How I Sold $40k in One Day with Ten 15-Minute Calls

You're listening to the PT Profit podcast, episode number 139. Today I'm breaking down how I sold 40k in one day with ten 15 minute calls. What I can do, you can do. Are you ready? Let's get started. Hi, I'm Beverly Simpson, former fitness manager turned online personal training business owner. And this podcast is where smart fitness professionals, including trainers and clinicians, discover how to increase client client performance in movement, package and position their products and services and get out of their own way so that they can increase their revenue to live a life that they love without sleazy sales. Welcome to the PT Profit Podcast. What's up coach? Thank you so much for pushing play on another episode of the PT Profit Podcast. I'm your host, Beverly Simpson, and if this is the first time you are pushing play and hanging out with me today, well, you're in luck because. Because this episode is going to be a doozy. And when I say you're in luck, I'm really, honestly just joking with you. So, hello, welcome. I'm super happy that you're here. So let's go ahead and dive in because this is going to be a big share. I'm going to share a little bit of what's been happening at the end of Q4 as I go into Q1, why I'm making some of the decisions that I'm currently making right now and I'll be sharing. And really, honestly, it ultimately is coming down to what I've recognized and realized doing this 40k day in 10 calls. So I'm going to be unpacking that. And it's also what led me to what I've been doing right now. Okay. Just in case you haven't been following them in the socials, which I will get into. And honestly, you'll. You're going to want to stay till the end, mostly because I'm going to unpack a really powerful tip that is going to subconsciously connect you with a potential client. So again, this tip I'm going to give you, it's really powerful. So just be sure to use it on someone that you know is going to serve them. It's for their highest good and it is someone who's ready to say yes to themselves. So let's go ahead and dive into it. So first, what I'm talking about and being so, I don't know, get to the point about it, Beverly. I've opened the doors to PT Profit formula for enrollment and I started yesterday and I will close enrollment on Friday. And so the reason, let's just unpack this for a second. And the reason why I'm being coy, I guess is the right word about it is because I had originally said in January that I would not be opening up the doors again and I would not be opening up the doors again until September. Well, here's the reason why I changed my mind. Because the truth of the matter, there's two truths here that I want to just unpack. The first is that the truth is I'm not really opening up PT profit formula ever again. Not in the way that it has been run in the past. I'm revamping this program and, and what's interesting to me about it is that honestly the way that it's going to be rolled out starting in March, this is the way that I had originally envisioned it when I sat down and thought about, all right, let's just do this process, let's get this process out on paper, let's carry people through this blueprint. I had originally envisioned that the program was going to function and be like this. And it's not that it wasn't, it's just that it does. It also doesn't take into account a lot of my skills and my reps. And I'll explain further as we go into this, into this episode. So what I just assumed was easy for people and thought, oh, they just don't need that. I can rush through that, I can move through that quickly was actually some of the work that was, or some of the reasons that were preventing some of the people that are signing up to have really mind blowing exponential results. And what I noticed was happening was that people were not coming to the calls or they were coming to the calls, but they hadn't gone through the material. And it was just a very interesting time for me to review the success path of the clients. And now if you're new here, what you'll know about me or what you'll learn about me is that I'm actually very, very thoughtful and I lay awake and I care more about my clients results than really anything else. And so when I start to see a pattern, and for the record, it's not that that people aren't getting results, so don't sweat it. So if you've just now joined me and you're like, oh my gosh, I'm not going to get a result, you absolutely are. Because it's not that. Because that's one of those trick. It was one of those tricky things where I felt like, but these people are getting results. How can I raise the boat, raise the bar and get more people to take action? How can I get more people faster, quicker results? What is preventing them from actually doing it? Okay, so that was one part of it that I was thinking about when I was evaluating. I was taking a lot of insight and feedback from both of the clients, as well as getting feedback from people who said not yet. And what was interesting to me, and this happens a lot. This happens a lot to my, A lot of my accelerator clients. And it was also happening to me is that I got to this point where it's not that the program wasn't successful. It is very successful. It's done really well. And I've been really happy. And I love working with the people that come through there. And it's been like just incredible. So it wasn't that. That anything was particularly wrong. So I want to just preface that and say. But there's just. There was something that just was not jiving with me for a better word. It just felt there was something about it that was. That was causing me to feel really unsettled. And so my friends will tell you and my colleagues will tell you that I have been. I've been really agonizing and going over this over and over and over and over again. And the reason why I share this, honestly, if I'm being fully transparent, I'm a little hesitant into sharing this and a little hesitant saying this to you because the about. Maybe I should just wait until later on in the year to share this with you. But listen, I'm all about. I'm. I'm here for the raw, the nitty gritty. I'm in the trenches with you. I make no apologies for where I am. And I love having this record of what's been going on now so that when we are all at our desired outcome, we can look back and be grateful for this moment. So I was really looking at it, agonizing it over and over and over again, and really