they don't happen overnight, they happen kind of here and there and over there all throughout the year. But when we do a price increase, usually we plan for it a couple months in advance, and we have a specific date it goes live, what's been fascinating is to watch with that, that only that variable changing, nothing else changing, meaning our Facebook ads are going to the same place, our emails are the same, our team is the same, everything's the same. The only thing is that the price change, but we attract is a level of client that is much more serious, much more committed, will do the work and show up versus someone that buys it puts it on the digital shelf kind of ignores it maybe does the work if they feel like it, etc, etc. Right? These are extremes that I'm talking about. We see all of a sudden, much more, you know, in terms of people implementing, and guess what happens when people implement, they get the result. And this is the part that I really want to highlight, underline, you know, circle star put Scooby Doo on it, they get the result. But the bottom line is you guys are here to get your clients a result. And so what I want you to think about when you think about pricing, I don't even want you to think about you, I don't want you to think about your business. I want you to do it for your client. I want you to do it for your potential client because the reality is if you are undervaluing your program,
they're not going to get the result you are doing them a disservice. It's very easy to think like if I could just do this for everyone for free. If I could do this for the least amount to be able to cover my costs, then I'd be able to help more people and more people be able to afford it guys trust and believe it will not happen. Right? The reason you guys showed up if you went to if you have did any higher education that you showed up that you took the test that you submitted it is because it wasn't free is because it was expensive. Now in Argentina, where I come from university is free. It is a you know what show, okay? We have strikes all the time we're in the streets. It's impossible to take a test there's not enough cadavers to play with it. way. So so so I want you to really think about, I want you to really think about that in terms of price point. And in terms of value. The other thing is, you know, quite simply, I mean, Brittany in terms of why this is a starting point, because quite frankly, this is the minimum that I want you to even do a program for, if you're doing it for less than this, what I have seen some patterns I've seen in the past is you're not going to put your best into it, you're going to quickly feel like you're working too hard for very little, you know, your clients are not going to take it seriously. So we are actually going to see, it's crazy to me, but we there's kind of a tipping point in terms of, it's easier to convert something that is that is that price point and is like okay, this is a serious thing, I'm going to take it serious, that and above 2000. And below, it's a little more, it's a DIY program, right. 2000 is sort of that crux where it could be a DIY, or it could be a more intense program, you're going to notice when we finally get you up to 5000, you're going to notice and if you need to go breathe in a bag, that's totally fine. But you're going to notice that your clients change that your delivery changes that what you're able to provide changes. And I want you guys to also think about and this is a little bit meta because I was literally just having this conversation with the client that made 80,000. And, you know, what we're talking about is prepping her business for, you know how to how to get that. So it's 40,000 a month Great. How you know, what does that need to look like in order to grow from there, or if we want to watch right now we are intentionally plateauing to kind of like release up our shoes and figure out some of the things right because this is all happening outside of a day job. So there's zero time. But there's what I want is the support systems in place the the delivery systems in place to be able to serve that million dollar business, which is what we're headed for, right with this particular client. So so for you Brittany, what I want you to think about is I want you to think about the big picture in terms of what this program is going to look like what you're going to provide, you know, at in order to reach your goals and off the top of my head, I'll just I'll just make some up. But you know, in terms of if you're going to have you know, that $40,000 business just to take what this clients doing, you know, how many clients are you going to need? Are you going to able to do that yourself? Are you going to need to be able to hire some support, what are those overheads going to look like? So there's a lot that kind of goes into place, when I'm suggesting a $2,000 price point, a couple things that I want to make clear is that this is really just for you to get started. Because in reality for what you guys are delivering, we see the bat, you know, we see that whatever you submit to us we see right in terms of your outline, etc. And you guys are offering an incredible, an incredible program, an incredible amount of support and incredible amount of access. And it's not scalable, a 2000. So that's the bad news, right is that this is that beta price point for you guys just to get started, for you guys to figure out. So this is the Hella on sale price for you guys to work out the kinks, because there will be some and for you to be able to batten down the hatches and actually be able to launch it at what it should be at which is, quite frankly, several 1000 more and at that point, you