The Million Dollar Offer Stack Every Successful Scaling Business Needs

You're listening to the PT Profit podcast, episode number 354. Today we're diving into the million dollar offer stack that every successful health and wellness business needs inside of their business in order to scale. Are you ready? Let's dive in. 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 performance and move, 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. Four common traps most smart and successful coaches get into without even realizing it when they're trying to start and scale a profitable business, whether it's online, in person, or a combination of both without even realizing it. And stay tuned till the end of this episode because the fourth one might surprise you. What's up, coach? I'm Beverly Simpson. Thank you so much for hanging out with me today and welcome to another episode of the PT Profit Podcast. If this is the first time you're hanging out with me today, welcome. I'm so excited that you're here and I cannot wait to dive into this really awesome and exciting episode. It is inspired from the questions that people have been asking me inside of the accelerator program and also inside of my socials. So if you don't hang out with me over there, please be sure to find me at B. Simpson Fitness. And if you're listening to this episode and this episode really helps you, it'd be a huge favor to us if you would screenshot it and share it on your socials and tag me so that I can support you. I can see what is really resonating with you and then create more content around that because we are here to help you really make the impact and raise the industry standards that you want to make. So let's get into today's episode. First, I want to give you a little context. The four common traps that I really see smart and struggling coaches get into after really helping hundreds and hundreds of coaches start and scale their profitable business online in person. And a combination of both and, and this is an accumulation of over 10 years experience in the industry. And so I'm going to give you some context and I'm going to attach a training I give my customers who, who purch 90 days done for you content. Because honestly, when you really dial this in, when you nail this and you make your offers so irresistible that they sell themselves a Lot of the, the Instagram hacking that you're trying to do or a lot of the tricky messaging language stuff that you feel like you have to master in order to be successful, a lot of that will start to melt away because you'll start dialing this in nailing this. And if you're anything like us and you want to create a pressure free sales system where you make and generate revenue every single day, we need to have this million dollar offer stack in place in order to make that happen. So let's just dive into a little bit of the context. Number one, a lot of people are still trading dollar for hour, they're still selling sessions and they don't fully understand the truth about what an offer is and what an irresistible offer is. Because when you get it becomes easy to sell, fun to deliver and when you can maximize leverage then and without sacrificing client results, then you can really begin to make the math behind your six and seven figure business work. Because most people are either trading dollar for hour or they're working in the red. And so later in the training I'm really going to dive into the truth about what that is. So stay tuned, stay till the end of this episode. And then number two, the second thing that people get into is they cannot communicate the offer to the right person at the right time. Because think about it, when you, when you go to the grocery store, do you need to talk to a sales associate about whether or not you're going to purchase avocados or not? Chances are no. And it has nothing to do with the price. Price is not the reason. Your stuff isn't, isn't selling. Because even despite the fact that people might even tell you that, that's true. Because think about it. If I told you you can get this brand new Mac computer for 25 or you could get this sock. I have I looking at it right now. You can't see me if you're listening to it, but you could get this sock that my dog took from the laundry room and took it outside and it's been storming all night. So you could get this wet, soggy one sock for $25. Which one would you prefer? Notice how the price is actually the same, the exact same, but the communication of the value is different. And a lot of smart and struggling coaches get this wrong. And then number three is straight up, there's not enough volume. So if you've been in my world for any amount of time, growth really comes down to visibility. You cannot buy from the Internet's Best kept secret value. But the truth about value people mess up because it's not about how can we just teach, teach, teach and, and give as give, you know, as much information away as free. Because information sometimes is, it's abundant. It's like being in. If you're a Harry Potter fan, it's like that one scene where Harry gets all these letters. It just inundated with letters and he can't catch it. I always think it's funny because he was also known as, you know, the greatest seeker of all time. So he couldn't catch a letter. If he can't catch a letter, then how are we supposed to navigate what the differences are in terms of information? And then on top of that you have information noise, which is just so conflicting. How do you know what's going to work and what isn't going to