All right. Hello. Hello, everybody. Good day. Okay, so hello. Hello everybody. It's Thursday.
Let's do this,
right? Some people even call it's the Friday Eve. Or yesterday there's like Friday's Eve so I was like you guys are crazy.
I love it. I've never heard that before. But hey, whatever, that's cool too. I mean for me Thursday is our client call day so I feel like it's my favorite day of the week. Or I've got some I want to I've got an experiment I want to I want to share so let's get into housekeeping and go for it. Hey, Shelly All right, first calls and like you're
here. Morning. Alright, fight it out. I got all pick up too late last night already working on my sessions or whatever the layout.
I love it that I see it. I see the super caffeination coming in hot.
That's what we need it. Alright, so much. Yeah, welcome to the Thursday q&a. Call it first one for Shelley. And so in the chat below to have a second, please let us know. What is your biggest win this week? What are you grateful for today? Or what is? What are the projects that you're working on right now? Okay, so let us know shout out.
As to so even if you're watching the recording, sorry. Yeah,
totally. No, no, no. So a few housekeeping notes. So if you are hitting close to the milestone, don't forget to book one. Okay. So the three milestones that we have is to do five Facebook Lives and not die, and then do three sales calls or execute one sales, or throw it out 10 affiliate pitches? Okay, well, we'll talk a little bit more about affiliation today. So definitely, you know, keep your ears on and and, you know, listen to that. But then the main goal of the make milestone call really is for us to talk about the next steps. So now that you hit this milestone, what is next, right, but at the same time, also a time to celebrate your wins for sure. So when you're hitting your muscle, don't be shy, please. A lot of people just stay quiet. You want to post in Facebook, and let us celebrate with you. Right? This is a really important mindset for you to keep celebrating the little wins throughout the way just so that you know, once you get there, you're like, Okay, I got this, I'm doing this right. So definitely do that. Yeah. Now, then the second thing is, if you are coming up with the new renewal, definitely check your email and find those options. And definitely let us know if you have any questions about any renewal options for you happy to answer them, as well. And finally, if you haven't gotten a chance to book your if you do listen to the critique that's released yesterday, you still have time to finish the recording. And definitely submit any follow up questions about your critique for tomorrow's Friday q&a call, for sure. Okay. And definitely let us know what you have, you know, question wise, or any residual questions you have from today. Definitely send that in for tomorrow as well. Okay. And if you have some things there, you just like, Oh, God, I'm feeling kind of stuck. I'm feeling I want some one on one help. Definitely use up your one on one laser coaching session for April, if you haven't booked one yet. Okay. All right. So we take it away.
Love it. I love it. Thank you, Anna. So, yes. So today, what I wanted to chat about, first of all, echoing all of that. And if you're watching the recording, by the way, you're not off the hook, we want to hear your takeaways after the call. I want to hear what you're working on today. All that good stuff. So definitely want to hear from you as well. Even if you can't make it live. So wanted to chat today about again, something from the trenches and you didn't share this. I can't remember I shared this last week on Thursday call y'all senior moments are happening. But so you know, in terms of getting resourceful, you know, we've talked about so so today's mindset minute really is on resourcefulness. And we've talked before about this and if you've watched any of the stuff in the mindset library, you've probably heard me say the word resourceful 8 million times. And you know, really, it's, it's, it's this muscle, it's this mindset muscle that you have, and you only really get to build it when things are not going fantastic. Right. And so what I mean by resourceful is you know, I think it's a Richard Branson quote, I don't know, Tim can check me on that. But you know, who said it's not about your resources, it's about your resourcefulness and I have seen this a million times with in my own you know, life and career. And I continue to you know, like, it's like it's like new level new devil like There's number never kind of an end to the resourcefulness needed especially. The bigger the bigger the the bigger the business the bigger the problems, Mo Money Mo Problems as big as Molson. But it's just it's an interesting sort of next level of Muscle right that you build along the way. So what I mean by this is, and you guys have probably heard me talking about some of the most kind of momentous moments in my life of, you know, be either being homeless within within one year old when I was 19. In Argentina, or moments like this, where I really had my back up against the wall, definitely no resources, I had $300 and diapers in a couple of bottles in my backpack. And that was it. Right? So so those were moments when right like where the resource was had to kick in, because there were no resources, right. And what I mean by resourcefulness is it can look a million different ways. In that case, one of the things that I really, really remember, which feels like 8 million years ago now, was really how much I didn't have the luxury of feeling like, oh, maybe I'm not qualified for this job. Maybe I shouldn't apply for that, like, I didn't have the luxury almost of, of fear, or at least not feeling fear for more than three minutes before I had to execute anyway, right? Now, you've probably seen this when you went you know, if you've if you travel, or if you like live in a city like New York, or whatever it might be in terms of, you know, whether it's people begging on the street, or hustling on the street, or whatever it might be right people that sort of are in a position where they need more, have to do more, I was definitely in that position, right where it was like, there was no luxury of like, I might not qualify for the job, I was shooting my shot all over the place. And you know, and then and I've caught myself in, you know, a moment in seasons where it's been, quote unquote, easy, which let's face it, compared to that everything. Every single year after that has been quote unquote, easy. But there's been seasons, right? It's not it's never it's like I've always say it's never a hockey stick of like financial growth and your health is going great and your children are doing fantastic. And that's just not how life is life is more like this, right? And we hope that it's trending upwards, like the stock market, but we definitely have some peaks and valleys. But what I've noticed when there's like some serious coasting, right, when things are like for what, like, let's just say, I don't know, when Facebook ads decide to act, right? And leads are falling from the sky. I've definitely caught myself and then it's contagious. I carried on to the team in terms of being lazy, right, and what I what one of my sales mentors used to call this, he was like, Yeah, you know, as salespeople you can't expect wet fish in the mouth, he would call it right, like you get used to these wet fish in the mouth, like you actually have to go fish like you know, if you just if you happen to get wet fish in the mouth for a little while. That doesn't mean that that's you know that you don't that you don't need the you don't even learn how to fish, right. So I've caught myself in terms of in various different years and whatnot being quote, unquote less resourceful because there was an abundance of resources right? Now what I mean by that is, you