Brave Biz Lab 2024 06 14

Good morning. Good morning. How's it going? Good.

How are you?

I'm good. I am having the kind of morning where I started the blender without putting the top on to make my morning.

I made, I made my coffee, looked in the cup and there was a bug. So start over.

You don't want the extra protein, huh?

I. I thought about it. Honestly, I stared at it for way too long and then I was like.

Okay, like fruit fly, but anything bigger than that, just like, no.

Yeah.

Anyway.

Ah.

So, yeah, we should have people joining today. What are you celebrating? Let's start there.

What am I celebrating that's not drinking.

A bug this morning.

True. Yes, true.

My.

Conference went well on Wednesday. I got a DM right after thanking me for the topic. And like, they were saying they're from a data quality team and they're trying to get their ish together. Right. And so it was helpful for them because my topic, I'm going, I'm doing a tour on data security on basically what my course is about. And so it was cool to get a DM from somebody like, hey, this was helpful. Thank you so much. Stay in contact type thing.

Yeah. That's awesome. I didn't realize you were doing a tour on that.

I say tour just to make myself feel fancy.

Well, it makes me think that we do kind of need to create a corporate offer for you.

Yeah. I was going to ask, like, should I add another thing or.

Well, I think, I think like, you do consulting for, for companies, you do data security consulting, you know, because I think it adds to your credibility as someone who helps people who get into. Get into data. But I also think you could, like, you're already in front of all your ideal clients all the time anyway.

Yeah.

No, and it's just such a natural next step. So. Yeah, I want to, I want to start working on that with you. Okay.

So would that be in an addition?

No, no, no, no. We'll just incorporate it into, like, what you're working on here. So, like, if you wanted to do. I know you're doing some interviews with your ideal clients for your first offer, you might want to add, not necessarily 50, but add some interviews with people who, you know would be your ideal clients for data security consulting.

Okay, so what I meant in addition to, in addition to my career coaching.

Yeah.

So I wouldn't be pivoting. I'm just like adding.

Yeah, exactly.

Okay. Is it. It's not too soon to do that. I mean, I, I don't have many.

It's not a group Offer. And here's the thing. Like, you're gonna start these conversations. They don't come to fruition for another six to 12 months.

Okay.

Now, because they're long conversations.

Okay.

I mean it. Like, you. You have the credibility. You have the authority. Why leave the money on the table? Especially if you have companies that you're. You're giving talks in front of. Hi, Rachel.

Yes.

Yeah.

Yeah, that makes sense.

So, yeah, so start. Start noodling on that. That's my work. My assignment for you.

Will do. I. That was. That was literally one of my questions to you today. So it was good that you brought that up. So. So two minds. Yeah.

Yeah. So like, anyone who reaches out to you and says, thank you, that was super helpful. You can respond and say, wait, my brain is slow this morning. You can respond and say, oh, awesome. Like, in what way was it helpful? What are you guys working on right now? You know, tell you, you can say, oh, cool. I actually do some consulting on that if you need any help.

Yeah, yeah, I kind of planted that bug a bit. Yeah, it. It did feel a little weird because I don't. You know, I haven't expressed that to the public yet, which is again, why I had that question to you. So good to know that. What I thought I am on the right path.

Yes. And, Rachel, what are you celebrating today?

Hey, I had two people sign on with me on Wednesday.

Whoa.

Yeah, they were both like. One of them was like my old prices. One of them was like a, you know, slightly more than my old prices, but still, it's just. Yeah. And. And it wasn't even people that I was reaching out to for. Sorry, there's really loud yard work. Hold on.

Oh, it's okay. We can't hear it, so.

Okay, great. I love it when that happens. Yeah. There are people who I had, like, explore. Like, I actually, I gave them sample coaching sessions, like, months ago, and then they just reached back out, both of them, and we're like, hey, let's like, chat again. So one of them, I used your formula. And then the other one, I had to call with, like, a day before. So I did a sample coaching session. And I didn't think she was going to sign on, but she did.

That's amazing. Congratulations.

Yeah, thank you. So another, also a celebration of that is like another month of me not having to go into my savings.

Yeah, yeah, yeah.

And soon, soon I won't be living like that. Soon it's going to be like, I'm making an income. And obviously that's just not happening. But I did sort of plan on having to go into my savings around this time, so. Yeah, that's good.

Yeah, no, that's amazing. So well done.

Thank you.

Yeah.

And Yvonne, we're just doing celebrations before we dive into Q and A.

Sure. So my first client started this week and we had our first session yesterday and it was awesome. Um, and the best part is afterwards, I was like, yes, this is what I should be doing.

Yeah.

So it's like reconfirming.

Well, it's always like, it sucks when you do it and you're like, this is not what I wanted.

That's not what I thought. Right. Yeah, no, it was. It was like, yes, that was great.

Yeah, amazing. Congratulations. Awesome wins across the board.

Yeah.

My win this week is I watched Bridgerton yesterday.

I thought, you're a late night live.

Oh, yeah, I know.

I was like.

And my dog, I think, saw a ghost. I think, did you see that bit? My dog was freaking a Bridgerton ghost. Well, there's like this empty space over here that there's no furniture or anything. There's no art. Like, there's no window. And she, like, was very clearly barking at something there and there was nothing there. And she kept hiding and, like, growling at it. I had to end the live early because I was getting freaked out.