work? Right. If you're not a Harry Potter fan, then that will be probably lost on you or if you haven't seen the movies or read the books. But basically it's just that you get so inundated with, with information that it begins to wash over you. Right? And so what ends up happening is that we don't really understand the truth about how to actually provide value, which is give results in advance, shift perspective and help provide clarity to help people see why the truth about why they're in a problem and then continue to invite them to say yes to themselves. Because people think that buying something means that they are taking away value when the reality is we're adding value when you invite someone to say yes. Because people love to buy things, they just hate to be sold to. So then what's worse about this is that if we don't then put ourselves out there, we're running the risk of our clients who need. Need our help buying from someone else who has no qualms about lying, no qualms about hurting their clients, no qualms at all about clickbait or any of that stuff that we see on, on the Internet, which we start to feel like, oh, maybe that's us, and we're doing that. Chances are if you even have a hint of that, hint of stress or worry that you might be hurting someone, you likely aren't. Because the people who do hurt and harm people usually don't have qualms about it. So straight up, there isn't enough volume. And then the third component is, is there's not enough volume now, volume in two contexts. So there's not enough volume straight up because you don't have Enough people, there's just not enough people to see the offer. And so what I see a lot of accelerators do on accident is they start to make decisions about, ah, no one wants my stuff, no one wants this, it's not working, it's too expensive. And they start to say things coming from their fear of their own perception of what's happening versus what the data is actually telling us. Because when the reality is, is you just don't have enough volume, you don't have enough people looking at it to make that assessment, number one. Number two, people need eight to 14 touch points before making a buying decision. And then we can't forget about the 1585 rule, which is that 15% of your buyers aren't, are going to come in the first 90 days, but then you have 85% of your buyers which will come after. This is why it's essential that you create this pressure free, permission based sales system where it takes what it takes until it takes. And you just keep inviting people to say yes to themselves. You keep inviting people until they make a buying decision of no. Everyone is so stressed about being sleazy that they want to make sure that they take no for an answer. Because if they don't, then that's, you know, going into that pressure container, which we're not about here. They don't want to get to the no. So what does get to the no look like? When someone actually says, no thank you, I'm not interested, that's the no. They unfollow you, that's a no. They say, please stop talking to me, that's a no. They say they unsubscribe, that's a no. And it's okay if they say no, but if they haven't done any of those things, then they're just not yet. And that's great too. That's why we have this pressure free sales system. Or it just takes what it takes until it takes. And then the fourth trap that a lot of people get into without even realizing it is that they just don't have enough offers inside of their business. Would you go into a grocery store and there was only avocados there? When people will argue, oh, but it's a specialty and they're the best avocados, okay? But people are actually also going for convenience. So it's like, okay, well, I have all these things that I need to do on my list. So I could go to the grocery store that only sells avocados, or I could go to this awesome farmer's market that has avocados, that has tomatoes, that has basil, that has garlic, that has all the other things that I need on my list. So maybe just this once, I'm going to go to this grocery store, I'm going to get all those things and then I'll go to that avocado specialty grocery store next time. Oh, I'll do that next time. Oh, I'll do that next time. So it just keeps being next time, next time, next time. Until one day you realize you're just going to this market that has all the other things that you need. So let's roll that training that I do for my customers about the three essential offers that your business needs in order to create this pressure free sales system that takes what it takes, until it takes. So let's go ahead and roll that training. Welcome back to the training. So in this short video, I'm going to walk you through the three essential offers every successful coach has inside of their business so that you can boost your profit margin. So just as a quick recap, business is simple. We attract people with a problem and we solve it the fastest way possible. So most people think, oh, let me attract people with a problem and sell them the solution. And it's a beautiful alliteration, but really what we are selling or making a case for is the transformation. And we are going to show them that our solution is the best way, most efficient way, fastest way to get to the desired outcome. So all businesses need in order to be successful people, prospects, purchases. Think of this as traffic, leads, clients and customers. And so we walked through a, the three pillars of performance in a previous training. And so today we're going to really talk about what goes into an