Part 4 - Core Four Plus 1

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Hey everybody, how are you? Chad Tibido here. So glad to have you guys.

This is part number four of our.

Five part training called the core four plus one. And this is one of my favorite trainings to do because if you get this right, you really can't go wrong in business. One of the things we have to be able to do is we have.

To be able to break your addiction to coaching.

That you may say, you say, well, yeah, that sounds really weird. I mean, you're a coach, right? Yes, I am a coach and we sell coaching. But we have to be able to break your addiction to coaching. The reason why is, and you're going to learn this in this particular step is there's an ingredient that's missing in the mindset of so many coaches that prevent them from going far. And this exact piece that's missing in the mindset of coaching.

It's hot in Arizona, so I'm turning my AC on.

The piece that's missing in the mindset of the coaches that prevent you from going on is the same piece that's missing that allows you to charge, charge more money. And it's this exact thing. People do what you give them permission to do. Write that down. People do what you give them permission to do. So for instance, if you're running a coaching program and you have people who are not showing up, people who aren't doing the work, people who are being lazy, it's because you as a coach have given them permission to do that. Now you may not have given them conscious permission, but subconsciously in your delivery in the program and the system, somewhere along the line, you're giving people permission to be lazy and to not show up. And so what you have to do is you have to be able to step on your platform and say, listen, you don't have permission to do that. When you're in my program, you're paying me. My job is to get you a result. So I need you to do X, Y, Z. You have to be able to establish yourself as the expert, as a teacher, as the coach. Speak down to them, tell them what they need to do in order to, to get that to happen. But the reason why we don't do that is because people do.

What you give them permission to do.

Is you have not yet, for so many of us, given our self permission to be the freaking expert. You've not given yourself permission to be a badass. You've not given yourself permission to be one of the best in the world. At what you do, you probably are one of the best in the world.

At what you do.

You probably are a badass, you probably are a great coach. But for whatever reason, you haven't given yourself that kind of permission.

You.

And so because of that, your clients aren't getting the results that you want them to get because they're doing things that you don't want them to do. Chances are your program's a little discombobulated. Chances are you have, you know, you're bouncing around from idea to idea to idea to idea. Instead of giving yourself permission to just grab one and go with it. Chances are you're instead of doing what it takes to make money, you're doing so many other things right. Because you haven't given yourself permission to be the badass in your organization. You haven't given yourself permission to be able to rise up to the top and say, I'm the best at what I do. You haven't given yourself permission to that. And because of that, so many of you guys are trying to look for someone like me or someone like George or someone like Tanner or someone else in a coaching program somewhere to give you permission. And you don't need it. You don't need it. I always tell people, like, if you're consistently doing coaching calls with me, I'm doing my job wrong. I'm doing my job wrong because I'm here to guide you. I'm here to give you some high level advice. But at the end of the day, you have got to be able to give yourself permission to be the badass that you are. And if you're not giving yourself permission to be the badass that you are, you're going to, you're going to, you're going to wander around in circles. And then if something doesn't work, you're going to do the very thing that your clients are going to do to you, and that is to make an excuse and blame someone else. And we don't want that. Okay? And the reason why I touch this mindset right here in this particular training is because I'm going to push you guys to raise rates today. I'm going to push you guys to make a better offer today. I'm going to push you guys to do something that increases the profitability and maximizes the profitability, the profitability inside your program today. And unless you've given yourself permission to be the badass, you'll never do it. As long as you're looking for permission from someone else to be successful in your program, you'll never do it. So what I need today before we get into the core offering is I need you guys to step up to the plate and make a declaration with yourself that I am awesome at what I do. I am one of the best at what I do, and I do deserve to be paid for what I do. I did. I deserve to be paid more than what I do. I deserve to be able to help people and those people to get some kind of result. And I. And just as they deserve to get a result from my coaching, I deserve to get paid for my coaching and I deserve to get paid handsomely.

Quick little story, then I'll get into the framework.

So I've been coaching a long time, and one of the biggest things I get when I do onboarding with coaches.

Or with, not my coaches, but with people I work with, is this.

So how much money do you want.

To make in your business?

Right, so Hagen's brand new with us, you know, so no doubt one of.

The first questions they'll ask him is.

So, okay, Hagen, hey, you're starting a.

Brand new coaching program.

How much money do you want to.

Make in your business?

Actually, Hagen, just unmute your microphone and answer the question.

For sure, man.

So, Hagan, so how much money do you want to make in your business? I want to make 30 grand a month. 30 grand a month.

Great.

Okay. How much money did you make last year in this business?

In this business? Like 10 grand a month. 10 grand. Great.

Okay, so good. So you're going to go from 10 to 30. That's triple.

That's not.

That's not terrible. You can do it if you'll listen to me today.

Okay?

One of the big things that we get a lot is we get people who make no money, who say, well, I want to make a million dollars. Okay? That, that happens so often. And what I try to remind them of is like, listen, what you have to be able to do, I'm very glad that you're thinking like that. But what you have to be able to do is you have to be able to not say, I want to make that money. What you have to be able to do is you have to be able to. You have to be able to convince yourself that you're worth that money. Because everybody wants to make something, but not everybody believes they're worth it. And so the mindset that I'm trying to push on you today is this training that you're going to get ready to get is going to fall on deaf ears. You'll do zero with it if you don't believe that you're worth it. So I need you guys to tell me if you're watching this on Facebook on a replay, if you're in here in the chat room live, I want you to know, on a scale of. I want you to rate yourself on a scale of 1 to 10, how badass are you? Okay, Just do it. Rate yourself on a scale of 1 to 10, how badass are you? So you're going to put BA and then put a number, and I just.

Want to see this.

I want to see what people are doing here. I want you to rate yourself on a scale of 1 to 10, how badass are you? If you're in the Facebook group, I won't be able to see it till later, but I want you to rate your.

I want you to rate yourself here.

Okay, so we got, we got a bunch of tens. We got a 10, get 10, we got an eight, we got a 10, we got a 10. Okay, now on a scale of one to 10, I've only got five participants. I need. I should have 21 results in here. Okay, Jeffrey says a seven, Courtney says a seven. Okay, now what I want you to do, you guys keep doing.

I got an eight, I got a.

Six, I got a seven.

Okay, come on in, Jeff.

