Cat Stancik - The Simple Plan To Get More Leads From Social Media

So basically, I mean my process is connect, converse and close. And so that's the process you're always going to take someone through. It's how are you connecting with them? Right. So where are you meeting them? Whether it's LinkedIn, Facebook, workshops, networking events, in person, offline, whatever it is. Where is that initial rapport that you're building and how are you fast tracking that? Because we all know that the know like and trust factor is what gets someone buying faster.

Boom, boom, boom, boom, boom, boom.

What's up everybody? You're listening to the Hustler Flowchart podcast with your boys Mount Wolf and Joe Fear.

Wiki wiki wiki.

Welcome back to the Hustle and Flowchart podcast.

Are you ready?

Am I ready?

Into overdrive mode.

Oh, I thought you were gonna ask me if I was ready to ignite.

No, no, that's trademarked. Oh, now you just got us sued.

I'll smooth it over. I know, John, you know the kind.

Thanks. Thanks for costing us more freaking money back. Jesus. No, we are not talking to him today or igniting on this here episode.

But we are gonna have a shit ton of fun.

We are gonna have that' basically like overdrive of fun energy. I don't know what the hell we talk about because I really want to re listen to this episode to be honest. Yeah.

Maybe we should just leave it open ended on the intro. Be like you're in for a wild ride.

Well, you are.

We're talking to Cat Stancy, so let's.

Let'S say that we'll give you that much. Yeah. And she, she's just a freaking. She's fun. She's very fun. And you know, we experienced a little bit of this one on her podcast the other week and we're like, this is a no brainer. We just had so much fun. We need to have you on our show. Met her back and I don't think we talked about this but we met her at Rich Sheffrin's event at Florida in 2020. Early 2020.

Yeah, about a year ago. Yeah.

So as a lot of people these, you know, a lot of our guests have come through that event but Kat was one of them and she's just fun. So you're going to love her. You're. She has very simple processes to sell a lot and it's fun along the way. But yeah, there's a lot of open ended stuff here, so. Yeah.

And you know, she makes fun of me a lot, so that's always fun.

You have a very did you say you have a very punchable face.

Yeah, I said I have a very punchable face. But she basically said that in different words.

Definitely. So, yeah.

Nothing was held back. So strap in, get ready. Yeah.

And listen to me get pummeled.

Don't worry. We took notes on Matt's pummeling. We have action steps on how to do it for yourself. If you ever have the honor to meet Matt, this is where he likes to pummel.

Here's a list of insecurities.

You're welcome. So you can get those list of insecurities. They're action guides. You know, that's the other alternate name if you go to flowchartgroup.com fast. So flowchartgroup.com actually redirects to our Facebook group. One of those questions is to plug in your email address to get the notes. Well, do that, please, and you'll get them. But do it quick. Within two weeks, those things go away.

Yeah. So maybe I'll read this real quick. Just give her some. Yeah, give a little bit of background here. So Kat, she's the lead boss, the founder of Action Incubator, multiple best selling author and creator of the lead boss system. And she does not mess around when it comes to revenues or wasting time.

It's true.

Time crunched entrepreneurs, experts and influencers turn to her when they're ready to say no to time consuming, overly automated fake scarcity. Shake your down gimmicks that leave everyone feeling less than, you know. Personally, I like all of the gimmicks and I like the time consuming stuff. So, I mean, this episode wasn't for me.

Fake scarcity is the best. Yeah.

No, you're gonna, you're gonna. You're gonna see all the stuff in action with Kat talking. She's so cool. Yeah.

You can tell we're in a silly mood already. It's because it was a silly, fun, like, high energy episode.

You'll dig it.

Let's just do it.

Let's do it. Let's do get into it. Kat, we're live. Good to have you here.

Well, are we? We're recording.

Well, live for us. But it's only three of us.

I guess we're live in the sense that this is a live recording.

Makes me feel powerful and cool and like. Yeah, hit this red button on this board. I feel like the radio waves have all lit up now. Yeah.

You feel like you're on radio. You just say you're live because you wish you were on radio.

Yeah, but no one would listen to us.

I love how this is turning into a therapy session.

Yeah, well, this is how every good episode is.

I don't see the meaning behind you having a red cover on your microphone versus, you know.

Yeah, I'm really curious about that.

It's not red. It's pink.

What is the meaning behind the pink microphone?

Faded red. Yes, I guess that's true. Well, I learned that pink wasn't a color that was named for many years. It wasn't that long ago. I don't know. Useless information. I don't know why the hell I have a pink microphone. You know what it was actually, I ordered a multicolor pack and I was like, that's different. And I like it. So I'm going to the black microphone thing. Like, look at Matt. It's boring. It blends into his shirt.

Look at Matt. Just Matt. First of all, you're boring.

I didn't say that.

So your microphone is a reflection of who you are. Look at mine. I mean, it's an. See, mine's.

Holy moly. Look at you. Nice. What. What kind of microphone is that?

That's a Samsung mirror something or other. So.

So what's the red then? On your side? You have the red background. You always had the red.

I mean, if you take your business seriously, aren't you branding every aspect of yourself?

Ah, well, I mean, the pink goes along. I mean, this is definitely our brand for us on Flowchart, right? I don't know.

Debatable. You need to invent a story around it now, I think.

Well, shit, put me on the spot.

Stop recording. We start.

We're gonna continue on, moving on. So, Kat, how about you? Let's go talk about you instead of my microphone.

Oh, my favorite top.

Yeah.

In our next episode, our next therapy session is going to be the story of Joe's mic.

You know what I'm going to do? I'm going to go to Conversion AI. We are not an affiliate, but I'm going to go there, plug in that, and it's going to spit out a whole bunch of interesting stories for me. The AI is going to do all the copywriting for me. So you know what?

Because that's always the most effective way to do copy.

Well, it's not, but it's going to give me ideas at least. Maybe we'll put that in the outro of this show. So if you're listening right now and you haven't dropped by now, I swear, we have a lot of value coming.

If you're still here in the worst.

Watched episode of all time.

You did it.

But the banter section, what a good story for you. So you have to listen back. Kat. Yeah. All right. The skipped a minute long from now.

All right, so we were on your podcast, like, what, weeks ago, a month ago, you sent us a cool little gift in the mail. I thought that was really cool. At least I got one. I don't know if Matt got one.

I did.

I thought that was cool. But the episode that we were on, we were on your show, it was like the best time we've ever been on a podcast. Yeah, it's kind of like how this is starting out. Already had no clue what was going on.

There's value in all of this. So here's the nugget is you need to perceive, you need to see what's going on, because right now we've had an entire conversation about nothing but created connection based off of the fact of your microphone having a pink cover and judging you for it.

I think you're the only one that's ever brought that up, by the way. And I think it's been like two, three years at least. Yeah, yeah. So I. You deserve something epic. I'll send you one of the. I'll send you this one, maybe.

No, don't, please. That would just be insulting.

You don't want the one that he's.

Show me how much you don't care.

In a world of COVID I guess that's a horrible. Yeah.

You want the microphone that he's spit into for the last three years.

Oh, man. I can get your DNA. Start stealing your.

Oh, yeah, I'm gonna burn it. I don't trust you.

Oh, my God. I don't know what we're doing here, Kat.

We're building rapport, Joe. That's what we just got done saying.

Relationship.

All right, Matt, you take over.

The funny thing is, normally we do this kind of stuff before we hit record, but this time we just kind of said, fuck it.

I love it. That's right. One of us said the best way.

To do it is just to say fuck it. But here again, another learning point, which is it's not the perfection. The thing is, is doing the thing so that you can see what lands and what doesn't. I mean, I didn't become this amazingly hilarious person just by overnight happenstance. I had to tell a lot of bad one liners before I was able to get this point, you know, and there's going to be improvements maybe from here on out, but again, I see a lot of people getting stuck in this Perfection paralysis, analysis paralysis, whatever self sabotage mechanism you want to call it of not doing the thing. Do you see how I'm making this valuable right now? I'm not doing this.

At least somebody's making it valuable. It's not why you're a podcast creators of the show.

But.

But it's so interesting and I'm sure you guys experience this too with your clients of, you know, especially in the podcasting world of I've got to have the right thumbnail, I've got to have the right microphone and I have to the sound system and the lighting and all this stuff and then they never do it.

That's true.

But the person who makes all the progress is a person who's willing to fail, fail fast, fail forward and fail often.

So are you speaking from experience, personal experience?

Never fail.

Never.

She's just watched other people fail and has learned from that.

It's blood, failure, blood of my clients failure wall.

Jesus. Dexter is like, come back in a crazy way. Oh, ge.

I love this. Anyway, let's get to your story. Anyway, that's my awkward transition of like, all right, at some point we got to get into your stories, so let's just, let's just go for it. How did you get into what you're doing now? What were you doing before what you were doing now? And how did you get into it?