offer and how specifically we can add value to our offers and to our offer stack in a way that communicates that the offer is 10 times worth the asking investment because they're measuring it against what is the desired goal. Why do they have this goal? Do they have belief in themselves that they can do it? What is the level of effort and sacrifice required on their part and how fast can you get them the first result? So it's not even about giving them a quick fix. Most people are okay with the work if they have a trust and sense of buy in into the process and then all wrapped up in the experience. What is the experience around getting to the desired outcome? So what are the main components of an offer? So I'm going to walk you through the seven main components of an offer. An offer is promise, process, price, the risk reversal, Meaning what's the guarantee? What are the bonuses which can lead to urgency. What is the urgency, the reason to decide now? Scarcity. And then the context of you, why this offer even exists? Because people are asking will this work for me, will this work and do I need this now? Answer those questions and they will get it. So one of the things too that we talked about and that we'll continue to talk about in the next lesson when we're talking about compelling content, is that not all content is created equal. Some content is designed to drive traffic, some content is designed to drive leads and some content is promotional and does designed to drive clients and purchases. And so in order to do that we are communicating that the offer is 10 times worth the asking investment. And when you put these offers together right, they become effortless to sell, easy to sell. Because remember, people don't like to buy, don't like to, to be sold to, but they love to buy things. So when you can make the offer and the communication of the offer so compelling, then it becomes a no brainer. This is how you add those levels of irresistibility. And so now there are seven main components. I went through them all today. We're going to just really unpack the three most important ones in my opinion. And the first is the prom. I said three, but I meant four. The four most important components that if you, if you implemented these into your offers today, I would be willing to bet that you would see a difference. Which is first is the promise, what is the communication of the transformation of your program? Everyone wants to miss this. They have the hardest times saying this. But if someone took a video camera and filmed the tangible outcomes, what would they see? How will they know that they have succeeded in your program? Now of course there is a line of responsibility for what your client is responsible for and what you're responsible for. So as an, as an exercise, just let yourself get super sleazy. No one's going to see this. No, just, just really think through it and then take a step back because we can always pull back. But what we really want to do is we want to be able to communicate to our client the tangible and intangible markers that will show and demonstrate that they have been successful in this offer and that it works. And so because people, they get twisted for a couple of reasons. You see people out there that will say, well, other people's results, they don't, they don't determine whether or not that's going to happen for Sally or Susie. And that's true. Because context matters. And, and I've also seen the mistake of people making buying decisions, myself included, because someone else got the result. But that didn't take into consideration all of the context that led them to that to get that, that result. However, we do need to make decisions on whether or not the promise or the process is proven. And so for a lot of people who start, are starting out, they get scared and they wonder and they say to themselves, well, my process is proven, but I only have my story. Or you might be wondering to yourself, well, okay, well maybe I just need to go and get some case studies and testimonials. Yes, that's true. And people will say, well, let me just go help. You know, I'm gonna do this, I'm gonna do this one for free. Or they will attract people who are freebie seekers or who are not committed, which I think is a mistake. You wanna bring the people that are committed because what happens when you undercharge for your services? When, when there is an unequal exchange of resources, energy, effort and effort, Then oftentimes what happens is that the, the, the client won't show up for themselves. This is why I like to do paid lead acquisitions. Because then the client won't show up for themselves, which leaves you feeling frustrated and, and upset. Then, then second guessing yourself and feeling like, oh, maybe this process doesn't work. So this is why you have the risk reversal. So this is why you guarantee it when you make the promise back up the claim. Especially if you're new, especially if you're like, well, I just need to get some case studies. So maybe you do a beta, maybe you do 50% off. And for me, the way that I like to do this and communicate this is honesty, 100% honesty and truth 100% of the time. So I just say the truth like, I've never done this before. I've done this for myself. This is the process I want to carry my clients for. I want to implement the education that I've learned and I'm going to do it. So, so I just am transparent about truth. And then I invite people to say yes themselves and then I guarantee it like, I'll work with you until you do. So the guarantees