know, it's super easy when there is an abundance of resources, you've seen it, I'm sure you've heard them seen the headlines right of NFL player wins the lotto, or, you know, or someone wins the lotto, or an NFL player makes you know, goes from broke to however much money and then they lose it. All right, a lot of the times it is really, really easy, when there's an abundance of resources to for that for that muscle to downregulate bit right for you not to have to use that muscle for you to get a little less efficient, all of a sudden, efficiency doesn't matter as much because there's sort of like it's this bucket that's overflowing with water, you sort of don't care about the leaks, right? Now what's What's brilliant about when there is a need to be resourceful and you guys know this while I'm preaching to the converted because when you're when when you're starting your business, you're starting with a list size of zero or even if you starting with a patient list of 200 whatever but you're starting with a small list you're starting with with very weak muscle right in terms of sales, marketing, delivery, all of it right like all of its weak automation tech, like knowledge of just about anything all the platforms. So there's this need to be scrappy, and resourceful and and by the way, like you know, like if you can see it as a beautiful freakin thing I know it's hard when you're in a moment of like having to be resourceful or you're like this
it's easier said than done for you to be like I love this you know opportunity but trust and believe that this will not be the first nor the last time that you're going to need to get resourceful like there will be other seasons so don't get like I always like to say when our clients have these 100% enrollment rates I have three sales calls and three sales I'm like That's amazing, I celebrate you don't get used to it. Okay because there will be as your price point increases to what it freakin should be which is way more than 2000 and as you go to cold audience that has never even heard your name it should decrease right and so it should be it should it will take a little more effort so I want you to be I want you to be ready to work right like I want you to be this is the part of like rolling up your sleeves This is the non passive income part this is a really active to get this is where you're working for 10 cents an hour because you're doing a whole heap of work for that very first client right? Here's the thing what I love about this season and I can say it with the excitement that you're hearing me say it because I'm not sure there's on a Facebook live right like we definitely didn't hit our goals in q1 you know Facebook ads for the entire industry have been although there is One type of Facebook ad that's working we're gonna be teaching you that soon. And by we I mean someone on my team because I'm not good at it. But it's definitely it had been another like chance to get resourceful where it's like, oh, okay, this like incredible source of leads that was working like a funnel all of a sudden, it's like nope have to read like the algorithm on a Tuesday changes all of a sudden that's like, alright, what you're gonna do, right? And you have every time you have that what you're going to undo situation, there is a there's a fork in the road and you get to decide right, you can certainly take a moment to lick your wounds and whatnot. And then you got to get back to alright, what other what what, what would I do if I never had this in the first place? Usually for us, because we've been at it for a minute. Usually the answer to that is all the things we should have been doing anyway, in the first place that we just kind of got lazy about, okay, now, so I wanted to share that just as a as a lesson from the trenches of like, the consistent things that I'm and I had a whole Facebook Live I did, which I know Kristin was on, we haven't watched it, Hannah can pop the link in the chat. It was all about kind of the boring, beating sexy every time. And y'all if I could tattoo that on myself, I guess I could I just don't I just don't I don't have tattoos. But but it really is. It's one of those things. It's what you teach your clients, whether you know it or not, it's those foundational things, right? It's not the things that you're going to put in your module one, it's not the quick wins. But it is those foundational things that might not have ROI in one week, they might take a while, right? Whether it is something as simple as you're telling your clients to ditch the Coca Cola and start drinking water, right? Like, are they going to feel better day one? Probably not matter of fact, they're probably gonna have some headaches, probably gonna have some, you know, I don't know, low blood sugar. They're their whole, like, their insulin might be like, What the hell's going on here? Right. So it actually might not feel fantastic the first day, but it's one of those foundational things that if they could do that forever, you'd be like, Y'all, this is 50% of it, this is gonna sell 50% of your problems, right? Same thing with business. It's the boring stuff. It's consistency, it's doing things over and over again, it's syndication, which we're going to chat a lot about. I'm actually happy to do a whole thing. Talk on syndication, if y'all are interested in that. But what I wanted to share with you is that in these moments, this is where when we get when I roll up my sleeves, y'all which I put my glasses on, I put my brain.fm on, I put my noise cancelling headphones on and I get to work, it feels like going to the lab of like, Alright, how are we going to replicate this thing? Oh, this thing broke. Great. How do we fix it? And in that sometimes like, and you know, sometimes we use the tried and true tried and true is 80% of what we do? Well, we know works. And we'll iterate from there, right? Because this is not a time to be like, let's throw $30,000 into this experiment. That's not the time. At 20%. we tweak and tinker in that a lot of times you'll find first of all, some things that you're like, you know what, let's put this on repeat. Because even when we do bring Facebook ads back on at full speed, you this is gonna this is saving us 10 grand a month, what kind of idiots were ways that we weren't doing this. Okay, so that's number one. Number two, you get these like happy accidents that happen as well. So one of those I wanted to share with you because it is applicable to a lot of these things are not applicable to where you're at. Other than the lessons of resourcefulness of mindset, you're going to need that if you're a business owner, take like throw out the window that it's going to be easy breezy, like there are going to be challenges along the way. But the one experiment that we did that I think you could plug and play into your business is one of the email templates that we send out. And this is something that you know, again, once you know, it's like busy with business owners, we're constantly masterminding, like, what's working, what's not, you know, what's what's, what's Facebook producing for you, et cetera, et cetera. So this is an email template that we're going to create. And I literally just literally did it, I want to say 48 hours ago, what this is, and you know, we'll we'll give it to you, if you have a little bit of an email list. Awesome, you can use it to send it out to that if you don't, you can absolutely apply it just you know, take out hi first name and apply it to social media so that it reads well. But it's same same, right? Very simple, very simple email template. This is something that you can use, we're kind of call it the seventh email. And it is something that you can use in place of the nine word email. So if you're new, you know, you'll see these emails when you get to them. So don't worry too much about it. If you're on module one stick to that. But if you are