know, you might want a higher depending on what your program is, you know, some people hire a nutritionist if they want, you know, a support in that realm, some people will hire a whatever, whatever makes sense for your program. But you know, the $2,000 price point, if you go under that you're going to be doing a disservice to your client, they're going to be treating it as a digital program that they'll get around to when they get around to they may or may not watch, they may or may not show up and and and support. What I want you to know, I know I know, you know some of it you want you want kind of concrete math, you could also and this and this answers your second question really in the belief stacking and everything else, I want you guys to do the math on what people are paying for this solution, your particular solution in terms of both time and money in terms of like, for example, they're seeing their regular doc or whatever for this, and they're paying 150 bucks, and they're paying for this medication and that medication I want you to list out in that first document that you sent us the before, you sent a whole bunch of things of where they're at right of what all the things and how this is affecting them maybe how this is affecting their personal life, their relationship, their work their career, attach some numbers to that. Because when you really and this can be just for yourself, you don't need to send this in. But just for yourself, give it like a real deal picture and this, your client likely won't be conscious of this. But if this is holding them back, you know if they're if they're have lack of energy that's holding them back from performing at work, which is holding them back from getting a raise or promotion. How much is that? Over 10 years now? Is your client conscious of that? No, probably not. Right? Because they're going you know, through life on autopilot, whatever else but I want you to know this, this is what comes this was this is what helps you really stand in that confidence of what your offer will do for them. They will know once they've gone through your program and come out the other side and go holy cow Brittany, I had no idea. You know, this is what I'm able to do. This is the other domino effect that happened. You helped me in my personal life in my professional life. Like that's not even what I've hired you for and I have all these positive domino effects. You know, this is $100,000 worth of value. Like holy cow, the more that you make the client commit and show up and do the work, the more their results will actually be. So does that help any on the on the number front?
Yeah,
absolutely. Let's you pray, Oh, okay, good, good, good. Because I know and also, you know, when you get started, you just have to do it and not die. Like, because it's interesting to me, because, you know, a lot of the clients that are now charging actually, what's Mariah, she's probably at 6000, Gil, something like that. She so she started at 2000. And then, you know, went to 3500, and whatever, whatever, right, and I remember at 2000, it was the, the, the, you know, the, the the fear and everything else in Hillary's the only reason I mentioned this, because she's mentioned it publicly on a call on a on an interview, you guys probably seen, but, um, so so just know that it's perfectly normal, you just got to do it, and then and then see how it goes. Right. And what I know for sure is that you will do everything in your in, in your ability to make sure that it is worth that, right. So as you're building it out. So there's that part, right? No, trust yourself to know that you're gonna show up for the client and do everything you can. On the belief stacking front, you know, it really is, you know, anything and everything. So, you know, I mean, starting with how awesome you are, but it can be as concrete, as you know, all of your, you know, whether it is degrees, whether, you know, it can be very, you know, transactional, or very black and white in terms of what you've studied, what you've done, how many years of experience, who you've helped, etc, etc. But it can also be more or less tangible in terms of how resourceful you are, and how committed to helping that you are, or you know, that this is where, when you guys are collecting little love notes, this is where, you know, you should be building this out over time, if you can't come up with 50. No worries, but it should be you know, unlimited, really, because the reality is you're going to keep adding them. So anytime you get some positive reinforcement added there same with your program, right. So in terms of you know, how how much you've put into it, how you know, how fleshed out it is how committed you are to, you know, translating your bricks, brick and mortar experience your boots on the ground experience into this online program, how much access they have to you, where where, you know, in regular traditional settings, they've got five minutes, and usually it's like Chop, chop, because insurance isn't going to cover this, and we don't have time to answer your question. So just do just go to the front office and get the thing and get the drug in good luck, you know, and so all of those things go into the 50 reasons why. And you know, if I can make a 5000 I make it 5000. Does that help? Yeah, okay, good. So just get it started, I find that with those things, it's like, it's almost like uncorking the bottle, you just need to write three things, and then more will come, you know, and then sleep on it. Leave it alone for two days, go back to it, read it, and more will come. So feel free to do it that way. Cool. Great question. Thank you for sharing that. All right, Jill, let's go to the next one.