So I was a big badass corporate consultant from one of the top consulting firms in the world. And I did the thing that I was supposed to. I feel like I'm just tapping into like my robotic past experience, right? This is my trauma coming out. So I got my mba, right, got the business certifications, got the high paying get, you know, corporate gig and basically got there and was like, oh my God, this sucks. So I created, you know, I achieved the American dream, right, of doing higher education and having this really recognized, prestigious career opportunity, making them millions of dollars off of my work and my, you know, all the stuff that I needed to do. But when I looked up the ladder and I saw what the lifestyle was for these partners and VPs and give me 15, 20 years, I would have been a partner and a VP, no problem. Just because that's how I am. I set my sight on something and it gets done. And I saw the divorce rate and people complaining about not seeing their kids and just the obesity and the ulcers and just the time commutes and the weekend hours, like, oh my God. And I was starting to experience all of the long hard hours for really no recognition and I was like, this can't be what life is. This just cannot be what the end of the rainbow is supposed to look like. So for me to create freedom for myself, not only in terms of financial freedom and not just I'm working and I'm going to get these little 3 to 5% promotion raises every year, unless I go hardcore hustle, which I had to do every year. But another story for another day. I had to go out on my own, I had to make my own money, I had to be my own boss. And it really aligns a lot to my personality given that, you know, and I'm sure this is the same thing for almost every single entrepreneur. We were always told we're too much or not enough. Growing up, right? Like basically any successful entrepreneur was not sitting at the cool kids table. It's just we were picked on, we were pushed over, we were bullied, all this other stuff. So how do you kind of overcome that, but then to a little bit overcompensate and really go out and say, you know what? I have worth, I have value, I have something to contribute. And the only way that I'm going to see the impact in this life is to do it my damn self and not wait to see if it happens 20, 30 years from now from a corporate consulting project that somebody else is going to take credit for. So I basically, this is great. I googled what's my passion? Literally opened my browser and googled what's my passion? And it came back with this $47 test. I'm not fucking paying $47. I'm told what my passion is. I'll figure out my damn self. This is me cussing. Okay, go for it. There's like an explicit R warning on all of these. So basically I spent another year trying to figure it out on my own and I didn't. So I hired a life coach because through connections and networking and all that, it was something that I needed because I couldn't find the answer myself. I couldn't see the picture from the frame and basically jumped into coaching and got a certification. And remember, like the first training that I went through, it was in person and it was hands on experience. And then you applied what you learned essentially that same day. And I made like four people cry. And it was like one of the proudest moments of my life. And it was because my ability to get to the thing fast, whatever it was that was blocking them, got them connected to their real emotion and helped them get past it. And so that gift was something That I knew that I wanted to continue to leverage for the rest of my life. And so I started building my business. And after a while, people started coming to me and saying, how are you doing this? How are you getting all these clients? And I had to look back and think about how did I get my clients? And it was always through relationships. It was always through just seeing the person staying in touch and then eventually putting an offer in front of them that they always said yes to. And it didn't mean that they said yes right away, but they always came back. So my close rates are ridiculously high because people, even people who said no come back. And I always say in order to get to more yeses, you have to turn no's into yes first because that's how you know how you're doing effective marketing and effective sales, because those are the lifeblood of your business. So essentially, I reverse engineer the process and figured out how to not only build more relationships faster in terms of potential clients, but how get them to a yes faster by making it an empowered experience and not this forced, resentful yes, because I nlp them in a manipulative way or something like that. That basically got them to say yes reluctantly. That then causes refunds. So that's how I did it. That's why I do it. And my clients are amazing people who are creating their impact in their own right and creating this beautiful ripple effect.

What kind of work do you do with your clients? Like, when somebody hires you, what do you work with them on?

So I do Organic Legion, and that's basically all about how to create the process in the first place and how to repeat it over and over. Because the last thing you want to do is discard six figures of luck and then multiplying it again and saying, well, I was lucky. Again, it's not luck. When you're making that kind of money in your business, it's easy to multiply it over and over again. But first you've got to get into the place where you understand what your unique process is, how to repeat it, and then how to hand it off. So I work with people at those different stages so that they can multiply their six figures to get past seven.

So with, I mean, a unique. And this is what I was gonna. I was thinking about, it was like, okay, so it's very. Relationships obviously take. Can take time, but you can obviously have processes and all that. So where do you start? So, like a unique process, like, is that their offering their personality, like the type of way they Connect with people. Like, how would, how would you work someone through, like, what is unique?

So basically, I mean, my process is connect, converse, and close. And so that's the process you're always going to take someone through. It's, how are you connecting with them? Right. So where are you meeting them? Whether it's LinkedIn, Facebook, workshops, networking events, in person, offline, whatever it is. Where is that initial rapport that you're building and how are you fast tracking that? Because we all know that the know, like and trust factor is what gets someone buying faster. That's a good one. Later.

We'll clip it for you later.

Right, market.

So, you know, how do you do that? How do you get them know, liking and trusting you faster? You have to build your authority. You have to claim it in the first place. And so who are people who are doing that? Like, you know, a lot of times people spend a ton of time trying to figure out the ideal client avatar. And I actually want to say, like, release a little bit of that and look at, you know, who are the people you enjoy working with energetically. I know we're going woo. But it's just, who do you enjoy in terms of personality? Because it's not really. They are a VP at a company and they, you know, their business has 5 million doll and they have 50 employees and blah, blah, blah. Like, if you're making five and have 50 employees, you're doing something wrong. But anyway, right, so it's not that. That's just the demographic aspects of things, but we're looking at the psychographics and so what are the values that someone's conveying online? And people don't know how to find those values. And it's actually pretty easy. When you leverage multiple platforms together, they give you a whole picture of someone's personality, where they're at, what they enjoy doing, how they spend their time, and actually where they're at in terms of income in their business.

Hmm. So what are some of you got me curious because I like this, this whole thing of. Because I know a lot of people will get locked up on their avatars. Like, like for the folks that we consult with, podcasting, I know a lot of people will try to get the perfect audience or identify the topics. And the common thing we always say is just get started. It's similar to what you said. It's like, talk about your passions and maybe have an existing audience well, serve them first. But like, you know, get feedback. But you're gonna change over time. It's gonna evolve and it seems like people are always blown away with. We've had a few people. Like, what? Your audience on your podcast has changed. I'm like, yeah, probably like five, six or 100 times. I don't know.

And it's still going to.

Yeah. After this show.

Make sure we don't put marketing in to attract her.

No. But like, so what are some ways online that someone could kind of put this in motion and kind of do some hunting around?

Well, so what do you want to do is get a good enough idea. Right? And so we talked about this. What's the imperfection? What is good enough? Because good enough is great, Right. I don't look for perfection. I don't look for having everything dialed in because it is a trial and error aspect of it. My ideal client, like you were talking about from five years ago. I don't want to work with them anymore. Like someone else have it, please, because you can get them ready for me now kind of situation. So how do you get started with. Is you start making connections. So one is you've actually the most important thing you need. Need to do is position yourself with authority so you can go out and make all the connection requests you want. But you're leaving so much money on the table if you haven't positioned yourself as someone that can support and help that person. So a lot of people make their profile very much about them. So we're talking like, let's use LinkedIn for an example. So LinkedIn, previous platform, basically a resume repository. Right. So this is what I do. Manage directed, blah, blah. Like very cold, very dry. And people are putting, like, for example, here's a. There's three things that they absolutely need to look at. One, your banner. Do not leave it blank. And do not put pictures of puppies, please. All right. Like it is a prime real estate, just like it is on Facebook. Call to action. Where's your freebie there? Why are you not helping people get into your ecosystem in your funnel, if you will. If they're interested, let them consume information. Two, your profile picture, shirts requirement, all platforms.

You want a flex bro marketing kind of thing.

No, there have been people that do not have muscles and lots of hair who have been like, you know, like.

But what if you have a really cool chest tattoo?

Ooh, yeah. No shaving chest hair into a cool pattern. Maybe it's Brandon.

No shirts, no shoes, no connection.

Right. Fair. Okay.

I've seen red soles, cups. I've seen, you know, where people have blacked out people or cropped them out. Like, let's try to have some level of professionalism, because it is important. How you show up online is a reflection of who you are. You are communicating your values and that's how people connect. So those two are the basic, easy ones. But here's where people make a ton of mistakes. Their headline, they're putting speaker, author, you know, coach, blah, blah, blah, whatever it is that is all about you. Why are you talking about yourself? It's not about you. The only place that you belong in your businesses is in supporting your clients. Everywhere else, it's gotta be about them. What do you do? I support coaches, entrepreneurs, experts, do XYZ in certain amount of time, whatever that is, put it in your headline. So that when someone connects with you, you know one of two things. They're either gonna try to pitch you, or they're interested in who you are and what you do. You can't avoid them. You can't avoid the pitchy Pete's. They're on LinkedIn. They're on Facebook. We all know it. Actually, LinkedIn is doing a ton of stuff right now to reduce it because it's gotten so spammy good. But you can't block them all. But then you've got an. Now you're prospecting. So when you've positioned your profile with authority, what you're doing is you're enabling more people to accept your connection request. And those that do are higher quality. It's already. You're already qualifying people before even having the conversation.

Yeah, no, that's super smart because I'm just thinking about, like, my own habits on LinkedIn. First of all, totally guilty of, like, the.

I know. I just haven't said anything to you.

Yeah, we're both screwed.

Like, I totally. I don't know what it says, but it definitely says something like, auntie, entrepreneur, investor, author, or something like that. But thinking about my own habits, when people request to connect with me on LinkedIn, the people that I almost automatically approve are the people that are like, I help podcasters get in front of more people. I'm like, I don't know this person's name, but he has what I want. So sure, you know, relevant.