are, you know, you don't pay refunds or satisfaction guarantee 130 days, 60 day, 90 day. You could break contract. You can, you can. Other, other things you can do are, are conditional. You do all the work, show up, do all the work and then refund you, or show up, do all the work and, and I'll keep working with you until you do. These are the types of risk reversals that you can use inside of your business to, to back up the claim. Because when you take all the risk, when you are honest and you take on all the risk, then the people who are meant for you will say, yes, this, and, and sometimes, and just for, just for the record, when, when you have no refunds as your policy, that's still addressing risk reversal. Like, listen, I'm not here to. If you're already looking for the out and wondering and wanting the refund, this isn't for you. So you're still, you still have a risk reversal. You're still addressing a refund policy. That's what this is. Okay, so you, you have your claim, you have your risk reversal where you're taking on the risk. And then what I want us to really focus on and think about is the specific way that you carry someone through being in the problem to actually getting the outcome. And what I like to do inside of my accelerator program, inside of all of my, my, my, my containers, is that I really help people create frameworks and processes that are unique to themselves without reinventing biomechanics, because the specificity in the way that you carry someone who's in a problem, even if you're using the same principles, because the biomechanics of a squat is a squat, a squat as a squat is a squat. We're not reinventing biomechanics. But have you ever wondered why so many people struggle yet? Information is abundant. They need your process. This is part of you being the niche, because there's a reason you want to do this instead of any, instead of anything else. I started kindergarten remotely with my daughter, and I just thought to myself, thank God there are kindergarten teachers. Thank God there are people who wanted to be kindergarten teachers, because that person is not me. And so what you want to be doing inside of your process, even though you're using principles that, that you might feel or think that everyone uses, the way that you can communicate the specificity around your process is going to be how you separate yourself. This is the unique factor. This is the unique component that will separate yourself. This is how you can communicate your offer the most and make the communication of the offer so irresistible. And so then we're going to talk about price. This is the next one. Okay? And so it is so important that we take a look at how we price our products and services, because price is marketing. Price is also part of perception of value. And so one of the Biggest mistakes that we can do is try to make price be our differentiating factor. But that is pricing on commodity. And it is the fastest race to the bottom because you cannot outwork time. Because it's one of the things I see people do is they are new, they come to the space, they're like, oh, Sally has been doing this longer than me, she charges X, so I'm just going to be cheaper. You're trying to make price be the differentiating factor, but that's just the fastest race to the bottom. Plus you don't even know if that business model is working for her or is competitive or is in the black, meaning making her not work in the, in the red, which we're going to talk about. Talk about in a second. The other thing with, with if you undercharge for your services, in addition to the, the fact that it's not scalable that you will be working in the red, that you, the math behind your six and seven figure business will just not compute. Even if you really went for the volume model and then you hired all these people, then your profit margin is going to get eaten into and it won't. You'll end up just working harder and longer than working more efficiently. Okay, so what we want to do is we want to price on value because when there is an emotional investment, so then the other component to that, if you undercharge for your service, is that clients don't show up for themselves. And if they don't show, then they won't get the transformation. And then you get left feeling like, oh man, this is, this process doesn't work. Okay, so the emotional investment matters, so they need to show up. Okay. And then the price itself is a perception of value. And when you have people who are committed, they will have results. And then the results mean that you can communicate expectations way better. And you will have way more confidence because you will feel competent and then you'll have revenue that's left over to increase the experience of customer, of the customer experience and the, and leftover for customer fulfillment so that you can be the Neiman Marcus instead of Walmart. Now that's not to say, by the way, that low ticket isn't valuable. So I want to just, just share that. Like think about Netflix, think about Disney plus, think about all these low streaming offers that it doesn't mean that that low ticket isn't valuable. And I've seen things recently in the market space that are like low ticket. You know, selling your low ticket offer is cannibalizing your high Ticket offer. And honestly that's not true. Because if you, because think about it, if you've been in the market for a minute, haven't you ever noticed that the same amount of work to sell something for free is the exact same thing that is required for your high