MODULE 15: How to structure a masterclass or challenge

Pick up from the conversation that we had last week around master classes and around challenges. So if you haven't had a chance to watch that training, make sure you go back and re watch that training around masterclasses and challenges because this is going to make perfect sense. So today I really want to talk to you about the Magnetic method, which is how to structure a master class or a challenge that says sells without feeling too salesy. Okay. So yes, we want to have a really value packed masterclass. We really want people to feel like they're getting a lot from it. But we also want to make sure that this is a masterclass that gets people to buy. Because essentially a master class or a challenge is going to be the funnel that is going to help people. People go from, oh, this looks interesting to actually, I would like to buy whatever this coach consultant is selling. Right? So if you're showing up just to teach, but you're not selling, you're just basically hosting a free seminar, which is fine, but not if we actually want to start making money. So I want to fix that for you. If we're in the mindset of, okay, I want to teach, I want to show up, but I don't actually know how to sell. So I want to start with why most masterclasses or challenges don't actually convert. And the reason being is people are teaching too much and not actually transforming. Right? They're really talking about this is what you can do and this is how you do it. But we're not actually talking about the transformation. The next reason is is a lot of them are really vague and there's no offers and there's no pitch, there's no sales piece. There's no way that people know how to buy with you. Right. There's also no emotional side of it. Right. We just end up doing bullet points and slides. And again, if you're in the corporate world, you may say, I don't really need emotion. But the reality is is everyone buys from emotion, everyone buys from transformation and results. And then the final piece is there's no next step or urgency, there's no bonuses, there's no clarity, there's no really understanding what that roadmap looks like. So a lot of master classes and challenges don't just end up being a space full of information that don't actually end up converting at all. So what we really want to be thinking about is actually how do we make sure that when people are jumping into this work, into this masterclass, into this challenge, that they're actually Understanding, okay, this person is the expert. They are teaching me, but I want more. How can I get more from them? So the getting more from them, getting more from you is actually, here is how you can come and work with me. And that's the piece that we often miss out. That's the piece where we can often feel a little bit uncomfortable because we're like, oh, I have to sell. Oh, I have to, like, put myself out there. And the reality is, this is where so many of us fall off. And I remember some of the first masterclasses that I did, I would kind of just go, okay, great. And that's kind of. That's kind of the end of the masterclass. And there was no logical next step. So when people didn't sign up to work with me, I was like, what am I doing wrong? Am I under delivering? Am I not giving them enough? I'm not teaching them enough. And actually, what I was doing is I was teaching too much. I wasn't giving them the next step or creating urgency in any capacity. So this is what we really want to think about when it comes to a masterclass. Whether you're a coach, a consultant, a freelancer, if you are inside of a space with your ideal clients, we need to be thinking, they have joined this masterclass for a reason, There is a need for them, and they joined this masterclass for a reason. And therefore, there is a gap that you need to plug. So the structure overview in terms of a masterclass or a challenge or a webinar or whatever you want to call it, there's five parts that I always talk through. So the first one is connection. We need to emotionally open that loop so that they feel that we understand where they are. The second thing is we need to prove to them. So that is establishing authority, showing results. We need to prove to them that we know what we are doing. The third piece is we need to teach them, but we only teach them the what and the why, not the how. And I'll get more onto that later. We teach them the what and the why, not the how. The fourth piece is the bridge. So we need to show the gap and show how you and your solution bridges that gap. And then the final piece is selling, right, closing boldly, clearly giving them those next action steps. So we're going to go through all of those bit by bit, and I'm going to talk you through what each of those looks like in real time. So the first one is opening with emotion and not education, right? So, like starting with here's what I know about you. We need to name their real struggle, right? Here is what most people get wrong, right? Disrupt what they may think is correct or disrupt the industry norm of what you're seeing. Here's what most people get wrong when it comes to doing X, Y and Z. This is what they're doing. That's why that doesn't work. And I'm going to teach you what does work. Boom. You've already got them in there, you're already opening with emotion. They're already getting their guard down because they're like, wow, she's