in a position where you want to book calls, this is something that's a little bit of it, you know, it's it can take place with the nine word email, it's like another version, basically. And number two, I would use it in conjunction with a spear phishing module. So Hannah can link to that module as well in the membership site here. But really what this email kicks off, it's a super simple email. It's something along the lines of subject line is a number seven, like off the top of my head. I'll butcher it, but you'll get the template. Hey, Kristen, I'm looking for seven health professionals that I want to help earn, you know, $10,000 per month in the next 60 days. Are you interested in joining us? Please reply with the word seven and I'll get you all the details, something like that. The goal of this is to start a conversation first of all, like the the like the percentage of reply As I have uh, you know, we don't even know what the percentage of replies is yet because it's only been 48 hours. So we would still be counting whatever replies come in tomorrow and the next day and the next day. But so far, even just in the first 24 hours, it was like yo, all hands on deck on replying to these emails, because what the heck is going on here. So it's been fascinating at like, just in terms of Now again, this is a combination, you guys have resource one us this is, this is what I want you to get. If you are taking notes, if you're watching the replay, I will test you later. Okay, what I want you to get really is the resourcefulness of like, there's a million different things that you can do. And the old boring stuff like send an email, write a Facebook post, whatever it might be, those never go out of style, they will always be useful. That's number one. Number two, is a combination of marketing copy, right, this is direct response copy. As with everything our templates are written in such a way that they elicit a response we are trying on purpose to elicit a response. And number three, it's really on the spearfishing thing. It's really triaging and having a conversation. So doing things that don't scale is really lesson number three here, doing things adults scale in terms of like, this is one on one, this is manual, this is getting in there and going, you know, like the next the next conversation that we have, it's all in our spearfishing module, but it's some version of what type of health professional or your or sometimes you get a reply from someone that you've talked to. So for you guys, this is this is what might happen is you'll get a reply from someone you had a sales call with three months ago, cool, your spear phishing on that person is gonna be a little different, right? Because it's going to be like, hey, Shelly, how's it going? Like, what, you know, what have you been up to? Right? And if it's someone brand new, you're gonna be like, Oh, no, in our case, our second message would be what type of health professional Are you Is your goal to make more income or freedom or both, or whatever, that's kind of where we started, we have no idea who this person is, and what's going on. And we'll you know, we'll take them down the road. So I but I really want you too, you know, again, I'm sort of like pumped, because I love it when something like you know, is just sort of, like, so easy and effortless and goes so well. And it's like, what the hell, how does an email you know, like, make have this magic effect happen. And it leads to again, depending on what your product suite is, it can lead to a number of different things. We've even had past clients from other programs, right reply and be like, I want to work with you again, what do you got going on. So it's a fascinating, fascinating situation. So all of those different lessons that I just went through, I want you to kind of anchor those down. I also want you to plug in the email and see how it goes for you as well understand that it is always a numbers game, it's always a percentage game. The last note that I would say is that, you know, this is also a trying to hack the algorithm in many different ways, not just with Facebook, but it's with Gmail, right, like so. So because I want you guys to understand that none of these platforms, I hear this a lot in the internet online world. And I will wrap this up because I know we got some great questions. But I hear this a lot in terms of, I'm just gonna call it what it is y'all. You know, I have one setting, it's called Real talk. Entitlement right around like a certain platform owes us something like Facebook owes me something. They don't Gmail, Google, whoever owes me something they don't. Right. Like the reality is that, you know, like, if we're building a business on land that we don't own, like, we can do that temporarily. And we are a little bit right like you're gonna use Facebook groups, you're gonna use you know, whatever Instagram, whatever it is that pick your poison, but understand that you do not own any of those things and they do not owe you anything, right and especially if you're using them for free. We could argue with paid advertising All right, like maybe they should get their stuff to work. But if you're using it for free like you guys like this, we should be saying thank you every single day that we get to do this and understand that that party is also it's always going to end so whether you're on tick tock and that booms right now. Instagram reels are getting insane reach amazing. Great Good to know. Do I expect that to continue? No. Will I build my entire business on it? No. Will I use it to be a springboard into something else ABS so freakin literally if it's working what's working let's use it for as long as it works right but ultimately what you own is your email list what you own is your marketing message what you own is your expertise. Right so ultimately we're using this as a springboard and for you guys we're definitely having you start on Facebook because Hello zero cash outs you know outgoing and you can get that early cash in to be able to build the things that are on land that you own meaning your website your email lists all that good stuff, which are your assets that you can take with you cool so wanted to share that with you I hope this email helps in particular so we're gonna get that template over to you I don't know how but Hannah Hannah will let us know and and let's dive into questions and before we do that, I want to read off some wins because I'm seeing some stuff in the chat here. When shall eat narrowing down was abundant awesome. I love it. Mission Statement tweaking tip was helpful. There's my gratitude love it and the tips as what words are coming out of your clients mouths. Yes provide less knowledge and more do and program design coming along now. I love it. That's so fast. I love it. Love it. Love it. Love it. Chris said I was just watching spearfishing last night. Yeah, definitely for you. I think this would be great and I think it'd be a great top of funnel like a great like blast. It's a little bit of a spray and pray which a lot of these are you know when you're when you're when you've got such few numbers the reality is you could do with the first message manually even but with a spray and pray I love it as I like waking up the email list. It gets it gets those emails out of promotions and into kind of whitelisted all kinds of different things. Okay, um, alright, let's let's go into I see a question from Shelley. Let's go into the the pre submitted questions, and then remind me if we have time, Hannah, let's pop back in and get Shelley's question as well. Sure.
And don't also want to remind you Kristen has a when he is talking about podcast was
oh, where's that? I didn't I missed it. Did I miss it?
Oh, it's early. So I'm going to talk to our friend about setting up an impasse though to do this together.
Oh, that's over a podcast is in like doing a podcast? Oh, yeah.