All right. Next question is also from Britney. She asks the call and convert template has some language referring to previous clients and their success? What if this is our first attempt at helping people over time with our topic?
Yeah, so a couple things, if it's, well, if it's the first time doing it, and I'm gonna answer for a few people as well. So if it's a first if it's the first time you guys are doing this in a group programming online, but you've done this in your one on one practice, you can still absolutely refer to your clients. Because you've done it right is the first time for a lot of people like, by the way, every single human started at some point with one person, and a lot of the times it was with themselves or with a family member or helping a friend or whatever it might be. I'm a huge fan of being honest and transparent. So I would say, you know, use whatever it is that you that is accurate. So if you need to edit that for the first few calls, in terms of it's not your clients, great. It's not your clients. You know, in that case, what I would probably highlight is that this is why it's $2,000. You know, the reality is, once you have, you know, forget I'm having deja vu, I feel like we might have talked about this a couple weeks ago, in terms of it's a lot easier when you have a heap of testimonials. And you've been doing this for a long time and people know about you and whatever else. But literally every single person started with zero, every single person started with one client at some point, right? And that's partly why the price is lower. And that's probably partly why you're going to there's going to be so much access to you there's you know, you're going to be in there refining, right? Like they're going to get the most attention because the reality is you're building this with them. So in a little in a way it is almost like you are giving them a one on one program to some degree and and charging a group price for it. Does that make sense?
Yeah, should I? I mean, should I be transparent about that?
Yeah, I would. I mean, yeah, I will. I would,
I mean, better. What's up and would make me feel better? Yeah.
I mean, I'm a huge fan of transparency. So I don't think you know, there's it's like that is the beauty of it is like you know, you get to build you know, you get to build this program out with them. And in every scenario, there's always something good to highlight that is you're good to go. highlight, which is this is a one time thing, right, you're going to be building it out with people on the first round, the people that come in, you know, 10 weeks from now, or they're coming into a built out program, there's gonna be other good things to highlight there. But this is the good thing to highlight for the first round is it's the cheapest, it's, it's ever going to be right? We'll never, we're never taking the price down. That is something we always commit to prices only go up, they don't go down. And, you know, you're, you know, you have they have the most input, right. So in the early days, it's sort of like, you know, you're going to be turning a lot of what happens in those early q&a calls into modules into, you know, additional resources. So I would absolutely highlight that. Now, with you, I would also, you know, highlight your experience in terms of what you're bringing to the table with this, so don't downplay it. Yeah. You know, yeah. So don't sell yourself short. So that's the compromise. So absolutely. Tweak it. I would say, though, at that part of you talking about in the column number, is it?
Like the number of X number of people I've helped with, and they've had this success? And I'm just like, well, you know,
yeah, that's fine. I mean, you can remove that line entirely, and then you'll bring it back when it's applicable. I would just that one thing I would definitely know is try to stay not very long winded at that part. Because what people are listening for is they're very much as humans do. We are listening for what's in it for me, how can this help me? So they don't want the story? They don't want all the fluff. They just want like, can you help me? You know, so a lot of them really won't care. Like the reality is you could pull out that line entirely. You know, by that point in the call if you've heard what my problem is where I want to go my A my be, can you take me there? That's it. That's all I care about. Yeah,
I think when I submitted it, I just deleted it.