already like connecting with me where I'm at. And then it's like, here's what I'm going to show you. Here's how I'm going to show you how to lose ten pounds. Here's how I'm going to show you how to leave your nine to five in the next six months. We're creating that desire, right? So this is what we really, really want to think about. We want to open with that emotion and say, you know, for example, I would open with, you've built the amazing resume, you've got the incredible title, the salary, but the freedom. You don't quite have that. And let's talk about why I'm meeting them on the emotional side of where they're at. I'm not saying you want to make a hundred thousand pounds a year, you want to do this, you want. I'm meeting them with the emotion side. I'm not saying you want to run a six figure business. I'm not educating them on that. I'm talking about something that's so deeply emotional to them that they're going to meet me there and go, yeah, Emma gets this. She's someone I trust. Emma is someone who understands where I'm at, she's meeting me where I am at. And that's where the emotional side is. The next thing we want to think about is building the trust. You need to build the trust fast and quick. You need to bring those receipts, right? So that comes in, sharing your story, relevant to their pain. What is your story? Why are you the person who can do this? Why are you someone that they should trust? Why are you someone that has been where they have been? Have you been where they've been? Should they believe what you're saying because you've been where they've been? The second thing I want to think about is dropping client wins into conversations. So thinking about any clients we've spoken to, any results that we've had, they may not be directly inside of this. So a lot of women that I speak to who are leaving the nine to five and going into their own businesses, they'll say to me, yeah, like, I'm incredible at hr and I've done so much when it comes to hr, but I've never actually done any HR consulting. I'm like, okay, tell me your wins in hr. And they're like, well, bam, bam, bam. I help reduce. I help reduce turnover by like X percent in three months. And we managed to do this and do that and drop complaints. And I'm like, perfect. There are your results. Even if it's directly in your own consulting business, the line of work is exactly the same. So therefore, if you have experience in HR and you've done that inside of a business, hey, you get to use that and say, I have done this. Because regardless of whether it's been inside of a business or on your own, you. You are the one with the expertise that has helped the company go from X to Y. So we want to drop those client wins into the conversation style. We want to. You know, if you watch any of my masterclasses or any of my challenges, you'll hear me go, yeah, because basically when I was working one time with this client, I don't sit there and say, when client A came to me, she was here. I said, yeah, because when I was working one time with this client, this is exactly what we did, and this is how we did it. Dropping it into conversation so it doesn't seem salesy. It's actually going, hey, I'm the expert in this, and let me show you what I know. And then the final thing we want to be thinking about is like, positioning yourself as, I've been where you are, and I've helped people like that. I've been where you are, and I've helped people get out of there. I've been where you are, and I help myself get out of there. Right? This is what we want to be thinking about. I want to be thinking about how we build trust super, super quickly. And that comes through, as I said, sharing your stories, dropping client wins, and positioning yourself as the. I've been there, and I've helped people get there. That's what we want to be thinking about. Okay? And something we want to be also thinking about is allowing your audience to see themselves in your stories and saying, you know, my client Julia was working X amount of hours, terrified to walk away from her salary, and now she's booked out three months in advance, talking to one of my clients the other day, and, you know, we were talking about the fact that she had for so long tried to set up her own HR company and every single time it hadn't done well. Every single time she found herself back in a 9 to 5. And after we implemented, implemented a few of the strategies that have worked for me and my clients, she's now doing X, Y and Z. People need to see that you are the person that can help them get from A to B. Regardless of industry, regardless of niche, of age, of money. Everything is to do with, does this person trust that you can get them from A to B? Do they trust that you are the person that can help them and educate them? Because if we don't have that trust, you can be building out the best offers in the world, giving the best bonuses, the best discounts, the best service. But if they don't trust you, you're not even going to get an opportunity to sell to that person or get to that person's point. Similarly, with this, we also want to make sure that we're not selling too early on that some. I've been to masterclasses where I've gone in and it's like literally five minutes in, they're like, and this is how you can work with me. And I'm like, whoa. Like, you haven't even taken me for dinner yet. Like, why are you trying to do that? Like, it feels very like, salesy. And