But look at exact that right there, you've spent like, what, not even a half a second? You look, what you see when the connection request comes through is their image, right? Their profile picture, not their banner, but their product picture and their headline. And you're gonna make a snap judgment. And here's the biggest thing. I'm gonna give this away. Don't put a message unless you already have a connection with that person. So we met before. My intro to you is, hey, Matt. Hey, Joe. We met at the event last year. Want to connect with you here, too. Oh, right, Kat, we did meet. I'll accept the connection request if I just didn't know you and said, hey, you know, I'm. I'm really looking to expand my network. I really want to network. Wink, wink. I'm not prospecting on LinkedIn.

We have a lot of connections in common.

Yes, yes. You look like you have something interesting. Perhaps we can support each other. Would you like to join for a network at Copychat?

No.

Too soon, bro. Like, way too soon.

So don't put a message request. Don't give someone a reason to reject you right off the bat. Let them use judgment to your advantage. Right? That's like a quote, like, put it on a shirt. Use judgment to your advantage so that you can enable more people to accept your connection request and then track the people who are accepting your connection request and send a message then. But don't pitch them right. Look at, like, there's so much information on LinkedIn. There's so much information on someone's website, on their own Facebook. There's so much awesome to find. Just look for something and build a connection. What is it that you have in common? Because that's what you would do when you're in person. People come online and they forget their damn habit. Like, they forget to buy how human. If we met at an event, I wouldn't come up to you, throw my business card in your face and be like, you need to be in my next group program. I would say, hey, Joe, what's up with the pink microphone? Conversation started, we would build rapport first, and it can be five minutes and it can be five years, but so long as you're doing it consistently, the five minute things start happening sooner and sooner, which is how you create that predictability in your business. But if you don't take care of the long game, the short game's never going to happen.

I love how some of the most profound, at least I'm hearing this is. Seems like the obvious, but it falls on deaf ears. A lot of times when you turn on the computer, look at a screen, and you're like, okay, quick win. I have the ability to connect with a bunch of people really quickly if I click really fast or use a bot, which I'm sure LinkedIn is hopefully cracking down on a lot of that, too. Sorry. For those of you Listening that are reliant of that. But come on, you're doing it wrong. Stop. You gotta connect. Yeah.

No, it's amazing. And I will always say so. There's three levers that you can pull in your business at any time to increase the revenues. It's the quality of people, it's the quantity of people, and it's also the conversations you have with people. So the qqc and at any given time, even the most successful people in the world haven't pulled all the levers down at the same time. There are very few people who have. And let me tell you, they have a lot of marketing money behind their budget. So, you know, what is it that. And I put them like, it's always the quality over the quantity. If you're mass, you know, connecting people are going to feel that energetically, whether or not they can pinpoint it or not, it's going to be there. If you're sending the same message in terms of inviting them to, you know, hey, I have this thing. I think it would be perfect for you. You don't know me. How do you know that what you have is something that's going to solve my problem? How, like, audacious do you feel and how ridiculous that you would approach me in that way like that immediately gets me turned off and refusing to either accept your connection request or continue to engage with you. And so more people are burning bridges than they actually realize because they're trying these hacks and these shortcuts. But unless you have a consistent process to generate leads and convert them into clients, using those strategies is going to do more harm than good. And you're just putting more distance between you and your success.

Yeah. Is there any other. I really, really like the idea of, like, having a call to action right in your image in LinkedIn. I don't think I have a cover photo in my LinkedIn.

We can talk about your profile after because there's so much.

Yeah, yeah, right now.

I'd love to hear it.

It's a shit show, but yeah, no, I like the idea of using the COVID image and putting that call to action right in the COVID image too. That's really smart. Are there, Are there any other Facebook too?

So what I love about what I do, because I love.

The strategies I teach, are platform independent. You use them on all of the platforms because at the end of the day, it's about having the connection with the individual and not about being reliant on the platform. We have seen platforms get shut down overnight. We have seen people's Facebook ads get, you know, get whatever that word is, because I'm not even in that world. But they, they've been locked out. Like, we've seen people's entire strategy be shut down in a blink of an eye and they can't generate revenue. But it will never happen to you if you have their contact information and have a real rapport and connection with an individual.

Yeah, I think one thing that I get in my own head about this might just be something that you would say, shut up and get over. It is like, when it comes to like the COVID images on social media, I'm always very conscious of like, you know, my personal friends and family and people like that that are following me going, man, he's just like all in on marketing. He's like going over the top and like, I can't imagine on my personal, like, Facebook profile having like a call to action in the header image of my personal Facebook profile. Because it's so much like friends and family that follow me. And so there's like that, that kind of competing thing going on in my head of like, should I be marketing on these platforms where a lot of, like, my personal friends and family are on or, you know, should I be doing that in other channels? I don't know. But it's something that I debate over a lot. So I'm curious about your thoughts on it.

Here's what I love. There's a lot. It's about making the process work for you. So if that's like a deal breaker, then it's a deal breaker. Right. Like, it's not about having this forced one trick pony process, which is the only way to be able to generate leads or close clients or whatever it is that you're wanting to do for your business. There's a way. I always talk about my connect. Converse. Close process is basically a buffet. So you've got connect. Here are your appetizers. Here are your choices. Pick the one that works for you in the conversation. Here are the different entrees. You can choose. If you're vegetarian, great. I've got something for you. You know, you're like, I want meat and potatoes. We've got that for you. Right. And you pick the pieces and then the clothes. Right. Here are the different desserts. You're. You're gluten intolerant. Great. We've got flour less cake or whatever it is. Right. There are different ways to make it work, and it's about taking the process and the framework and making it your own. And standing in your strength and not making you have to step and kind of do what we had to do. Because this is all about my corporate experience of improve your weaknesses. Let your weaknesses be someone else's strength and hire them for it. Step into your strengths 100% and shine bright in that space and get the help and support you need in other places and don't be ashamed. And I'm not saying you.

But there's different things you can do in terms of building your authority. If you're wanting to redirect some of your connections, it may be a simple, hey, I have this free guide or I want join my Facebook group here or whatever it is. And again, we all know, caveat, exclamation. You're not supposed to be promoting your business on Facebook, on your personal page kind of thing. So there's things you can do in terms of sharing your wins that can help bring people back into your ecosystem and be like, oh yeah, I remember Matt.

And that is more your style anyway, like, share the wins, you know, kind of bring people in that way and it makes everyone happy.

Yeah. Well, I also think the reverse is true. Sharing the. All the shitty stuff that happens, I think indoctrinates people to more train wreck. Whenever I post on Facebook, like the really good wins, you know, I get some engagement. But when I, when I share the today I fucked up kind of stuff, that's when it really explodes.

Yes, it's so hard. I trashed my LinkedIn profile for April Fools. So I went on LinkedIn and I took everything down. I put this horrible picture. I took off my headline like I took off featured articles. I mean, I just trashed it. I got a lot of people registered. And then I did a workshop the next day on April Fools and I fixed everything and I walked people one by one, the 12 different pieces of the LinkedIn profile that you need to optimize and make sure you have in place so that you're not leaving leads behind. And that's how you leverage your profile in order to generate more leads. Because when you're positioned in that authoritative way, that's how you get more people accepting your connection request and it opens more doors for the conversation.

So would it be wise to send everyone to your LinkedIn and say, well, now it's boss. Checked it out. It is boss.

It's a great marketing strategy. I do say something myself.

Damn right. Well, so, yeah. So LinkedIn, I mean, in terms of organic leads, when you're working with clients, is it typically LinkedIn being the main.

Source or I actually use Facebook and LinkedIn and Instagram and Clubhouse all concurrently. Because people act differently on different platforms and so they're gonna show up in different ways and they're gonna share different information. And so why not if it's someone that I'm claiming as a client, like here's what a lot of people don't talk about too is if someone looks. Do you really understand who your ideal client is in terms of the five characteristics that you're for? So for example, Matt, you're showing up a certain way. I'm just gonna PID on Matt because he's so easy.

I know it's my whole life.

Give it back to her. Come on, come on.

You're showing up a certain way on LinkedIn. You show up differently on Facebook and you show up differently on Clubhouse and on, you know, Instagram and all that other stuff. Are you even on. I know Joe is, but yeah, I'm on Clubhouse.

I just don't get on it as much as Joe has.

Right. So you're showing up in different ways and I can start seeing a pattern of who you are and how you're showing up. And so LinkedIn, I have no concept that you're a dad or even very family focused and that you take vacations and break during the day and take your. I know now you're like you stalking me.

She's good, she's good.

It's the shit I put online. So it's not stalking if I publicly post it.

