Your Next 100 Leads without Ads

You're listening to the PT Profit podcast, episode number 356. Today we are walking through how to generate your next 100 leads without using ads. 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 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. If this is the first time you are joining me today, welcome. I'm sorry. Super excited that you're here. Today's episode is an oldie but a goodie. I am giving you a training that I have put inside of your next 10k blueprint. It was a free training, but this is one of the most popular episodes inside of that 10 episode free training list. And so the reason why one of the most, why this is the most listened to episode is because most people think that they have a leads problem and that if they just find the perfect content formula solution that they will have an influx of leads. And so one of the things that we do here differently than most people is that our messaging is rooted in the communication of the values of our offers. Most people will tell you to start with the messaging and then have the offer be birthed from the messaging. But for me, I like to reverse engineer my process and for me, I much prefer to have know where, where I want people to go in their journey with me and then, and then reverse engineer the, the map and have the messaging be rooted in the problems and outcomes that your offer provides. Because when you do that, then you will be able to use content, whether it's free or paid, and generate leads. Now this episode might be surprising because if you've been around me for a minute, then you know that I actually love ads. I think ads are the fastest way. I think ads are amazing. But I do understand that not everyone has an abundance of, of revenue to start guessing, testing and assessing. And so organic content, free content on Instagram and Facebook, LinkedIn, long form, short form is it is a powerful tool that we can use and it's worth using because people often underestimate how much content it actually takes to convert someone who's never heard of you before and turn them into a client. Or customer the fastest way possible. Recently, I got this really intense email from someone who was, you know, screaming at me about how I don't care about people and that it's, that that's not, you know, basically saying that I'm a monster essentially for not caring about people. And I always, I always laugh when I see emails like that because I think to myself how, you know, I, I laugh, I laugh at those emails because people often take for granted and, and forget that the amount of time that is poured into free resources like Instagram, like Facebook, like this, this podcast that you're listening to, over 300 hours of training on this podcast, that's not free. That's time that people never get back. Most people, they don't want to, they, they'll start to get into these, these patterns and moments of I don't want to sell, I don't want to be sleazy, but then they don't want to post content to actually help people. So it is a conflicting and confusing experience. And listen, I get it. You're not, you're not, not alone. You deserve to be compensated for the outcomes that you deliver to the market space. And so people have this misconception that, oh, okay, well, in order to get paid, then I need to just generate a whole bunch of leads. I need no audience and new leads. But if you're focusing on those components before you really understand how you can communicate the value of an offer and invite someone to say yes to invest and buy something, then that's like trying to fill up a colander up with water. And I probably don't have to tell you how successful that is. So I'm all about ads, and I think ads are the fastest and best way, but it's. They do. It works synergistically with organic content. And these free resources are there for you right now. So in this training I'm about to share with you, I'm going to show you how you can use free resources to generate new leads. So with that said before we roll this interview, right now, doors are open for the sale of the PT Profit Booster. So once you generate these hundred leads from listening to these, this episode, I'm going to share with you how you can actually double your impact, double your revenue with these leads without hint of pressure. The PT Profit Booster is on sale. Link will be in the show notes. So now, without further ado, let's go ahead and roll that training. Welcome back to the training. So just as a quick review, now we're asking ourselves the $2 million questions. How fast can you carry someone through the ladder of believability where they've never heard of you before and turn them into a client the fastest way possible? Can you close the gap between I want this into I need this and the question of how is through your content. And so now in this episode where we are going to break down how to generate your next 100 leads, even with a small following, we're going to use the conversion content framework and I'm going to break that down for you. Inside of this training, of course I have workbook and I've given you prompts to some questions questions to have this but I've actually given you a full free resource guide of the complete conversion content framework for you. So what I want you to understand about the difference between typical content formulas that we see out there, that is just everyone knows it. Hook value, call to action. We all know that we need those three things. So what's the difference between just everyday content and the difference between conversion content? Well, conversion content is when we are going to create the compelling pieces of content that speak to people's subconscious and not just any people's, your ideal