So anyway, stage that corner.

I know, I know. That's actually a good idea. I should do that. Anyway, let's open this up to open Q and A. What questions do you have this Friday? Anything. And everything's welcome. Yes, Monica.

So I guess to continue with my question, you said that I should start interviews with other clients for my potential corporate offer.

Yeah.

I'm assuming this is going to be a separate post. A separate ask.

Yeah.

Okay.

Yeah. And it's also something because you already have the network, really, in data. You know, if you can reach out to your network and just do direct asks, you know, as to, like, what's going on, what are their fears right now? Like, I think that'll be cleaner than you sharing about it on social media.

Okay. Okay, that makes sense.

Yeah. And then, you know, going forward, like, once you have, you know, the pain points and everything, it might just be like one post a week. You talk about your consulting.

Okay.

Right. You start planting that seed.

Okay.

Okay.

Yeah, that makes. That makes more sense. Other. Please have an interview type thing.

Yeah.

Okay.

Because that way, I mean, like, you know, it's. You can't figure out who wants to go into data. You can't DM them, You can't email them because you don't know.

This is true.

This is true. So you need to post about it versus like you have worked in data for how long?

12 ish plus years.

And I assume you've made a couple friends.

Yeah.

You're nice.

I was an auditor, so that's a little iffy.

Friends.

Yes.

Which means they want to keep you on their good side. So.

Yeah.

Yes, so funny.

But yeah, I would do that. And I, I don't know that you need to do 50 interviews for that offer.

Okay.

Because you've been working in data for 12 years and you, you understand, but to like, you know, get back in touch with how they're describing it. Yeah, the, the frustrations, like what's happening at the, at the leadership level, all the things. Okay. Yeah.

Okay. Yeah, that makes sense.

Awesome. All right, what other questions do we have today?

I don't know. I don't want to ask you things that. It's all in the modules because I just.

No, ask, ask because like, it's the repetition and hearing it over and over and over and over again that you're really going to learn it. So do not hold yourself back on any questions.

Okay, so let's see. Yeah, I mean, the interviews have been going well and I'm like, really eager to start, like redesigning this program. And I'm just, I'm wondering, I'm just wondering how much the modules walk me through how to do it. And I mean, all the ways, like, there's a lot of people, they're like, what's the structure to your program? And I'm like, yeah, I'll get back to you.

Yeah, so here's how you're going to answer these questions. You know, because you're doing coaching and because like, there's no one structure that's going to work for each and every one of your clients. And that's also not the methodology that you're trained in. Like, coactive does not have. Like, we're going to do some fulfillment stuff for three months, then we're going to do some balance stuff for three months. And you know, it's just whatever they need in the moment. So what you're going to say, especially if you're like in sales conversations with people, is say, you know, here's, here's the general framework of the things that we cover, you know, and that's why you're doing the market research interviews, because you want to list off the problems that people are talking about, the goals they have, you know, but then you say but because, you know, everyone is so different, I actually design a bespoke experience for each and every one of my clients. And it's really driven by what your goals are and what you're frustrated with. Right. Because that, that right there ups the price.

Yeah.

It's not just like, here's my format, go for it.

Yeah.

Right. But like, here's, you know, this is exactly the thing that a lot of coaches run into is people don't know how to sign up for just talking.

Yeah.

You know, you know how to do that for therapy, but for coaching it's just like, okay, but like, what do we do? Right. So I would talk about it in that way. When it comes to like pricing, we're gonna figure out your pricing based on how much money you want to make. Honestly.

Yeah.

You know, so how much money do you want to make like three years from now per year?

Okay, so. Oh, is that a question?

That's a question. Yeah.

I mean, three years from now, one year from now, I'd like to be making like at least 120 here. Three years from now, I would say like 200 or more.

Yeah. Okay. So I always like to base your, your now pricing off of three years from now.

Really?

Right. Yes. Because like you have ramp up time. Yeah, right. We're not gonna like, it's not like next week you're gonna have 10 clients all paying you $10,000 each.

Yeah.

Right. So like if we try to figure out your pricing based on 120,000, you're probably only going to hit like 33% of that, which is not enough. Okay, Right. So we want to base it off of what you want to make three years from now because then you're more likely to hit closer to like, you know, 66, 100, 120.

Yeah, you know, I, I have a hard time with that though, because I feel like in three years from now I'm just going to be much more skilled and so I'm going to be able to charge more and.

Yeah, so we can also into there. We don't necessarily have to like go for it right away.

Yeah.

But we want to, we want to base the math more off of that than off of what you think you're worth right now.

Okay.

Because I guarantee you it's more of a confidence thing than a skilled thing. Yeah, right. And you're just gonna build confidence in how you show up with your clients over time.

Yeah, yeah, yeah.

So let's do the math here. So, 200,000 a year and how many Clients do you want to carry full time?

I mean, I feel like in three years I might have like a group program.

Okay, cool. Yeah, yeah. So let's take off. Let's take off like 50,000 for that.

Okay.

Okay. So 150. And then how many, how many one on one clients do you want to have at all times? Was it eight?

No, like 12.

12. Okay. Yes. I mean, it's 12. 12,500 for the year.

Oh, that's. I mean, that's sort of what my price is.

Very reasonable. Yeah. I would honestly charge more just because that's like, you know, market. Market rate for that level of coaching.

Yeah.

You know, is closer to 1500amonth.