that's what we want to be thinking about is it's like, it's kind of like dating, right? It's like, we want to get to know the person, but we also want to, you know, get on a date with someone. And you're like, oh, yeah, my family and I recently went to Greece and they're like, oh my God, no way. Like, my family and I have been going to Greece for years. And you're like, oh my God, which island? And they're like, crete. And you're like, oh, I've never been there. But you're like, okay, cool. Like, we have similar interests. I trust this person. I know they are like, you know, kind of the same energy as me. And that's what we want to be thinking about is actually how do we build that trust super, super quickly. And people need to see themselves in you and they need to see that you can help them, that you have experience in that and that you can drop some client wins. The third thing that we want to be teaching is like, teach the what and the why, not the how. Right? So too Many coaches inside of sessions, too many consultants, too many freelancers. They drown people in information, right? And what we have to be thinking about is clarity is actually what's going to convert them. So what we want to be thinking about is a lot of people that will be coming to your masterclasses, to your freebies, to your webinars, whatever you decide to do, are coming there for a reason. They want an expert to help them feel less overwhelmed and actually give them a path, right? Like that's what most masterclasses are, and A to B transformation. So if you are teaching them all of this information, they are going to leave feeling more confused than when they walked in. Your job is to untangle that. So you're going to teach them the what and the why, not the how. The how is too much information. The how is giving it away. So what we want to be thinking about is like teaching the framework, not the step by step, right? So like teaching the framework. So for example, when I host a masterclass or a challenge or I teach like a mini version of what's inside of this program, but I don't sit there for five hours being like, this is step one, this is step two, this is step 75. This is step 100. I'm like, if you want to start your own business, you need to get clarity on who you help, how you help them build an mvp, do market research, start selling. That's predominantly what I teach inside of the Freedom Circle and inside the program that you're all in. But I don't go step by step into, right? Step one, you're going to pull up this. I literally break it down into tiny, tiny amounts, right? I use visuals. I'm like, this is that one. This is step two. Tiny, tiny, tiny. But I talk to them about my signature methods. I talk to them, I show them through visuals of what we're doing. But I don't give them everything step by step. Okay? Each section we also need to end with. And this is what we build inside of this offer, right? So, for example, if I'm. I'm hosting a masterclass next week, and inside of the masterclass, I'm going to be talking about how your first client is actually inside of your network. Like I taught all of you, you know, go and reach out to your existing network, see who's there, see who you can speak with. And so one of the things I'm going to be teaching them is around where their first client is coming from, but I'm not going to teach them how to Go find those people how to do market research. The questions that they need to do, what I'm going to be teaching them is actually so many women think that they need to have a huge audience and do this and do this. And actually, what I found with a lot of my clients is a lot of their. A lot of their existing audience actually turns into clients. And inside of the Freedom Circle, I teach you exactly how to do this and how to speak to them and how to approach them. So I'm teaching them the what. I'm not telling them the how we do it. And that's the biggest piece, right, is you need to become that person who's like, not gatekeeping, but it's like, if you want this information, you're going to have to come and pay me. You're going to have to come inside of my work. The next thing that we want to be thinking about is like, why would we give away the whole plan for free? What we do want to do, as I said, is give them the container that's going to make them crave the plan. So it's like, hey, this is what, this is what you need to do. But if you want to do it, this is what you need to do. And come inside. And this works for consultants and freelancers as well. It's like, hey, if I was going to come into your business, I. I would do X, Y and Z. I would help you increase revenue. I would help you do this and I help you that. Well, how would you do that? Well, that's exactly what I'm going to do inside of the program. I would come in and look and I would. I would come in and look and then I would see where the gaps are, and I would bridge those gaps. You're not going to tell them? Well, what I would do for revenue is I would look at this as a whole and no, no, no, you're not going to give them all of that, because then they're just going to take that and go and do it. You have to be thinking about. You have these incredible skills that people want to pay for. They need to know the what and the what and the why. And you need to come in and they need to pay you to teach them and show them and do the how. The fourth thing we want to be thinking about