clients. When you can speak to the specific problems and move them towards the specific outcomes that they want and provide tangible value as well as shifting their perspective, then you will be positioned as the authority and go to expert in their mind. And you get to do this without reinventing biomechanics, without trying to come up with you, you know, come make up problems that don't exist. Because what people seem to get twisted is despite the overwhelming amount of information out there in the industry, I mean, at one point I haven't looked in a while, to be honest, but at one point Fitness was a $1.2 billion industry and yet 88% of Americans are metabolically struggling. So we can't say that your work isn't needed. In fact, I'm willing to bet if you could go all in on yourself faster, you'll, you'll succeed faster. And I'm saying that because when you can trust the desires of your and go all in on you faster, knowing that there's a reason you want to coach instead of be a kindergarten teacher. Because think about it, you could do literally anything else. There's a reason you want to do this and not teach hula hoop dancing or be a kindergarten teacher. And as someone who had to teach kindergarten remotely from, you know, during the pandemic, I have never had more respect for kindergarten teachers than I did. I did in that moment, there's a reason I do this and not that. So how do we do this? Well, we have to understand the differences between messaging and copy because your content is a combination of who you are as a person. What do you stand for? I always tell my clients content and context. When you layer on the context of you, why you know this, what happened when you tried this, it automatically becomes uniquely yours. So think of it as about turning your how to content into how I content. And so what happens is what you stand for is it starts to fuel your message of how you are going to specifically help people. And then when you use the language, this is the copywriting. When you use the language that is in your client's mind, things that they actually say, this is how you deliver the content, whether the content is free or paid. So think of it as your message is the car and the copywriting. The language is the gasoline. When you can use that, those levels of specificity and problems and outcomes, you start to begin to recognize and realize that your people are operating from mistakes and misconceptions. Otherwise they wouldn't be in a problem. So now, I had talked about this a little bit inside of Master the Art of Selling without Selling. So what we want to remember is that your clients are in a problem that either they don't know or they're doing all the wrong things to fix it, and then, then to get to the outcome that they want. And so when we look at content through that lens, there's this powerful image that I use inside of simple scaling so that you can see it, but chances are you probably have already seen it. But have you ever seen those. Those illusions where it. People say, what do you see? It's like the blue. The blue or white dress, or is it the duck or is it the bunny? And then it's both. It's kind of like you see a six at the. On, you know, on the sidewalk. And some people on this side say it's a nine. And then if they're looking at from the other side, it's actually a six. So it's. It's about a matter of perspective. When they're looking through the. They're looking through the lens of. Of their perspective. So it's really important that we shift the perspective of our clients who are suffering and struggling because they're in a problem and doing all the wrong things to fix it. So what I see time and time again is people will be out there saying, you know, buy my organic duck food, please. It's going to help your duck, and they're looking at you going, I don't have a duck, silly. I have a bunny. But why is my bunny not eating? Because you have a duck. So that's why people struggle so hard to get people to come to their free things. One, there's not enough emotional value. And then two, it's because it's not specific enough. And if there is any room for doubt, then there's no room for a buying decision. People need to know that they need it now, otherwise they'll just stay on the fence. And that's just because of fear. And fear is, is so essential to our survival. It's never going away. It's to act with fear in the presence of fear. And in order to address it, we just need to address the concerns. So instead of always explaining, explaining, explaining, it's more about demonstrating, shifting and demonstrating. Then people will lean in. And then you stop running the risk of sounding like Google. You stop running the risk of sounding like Charlie Brown's mom. And so how, how do we do that? Well, I already shared that, you know, we've talked about hook, value, and call to action. So there are five typical types of content that I teach inside of my programs. So I think of the polarizing piece. So the polarizing piece is not where we try to make other people wrong or put other people down. It's about where we shift perspective to end suffering for the people who we know and love. It's about. And. And we are fighting for their potential and not to the garbage that they're bringing in the room. That's what the polarizing piece is designed to do. So we're not trying to discredit our pet peeves. And we're not trying to call people names or put other people down. That's not what we're doing. We're going after old, outdated practices and beliefs that are causing our clients to continue to make the problem worse or not solve it. Then I also teach the friend connection content piece. So what we're doing with the content piece is we're doing two things. We are demonstrating