And the bottom that I wasn't gonna say that or I don't know. Perfect. Yeah, I mean, I would the the only way you can mess it up, so to speak, is to be too long winded and be giving too many disclaimers that they don't care about and don't want and don't serve them. That's That's it. That's the only way to screw it up. Cool. I'm excited for you, Brittany, thank you let us know in the Facebook group tacos. Okay. All right, Joe, what's next?
All right. Next, we've got a couple questions from Mari on the PA SS. So the first one is, why not directly say I'm selling a program when doing a pa s? What are the alternatives? Yeah,
so um, yeah, so Marie, I read your whole thing. And, you know, you can definitely experiment, you know, you can experiment with whatever you want, for the most part, my thoughts on experimentation is do it our way first, and then get fancy with it later. That way you have at least a baseline or in marketing terms of control, and then see if you can beat the control. Right? And, you know, some it's not going to be apples to apples, because the reality is, you know, the more Facebook Lives you do, the better at, the better at them, you get right. So there's there's that. But what I have a hunch, and you're not here on the call, so I'm gonna go ahead and make some assumptions, no negative ones, but assumptions. I'm gonna you know, I'm gonna assume that you're that you might be feeling like the PS is very, it's very heavy on the marketing, right? And it's, it's not straightforward and transparent. So I'm just going to make that assumption just because it's what I've heard in the past from people. And so what I want you guys to realize, really, for all of you, right, because we've heard you know, what other types of content can I do, and you can do whatever you want, you can put in questions, you can put in surveys, you can do all kinds of different things. But the reality is, if you just did the PS format, over and over and over again, and you got better at it, the reality is your potential client, especially you guys, you know, because your clients are not in the marketing space, they're not in the sales space, they're not in the online space, the only one who actually knows what you're doing, or how the sausage is made, is you. So especially the better you get at it. And I know we have a couple more questions coming up, Mario, so I'm gonna give you some tips on that. But the better you get at the Facebook Lives are the better you get at crafting a marketing message, an email, a post, a Facebook Live, you know, showing up on an interview, by the way, this same skill set, it's going to, we're building this muscle for you, and you're going to translate this and show up with it everywhere that you go, right. And it's a muscle that you need, you can't outsource it entirely because you the CEO, the founder, the business owner, is going to need to be able to talk about your thing in this way in a way that builds curiosity in a way that highlights who it's for, you know, with someone that's listening while they're cooking dinner while they're driving to work. Or you know what I mean? They're not sitting down there going, Okay, I'm ready for the Facebook Live. Hit me Mari. I'm going to take notes. That's not how people are listening to this thing. Right. So I want you guys to keep that in mind. So so all of that is to say coming back to your question. If you were to say, in your Facebook Live, I have a program on AIX. You know if you were to say that if you were to tweak the format to instead be like, you know, I have a program that I'm launching and I want to tell you all about it. People We're going to tune out, they're gonna, you know, it's just it just doesn't work. So the reason we do things, the way we do things is because we've tinkered with them, we've tried, let us experiment and waste a whole bunch of Facebook ad money, and tell you what works best, it doesn't mean that we're never going to try other things. We're constantly experimenting, but we spend about 10% of our budget experimenting. So 90%, we spend on the fundamentals, what we know works, what we know, you know, works 80% of the time, and then we tinker. And every once in a while we strike gold, the most of the time, our experiments don't work, right. And that's what we expect. It's just whenever we're iterating, we're trying to figure out like, what can we improve, where can we improve it, etc. So for you, I would highly recommend that you stick to the PBS, but if your curiosity just gets the best of you, you need to try something else out, do one even just to just just to see what happens, right? Just do one Facebook Live, that's flat out the the opposite flat out coming out and saying, Hey, I have a program I'm launching, it's for x, it's about why. And we'd love for you to join if you want to hop on a sales call, you know, the reality is nobody wants to hop on a sales call. And you know, in general, you know, again, it is a it is very much, you know, you are going to hop on a call and figure out, you know, where they're at what their problem is, where they want to go, can you help them or not? And if you can, you'll let them know how, and if you can't, you'll steer them in another direction instead. So that is very much accurate in terms of what you're doing. And that's what I would recommend that you do. So that's my that's my, my thoughts on that in terms of alternatives. You know, you can absolutely play around with it. You know, we can get into more advanced marketing. But that is something that I would want you to have the fundamentals working well. And the reality is if the if the PDS is are hard if the Facebook Lives are hard, a webinar, for example, is going to be a lot harder, right? So I want you to get these kind of basics down, and then we're going to translate some of those skills into some more advanced marketing strategies. We can absolutely do that. Okay, I know we have several questions from Mari. So hit me with the next one.