Okay.

You know, or 2000amonth. Honestly.

Yeah. For like weekly coaching.

I. Bi weekly. Two. Two sessions a month.

That's crazy. That's super. I have to like wrap my. I maybe have to do the money module now.

I'm like, yeah, I have a client. I have a client who's charging 2500amonth for two sessions a month with on demand support.

Yeah, yeah.

So it's a lot because I personally wouldn't pay for that.

Yeah, yeah, yeah. And you know, part of it is relationship with money.

Yeah.

Right.

And also part of it is understanding the impact it's. It's going to have on their career, you know, both financially, emotionally, how they're going to have relationships, like, and all that comes with time, you know, but yeah, if you can start charging like 1100amonth. Yeah, right.

And I was sort of ready to jump to, like, intuitively I was thinking like a thousand bucks.

Yeah. So do 1100amonth or 6000 paid in full for six months.

Okay.

Okay.

Okay.

That'S good.

Perfect. All right. What other questions do we have today?

I mean, I guess I've got another question. So I've got like, yeah, I just got these two new clients and then like two. And then like sort of like two are sort of dropping off. But either way I'm. I'm sort of coasting at like eight clients right now. And they're all like, not enough. Like, some of them paid me in full at first. Some of them are paying me like 500 bucks a month. But either way it's like, so not enough for me to get to my goals. So you just suggest that I like slowly trickle in more at eleven hundred dollars a month and then.

Yeah.

And then if they want to renew, I'm like, hey, you, you're going to have to pay double.

So here's what I Like, to do. And especially as I was kind of figuring out my pricing.

Yeah.

And upping it. And upping it for the clients that I really, really loved working with, I would go and say, hey, listen, so I've had a rate increase since we started.

Yeah.

Here's what it is right now. Totally understand that that's not necessarily within your budget, but would you want to do something somewhere in between what you're paying now and there?

Yeah.

You know, you can do that. You can also, if there's someone who you're, like, ready to be done with. Hi. Hi, Rich. Then you can absolutely, you know, just say, you know, I've had a rate increase and this is what it is to continue.

Yeah.

Yep.

That's good.

Yeah.

Okay, great.

But, yeah, like, as you're signing new clients. Absolutely. You're signing them at that new rate. Yeah. And then, you know, the clients that you're working with. Yeah. You're just going to raise the rates for them.

Yeah, yeah. After the fact, if they want to renew.

Exactly.

Yeah.

Okay.

Because remember, like, you have a finite amount of time. If you're making X amount of dollars to work with these people, and you're only making Y amount of dollars to work with these people, it's not really worth it for you to continue working with those people. Yeah, right.

Thank you.

Yeah, of course. All right, what other questions do we have? And Rich, welcome. Do you want to share a celebration for the week?

Hello, everyone. Celebration for the week. Well, today is my wife and I's anniversary, so I guess it's a celebration.

Happy anniversary.

Yeah, we actually. We just. Thank you. We just came back from breakfast with the whole family, so that's why I'm a little tardy, but that's fine.

This is a come and go as you please. Happy anniversary to you both.

Thank you. Thanks.

All right, what questions do we have on anything?

I don't know if it was covered previously, but what about. How do you kind of figure out pricing? Is that we literally.

No, no, no.

But I'm happy. This is such a great.

I'm sorry, if we're gonna, like.

No, not at all. Not at all. It's something that we're gonna cover over and over and over and over again. So pricing, there's a lot of different schools of thought here. I'm a big fan of, like, figuring out, like, how much do you want to make and then reverse engineering it from there, you know, within, like, realistic considerations of how much time you have, how many clients you can handle, and so on. And so forth. And then, of course, you know, there's looking at the value that you provide, you know, And I know you and I were talking about this. We were talking about, like, what having these kinds of videos are going to do for businesses, and, like, what they're going to see is worth it. Right. So we want to make sure those two things kind of align.

Right, right.

So would you. So for the clients that I currently have, you know, if. If I. I know we've been talking about, like, moving to, like, a retainer model where it becomes a consistent revenue stream coming in, which would be ideal, is do you keep the old clients as kind of grandfathered into the old way? Because right now I'm just charging hourly and I give them, obviously, you know, I throw my proposal in, I give them a ballpark estimate, and then with the caveat that it could be higher, it could be lower, depending on hours.

Yeah, yeah. So, I mean, it's 100% up to you. You're the boss. Right. But how I would recommend doing it is, you know, reaching out to them and saying, hey, just want to give you a heads up. Over the next couple months, I'm actually going to be transitioning into a retainer model. And what that looks like for you is you'll have more consistency.

Right.

You know, so, like, you know what we'll do on average? Here's what you've been getting from me each month.

Right.

And so what we'll do is we'll just take that average and then go forward from there.

Sorry about that. My agent was knocking at the door and I. Hold on, babe, hold on.

So you'll take that average and just go from there. It works out for them. If anyone has objections to it, then you can make the choice to grandfather them into the old way. But, you know, oftentimes, like, you're taking away thinking from them.

Right, exactly.

Which, I mean, I love it when I don't have to think. I love it when I'm out to dinner and someone else makes the decisions. Right, right. But, yeah, I would. I would start transitioning it in that way.

Okay. All right, thank you. I'm going to go answer the door now.

Sounds like they're really insistent. All right, what are the questions, Yvonne? Yeah.