Brand new as a podcast. He has like over 700 episodes and a good amount of followers. And him and I hadn't talked in a long time. But we used to be very close in high school, I just reached out to him. Already a half meeting just now chit chatting and our visions really aligning. He does a lot of he's a little woowoo. Which is funny because I'm a little bit and I'm also more western medicine. And I got a little woowoo in me. And he's whoa, whoa. So that kind of part crosses over. And he has women follow like listeners. And so we just had a long talk about what we would talk about on the podcast, with them for you know, anxiety for women who might be suffering with infertility, anxiety, or women and why how come sometimes that anxiety actually manifests and makes them fertility worse. And so there's a lot about our message that crosses over, you can note some things it's gonna be really unscripted and very organic, because we were just talk for an hour and a half about about it. And so we're just going to end the beginning of May I just wanted to give myself a week or to to get my lead magnet, like bit serial, I'm going to share with his audience to draw, you know, some leads in one and then share all of that is working properly. Before I go on to show otherwise, we were pretty much ready today. So
I love it. Well, I love so much of that because I feel like well, I love it. It's soon great because I don't want it to be like I'll do it in July. It's like none of that.
I would have done it next week. But I'm working almost everyday next week. So we put it to the person.
I'm not worried about you procrastinating. So I see you following through. So that's great. And also I love that you've had this chat with them because I feel like it's gonna you're gonna be even while you're sleeping, things are gonna simmer in terms of the conversation, there's gonna be so much more prep, but also in a way you almost did an accidental trial run. So you already know it's gonna go amazing. And then having that lead magnet is gonna be amazing. The what I love about podcasts is it's one of those things where it's like, it's not necessarily on the day it goes live. There's some miracles happening. But like we literally can I think even Shelley might have heard me on a podcast years ago. Right? So you know, so it's one of those things that like, it's the gift that keeps on giving. Right. So anyway, all right. I love it. Okay, let's go into the questions. So we can we can tackle everybody's questions. What do we got, Hannah? Sure.
So the first question we have is from Eric. So he asked for the first 50 spreadsheet, do we get URL for blogs and other sites that discuss the phrases that we're looking for? Then we want to reach out to those blog owners and ask about doing a podcast or guest blogging? How exactly do we reach out? And what specifically? Are we asking of them? Yeah,
so I would say So Eric, if you're listening to the recording, I would say first of all, Hana can definitely get you those templates that are in the module. So there are those modules with exact you know, what it is that you send them out? And we chatted about this last week at length I was at last week maybe so if you don't mind him, giving him the timestamp of when I tackled that with I believe, Chris, if I remember correctly. And so we'll get you kind of a more in depth answer there. But the short of it is you you know you the TLDR is really you want to find websites, podcasts, YouTube, whatever it first of all, whatever you prefer, let's start with that, that are talking for the the biggest distinction is that they're talking about what your client is really up at 3am struggling with. So meaning instead of saying, you know, like we were talking about, I think Chris's example was PMS, it was like it was going a bit further. So in your module one document, really look at what words are your client saying just like Shelly mentioned earlier today on the call is like, instead of PMS, it would have been headaches or it would have been mood swings or things like that. Right? So taking it back a notch even even when we're talking about you know, again, we have a room full of clinicians and practitioners and whatnot. Even words like fatigue, which might sound it is household. Yes, everyone knows what fatigue is. But is your client really talking about that? Or are they saying words like the afternoon slump, or waking up groggy or things like that. So the more that you can dial it down into simple English, what is your six year old saying the better so those are the things that I want you googling those are the URLs I want you pulling up and I'm going to let you know Pana give you the timestamp on that so that you can watch you know the whole thing that we just went into as as well as kind of on Send you where in the website, you, you're gonna get exactly what pitches to send. But basically, you just want to collaborate just like and it can be as simple as what Christian just shared in her when of like, you know, think about to like don't ignore, yes, these are strangers. And also think about that your juices should be flowing with this, it shouldn't be this domino process of like, oh, I have another idea, right? Like it leads to what I find with this process is if you do a first pass and then you go go for a walk, go take the dog for a walk, go to sleep, go to the beach, whatever. When you come back, usually you're like, you know what, I have 10 Other ideas because these things will lead to these other things. And some people will pop into your head of like, Oh, what is so and so doing? Let me jot that down. So even if you're at the grocery store, get used to this because get used to the entrepreneur life, your ideas and thoughts and everything will come at the most inconvenient times. So get used to talking to Siri while you're driving and making sure that safely you can have you know her jot it down. Or whatever, right? Like there's no pads for the shower, etc. But I want you to be able to if you think about let me contact my friends so and so do it. Okay, like those are especially because you have an an even better, like, we want to get a yes. And of course, we're gonna get a much higher likelihood Oh, yes. If someone that knows you or someone that could connect you another thing too. And actually, Hannah, we could probably put this add this to the module is you know, if it isn't already because you know, senior moment. But really, it could be something as simple and this is a challenge for all y'all anyone listening to this, you could do this today of like just posting and I know I've said this before you can post on your Facebook page or on whatever social media or all of them let your LinkedIn your IG, your Facebook, who do I know, with a podcast on such and such, or what podcasts on such and such should I be on? I'm planning my you know, like, you can do whatever, whatever version of this you want. But it's literally one sentence, one sentence with them before you freak out. Like they just send it and then I'll tell you the why. You know, like so it could be something like what I would probably do is what podcast I'm planning my marketing calendar for, you know, 20 for the summer or for the fall or whatever, what podcasts on you know, where we happen to be doing a training on hiring. So I might say what, what training what what podcasts on hiring and systems and operations should I be on? And what's going to come from that is a whole bunch of people commenting on podcasts that they know of, first of all, so they're gonna give me ideas, y'all, people love to help. That's number one. Number two, I probably might have like, Hey, my friend, so and so's podcast. So I might even be like, Oh, cool. Would you mind introducing me? Right? So it would be some easy low hanging fruit talking about a 32nd task. That's definitely $1,000 An hour activity. That's number one. If you or you could do it as as simple as Who do I know that has a blog or a podcast on such and such topic? Like you guys would be surprised tap into your network. I know a lot of people like to like to hide, especially in the beginning. But this is where there's a lot of untapped potential. And people want to introduce you. And a lot of times, it'll be just a reminder. So something like Christmas friend, it could be that you forgot or didn't know. And you know, this person and literally, that's what they do, or literally their cousin does this. Right. So there's that's where your network, which is kind of what LinkedIn started all about. And all four. That's where it pays off big time. It is likely a six figure opportunity. And it's one question away. All right, that's my soapbox on that. What's next Tana?