that we are relatable, meaning that this person gets my problem either through your own story or through your client's story. And then we're also demonstrating and showing that we are aspirational, meaning that you, they. You are where they want to be. And if you're sharing your journey and it's more about voyeurism, that's fine too. That still is a. A matter of inspiration to them. Because all you need to do is be one step ahead of the person that you're helping. And then your how tos and your value adds, they're your educational pieces of content. These are the pieces of content that demonstrate actual wins. These are the pieces of content that deepen the sense of trust in your process. Not in you as a person, in you in your process. In fact, one of my friends, Tracy, she is Tracy Goodwin. She just completed a study. She teaches the psychology of the voice. In fact, she's number two on my podcast. It was such a good episode, I'm gonna link it here for you because it was that good. So she. She talks about the psychology of the voice, and in her study, she found that people, 60% of buyers will trust you and still not buy. And it. Because. It's because. Well, now, her argument is that it's because of the voice. It's because of the psychology of the voice. But to me, that is a demonstration. My interpretation of her data is that it's a demonstration of. Of whatever you're communicating, either through your voice or through what you say, it is not connecting in a way that deepens trust in the process to solve the problem, to get the outcome. And then the motivational pieces, these are the ones that are inspiring. These are the ones that are the quick action. These are the ones that are often shared. These are the ones that are also can be, you know, entertaining ed and as well as educating. So you want to think of these on Spectrum. So now can you have a piece that's relatable and inspir and aspirational as well as entertaining and educational? Yeah, sure. You can hit the mark on all those. One of my favorite content creators, Virginia. Oh, man. What's her last name? Let me look it up, because I don't want to misquit her. I don't want to miss misquoter. But one of my favorite creators does this very well. Virginia Kerr. She teaches video and how to grow on Instagram and YouTube. And she does an excellent job of. Of pieces that are all four of those, meaning they're educational, they're entertaining, they are in. They are aspirational as well as relatable. So. So you can absolutely do that. But honestly, just one step at a time. A lot of this stuff takes skill, and skill acquisition requires reps. And the good news, unlike fitness, is that you don't need to rest in between. You can do go as fast or as slow as you possibly can. Okay, so we'll get into more of that in the next episode, but let's just go through the conversion content formula. So the first thing that we want to be thinking about when we're talking about conversions is that you want to get clear on what specifically the conversion event is. Not all content is created equally. You'll have content that's designed to reach new people and that you want them to come inside of your store. So think of it as if we're talking about a brick and mortar experience. And think about the people that stand outside Starbucks and they're like, try our new whatever, whatever. And then someone tries it and then they go inside. So that's a piece of content that is specifically designed to get them to come into your world. So when, if you're. We're looking at Instagram, for example, your bio and your content at a Glance is designed to get people to continue to come into your store by following you. Okay, so you'll have content that is going to reach people who've never heard of you. That's conversion event one. And then conversion event two is going to be come and follow me and come into my store. Come into. Get my downloads. Come into my world. And then you'll also have conversion event to better. That's promotional to buying your products and services. Now, people will say things all the time like, I don't want to be sleazy or selly. And we need to talk about this because. Yes, exactly. No one loves the sleazy car salesman who's pushing hard for the sale. Who. Where people slide into your DMs and they are like, hey, B. Sims and fitness, I have an amazing opportunity. And they. And, and the truth of the matter is people love to buy things. They just hate to be sold to. And, and there are people that have a problem that they want to solve and people that are wanting to have a sales conversation, but they still have resistance around a call or a DM or email. Okay. And so let's talk about why. Because we've all had the experience of being sleazy salesperson or someone's been sleazy to us, which is why we don't want to be sleazy back, because we have context. So typically when I think of sleazy, this is how I've broken it down. Number one, they lie. They straight up lie, meaning they sell you products that aren't real. Meaning they sell you experiences that aren't real. Like, I can't. I was just telling one of my accelerators yesterday, in fact, was that she was talking. I was like, there is not a single coaching container that works like ours. And I know this because I've been in them. I've known this because people have talked about to me about it in the sense that we are in the weeds day in, day out. There is never a person that is not. That was one of my values in terms of like no one's left behind. Because I know exactly what it's like to feel like you're doing all the right things, but no matter how hard you try, you're not getting the results that you want. And part of that is going to be skill and part of that is going to be that you have