just diving into the offer. And this is a CEO task, really looking at this offer. A CEO is job. A CEO's job is to evaluate performance based on the data, make the decisions, and then do the play. So I really had been looking at data from, you know, seven, seven, eight launches, looking at it. What went well, what didn't go well, what got. And then, and then what happened is that I really started to look at the success of this 40k day and I really unpacked well what made this successful. And I'm going to go into that in this episode. Then I also looked at, well, what is making my one on one? So my one on one clients and my accelerator clients, what's making them so successful? Why is that offer so easy to sell? So after this 40k day, I was like, all right, well let me. If I were to take another one on one client today, what is it that I would do? And then it hit me and I just had this realization of, oh, Beverly, you're not doing that in PT profit formula right now. And that's what I need to do. I need to translate what I do with my one on one client and put it into the group. And now for the record, I kind of do so right now. When you look in, in the portal, the way that I have it set up, set up is especially for my students who are listening to this and you're looking at this, this might be confusing. As I've now adjusted the portal is that when you, when you join us inside a formula, inside the portal, you have an encyclopedia of information. Like it is literally everything you need to get, you know, multiple six figures and, and, and truly beyond the, the messaging components. I'm going to share with you a tip today, but the messaging components inside of that training, honestly, if you nail the offer it, the sky is the limit. And I stand by it. I guarantee it. In fact, I've watched it happen for my clients. I've watched it happen for me. This is how I got to multiple six figures and it will be how I get to seven. So as it was set up before, it was really set up like designed like an encyclopedia. And the reason why I did that was for two reasons. Number one, I really love, and this is also why I was really drawn and pulled to the evergreen model. Because I really love the idea of when someone, a consumer has a problem, they get to decide. They get to decide when it's time for them to buy. They get to decide how fast and slow they want to, to take in the information. Like, I feel like there are turtles and there are hairs, people that need to slowly process, learn, implement, get support. There are people who are like me who need to binge watch all the training and then go back, rewatch it and iterate it and integrate it. That's just how I work. And so I was really adamant about meeting people where they're at and all of the other programs that I had looked at, that I had research that I had studied. And it's not even necessarily that this is bad. I've fallen into this Trap too, which is where they teach one way. Like if you, you go learn, want to learn Evergreen model, you're going to go sign up for an Evergreen course. You want to sell high ticket one on one, you're going to go sell high ticket one on one, you want to learn how to do a membership, you're going to go find someone that specializes in membership. And for me, the way that I looked at it is I felt like all roads lead to Rome. And I've taken so many courses in my life. And one of the frustrating, frustrating things is that there aren't many courses out there that are specifically designed to help you uncover what it is that's going to work best for your business, which is what my intention is with PT profit formula. Because the truth is that all paths lead to Rome. It's not about picking the best, the right. It's about finding what's in alignment for you. It's about guessing, testing and assessing. Okay. And I've also had the pattern in my life before this point of feeling urgent and rushed. It's just who I am. I feel very. It's been who I've. I am for so long that I'm almost. That I'm rushing to just get to the next milestone. And I'm not really savoring what's happening in the moment or acknowledging what has. How far I've come. And I think this is, you know, a marker of a high performer. So I'm not criticizing it or coming from a critical place. I'm honoring that. This is something, something that is true for me and about me honoring it and then figuring out how it fits and how I can use it to serve. So, so I really. So that's one of the reasons why I had the program laid out the way that it was. And then I've run this program live. So I used to, before I had the portal, I would teach it live, which is what I do with my clients. And, and sometimes I would teach, sometimes I would coach, depending on what was being brought to me and where we were in the process. And so I started realizing as I had taught this, this program for a year, that I was repeating myself over and over and over again. So I thought, let's do a hybrid coaching model where I put all of the training inside of the portal. People watch the training and then they come with, with questions, which is what I similar to what it. How it works now. But that is literally the intention behind it. But now that portal is so dense and it can feel so overwhelming. To someone who is new to this world. So put yourself in, in the shoes of someone. So if you're listening to this and you're an accelerator and you're a client, you've looked inside that portal. Just go into the shoes of someone who has never looked and thought about marketing, marketing at all. So this is kind of what I was saying when I was saying, you know, that it can feel overwhelming or that I am undervaluing. And by the way, I'm not alone in this. Chances are if you're struggling, you're probably undervaluing the skills that you have. Just assuming that every it's easy for everyone. So in my mind I was like, everyone knows this, I need to give more, more, more. Sometimes less is more. So people would go into that portal and they'll see training on high ticket, training on automation, training on webinar, training on challenges, training on three part series. And while the principles are the same in terms of the messaging and carrying someone through a messaging customer journey, it can feel overwhelming to look at the different sty sales mechanism. So there is power in the specificity of teaching one way. And so I'm really looking at that. And I started to realize as I was doing the calls and people were intermittently showing