Talking about resourcefulness? Right? It's coming back into the shackle. Alright, so the next one actually comes from me. So we were reviewing these questions, and I go, you know, maybe, you know, I'll throw in a question for you. So can you share with us what your experience has been like, with affiliation building? What times I feel you should have you done?
Yeah, so so. So in terms of affiliate pitches, you know, it's really run the gamut, like, depending on what product price point, what industry, whether we were selling a health product, or a business product, or whatever we've done, if we've used affiliates a million times in the past. Here's the long and the short of it, like with anything, right, like at the risk of repeating myself, like some of it is stuff that takes a long, long time to pay off. It's like Oprah says, Is luck is preparation, meeting the moment of opportunity. So a lot of it is preparation, preparation, preparation, and bang up opportunity hits. So I can't remember if I showed this in the module or not, but a couple of like, there's been some like, you know, very small wins, right? Like we've followed the first 50. We built it by doing it a million times. And some of those were yeses, and they led to some sales, and it was fine. And it was some exposure more. So there was some of those, there were some bigger wins that you know, were more spikes. I'll talk about those. All of them are important. First of all, a lot of times you can't predict like it'd be great if I could say Oh, well go for only the ones that are going to be big wins focus all your time on that number one, a lot of times that's hard to predict number two, that actually a lot of those happen because of the exposure on the small ones. So once you have first of all, you get some practice, right? So if you have a podcast that doesn't have a big reach or whatever, in the beginning, say yes to everything. It's going to help you refine your message, it's going to get your confidence up where it's like, you know, by your 25th podcast, you're like, yep, turn the microphone on. And you can blab about a topic. No problem. Also, a lot of the times, that's when you know, like, you'll, it will be the most impossible to plan things you guys like, for example, you'll have someone listen to this podcast, I got 10 lessons. And that person happens to comment on someone who has a big influencers, asking, like, who knows someone that knows about SIBO, for example, just to bring up one of the topics that we're knowledgeable about in our health world, and they'll tag you in, like, it'll be the most random of things, right? Or they know or they work on that team. And they just so happened to be listening to that. And they're like, Yep, here we go, like, so understand that a lot of this is cumulative. Now, in terms of on the big wins, so a couple of things of how that's happened. Because I know that's where everybody's ears are perked up, like how can I get, you know, a spike of, of, you know, listeners or, or readers, whatever your poison is. So again, the foundation of do volume. So that's number one. Number two, I really feel like relationship building is a is an art, not a science, there are so many different for those of you that are book junkies, as long as it doesn't delay your work, I love a book by Keith Ferrazzi, I believe is the author called Never Eat Alone, I do a thing called driven dinners. I'm constantly networking with other people and building relationships. A lot of times, that's how those moments of opportunity have hit is really just be again, preparation, right? So I've got the content, I've done a podcast before I can show an example of it. So they're not like who is this person? And where did what would work did she come out of right? So be prepared, but also meeting the moment of opportunity not going to it's not this? You know, I don't know old school networking thing where people are handing out business cards, it's genuine building of connections and relationships, and leaving room for that serendipity. So to happen, right? So I've taught this driven thinners framework. And it really is just just again, like next week, I'm gonna be surrounded by a whole bunch of entrepreneurs. And I do this, you know, intentionally because A, we learn from each other and be, you know, you want to like it's a it's a sort of domino effect slash cumulative thing that happens, right, these relationships over time, so people that refer you, et cetera, et cetera. So that's kind of how I've done it. It's been very, but it's also about putting yourself out there shooting your shot. It's about not being afraid of rejection. Just yesterday, I was like, you know, I sent in a thing because people were asking for, for someone and I was like, Well, screw it. Let's see what happens. You know, it's, it's, it's, you know, again, to be on that manifesting Law of Attraction woowoo side, the second part of that is really being not attached to the outcome. And that's the important piece, right? It's like shooting your shot, but then don't be like, Oh, my God, they didn't reply. It must be No, I'm a terrible person. Right? Rather than that, we don't have time for that, like data, not drama. Okay. So that's my left side of the brain is like, what's the spreadsheet with it? What are the numbers? Like, what are the what's the situation, so feel like, definitely shoot your shot for the ones that are big wins, but also, in the meantime, do the prep work to earn that so when you notice when you see a lot of people that have had really big wins, great successes, everything else. Someone that I love, like listening to is Leila horn. Mozi. And they are her and her husband are the founders of gem launch. You know, they wrote a book called 100 million dollar offers, they are now the founders of acquisition.com. Like, really, like they sold a piece of their business for something like 60 65 million, right? So we're talking big, big numbers. But it's fascinating to me, when I hear about when they started, they were literally flying on the plane for free to gyms, and little sleeping in the gym because they didn't have the money to make things happen. Right. So those early humble beginnings are what makes those big wins. It's cumulative. And you and it's earned and it's why most people quit, right? It's why most people quit somewhere along the journey, whether they're five years into the business or whatever it might be. It's why most people aren't in this room. Cool. Does that help Hannah?