Okay, now what I want you to do is I want you to write this on a scale of 1 to 10. If your clients listen to me, on a scale of 1 to 10, if they listen to me and do what I tell them to do, on a scale of 1 to 10, how likely are they to get the result they.

Desire on a scale of 1 to 10?

Okay, now, now watch. Watch what's happening here. We got a 10, 10 easy. 10, 10, 10, 10, 10,. Okay, I got a nine.

Okay, so.

So what I'm hearing is, is some of you look at yourself as a 10 and you believe that if your clients listen to you, on a scale of 1 to 10, they'll get a result, but you're not charging. I was talking with a guy the other day who's charging $1,500 for a 16 week course, and he believes he's a 10 on a scale of 1 to 10.

And if people listen to him do.

What they say, they'll get a result. 10 out of 10. And he's charging $1500 for a 16 week course.

I said the reason is, is because.

I don't believe you. I don't believe you can get me that result. You're not charging Me enough money, and I started working, walking him through that. And so what you have to do is, as you get into the core offering, you have to be able to. To view yourself first as the person who holds the key to the result.

That your clients have.

Second, you have to have the confidence that if your clients listen to you, without a doubt, they will get a result. And if you hold the key to their result and you believe that if they listen to you that you can get a result, then the third part of that triad is you have to charge accordingly. You have to charge accordingly. But the reason why so many of us aren't charging accordingly is we've never taken time to think about or measure what the result is. So that's why I want to. I want to jump into this piece of the teaching. And the reason why I'm going to spend a lot of time on this today. I'm going to go a little bit deep with you, if that's okay, is because this is where. This is where the holes for so many of us are. Okay? The holes for so many of us are right here. So I'm going to try to share my screen. I apologize. My. My computer is doing something funky today.

So I'm sorry, having to lean around this camera here, but hopefully this can. We can share. Where did zoom go? Let's try this again.

Something funky is going. I have one screen here and one.

Screen here, and for whatever reason, zoom.

Is separating them and I can't do what I need to do.

So let's try this again. Okay.

Says it's loading. Your screen share is loading.

I'm going to give it one more shot, and then I'm going to do something else. Screen share. We plugged in, right?

This was my problem the other day.

Is I was trying to share my screen and I wasn't plugged in. Well, folks, the teaching gods aren't going.

To be with me today.

I don't believe screen share.

Oh, oh, oh.

That's why. Here we are.

There we are.

Okay, can you guys see this?

You see my screen? Okay, so what I want to do is today is I want to talk with you about a core offering, okay? And so here. Here's the little goofy little design that I put together for you guys to.

Be able to see this. Okay?

So the idea is, is that there is a. A way you see it.

Okay?

There's a way that you see it.

Let me. Let me get this over here so I. So I can see the same thing you guys are seeing.

There we go. So there's a way that you see it, okay? And the way you see it is this is you as the coach up here.

This is you as the coach up.

Here, and this is your client, okay? And your client is stuck on the struggle bus right here. But you don't see it that way. The way you see it is, is you see there's a hard way and an easy way to success, okay? You see that there's the struggle, okay, that people are having. And it produces frustration, frustration. And frustration and frustration, okay? And then you also know there's an easy way. For instance, like if you're a realtor, okay, and you were trying to sell a home, you know, I would say, hey, the way I see it, there's. There's two ways to sell a home. Number one, you can go to your office every day and you can have a big, big old gigantic stack of ice cold leads, and you can just simply call them one at a time, okay? Hoping that, you know, they'll pick up the phone. Or you can do something where the client picks up the phone and calls you and says, hey, Mr. Realtor, I'm ready to buy a home. Well, which one do you think would be easier? Well, obviously, the second would be easier, right? So the way coaches see things and the reason why you're a coach is when you look at your particular clients, you know what they're trying to do, and you know that there's an easy route to that success, and there's a difficult route to that success, okay? If you want to keep people trapped where they got to pay you over and over and over and over and over again, you can either do it this way or you can do it this way. One way is to, you know, to keep them in the struggle bus, where they never get a result, then they're sort of forced to pay you. Or the other one is saying, you know what, I want to put you over here in the right. I want to get you massive results. And because of these results, results, you're always going to pay me. Which. Which one would produce a better client? The one that stays in the struggle bus or the one that gets success? Well, obviously the one that gets success. Success. So when you're creating a core offer, you have to understand that your audience is already trying to get a result. If you're trying to help them get shredded, or you're trying to help them lose weight, or you're trying to help them make money in their business, I guarantee you, the first time they come into your hemisphere is not the first time they've ever thought about that. They thought about it forever. They've probably tried things forever. So then you have to come down, you say, you have to list, okay, well, what frustrations are they having on their way to getting the result that they want? Okay? And then knowing that they have tried something already, you have to, you have to ask yourself, okay, well, maybe you've tried this and maybe you've tried this and maybe you tried this and here's why it didn't work. Now stop there. Stop there. If you can get this far, okay, if you can get this far as a coach, you have gone half the battle. You, you, you, you've accomplished half the battle. One of our struggles that we're finding with so many is we, we don't know this. We don't have the answer for this. We don't. We as coaches, you know, you're not putting on your coaching hat and seeing life a little bit different. You're not seeing what your clients are seeing. You're not seeing that, that they want a result. And so they're going down. They're going down one route and they're having a struggle. You're not seeing a result. Hey, there's a much easier way to do that. So what some coaches do is they'll say, oh, you know, the way I see it is this. So all you have to do is this. Well, the problem with going from here to here immediately is you haven't gone on a journey with your clients. And if you haven't gone on a journey with your clients, it's really difficult to make an offer. The reason is, is because if you just bypass and go from here to here, they're just going to think they can do it on their own. So what you have to do. Excuse me. As you set up the foundation for your offer is you have to see it through the lens of your. The struggle of your client. You have to know and speak exactly what it is they're going through. You have to tell them you've probably tried this and this and this and this and this. And they need to raise their hand and say, yes, I have. And then you need to say, here's why it didn't work. If you can tell them why what they have tried has not worked in order to resolve their frustration and help them get what they want. If you can tell them that, they will stop vetting you and they will pay you. Now notice I'm not getting to what they need to do to way down here. So what message do you need to learn from this right here? So I want you to write this down, okay? I want you to write this down. The offer starts with messaging. With my message. Don't confuse messaging with dming. The offer starts in the message at the very beginning. We don't wait until the end to make an offer. We're making an offer from the very second I get on the phone with somebody. From the very second I create a Facebook reel. From this very second, I write a tweet, okay? I'm. I'm, I'm starting my offer, and I'm starting it from this vantage point, the way I see it. And I'm not going here. What I'm saying is I know that my clients want here, but this is probably the route they're going to. So I'm going to stick on this side of the ledger, okay? And I'm going to come here and I'm saying the way I see it is you're trying to do this and, or, you know, and you get this frustration, that frustration, this frustration, that frustration. And you've tried this, this, and this. And here's why it didn't work, okay? Now once I get to that point in my message, now I'm still not priming them to hear the offer. The offer starts with a message. Because what they're thinking, offer is, is how much does it cost and what does it do? That's not all the message. It's only the last half of the message. Okay? That's the apple on the apple tree. There's still a whole apple tree. So now we move into what you need to do, okay? So, hey, so if you're trying to do this because you have all these frustrations and you've tried this, this and this, here's why that didn't work. What you really need is this. Now watch this. This, my friend, is what we call a method. This is what we call a method, okay? It's not. What you need to do is buy my program, okay? What you need to do is you need to method. So for instance, like when Tanner, you know, I've watched some of his coachings and when he work, when he does live trainings and he's working with high level people one on one, it's interesting that he gives them the same exact advice as he gives people who haven't made a penny. Okay? You need to create an offer.