So I've been thinking, I mean, what was your three business models, right? Get laid, get paid, or live longer. And right now I'm like, wholly in the live longer bucket. So I've been thinking about in the future combining two buckets, like holistic wellness and relationships. Right. Like Intimate relationships and holistic wellness and. And promotion path.

Right.

Kind of leadership development. Because actually, one of my clients is. She's like, she signed up for wellness coaching, but really what she wants is, like, leadership development, which is fine. But, like, so one timing wise.

Mm.

I can develop a couple different programs, and I'm comfortable in that. But then will that confuse. Right. The message? Or do I specifically take certain times or I'm promoting this and other times when I'm promoting that or, like, what are your thoughts around that?

So.

Yeah. But at the core is wellness coaching.

Yeah.

Yeah. So I love this for you. I absolutely love this for you. So it's something that you're going to speak to both in your content, but you don't necessarily have to differentiate between this is this program and this is this program. Program. Right. Because, like, like you just said, people want to sign up with you, and they're going to make it what they want.

Yeah.

You know, so, like, on your sales call, while you're doing holistic selling, you're going to, like, make a recommendation, you know? You know, and you can say, okay, it sounds like you. You really want to focus on bettering your health, but with a focus on. On, like, really developing your relationships. Cool. So here's what I actually propose. And I actually have, like, a whole program designed around helping you do both, you know, versus someone who is saying that they really want to, you know, like, advance at work. Cool. It sounds like you really want to work on your. On your wellness with the focus of developing yourself as a leader.

Yeah.

You know, so I have a whole program designed around that, you know, if someone wants all of it, then you can say, amazing. So I actually have two programs, both focus on wellness, but one focuses on developing relationships. The other one really focuses on developing you as a leader. What we can do is we can combine them. Yeah. You know, and so do I just.

Sprinkle kind of content that hints at both.

Yeah, like.

Like one post at a time. Focus. Like one post does one job.

But exactly, exactly. So, like, you know, for instance, all my posts this week have been about people's offers. Right. And so, like, that's just one. Okay, so here's what I want you to imagine. You're on stage, right? There is a big spotlight at you. There's a audience of thousands of people. No one can see you, though, because there's this massive piece of canvas stretched out across the stage in front of you. So your job is to stand there and jab holes in it so people can see you from different angles. Right. And so relationships, leadership, wellness, eating healthy, mindfulness, leadership, romance. Here, here, here, here. Right. And it's all just a bunch of different ways for people to experience you. Right. So don't overthink it When. And here's the thing, like, you're going to learn from your clients where your focus should be primarily. Yeah, Right. You could. You could start down this track and have everyone come and say, you know what, I want to develop as a leader. And then. And then you're going to be like the holistic leadership coach. Right. You could absolutely have a whole bunch of clients that are really struggling in their marriage or struggling in. In whatever romantic relationship they have. And so you veer off in that direction, but you're not going to know until you start getting clients for one or the other.

Yeah, yeah.

Then just follow the numbers. Right?

Yeah.

You know, and you know, you know, Simon Sinek. Right. Start with why. Start with why. Was not his first, like, you know, saying, you know, he threw a bunch of spaghetti at the wall before he landed on that, and that resonated with a bunch of people. Right. So you're going to do kind of the same thing.

Yeah, yeah. Where you at?

All right. What other questions do. You.

So in the very short time that I've started to look for the material, you know, you talk about defining your niche, and, you know, what do you enjoy talking about? And that's usually your niche that you want to go far go for in doing that is does it have to be a specific industry or does it have to. Or can it also be, you know, almost like the niche is the services that you can provide, which then spans a couple different industries. Or does that kind of money. The water?

So it's kind of neither.

Oh, okay.

So it absolutely can be an industry, but what you really want it to be, a set of problems.

Problems. Got it. So.

You know, like, realtors and roofers might have similar problems. Right. They need to get in front of people like, right when they need that. You know, no one's. No one's just like, oh, I feel like buying. I mean, at least I'm not. Oh, I feel like buying a house today. Like, no, like, you're really mulling it over until you're ready to make that call. And you're gonna make that call to whoever is kind of right in front of you. Right. The same for roofers. Like, you're not just like, I feel like getting a new roof today. It just feels like the right time. It's like, oh, Fuck, it's leaking.

Oh.

Like, it's not gonna make it another winter. Like, we have to do this now. Right, Right. So, but, like, the problem is, how do you stay present in front of people when, like, you're not sure when they're gonna need you. Right. That's a lot of work you have to do. So there's a lot of strategies. So for you, you have to figure out what is the. The set of problems that your clients have. It can be specific to an industry, but it doesn't necessarily have to be. You know, for instance, when I. When I started doing business coaching, I honestly was marketing to a bunch of coaches because I just. I knew there was need because all my friends in my coach training were really struggling to get clients. So I was. I was marketing to them, and I started getting lawyers and copywriters and all these other people saying, hey, I know you just work with coaches, but you're describing all the problems I have, you know, so would you work with me too? You know, and it kind of helped me figure out that I could zoom out but stay focused on the same problems.

Got it.

Right. Yeah. Yeah. There's. There's an exercise that I have everyone do time and time again because we all. And even I need this reminder. Right. Is take a piece of paper, and you want to draw four columns. Hi, Alex. You want to draw four columns. Column one is symptoms, column two is problems, Column three is solutions, and column four is outcomes. Now, it sounds like you're really familiar with what the solutions are, because you.