Yeah, the next part of that one is text versus written posts and how to make it more natural. She asked me pictures, right. So,
so I'm not 100% Sure what natural means. But i i all answered with what I think it might mean. So you know, one thing when we when we want to do is we want Facebook to prioritize it in the algorithm, right? So we want basically, for it to show up in people's way, what a mon a bit about timelines. So we want when people are scrolling for it to show up. So what we know today, and Facebook definitely changes every Tuesday and a half. So you know, this could this is a moving target. But what we know is that for text posts in general, you know, pictures do seem to help or gifts or something like that seemed to help. So for text posts, that's the case. So absolutely, you know, experiment with that, in terms of what pictures that's going to very much determine we're constantly iterating with our pictures on our ads. And it's something that even our Facebook ad person is like, well, let's try it with this. You know, with this audience, it seems to be working better, you know, this image does, we split test three pictures every time we do a Facebook ad, etc. So experiment a little bit in terms of what your particular client might be clicking on. Again, you guys are using this a lot of times on your personal profile when you're first getting started. So this data is skewed a little bit by your friends and family want to see what you post right. So it's not going to translate as you scale, you're going to have to constantly iterate but with a text post an image or GIF seems to help. And then with a Facebook live Facebook Live will always win right now over text and the reason for that is because Facebook wants to compete on video they're trying to compete with tic tock they're trying to compete with YouTube and so they prioritize video they prioritize live. That's number one, so it'll get more eyeballs on it, but number two people will get to see your personality, they'll get to see your you know, Caden's they'll get to see your you can explain they'll get to see that you're a real human and they're going to connect with you better than they will on text so that is that I would say when you're doing a Facebook live in terms of more natural keep it conversational. So I think we had a conversation in the group the other day I just I love a post it I will grab the post it put a few bullets on it and that will be my entire like you know I'll just have it somewhere close to the camera so I can just quickly and you'll usually if you see a Facebook Live from me you'll notice like I talk in circles I've got ADD and I will come back and I will flat out even mentioned the post that may be on a Facebook Live I just like to keep it natural. That's my style. You can absolutely find yourself what works for you. But what I do know you know some absolutes are people want to buy from someone that they know, like and trust. And so the more real you can be in this fake world. I think the better I think that people are over the highly curated, highly scripted, you know, standing in front of a private jet situation. I think that they want real conversations. And for me, what I want to do also in those Facebook Lives is I will show up very much Like I do for my clients in terms of real talk, for example, right, because I will call things out and be very blunt on a Facebook Live. And I do this because I want to attract as much as I want to repel or repel as much as I want to attract. Meaning, if you can't handle real talk, you're not going to be, you're not going to want to be a client. Because this is what we do in here is we're gonna call you out on what you know what's going on and how to fix it. So it's just that you show up there, how you're gonna show up in the program, or a job. What's next.
