Brave Biz Lab 2024 08 16

Hi.

Hello. Hi. Okay, I'm gonna make you the host.

Okay.

All right. And you're the host.

Okay, before you go, let me just switch this to my computer.

Computer.

And make sure I don't lose hostmanship.

Okay, Cool.

Cool.

I just got out of the shower.

I mean, if you want to do it naked, that's up to you. I won't. I won't stop your creative.

Can you hear me?

Yeah, I can hear you. Okay. Hi.

Hi.

Thank you so, so much.

Yeah, I'm all good. And I'm the host.

Okay, perfect. And I'm gonna log out, and then I'll be in. I should only be, like, five minutes behind.

Okay, cool.

Oh, am I losing you?

No, I'm here. Can you hear me?

Lauren?

I can hear you.

Hello?

I hear you.

Hi. Okay, so I should just be, like, five minutes behind.

Okay.

So thank you.

I'm not gonna stay for the whole thing, but I'll just lead the first part.

Amazing. Thank you. Yeah, you got it. All right, I'll see you soon. Okay. By.

Hiya.

Welcome in. I'm Katie McPhee, and really pleased to take over the business. Katie is running about five minutes late, so she asked me to. To get us kicked off today.

I love it.

Yes. How's everybody doing?

Good.

Yeah. Jason, how you doing?

Good.

Excellent. We'll give everybody, like, a minute or two to get in here because people usually wander in. But I'm dog sitting this week for Chase, the dementia Shih Tzu, and he is way. This is my second time dog sitting for him, and he usually is like. Or the last time, he was, like, crying and shaking and barking the whole time. And this time he's at, like, a new level of just being, like, chill and old, and it's a delight.

Yes.

He did get super active last night when he saw a cat in the backyard on his lawn, but other than that, he's just been, like, totally chilling out, which is awesome.

Wow. Yeah. Yep.

Well, we'll get started, and when people join, they can. They can join. And we always start with celebrations. So who wants to start with what they're celebrating today or this week?

I'll celebrate.

I found job fair specifically for the audit community. That happens in Phoenix once a month. So I'm looking into signing up for that as potential networking to get some consulting stuff.

Yay.

That's amazing.

I sold my first high ticket coaching package.

That's amazing.

Tell us about it.

So I actually had two. Two sales this week, and the second one, the high ticket one, came from a market research call that I was doing. And at the end of the call, we were fumbling around trying to find time to meet next, and he was like, I felt like I just smelled that he was interested and so I was like, maybe we should just do it now. So I said, do you want to just talk about what it would be like to work together now? And you know, was like, yeah. And so, like, we went back, clarified his goals, and then I gave my prices and he was like, I'll take the six months. And I sent him the link and he bought it right away.

That's amazing.

That's awesome.

Yeah.

And what was it? What is your six month price?

It's 3,000.

Amazing.

So I know that's low comparative to like what some of y' all are doing, but it's literally so I, I, I, I pulled in $3,250 this week and, but that was my first money coaching.

Yeah, don't, don't count it out. Yeah, that's amazing.

That's huge.

I didn't start where my prices are now. Yeah, no, I charged 2500amonth now. I think I started at, well, I mean, I started at like, pay me what you're comfortable with. And then when I started working with Katie, I started at 1100amonth. And like, heart pounding, 1100amonth. And you know, now like, you, you work your way up.

I feel like I need to build like a, a base of people that I can deliver results for.

Yeah.

And, and this number to me felt like it was well before I said it. I, I almost wanted to throw up. And then when he said, he said yes so fast, I was in, I was like in the shower this morning and I was like, what does that mean? Like, he didn't even have to think about it at all. Like, does that mean my price is too low? Because he said yes so fast. So I don't know. But I'm now just, it decreased my fear level so much because now I know that if I did it once and I did it this early, then I can reproduce it.

Yeah.

And how long have you been like marketing yourself for this?

Like, three weeks.

Amazing. Yeah. That's so awesome. So I'm gonna just dig one level deeper, if that's okay, and ask you, other than was it too cheap, what else could have been the reasons why he was like, yes, let's do it. He.

On, on the call, he. Well, one, number one, I think he's been following me for a while. So he identified with me as a human Number two, I think that he had very specific problems that he wanted to solve. But there was a place in the call where I stopped him and said, essentially coached him for a minute on the fact that everything he wants to do is so broad and we need to get him specific. And he was like, yes, that's what I've been waiting for someone to tell me. And that's when we. He was like, you hit the nail on the head. That's exactly what I need. So that's when I pivoted to pricing and that's when he was like, okay, let's go.