Excuse me.

You need to create a, a post. You need to go, you need to put that post on Instagram, social or.

Any social Media platform.

And anyone who engages with that post, you need to friend them, follow them, engage with them, DM them, follow up with them, okay? He gives them the same exact post, and he calls this the client con.

The.

The converse. The. The client conversion method. Right?

The cc I call the Tanner method because he's for me to remember, okay?

And so what he'll say is that, hey, listen, let me just simplify this. The way I see it, if you're trying to start a coaching business, you're trying to make more money, you know, there's two ways to do it, okay? One way is create a message and get it to as many people as possible. Or the other way to do it is, you know, to create messaging, create funnels, do this, do that, do this, do that, do this, do that, do this, do that, and then hope and pray it works. Right? Well, that's probably produced a bunch of frustration for you because chances are you're broke. Chances are you have no following. Chances are, you know, you can't get anyone to get on the phone. Chances are when they get on the phone, they don't want to listen to you. Chances are if they listen to you, they don't buy. He can list all the frustrations and he'll. He. He'll say things, you know, like, maybe you've tried. You know, maybe you've tried clickfunnels and they're one funnel away method. You know, maybe you've tried reading all the books of all the Alex Hormozis of this world, you know, hoping you can just do everything that they. They've done, okay? And here's why it didn't work. And he'll go back and he'll go, the reason why it didn't work is you're not Alex Hermosi.

You're you. You're you.

So stop. So stop trying to platform Alex or stop trying to platform Russell or stop trying to platform Tony or stop trying to platform Tanner and platform yourself and what you need to do. And then he'll say, what you need to do is you need to create a reel that solves a problem. Put that reel out there, engage with everybody and DM them and have conversations with them until you make a sale. Right? So that is the method that he teaches. Now, notice he didn't say, what you need to do is buy my program. What he does is he teaches them the exact method that they need to do in order to get a result. Well, Chad, why are you. Why are you going on all this detail? I thought I was going to learn how to, like, price something. You are in a minute. But what I'm trying to convince you of is the. The offer begins with the message. You have to know this vantage point. You have to know what their struggle is. You have to know what frustration they're experiencing. You have to know what they've tried, and you have to know why what they tried didn't work. And then you can come in and you can give them an alternative opportunity. You can say, here's something else. Okay? And if you did this, you'll say, here's the unfair advantage that you'll get. So Tanner would come to you and he would say things like this, like, you know, if you did this, then you don't have to have all the funnels. If you did this, you don't have to have all the overhead. If you did this, you don't. You don't have to wait in order to get paid. If you did this, you know, you. You could launch and vet your offer immediately. You wouldn't have to wait.

Right?

And so these are the unfair advantages that you would. If you did this particular method. And then he would come on and say, and that's why I created next level coaching. That's why I created Mastermind. That's why I created the elite launch Academy. The reason why he created this is to help you with all of this.

Okay.

With all of this. Now, that's a long way. A long way to go to tell you that. That is the introduction. That's the introduction for your offer. Okay. Is you have to be able to communicate to your audience as that expert. So now, with that being said, we're going to re answer those questions. Okay? I asked earlier to the 25 people that are in the room and hundreds of people watching online, on a scale of 1 to 10, how badass are you? Now, I only want you to answer that this time based upon how well do you know the information I just delivered? How well do you know that? Okay. As a coach, I see things. I see the world differently. As a coach, I understand that my clients are trying to get a result. As a coach, I understand there's a difficult way that the vast majority of people take and there's a simple way that I teach. As a coach, I understand the frustrations that they have. As a coach, I know what else they've tried in order to get a result. As a coach, I know why that doesn't work. And as a coach, I know exactly what they need to do to get a result.

Okay?

With that being said, scale of 1 to 10, how badass are you?

Let's read these. Okay, so we got some tens.

We got a 9.5. 10, 10, 10, 10, 10,. 10, 10, 10, 10. Omar says CC Omar. Does that mean credit card? Okay, so if you know that information, now you've got the prequel to why they should buy your program. You should now have the conviction in your heart that all I have to do is get my message out in front of people. And if I can get my message out in front of people, I can help them. And if I can help them and show them what they need to do, then the next logical step is for.

Them to buy my program. Okay?

So that's the slippery slope that we're trying to create for our prospects.

Okay?

Here's what some of us are doing.

Okay?

And this is why we struggle. Oh, my God.

I need a client. I need a client. Oh, I need a client.

I need a client.

Oh, to God.

If I don't get a client, I'm not gonna be able to make my coaching payment. If I don't get a client, I'm be able to make rent. I need a client. I get a client. Instagram. I need a client. And then you go out there with desperation in your voice, and. And it's all over. You can tell it, you can feel it. You can feel the angst inside of your heart because all you're trying to do is get a client.

And it doesn't work. You get more, you get told more. No more. You get less people to view your stuff because it's a sense of desperation that's coming out. The reason is, is because you're not giving to give. You're giving to take. And we got to shift that.

See, core offer is I give to help, and it's the value that I.