Right, next is for Mario as well going into Facebook, wondering for my Facebook business page, if this should be specific to the course or more broadly about my coaching business. Yeah,
that's a quickie, which is great. And I know there's a couple other questions there, Jill's gonna send you a link to where we answer them in the program. But in general, for everyone, I would, I don't know that I do a Facebook page, I'm talking about page, not a group, I don't know that I would do a Facebook page specifically for your program. Unless that is your entire business right now, which for a lot of you it is. So that's fine Facebook page business page are difficult to rename. And I think right now there's a limit on how many times you can rename that. So with the Facebook group, we can you know, create a new one, change the name, do whatever you want, as of now, that I do think needs to be very much like, what problem you solve and for who, but your Facebook page could be something as simple as your name, it could be just your name, you know, that's what mine is. So my Facebook page is my name. And thank God because we have changed who we serve and what we serve them with a million times. And we probably will continue to evolve over time, there's a million other things that you know, are in the works. And so that allows us the flexibility to do that. So so if I had to pick something, I would say go with your name or something that gives you enough flexibility, especially in the early days, because you might change what your offer is. And it's difficult to change your Facebook page name. Cool.
What Okay, next one is a picture, wondering about the start date of the course as the holidays are approaching. And I'm going to be offline for two to three weeks at the end of January. There probably won't be a solid eight weeks until February. Is it okay to sell with a scheduled pause in
between? Yes. And I know there was some talk also Mario about rolling enrollment. So before I forget, I want to address that to always do rolling enrollment, you guys. Yeah, otherwise, you're setting yourself up for a nightmare. If you're doing start days and stop dates, and everyone's starting together. And whatever else it might seem more convenient, trust me, it's going to be an internal nightmare for you and eventually for your team. So do rolling enrollment, absolutely no problem in terms of something with a buffer in between. So everything, you know, you again, focus on the positive, the positive of that will mean that they get a little bit of time to regroup and simmer and whatever else and carry on. So if you're going to be closed for a certain amount of time, no problem, they start today, they're able to, you know, have a buffer and then continue. And so their eight weeks will end whenever they end, for the love of all things holy do not stop enrollment, you know, December for a lot of people, ourselves included is oftentimes one of the best possible months for sales. So and this is with us, you know, you know, ending the month halfway through it pretty much so, you know, I want you guys to definitely like do not go into that the year is over. We'll start again in January. Don't get into that mindset, definitely continue, rinse and repeat. People are very much people are prepping for January now. So get them you know, depending on what your program is, your Facebook Lives now your marketing should all be focused on, you know, setting them setting themselves up for January or they're about to go into the hecticness of the holidays, whether you're helping them with anxiety, whether you're helping them with weight loss, whether you're helping them with whatever it is applicable right now. So definitely, definitely, definitely do rolling enrollment. And yes, do a pause if you need to for holidays, but continue, continue enrollment and started ASAP. And for those of you that haven't done it start date yet. It's funny because a client I was speaking to yesterday was like, I love you. And I'm also mad at you because I would have never done this but also now I have this 80,000 And you know has to create a program and whatever else, put you know creating that start date and setting it you know in the calendar and making yourself do it and start sooner rather than later. We'll make you just get it done. It will it will be you know, it can be messy, but it's 1.0 for a reason messy, but keep it moving. Get it Get it done and get it started. Cool. What else Joan?
All right. Next question is from Kira. I am starting to work on the outline in the second module what should be written explained outlined. I'm understanding that in weeks one and two we are to give our participants an assignment that will give them a sense of success or small wins. But what is the lesson supposed to entail?