Know what you do.

Right. So we want to figure out, like, what is the root of the problem that it solves? And then what is the symptom that shows up for your client? Right. And then we also want to figure out, like, what's the outcome of having that solution for your client? And then in our marketing, we really want to stay on the outskirts. We want to talk about symptoms, and we want to talk about outcomes.

Got it.

Right.

Okay, cool. Thank you.

Monica, did you raise your hand?

No, I was just scratching my nose.

Oh, okay. Awesome.

That exercise, by the way, was really helpful to me, because your clients actually don't care what you know about the problem or what technique you're using to solve their problem. They really just want the outcome. Right. And. And sometimes I think, as coaches, we want to tell them, like, okay, what we're going to do is this. It's better just not to say that and just do it because you think it makes yourself sound smart, and they actually don't Care.

Yeah. Has anyone here ever signed up for personal training? Because the person was like, listen, you're going to dress in like uncomfortably tight clothes. You're going to come into a room with other people in uncomfortably tight clothes. You're going to pick up heavy things, you're going to put them back down and you're going to get really sweaty and red. Like no one. You're going to bend in odd positions in front of a bunch of strangers, you know? No, that sounds awful.

Go away.

No. Do you want to look hot in your bathing suit this summer? Yes, absolutely.

Yeah.

Yeah.

So whenever you start talking about your service and explaining what you're doing, know that you're the personal trainer is like, do you want to be sweaty in a room with strangers? Yeah. Awesome. Alex, did you want to share anything you're celebrating this week?

Got no. Awful in. But during my actual work, I'm just doing all my clients work as usual.

Well, at least you're doing work getting paid for.

That is so true. So at least I'm doing that. I'm half an hour late because I started meeting only doing the other stuff. I thought I was still going to hop on just to hear what everyone.

Yeah. For. For those of you who are new, like this call and all the calls, there's no, like being late to it. You can show up for whenever you need. You're ever needing to leave early. Just make sure I know. So that if you do have a question, I can prioritize answering that before you have to hop off. All right, what other questions do we have today?

I don't. I don't know. I'm just. I'm sort of just seeing what's here. But I do have a thought that I'm curious if you thought about is I have all these notes now from all of these interviews. Some of them are like total ideal clients. Some of them are like, not too much, but I am curious about putting it through, like chat gbt, like using AI to like compile it and like get the pattern and, you know, see what like the most common problems are. Have you tried that before?

Yeah, you can, you can. So that you can look for like, what are the most common themes. But what we don't want to do is take how Chatbots has kind of reiterated everything and use that as our content.

Totally.

Right. So like, if. So for instance, for your clients, if, like the main theme is misogyny, like they're running into a lot of misogyny at work, we want to find like all the sentences that they're saying out of their own mouths that speak to that. Because that's how we want to phrase it in your content.

Okay.

Right. We don't want to go into like the most common issues that, that women in space sciences face is misogyny in the workplace. You know, it just, it kind of like voids it of all the emotion and all the connectability.

Yeah.

Right. Because you want to be able to like put the one sentence in quotations and say, you know, I hear some variation of this all the time.

Yeah. And then one other thing is that I've got a lot of students reaching out to me for my posts.

Yeah.

Which I'm like, like, I, like, I don't mind working with students, but like, I don't know that they can afford to coach. You know, Like, I just, I. For that reason, they're not actually my ideal client. So do you, like, I should probably do some like, reach outs to like, you know, people who are less active on social media, but would be a better fit for.

Yeah, absolutely. Yeah. You know, if there, I mean, the fact that you're getting that many reach outs from students who obviously want to work in space science, that might be an indication, especially for what you do, that you could offer some kind of paid mentorship program. You know, it could be a group program, it could be lower price, you know, but you know, for like 200amonth to do a call or two a month with a group of 20 women who are wanting to get into space science, that's, you know, and then you get to pay it forward. And then of course, you're obviously the person that they'll work with as their coach once they get into the industry.

That's true.

Right.

That's smart. Okay, I'm going to think about that. Yeah.

Yeah. So, and then of course, at that point you can also reach out because of course, the role you've had in space, you could roll. You could reach out to a bunch of different programs at universities and ask to do talks with their female students.

Yeah. It's a great idea.

Yeah.

Mm.

Yeah. You know, for the vast majority of us, like, we do not want to work with college students. We do not want to work with, with anyone who doesn't have control of their own money. Right. Because like, you have two people to sell to. Right. However, for something as prestigious as working in space science, like, that is something that is like if a parent really wants their child to be successful in that kind of industry, you know, that's incredibly difficult to get into and like, you have to have a certain level of talent anyway. It's going to be an easier sell.

That makes sense. Yeah, that's a good idea. Thank you.

Awesome. Yeah, of course. What other questions do we have or thoughts or brainstorming things that we want to cover?

Yeah. So I just want to add on to that. I was getting a lot of students reaching out to me as well, which are not my ideal clients because I help people that are currently having a job wanting to transition into data.

Right.

So that's why I'm doing my market research again, to kind of hone in on who exactly my ideal clients are and how they're talking about their problems. And I've been tweaking the content to talk to those ideal clients and it's been helping kind of filter out the. The university students.

Yeah. Awesome. Thank you for sharing that.