is bridging that gap, right? So when we talk about bridging the gap, we really want to speak to, like, the desire, right? So the natural bridge, the gap that we all go to is, well, this is this, and this Is working. Okay. They're aware of. That we want to be thinking about is like, here is what's possible. Here's the gap between where you are now and where you want to be. And these are the things we need to do to plug it. And here is the exact thing that's going to help you close that gap. Hi. It's my offer. And at that point is where we want to introduce what that looks like. Right? We want to introduce what that actually looks like. We want to use this as a moment to introduce the framework that shows how it helps them specifically. And this is going to be a really, really good moment to show the real before and after client examples. This is before and after. So, again, if you're a consultant, when I first started working with X company, they were seeing xyz. And after I finished working with them, they were seeing xyz. Hey, this is why you should hire me as a consultant. When my client came to me, she was feeling xyz, she was feeling lethargic, she was feeling overworked, exhausted, like she no balance. After working with me inside of this program, she now feels like she can do this, this, and this. So you're speaking to where they are now and what's actually possible. And again, this is the bit where we really, really want to highlight why your solution is you, as a consultant, you as a coach, can plug this gap, and you are the one to help build that gap. Sorry. Build that bridge over that gap. And this is the moment when we introduce our framework. Right? The final thing we really want to be thinking about is like, how do we pull that all together? Right? How do we actually pull that all together? So we want to be thinking about this kind of like a journey that we want to take them through, right? There's a journey that we want to take them through. However, in each, every single connection. Prove Teach Bridge, we're going to be selling, right? So there's five parts through the first four parts. The Connect Prove Teach Bridge, we are going to be selling in there, okay? And we're going to be threading that through. However, we do also want to make sure that the final slide or the final day of if you're doing a challenge is actually selling. And we need to sell like a coach, not like a salesperson. Okay? So what we want to be thinking about is how do we sell like a coach? This is how we do it. Okay? So what we want to be thinking about is what is the transformation? First of all, like, what is that transformation? It's not just I come into my offer. This is great. What is that transformation. And your offer is the portal, the tool to get them there. Right. So here's how we're going to do it really clearly. We're going to reintroduce your offer. And I say reintroduce because we've already been threading it through. Even if you haven't formally introduced it, we can thread it through. And I'm going to give you a really good example in a minute. We can thread that through. So at any point you may have said, like, you know, if I was doing a challenge or a masterclass, I would have said, yeah, and obviously this is what I teach you inside the Freedom Circle. The Freedom Circle. And then when I get into the sales slide, I'd say, and obviously you've probably heard me mentioning the Freedom Circle. And now I kind of want to formally introduce that to you. The Freedom Circle is. And then I would go into it. So they've already been threading in what my offer is. Okay. And again, if you're working one to one, if you're a consultant, you can say you've probably heard me talking about previous clients I've been working with and how I've been supporting with them one to one. So what I wanted to do was introduce my services. So it's not brand new. They already know that you are. That you have been threading something in throughout. Okay. So that's going to be thinking with. They want to think about the fact that we've already been threading in and we can fully introduce it. We want to tell them what's inside. What's inside and what feels exciting to them. What do they need to know that is inside of this offer? And I'm not talking about you get three calls a week with me and you get that and you get 10 hours with me. It's like, what's actually inside? What's the transformation that they're going to get inside of this space? Or what's the transformation that they're going to get working with you? Like, I have a six month offer as a consultant inside of this space. We are going to do X, Y and Z. We're going to make sure that your revenue goes up, that this goes up, that you're in client retention increases, that your employee retention that the churn doesn't. But whatever it is that you're consulting on, we want to be talking about that is what's inside. Because we want to make it feel exciting. I want to make it feel like it's not just I get two calls a week, I get 10 hours access that I can use with them. What's actually inside of it, what's going to make them feel excited and want to move. We also want to share like a deadline or urgency. So for example, like bonuses or prices goes up or one spot left or whatever it is, right? Like whatever that is that you feel that you need to work with. One of the biggest things we want to be thinking about is what, what's going to make