Amazing. So it was not probably primarily that your price was so low. It was, I heard you talk about credibility, understanding his problem, you. You being somebody he felt like he related to and you having already a recommendation for how he could get to where he wants to get to.

Yeah.

Yeah.

So give yourself a little credit for that.

Yeah.

Do I even need to be here?

Oh, hey, welcome. Sharing good news. And I was just challenging Jason on, on downgrading his success. Jason and Monica, why don't you share your good news again because you both had really cool news. Go ahead, Jason. You're. You're already in it.

Okay. So I was just explaining that I sold my first two coaching packages this week and my first high ticket client. Right. So. And it came off of a market research call.

Yeah. Amazing.

Yeah.

And Monica.

I just found a job fair that's happening in Phoenix once a month for the audit community.

Oh my God.

Yeah, I'm going to sign up for that and see how I can do that. Networking with the audit community.

100%. That's fabulous.

Yeah, thank you.

Great. And I want to give a big thanks to Lauren. She got a call from me about 20 minutes ago because I was in an ADHD seminar this week that ends at 12:30. And of course it's one now or after one. And of course like it's an ADHD teacher and an ADHD class. And why I thought this class would end on time.

I don't know any class, any of the sessions this week ended on time.

You know, it was ever. They actually did except that it was always like, cool, we'll finish this tomorrow. But today's the last day. So it was like, oh, that's right. I forgot to explain the rest of the model to you. Let me do it in the next two minutes. And that wasn't going to work. So. And I was of course sitting in the front so it was weird for me to like leave early. Anyway, welcome everyone. Hi. And so I called Lauren, and I was panicking. I was like, hey, would you mind opening up for me?

And I was like, I just got out of the shower, but sure.

It's up to you if you want to be naked. It's all good. Anyway, so thank you.

I know you.

I know you were planning on being on the call, so thank you so much for. For doing this.

Yes, absolutely. My pleasure. I'm going to hop off.

Okay, Bye, Lauren. All right, what else are we celebrating?

We finished my marketing homework.

Amazing.

Yeah, I had a ton of marketing homework. I. I brought on this whole marketing team that I actually like before I made the decision to do it. And then I had to call Katie before I clicked because it was, like, a large amount of money. And then I paid for two months and got busy, and nothing happened because of me. So anyway, but now it's done, and I have a whole new content and everything coming out. And now that, like, I actually finished the onboarding now can be smooth sailing, and we'll never have any more hiccups ever again. And my marketing will always be wonderful.

Never again. It's all fixed now. Yeah.

Famous last words. But for now, that is what I'm celebrating.

Yes, it is absolutely worth celebrating. Congratulations. And, Yvonne, did you have a chance to go?

No, not yet. A couple things I'm celebrating. One is doing the live with you and surviving. And actually, I went down a whole rabbit hole of live streaming and streamyar, and I'm learning a ton of things, which I love. And then the other thing I'm celebrating is I have this client right now who's just, like, my dream client. Like, everything's just easy and works and is great, and I just need to find more people like her.

Yeah. Yeah. Awesome. Do you know where she hangs out?

I mean, she works at the company that I worked at for 10 years. Right.

So.

So here's the questions that I want you to ask her is like, what conferences does she go to, what influencers does she follow, what books does she read? What podcast does she listen to things like that? Because once we know that information, we can kind of like, you know, play stalker on people we don't know and. And reverse engineer how to get you in front of them.

Yeah. So it's a good idea.