up or when they were showing up, there was almost this sense of shame, like I'm not a good student, I'm not a good client, I haven't done it. And I started to realize that I need to take that type of pressure off. And so then came PT Profit formula. The way that it is going to be delivered starting March 21, when you enroll today, you will have access to pre work. There's bonus material in there and you will have access to the pre work. So the way that the program is going to be delivered from now on is that there will be training that is released on Tuesday evenings. You will have a week to implement or to review, learn, implement that training and then you come back on the Tuesday call coaching call to answer any questions, get coached on any of the material that we've gone through. And so I, because this is the first time I'm rolling it out this way, I'll be dripping it and it will be dripped weekly. But after this round it is going to move to meet you where you're at because those are still components that are actually very important to me. And so I want to meet people where they're at. And so the way that the process will work is you will review and the trainings will be a little bit Less dense, a little bit less overwhelming. The idea is that it's they'll be able to remove the overwhelm from the experience and really carry someone through it. So if you join and you're experienced and you've already gone through this and kind of have an idea and you're really just wanting to take your messaging to that next level, the work will not be so overwhelming. It's not going to be three hour long calls that you have to come to to get your question answered. It's literally going to be short chunked out training that you'll be able to move through. And the idea is not necessarily just the to lear and study. I really want you to get the practical because the reps and the repetition that is when you're going to get that skill acquisition. So it'll the modules will be dripped out weekly and so module the pre work, the bonus pre work is you know the inner game of a seven figure CEO like that is really going to be, you know how you can step into operating as as the successful coach and really enter these new perspectives and fully EMB is what is possible for you because it's time to design, craft and build the business of your dreams and really just maximize leverage in 90 days. So we're going to upgrade your pricing, upgrade your offer and just really get aligned with your visions of goals. And then in module one it'll be drip weekly. We're really going to break down the six figure coach custom 90 day blueprint. We're going to uncover the truth about goal setting, why it doesn't work, what does and get crystal clear on your custom, easy to execute, execute achievable plan. So you're going to get clear on what we're going to do together in 90 days and I will be there to hold you accountable to that plan. Did you take the binary action or did you not? And we're going to really move through this. We're going to uncover in module two your unique mechanism, how you can become the go to sought after expert coach in your field even if it feels like you're in a saturated market space. We're going to unpack the truth about niche, how to get focused and how to actually uncover cover who it is that you want to talk to and how do you want to connect with them. Then in module three we're going to craft this must have now offer. Now hopefully what you have on, what you've heard up until this point as you're hanging out with me is just how vital and Important this irresistible must have now offer is we want to craft that offer that the clients are so excited about so that they actually get results delivered in a way when you're working less and still delivering highly valuable customer experience that drives results and keeps you paid. Then we're going to move into the modules of mastering the art of selling without selling, building subconscious rapport. Master the psychology of sales in your content so you can stop selling, start serving because honestly when you get this, your content will do all the selling for you or the majority, I always say 70% of the selling for you. Then we're going to break down a client attraction formula. We're going to move into an ethical messaging ecosystem. Then we're going to talk about setting up your business engine so that you can execute the systems with performance indicators, leverage your time. We're going to go through your filling your business engine with qualified leads even without using expensive Facebook ads. We're going to talk about advanced subconscious rapport building, assess and improve the performance of the business machine systems instruction structures to scale. Because your business success really ultimately comes down to four phases. Design it, deliver it, master it and then reach maximum impact. And so now the PT Profit formula delivered in this format with dripped out content so that you know exactly what you're going to be doing, reviewing, executing, implementing on, on a week to week basis that specifically custom and designed for you. To me that is going to be, that's going to be the key. That is what is going to unlock six, multiple six, seven figures for you. And so the PT profit formula is that 90 day container. Now so this doesn't mean that you know, the overwhelm might necessarily will go away or that there isn't work to be done. I'm not oversimplifying it, it was interesting. I had a really, you know, interesting conversation with an accelerator client of mine is that it's not about necessarily simplifying things for the case of making it simple. It's about how you can understand the complexity in a simplified way so it doesn't necessarily have to feel calm, uncomfortable though it's complex because I've listened to the way other people deliver and talk about niching and ideal client identifying problems and it's not, not that that stuff's not true. It is true. It's just when you really get down to the psychology of sales humans, their experience, their conscious and subconscious programming is much more complex than that and it deserves the reverence and understanding of the complexity in order to help them to end suffering, to get them to move and for you to live a satisfied and fulfilling life. So for me, when I back and ask myself what is going to help me feel fulfilled and satisfied, it is this. And then the PT Profit Accelerator is really the next layer and