Yeah, I'd love to see an example if, like, if you're open to, like sending me, like a post that attracted all the university students and then the post that doesn't attract the university students, I'd love to see that.

I don't have an example per se, like a specific example, but I can say, like, it used to be general, like, hey, are you trying to transition into data? Right. Well, a lot of students are going to school for data. And then I kind of transformed that into. Do you feel stuck at your job? Do you want to make a move like that type of framing around that problem solution? What it. I. I just forgot the four. Four columns.

Yeah.

Problem, solution, outcome.

There you go.

Yeah, yeah. And of course, Monica, it's unique for you because you are in the job change sector, you know.

Yeah, yeah.

Oh, did we have.

Let me see. Oh, cool.

Yes, Alex.

Now I have a question for everyone. It looks like all of you have kind of like conducted already your research and your interviews, or some of you, definitely. So this is my. We talked two weeks ago, I think. Right. Yeah. So I've done nothing. And that's the classic me. I'm jumping on whatever is. And I guess a lot of people have that, but not a terrible person. But I'm obviously working on this project instead, instead of working on my own project. And one is definitely, because I know I'm going to be dreading doing those interviews and I know I have to do them. So my question is, how did you prepare yourself for it? Was it dreadful or was it super easy? Once you did the first interview, how many interviews did you do? And it seems like you immediately got a lot of feedback, even if it was from students who are technically not your ideal client. But I'm so also afraid that I'm going to put this out there and LinkedIn and then nothing's going to come back and it's going to be crickets. I'm just embarrassed by that itself. So there's, as you see, I have like, what is this? And what is this? Anyone? Any positive experiences to moderate? I have.

Yeah. I mean for me. And I can send you the post that I put out. I put like a.

Really.

Because I also have like stuff around posting on social media, so I don't know if that's what you're pointing to, but.

Oh, and I'm in marketing, so it makes zero sense.

Yeah. And like we all have ego, so it does make sense. But yeah, I just put out like a really celebratory post and I just wrote like, yeah, like women in space. I want to interview you essentially. And I put like a picture of me doing something spacey and I put some like excited, exciting music behind it and just like made it seem really like fun and exciting and, and like that was the energy behind it when I like that. Yeah. And just like make it like fun, you know, like, yeah, like you're like. And so many people have been like, wow, that's so great that you're building this for people. You know, it's like it would. In my head I'm like, wait. But I like, I, I feel like everyone think I'm like a, you know, salesy coach or something, but everyone's like, it's so good that you're doing this. And so it's just really like the framing.

Okay, cool. I'll have to check out your LinkedIn. Is it. Did you do it on LinkedIn?

I did it on everything. But I would say like, I'll find it for LinkedIn.

Yeah. If you all actually want to share your LinkedIn profiles with each other in the chat, go for it. Connect with each other, support each other. Don't, don't do pod stuff. Like don't like be like everyone comment on my thing because that'll kill the algorithm for you. But like, absolutely.

I can also immediately tell when someone has the same comment.

Yeah. I guarantee you you're all connected to each other's ideal clients.

Doing that right now. Pulling up myself. How to share this with you.

Yeah, so I, I had the, I had the exact opposite. I didn't actually before Katie's 31 day challenge of posting, I wanted to throw up even thinking about posting on LinkedIn. But like, after 31 days, I'm now immune to it. But so my market research was direct. Like, I asked people I knew directly. And so the challenge with the interviews was actually we would start chatting about other things because we were friends. Right. So. So sometimes it's helpful that somebody that you kind of know, but not so well. Right. So you can stay on point. But like, most of mine were just people that I already knew. And so I kept it kind of quiet. It was like a personal reach out.

Okay. And everyone was open to. I'm even like nervous to book friends, you know, acquaintances and that kind of stuff.

Similar to what Rachel said. People are like, oh my God, this is so needed. Yes, we're burning. Like HR people are. Because I, I work with HR professionals to prevent burnout. And they're like, we're burning out. It's so great that you're doing this. Let me know when your program is available. And all these type of things. Like, it was way more positive than I expected. I expected some resistance of like, oh, you're going to try to sell me. But they knew me, I'd never sold them anything before, so they weren't expecting sales. Right. And I, and I wasn't salesy.

Yeah. I actually didn't even need to say, I'm not going to sell you on anything. It actually, it didn't, it actually didn't feel appropriate or needed for my things. I did it with like one or two people and I was like, they don't think I'm selling them. So why am I saying this? You know, and it's great, it's great advice obviously to say that like, when you're doing cold reach outs. But for me, like just feeling into it, it didn't feel right.

Right.

Yeah. Unfortunately, there's some people out there who are now teaching people to interview as a trick. You know, some people are seeing that and like they're getting like Tony Robbins, their people, they're like, oh, can we interview you? And it's a sales call, you know, so that's, that's why I advise saying it. But again, like, if it's not needed for your audience, then you don't need to say it. You know, it's funny, there's been a handful of people that when they've asked for interviews, there's like one person, one D bag who comes through is like, well, what's in it for me? You know?

Yeah.

And it's like, I mean like, you don't think karma, karma points help you get to help Another human being. Like, and if you don't want to, you don't have to.

Okay.

Yeah.

But this was super motivating. Thank you. I feel like I needed this.

Yeah. Yeah. It's scary the first couple times. It's nerve wracking. Right?

Yeah.