Offer to the world that affords me the opportunity to help people. And it's the help that I give to people that then allows me to afford the lifestyle that I want. And if we're just going out there because we desperately need a client and that's the reason why we're delivering stuff, the desperation is going to come out in your voice. You're going to skip steps, you're going to try a little too hard to sell, and people are going to be repulsed by that. You're.

You're not going to follow. You're not going to follow the steps.

That you've been getting, getting your coaching because you're leading from a point of desperation. So we have to stop that. So how do we eliminate that desperation and make them an offer that they want to buy? And that's what I want to show you today.

So that's all my.

My prequel.

You guys with me so far? You guys with me? All right, give me 10 minutes.

I'm going to draw this out for you. Then we can. I'm going to open up for questions.

Okay? So the way we do that.

Let me come back to Zoom. Where's my mouse? Okay, I'm trying to share my screen here.

Oh, mousey, mousey, mousey.

Where did you go? Here we go. Okay, so here's how we do that. Come on screen. Can you guys see my screen?

Okay, we do it with a little.

Thing called the perfect form.

And I'm going to just fly through.

Most of this because some of you guys have seen this before. Okay? So it goes problem, solution, result, offer, audience. Okay, so sorry, that's supposed to be a nice little circle there, but you guys get the idea. So when we're creating this core offer. Okay, so over here is. Excuse me. Over. Over here is our core offer. Okay? So when we're creating this offer here. Okay, it. We start with here We.

We come back.

You should have already resolved the problem that you solve for your audience. Okay? The surface level of Secret and the source, We've already worked through that. You should already know the solution.

So you should already know, like, do.

You have a skill set? Can you outsource a skill set? Or can you learn a skill set to be able to get your client's result? Do you have a system that we've talked about? Under the solution, you have a step.

By step, logical linear system that gets them a result.

You. And have you nailed down your superpower on why you're the right person for this? Okay, so we start with a problem. We go to the solution. We already said that.

The offer then is.

Are these two buckets right here? Okay, an offer always starts. As we said earlier. An offer starts with a messaging.

And at the end of the day.

The only thing people want on this.

Entire board, the only thing people want is a result.

Okay?

I literally. I want you to process that, melt it in your brain. The only thing my clients want is a result. Oh, no, Chad. My clients want a relationship with me. Yeah, you're right, they do, because they.

Think it's going to help them get a result.

Oh, Chad, you know what? No, no, no. My clients, man, they want all my tools. You're right, they do, because they think it's going to help them Get a result. Oh, you know what, Chad? You know my clients, man, they love my community. They love my little VIP community that I built for. You're right. Because they think it's going to get them a result. Because at the end of the day, this is all we ever want. But we spend time on figuring out who our target audience is. We spend time on figuring out what problem we solve.

We figure.

We spend time on figuring out how we're going to solve that. And then we spend time on creating an offer, and we pass the result. You cannot have an offer without a result, okay? So what we do is we come in here and we measure the result.

We measure it.

We figure out, like, if people listen to me, just as most of you guys said when I asked you, on a scale of 1 to 10, if people listen to you and do what you said, what. What would the result be?

Okay?

On a scale of one to ten, every single one of you, with the exception of one set of ten, and that other person said a nine, okay? So we had all nines and tens, okay? But have we measured it? Have we communicated this? Is this clear? Is this clear, the result that they're going to get inside of our program? Because if this is clear, this is what offer looks like, okay? This looks like a person who's got a problem wants this result.

Okay? Wants this result.

And you have a program that delivers the result. There's only one thing standing in between.

This person and this result.

And what is that?

It's money, okay? It's money. When you can get crystal clear on.

Here'S who you are, here's the problem you have, here's the result that you want, and here's who I am, here's my program, and here's the result that I give. When you can marry this and this.

And the only thing that they're missing is this. You got a massive, massive, massive, massive, massive problem. You're gonna have way too much money. You ain't gonna know what to do with it. But the problem is, is we're not clear. We're not clear. And the reason is, it goes all the way back to here. Okay? Is the way I see it, you see your program, but you don't understand the struggle and the result that your client actually wants. And because of that, you've not communicated this clearly. So a measurable result, once we get.

A measurable result, now this is where the fun comes.

Once we get a measurable result, we.

Know what that result is, and we.

Can measure it, then we can Come in and we can do an offer. So this offer is made up of four components, okay? Number one, it's made up of the measurable result that we believe we can get them. So, like, in.

In my world, they do tons and tons and tons and tons of business coaching, okay?

And so one of the results that I try to get people is, you know, we tell them, you know, you have to have eyeballs on your stuff, so you need leads, okay? And then you got to be able to get on a call with someone, okay? So you can do a sale, and based upon that percentage of sale, then you're going to make a certain amount of money, okay? And so what we do is we come back here and we talk about these three numbers, we talk about the results, we talk about the leads, okay? And you'll even see this on your coaching calls. I'll say, okay, how many numbers of conversations have you had this week? Okay? And then I'll say, okay, based upon those numbers of conversations, how many calls did you schedule? Based upon those calls scheduled, I'll say, how many showed? Okay? And then based upon those that showed, how many sold, okay?

So what I do then is I come back here and understand that this.

Oops, sorry. This is not my offer. Oh, shoot. Hold on. You get the idea.

Okay, what I do then is I.

Understand that when I'm pitching people, I'm not pitching them on this. I'm pitching them on this, okay? So my. My goal is to get you in front of a hundred people every single week, right? That. That would be my goal. My goal is to get you in front of 200 people per week. What? Whatever. So, like, let's say I had an agency, okay? I. I could understand then that we could do this. Then I could use the second part of my formula, which is measured result. The second part is what we call silly math. Silly math. So I'm going to pick on somebody.

Who can I. Who can I pick on?

Who want. Who. Who can I pick on? I need somebody to unmute their mic that I can pick on. Anybody? Just one person on your mic and tell me who you are.

DeMarco Spears.

DeMarco. Awesome, buddy. Welcome, man. Okay, DeMarco.

How much is your program?

6,000.

Your program is $6,000. So every time you make a sale, it's $6,000. Okay? What is your closing ratio between the number of people that you talk with on the phone and the number of people who buy right now?

Less than 3%.

Less than 3%.

Just starting out with this offer, okay?

So you're telling me for every 100 people that get on a sales call.

With you, three by. Yeah. Okay, we, we got some work to do, my friend.