blind spots that people aren't finding. And I've watched hundreds and hours and thousands of of material and I know that there's a difference between knowing something and understanding something rather and really knowing it and mastering mastering it. And that takes skill. But what I like to share with my clients and with my kids and with myself is that practice, people always say practice makes perfect. And then we've kind of moved away from that crap, cross that off, and we went to practice makes progress. But I stand for practice makes permanent. So the real question to be asking yourself is what are you practicing? So what kills me in, in other coaching containers, which is different than mine, is that people will practice skills that are actually making the problem worse without realizing it. Which is why I know that my coaching container is like nothing else out there as well as the p. And I say this because people have shared this with me in terms of what their, their experience has been. So we've had contexts of liars, okay? We also, I would also put the fear mongers in liars. And people get this so twisted because identifying the truth of what's going to happen is not the same thing as fear mongering. Because fear mongering is usually rooted in, in future telling, like don't eat the seed oil or you're going to die. Right? Well, how do you know that? You don't know that that person's going to die. That's just rooted in, in lies. Okay? The fact that you're here listening to this, I already know that that's not you. And then number two, people don't want to feel sleazy because, because they don't listen. And I'm going to share with you that I've fallen into this category and a lot of experienced salespeople and experienced coaches, you know, experience is a double edged sword. There's a reason why beginner's luck exists because there's this Magnitude of gratitude. There's this, this. This, you know, this magnetic, magnetic experience of gratitude where people are just drawn to this person and they don't know what they don't know. So there's no fear. It. It magnetizes them. So. So evidence sometimes or experience will sometimes cause you to stop listening because you already think you know what this person's gonna say. But when a person feels seen, when a person feels heard, they feel loved. So when you're not listening, thinking that you already know what they're gonna say, it puts them on the defense, and it also gives them the ick. So not listening, that's an issue. Lacking empathy, that's also an issue where we can't. We can't connect with them in the problem that they're at, and we lack the, the empathy. That's when you start to get the ick. That's when you start to. When people start to feel bad about themselves. My conversations, whether it's a sales conversation or not, I want to leave someone feeling better than they did when they first came to me. No matter what they're experiencing, that's what I want. That's my mission. So. So it doesn't mean that I'm going to solve their problem in 10 seconds, but I'm going to help them get. I'm going to get in the weeds with them. I'm going to get in the trenches, and I'm going to help them. So empathy matters. And then the other reason is that they won't take no for an answer. So when someone doesn't take no for an answer, it also puts people on the defense. But here's the rub. You have to get to the no. Like, get to the know. Meaning. Because if we can't have a conversation around fear because we have to. Because we've got. When we're listening and speaking and thinking through resistance, if we're not addressing fear, then we haven't gotten to the root yet. Now, I'm gonna let you say no, but you better believe that I'm gonna get you to say no, and then you'll be present to what you are saying yes to. So I'm. And. And this is also in the vein of like, I'm not here to convince you. I don't know if I said this in the master. Master. I can't remember if I said this in selling without selling. But I'm not here to convince anybody of anything. When someone gets on a phone call with me and they say, just sell me, I'm like, whoa, no, I'm not here to sell you. I'm here to invite you to say yes to yourself. Because the sell and the ask for money is not about me. It's about you. Are you saying yes to yourself? Because if you're in it and you're a hundred percent to do what it takes, I will be there with you every step of the way. And you can ask any one of my clients, even ones that quit, and they will tell you that I will be there with you in the trenches every day, step of the way. So I'm not here to convince you to want that. I'm here to invite you to say yes to that. And I want to offer that to you with your clients, okay? Because your clients are in a problem and they want to solve it. And then people will say to me all the time, well, Beverly, if you care that much, then why isn't it free? Why don't you have free things? Well, here's the truth in the matter. I have lots of things for free that aren't really free. So me posting content every single day is, is my time that I could be dedicating to my clients. And honestly, for a long period of time, I was doing that. I had so many clients that I didn't have time to do my own stuff. And who did that hurt? That hurt my people that want, that need free resources. You know how many times I've done free trainings? And hundreds of people, if not thousands of people have registered and asked me how many people show up? We people are inundated with information. It's like if you've listened or watch Harry Potter, it's like. And I'm always laugh because you see those memes where Harry's like the best seeker in the world. Can't catch a letter from my Harry, my Harry Potter fans. You'll get it. But. But