And so looking at that, and so if I looked at just your LinkedIn, you are a certain avatar. Now if I ask Facebook in there, you're starting to get closer to my avatar. And if I start adding Instagram in, you're starting to get closer. Right. And so when I can compile all that information, I can then say, you know what? This is someone whose values aligned to mine who, you know, shows up in a certain way. He supports his clients in a very, you know, loving and over giving way because he wants to make sure that his clients get success. I can see he has consistent success with his clients. So I'm going to energetically claim him. I am going to say this is someone I want to work with now. Whether it's now, I'm not really doing it, but I'm using as an example. So I'm going to do the things I need to do. I'm going to comment on your stuff, I'm going to engage you, I'm going to enter your energetic space so that you become aware of me. And that's also how you get more connection and more opportunity for conversation. Is instead of going out and trying to force it, you can also create a come to me, right, come hither, right. Kind of approach where you know, you and you, I'm sure you've experienced and you've probably even bought from someone who's done this is they're always showing up super consistent. They're commenting on your stuff here and there, showing some love. Hey, Matt, I was on this thing. I think this would be a great resource. Just here's a little love, here's a little love. And all of a sudden Matt realizes, oh, shit, you know, I really need help with this. And who's been in my space.

Yeah, well, a little secret is that's how we get people on our podcast too, is it's like the people that we sort of the proximity and we're seeing them over and over again. That's actually how a lot of our guests end up being on our show.

And it's just that just these little thought nuggets, right? And then just noticing and being willing to spend a little time. And I think that's what a lot of people miss is the fact that, yes, it's going to take time and some people are going to be ready. So there is this article I read and I'm going to round up the numbers. 3% of people at any given time are ready to buy from you right now that you are already connected to. Right. Problem is, is most people focus all of their energy attention on that 3%. So you're leaving a lot of opportunity on the table. So the next 7% of people need a little bit more information. Just a little, a little nurturing, a little love. To get to the 3%, 60% of people need some nurturing. They need a containing pool, something like a Facebook group to be able to consume a little bit more information to get to the seven, to get to the three. And then 30% of people are never going to buy from you. They're tire kickers. They're just out there trying to grow their business on free. Let them go. And the problem is, is a lot of people market to the bottom 30. They're afraid of getting unsubscribers. They're afraid of pissing people off because they're sharing more information. They're afraid that, you know, someone's going to send them some hate mail. Fuck them. They're not going to buy. Let them go find the person that is going to Support them and bless and release them and focus on 70% of the opportunity in front of you that can generate all the revenue that you want in your business.

How much stress would that solve A lot of folks, you know, like, just. And it brings it so much Claire, so much clarity in terms of the avatar. When you're doing your research and looking for on the hunt. I mean, you just described looking at Matt's like, what, three or four different social media profiles. Most people aren't going to do that obviously, but, you know, only creepy stock.

But you know what? It took me maybe a total of one minute.

True. Yeah, yeah, yeah, yeah. But I'm just thinking like natural really quick. Yeah, yeah. But if you make it easy for folks like you said, you know, make it consistent across the platforms and you paint a picture.

Well, I think.

And you're capturing those folks fairly quickly, you can connect and then proceed through your other process.

Yeah. And I think it's such a profound insight too that, you know, there's that 30% that's never going to buy. But so many people put the effort into marketing to convince that 30% that's never going to buy.

I think all the way up the.

Ladder, like, even like with this podcast, right. We. We actually made a conscious decision, should we swear? Should we not swear? And I think in the beginning we were trying to be a little more polished.

Lasted like one episode.

Last, like probably not even one episode. I think our first episode. We're probably like, should we swear? And Joe is probably like, I don't fucking care. And then that was it.

There's that.

But it's been something that we've been in our head about, like, maybe we should stop swearing. So we should like capture the, you know, the super conservative Christian. Yeah, exactly. Those people. Maybe, maybe we can capture them and get them into our ecosystem. But at the end of the day, like, that's not who our ideal market is. Those aren't really the types of people that we want to go. And if we were at a conference we want to go spend extra time with or anything like that. So why are we trying to make concessions for that group of people that in that group.

Actually some of them still stick with us because they. And because we get feedback all the time.

So they're living vicariously. 3.

Yeah, the earbuds are in the family. Doesn't have to hear.

That's what I'm thinking.

That's probably maybe part of it. Yeah. But it is interesting. Yeah. You obviously cater to forgive you your.

Sins because if they're truly Christian.

That is true. Yes.

I like it. I like it a lot.

That was the way to spin it.

But it's very true.

I mean, I love it. Yeah, it just. It puts your focus there. And the fact is you don't have to be perfect, but just take action, like you were saying. I love that because everyone is somehow. I mean, I would assume. I know I get in the mix of. Or get in the way of, like, have some perfectionism issues, you know.

We all do.

Yeah, we all do. But like, these are all little bits of permission and just like, hey, speak to the people that are just a little easier to get that momentum rolling, you know, and then from there, see what happens.

Exactly. Yeah. It's so important to. I mean, I always say the biggest obstacle between your way and success is yourself. So if you just visually sidestepped and let your higher self walk through, you probably achieve more of what you're trying to faster than letting those little gremlins, if you will, or whatever it is, other iterations of yourself, you know, the little boy or the little girl in you who's afraid. Right. Don't let them tag at you. They're always part of who you are. They have something valuable to contribute in terms of the conversation. But when it comes to that kind of stuff, it's lean into it.

What?

Ask yourself what it. Not you. Right. But ask oneself, you know, what is it about this that is that I'm afraid of? And what can I do to help reassure myself or to help myself stand in my confidence? Because that'll get you into action faster. Because it's going to happen. But what are the tools and mechanisms to be able to recover? Because that's the true marker of someone who's successful. It's not whether or not they're going to deal with bad things or that they're going to be stressed out or things are going to go wrong or launches are going to fail. It's how you react to it and how quickly you can get back in control versus being, you know, in the backseat of the car or even outside on the trunk of the car.

Yeah, you don't want to be there, but to go like woo, just to kind of lean into what you just. Hey, we first snippet.

I mean, woo is fun. I like woo.

We love woo. I just finished the Untethered Soul, the book I'm sure you read.

Can you get a little flag that says like, woo.

Woo. Oh, no, even better. A little sound effect over here. Man, that'd be Cool soundboard. They're not woo right now though, but yeah, Untethered Soul. That's a book that I read and I'm sure you've read it. Seems like they have. Yep. Michael Singer. Definitely pick that up. I know I've told you, you'll like it. But there's a whole part, like, what was the piece? So you just said if there's any kind of negative stuff or maybe you have some fear about something, asking yourself, what part of me is feeling that pain or that frustration, anxiousness, whatever it is, stress, and then just start to identify it a little bit more and you're like, oh, that's bullshit. Or, oh, that doesn't really matter. And it kind of allows you to think differently in the perspective so you can move forward and whatever the hell you're trying to do. So just to lean in, what you just said, I think it's a cool practice. Good book too.

So. Woo woo.

Woo's good.

You just said you'll open up and you'll share one day.

One day.

Just keep picking you on you until then.

Hey, I'm used to it.

Picking you up.

There's no successful entrepreneurs that weren't picked on growing up. Right, Right.

Recap minute.

That's right.

The only difference is I just still get picked on.

It's all good. We love you for it.

There's just people who look like they can just take it.

That's true.

I'm everybody's whipping boy. I get it. I get it.

We love you. Oh, my God. So after you connect and all that, so converse, that second piece right there. What are some nuggets of wisdom that you can give to us here? So you have the open door now. You've opened the door with someone. You've started. You. You made fun of their pink. Actually just asked. Made fun of Matt. So is this. Is this how you approach all of your connections? By the way, it's working.

That's so interesting because, you know, I think a lot of people don't realize how much of what people share is actually and how they show up is actually the process. And so, like, look at how you guys have engaged with people. Look who you've bought from. What is your experience, right? Like, how did that happen? And it's. It's totally based off of, I think the people that you've not only bought from but had the best experience with were people that started feeling more like friends and having that, like, we've got something in common. I could see myself hanging out with this person Whatever it is. But in terms of like having real conversation, one of the things you can do is either leverage whatever it is that they're already sharing. So find the awesome in their profile, find whatever it is that's unique about them that you can actually have a conversation. Now what, what you're probably talking about is what I talk, like help a lot of my clients through, which is how do you go from talking about the weather to whether you should work together? That weather to weather experience is where most people get stuck because they get stuck in their head in terms of being salesy or sleazy or pushy or whatever it is. And at the end of the day, sales is great. It's how you make money in your business and it's how you create impact. Because if you don't support clients, they then themselves cannot do their work effectively and they can't create their impact as well. So whether you're B2B or B2C, it doesn't matter. You have to be in sales. And so looking at what is the best way to kind of go from that conversation to the closer to do all that is it's all permission based. If the person has said, yes, you can pitch me, yes, you can tell me more about your offer, then you're not being sleazy, salesy or weird because they've given you their permission. So I know I'm saying something good with Matt's taking notes about the timing.

This is a good clip. You just ruined the cat.