your ideal client move. And for a lot of people it's not just the money, right? Like it's not just the money. It can be thinking about the desire. Can they be in this situation for much longer? Can they have a gap in their business for this much longer? Can they live without having a consultant in this, without having a freelancer? Like what is the gap that you are actually bridging for them? And that's what we can talk about, like the urgency and the deadline. Like if you are currently sat in a space right now where you've got a gap or you know that this is what you need to do. I want to make this a no brainer for you and I want to let you know first of all that if you sign up within the next 2440 hours, you will get an extra five hours of consulting time with me this month. You will get an extra 90 minute, one to one. You'll get access, whatever it is or we can do, the price goes up, right? Because again, some people are price sensitive, especially if it's like big corporate businesses and it's like, okay, well this is my offer right now, this is my price. But the price is going to go up. So if you are looking for a consultant, a freelancer, this is going to be what you want to do. You're going to want to move at this price. And then that final thing that we want to be thinking about is that price transparency. Is that price transparency. So one of the things that I always talk about when it comes to pricing and I was listening to a podcast about this the other day from this girl who I love, who's in sales. She was talking about a lot of us really like pull back when it comes to sales, right? We say like, this is the offer and this is the great thing and this is amazing. And then it's like, but the price is $10,000. But the reason it's $10,000 and like we justify the price already. We already justify the price before we've even had an opportunity. For people to ask questions about the space before we've even had an opportunity for people to go like, oh, yeah, I'm interested in this. We create a price objection before someone's even made it an objection. So what we really want to be thinking about is how are we creating a space where we can talk about what the money is, what the bonuses are, why they should move, what's inside of the offer we really need to do to go into that. And what we want to be thinking about is not shying away from the pitch. And I'm not saying an hour masterclass, it should be a 45 minute pitch, 15 minute teaching, but it also shouldn't be like a quick two minute thing that we slide in at the end. We want to be pitching and talking about this offer like it's the most important thing that they will ever see, because it is like it's the most important thing they will ever see. And really get them to know that you are the one that can help them do this. That you are the consultant, the freelancer, the coach, the whatever it is that you are had. You are the person that they have been looking for. And we give them that choice of cool. You've got two options at this point. You can either stay in the loop of X, Y and Z, whatever it is, or you can discuss this with me and jump into and we can do xyz. We need to direct people and give them the option to understand how they work with us. Okay, so there's a few more things that we want to be thinking about. And something else that I always love to do is bring in, like, existing clients or live clients. And again, this may not work if it's your first masterclass or your first challenge, but I always like to bring in live clients. Right. This is gonna skyrocket your conversions because nothing beats social proof in real time. Right. Like having people come in. And actually I had lamari and I had Emma come into the challenge. And actually what that does is it really shows that social proof in real time. Yes. Screenshots are great. Storytelling is great. And if that's all you've got for now, absolutely. Let's start with that. As your business grows and as you do more master classes and challenges, then we can think about adding them in. But actually, like, having real live examples is going to be so impactful. As I said, if we don't have that, we can have messages out loud, we can have screenshots. We can show like Vox Eclipse, like, whatever. Whatever you can do. We want to be able to use. Because proof and trust is everything for these people. Proof and trust is everything. But we also want to be thinking about in terms of, like, when we're bringing those ideal clients on or when we're sharing testimonials or stories or experiences. I always want you to ask yourself this question. Question. So what? So what? Great. You bring in a client and they talk about how happy they were. So what? Well, so what? It's transformed their life to mean that they. And this way, Emma was such a good example inside the challenge. It's like she came in and was like, yeah, I'm a mom. I'm on maternity leave, and I don't have to go back to my nine to five. Like, that is so powerful. That is so, so powerful for so many women to see that and actually going like, wow, I haven't actually had to go back to my nine to five. Like, that speaks volumes about the work that we do inside of this space, the momentum that we build inside of this space, the energy that we build inside of this space. So that's what we really want to be thinking about. It's like, great. These are the results, but so what? Who cares? What does that actually mean? And