Yeah, so great question. Kyra. So, quite simply, it's just fleshing out what is on your outline or what is on your Yeah, on your on your 1.0 and what you know you are just flushing it out. So for example, if you have, you know, if you're taking so from a to b You're taking them from this is where they start This is where they ended, what are the eight or so steps that need to happen to get them from A to B? What do they need to complete. And if this is feeling a little bit hard, go ahead and take a stab at it and send it in for critique. And we'll point you in the right direction, right. So if it's, you know, little bit too, too much in week one, or, or it's too spread out, and we can really condense weeks one through three all the way to week one will give you a little bit of a pointer in the right direction. And then from there, it will take a little bit of shape. So don't be afraid to go ahead and send it in by Sunday. But really, you just want to connect the dots like what do they need to do? What 10 steps? What eight steps? What Six Steps Do they need to take in order to get there? That's one thing in what order is the second thing, right? Like what makes most sense? What is something that they need to start ASAP? Because it's going to take a little bit for them to notice effects on. And as you already mentioned, the quick wins is really important, if at all possible. You know, for some of you guys, depending on what you're doing, it's a little bit easier than others, right? Our classic example is sort of a weight loss program. You know, if they've got 50 pounds or more whatever to lose, are they going to do all of that in? You know, week one? Absolutely not. But can we get them some water weight loss in week one that might make them be like, Oh, maybe I should continue doing what Kira is telling me to do. Yes. So if at all possible for you guys, how can we reduce their symptoms? How can we get them a quick way? And how can we get them closer to that end result? You know, if it's a relationship program, how can we get one communication strategy that they might see, like, oh, I mentioned this with my significant other and it didn't start an argument, you know, something that's small, that's bite size, it can get started. So and so the, you know, think about a high level that what are those, you know, six 810 steps that you're gonna fit into those eight weeks? And then from there, what does that mean? What do they need to learn? What's the minimum, the minimum that they need to know if you can do a five minute lesson? much prefer that over a 45? minute one? And then is there anything is there a worksheet that they need to complete, etc, I would say here, I want to zoom back out and just go into let's figure out what the high level what it is. And then we can drill down into what that looks like. So you know, this can totally be a back and forth process. So don't try to get it all done. The first time you submit it. Cool. Okay, cool.
So last couple questions are from Jess. What are some tips you have on the technical side of doing a smooth at PA is Facebook Live? Ie lighting, how to keep a good pace background etc?
Yes, I love these questions. I love the love the love the technicality. So, first of all, love it. So post it is is you know, this is as low tech as it gets. But I really do think for me to not lose my train of thought I would like to have some, you know, it takes me almost no time, right to be like, what three points do I want to hit? And, you know, what couple words do I need to put on there to remind me of what the heck I'm talking about. So that's number one, um, to stay kind of on topic. And, you know, I think was it was the second question the introduction, or is this The How to Cite yourself Stroh? Yeah, okay, let me let me let me finish on the technical side, and then I'll get to that one. So. So in terms of lighting, I always like to say face a window. So right now, right this second, it's actually a gray, rainy day over here, and I'm just in front of a window, there's no other light. I do have a Diva Ring lights. If you want to get fancy, I have this little tiny light. I don't know what it is. But I'm sure Gil, you can pull it from my Amazon orders. The little one that I have on my laptop, I do have a Logitech camera, but you guys, you can easily do it like I would do a Facebook Live from an iPhone when I'm traveling, I do it with this on a little tiny tripod, a little Joby tripod, and it's just perfectly fine. The biggest the biggest advice I have for most of them, I can't be bothered with all the lighting and everything else. This microphone is plenty. So if you're outside in particular, just be conscious of the wind. So good audio and good light is just facing a window, just be facing a window, those two things are gonna be great. What else how to keep a good pace. I speak really, really fast. In case you haven't noticed. And this is on zero caffeine. So for me, what I try and do is I first of all, that's my personality and my style, right. So part of it is just that and it's just be who you are. But when I want to highlight something, I will slow myself down. I will intentionally pause. And I will probably repeat it a few times to make sure it lands. So that is a couple of things that you can add to it in terms of when I really want to make a pot point, you know, and again I am you know, keep in mind what they're doing. They're doing the dishes, their kid is asking them for something they're in the middle of driving. They just hopped on 12 minutes into your life. So they're the way I handle this is this is very much not a presentation that I have prepared and there is a beginning and a middle and an end. There is a lot of like intentional open loops that we keep and I don't want to get too advanced into it but you want to keep attention so you're going to get better at this as you go but for right now. Just keep your train of thought you know many In the call to action more than once, play around with what is what is landing with people and do more of those right do like with your Facebook Lives, like go back to topics that you've done in the past and maybe, you know, say them a different way. And yeah, just give people a chance to catch up. So I would, you know, I'd recap a lot. So a lot of the times, you know, if I'm making three points, I might Recap, you know, point one, you know, then I might recap point two, then I might recap, one and two, before I go into three, you know, so I'll do a lot of those things. And part of that is I'm really trying to speak to multiple people in the room, the people that just showed up, the people that are going to bounce early, and I'm trying to not get them to bounce early, the people that you know, stayed for the whole thing and not not let them get bored by too much repetition. So I'm kind of trying to do all of those different things at once. When you're first getting started, just have your bullet points, stay on point, be in front of a window, have a decent microphone like this one. You know, just don't if you're going to be using just this with no microphone, just don't be outside where there's a bunch of wind, but that's it. I wouldn't I wouldn't make it any more complicated than that.