Because if that's less than 40, we got trouble.

Okay, got it.

So we got to get that from 3, 3 to 40. So you're my ideal client. You're getting ready to pay me a ton of money. You ready?

Okay, so let's say that his prison.

Closing percentage is 3%. Okay? Which means then, then it's scheduled. How many people schedule, show up for the call?

So going off this week, I've had six schedule and then four show up.

So, okay, so you're good.

So you got a 75% show up rate. Okay, and then how many conversations did you have to have in order to get that?

Probably reached out to maybe 45 people this week.

Okay, so, so, so you got 45.

People, and out of those 45 people, you got six people to schedule, am I right? And you got four people to show. Yep. Okay, but. And I'm guessing you made zero sales.

Exactly.

Okay. Right, so these are your numbers. So what we're going to do then.

Is we're going to come in here.

And we're going to do what's called silly math. Okay?

So silly math says, okay, if you.

Have a, a $6,000 offer, if I.

Was to look at these metrics, okay.

There'S a couple metrics that we can look at. Number one, we can look at the number of conversations. So I could look at him and say, you know, listen, right now you're getting 45 conversations, okay? But you only have a 3% close rate.

So what I would do is, I.

Would say, listen, if we can get that close rate from 3% to 25%, okay, it's going to do awesome, right? So then we'll take their, their same numbers. We'll say, okay, you have 45 calls or 45 conversations. Let's say you get the same number of, of schedules, and let's say you do the same number of shows. Okay?

But here we have a 20. We have a 25 close right now.

So now we've turned this into one sale, which equals how much, how much money? $6,000. Okay?

So if, if I, if I, if I did this, then I can show the formula to profit, how I can.

Turn this psychologically into him. Okay, Back into him.

So in this particular situation, he's a bad example because most people are at.

Least a 25% conversion rate. They're normally not 3%. And I'm going to be really surprised if you're really at 3%. Okay. I'm going to be surprised if you're, if you're at 3% and you haven't hired a closer yet, then there's a huge problem, okay? Because one sale, two sales, you pay for your closer and I promise you he'll do way better than 3%. Okay? But that's neither here nor there.

So now what I would do is I would come here and this is.

How I normally would do it. I normally do it based upon leads.

So I'll come in and say, hey.

Let'S say that you're really good at closing and you can close 50%. Okay. And you have a $6,000 offer. And let's say that I can get you 10 sales calls per week. Okay? 10 sales calls per week at 50% closing, that means you're going to make five sales, okay? And then times 6,000 is equal, is going to equal $30,000. So let's say that I've got, you know, you know, his $6,000 offer. Hey, let me ask you, if I could put $30,000 in your bank account, would that be worth the $6,000 it costs for coaching? Of course it would be. Right?

But then let's say, okay, yeah, but.

You know what you're, you're average, you do with the industry averages. Industry average is 25%. One out of four. Okay, right here. So let's say that, but we got the same offer. I could still get you 10 leads per week. And so instead of closing five, you're only closing 2.5. You have a six thousand dollar, you have a six thousand dollar offer. That's 12, 12,000, that's, that's $15,000. What would you give me? Would you trade me a six thousand dollar coaching program for 15K? You'd be like, absolutely I would. But let's say that you suckity, suck, suck, suck, okay? And you can only close one out of 10, right? So now you only have a 10% closing rate, okay. And I can still get you 10 per week. And now you only make one. Okay. And you make $6,000. Okay. Would you trade me this $6,000 worth of profit for the $6,000 coaching program knowing and understanding that now you have a system that you can replicate each and every week, right? And then if I wanted to, I could bring it out. So let's say that we can repeat this process right here, this really crappy one. Let's see, we could repeat that each and every week, okay? So six times 52, okay. You know, would you be disappointed with a. What is that? A $350,000 business? Okay, so 52 times 6 is 18. Or, I'm sorry, is 12. $312,000 business. Would you trade me $6,000 for a $6,000 coaching program? Right? Of course you would. Of course you would. The third part to this, then, is what we call expensively affordable. Now watch this. Expensively affordable, okay? What the rule tells us is we want to be able to use what's called Rule 51, okay? Rule 51, like that. Rule 51. And the idea is, is that they need to be able to make five or fewer transactions. Can't spell okay, in. In order to break even. Okay, in order to break even on our. On our offer. So in other words, so if it's $6,000, okay, I can actually charge. If he's got a $6,000 offer, I can actually charge 30k for my coaching because he can make. If he makes five transactions, he'll break even on my coaching. That falls within the Rule 51, okay?

So if I.

If I have a $15,000 offer, if I have $50 over, he only has to do 2.5 sales, okay? And then I can put it back on him and say, hey, listen, if you listen to me, do you think you could do at least two and a half sales in the next 60 to 90 days, right?

So you want to put it back on him.

You don't put it on you. You put it back on him. You challenge his or her ability to get a result. So, like, if you're in the fitness business, right, you know, you can say, hey, listen, if you do everything I say, you know, do you think you could lose 10, 12, 15 pounds in the next 21 days if you did what I say could you see? And so you want to put it back on them, it's not, do you.

Think I can get you a result?

It's do you think you can get a result? And if so, then you charge expensive, okay?

So if. If I were him and I had.

A 6, $6,000, you know, if I was doing a thing where I can make somebody 6K, there ain't no way in heck I'm charging less than. Than 18k for that, okay? I'm charging a lot of money for that. So we get. We have to make it expensive. We have to make it expensive where they. We have to make it expensive. This is so weird. We have to make it expensive where they can afford it, but we have to make it affordable. Expensive where we can make a living, but affordable where they can afford it. Okay? So I'll show you how we do that. So if it's expensive, some of you guys got fifteen hundred dollar offers right now, okay? You have fifteen hundred offers right now and you think you're ten on a scale of one to ten and you think you can give them result, ten out of ten. So you think you're ten out of ten, you got a fifteen hundred offer and nobody's believing you, right?

So if I, if I came up.

Here and said, hey, listen, I think I can make you $312,000 over the next, over the next 12 months and my program only costs 6k, you're not going to believe me.

But if I came and said, hey.

I think I can make you $312,000 in your business next year and my program is 40k, you're a lot more.

Likely to believe me, okay?

And the reason why your offers are.

Falling flat is because we haven't taken time to measure the result.

We haven't shown them the silly math.

And we haven't made our program expensive.