that's. There's so much information. It's just like when Harry's standing in that living room and everybody is just like, all the letters are just coming in and you can't cash it. You can't catch the letter. There's so much information out there. I've got over 300 hours of podcasts from some of the leading experts in industries. That's not free. That's time I can't get back. It's team that I pay for to help me edit and get it out. It's not free. So people misconstrue value, right? So there's an emotional investment. Not to mention the fact that I have Products ranging anywhere from $7,000 to, I don't know, we're, we're looking at a $20,000 offer. I haven't put that out yet, but it ranges. It's really a matter of finding the offer that's going to work best for you. And like I've said in previous offers, it about, it's not about the low ticket doesn't mean low value. It's just what level of intimacy and support do you need? Some people just need to have a process that they can do by themselves. They don't need that level of intensive support. Great, I have something for you. And then people get into their head when we start talking about conversion content and selling that, oh man, my stuff is too expensive, no one will buy. And we've talked about this a lot, I get it, because no one wants to be that person. But the truth is expensive compared to what. And we talked about this a little bit when we were in the pricing conversation. But it's not for us to decide what's expensive. There's gonna be a whole slew of different opportunities. This is why I teach to have offer stacks all the way from free ticket free to low ticket to premium. And the last reason why people get feel ick about selling and they don't wanna be, they don't want to be be deemed a sleazy salesperson is that people sell at an inopportune time. So it's kind of like when you go to the bar and you're hanging out with, with your girlfriends or guy friends and someone comes up to you and says like, hey, want to get married? And you're like, whoa, buy me a drink first. Right? So people get this twisted because that's not like, no, like and trust. Okay, that's not, it's not the same thing. You don't see the grocery store standing outside being like, I need to build your trust before you buy my avocado. No, that's not what we're talking about here. It's, it is about creating a permission based experience in your sales conversation, in your sales system, in your sales process where you're constantly inviting someone to say yes to themselves in a way that is, that is, that has permission and there's an invitation because it's not about, you know, we've all had that experience where someone's like friends you and then invites you to be in the group and then like, or they DM you and they're like, buy my, buy a hundred followers. You know, everyone gets so angry about that. But listen, if that didn't work, then people wouldn't do it. So there is a law of numbers. Okay, so, you know, you ask a thousand people to get married, maybe one will say yes. Okay, so there is that law of averages. So that's not the point though. The point is that we've had those experiences which causes us to feel like, ugh, I don't want to be sleazy. So I get that. But if we look at that growth equation, we've talked about visibility, we've talked about how to add value. We also need. Or we've talked about how to add value, but now we need to talk about volume. If you want to be number one in your niche, if you want to be that, go to expert. If you want to be the person that everyone knows because being unknown keeps you unpaid. And you want to stay top of mind, you want to stay. You want to be the person that cuts through that echo chamber of noise. You need the volume. And the volume is going to come through either in your content, in the number of times you post or in your, your paid advertising efforts to help get your content you've already created to come out and be in front of people. It's also going to show up with, with people sharing your posts, you collaborating and getting in front of people who already have your audience. And so how do we come up with this conversion content? What does this actually look like? The way that I break it down and the way that I teach it is you've got your hook, but your hook is going. There are four places, especially if we're talking about short form, there are four things to consider when we're looking at hooks, specifically what you say and also how you say it. And there's so many things that you can do to grab attention, either through audio cues, through visual cues, through through kinesthetic cues, meaning you know, things that you can do. There's also the first line of what you say, there's the first line of the caption, and then there's also the title that you have on top of the actual piece of content. So four places for you to guest test and assess. And inside my world, whether you're in the membership or whether you're inside of of accelerator, we are always looking and brainstorming ways to say the same thing in a different way. That's going to connect on a subconscious level with our client. And then we're going to, depending on the type of piece, we're going to encourage empathy. So demonstrate that we get it Then what we need to do is discredit the belief. If that's what we're. If, if we're doing a polarizing piece, like we need to discredit why. That's the old way of thinking. It's not enough to say just because I said so. Now one of the, one of the biggest, you know, thing, you know, concerns that I see, when you go out and look at content of, like, really big creators that already have like a ton of following, they have a huge influence. Not only do they share their bias and people think of them as