But the cool thing about interviewing people is that, like, it does train you to be better when you get to the sales calls. Yeah, right.

Because you're nervous about it.

Yep.

Yeah, exactly.

It feels so salesy to me. And I hate doing sales because I'm on the opposite end with marketing.

Yes.

It's like everyone come to me versus I'm pushing out to you.

Yeah. But I mean, the beautiful thing here is you are an expert marketer. Right. And you're really trying to understand, like, what is needed for this very specific niche that you're. You're wanting to pivot to so you can give them exactly what will make their businesses more successful.

Yeah.

You doing this will ultimately result in people making more money.

Yep.

Right.

I need to. I think I need to write that down.

Yeah.

Put it on my monitor so I don't forget. I help people make more money.

Yes.

I'm not an annoyance.

Exactly. Yeah. Yeah.

Thank you so much for sharing.

Yeah. And thank you guys for. For opening up about that. What other questions do we have? Yes, Rich.

How do you manage imposter syndrome? You know, you know, you talk about, you know, you're the expert in this. It's like, look, I know what I'm doing, but at the same time, when you put yourself out there, you can't. I, at least I can't help but feel it's like, what if someone's going to come to me and I'm not going to be able to help them or I'm not going to know how to help them, and then I'm going to just fall flat on my face.

Yeah. So, I mean, one of the best things we can. We can do to build trust with people is admit when we don't know something.

Right.

Right. You know, if I. If I come in here and claim to know absolutely everything, are you guys gonna believe me? You know, so, I mean, I'm like, you don't want to talk to me about accounting. You don't. Like, I'm not a lawyer. You don't want to talk to me about your contracts. I send you to other people for that kind of stuff. Right. So, you know, you like, one of the best things that you can do on a sales call or a networking call, someone's saying, oh, I really need this. And it's not your specialty. Say, you know what? I don't do that. I know. I know three other people that do. I'm happy to put you in contact with them. But here's what I do. The amount of integrity that it takes to say to give business away and not bullshit it. Like, I've gotten so many, so many referrals from people who never ended up signing up with me because they weren't my client, because they understood what I did, and they really appreciated that I. That I helped them vet other people who'd be a better fit for them.

Right.

That's interesting.

Yeah.

And it makes sense the same thing will happen for you. Yeah. You know, there's. I talk about it a lot, like canduitis. Right. Like, you know, when you're first starting your business, like, someone will say, oh, well, can you do this? And you're like, yeah, I can. Sure. You know, and there's a point, too. That's fine. Right? Money. Great money. Yes, thank you. I'll take money in any form for anything. But there comes a point in your business where that gets really messy, Right. Because you're doing so many different things for so many different people, and then you're confused. You don't really know how to market. Right. So it really helps for you to understand. Like, here are the symptoms my clients have. Here are the outcomes they want, and these are the very specific things that I do to help them get from there to there. Right. And then just keep it super clean. Right. Because remember, the whole world, everyone in the world, it doesn't matter. And we don't do this. We don't do this in a harsh, like, like, calculating way. But every time you meet someone, you're scanning for, how are you useful to me? Are you useful because I might want to be your friend? Are you useful because you're the holder of the coffee and I need to get coffee from you, you know, are you useful that, you know, you just told me you're a plumber and I want to redo my bathroom next year. Like, I need to get your card and, you know, get a quote from, you know, or useful in that, you know, you do videos, and I don't really need videos, but I know my friend over here needs videos, and I could introduce you to and up my social. Social standing by helping two people at one time. Right?

Right.

It's so hard to do that when you don't. You can't. Don't understand how someone's useful to you.

Interesting, right?

Yeah. All right.

Thank you.

Yeah. So if my dad were to go around and say, oh, yeah, I'm a structural artist. You know, people were like, okay, they're like a utilitarian structural artist. They're like, okay, I don't know what that means. And then he's not useful to anyone, but, no, he goes around, says, I'm a carpenter. You know, I. I build things. I build useful things that are. That look good, you know? All right, what other. What other questions do we have? We have about 11 minutes left, Actually. I have another thing to say about impostor syndrome. It never goes away. It never goes away. It's funny. So, like, oh, who do we lose? Oh, okay, so new level, new devil. So you're gonna. You're gonna step outside your comfort zone, and you're gonna feel really scared, and you're gonna feel like you're the imposter. And, like, you know, no one's gonna believe that you're good at this thing. And then you're gonna do it a few times, and you're gonna show your nervous system that, okay, we did it and we didn't die. Like, no one came with pitchforks and torches to, like, come after us. Okay, cool. Okay, we're good. And then a few more times, and then you. You do feel comfortable, right? So your comfort zone has grown, but then there's going to be that next thing, right? And again, you have to just go out and do it and show your nervous system that there are no pitchforks, no torches, and no angry villagers. Great. Right? And then. And then. And you end up making almost, like, rings in a tree with your comfort zone. Right? It just continue. But there's always going to be that next thing that you feel like you're an imposter on. When I launched BYOB two and a half years ago, you know, I've done a couple iterations because I really want to make sure that this is the right format for everyone. It's the most supportive program possible. I started it in January. It took until April for me to, like, get on the group calls and not feel like I was going to vomit because I was so afraid that I would screw it up. Right. It took me four months. It was a very painful four months. Right. But it happens to all of us, you know? And, you know that sensation where you've had a couple drinks and you're out with friends and you get really, like, what do I do with my elbows? And you're like, oh, God, what's everyone else doing? With their elbows. Okay. Like, and then you try to be, like, cool with your elbows. Like, just, just imagine everyone is out there all the time wondering what to do with their elbows. Right. Here you are. This is your version of wondering what to do with your elbows. And everyone's like that all the time about their own thing. Does that help?