what we want to really, really be thinking about is getting to the nitty gritty of, like, who cares? Will they care? Because all of these women don't want to be in a 9 to 5 and go back after matlie. That's why they care. Okay, so how can I lean in on that? All of these clients want to make X amount more money. Okay, how do they do that? I bought lamari, and she was like, you know, I've got more inquiries in my business than I ever have working with the last three coaches that I hired. Like, bam. That, for me, is, like, huge. To have someone inside of the space who was like, I've signed more clients being working with Emma than I have with any other coach before. Like, that's massive. And so what we really, really want to think about is, so what? Why does that matter? Why are the results and the testimonials and everything you're sharing really matter to them? And the last thing we really want to be thinking about is, like, when we introduce the offer, as I said, like, dropping bread breadcrumbs in from the beginning. So inside my program, we go deeper in this. When you work with me one to one, this works. This is the exact frameworks I teach my clients inside of this offer. I created this offer just for women like you. And then we Give the pitch towards the end once they've bought in. Okay, I'm going to give you a really, really good example of that quickly. It was actually with an existing client of mine and she was deciding whether she was going to renew with me. She's been working with me for coming up to two years, maybe longer, I think. Two years she's been working with me. She's one of my one to one clients and she was deciding in that session whether she was going to renew. We hadn't spoken about it. So throughout that session I was saying, so obviously what we're going to do together, this is how it's going to work. This is what we're going to look at. So then at the end of the session, naturally her brain was like, oh, yeah, obviously I'm continuing working with Emma because we've built all of these plans together. So her brain naturally was like, oh, of course I'm going to hire Emma because we've built out all of these plans together and that's what we want to do inside. And again, a few of you here have done telegram days with me and you've signed up into the freedom circle because inside of the telegram days, when I was talking to you, it's like, well, obviously together we'll build this out. Obviously, together we'll map this out. So the natural thing is like, okay, well, I need to hire her. I want to do all these things. I need to hire this person. And that's exactly what you're going to do. Inside of the challenge and inside of the masterclass is speaking to them and say, well, obviously when we work one to one together, when I come into your business, the first thing I'm going to look at is X, Y and Z. And they're like, oh, she's going to come into my business and look at X, Y and Z. She's going to come in as a consultant and look at X, Y and Z. Wow, I need to hire her. Or she said, one of the first things we're going to do is we're going to look at all of the past in my relationships and what I've done. Wow, I need to hire her. She really knows what she's doing. So we have to be inside of their work, inside of their brain, inside of that threading, as if you are the person that is already in there. And that's such a good example of going, actually, there's no reason why they shouldn't sign up now because they're like, oh, well, she's told me what she's going to do when she comes inside of my business, when she comes inside of my world, when she comes and works with me one to one. And then the last thing that we want to finish off in terms of finishing off the whole masterclass and challenge is thinking about this has just been the start, right? Like, this master class has just been the start. Like, I'm inviting you to really move, right? Like, we want to give them something really, really real to believe in, which is like, we've just spent the last 60 minutes together and again, getting people involved. We've just spent the last 60 minutes together. How are you feeling after 60 minutes? You know, people are going to write in the chat, like, wow, this was amazing. Wow. So much food for thought. Wow. I really, like, didn't think about X, Y and Z. And that's where you say, like, imagine this. Like, this is what we did in 60 minutes. Imagine what we're going to do in and then give them the length of the program. Imagine what we're going to do in a year. Imagine what we're going to do. Me being inside of your business for 10 hours a week. Like, imagine what we're going to do then. And what we want to be thinking about is, like, how we are selling to them. Like it changes their life, because it does. Like it changes their business, because it does. Like it's going to help them reduce X, Y and Z. Because you've got to remember when someone's jumping on a masterclass or a challenge with you, they are seeing something in your messaging that is making them move and feeling excited, right? So if I posted a masterclass tomorrow around here's how to. I don't know, here's how to build Lego, right? You would only sign up for that if you were interested in lego. If you're not, I could say, here's a free masterclass. I'm going to. I'm going to teach you how to build Lego. But if you're not interested in Lego, you don't have a need to know how to build Lego. I can