ticket? Sometimes even high ticket is easier to sell than low ticket. It hasn't. So again, if you are operating from low ticket is, you know, and thinking about price being the differentiating factor that's pricing on commodity, we want to press on value. This is why when we start to actually take a look at what are the three offers that every business needs. Because an offer is a perceived high value product or service and you're going to have three different types of offers, Free offers, accessible offers, and then your premium offers. Now before we even get into that, we need to talk about two different things. Okay? Which is we need to understand what is the business model market that you want to play in. Because for us and for the people that come into my world, what we want to do is we want to build out three offers for the people who are that we want high volume and we want high investment. Okay, so what do I mean by that? So what happens to a lot of people when they're coming out into the world is they'll be like, okay, low volume, low investment. So these are the people that are broke, these are the people that are super struggling. These are the people that can't buy groceries. We are not talking to these people. This is not your champagne client. These are your people that are still sitting on the couch. And lucky for you, if you are here right now listening to that is this, this is not you. But then you've got people that are at the, in the, in the market space of the high volume and low investment. Okay, so like the Walmart now you know Walmarts and, and, and your cheaper options. And this is not necessarily bad. Okay? So I just want to make sure that you understand that if you want to be in that market space, that's totally fine. There's nothing wrong with being in that market space. But what I want to do is, and then a lot of trainers, they're caught here, which is they have low volume and there's a higher investment, but they're trading dollar for hour. So what I help us do and what I want my accelerators to do to move into the high volume, high investment space is every single offer is going to be of high value. They're just going to move people through the customer journey. That makes the Most sense that keeps getting them ready for the next step. Okay, so how then do you add value? So I like to think of four levels of value. So there's, they could try and do this themselves and go to YouTube University and study all these things and they could just spend hours of time and hours of money trying to figure this out themselves or they could invest a little bit of money to get more of their time back and do it themselves. Because now they have a step by step process. Now this is why people say, okay, so you know, coaching, I'm going to layer coaching. But people are not investing in you and in your time. They are investing in the speed of implementation to get to the result faster. Because oftentimes when we layer in accountability, when we layer in coaching and support, people will, will be more, they will take action faster so they will get the result faster. And then if you, and then the last level is done for you, that literally it just saves them all the time, all the effort. If think through all the components that you could do and bring into a, an offer I've done with you so that if you ate, if you meditated, if you work and it worked out for them, what would that look like? And are there any components that you could pull from that offer and put it into the done with you? So for example, you know, you could fly to someone's house, you could live there with them, you could wake them up, you could meditate with them, you can make sure they get to their workout, you could cook all their, you could go grocery shopping with them, you could cook all their mirrors, you could eat with them, you could that doing the work for them essentially. Sure they're the ones that are doing the mechanics of it, but that would be a done for you offer. Now what components of that offer can you put into the done with you to help them get the result faster? And those are the ways that you can start thinking through your offers. So in the leverage fulfillment offer fulfillment system we like to think of our premium offers, our accessible offers and our free SLO front end offers. So now remember, everything is, is highly valuable. We're not, I'm not trying to be in the high volume. Let's just crank out as much product as possible. My accessible offer offers are still linked to a premium offer there. I want my client to leave feeling like all this for just $7. I want my client feeling all this for just 10 grand. All this for just 30 grand. It doesn't matter what the price point is. The price point is arbitrary. The Price point is just the communication of the value. And when that is clear that it's 10 times worth the asking investment, meaning you invest 30 grand and you, you will receive. You're solving a $300,000 problem, then we're good. There's a reason why liposuction is 30 the grant. So the offers that we teach inside of the accelerator process is you're going to have your free content. This is your free accessible content. Now in a previous training I shared that, that people get upset because they think oh, all you're teaching is low ticket and that there's no, there's no nurture, there's no adding value. And that's just plain and simply not true. I add a ton of education and value, but if it really was as simple as information, then wouldn't we, wouldn't the entire world just be shredded and we'd