Cool,
cool. That is when we introduce ourselves for our Facebook Live, would you recommend for for or against using mentioning our health profession or certification? Also, what are your thoughts on paraphrasing our mission statement as an intro?
I love using your mission statement as an intro. So I would totally be like I'm Justin, I help x with y for sure. And as far as using your certification, I would I mean, you could you could even say You know, I'm I'm a doctor turn coach, I'm a nurse turned coach, I'm a therapist turned coach, you could do that. If you wanted to, you could I'm not a lawyer, you can definitely run that by a lawyer. But yeah, I would say or you can even you know, depends on how you want to phrase it, you can say My background is in XYZ, you know, or you could say I've been a, you know, nurse practitioner for 27 years, right? So there's, there's things like that that you can add to it. It's funny, because every once in a blue moon, I get asked about my degree, which I forget, I have one. It's that irrelevant to me. But you know, every once in I get asked, but I never I'll never mention, you know that I have a degree in business with a concentration in finance. Because it just seems so irrelevant for the most part. But But yeah, I just I will introduce myself with you know, my mission statement essentially, is what I do. So I think that that's the most relevant again, the way to think about this is what is the client care about? Now, some of them in your cases, they will care about your degree or your background, right? But in general, they want to know, who do you help and with what the reality is some of the most successful I'm sure you guys have seen it, you know, some of the most successful people running health programs, graduated with a little quick few month program, you know, and that's it. And that's, that's their entire traditional education. What they have in droves is a ton of clients under their back in there, you know, that they've been helping for years and whatever else and that's what people care about. So I think the mission statement matters much more than the background. Up to you. Great question. All right, is that the last one gel? That is all of them. Awesome. Fantastic. All right, guys, I want you all to please to post a takeaway in the Facebook group. So Jill is going to get us started right now I definitely see Brittany Catherine as email. I see Lauren on here. So definitely want to hear what your takeaways are, whether it was from the mindset minute, which if you hopped on late definitely rewatch tomorrow when this is posted to listen to that mindset minute and or if it was answering your question or somebody else's question, want to hear what that takeaway is? And don't forget to submit your work for critique and also if you have a milestone so if you've already done five Facebook Lives or three sales calls or had your first sales as the first two milestones, definitely, definitely, definitely you don't know where to book that just shoot an email to support at Sylvie McCracken calm Joe will get you the link and we want to be doing those as soon as humanly possible so that we can debrief what went well what didn't go so well. What can we do better? And how can we how can we get there right? So we want to do that one on one real quick with you guys. And don't stay stuck wherever you're at. If you're having a moment where you're like, I don't know what's next. I don't know what step next to take. Just reach out shoot us an email support at Sylvie McCracken calm and we will point you in the right direction. Cool. All right. So bye for now and we will see you week after next in on the Thursday q&a call. Bye