And honestly, it's one of the most flattering things to get a message from your coach saying, hey, I just want to tell you I love working with you so much that I would want to fill up my business with, like, 10 more of you. Do you mind answering these five questions? Yeah. So awesome. Welcome, everyone. Late Edition Brave Biz Labs. And just to design with you, we are just kind of going to switch into another Zoom room at the hour to jump into our co working session. So if you want to continue on, we can basically plan what you're going to work on in this and then jump right into it for the next three hours. What? Actually, before we jump into open Q and A, I want to share one of my biggest takeaways, and I have a lot to metabolize from this week, but one of the biggest takeaways that I got from this class, and it has to do with mindset. It has to do with, like, that voice in your head that, you know, some. I mean, sometimes just takes over and tells you all the ways in which you suck and everything you should worry about and the things that'll go wrong and, you know, like, the doomsdayer and. And it's also that voice that kind of looks back and, like, comes up with, like, oh, remember that embarrassing time? Or, you know, you seemed kind of weird on that call. Like, I bet they don't like you anymore. Do you know why our brains do this? Because our brains require constant stimulation, and just being content is not stimulating. Right. It's one of the reasons why I'm realizing I have a hard time journaling, right? Journaling and having it be kind of like a pleasant practice. Like, when I journal, when I free journal, I just, like, go into, like, here's all the drama that I don't even have in my life. Like, it's like, I make it up. You know, there's like, oh, I need to work on this relationship. And that our brains would rather us go through excruciating mental, emotional, physical pain than have to deal with the boredom of being content. Right. So when your mind goes that direction, you can catch yourself and think, okay, cool. My brain needs stimulation right now. Like, what do I. What can I research on Wikipedia? You know, what's. What's something new and novel or just as two words for the same thing. What's something novel, interesting, Something that, like, will grab my attention, that will allow me to, like, not let it get, you know, dark and depressed. So as I share this, what comes up for you?

Trying to figure out what would grab my attention where I couldn't turn it into dark. Doom.

Yeah. Yeah. You know, and it's. It's. It's. Honestly, could be absolutely anything. You know, it could, like, go find a spatula in the kitchen, make up a Story about how it's made up. It has like, a rivalry with all the other spatulas. You know, what's the hierarchy of spatulas in the kitchen? You know, what do they think about the forks? You know, channel. Channel your inner Lorelei Gilmore. It could be like just a book of. Of something that you. You nerd out about. You know, a book about astrology or about. I'm just looking at my bookshelf. I mean, it's all entrepreneurial, but, like, you know, things that you really nerd out about, you just go online read thing, right? Like, how often do you read just like one or two pages out of a book and then just get like, an idea of something that you want to go and do, Right? Then you know, the other thing, the other thing that I really came to this realization about this week is that, like, you know, when we should ourselves about stuff, we're actually far less likely to do the things on our should listen. You know, when we follow the like, what do I want to do and what the task that wants me to start it right now, that's far more fruitful. You know, what's the task that's just like, so excited to get to work on or to be worked on like that. That kind of questioning will help you tap into what's going to be the best dopamine source for me right now in this moment, right? And what do I have enough dopamine for? Because, you know, if we think about it, like, most of the things on our to do list we actually do want to do, they're on our to do list because we get a benefit from them. And, and this is the other part is we get to get creative and silly about it. You know, if you really struggle to put dishes in the dishwasher, you know, it's like, oh, fine. Like, you know, you want to have the empty sink, and it's like, there's a benefit to you, but it's not a big enough benefit, right? But if you name your dishwasher Doris, and Doris is just always hungry for dishes. And like, every time you walk past, she's like, I want some dishes. Can you put some dishes in my mouth? Like, then it becomes like a funny thing. You're just feeding Doris, you know that.

With my children go, fe.

You know.

And. And then of course, like, what are the things that you're telling yourself you should do in a certain way? And why do you need to do it in that certain way? Who said, who made that rule? Is that a rule that Needs to be like, one of the things that I've stopped doing is folding my clothes, you know, because I don't need to. I don't. I mean, like, stuff that needs to be ironed, I'll just throw in the dryer for 10 minutes before I wear it. That helps. You know, anything that really, really needs tension is going to get dry cleaned. I don't need to fold that and put it away. You know, there's so much that we get to design around how we work best. You know, we get to design our lives around how our brains work best. And actually. And it's not even about being best. Like, our favorite way of doing things, you know? You know, the question, like, be your best self. Well, that. Be your favorite self. Be the. Your favorite, most enjoyable version of yourself, you know, and that's about a little exercise. If you wanted to go and make a description of, like, who your best self is, because that's often, like, who. Like this idealized version of who we think we should be. You know, someone who gets everything done, who's always, like, well dressed and, you know, eats healthy and works out every single day and like, always checks all the boxes. That's the best self. Fuck them. Who's our favorite self? The self that, like, we get to enjoy being in their skin and their body and their clothes and their routine every single day. And that's who we get to, like, invest our time and energy in being. And honestly, like, when we're our favorite selves, we reach. We. We will reach all the goals that we would be able to reach if we were being our best selves, but we get to do it in a way that we actually enjoy. That doesn't burn us out. It doesn't make us feel like we're being someone else or forcing ourselves to do something or constantly failing. So I. I'm going to give that to you all as homework to write out your best self versus your favorite self. Deal.