it's an accelerated version because that was one of the other things that I was grappling with, this making sure, you know, who's this for? Where's the best place for you, where should you go in the continuum? And honestly, and the truth is that I'm such a go getter that no one wants to play in the kiddie pool. I for sure do not want to play in the kiddie pool. I want to be in the room with seven figure earners because that's what's going to uplevel me. No one wants to be the smartest person in the room. Not, not anyone here hanging out with me, that's for sure. Everyone is looking to evolve and expand and grow. And so I was really looking at how can we deliver the complexity in a way that people will implement and get results. And, and for the record, I just want to reiterate, it's not that people weren't, they are getting results. It's a great program. I still stand by it. I'm just always looking for way refine it. And this is, this is the process that I have now come to and what I'm working on now, the PT profit formula, etc. Accelerator is a 12 month container because this is where we're going to build the engine, the machine, we're going to refine it. It has more one on one support, there's guest vault, Facebook ad support. This is really catapulting you into that next level with a new level and layer of support support, team building structures. It's, it's, it's another layer of access, higher level access, one on one to me to coaching and to really high level action takers. So if you have any questions about this, please feel free to slide into my DM B Simpson Fitness team. B Simpson Fitness. Just let us know what you're struggling with, what your questions are and whether or not you know which program is going to work best for you. And I'm happy to unpack and uncover that. So those are really the two programs and I had said this in January that I was going for and I really wanted to just grow and so one of the other things that I said was that I was not going to open the doors again for PT for Profit formula until September. And honestly this is for three Main reasons. And so the first reason, if I'm being fully transparent and honest with you, which this is what this podcast is about, this is what I'm here for at the end of 2021, was really getting to this place of. Of. Of feeling burnout and feeling like I was about to reach burnout. And I hate that. I. It's hard for me to admit that, and I don't even really say it in this way because. Because I. I really, honestly, I live to serve my clients. Clients. And I honestly. It's hard for me to admit that because I honestly, truly, like, I wake up in the morning and my first thought is, how can I serve it Honestly is my first thought, how can I serve my clients? How can my client success keeps me up at night, taking care of my kids? I just was. Had so much of my cup was getting poured into other people that I was not taking the time needed to replenish and refuel my own cup cup. And that is an issue. And it was an issue inside of the business. So what was happening is that I was looking for the ways that I could stop energetically depleting myself. And if any of you have been involved in launches at any capacity or in any way, those can be energetically draining. Not because they're hard, because they're not. They're not hard. They don't have to be hard, but they can be. It can be very taxing to constantly be on or constantly feel like you're on. Constantly feel like there is something that is expected of you. It's this, like, looming, looming thing in your mind that, that. This looming pressure, right? This looming, unspoken pressure. And so I really was looking for the ways to release that. How can I. How can I make this feel light and easy? And honestly, it's something I still ask myself. It's something that I quote, unquote, understand. I teach people to do that. But just because you understand something doesn't always mean that you are. That you know it. Right? And so it doesn't matter, by the way, whether you implement an evergreen model or a launch model. All of this is. It's still. The work is still there. Wherever you are, there you are. So I was just feeling so drained, and I was looking for way and I. That was a pattern. I teach my clients inside to really evaluate, well, what is the performance of the machine that you built, what is happening. And so when I was really looking at this data and I recognized that the launches that weren't as successful as previous launches, I was feeling like, oh, it's because I was so strapped in I didn't have time to really pour in, to connect, to amplify, answer questions. And so I was looking for the ways that I could close that gap, make it more streamlined, easier, lighter for me. And the other thing, one of the biggest objections that were coming up for me, for people was that they would say things like next round, next round, next round. And I was like, okay, that's fine now. I wasn't closing the doors, by the way. Right. This is something too that we need to talk about and address. I'm not closing the doors to force anything, anything. I'm not here to convince. I'm not here to force none of that. That is not what this is about. It is not about this false sense of energy. It is really this or this false sense of urgency, I should say it's really this dance between do I start and end people in a cohort? So there is a cohesive feeling. People bond and they're collect their connected and mastermind together, which is what I'm going to do with the accelerator. You know what my plan and my intention to do is for the accelerator so that there's a bond, a sense of growing and a sense of high level connecting there. And then there was also this questioning or this question of, of or is this more that people, that this people is always welcoming. There's a new refresh and it's a feeling. And honestly I'm a master marketer. I can make a case for both. My brain works in a way where I can literally look and make a for both. So it's not that one is wrong, one is bad. I can honestly make a case for both. I just couldn't. The power is in the decision. It's not about picking what's right. It's about making the decision energetically and get, make and get committed and, and make the decision and execute the play. But I was feeling wishy washy and wishy washy. People can feel that. They say sense it and it was also coming from this place of working from, you know, worst case scenario. It's also part of my nature, but it can be