Yeah. Sweet. All right. So next up we have from Kristen so not really a question but could use a little bit pick me up I'm struggling with using pa SM on potential clients I get that selling is serving but agitating pregnant woman and maybe women struggling to get pregnant or how to get it back pregnancy or delivery seems wrong to me and my Ps are weak because of it. calling attention to what worries them and maybe making them more worries feel back to me is the PDS plus or other selling tactics? Can I focus on if I can't get past
this? Yeah, okay. Two things a PDS is marketing not selling I would say just quick reframe on that. But I would say I mean, I want like two things a with anything. First of all, I want you guys to do what's in integrity for you. So whether it is on so feel free to tweak what you need to tweak in terms of like You know, what's it called, like, for example, on our sales system or whatever it might be, that said, you know, a lot of you know, I always say, hey, try it our way first. Because if you tweak things, you're not going to know what in the recipe went wrong. If it doesn't work, right, like have a baseline and marketing, nerdy terms, it's a control, right? We want to have a control. So when we use a template, an email template, we want to send it as is. And then if I want to try and beat my own control, which I do all the time, I'm like, let me see if I change this one word in the subject line, let's compare them and see what happens. But now I know like, Oh, this one converted 37%, this one to 27, or at 42. Great. Now I know. So that's number one. Number two, you can you can do you can share content and whatever way you want. Like a lot of sometimes I just get on a Facebook Live and I just speak from the heart. And I don't have I'm not following a framework. I'm just I want to share something I will share a call to action super important that you share a call to action, of course, like let them know what how, how they should work with you. But I think with the PIs and this is just old as dirt marketing, right? I certainly didn't make this up. This is from the godfathers of marketing, you can find this in textbooks from from the 70s. Even what I want you to think about really what I think would be most useful to you, Kristen, and for anyone else thinking this. And this is something that comes up a lot, especially in the early days of marketing is sort of like, first of all, marketing has this. It's a little bit of a dirty word in a way, right. Like, it's I noticed that when we had a writer in our health blog, and I remember like one of her one of her posts made some said something about marketing and it had marketing in this connotation. I was like, No, we got to change this because this is not I don't believe this, you know, but But I understood where she was coming from because it is this sort of like, Oh Mark, this is just marketing and marketers are trying to get us to buy I don't I don't even remember what the blog post was about. But maybe I don't know, fluoride in toothpaste, right, whatever it might be. But like, it gives us this Mad Men era of like, just how can we screw the client, you know, type vibe, you know, it's just gotten a dirty word, which is fascinating to me. Because the reality is just like with anything, it is it's a neutral tool, it can be used for good or evil, right? Just like money, money, you can use it for good or evil, like anything, you can use it for good or evil, right? And everything on the spectrum of everything in between. So So here's the reframe, like, and I love that you added on, they're selling a survey. Absolutely right. Because there's also like selling itself has its own connotation, and people will stay broke for years because they would rather give everything away for free then sell. I think what what what I want you guys to understand is regardless of what tool you use, and I want to talk about the education in particular, but let's talk about marketing. First, let's zoom out and talk about marketing in general. And selling let's we can even put them both in in one bucket for now. The reality is, and I was actually just having this conversation with someone, um, if you don't like if you don't present the offer, let's even just say like, let's, let's even just say forget the PHS forget any of that. But like, if you don't even just put on your like bio of your Facebook page, like, I help x with y, you know, if you don't at least let people find you, you don't offer them the program and say, Hey, like, there's this thing, and you can buy it if you want. If you don't, at the bare minimum, like offer it, you're really stealing from those that need you most. Right? So this is the reframe that I really want you to have is like and and I would even take it a step further like because if you're hiding, if you're playing hard to get if they've got a like a finding you is going to take talking to 25 people because you are not putting your message out there, you are not getting yourself out on podcast, you are not doing PDS or something on Facebook and whatever else, you're still now kinda sort of steel, like, maybe you're not blatantly steel, right? But you're still like people need you. And if you have something that is life changing, which I already know, everyone in the group, you know, does because, you know, otherwise you wouldn't be here and we went through Module One with you guys together. So we already know it, you know, then then you then that applies, right? Like this is not You're not selling a miracle wrap something or other or all this nonsense multilevel marketing crap that's out there. That's number one. Number two,
you know, if you're off, like, first of all, so what's happening with that, I guess to wrap that up, what's happening with that is if they're not buying your solution, there's two things that's happening either they're buying someone else's solution. Cool. Hopefully, it's good. I mean, hope hopefully it works, you know, I don't know they could be buying the miracle shrink wrap multi level marketing thing. Or as in our mastermind, we always like to joke about the diarrhea tea, you know, that's out there. Like they could be going for that because guess what their marketing is, you know, they definitely at least reach a whole bunch of different people. And they will use the same tools or you know, all kinds of different tools for evil, right, fake before and after pictures, all kinds of nonsense, okay. So that's number one. Number two, or they're not getting the help, you know, they're not getting the help. So I was just talking to someone about this related sort of Small tangent, you know, who was having a hard time with a price point of like, $2,000, I want to sell something for $200. And I was like, that's cool. But a, they're most likely gonna buy with the best of intentions leave it on their digital shelf, it's going to collect dust, they're not going to implement it, I'm sure that content will be good. But they're not going to implement it, they're gonna watch it first of all, second of all, let alone implement it. So of course, you're not gonna get the result. And then it's gonna be Oh, Christmas program doesn't work? Well, no, the program is fine. Like, you can't offer any support at that price point, etc. Right. So again, it's another way of, you know, like, just to not have to learn this and not have to, you know, like, learn how to sell a $2,000 program. In that case, you're still stealing from those that need you most, because you're offering them a bandaid and they need surgery. So I would rather if they need surgery, I think you're doing them a giant, like I'd rather you offer them nothing. Because offering them a band aid and having them think that this bleeding out on the street is going to be solved with a band aid. They're actually now leaving with Oh, I think I'm gonna be fine. And then they're dead. Okay, so this is the very dramatic example of like what we are doing, we're making ourselves feel better. But ultimately, what we need to do with with with the client, let's say on a sales call or on a PDS. So in our marketing, and in our sales, part of the reason I mean, I came out of the womb, being a truth talker, part of that is the Argentinian culture, but I've become even more of a truth talker, the older I get. And, and part of the reason for that is because it's more efficient. And I really, really like it's in one of my core values that I'm if I lie to you, I'm doing a disservice. So my friends, when they asked me for advice, they know I am not the person to come to for a Yes, man. You know, they're the person that I'm going to ask them on the spectrum of how real Do you want me to be with you? You know, Do I have permission to coach here, you know, and then I'm gonna go in and be like, I think you're doing this and I think you're missing this year, you got a blind spot here, that's the person I am. And that's, that's what is the most helpful. Now not everyone's ready for that not everyone wants that totally and completely fine. When so christen the reframe in terms of the agitate in particular, you know, like when in the problem agitate, solve, and surely this is new to us. So don't worry about you're gonna get to that, but in the bulk of it is on the agitate front. And what we're really doing is having a real conversation on what the worst part is, we're doing the same thing a little bit on the sales call, or in a sales page, even so understand that no matter what you choose, whether it's a Facebook live a written thing, a page a call a podcast, right, this will apply for your podcast, like if you're going to be airy fairy, and let them think that you know, but if you just go to bed earlier than your anxiety is going to be solved. And you're going to be fertile, that it's not, you know, like we know, like the that's not it's not that easy, or everyone would be pregnant. So you know, so the reality is the best thing that you can do, when you put yourself in your like, again, let's forget about us put ourselves in our clients shoes, what is in the best interest of the client, if your program is life changing, and if they're a good fit, right, there's a filter, right? Like, if they're not not a good fit, like, you know, maybe you have someone that is that has complications that you that, you know, you're not gonna able to help with fertility wise, or maybe they're out of a certain age bracket that you can help cool, then that's it, they're not, they're not in the group of people that we can help no problem. But if they are, your what's in their best interest is for you to do your best with the tools that you know, with what with the skills that you have with the experience with the practice that you have on Bas, on marketing, on sales on whatever to, to let them see what their problem is, and what it's costing them. And that there's a solution available. We don't need to beat them over the head with a mallet and make them do it. Like these are adults with free agency and they can choose to do it or not do it right. But it is our it is our duty, we would be terrible coaches if we don't at least Right. Like let them know like, hey, right, like I've mentioned to you before, in terms of the doc that said, it's not a matter of if you get diabetes, it's when with one of my family members or for me, you know, saying basically mentioning like, Hey, if you don't change your diet, you're gonna end up with multiple sclerosis. Those were two very hardcore conversations that completely changed the direction of my life. And my family members life. It was not airy fairy like, you know, you can you know, walk a little more, that was not the conversation. Does that help at all? Kristen, any follow up on that?