gurus. So then, you know, people start to be like, oh, I don't want to be sleazy, because so and so told me to stop having a CTA at the end. And so and so told me that this is the formula for sleazy marketing. And this is, you know, blah, blah, blah. There is a. It. It is, in my opinion, a huge disservice to the smart and struggling coaches. Because what people have to understand is that your ideal client, they're going to buy from someone. And usually when those big influencers who have responsibility, they. I, I think of Spider man when it comes to me, you know, with great power comes great responsibility. And so they always call out these sleazy marketers not realizing the damage that they're actually potentially doing, because it's never the sleazy marketers who think they're sleazy. So they, they just silence the voice of the smart and struggling coaches. And so what happens? Your ideal clients start to buy snake oil. So it's, it's, you know, and then also when we look to those big gurus, which they, they, sometimes they miss the discredit component because they don't need the discredit. Because people just. Yes and then. But it's not enough. And I just want to say, you know, it, it's. People go up the same direction. They go down. So for me, when I'm feeling like my ego is, is reeling because it does. I'm a human being, okay, where I start to feel jealous or envious or I feel like on top of the world, like I have human emotions and I'm a human, then I just always get rooted in truth. Well, what is the truth? What are the facts as I perceive them? Because when I can lean into facts and lean into data, then I can handle any of the hate, I can handle any of the trolls. But if there is a hint of insecurity around what I'm sharing, then it, it gets to me. Like, if there's someone who is, you know, struggling, suffering on the other side of the street and they're screaming, you have green hair. And I'm looking at them and I'm like, whoa, it's brown, clearly. But shame. I hope they get the help that they need. I'm not gonna internalize. Oh, that person thought I had green hair. Because I know that I don't. So I always go to the facts for how I perceive them to be. And that's what bulletproofs me against the potential hate out there. And then as long as I have empathy, I'm just a huge believer that like attracts like. If you don't want trolls, then don't go and troll people. So, so you can be polarizing and kind at the same time. So once we do, once we discredit the belief through a counter example or through, you know, the power of the cuz, the context of why we know that to be true, then we're going to introduce the new way. This is the new way. And then we're going to layer in another power of the cuz, this is why I know that this is the new way. And then here's the most important component that most people miss. This is exactly how you avoid sounding like Google or Charlie Brown's mom. Wah, wah, wah, wah, wah. Is the gap. What is the gap? What is the next problem? So you problem, here's the problem, you solved it. What's the next problem? What is the reason to take the next step which is going to be your call to action? Tell me why the next action is so important? And every piece needs to have a call to action. Every piece. Now, inside of my programs and world, I teach a macro and micro cycle of, of marketing. Essentially, it's exactly like periodized programming. You're not going to just be hitting, you know, one rep max every single day in the same way that we're not just going to be promoting every single day. Go buy my thing, Lincoln bio, link in bio, blah, blah, blah, blah. But you better believe every single day I am inviting into my world, into my shore. And so the biggest difference. And so people get that twisted. Like, but Beverly, isn't that promoting? And I'm going to say no. I'm going to say two things. Okay, no, it's not promoting because it's. I'm not usually promotion includes facts and features. Like when you buy this, you're going to get this, this and this. And promotional content matters. It does matter because the research suggests, I don't know where this research is to be honest. But people say they, the infamous they, you know that it takes anywhere from eight to 14 touch points before someone says yes to themselves. And I can say that that to be, I can confirm that to be true because in the pressure free sales system that we build out, we have a good feeling of how long a sales cycle typically takes. So it's usually 90 days as industry standard that they're going to buy something within 90 days of being in your world. But when you can set up the pressure free sales system where it takes what it takes until it takes then you, then you have an additional 80% of buyers that are going to buy outside of that window. Okay. So I do keep track of that. And so the promotional content does matter. And what I also will say is that people, this is why we also need to get really clear on what is the specific conversion event that you're looking for. Because, because my highest converting posts are never the ones that have the most engagement. Never. But I know it has the highest conversions because people slide into my DM and say, oh, this post is about me. Can we book a profit plan? And so, and so and in number two, in this day and age, it is easier than ever to get in front of eyeballs. Now that I've never heard of you before with the, with the, with the invention of short form content. So people DM me all the time that don't necessarily follow me. Yet I've had clients spend thousands of dollars with me and when I was doing an audit on her content, I was like wait, you don't follow me. She laughed and she was like oh, I thought I did. So, so I'm just saying that there's. Just