But having the conversation is really about that. How do you enter not only in terms of having someone come to you, but what are you doing to allow people to see you as the authority? So what wisdom are you sharing? How are you being visible? How can people see you? How can people consume information? So if you think about when they first connect with you, they're going to start consuming information. What content do you have out there that starts handling objections, that starts making people see you as someone who could potentially solve their problem? Because if they're in that 3%, if your content is there, they're going to come to you and they're going to buy fast. If they're in the 7%, that just that article, that one piece of content, that one training video may be just the single piece of information they needed to get to the 3%. So really looking at you have conversations in two way like this, one on one, reaching out, whatever. But with your content, how are you being strategic? And I always look at how can you put strategic effort into creating Ease in your business. I used to call it putting effort into being lazy because one of my favorite things that's good. Didn't resonate with a lot of people, or at least we love it. So looking at, it's not putting content pieces like pineapple on pizza. Yes or no? Yes. That'll create engagement, but it's not going to attract or qualify anyone. So instead, where do you prefer to generate leads? Facebook or LinkedIn? So people want to share their opinion. They want to share what they're, you know, what they're doing, or, you know, they just want to talk about themselves and in any way that positions themselves as an authority. So when you give them that opportunity, they're going to show up in droves. And if you're strategic about the kind of content you're putting out there, you can have people raising their hands even when they don't realize it as potential prospects that you can turn into leads that you can turn into clients. So I have four kinds of content, kind of categories that I teach my clients, which is one, popcorn, which is that it's, it's airy, it's fluffy, just like it sounds. But we're going to put a gourmet spin on it. It's not the jiffy pop over the stove stuff that, like leads that weird film in your mouth, but it's going to be the, like there's a chocolate drizzle or there's like some whatever you want on it. You know, white cheddar, but premium. Right.

Truffle.

Right. The truffle oil, which.

So looking at, what is that little bit of strategy? Think that one level deeper that gets people raising their hands and wanting to engage again. Pizza versus platform. It's kind of cool.

That works.

Pizza machine, these one liners, they come out. So that's popcorn. Then there's your positioning. So how the trainings, the how tos, the client wins all of those things. Reposition you as the authority and expert that you are. But you have to show them that there's more to learn or give them those aha nuggets to walk away with. Because the more aha's that you give someone, the more they realize, wow, if I had her or him in my life, I probably could achieve more success faster because I would be in the incubator, in the ecosystem and being able to fast track things. Right. You see how I pulled that together?

So that's popcorn positioning. And the third one is prospecting. This is what are you putting out there as content that helps people raise Their hands saying, I have this problem and I need help. So sometimes that comes across as lead magnets or freebies, something that they can opt into. But here's my little nugget. Don't send them to a link. If it's an active conversation, give it to them. Give them a direct link and continue the conversation and direct message. Right. This isn't all happening in the forward facing world because no one's going to want to raise their hands. It's like when I see someone saying, saying, hey, what's your biggest challenge in business? Not shocked that no one's engaging. Who's going to admit openly that they have a challenge? We are all here to pretend like everything is going just fine, especially on social media.

Especially social media.

So instead it's, what are you looking to achieve in the next 90 days? Let's celebrate those. Let's rally around each other, but create that environment that people want to be a part of. So that's when you're doing those prospecting posts and then the fourth one is the pitch. Yes. Every now and then sporadically, you can put a direct, so obvious, I am selling something post. I have two spots left, who wants it? And there are some times that that's the exact thing that someone needed to see in order to raise their hands. So I always say it goes.

You do.

Most of your posts are going to be popcorn and positioning because people need to see that stuff consistently and constantly to see you as the authority. Prospecting is going to be something like 20 to 30% of your posts. I'd say 20% of your posts. No, sorry, 15%. And 5% is going to be, you know, pitching. So if we did it, you know, numbers wise, it's like 50% is, 40% is prospecting, 40% is positioning, 15% is prospecting, and 5% is pitching.

And it kind of aligns with the whole.

Yeah, that's right.

Yeah, that is a hundred. Right.

So looking at, you know, what are those things that you're having, you know, creating that again, that, that environment. And it's why, you know, as much as people hate Facebook groups, they're still worthwhile if you have a compelling proposition. And that's where messaging comes in. If you're just saying, hey, come here and hang out and we're gonna, you know, sit here and meditate. There's only three outcomes that people ever want. They either want more money, better relationships, or better health. If your marketing message isn't clearly tied to a single one of those, you're leaving money on the table. People get confused. They don't understand. Because when you are looking to solve a problem, because here's the reality of it, most of your clients come to you when they are in crisis mode. So where are you when you're in crisis? You're thinking with your head, you're trying to solve a problem. It's all ego based. You have to talk to them there to calm them down, to get to their heart where they make an emotional decision. And all business decisions are emotional.

That's right. Yeah. As many people say, oh, it's business, it's emotional. Still. There's a human attached to every single business. Yeah, for sure.

But if you don't put the marketing message out there that talks about money and revenue and whatever reflection of that, more clients, more subscribers, all of that is money. But unless you talk about that, you can't get their attention. And what is marketing but getting someone's attention?

Yeah, Matt wants Lambos.

Yeah, Lambos. I just post pictures of Lambo. I don't own a Lambo. I just post pictures of Lambos, strippers.

Piles of cash and cigars that are lit for you.

Lambos and Cristal.

That's Matt in a nutshell right there. Yeah, Me blanking.

So conversation. So then we can go over to the close if you want.

Yeah, no, I was. Yeah, closing would be great. I just like the four, you know, the four things there. Because it seems like each one of those, it aligns with that stat that you brought up earlier, which, you know, that's why you want to send the occasional email to the list. That's a buy now, deadline, scarcity, urgency, whatever, you know, like you're gonna get.

Buyers of people are hanging out and that. I need some information.

Yeah. And everything. Like with every proposition, there's always an opportunity for a close. Which I'm assuming is, well, I know is coming next. So let's talk about that.

Yeah, so, you know, so it's, it's the big things when it comes to the conversation. Just as a quick recap is the conversations. One to one, content conversations. And the third one is permission based. Right. It's all about seeking permission to proceed so that you get rid of the sleaze factor. And if you're not a Pitchy Pete on LinkedIn or Facebook where you just, you know, everyone's like, what's the coach who's teaching people to slide into people's DMs and pitching them right off the bat? Right. Like that's not how it works. It's why automation when it comes to LinkedIn connections and messaging doesn't work work because it's so impersonal and people are tired of it. And it's why this process will always withstand the test of time whether there's a pandemic or economic crisis, because it's based off of the relationship and relationship is always how business is done, especially when it comes to high ticket. So when it comes to closing. Sorry, you're going to say that.

Yeah, go for it. I'm going to wait till after close because it's something that's bubbling around. I'll write it down. Go ahead.

So one of the biggest things that I want people to think about when they close and this also applies to how they with people in general. But I talk about it in the close specifically, which is we tend to sell the way we buy.

If you started selling the way the other person buys, you would make more money with the same amount of effort. So these are the things right. Of how do we create more ease in our business? When you put this strategic effort up front in terms of your content, in terms of your conversation, in terms of permission, in terms of your profile, in terms of how you sell, the same level of effort increases the number of clients you get. So that's that quality. And then we start increasing the quantity and then the little bit more effort produces even more exponential results.

Now what do you mean by when you say we try to sell the way we buy, we need to be selling the way they buy. What do you mean by that? Like what's the difference? How do you distinct.

There are different types and personalities. So like Matt, you're probably someone who I want to read the information. I need to see it on a sales page. I need to see the stats. If there's a video, I'm going to watch it on my own time but really I'm going to probably play it at two times speed and I want to hear the highlights of it. Right.

That's pretty spot on.

Yeah.

You know, just add to that. I'm going to do research and go read like five blog posts on the thing before I buy anything.

Look at the names of the case studies. You're going to connect with them, see where they are in their business. And you're going to do this probably within 15 minutes because you're lightning fast and you're going to be able to see things pretty quickly and you're going to see if something stacks up and you're looking to have this equation be balanced basically. So it Looks good. It sounds good. I want to see on the other side if it's still valid. Joe. Yeah, Joe, you're probably going to want to talk a little bit more about it. You're going to have a conversation, you're going to want to see the stats, but you're going to have a probably pretty big gut reaction. And it's going to be you're going to make the decision fast and you're going to know when it's right and you're just going to go for it.

Nailed it.

Okay, so if I just spat statistics and talked about the process, I would lose both of you in the sale.

So there's mechanisms to prepare people to buy before the sale. That manages all of the personality types so that when someone shows up on a sale, which PS both parties need to know that it's a sales call. A coffee chat does not get turned into a sales call. Please, please, for the love of God.

How about the audits? Because you see audits getting tossed around a lot. How about that? No.

Good.

Okay, now here's the thing. Like you, I have gotten on plenty of coffee chats, networking calls, whatever, audits kind of thing, and the conversation turns to a sale. And I honor the fact that this was not a sales call one. Even if I were to go into a sales call mode, they are not prepared to buy in that moment.

It.

So I'm going to just lose a sale anyway. So honor the person, honor the time commitment and say, hey, let's talk about this. I'd love to share some more information with you. How does Friday at noon look for you to touch base again? And between there is when you send them information to consume to get them ready to buy. Now it's not to push them into buying. What we're trying to do is bring them down to neutral. When you are in neutral, you can make a decision whether it's yes or no. It's not what I'm looking for. I'm looking for you to make a decision in your business that's going to support you. Whether that's working with me or not, it doesn't matter to me. I want you to make some decision that's not a gut no. Because that's the reaction that every single person is going to have the minute they feel like they're being sold.

I like that.

Always know, think about your kids. Every time they come up to you and say, can I have this, Can I have this cookie at 10:00, clock at night? No. Can I have this cookie at 1001. No, 1002. Can I have this cookie? And they've said it 52 times, fine, have the cookie.