Enough where we can make a great living and it validates as an expert, but affordable enough where they can, they.

Can pay for it. So we make it affordable by doing a few things.

Okay? Number one, you can do a payment plan.

What I want to tell you is if you have a program under 5K.

And you haven't looked into programs like Affirm or PayPal Credit or anything like that, then and you're offering them a payment plan, you're doing yourself a disservice because those are the people that are going to default on your payment. Okay? So you, but you can't offer them a payment plan. What I like to do is I.

Like to get PayPal credit.

PayPal credit will finance up to 20k. And it's a lot easier to get approved on than a firm.

I like to, I like to give them PayPal credit, okay?

PayPal credit and then give it a pay in full bonus, okay?

Now I don't lower my rate for.

Pay in full verse payment plan. And here's why.

The reason why is I don't think.

The rich people who can afford my pay in full should get any bigger of a discount than poor people who can't.

I mean, the ones who need the.

Discount is not the people who can afford to pay in full. The ones who need the discount.

People who need payment plans, those are.

The ones you need a discount. But what we do is we we make the program a lot more expensive for them, okay?

So what I like to do is I like to find programs like, like.

PayPal credit or firm or, you know, Zenefits or something. I like to find some kind of programs, benefits, but some kind of program where, where, where the finance company can take on the money and then we give them a pay in full bonus. And so what I like to do is I like to say, hey, if you pay in full, you know, I'll give you whatever. So I may have like a, you know, a mindset course, okay. Or I may have like an event that's typically what I give.

You know, I have a live event.

We only charge $5,000 for this event. I'm going to give you a free VIP ticket to it if you pay in full or whatever. Right? You know, or I may give them, you know, another course or whatever. You can figure out what you're paying. Full bonuses are. But you can make it affordable by creating payment plan or you can make an affordable by giving them some kind of pay in full bonus. That just makes sense. So here with expensively affordable, we use this acronym. We use B U S. I don't know why I'm writing in red. B stands for bonus. Some kind of bonus. You stand for urgency, okay? Meaning that this needs to go away soon, okay? Don't lie about it. S stands for scarcity. There should only be so many available, okay? So what we do is we come here, we make it expensively affordable. We price it at, at a believable rate, not just an affordable rate. At a believable rate. And then we offer things like payment plans, paid in full, bonuses, etcetera, to make it affordable for them. So we make it expensively affordable, number four. Then we make it stupidly irresistible. We make it stupidly resistible. And we do that through some kind of risk reversal. Now, here's what I normally hear from newbies. Oh, my God, I don't want to do that because everybody's going to get a refund, right? Well, here's what you have to know. Only people with scarce mindsets, there's. There's always exceptions to the rule, but only people with scarce mindsets ever drop out and ever ask for a refund. Only those people, if they got victim mindsets, okay, they don't do the work. They're the ones that ask for refunds, and they're the ones that, that try to cancel on you, okay? They're the only people, only types of people that do that.

If you're a Great coach.

And you're going in and working on their mindset, you can probably alleviate some of it. You'll never alleviate all of it. Chargebacks, refunds, some of that is just cost to doing business in what we do. But don't leave thousands and thousands and thousands and thousands of dollars on the table because you're afraid to do some kind of risk reversal. Okay, so here's what some people do. What some people do is they don't do a risk reversal at all. And then their conversion rates go way down. So because they're afraid somebody's going to charge back. So in order, because you know, one person may ask for their money back, they miss out. Missed out on 8, 10, 12 sales. So in an attempt to save 1500 bucks, you paid 20 grand in order to save 1500, and it's not worth it. So give some kind of risk reversal. There's a few types you can do. Money back guarantee, which are the most popular and the most powerful. Second is, is you can extend the opportunity to, to work with them. The third thing is, is there's some kind of uplade or upgrade or unlock button that happens if they don't get that particular result. But you want to make everything conditional. In other words, you have to do the work. So I like to say, hey, listen, if you come into my program and you've done the coaching calls, you showed up to all the meetings, you did the work, and you can show me that you did the work, and if all of this program still didn't work for you, I'm happy to give you your money back. However, if. Because then that would tell me that the system's broke.

However, I'm not going to give your.

Money back if you're broke. So in other words, if you're the one that didn't do the work, well, that's on you. That's not on me. But if it's my system that's broke, well, I'm happy to refund you. So that's the way that you want to guide those refund calls. So there's, there's a lot of stuff there. But when you create a core offer, you want to make sure that it starts through the struggle. You've answered all of their questions, and then you come out with an offer. One last thing on this, and then we'll open up for Q A.

If you're helping people make money, I like to be able to charge about.

10 to 20% of the amount of measurable value that I can add. Okay? So for instance, so if I believe that I can add a hundred thousand dollars to your bottom line, I'm going to charge you between 10 and 20k. If I believe I'm going to add 50k to your bottom line, then I'm going to charge you somewhere between 5 and 10k. So about 10 to 20% of the appraised value is what I'm going to charge. And I'm going to put it through my. My four steps. Okay. Of creating that perfect offer. Does that make sense?

All right, so let's open it up for Q and A. I'm sure there's plenty of that. And then, and then I'll bring any.

Type of clarity that you want on this particular offer. So go ahead. And you don't have to raise your hand. Just unmute and talk.

Hi. So.

Oh, go introduce yourself.

Hi. Okay. Yeah, I'm Pepe. I don't know if there was someone before me.

Yeah, Pepe.

All right.

Okay.

Hi.

Okay, cool. So it's. The school has been amazing. First and Forest. It kind of gave me like, so much clarity. And on many other things, I was say, by the way, I think it's a really good question for the fitness world, I would say, in terms of measurable results. So when you say that, you mean like, for example, okay, I'm gonna make you lose £20 in 12 weeks. That's like some sort of measurable results. Yeah. All the calculation that you did was amazing.

Yeah.

I mean, all the calculation that you did was amazing for like a business that kind of promise to make your money, if that makes sense. So, for example, the silly math. How I could possibly do a silly math related to fitness, for example, for a weight loss, for example?

Well, weight loss would be the easiest.

Because it's, it's easy to measure. Right.

But it's also different. Like if you got.

If you're working with somebody that's 480 pounds, you know, I mean, it's obviously those numbers are going to be off the chart. It's easy. If you're working with somebody that needs to lose 20 pounds, that's a little bit different.