Any.

Any thoughts, questions on this?

I think, like, For. For me, like, I started to see some glimmers of favorite self come out this week, and my fear levels have gone way down.

Yeah.

Because I was so afraid that I would have made this investment and all that freaking time learning, coaching and then get to a place where, like, my brain told me I'm gonna do this program for a year and I still might not have clients and I need to be okay with that.

And.

I think now I'm seeing the world differently. Where I can see now. Okay, like, this wasn't that Hard, like maybe I could do that again and again and again. And it's opening up new thinking. And I like the way that I feel without this fear, like chasing me like a dragon all the time.

Yeah, yeah. And I want to just pause on something that you said there. You walked into this making a deal with yourself that, like, you had to be okay with it not working.

Yeah.

Right. And you still did the work. Right? We, we have zero control around the result of the work that we do. Okay. We can have a timeline in mind of, like, how we want our business to go. And the universe has its own timeline, you know, like that is, that is like. And it's not something that we can tell ahead of time. You know, like, it's so amazing that the universe is like, cool. Like, you know, here's, here's our timeline for you. And that was, you know, you getting two clients, which is fucking phenomenal. Right. But I want to just own, like, you did the work and, and, and you released the expectation of getting results immediately. Right. Like that. How do you show up exactly who you are?

Yeah. And it made me want more of that.

Yeah, yeah.

Because I think I was better with the clients because I had no expectations.

Right. Yep, yep. Right on. Yeah. What else for me or for anyone?

Oh.

If there's anything else, we can also move to open Q and A. Open Q and A.

Yeah.

Okay, cool. What questions do you have today, Monica?

Question about that job fair. So I was going to register for it, and you register as a recruiter, job seeker, or service provider. And talking about mindset, I was like, oh, job seeker. But I'm like, wait, am I a service provider?

You are a service provider. Yep. Okay.

I need to change my mindset when I go into this. Okay. So I'm a service provider.

Okay.

Yeah, yeah, yeah, yeah. And like, I mean, honestly, I would go into this as a service provider and the minds that I would go in with is you're going to meet people who are applying to the jobs and when you meet them, your, your whole shtick is going to be, oh, cool. Like, I actually, I coach individuals into, you know, how to use data in their day to day job or you know, how to do X, Y and Z. And then I would also go up to the recruiters and I would just say, hey, you know, it's so nice to meet you. You know, here's what I do for companies, you know, and then while you're there, I would connect with them on LinkedIn. Right. Because you want to start building those inroads with each company that they're representing. Yeah, right. And then you can go and you can kind of like stalk them and see who they're connected to and connect up with them. And then, you know, as, as you're connecting with like, this kind of like spider's web of their people, as you're, as you're posting content that's about helping auditors do stuff that's like, more in alignment with, or, I'm sorry, that's more efficient using data. Stuff that, like, is the new, new laws that are coming out that they have to follow. I'm saying this all with bad grammar. Excuse me. You can, I mean, you'll, you'll naturally get your stuff in front of them more.

Okay. Yeah, it makes sense.

Yeah, yeah. And then, I mean, like, you never know. I mean, recruiters could absolutely keep your information on hand. And if they get people who get, who submit applications who don't have enough experience, they can say, hey, you know, it looks like you really want to get into this. We're not seeing the required experience. We actually recommend working with Monica if you're really wanting to get into this industry or into this kind of, you know, that's something. But, you know, that's kind of a stretch because, like, that is above and beyond their role to introduce you. Yeah. But, yeah, I would go in as a service provider and, and introduce myself in those ways. How much does it cost for you to have a table there? Oh, I don't know.

It's free to attend. I. They don't have anything that says.

Oh.

That'S why it's virtual.

Oh, okay. Got it. Perfect. Yeah.

This is virtual. Yeah.

Yeah. So honestly, like, the first thing you're going to do is you're going to pop your LinkedIn profile in there.

Yep.

That people and just say, you know, like, would love to connect with you all. And then as you're going through, I want you to look up everyone's name.

Yeah.

And if they're putting their LinkedIn profile in, go and connect with them. If they're not, then go and look them up on LinkedIn and say, hey, I'm in the zoom with you right now. Just figured I'd, I'd want to connect over here.

Yeah. Okay.

Yeah, that's fabulous. Yeah, it'll be interesting to see how they, how they organize it too, in breakout rooms or whatever.