But it's always no. So if you know that their intrinsic reaction is going to be a negative result, why would you not support yourself and support them to come to neutral to make a decision that feels empowering? If it's no, that's okay. Guess what? I'm going to keep in touch. Not only do I keep in touch, I actually ask permission because then that reduces the sleaze when I do follow up because they've said, sure. Remember, keep in touch. So I'm empowered. They feel empowered because I've asked them permission and I've respected them as a business owner to be able to actually make a business decision in their life. And I'm not saying you don't handle objections. You of course handle objections. If they're going to throw a time objection or a money objection or an effort objection at you, sure, you're going to challenge it. You're not going to force them to make a decision that isn't in support of where they are. If they are stuck and they are absolutely adamant about not doing something, they're not going to be a good client anyway because they're demonstrating that they're not coachable.

Yeah.

So looking at those aspects of what are the qualifiers and how do they show up in the world is really important too, when it comes to. So, like, I know a lot of people always like, you know, I want someone who's coachable. How is your process demonstrating coachability? For example, if someone joins my Facebook group, if you don't answer the questions, you don't get in.

No joke. There's no one in there. Unless I personally invited you or you were in there when I first started it, which they're probably not. Like, if you don't answer the questions, you don't get in. I will. And there's always this, like, you know, people are, but you're leaving money and then. But no. Cause they're not showing that they can be compliant. Compliance demonstrates coachability. If you can't do that, I can't help you because you're going to throw up all kinds of excuses if you're not doing the work or you're not getting the results.

Yep, that's the red flag. And it's like in, you know, red flags follow.

They come in bunches. Yeah, Dan Ryan, that's a buddy of mine.

I mean, the quote was butchered, but.

Yes, that's close enough. But I Like, I mean, what do.

You like, Joe, to honor people's words?

Well, you know, this guy is Dan. We love it. No, I remember using an app back in the day. It somehow is. It's exactly what you're saying, how everyone has a different personality type, they have different motivations. It was around the disc assessment, but it was in app form. I remember it for, like, salespeople, but I used it. I don't know, it was, like, really poorly designed. And this was years ago, but I remember I was like, like, this is actually really cool to have conversations with anyone because you kind of can figure, like, what you just did to us on the fly, which you just obviously have this algorithm in your brain. That's wild.

I'm really good at judging people.

That's a. That's another way to put it. But no, like, this app was like, holy shit. This sets you up for success because you can now speak to this person, even if you don't know them super well. But at least in that sales conversation, you're not going to hit any, you know, hot buttons necessarily. Like, blindly. Yep, exactly.

Well, and one of the things I always say is, you can have. I've butchered my sales call. Like, you can have one of the worst sales calls where you talk too much or you were too focused on, you know, the features and not really tackling the benefits. Or maybe you even solved a problem on a sales call. Oh, my God, why would you do that? But if you have the right lead, it'll still close, which is why I hyper focus on the quality of the person, not in terms of their humanity, but in terms of their fit for your process. When you put that upfront effort right again, upfront effort to create the ease, more of your sales calls will close. And that's how you get those 80 to 90% close ratios. Because even if it doesn't close when you follow up, then when they reach back out, they'll say, I even. I remember I had someone I was offering my group program for, and I reached out to them and said, hey, I'm doing this thing. I think it would be great. Like, I claimed her, right? She said, no, not right now. I'm working, you know, I'm too busy doing this. Great. Is it okay if I follow up? Sure. Followed up a month later when I was launching my next group program. Hey, price went up. Told you it would, you know. Are you ready now? No, I just bought from someone. I was like, fuck you.

It happens.

Fine. Is it okay if I keep following up? Sure. No problem. Followed up like two months later, price went up again. So I sold it at different iterations of the price and it probably almost tripled. And by the sixth time she said yes, she then made $83,000 in 90 days.

Now the timing was important. She may not have done that when I first offered it to her, but it doesn't matter. The fact is, is that I continue to put myself aside. My internal triggers of not enough, enough, too much, I'm being salesy, whatever it is, to continue to serve the client because it was someone I knew that I could support and help.

This goes to that question I was gonna ask earlier. What do you use to. It's perfectly set up now. Like do you have a CRM or some kind of thing that allows you to or that gives you notifications like on LinkedIn, hey, probably shoot em a message. Yes, of course I do. What do you use? Lay it on us.

So I actually, because I have clients come with different modalities. Some people love a CRM, some people are all about. So I have min tracking mechanisms, I have an Excel, I have a Trello, I have an Asana, I have an app, right. And so I personally right now I'm using decks. And it basically serves one purpose. It serves as a reminder. You said you wanted to follow up with this person in two weeks. Here's an email. Here are the people you need to follow up with today. And then here are the people. And so I have different buckets that I put people in. I have people that I'm claiming and I'm actively, I go to them and I make sure I'm in their space. And so here's one thing that I know a lot of people do. So when they go on Facebook, LinkedIn, they immediately go and accept all of the friend requests because it's an easy yes, it's an easy check the box. Those people are on the outer limits of your bullseye, right? And you're starting there. So by the time you get to the people that are actually really warm who are at the center of your bullseye, they become cold. Start at the middle. It's a trigger for people. They don't want to go and reach out to the people who they're actively trying to engage in conversation because whatever it is, they're not feeling it. That's they're too much and not enough. They don't want to sell. They're self sabotaging. Lean into it. Lean into the resistance. Because beyond the resistance is where the revenue is. So looking at who's in the bullseye and focus on them first and then move to the outer rings and bring those people in to the center of your bullseye.

That makes a lot of sense. Now, did you say it was Dex, like D, E, X or.

Yeah, it's an app. It's like 10 bucks a month. Hashtag. Need to send you my affiliate link.

Do it.

But you know, it's one of those things and it's actually something I'm thinking about including as part of my program of just like having this 90 day access to this thing to see if it works for you. But one of the other things that's really unique about my process and I actually have an app that's in development is, you know, a lot of people come and they say, I don't know what to do. Have you heard your clients say that? I don't know what to do? Like, what do I do? Are you fucking kidding me? I have a whole process lined out. I tell you what to do and you're coming to me and telling me not to do. So what I do as part of one of my main group program offers is actually work people through. What are all the activities that you can do in connect? What are the activities you can do in converse? And what are the activities you can do in close? Cool. And each of those activities has a point system, so it has a point number and you are supposed to target a hundred points per week, which seems like a lot. But I'm telling you, when you're wanting to make 100k in 90 days, that's what you're targeting. So when you do those things consistently. Now here's a really cool piece of the app. One, you can look at the other players in the game, you can see what they're focusing on. So if Matt's like crushing it and Joe's like, what the hell is he doing? You can go look and see where he's spending his time and how he's spending, what effort he's putting into what, what. The other thing it does is it starts building the data. I can start seeing what are you avoiding, Matt?

You're all over your content, but I don't see you closing or pitching anyone and pitching in the positive way. Right. So it starts telling me all of this information or hey, you were really doing really well in week four and five and we're in week seven and you've kind of lulled. What were you doing those weeks or the weeks before that enabled that big win to happen that you're Maybe not doing now. When you have the data, this process becomes. You know, a lot of times people feel like it's a black box, you know, kind of. I. Maybe I connect with people and then a client comes out. No, there's all these pieces that go into it. And when you're empowered with the knowledge of what those pieces are and how to move someone through, then you can own the fact that you're not getting the results. If you're not, because you're not doing this one piece of the process. You broke the process. When you have all the pieces in place, then it just. It's a flow, and you just have to show up and do your part and learn how to be able to receive in a bigger way.

I love that clarity, you know, especially in your app. Yeah. If you have everything spelled out for you, it's like just. Just check the box.

Get a little reminder.

Yeah. Yeah.

Well, my face is in the middle of it, actually. If you hit my face, you get like a motivational message or a hot tip for the day to be able to do so.

Nice.

I would love to see this app whenever it's live. Let us know.

Well, you know, the 75 hard. I'm sure you guys have heard.

Yeah.

Right. So it's actually that for lead generation and revenue growth.

Okay. Yeah.

Tells you exactly what to do every single day. It gives you a summary, and you have a target that you're supposed to, you know, to hit.

Yeah.

So I have to stop drinking alcohol in order to get the leads, right?

No, you may need to do it more.

Ah, like, good. This is a good episode.

Yeah.

I just like picking on Matt.

Well, I feel like that happens in most episodes.

Just kidding.

As long as everybody's entertained, I'm fine.

I mean, if it makes you feel better, just turn around and pull your eye.

Yeah.

I'm out of here.

Peace, Joe. Show now.

I've been waiting five years for this.

Gray over the process. No, no.

So meanwhile, Matt's, like, fine. Like, are you just fermenting it?

No. If you were in the same room, you would see my Grays.

But if you saw what I saw right now.

Luckily, my Grays don't show up on camera as much as Joe's do.

I'm an old man. What can I say?

Obviously, he's also two years younger than me, so.

Geez, don't tell everything about Joe.

We're off the rails again. Again.

We knew this would happen.

The best place to be is off roading.

Yeah. And this first time I looked at the clock and we're way over the hour. So this is a good show. No, legit, like, this is really cool. I love the process. It's very simple. And simple is great. And the fact that you could back it up with, well, your new app, do you have a. Like, is that going to be just for your clients or is that like public?