So you have to think of.

And thank you for bringing this up, because there's two types of measurements. Okay. One is numeric and one is emotional. Okay. So numeric is weight loss. Inches lost, lean, muscle gained. Those are all numeric. Okay. But then there's the emotional side of it as well. So in the fitness world, there's actually three measures. There's numeric, there's emotional, there's Performance, okay? So numeric is the exact things that we've done. The emotional is the way they feel about themselves, the way they show up in this world, right? You know, so for instance, like, I'm.

Having a little bit of a identity.

Crisis here because, like, in my business and I work with millionaires, okay, you know, for so many years. And I'm accustomed. There's two things I'm accustomed to doing.

I'm accustomed to being one of the.

Youngest guys in the room, one of.

The most intelligent guys in the room.

And I know tech more than anybody else in the room. And I come to this organization, I'm the oldest person in the organization. I have less hair than anybody in the organization, and I'm the least techie, okay. Guy in the organization.

So that part of identity, like, whoa, like.

Like, you know, I look at myself, I'm like, dude, I got to lose some weight. I got.

I got to get ripped.

I got to do this, I got to do that.

I gotta.

I gotta stay up with the young guys, right? So that's the performance level.

So what you have to be able.

To do as a coach is you.

Have to be able to tap into.

All three of those numbers. Here's the numeric, here's the emotional, here's the performance, right?

Because you think about it like, if you're overweight, you're. You figure out the places they're not performing.

They're probably not performing in the workplace, probably not performing in the bedroom. They're probably not performing in their relationships. They're probably not performing with their children. They're probably not performing with their self confidence, right? So you, you can create those. Those measurables and those. Those numeric, and you can turn those into numerics. A really easy way to do that is by answering this question. If all this did was blank, would it be worth it? Right.

So if all my program did was.

Blank, would it be worth it? Okay. And if you can get them to.

Say yes, and the way you do is you. You go back to your pain, to the pain that the clients have, right?

So, like, for instance, hey, Chad, if you come to my program and all.

This did was help you lose 20 pounds, okay.

Help you look and feel younger and make it appear as if you worked out every day, would it be worth it?

Oh, yeah, yeah. How much?

How much a month? Right? So those are the. Those are the three ways that you measure it. So numeric, okay? Emotional and performance.

Yeah, I like that.

For real? Yeah.

Actually, it gives me a lot of ideas. Even for content as well, because I can tap on each single thing as well.

Yeah, every single thing.

Right. Remember, the offer starts with a message.

That's one of the first things we said today. Okay?

So I love that.

All right, thank you.

Thanks.

Thanks, Coach.

Who else?

I have a quick question.

Yeah, what's up, Julia?

Hi, how are you? Hi, everyone. So I have a question. So, you know, I'm a hypnotherapist, NLP coach. You know, we're working together to form a high ticket offer. I'm just curious because you mentioned earlier that you should charge about 10 to 20% of what you could potentially make them, right?

So 10 to 20% of the appraised value.

Of the appraised value. Okay, so hypothetically, if I'm working with a millionaire, right? Because this was a case where I had a millionaire who was blocked, wouldn't go to work, kind of motivation, and after working with me for a month, one on one, he generated $250,000 right. In his business. So would that be an example of a case like if I was talking to somebody and I figured out how much they could make if they worked with me and remove these blocks being like, okay, so you know, according to what you're saying, if you go to work again, right, and you show up and you have confidence, you have motivation, you believe you can make $250,000 to 500,000, right? So then when I take 10 to 20% of what I could potentially help him achieve, and would that be different case by case? So hypothetically, I could have somebody where, if I work with them, you know, they would be able to take the actions and generate 20,000. That would be a different price than obviously the millionaire.

So once again, you have to think about, like, is this, is this one time or is this long term?

So, for instance, so like, if you.

Get that guy unlocked and now he's.

Going back to work and he's making a quarter million dollars a year, okay, well, over the course of ten years, you put two and a half million dollars, you. You put two and a half million dollars in his bank account, right?

So, so you don't have to think about just the one time because most.

Of the stuff that we do has a recurring, right?

So I didn't even get into the.

Time based on that.

But normally what I would do is.

I would take you and say, okay, if we did this now over the course of six months, this is what it would look like if we did it. Of course, every year. It's what it Looked like we did, of course, over five years. So it would look like. And then there's such a, it's such, it's a silly now, like. Oh yeah, that makes sense. Let me, let me, let me pay you.

So like, for, like I've been preaching this to you that like you're too, you're too badass. You're too badass at what you do.

To charge so little. Right. So when you charge more, if you charge more. Okay.

Are you going to attract less clients? Yes.

Are you going to make more money?

Yes. And that's all of our dreams. All of our dreams is to be.

Able to work and make more money. Yeah.

And so that's what you, you know.

That'S, that's what you need to think of.

So what I would be doing is I would be measuring that.

And then, and then, Julie, if I'm at the point where I'm.

And this was, this was a big shift in my life when I got.

To the point where I realized that.

And it took me, I think maybe, maybe making 40 millionaires until I got.

To the point where I realized that I was worthy to charge more money. And I realized that like I have.

Made, I've gotten 40 people a 2.

Comma club award and I'm charging 70 200.

They're making a million and they paid me 7, 200. And then it got to a point.

Where like people weren't.

When I would tell them that my conversions went down because then they, they stopped believing me.

And then once I, once I raised it to 25, then eventually 50, it got so easy to sell because now people began to believe me. So I keep preaching this to you and I'll preach it to you again on this one. You're too bad human being to be charging still little.

Yeah.

And then charge little.

No, you have to have.

And when we get to our offer expansion, okay, which is next week, the pro, the product will get to offer expansion.

You have to, you have to have.

All three levels at a certain point.

If you're in mastermind. So listen, if you're a mastermind, you have one offer.

That's all you have.

Okay. When you get to next level, you.

Start with one offer and then we.

Will work with you to expand those.

Offers because we're going to create a high ticket and a lower ticket.

But if you're a mastermind, you get one offer.

Next level, we're going to expand those to three different offers so you have a high ticket. So you can go after those and then you Have a bucket to drop people into who can't afford the high ticket. So now you're maximizing your profitability and your impact.