detrimental to your business. And I share this too with my clients all the time. Act as if you are already working with the end in mind. If you look at some of my skill sets, I look at, you know, when someone get, I know I step into a call. Like if you get on the phone with me and you're and, and you're ready and, and it's clear you're the right fit. I don't have any hesitation about moving you on to the next step. Never. Not at all. And I want every feeling, every launch and feeling that you go into to feel the same way. That doesn't mean you're. You're removing the human experience, but it's kind of like this, right? Imagine for a second that you're hungry and you're sitting here listening to this podcast, or maybe you're walking and you have this moment of. Of like, I'm hungry, and then you. You go into the kitchen and you pick something to eat and you solve the problem. And now you have. There's not even a second or ounce or any type of uncertainty about whether or not you're going to get this need fulfilled. But yet it is done. It is you already, oh, I need something from Amazon. Let me order it. And there's not a question, not a. Not a. You just know it's coming. Oh, it's going to be here in a couple of days, right? That is the type of knowing and feeling of knowing that it's already true that I want you to step into. So that's how I feel about sales goals. Like, I never second guess my sales goals experience ever. Even if I have those moments of, like, you know, I had a month once when I did 10 sales calls and none of them closed, and I was like, huh, that's weird. I wonder what's causing that. But I never, in that moment, started to second guess my skill. I know that my skill is there. I have evidence of that. But more so than the evidence, I just know it. And so what was happening for me is that I was coming from this place of feeling burnt out and just burnt out in the end, in a sense of so much of my energy was being drained and I felt like I was suffering. I was suffering in. And my clients were suffering. And there was just a lot that I needed to streamline. So I started to make some big shifts, and I did. I made some big shifts that were hard at the end of 2021. And then I said. I said, okay, after this January launch, which, by the way, was fine. It just was not what I was hoping. And the other thing is a. I'm not alone alone. I'm not alone in those feelings. And so if you didn't have a great launch in January, don't worry, you're not alone. So I decided to make a decision and go on this different path. And it's not that it hasn't been working don't get me wrong, but if it's not performing in a way that I want it to perform, and when I'm looking at performance, I'm not looking at it from a place of like, I didn't get my clients, I want to buy clients. No, I'm looking at it from the data. How many hours of work have I put into it? What is the cost per lead? What is the earnings per lead? What is the hours it takes to fulfill? And I'm looking at, you know, what is the profit margin? You have to be able to look at your numbers in that way from an unemotional place. So this, just because I'm saying it doesn't mean that it's easy for the record, but we need to look. And I was looking at it and I just really was not happy. Again, I'm not, I wasn't happy with the profit mark. And so I started to review. So if things aren't working, look at the data. What is the issue? This is what brought me back to the offer. So when I recognize this, when I stepped into this and I started to feel like, oh my gosh, I'm so excited about this, then I realized, okay, so why did I say I was going to wait till December? Do I need to wait until December? Because the truth is that I am Barry in integrity. If I say I'm going to do something, I'm doing it. I don't usually go back on my word. So I felt a little, Oof, this feels a little sticky. This feels a little bit out of integrity. But I also know that this program is transformative. And right now there are so many people in the world that need this, that need your work, that need to work, that need to get this program in their hands. I, I, there's also this weird, oh my gosh, this podcast is going to be like 10 hours long. But, and I'll do a separate episode on this, but there's this weird energy that we have that a lot of people have when they're presenting their offer, that, that somehow they're taking from somebody else. But I just don't look at selling that way. I think that when there's an energetic exchange, I mean, we buy our groceries, we buy our gas, we, we, we invest in things that are going to, to evolve our life, whether it is to entertain us, get us healthy and fit, to help us find relationships, or to improve our wealth consciousness and our wealth management. And so I know that there are people that need this program hands down. And because, and this program is new, this isn't. This is new, but not new. And so much to the point where I was like, oh, maybe I should rebrand it, maybe I should name it differently. But I love PT Profit Formula. This is the name, this is the program, this is the essence of, of what my successful clients do, what I do. And that is why I call it the PT Rocket Formula. Okay? And so no, it's, it's a rebrand and it is a new program. It is the combination of everything I've been working, working towards for the last three years. But it's a different program and it'll be delivered in a different way. And my alumni, the people who've gone through PT Profit Formula before, they're going to get to go through it again. And you, you are going to get to go through it. And so eventually right now, the reason why I am opening the doors and I'm closing the doors on Friday is because I want to really pour into this group of people that say yes to themselves. And then eventually I will go back to doing the Evergreen model and I will get it on the Evergreen model where, where I will mat, I will meet and match people where they're, where they're at from turtle to hair because it'll get unlocked as you go through the training. So, so that's my plan and so that's why I'm opening up the doors and while be opening up the doors until Friday. So again, if you have any questions, my DMs are open. Love to connect with you. This is going to be, this is a game changer. So now we can get into the episode after I just, this is probably could be two episodes but let's just go ahead and get into it because it's related. It did inspire the change where I, how I broke down 