Yeah, yeah, it'll be interesting to see. So on the, it's every first Friday of the month, so I have a little bit to kind of like prepare My elevator speech or whatever. Get in the right mindset.

Yeah. So in that case. In that case, yeah. Let's workshop something that'll be kind of. And the first time is going to be a great time to, like, understand how they're. How they're setting it up. Right. If there are other. So may they. You might get to the session and they. There may be, like, a breakout room for recruiters and candidates to talk and for service providers to talk. I mean, you connecting up with other service providers, you never know who's going to, like, want to refer you into a client that they're working with because you're complementary to theirs. You know, people do what you do. You know, I honestly think probably you could probably get a fair amount of referrals that way. Okay. Yeah. Yeah. But here's what I want you to do is I want you to come up with three elevator pitches. One for your coaching clients, one for the recruiters, and then one for other service providers. And I want you to bring them to the BYOB call on Wednesday and we'll workshop them.

And.

And everyone, if you want to do this, we can. We can also have this be part of BYOB on Wednesday. It's I help this type of person or this type of company or these types of departments with this type of problem, and it's one to three problems. And with me, they get to this type of solution or this type of outcome. You know, you can also flip it. Like, this type of person, company, department works with me because they have this problem and they want this outcome. Right. And we want it to be language that their neighbor's spouse would understand. Right. So super layman's terms. Don't get super technical, but be as specific as possible. Yeah. And on Wednesday, remind me if I forget, we're going to try to marry the three together, so it makes sense across the board. Okay. Yeah. Cool. Good enough.

Thank you. Yes, thank you.

Yeah. You know, the one thing I want to say about networking is it's really tempting to want to just, like, throw your information out there and let people come to you. We're not doing that. Right. Because then you have no control. The ball's in the other court. Right. You have no control. So we always want to get people's information because then we can follow up with them. Right. In the workshop I did, I literally passed around a piece of paper saying, you know, I'll put together, like, an email list for everyone so we can all stay in contact. But guess what? Like, I now have everyone's Email, you know, and there are, there are a few people in there who wanted to refer business to me or potentially be my client. You know, don't like, when you're in an environment where you have potential clients around you, don't be afraid to do something like that. That's, you know, paying it forward to the group at whole. At whole. But also, you know, it helps you keep the ball in your court. Right. And it's so easy these days. You know, you can, you can pass a notebook around. You could open up a Google Doc and share that link with people. Right.

Yeah.

Well, awesome. What other questions do we have today?

I have a question.

Yeah.

I guess the challenge I'm having is, well, I need to get more sales calls.

Right.

So it's, I'm getting good feedback on my content.

Yeah.

But no one's booking calls.

Yeah.

So that's frustrating.

So what? So our job in our businesses are, is always to a, like, make it really easy for people to become our clients. Right. And here's the metaphor, like, and I know I've said this a lot, and forgive me if you're bored of it, you know, at a pool party, there are three types of people right there. The Katie McManuses who show up with their bathing suit on under their clothes, and they get to the party and they like, basically, you know, take off their coverall and jump into the pool as they're waving everyone. These are the people who are going to see your content and just be like, cool, I want to buy from you. Right. They don't need like a whole bunch of like, trust building because they get a good vibe from you. Right. And they've made the decision to buy from you pretty much before they've gotten on the call. They're also the people who show up and they did not bring a bathing suit. They are not getting in that pool. Right. They are never going to buy from you. They might put their feet in. You know, they're going to have a good time. They're going to talk to everyone. They're going to, you know, eat food, drink all the stuff. These are the people who are going to show up in your comments, they're going to like your stuff. They're going to show up at webinars, they're going to download your things, they're never going to spend a dollar with you. But they're butts and seats and they're cheerleaders and oftentimes they will refer business to you. Right. Who we want to design our businesses for are the Third type of person who shows up with their bathing suit in their bag. You know, they arrive, they might grab a bite, have a drink, talk to some people. At some point they're going to go and change and they're not jumping into the deep end. They just ate something. They think that they're going to throw up if they do that, right? Because all of our parents told us that we would die if we swam after eating, right?

Biggest lie ever.