all be flying in our personal jets? That's. It's never about the, just about the information. Plus, not to mention that we're so inundated with information that there's so much conflicting info out there, even from experts themselves where they change their mind. And it's not that it's a bad thing. This is why your work matters. This is why the desires of your heart are there. You can trust the desires of your heart because there's a reason you want to do this and nothing else. So your free content, your social media, I like to have one social and one SEO. Something that short form so that you could go wide and then something that's long form so that people could go deep with you and then we move them into a front end offer. So now in the front end offers. So for me, what I like to teach inside of accelerator is freebie with a VIP upsell. So the freebie can be a PDF, it could be a training, it could be a, a one to many training. So like a webinar or it could be many to many like a challenge or, or I like to do the direct to purchase low ticket. And why? Lots of reasons because scaling needs energy, effort and, and cash and so I do not have a hundred grand to put on a credit card and just hope and pray that I'm going to get that money back. I just, I'm. I, for me, I can't do that if I'm investing into ads. For every dollar I put in, I want a dollar back that day. Now of course it does take some guessing, testing and assessing. So don't get it twisted. Don't get it twisted. That we're just going to turn on a light and it's going to work. It's going to need your, it's going to need time and effort and, and reps to get it right. But when you get it right, you can scale faster. Okay. And then, and then all of the pressure just melts. And you don't have to think because if don't no one converts into your high ticket offer this month. No worries because all of your lead generation is taken care of either through organic and paid strategies. Because if you want to be number one in your niche, you need to be the most visible. You need to stay top of mind. I want you to think the growth equation is a value, is, is visibility value and volume. And, and when you have ads behind you supporting that, you don't have to be posting three times a day. You don't have to be be living on social media platform. Your content is going to get the visibility that it deserves because you already created it because it's fueled by ads. Now I'm just a huge believer that ads are way less, way less expensive than creating organic content because organic content is time and time you just can't get back. You know, you move them to the, to the give them their results in advance. I've had people share with me that their profit plans have been more profitable and valuable to them than their paid coaching that they got. And this is a free profit plan that we give to people and they have shared. She shared with me that she got more value in that call than she did paying for coaching. And that's free. Okay, so your front end offers your accessible offers because then you're going to move them into the nurture sequence. Because remember earlier in an earlier training where I talked about that 15 to 80 rule where 80% of your buyers are going to come after the 90 day sequence. So when you set up this pressure free sales system that takes what it takes until it takes you're still getting paid to acquire leads and then you just keep reinviting them. You keep keep shifting their perspective, shifting their beliefs and keep re inviting them to the sales mechanism. And then the sales mechanism makes a case for the offer and then it just rinses and repeats because putting a buy button on your website isn't enough. And most people just want to do really good work and just add a ton of value. But then you just run the risk of sounding like Google. You send the. You run the risk of sounding like Charlie Brown's mom and blending in with everyone else because the Truth of the matter is that 40% of, of the work is the offer itself. When your offer is so irresistible that it sells itself, then you, then when it's fun to deliver and when it's fun to, to then it becomes easy to sell and then the rest of, and then the next 40% is the communication of the right offer to the right person at the right time. So now one of the things I want to make sure that we're very clear about when we are looking at our offer stack, our premium offer, our accessible offer and our free offers is that we need to make sure that the math behind the six and seven figure business actually works. Because most people accidentally get this wrong. Because when they create offers and in an effort to be irresistible, they end up working in the red. So what do I specifically mean by that? So what I specifically mean by making the math work is because most people are don't realize it because they think that they're just need to work harder, that the more sales I make, the more, the harder or the harder I work, the more sales I'm going to make. That is backwards thinking, okay? Because remember, we want to use a leveraged fulfillment system because. And what that means is it means a couple of things, okay? And what I like to help my clients do so that they don't sacrifice the level of customization and personalization that your clients deserve. And quite frankly, they want. Everyone is so concerned about AI taking over the world and that and that, you know, their jobs are going to be at stake and so on and so forth. But the truth is that people want connection. People want to see, feel