40. You know how I made 40k in, in 10 calls and so I want to talk about it or I it was 12 people, 10 calls and honestly I was on the phone from 9am till 3:30 and the calls were 15 minutes long. 10 was really 10 to 30 minutes. And if I'm being 100% transparent with you, I'm giving you, I'm being gracious with the 30 minute mark. It did not have to be 10. It really wasn't that long of a call. It wasn't an hour long call. So and so. And we're going to get into it. So let's just go ahead and break it out, break it down. Now. If you've been following me on Social, I Did post a video on this on Instagram and I did post a TikTok on it. And so I wanted to go deeper on this podcast episode because I think it's important. Important. There are two main caveats that I really want you to hear on. This is that, number one, skill takes reps. Now, I talked about this a little bit earlier, but I've been having sales conversation. I have absolutely zero qualms asking for money. I have zero qualms talking about money. I have zero qualms selling. Okay, literally zero. And I have worked as a fitness manager since, I don't know, 2013. It's been so long. It's been way over 10 years. And I've been having these conversations for years. So I'm very comfortable talking about money. And I have a very deep knowing that if you show up and you take inspired action, you ask for help, then this is going to be a game changer for you. 100%, without a doubt. Which is strongly want people to say yes to themselves. These calls were not about trying to convince them it was. These calls were about. About helping them uncover roadblocks. Right? That's number one. And so skill takes reps. And it's not even about time. I mentioned time here because time, it's true for me, but it's actually not about time. It's about how. It's about the reps and how fast can you get comfortable? Because I've worked with trainers before that. Literally, it took two trainings. And then all of a sudden we had this one trainer. We used to call him the wizard, because we'd be like, oh, yo, we need, need, we need another 10k today. He'd be like, okay. And then he would just go onto the floor and he'd bring 5 to 10K. No problem, easy. Like, just. It was insane. So it's not a bad. And he was a new trainer and he was a new. And he was new to sales. So it wasn't. It's not even about how much time it takes. It's just about how many reps you can do and your level of comfortability and how fast you can get comfortable. Number one. That's one caveat. The second caveat that I really, really want to reiterate is that other people's results, results actually have nothing to do with you and they have nothing to do with your client. So what does that mean? It means that. And this might be considered a controversial truth, so take it for what it is. But the truth is that results just prove the Strategy, they prove the process and they prove, they confirm the offer. Okay. And so, so, and the reason I say that is because everybody has a different set point. Not everybody starts at point A and gets to, you know, 30k, 40k in a day. So I don't share that to discourage you. But I've been looking because I've been doing research and it's really easy to get sucked into that marketing messaging of like, hey, listen, I did it here on this, this is a perfect example where I said, listen, I made 40k on the phone yesterday, I'm going to show you how to do it. And I am, I am going to show you how to do it. But if you don't have the skill and the comfort, but if you don't have that comfortability to have a conversation about with someone to, to ask them for 15k, then you might have a harder time. Right? So it's easy to get sucked into that math. It's also easy to say, oh my gosh, I had my first 100k month when you found two clients clients and you charge them each 50k again, I've seen that happen. I've also seen someone charge someone 100k before for one year. So, so really you have to fully understand the math behind six and seven figures. Don't get, don't get stuck sort of sucked into the, into the high ticket or don't get sucked into the marketer math because you run the risk of getting out of alignment. And so what I also mean by that, oh my gosh, this is a 70 minute podcast. What I also mean by that is I've had the experience of I hired someone to help me optimize something and to really go for this one thing and then ended up being this like six week process of like learning how to create a half to like a high ticket program and then closing on a call. And I was like, whoa, this is not what I signed up for. And so, and it wasn't that it was bad. Don't get me wrong, I love her and I had a great experience. I would recommend her all the time. Like, that's, that's not what I'm saying. What I am saying is that it just wasn't what I signed up for. And the, and I get why people do that because they say, oh, if I charge five grand for this and they get, you know, two high ticket clients, then it pays for itself and I, and I get why. And that can be very powerful and it can be very profitable and it'll be Easy to say, wow, I just had my first 30k money month. And so I get why that, that I really, honestly, I do on a visceral level, get why, why that's powerful. But if it's not in alignment with you and with your business and you're in a program that's forcing you to do a webinar or forcing you to do high ticket because that's the way, the best way, then no matter what, no matter how you slice it, it's not going to be successful for you. You. Because either you're going to build a prison and build a job that you don't like or it's not, it's going to fall flat and you won't get the same types of results. You know, that doesn't mean that you're going to not do uncomfortable work, right? Change requires different, and it might even change uncomfortability, but it's not the same as confirmation, okay? Doesn't mean it has to be hard, doesn't mean that it has to be miserable, but it does require something. Something different. Okay? So that's number one. The second. Oh, that's the second caveat. So we're all uniquely different on the inside and out, and we're all not starting at the same place. People will adapt and acquire skills at different rates, starting at different levels of what they believe is possible. Accessibility, trauma, audience growth, financial backing. And the truth is that the list goes on and on, on. So I want. And then what happens, and it happens to me too, is that we start to put our worth on, on, on