talk about that till the cows come home. And you're still not going to be interested in it. There's no way you're going to sign up for it. If someone did a masterclass on how to. How to become the best at Call of Duty. Again, I don't play Call of Duty. I've got no interest, no interest in Call of Duty whatsoever. But if someone did a master class on here is how you can make a million dollars in A year by writing five emails. Let's say that was a master class. I'd be like, cool, I'm interested in that. So that woman knows when I go into that I'm interested in what she's selling because I've signed up for that master class or I've signed up for the challenge. So that's what I want you to be thinking about is each and every person that signs up to be in your free spaces, your paid spaces, your challenges, whatever it is, there is a level of interest because if not, they wouldn't have signed up. If not, they wouldn't have signed up. So that's what I want each and every one of you to think about, is actually the people that are signing up. Three people, five people, 10 people. They are all potential future clients because they have been interested in what you are selling and what you're talking about. Even if they don't buy straight away, even if they don't have the opportunity or the finances. Right now you have people inside of your world that are interested in what you are saying and what you are going to be talking about. And that's why when it comes to selling, those people are ready and open to hear your sales pitch. They are open and ready to listen about what you have to sell to them. They are ready to go. Okay, maybe I can't purchase right now, maybe I can't make this investment right now, maybe I haven't got sign off from the big CEO to invest in a consultant right now. But there is a need and a desire that they have and they have seen you already being able to plug in that gap and that's the first step, that's the first step in getting people interested into what you're doing and what you're saying. So what we really want to be thinking about overall with the master classes and the challenges, as I said, is connection, proving and building authority, teaching them something, the what the why bridging that gap that you are the solution and then selling into that space face and saying, hey, I'm the one that can sell into this. I'm the one that can help you get from A to B. And that's what we really, really want to be thinking about when it comes to structuring a masterclass and structuring a challenge. Not just giving away a free webinar free masterclass, you're actually structuring something that is going to help you sell and get people into all of your spaces. So if you are at the stage of thinking about building a masterclass and thinking about building a challenge. What I would start doing is take those five pieces, create five different pages, either on a presentation or on a document or whatever it may be, and say, right, page one's connect, page two is prove, page three is teach, page four bridge, page five sell. And then for each of those, put bullet points on what you're going to do on each of these slides and then be able to fluff it out and build it. And then from there, we can name it, we can talk about it, we can launch it, we can share it, but what we really want to be doing in the beginning is actually understanding what is this journey that I'm taking these potential clients on from A to B? What are the things that I'm actually going to teach them inside of this space, and how am I going to get them to move and connect with me and feel like I am the one can help them do that? So grab your pen and paper, whatever it is that you need to do, start mapping this out, start mapping out that transformation and thinking about, if you were to host a masterclass for a bunch of 10 or 15 of your ideal clients, what do they need to know to attend this and come into it? Your masterclass needs to prime your ideal clients, prove to them that you are the one, and pull them into your work and into your world. So when you're mapping out this masterclass, this challenge, this webinar, whatever you want to call it, whatever it is that you're doing, we need to be thinking about how are we priming them, how are we proving to them that you are the one, and how are we pulling them into your work so that they buy now or, or if they want to buy in three months, six months time, you are the only person that they are going to go to because they fully trust that you can get them from A to B. And if people aren't initially buying off after the master Parcel challenge, that's absolutely fine. We can then nurture them, we can then speak to them, we can then connect with them, follow up with messages, follow up with emails, whatever that looks like for you. But what we really want to be thinking about is you have an hour with 10 or 15 of your ideal clients who you know have signed up for something, who are ready to listen to what you have to say. How do you move? And maybe that's a practice you can do is sit there and think about, close your eyes and think about, if I attend, if I had an hour with 10 to 15 of my adult clients, what would I teach them? What would I do? What would I say to them? How would I get them to feel excited about that? And that's really, really what we want to think about. So let me know how you get on with creating your master classes and your challenges.