Okay, so just. So then I would have different price points on the high ticket. Right. Working with them longer term based on what result I believe I could get them. And then my other question was, is there any kind of challenges you see coming up with the fact that this is a mindset offer? Right. It's not a business coaching offer where it's like, okay, I can help you get leads. Like, I can give you these tangible items that you can see and feel. If I say, hey, I'm going to remove that subconscious block in your mind and help you generate a million dollars after removing that.

That. Right.

Is there any kind of challenges you see with someone like me pitching that versus somebody who has a business offer?

Yeah, I don't have time to break all this down, but just think of.

In terms of four M's. Okay? So the first one is you have your market, okay? The second one is you have your messaging, okay? The. The third one is I just lost it. You. I'll use mindset. You have. You.

You have your.

Oh, gosh, method. Your method. And then the fourth one is you have your money, okay?

So you have your messaging, your method.

Your market, your money. So if you think about this mindset, what's one of the. Which one of those. Is it your method, your market, your money, or your.

Well, I would. I never like saying mindset because I think that's too light of a description for the kind of work I do. So I would say that.

All I'm telling you is that method.

Messaging, that's your message, your method, your market. It's not your money, okay?

So messaging is only the vehicle that.

You'Re using to get them the result that they want, okay? They want.

Why do they. So you have to ask, why do they want a better mindset?

So they can make more money. They can build generational money.

They have better relationship.

They have better. So you. You.

You market. Not the method. You market the money.

The result that they're looking for.

That's what you market.

You deliver the method.

So Tanner, when you watch his. Watch his ads, he doesn't market the. The.

The client conversation method. He doesn't market that, okay?

What he markets is he markets, like, visibility, and he markets sales, and he markets money.

That's what he markets, okay?

So the method is only the vehicle.

To get people the result, okay?

Because there's other vehicles that could get people that result Too, right? Not just mindset. There's other vehicles and you teach other vehicles, but you're not selling that vehicle. Okay.

You're selling the results.

Right. And the vehicle is just what is your unique mechanism to get them that result? So when you think of, when you think of that like, you know, the.

Market, the message, the method and the money, okay. Only focus, only sell the money. And money for other people is not necessarily money. It could be weight loss, it could be, you know, relationship building, whatever, whatever that result is. That's what you, that's what you, you market. Okay. Sounds good, Omar.

Yeah, I'm a little bit confused because my niche is fitness and the, the example you gave, it makes perfect sense. On, on business, it comes to price points and like how much you offer should be based on like percent of, of how much you can help someone generate. If he's a business coach, I couldn't relate to, to fitness. Like, how can I do that?

Can you measure anything in your business?

Yeah, we do measure results for clients.

Okay, so what are those measurable results?

How much kilograms they lose throughout the program, how much centimeters they lose from their like, waistline throughout the program, how better they feel in themselves, in the clothes, in the mirror, how much their performance is difference in, in the workouts themselves or the energy levels during the day or how active they are.

Right. So, so what? So I'm confused. What's your question?

Because you just.

Those are the measurable results for you. That's what you would measure?

Yeah. How can I connect this to the price?

Like, okay, right. So there, if you'll go back to another training that I did another time.

So there's, there's certain reasons why people.

Pay money in where you can charge the results. So one is proximity. So the closer they get to you, the more money you should charge. Second thing is, is the speed of result. The faster you can get them a result, the more money you can charge. Remember we said time is a liability, not an asset. Okay.

The third thing is, is quality of.

Tools and resources that you're giving them. Fourth one is quality of people that you're connecting them with. So when you look at those four things, you can ask, you know, you can, you can show them that these four things that we offer inside of our program, okay, these are going to allow you to get to your results better, sooner, faster, and it's going to give you hope that this time can be, this time can be different. So you can, you can charge more money because of what that's worth to somebody. So, for instance, if I'm 30 pounds overweight, okay. And I'm risking heart attack, okay, well, how much is hospital like?

Like, what would it cost somebody not.

To work with you? That. That's your measurable. What would it cost somebody not to work with you? Okay?

So if I end up at the.

Hospital now, I got type 2 diabetes, now I'm taking insulin shots, and my insurance is going way up, and I.

Got medical bills out the wazoo. Dang.

I should have paid the 3,000 bucks to work with Omar. You know, if. If I'm struggling and I can't perform in the bedroom because I'm overweight, or my significant other looks at me as.

Deplorable because I'm overweight, now I'm getting divorced. Dang.

I should have worked with Omar. See, this is, this is what goes back to beginning of training, is most of us haven't done the work to.

Say what are the actual frustrations people have? And here's, here's what I would tell you.

Fitness coaches. Ready? Listen to me.

Nobody has the frustration that they're overweight. Nobody. Nobody cares that they're overweight. Nobody. What they care about are the emotional sanctions that come along with being overweight. Because back in the day, overweight used to be a sign of prosperity and wealth. Now overweight is a sign of laziness. Overweight is a sign of slothfulness. Overweight is a sign of lack of discipline. And so it's not the overweight that they care about. It's all of the emotional baggage that comes with that.

That comes with being overweight.

It's the fact they're being judged by people that they love. It's the fact that they can't stand the person they look at in the mirror. It's the fact they have no energy to hang out with their kids. It's the fact they're not performing in the bedroom.

It's the fact they're not performing in the boardroom.

It's the fact that, you know, they don't want to put any pictures on social media without a filter because they don't want people to judge. That's. That's the problem with being overweight. So if you're selling people on how to lose weight, then you're not going to make a lot of money. You have to sell the elimination of all of that crap that comes with being overweight. See, that's that. That's the numerical and emotional and the performance based numerics that we have to measure, and that's why it goes back in the in. When you go back to the beginning of this training. Today I went back and said the. The exact thing that the offer starts with a messaging. So you're not helping someone lose weight. You're helping someone relieve themselves of all the emotional baggage that comes with being overweight that you can measure.

Omar.

Yeah. Thanks a lot, Chad.

You're welcome.

Anybody else?

Any Hands up.

That was a solid call, Chad.

Thank you.

Awesome. Who was that, Tim?

Me. Awesome. Awesome.

Last chance, guys, before we. Before we book. Thanks, Coach Pepe. All right, guys. God bless you guys. Hey, by the way, don't forget, we're getting. I'm getting ready to do a presentation. You guys make sure you go watch it later on. I'm going to be doing a presentation of all the brand new shifts and changes that are coming up within Mastermind, ELA and Next Level one and two. So be looking for that today. God bless you guys. Bye.

Bye.