a result or on something that's on external, and we start saying things like, well, I don't look the part or my client and get success, so this must mean I suck. No, it doesn't. That is not true. And, and, and it's interesting because, you know, I started this podcast off, starting talking about results and wanting to, you know, help my clients get a better result, right? Not for me, but for them, to help them get to where they will they want to go. And it's not about. And not for a moment did I think, oh, I've hurt my clients. I have not thought that. I know that I have it and I know that you have it. I just am always looking at the what. How can I make the what even better? Easier, faster and easier is not even necessarily more simple, just easier to comprehend. How can this feel light and easy for me and for my clients? That's what I'm looking at. Could I have left it the same Could I have continued to sell it the way it was? Yeah, of course I could and many people do. That's just not who I am. I'm always refining, I'm always getting better, I'm in the trenches, I'm always staying the course. I'm always refining the process. Because mentorship and coaching is the fast track to wealth. Because you get to leverage your coach's experience, the community helps you remove roadblocks and identify blind spots. And that is a responsibility that I do not, not take lightly. And so I do want to just also say that doesn't mean that you can't, that your coach is expected. And I do not expect to do the work for my clients. You know, you can't do your push ups for your clients, you can't eat for them. And no one's going to know your business, your audience better than you do. The principles remain. And truly what separates the people who succeed from the ones who continue to struggle is because they have decided and committed to being relentlessly, unapologetically who they are. And they continue to show up and serve day in and day out from a deep knowing and sense that their success is inevitable. Walt Disney launched an entire empire on a mouse at the worst moment of his career. So it's not because the successful coaches are smarter, they work harder, they have the better mentor, they have a better process, or they have some secret tip or trick that you don't. Now that we've talked about those caveats, we can get into the nitty gritty of what actually transpired. And because you've been hanging out with me for so long and you've made it to the end of this podcast, I'm going to give you a really powerful so use it with integrity. Use it to serve the greater good of all parties involved. I'm going to give you a powerful tip that you can implement to help you increase and close your sales. So if you're tired of people saying yes to you and ghosting you at checkout, then here's what we're do going to to do. Okay? And this is going to be how you can actually get them to pay on the phone without being pushy or sleazy or forcing the issue. So number one, we've talked about it. So I won't beat a dead horse. But you, you have to have a must have now offer. And I know that I say this all the time, but you, but really just spending the time, I really walked you through this process of how I have been refining my offer and it's been refining for years, years. You know, I'm just constantly refining it. And so the principles actually are the same. This is why I said earlier is that my alumni might feel like it's pretty similar because in a lot of ways it is the, the, the messaging and the, the process is the same, but it's just refined. So it's another thing to know it and to implement it. And so you might be asking yourself if you're like me and if you've been listening to this podcast, well, how do you know if you have a must now have offer? So I'm measuring the number of people who saw the offer at least eight times against the people who have purchased it, shared it, say they love it. And I'm looking at the, and evaluating the, the outcomes. It's interesting because eight is kind of my magic number. I launched this eight times. I evaluated what it was looking like at eight times. There is research that shows and demonstrates that people need eight touch points before making a decision. So if you have presented your offer once, shared it to with, you know, in one post that got shared to like 3% of your audience, you never talked about it again, and you're like, nobody wants my offer, then I'm going to encourage you to just take a little like look a little deeper. That's not really true. Okay. And then also I want you to think of baseball players for a second. Okay. How often do they get a grand slam or even a home run? You know, it's not very often. I want you to think of your offer very similar. But, but they come up to the bat, they play and you're not going to know until rubber meets the road. But the good news is, or, and the good news is rather once you find this offer and once you nail it, you just need one to get to a million. That's it. And so in for this course that I was, that I was selling this, this revenue for is that it was, it was, was a grand slam offer. It was a must have now offer. These calls, people were already primed, they were already sold on the program. They just had some resistance because someone will move from being never hearing of you before to being a customer when all of the resistance is removed. And you have closed the gap between wanting this program to needing this program. So that leads me to number two because the obvious question is, well, how was great messaging? When you nail this, people will want your stuff even before you open the doors. This is how you get your content to do the selling for you is when you are specifically speaking to specific problems, not even people, specific problems you will subconsciously connect with, with them. And when that happens and you connect with someone subconsciously, they automatically deem you as an authority subconsciously. And they'll be so excited about your offer and about working with you. And that's also going to require you to be excited about it. So your offer is a service. So that was another thing, right? My feelings of like, I'm so tired, I'm exhausted, how am I going to do this? Like, there's no more hours in the day. I mean, I guess I could stop sleeping. Literally, things going through my brain that I was like, oh, I just, this is, this is, this is a no for me. How can I show up and be excited? No wonder my launches weren't doing that