Yeah, so there will be an opportunity for people to get it on a monthly basis, like a recurring subscription kind of model where people will be able to have that and access it. And so there's also like my lead boss system, which is the do it yourself version of all of that. But, you know, at the end of the day, people would just want cats.

It's true. Well, let us know when that's live for sure. But what else? If someone wants to jump in, connect with you, see what you got going on, where's the best place?

Yeah, so I think that, you know, it's always nice to see the proof in the pudding before you actually do anything. So I have a little freebie. And by little, it's not little. So basically what I do is I provide you exactly how to break out your lead gen hour a day, because that's what you should be committing to. A minimum is an hour a day to be able to create this consistent pipeline and fill it. So I break out exactly what to focus on for that hour. The next thing I give you as part of it is actually social media swipe that you can copy and paste to help your current connections pop their hands up to say they're ready to work with you. And then the third piece is I actually give you my personal clothes close script that I leverage with my clients and have a, you know, anywhere between including them 80 to 90% close ratio. So it's the process to be able to have that connected sales conversation that really helps lead more people to a empowered. Hells yes. So all of that's included. I'm gonna give you the URL. So I'm just gonna tell you about it and just go fucking find it.

I'm like, I want it. I want it back. What is it? Yeah, what's the URL?

Action incubator.com forward slash, job, jump start.

Action incubator.com jumpstart. I like it. Damn, this is good cat.

Oh, you know what, there's a short link. Fullybooked CEO is shorter.

Wait, fullybooked CEO.

CEO.

Oh, CEO. Okay.

CEO. What? That's cool.

I know, right? Like you could get a whole bunch of short links like that. And Just dot, CEO, Super Smart.

Lead Boss. Yeah, no, this is good. I don't know why I was saying that.

I don't know. My brain goes into a whole different mode, I think, when we're chatting like that last. Maybe we should link the podcast episode. Is it live yet? The one that we did with you?

It's going live shortly. I can push it live.

No, no.

Well, by the time this goes live, that will probably.

It will be live.

You got to connect that and just. Yeah, you'll see more fun. Our brains turn differently.

If you want to see Matt and Joe being completely raked over the coals.

If you want to hear me getting picked on more.

Joe was included more in that one, so you were a little less targeted.

Yeah, we were both equally picked on, I guess.

What's the name of the podcast again? Is it Lead Boss?

No, it's Revenue Accelerator. Revenue Accelerator.

I don't know. Revenue Accelerator. Fun show. Go listen to it. But, yeah, we'll link that episode once it's live. Also in the show notes.

Awesome.

Sweet. We good?

I think we're good.

We good?

Yeah. Awkward ending.

Yes. That's what we do.

We try to end it awkwardly.

So I'm just trying to get more awkward by the second here.

Bye.

See you. Bye. We are back.

We are back. How did you like that outro?

The outro was amazing. Yeah. You mean the one in the main podcast?

Yeah, the one that just happened a second ago.

Morai.

Yeah.

Hey, we're upholding our promise and doing a banter section where we talk about Kat behind her back.

Yeah, well, if she listens to it, it's not behind her back. Dang it.

Hi, Kat.

But yeah, that was, like, one of the few podcasts where we're just like, we don't know how to end this. So bye.

I had a good time. Seriously. It was like when we're on her podcast, had an amazing time there, and I think you and I walked away even like, Jesus Christ. That was fun. That was finally a good time on someone else's show, you know?

Yeah, Yeah.

I don't know. Gotta give you props, Cat.

Yeah, we had a very, very good time.

There was one thing you said that you were gonna do with the Conversion AI, but I don't remember what you said you were gonna do. What was it in context. What was the context of it?

She asked me if I had a good story or she come up with a good story around my pink microphone cover.

That's what it was. And so you did use Conversion AI to get you A story about why you have a pink mic, right?

I did.

Okay, what's the story?

I've read one of them, but I have not read the other two. So let me just say this really fast conversion. AI Is pretty dang sweet. We really should be affiliates of it.

They're not sponsoring us or anything?

No, we're just a cool, fun tool. So what I did is I used their creative story writer, and it says, write delicious, creative stories to engage your readers. Well, hopefully this does the trick. Here's the plot line I wrote.

Does it have anything to do with hamburgers?

Maybe yours does. No. Like all I wrote, very generic. I just wanted to see what AI would do. I said, Joe Fear has a pink microphone cover that he uses. While podcasting, Kat asked what the story is about it. So I'm using AI to write myself a story. Write me a story. And I use the tone of. Of witty. And it generated a few stories for me. First one, I'll just start with the one that I actually did read is. And it's really short. Why do you have a pink microphone cover? Asked Cat. Or asked Joe. It was weirdly, Cat asked that question. And then I said I thought I'd be more in touch with my feminine side. And it seems to be working. My ratings are up. Not bad.

I mean.

That'S not really a story, though. That's more of a. Like, here's a result.

This has more of a story, these other two. All right. Joe Fear was walking down the street to his podcasting gig when he saw a cat coming up to him with a glint in her eye. A glint.

I like it already.

He could tell she wanted something from him, embraced himself or whatever it might.

Oh, God, this is going in a weird direction, Joe.

I don't know where this is gonna go. This is literally first time reading this. What's the story behind the pink microphone cover? Said our Cat, nodding to Joe's hand as he clutched it tightly against his chest.

Not wanting to talk too much about his private life on an open street. Joe smiled politely before continuing on his way without saying anything else. But Kat followed closely, not letting go of her questions until she got what she wanted. The whole story.

Based on what I heard from Kat, this doesn't sound too far out of the realm of possibility.

Kat, you didn't think that AI can write good copy. Bullshit. It's a good starting point. All right, next story is the last one. Joe Fear loved podcasting, but he felt as if something was missing. He would always put on his microphone and Shout out into it to record the sound of him talking. So when people listen to the podcast, they wouldn't hear a recording of an empty room.

This is too close to home in real life.

But then Cat said, what's. What's the pink thing? What's with the pink thing? And Joe thought maybe this is what was missing all along. Yeah, the story.

Maybe she wasn't referring to the mic fake.

It says in the last sentence, the story now has no end because I'm not good at stories.

What?

The AI wrote that. I'm. What? Come on, you're leaving me hanging.

All right, all right. Well, I think.

Not bad. Not bad, though.

Those weren't bad. That was Conversion AI. Maybe that could be like, a new segment of, like, we read automated content to you.

I mean, it's.

It's.

We won't go down that rabbit hole now with con. But, yes, I like the whole idea of. There's, like, wild marketing ideas you could plug in that we can. You can choose the tone of your voice. Like, that one was witty.

Can we have Conversion AI write us, like, an entire therapy session episode where you and I just, like, tell a story from conversion?

I mean, we signed up for the unlimited generated content.

Yeah. That would actually be like an awesome but super lazy person's podcast is letconversion AI generate content for you, and you just read the content that it generates, and that's your podcast. And people would fucking listen to that.

Well, you mentioned the hamburger thing. We probably won't bring it up.

No.

Here. Because it's pretty dirty. But if you wanted a pretty, like, I mean, you can go R rated, you can go G rated, you can go probably X rated with this question.

I wasn't trying to go X rated with my question that I asked it. It just gave me an X rated response.

It did. Yeah. No, that's what I'm saying. Like, you kind of never know what you're gonna get, but it's really an.

X rated response that had to do with a hamburger. And I'll just leave it there.

Yeah, we might have saved it in our archives just for future giggles. Yeah, it's pretty funny, but, yeah, it'll make more appearances on the podcast, I'm sure. In some form.

Yeah.

And for a therapy session, it's up to you. To listener, not you, Matt, to decide. Was that AI or was that Matt and Joe?

Yeah. Oh, you know what we should do? Play a game where I write a real story and I let AI write a story. I read them both to you, and you Tell me which one's which.

I like it. We should do that. We should both do that.

That would be fun.

Let's do it. Yeah. That could be a podcast or a livestream or both. I like it.

For a livestream, like today we're playing real or AI. Who wants to join us? And then you and I just read different stories back and forth and figure out which ones are AI and we just live stream it and cool that we got to make Lazy man's content.

Seriously, I mean that. I think that would have pretty good engagement. Yeah.

What do you think?

You.

Yeah, you.

Yeah, you.

Not Joe. You. What do you think? Let us know.

I was pointing at the same you.

Yeah, yeah, we were both pointing at the same person. You. You. Yeah.

All right, cool. Let us know, please. Thank you. All right, Kat, let's talk about Cat in our episode with her.

Yeah.

Matthew, you were picked on quite a bit.

I was. I feel like that's just how people treat me these days. They're like, meh, Matt's got a punchable face. I mean, you know, metaphorically. He's got a punchable face, so let's just punch him. Metaphorically.

You're just too scared to punch you right now because of COVID But, you know, once all those. Once things change, my friend. Watch out. Yeah, that beard out thicker.

That's me. I'm like the metaphorical punchable face of podcasting.

We should get some stickers of you and. Well, we do, technically, but my face is on there, and I don't want to be punched. So we'll make a standalone picture of Matt Sticker and send it to everybody. So if you feel like punching something, put it on. Maybe not the wall. I'm just gonna say the wall.