Yeah.

I'm so glad I don't drink anything.

What's that quote? It's like I wasted too much time worried about what other people think. And then I realize they're really just thinking about themselves or something along those lines. Right. It's like they're, they're, they're actually not really paying that much attention to you. They're just thinking about themselves anyway, so they, they hardly catch up, you know, catch your screw ups because they're worried about their own.

Yep. 100%. You know, the cool thing about our screw ups also is it shows that we're human.

Absolutely.

You know, when I, like, I stutter and stammer sometimes on my lives, I forget the, my train of thought, and it makes me far more approachable. If, if I were like, absolutely perfect at everything that I did, I'd be a little. I'd be intimidating, you know, so we're allowed to screw up. We're allowed to get it wrong. We're allowed to kind of stumble here and not do it perfect there, you.

Know, actually, your video about your podcast squirrel moments are some of my favorites. Because it's relatable. Right. It's like, what was I doing?

Yeah.

Oh, yeah. Okay.

Yeah, I don't put those together. Neil does. And I'm like, just as surprised as everyone else when I see them. Yeah. So anyway, yeah. Imposter syndrome. Congratulations. It's never going away. Yeah. All right. We probably have time for one or more. One or two more questions. Who wants to go? And if we don't have any more questions, we can move into main takeaways and commitments for the next week.

I guess I'll ask.

Yes.

Again, adding to my question from this morning in the corporate offer. So when I'm directly reaching out to people, I'm trying, I'm, I'm still trying to noodle in my head, like, what am I exactly asking them? And I don't know if that's. I just need to think about it more or if you have suggestions on.

Yeah. So, I mean, I would, I would use very much the same language you're using for your market research interviews.

Okay.

You know, tell them, you know, I'm developing like a corporate Consulting program or a corporate consulting offer. And I know there are a lot of new challenges in data security right now, and so I'm looking for folks who are. Who are actively working in companies in these departments to interview them to really see what. What kind of problems and fears you're facing. So that way I can either, you know, have my consulting focus on it or even bring in other people to augment my. Or to add to my expertise.

Okay.

Right.

Yeah. Okay.

Yeah, no worries, Yvonne. Have a good. Have a good weekend. Awesome. Any other questions? And then we'll move to main takeaways now. Okay, cool. Who would like to go first? And we like to popcorn it. So I. We like. I'm the queen. I like to popcorn it. So whoever goes first will pick the next person. Who picks the next person.

I'll go. So I have. I have two takeaways being quotes, I guess throw a bunch of spaghetti at the wall and see what sticks. And then the other one is everybody is out there wondering what to do with their elbows. So that's just. Yeah, that's me all the time. Especially with, you know, I've had these two kind of things going on at the same time, and they've just, over time now have met, I think. So, like, okay, maybe I still need to figure out what to do with my elbows, but they've somehow behaved a little bit.

Awesome.

Thank you.

And you've helped me so much in that, so thank you. I'll pick Rich.

All right. So the quote, I help people make more money is always nice to remember. Told me about the, you know, the four columns to kind of do my research a little bit so that I can start plugging in and get my marketing with just the symptoms and outcomes a little bit more buttoned up and that, you know, my niche is not so much industry, but the problems that people may have. And they could be universal to any industry.

Awesome. Thank you. And then Alex.

Rick's replying.

Sorry.

I'll add. I'm not an annoyance, but I help companies to get over that, like, annoying slash imposter syndromey, constant naggy feeling. And I guess we were also talking about, like, what we're committing this week, too.

Yeah. Yeah.

Because I had in my head, I was like, need to look at the material to start conducting my industry interviews or business interviews before I go on vacation. So I can also hold that over a little bit or maybe reach out on vacation to companies and. Or people that I know and then ask like, hey, when I come vacation, which is any.

Yeah, yeah, and also Heartbeat is an app also. So if you're like walking around and you just want to listen to it once, so like, like you're going to really understand like what the adaption going to be. I get that way sometimes. I'm like, oh, God. Like how much attention is going to require me to do at my computer. And I kind of need to like for a little bit before I sit down and do it. Like that is. That is available to you.

Okay, good to know. Thank you.

For sure.

Cool.

And then commitments. I actually forgot that I said commitments too, so thanks, Rich. And Monica, what are you committing to?

You want me to go, Monica, or you want to take it?

I think that's you.

Okay, sorry. So commitments. Yeah. Similar to Alex, you know, I'm. I'm kind of brand spanking new here, so I'm going to just continue to jump into all of the material and try to get myself up to speed.

Awesome. And Monica.

And I'm committing to reaching out to at least one person. I'll need to think about who to reach out to for the corporate side.

Yeah, cool. Awesome. And then Alex, I just want to. I wanted to touch base with you. I blocked off a lot of time next week because I'm going to be like in transport a lot of the time. But if you want to book one of your sessions next week, just text me. And I have, I have time available, but I just wanted to know that.

Okay, good to know. Thank you.

All right, everyone, have a great weekend and I'll see you next week.

Thank you. Bye, you too. Bye.