awesome, right? And so anyway, so that's all to say that you need to have, you need to have the message messaging downs. Because by the time people were on the phone with me, they knew they had a problem, they knew what to do, they just needed to know the how. So the call is not about teaching or demonstrate the value. That work is already done. So whether you're doing a webinar, whether you're doing a three part video series, whether you're doing a live launch, whether you're doing a challenge, it does not matter what the sales mechanism is. The principles remain and the customer journey names. You need to carry people through that process. And so how do you remove the risks? Resistance. Okay, big question. We've already been going a long time, go check out my Instagram. I'm doing trainings on this right now. And so go check out my Instagram where we're going to talk about it and I'm going to break it down. Okay, so the next, the third thing when it comes to when, when it comes. So here's the third tip. This is, this is the subconscious tip that I'm going to give you that to use with, use this with, with integrity. But the third thing is that we need to have a Goldilocks amount of choices. So this is very powerful. Use it with integrity to serve everyone's high end. Good. But this is brain based. So when you ask someone a question, the brain will consciously, the brain subconsciously has to answer it. So we're going to set up a bind. This is called a bind. And so you want to give them two options. And so the options that you're giving them now, typically you can even do this, what's called a double bind or you're giving them the illusion of choice, meaning you've already presupposed or assumed that they're going to buy. And honestly that is the energy I have when people come onto the call call because I, I have so a deep knowing that they're gonna, it's gonna change their life for the better. Okay. And so when I am on this call, I can sense, I know, I can feel that this person is yes, they're ready. It'll often sound like, hey, I'm so excited and happy to hear that you're joining us today. So when you get started, would you prefer to save and pay in full or do you want the six payments? Payment. The six month payment plan. So now I've put them in a bind and they have to pick one in their, their mind will pick one if they're ready, if they're, if they're seriously a yes. So I've set up the ask knowing that this person is ready. Now if you have too many options, well, you could do this and you could do this, you could do that. It will lead to confusion. A confused mind does not buy. And it, it also, you might run the risk of energetically giving a desperate, urgent and less than confident vibe. And what I mean by that is if you give them so many offers and you, you shift the frame size, meaning you give them the power. And when I say give them the power, when you have too many offers, it leads to confusion. It runs the risk of sounding less than competent because it almost sounds like you are energetically adding. But, but you could do this, but you could do this, but you could do this. People start to feel like, well, wait, what is this really, is this good? Right? And so that's not the same thing as, you know, you might have heard some salespeople say, like shifting the power, you're taking the power away. And that's not what I'm saying. Right. I want all of this to be an empowered enrollment. I'm never going to get somebody to sign up for something that they're not right for and say you must do this because who am I to say what's better and, and what's best for someone? That's not what I'm saying. I but oftentimes you just run the risk of wanting the sale so badly that you give them too many offers. It leads to or options and it leads to confusion. So find the Goldilocks amount. Some people say three. Definitely two. Either or. Okay, so if you have questions about this, just send me a DM and I'M happy to go deeper on it and we can talk about about it. The fourth thing is, what's a special gift bonus? How can you reward the people who are early decision makers and that doesn't even necessarily need to be on the phone but you know, give them a space of one to three days. And how can you reward the early decision makers, the ones who are like yep, I'm ready and you can say awesome. So since you're ready to get going, I have a very special early decision bonus coupon for $50 off. Just let me know. Or this bonus supplement, whatever, just let me know when you're ready to go and I'll give it to you now just before anyone asks. I'm not a huge fan of discounts and sales. I already think that as as a whole the fitness industry and the fitness professionals, the vast majority of people are undervalue the work. And so either you bake the discount into the price and you know, know that it's a one time thing or you, you have a, you know, because we want to make sure that you're not pricing on commodity. Again, I have a free training on this so that you know, you can really start to figure out am I pricing them on commodity. It could also be something that is very effective in helping people overcome objections or a risk reversal. Take away the risk doesn't have to be a discount or a presale. It could be anything related. So those are the four tips. Oh my gosh. I can't believe that I have been talking for so long. This was supposed to be a short podcast but I obviously had a lot on my heart to share. So those are how you can increase your sales. This is also a little sneak peek behind the scenes of what's going on at B Simpson Fitness. And as always, you will be the first one to be to know what things are changing and how it's changing and I will talk to you all soon. Thanks for pushing Play. Come join us if you're interested in PT Profit formula and I'll chat to you later. Thank you for listening to the PT Profit podcast. If you like this episode, chances are your friends will too. So it would be a huge service to us if you would please leave us a review and share with your friends on your social media channels. When you leave us a review, be sure to take a screenshot of it and email that screenshot to my team@info simpson fitness.com and we'll send you a very special Instagram podcast that will show you how to create compelling content so that your ideal clients come to you and you go from one wanting clients to a wait list of clients ready for your services. Thank you so much for listening, and we'll see you on the next episode.