seen, they want to feel heard and that will help them feel loved. I don't know about you, but I don't get really excited when I call my bank or my doctor and then I have to go through all these like press 1, all these automated bots. I don't want to talk to a robot, I want to talk to a human. Your clients are the same thing, are the same way. So what I want you to think about when we're making the math work and we're putting together our offers is what is your dream salary? Let's just say for right now that our dream salary is 100k a year. Now people get this twisted because they think, oh I'm, you know, 100, 100k salary is not the same as a 100k revenue, is 100k revenue. So for me now this is for educational purposes. I'm not a financial advisor. So what we're going to do is if, if our salary is 100k and that's what we want to take home and then we're going to have 30% of that's going to go to taxes and I want to have, I want to have a 50% profit margin. Now some people will argue, by the way, that your profit, your, your salary is going to be in your profit margin. But most companies, traditionally the CEO's salary is considered an expense and the profit margins on top of that. So really there's no right or wrong way to think about it. So let's just say, you know, you know, just do the math in whatever way that, that makes the most sense for you. So that if you're going to have 100k salary, then we need to re. Then, then your revenue, if we put 30% of it's going to go to taxes. And when I say salary, I mean take home. So even if it's like, let's say we're just going to work with 100k period, as, as total and then you're going to have 30% of that's going to go to, to the salary, it doesn't matter. But these are the big numbers that you want to really be looking at so that you're clear on, on the profitability. Because most people end up working three hours, $3 and for $3 an hour and don't even realize it. And they're like, well, I just can work harder or I'll hire some more coaches. But then their profit margins aren't protected. So think of it like this, right? Let's just say you want 100k salary, then we need a 300k revenue. You. So if we're going to take 300k, okay, and we're going to divide it by 2000 hours. Now the reason why I said 2000 hours is because let's say you want to work 40 hours a week and you want to take two weeks off vacation, okay? So your hour of time is $150 per hour. Now don't get this twisted because that's not what you're going to charge, but this is what your hour of time is worth. This is why I say paid advertising is oftentimes cheaper, cheaper than, than organic. Because sure, you could DM a hundred people, sure you could comment on a hundred thousand people's posts every single day. Of course you can do that. But think about how much time that's going to take you. That's going to take you three hours. And so if you're worth 150 hours of time. And it takes you three hours to do that. Well, now what are we looking at? We're looking at what is that, 450 hours or $450? When in reality, if you had taken those three hours of time and maybe you did, you, you, you know, you had your ads working for you in the background. So now instead of talking to a hundred people, you are getting in front of thousands of eyeballs and you could spend one out of two of those hours doing calls or doing, having DM conversations that are already there, that are inbound. I mean, sometimes people don't realize how it can be, how accurate can be more be cheaper. And I get why, right? You've got all these people out there being like, oh, you have to do it organically before you do it. You have before you do it paid. And I honestly, I do, I understand, I get that because the risk is higher when you use ads. It's true. But this is why we use these three different accessible options because I know that that revenue can be recouped all the time. And so now in the next training we're going to talk about how and how we, you know, once you craft these three essential offers which are going to be what take you to that 100k per month or to that salary. Now we're going to whatever that desire salary is that you wrote down. Now we're going to master the art of science and of, of selling without selling. And I'll show you how you can use these, you know, once you have the, these offers and we communicate the offer to the right person at the right time. Now we can create clients on demand by increasing your leads, using your content, even with a small following. And I'll show you how to do that in the next training. Now if you're already know that you want to learn more about how specifically we can help you build out these three essential offers, then be sure to schedule your completely free profit plan so that we can review your unique circumstances and we'll be happy, happy to point you in the right direction, whether it's working with us or working or putting you in play or putting you in front of the people that you are meant to work with. So great job here and I'll catch you in the next training. Thank you for listening to the PT Profit podcast. If you like this episode, chances are your friends will too. So it would be 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 atinfo simpson fitness.com and we'll send you a very special Instagram podcast that will show you how to create compelling content so that you that your ideal clients come to you and you go from wanting clients to a waitlist of clients ready for your services. Thank you so much for listening and we'll see you on the next episode.