Um, no. Well, I mean, you very helpful. I am feeling like doing the podcasting is a lot more true to myself, going back and forth, and I really get to display better who I am, what my vision is, like, who I want to help and how I want to go about doing it without giving away all the details of the course. I can still kind of show people who I am. And just doing the practice that we did made me feel like oh, this is for me. Like I can do this. I enjoyed it. I was animated. He also does video too. So it's a video and he does A YouTube channel and he'll do both. So it was just really felt that was right. Like doing the Facebook, I'm not afraid of Facebook, I've done Facebook, I've marketed other businesses on Facebook. But doing this on Facebook, I'm struggling with it not because I don't want people to see what I'm doing, I've received so much positive feedback about what I'm doing. I feel like I'm definitely struggling with that agitation and being like, you know, I do have something that will help. But I think that the healer in me feels like that agitation part is not healing. And I'm struggling with that side of things. I'm really trying hard not let the upper limit problem like I'm recognizing that. But I feel like I have to be stay true to who I am. Keep my integrity, be proud of what I'm doing, and be proud of what I'm saying. And so I don't think pass is bad. I think it's maybe what's best for me to get my message. So I have been reading I just started with your September event, because I never really looked the night before. And I saw the spearfishing. And I realized there was a lot of other marketing things in there. And so that's what I'm focusing on this. But yeah, so going forward, I'm going to focus a lot more on trying to get on some podcasts because I feel like that's a very easy, organic way for me to just explain who I am and what I'm about and get that message across in a cleaner way for me So So Thanks. Okay. Just want to say also the buying someone else's product, right? Like if they're not buying mine, they're buying somebody else's. And I probably do have something to help them. If that was helpful. Yummy.
Yeah, you're welcome. You got it. My pleasure. And I think, you know, there's a lot to be learned from that. So I think, you know, it'll be interesting. So that podcast energy like, and I think, you know, maybe you're doing just to keep up the momentum with the Facebook Lives If you want to switch the format to almost as if you were on a podcast, but you're by yourself and doing that for a while. I think I rather you stay in momentum and in talking about it. And let's see how it let's see what happens that said, you know, you know, this is where and I just want to plant the seed for you to think about in terms of and I so get it because it's two different modalities. And for most of our clients, this is the case they come in. And usually, most of our clients, nine out of 10 have been behind what I call the paywall, meaning they've been in delivery mode, but in terms of like the marketing, the selling the how do they get it, there's a front office person that deals with all that. I don't know, I'm sure whatever, when you're a patient, and from there, I'll take you on. And so most of our clients are in that healing modality where it's like, Oh, I've got the patient that landed in my lap, and I know what to do with them. Awesome. And have never had to get the patient right. And so there's all this stuff that's happening, right without you guys having to do that. And by the way, it's happening like this, or, or differently, right? It's mostly the commercials talking about Ask your doctor about such and such your arm will probably fall off. But don't worry about that part. Okay, so anyway, we could talk about to traditional marketing a whole other day. What I want you to think about though, with the small reframe I'd want you to like ponder on is that part like you cannot heal anyone, unless they know that they need to be healed. And this is the part where your your the healing starts here for sure. But I would argue it starts before the paywall, right, because if they don't come in, so again, if that person, you know, if that person dies from that, you know, surgery they didn't have when they got the band aid, then there is no healing that needs to happen. And so part of the healing is having that really tough conversation going yo, if you don't change this, I just want you to know, you know, and for you that conversation, the quote unquote agitate might be as simple as, you know, reminding them of what they already know, which is that the clock is ticking, believe it or not, I actually have a friend who was incredibly smart Ivy League educated, I can give you her whole rap sheet and really didn't start thinking about having a baby until 45. And it's had all kinds of, you know, issues with that. And I think might be giving up. I don't know, I think she might be going the adoption route now. And it really like I she, you know, I've talked to her at length about this of like, it just she just the clock was ticking. And she just never really even thought about it. Right? If she if she had been if she had had your marketing messages, she would have at least been like, oh, okay, this is actually just so you know, it's going to be harder two years from now. I don't make the rules. It's what it is, you know, like, do you know, do you want some help or not like up to you again, this is all decision based. We're not forcing anyone to do anything. But I would argue when you think something's been hammered on a million times trust and believe it hasn't got somebody that has
also you mentioned doing you know, in the moment Facebook and that also resonated with me because I was just thinking today gosh, I just read an article about how they're opening up a new center in New York City and this to take care of pregnant women and they go there it's like a retreat and I thought and then the whole article was about how some cultures do that but many in America we do not do that. And I thought to myself, wow, like that resonated with me my population. I was like, I'm gonna go pop on and say Something I'm going to do today we do about this thing. And I felt like that was more of a way to like draw attention to like what we're not doing for our moms and make it like that rather than like a structure. PS, I'm totally more about, like, when I'm when I'm inspired to do something. And I would do it like, do Yeah,
absolutely do it and let it be an experiment, like you've got some PSAs under your belt, like, let it be an experiment, grab that spreadsheet and see what I think you know, your energy. And by your I mean, every single one, you know, like your individual energy, my individual energy, when I get on Facebook Live is gonna matter so much more than the topic or you know, my following the structure perfectly or whatever. So definitely, like experiment with that. And I would also it's a great excuse to email your list of great excuse to do a Facebook Live, I put in the title like did you see yesterday's New York Time article or something like that? Right? Because people love that kind of thing. Also, and I'll stop here. So we can go on to the next question. But the last thing I would say on that is that's a great pitch on like, if you have some of you see something timely like that, you know, this is where Huffington Post or whatever, we're pitching yourself, it goes a lot better, where it's like, Hey, I have a whole thing to say about this thing that came out yesterday, or like I have a counter topic or I have a you know, whatever. So it's when you're like your likelihood of getting a yes on something that's very timely. That's what they want. Cool. Great. I can't wait to see your stuff and see and continue to hear about how it's going Kristin, but you are on the right track. And I'm so excited for your podcast episode. Let us know how it goes. Okay. Hannah, what's next?