Look out for your hustle and Flowchart punching bags. That's their next punching bag in our store.

Sure.

Sticker Mule or something like that could figure it out.

Yeah, we'll just see. We'll see who they buy more of. Do they buy more of Joe's face or Matt's face? It'll be a split test to see who you want to punch more and.

Yeah. Yeah.

Not bad. I like it. Yeah. We'll even send the punching glove. Punching glove.

The punching glove.

I don't know. All right. Yeah, this. That was not a conversion AI marketing idea, because. But that should be.

That should be conversion AI. If I had a. If I was an owner of Conversion AI, I would create a podcast where I do that. I read AI stories, non AI stories, and let people guess which ones would which.

Well, let's be the first. And then say, hey, check this out. Yeah, you want it? You want. Oh, yeah, you own the software. Okay. You can just make it yourself. Yeah, yeah.

Anyway, yeah, we should get them as an affiliate or sponsor or some sort of relationship with them because we like their tool.

It's pretty damn sweet. Check it out. Aight, Cat.

Yes.

Back to her again.

Back to her again.

Sorry, Cat, not really talking about you much right now. This all stemmed because of you, actually.

Well, I mean, come on, people. Got an hour of you. Give us our, Give us our turn.

We're talking to Cat now.

Jesus. Yeah. If someone, if you, if you listener, not Cat, if you stuck with us this entire time, Bravo. Thank you. Why?

I mean, thank you.

I don't know. You probably had some fun along the way. Yeah, let's continue the fun. So, yeah, I, I, I love the practical. Or like, just how simple her process is when it comes to, like, the whole connecting. What was it? Connecting, conversing and closing. Those three. I thought it was rad, man. And very simple. And this is brought up in previous episodes. It's like that human element again.

It's always one of those profound things like, oh, yeah, probably shouldn't talk about myself so much when I'm presenting myself to the world.

Yeah, Well, I think for me, the most sort of light bulb moment, and I think we kind of intuitively knew it, but you're not being reminded of this kind of stuff often enough is like, why spend so much time trying to convince people that will likely never buy from you to buy from you? And so many people do that. I mean, even with our own, like, copy, you know, so just like, full transparency. When we were putting out Pod Hacker, you know, some of the copy were like, ooh, we should add this in so that also bloggers will want to buy it. We should add this in so also youtubers will want to buy it. And what if you don't have a podcast, a blog, or a YouTube channel? We should probably make sure there's some content copy in there to make sure that it's appealing to those people as well. But then you just dilute the message and dilute the message and dilute the message. And when you try to talk to everybody, the product doesn't feel like it's specifically for anybody. And I think that sort of concept is something that is so great to be reminded of, is like, stop trying to market to the people that aren't your ideal customer. Stop trying to market to that 30% that's never going to buy from you. And I thought that was probably the biggest light bulb. Like yeah, you're right. That's something we could stand behind kind of moment.

It is, yeah. Because it's such like a. I think it's maybe a human nature thing or just entrepreneur marketer thing. It's like I want to get them all. You know, like everyone needs this thing. But it's like well, maybe. But let's, let's like the whole bullseye analogy. She said at the very end it's like most people start at the fringes or want to get the entire board. It's like start at the bullseye first. Start with the people that are just gonna buy and the ones that might need a touch or two of your marketing your content to, to go over the edge and actually buy. So I mean it goes back to. I remember I brought this up maybe, but like talking with Roland Frazier, he thinks this way. Remember when we're talking about we're doing some podcast stuff or even getting on podcasts like go for the top, you know, like there's people are people at the end of the day. But if you have something cool, if you have a message to put out there or whatever, it's like you don't need to start with the smaller shows or the ones that might be quote unquote easier to get. It's like maybe the bullseye, your target and what you really want is reaching big. We talked to Massimo actually the founder of Adspresso. Same thing when he was trying to get in the incubators. Most people just fear the rejection, but it's like eh, if you actually connect and do all this, but go for the folks that are gonna do something with it right away, start there.

I agree.

I like it totally. Yeah.

And she gave out, she mentioned some really cool tools that we're gonna look into. One that she's working on on decks sounds like a really cool tool.

That's not her. Yeah, no, no.

She's also working on a tool. Dex. Separate statement. Dex also sounds like a really cool tool to like. Yeah, it sounds really cool for like kind of keeping your contacts organized and remembering to follow up with people. Something that we've been trying to find a good platform for ourselves for quite a while now. Played with a lot of different ones.

And things get a little like here's the thing, what I've found because I've like I've gone down this rabbit hole, just kind of almost like too complicated, you know, that's why I wanted to ask her again, and I did, and I'm like, oh, cool. I like that. It's very simple. Tells you exactly what to do, when and where. Boom. Done. That's all it should do, really.

For sure.

So, yeah, Dex and I want to give a shout out to her. Her little. Little freebie thing. She shouted out because she was telling us more about it afterwards. Like, all these different swipes you get and sales messaging. And, like, if someone goes. Starts ghosting you or just goes quiet, she has, like, literal swipes that you could just, like, plug in your messenger or whatever.

So go grab that actioninkybator.com jumpstart or.

Fullybooked CEO, whichever one is easier for you to remember and type.

Yeah, for sure.

So, I mean, grab the notes on this one.

It's good stuff. Yeah, grab the notes.

Hustle and flowchart. No, flowchartgroup.com I gotta remember our URLs. My brain is always fried, then I'm trying to spout out URLs when my brain's fried. Yeah. So flowchartgroup.com if you join the Facebook group, there is one question that'll ask for email. Give us the email, we'll send you the action guides. Assuming you do it within two weeks of this episode going live, we'll hook you up with that. And you get the bonus of being part of a killer Facebook group over@flowchart group.com.

Yeah, and that Facebook group is. It's. It's fun. And I think we should do more these live streams. I'm looking up something right now that's going to help us in a second.

Yeah, we're going to do some conversion AI.

I think that'd be fun.

Is it real or not? Live streams. I think we should do it. We also bought those damn pod decks things from Pod Decks where it's like, prompt questions where you and I could just riff off the questions ourselves. I mean, sure, we. We could ask him to guess, but I think it'd be fun to just be like, hey, dude, I'm pulling a card today. And then riff on whatever the card says and do some livestream around that kind of stuff.

Do we have this? Yeah, let's do a live stream. Yes, we'll wait till later on that one. All right, so lastly, wanted to shout out about easy webinar.

Joe had to pull up the website. That's why he wanted to.

It's actually not loading right now. It's not helping me. All right, so we're just going to Riff off the cuff here should be loading what the heck, it will load for you. So, Easy Webinar. We've talked about it before, but if anything, regarding webinars, they got yourself covered. Every type of webinar, all the analytics and all that tech stuff, everything's basically housed under one roof. With Easy webinar works in many of industries.

Yep. You can do the lives, the automateds, the hybrids, all of those types of webinars, you can do it all in one place. I think the thing I like about Easy Webinar the most is that most of the other webinar platforms kind of specialize in one. You can either do live webinars or you can do automated webinars, or you can do like this hybrid kind of webinar thing. Easy webinars got you covered on all the fronts. So no matter what kind of webinar you want to play with, you got one tool does them all. Easywebinar.com hustle. If you go to that specific link, they're hooking up Hustle and flowchart listeners.

You can even upload a presentation, it looks like. So you have like all that stuff right there in line because that gets. That gets pretty annoying, actually. I will say what, you know, when you're trying to, like, you know, get your zoom to sync up with, you know, your webinar slides, you might not want to show something or you might.

Ah, crap.

You know, it kind of has a lot of cool features. And like, that was actually something I did not know. Yeah, there's a lot of cool stuff here. All right, so check it out. They're hooking you up.

Joe runs into issues where he tries to share his screen, and then there's just like, pictures of naked guys on his computer. And you're like, whoa, dude, just share the slides.

Just the slides? Yeah, just the slides. Just share the slides. Nothing more.

I'm really getting sick of getting on live streams where Joe can't stop sharing the naked pictures.

Happens all the time. Every webinar I ever do.

You want to prevent it? Easywebinar.com hustle.

Well, go there. You'll get hooked up. That's the discount that I used when I solved that problem of mine.

Yes, I'm glad you solved the problem.

Thank you, Matt, for telling the world. All right, share this episode around. Yeah, if someone needs some help in your life that you think that, you know, just want to close more sales and they just, you know, the whole connecting thing is not working. So hot. Use Cat's method Come on.

You know some. Somebody you know, you know somebody that's like, they need to hear this.

Yeah. Share with them.

Tell that person.

Cool.

Otherwise, karma's gonna be a later.

Hey, now. It's gonna bite you when you least.

Expect it, so make sure you share it. Do the right thing.

Thank you very much. We'll see you on the next episode.

Thanks, everybody, for listening to this episode of the Hustle and Flowchart podcast for taking the time to listen. We want to give you something a little bit special. Every single episode that we do, we actually, actually have somebody on our team take notes. We basically have a Cliff's notes version of every episode where you can go and find all of the tips and tactics that they laid out, all of the resources that they laid out, all the good stuff from this episode. We actually have a nice, simple notes version that you can find on our website. So go to evergreenprofits.com find this episode that you just listened to, and give us your email address, and we'll send you the notes. Thanks for listening.

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