because they follow you or don't follow you doesn't mean that they're not a potential client. So I'm not willing to run the risk of someone seeing my stuff and then not asking them or inviting them to take the next step. Whether that next step or share to DM me, to follow me, to down my 10k blueprint, whatever the ask is. And I'm going to show you how this all comes together in the next training where we talk about how we actually pull together the pressure free sales system and how we put this together. So that's the content formula and I'm going to do it every single day, all day. And the best part is that it doesn't have to, you don't have to to agonize over it. You can do it very quickly and, and, and you can repeat it because only 3% of your audience is going to see your content anyway. What good news. Plus, repetition is the mother of all learning. So that means that literally, if you have like five to six pieces of content that are your topics, that these are your problems. You just keep saying the same thing over and over and over and over again. People spend thousands of dollars and I ask them what are the seven main components of an offer? And they still can't answer them, even though they've worked with me for years. And it's not to criticize, it's just to recognize that there are, there is a difference, a huge difference between understanding something and knowing something. And honestly, it's the true masters that realized they knew nothing when they became a master. Because messaging, because business development, it's always changing. Five years ago, reels didn't even exist, but the principles remain of person in a problem wanting an outcome. And lastly, I want to say that when people say, you know, I don't want to be selly, I don't want to invite people into my DMs all the time because it'll sound like I'm selling, I want to offer this to you. Number one, this is why we, we create this conversion content formula where we create the gap, we provide value, we actually give tangible actions. And I also want to encourage you to look at your relationship then to the sales conversation. Because when you say I don't want that, you are implying that a sales conversation is bad, that, that a sales conversation isn't value adding. And I want to, and I'm going to use an extreme example as an, as a case, okay, but imagine you had the cure to cancer and you didn't want to tell people about it. You didn't want to invite people to come to your DMs because you didn't want to come off promotional. And I mean, my heart kind of sinks as I think about that because, you know, everyone's like, yeah, but Beverly, that is different. And I want to offer to you that, that if you feel like that, that means that you are, you're looking at it in, through the lens of not valuing what it is you bring to the world. Because personal training and, and you know, dialing in your nutrition and all these components is the number one pre. Leading way, you know, road to, in, in preventative care. Now listen, I'm not saying there's causation or correlation, whatever, okay? I'm saying, and I'm not saying that, oh my gosh, we need to tell these people they're going to die if they don't do this. That's not what I'm saying. That's fear mongering. What I am saying is to really take a look at what is easy for you is not easy for your client and to really take a look at your relationship to what it is you bring to the market space because it is valuable, because it kill. I hate the fear mongers as well. And it kills me that every time I see these really smart struggling coaches after someone who has worked with them for years they're the ones that hide and they stand in the shadow and the ones who are, that are actually lying and harming people have all the authority and it kills me. That's why when I invite people to come into my DMs and I invite people to come to my profit plans, I know that those calls, those sales conversations, those experiences are highly valuable. Even if they don't say no, they will walk away with clear plan on what to do next. Sometimes we don't even invite people into the container because I don't. Because if we don't invite, if, if we put the wrong people in the wrong container then it, everyone's unhappy and I'm not here for that. So I invite you to, to look at and, and you know some people will say well I just need to add more value before I invite them into the sales conversation. That assumes that the sales conversation isn't valuable. And, and then you know people say well I just need to teach a little bit more. But then if you look at all like look at Gary Vee, when was the last time he did a how to piece of content and yet his contents are very valuable. So you shifting perspective, you, you giving tangible wins. This is going to and demonstrating clarity and exposing the truth about why they're really suffering and struggling. This is going to lead them to want to fix the problem. Okay so now that we know what this content looks like and we've talked about the, the this is the conversion content system. Right. And, and now we need to look at the hybrid sales system. How, how can we put together the system that actually pulls it all together that works like a faucet where you have a consistent steady stream of leads that are coming in con and converting into clients and do it in a predictable pressure free, permission based way which we've been talking about throughout this entire, in the last training we're now going to pull it all together how this works. Great job here. 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 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 your ideal clients come to you and you go from 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.