Yeah, and definitely share that episode when it's available. For us, for sure.
Yeah. Sorry, to interrupt you is like for you guys. Like also, you know, communicating together like a lot of you guys will have a little bit of an overlap. So if you do if on your topics overlap, and feel free to start a post in the Facebook group, in terms of you know, like, what, you know what, like, in terms of sharing each other doing doing a Facebook live with each other, to interview each other, like, for example, for you person, when you found that that interview structure really, really works, like, see if you can do an interview swap with someone. And it will just give you some practice, it'll give you a little bit of exposure, it'll Facebook loves that stuff in terms of their algorithm, you know, so all of
it. Okay. All right. Last question from Kelly. So we're going back to the question that she has put into the chat. I do have a big question on the spearheading email, the I'm guessing is very phishing, emailing do you send the program to other health providers who might refer clients to me? A lot of my contacts and followers or providers?
Um, yeah, so yes, and no. So I would say, and this is like, I don't want you to worry about it too much till you're like Module One is solid and start there. But I would say for other if for providers, what's going to be amazing is the first 50 is going to be more useful to you than the spear phishing. So I would probably turn that around, I would use the I would go straight into the first 50 For sure. If you've got a lot of providers in your network, like because they are you know, they could be affiliates. They could be partners.
Okay, I haven't gotten to that yet, because I'm a newbie, but on the idea of thinking about all my contacts, I was like, Oh, wait, like, what I was wondering is, so say I send my, my program off to advanced concussion clinic? Are they just gonna be like, well competition? Or would they be like, Oh, maybe I can send the person to you. Like, that's where my question was? Yeah, no
worries. So we tackle all of that in that module. So yeah, so watch it, but and I would say, like, yeah, do focus on module one first, but I would say like, front, I would say that that's probably next. So for sure for you. Because I think since you have that in your network, like do that next, watch that training, because Well, that'll help you narrow down in terms of who and also in terms of how you're definitely not sending anyone your full program. I mean, you're not even building it till you have your first client. So yeah, but for sure, for sure. I think that would be like a huge great way to start like, you know, affiliates. It's interesting right now I'm seeing a lot of people talk about it, which is this is the old an old school, you know, you know, this is not new and yet it's really making a comeback because of things like the Facebook you know, algorithm having another child like we always expect it in December, it goes wonky, but it's having an unexpected change in you in q1 and so it's having a lot of business owners have to be like, Oh, how do we replace this $300,000 or whatever it might be? So it's it's it's always been a fantastic way to do it collaboration and it's it's those fundamentals of relationship building and a little bit of technology, you know, if you're using tracking but with high ticket sales, like you guys, you know, really word of mouth is enough or hot, knowing that someone came from someone is enough, you don't even need the technology piece. So that's
and and it's not always competition. I don't think I think I think that but then I realized, Wait, I've had referrals from other OTS who are like, Oh, I think my client needs a yoga program. You know, I can't offer it to them. Maybe you can't or so you know, it's not all competition that
happens in every industry. Yep. My hairdresser just referred me to another hairdresser. A particular she doesn't do ballet. She was like nope, my friend does it though. Go to the next year. So
yeah, yeah, I think in healthcare it's not like like we are used to referring each other that's what we do right? Like I would refer to physio, Cairo, whatever in my, you know, allied health, so exactly what to pick to think it's all competition.
Yeah, well and that's our mindset of like, it's really just that that sort of limiting belief that comes in and goes, how like, and some of us are more prone to it. So I'm a DC on disk. And so my high C is always and it's a good CEO profile because it is sort of the like, I can see the possible problems down the road and so I can hedge for it. But in the early days in particular, what it was was a constant break of like, constantly hitting on the brakes. It was like gas brake, gas brake gas brakes, and I had to really train it to be like, Okay, let's see the potential okay, how do we mitigate that whatever and go forth and find out let's see what happens right. So yeah, so it makes perfect sense that your subconscious is like Oh, possible red flag alert, you know, and also keeping us safe and small and you know, all that good stuff all in the big leap. But yeah, I'm excited to see what happens with your with your affiliates. So start follow through with your module one and then next for you will be your first 50 For sure. We'll get a lot we'll do a little bit out order. Awesome, fantastic questions you guys. So I want to start a takeaways thread give give people some FOMO. Those of you that are watching the replay I want to see you on the takeaways thread as well. You'll see this tomorrow. So Hannah is going to start that in the Facebook group. I want to hear what is your biggest takeaway from today's call, whether it is answering your question, or somebody else's question or something from the mindset minutes. So take 30 seconds and go pop it on there now. Tomorrow, we have a q&a call with with the team and then we are not on the Thursday call next week, but we will be back the following week. Don't forget to submit anything for critique by the Sunday night and we'll see you guys really really soon. Bye for now.