Yeah, I know, right? It's like I did it and I didn't die. Amazing. I felt invincible. Anyway, but they're going to get it on the steps. You know, they're like, oh, it's so cold. And they have to ease themselves into it so it's not a shock to the system, right? These are the people who need to come to pop up trainings and open Q and A calls and webinars and they need to see us in video and they need to do networking calls with us. They need lower pressure environments to get to know us, right? And the beautiful thing about doing this with coaching or any really like high level service is that the biggest part of, of choosing to work with someone is feeling that connection. So you don't have to do the whole, the whole like slideshow and here's my presentation. Because no one gives a, they, they want to show up to like experience what it's like to be in a room with you, right? And so like we want to be very specific about like when we're inviting people into like a pop up training, you know, what is, what is the like the promised goal, right. You know, so, and like the promised goal is not really a promise, right? It's like how to make a million dollars. Like everyone knows you're not gonna like make a million dollars in that one hour training, right? But it's like, oh cool, this is gonna give me some, some pieces of the puzzle that I didn't have before about how to get to this goal, right? You could teach them something. It could also be about a problem, like a really specific problem that they have. So you, but you want to get specific as possible. So. And then of course, like the logistics of it, you know, have people sign up through acuity for a group class, have it set up so that there's a zoom link and you can have that in the reminder emails and that's pretty much it. So as, as I say that what comes up for you?

Well, I guess I have to figure out which problem to solve. That's an easy one. That's like A quick.

A grabby one. Right.

That enough people would want to be. The other thing is, I mean, just speaking, like, logistics, would you run it as, like, an open zoom or more like a webinar where you have more control?

I would run as a meeting.

As a meeting, yeah.

Because, you know, if it's a webinar, it's just you. Yeah. Right. And then it's like, they don't get to experience that connection. Right. And that's the thing that is most powerful in. In these kinds of environments. Right. You know, and for you, it could be like, how do you get your team members to solve their own damn problems? Right. Because you know that if someone is having that problem where their team members aren't solving their own damn problems and they're having to put fires out, chances are they're leading towards burnout. Yeah. Right. It doesn't have to be something that's super obvious to what you do.

True.

Right. The thing we also want to be careful of, because there's a lot of teacher energy in this room, is we don't want to give too much away. Right. I remember I did a. I was selling a sales course, holistic selling, before it was part of this program, and I did a. Like, a sales webinar, and I gave it all away, and no one bought. I got messages the next day from people like, I got my first client. This is so useful. Thanks. Like, okay, I'm happy for you. But that did not go the way I planned, you know, so we want to talk about what the problem is, what the shift that they have to do is, and then the benefit of them getting there, you know, and then we can give them a little exercise so that they can grow themselves. But we want to give them an exercise that they can do in, like, five minutes or less that makes them feel like they've made progress, but doesn't solve the whole problem. Yeah, right. And these can be weird. Honestly, you. I did a whole one on burn your ships where I, like, had fire, and I was literally, like, setting stuff on fire and burning it, and I like. It's an experience. Like, you get to have fun, and you get to, like, you know, get outside the box.

I missed that one. When was the fire burning?

That was. Oh, God, that was, like, late 20, 21. You're. You were in my world then.

Oh, man. How did I miss that?

I don't know. I don't know.

I'm picturing fire breather.

Yeah.

It was like pieces of fire. And like. Like, 10 minutes in, I Realized like I don't have water, like I don't have like a way to put out the fire if it goes badly.

Anyway, a person with ADHD decided to go live and fire.

Who. What was the story about the guy who had like a nest of black widows in his garage so he used a fire torch and burned down his house. I'm gonna get rid of them. And then he's like, oh, well, he.

Got rid of them.

He did, yeah, yeah, no more, no more black widows or anything else. Yeah, yeah, yeah. But like, but you know, here's the thing, like for people to, for people to out themselves as like there's something vulnerable that I feel like I up around and to say, oh, I need help. Like for a lot of people that's a really, really hard thing to do. Right. Especially if they've never worked with the coach before. If they've never worked with a coach on like something this vulnerable. And so giving them an in that isn't the high pressure of a sales call because they don't know what your sales call's like. They don't know if you're going to be super high pressure or if it's going to be more of a consultation. Right. And it's hard for you to communicate that in your, in your content. Right. So here's, here's what I would do is I would go through your market research interviews and find the problems that like have a simple solution or find the big ass goals. And make, make popup trainings, make webinars and don't overthink them.

And then as far as like scheduling those, just schedule them like, or like mark, market them like the week before or a few days before or how long.

I mean here's the expectations that I want to, I want to do with you guys. So you're going to market them the first few webinars you roll out. And I'm calling them webinars for. Just because it's the easiest name to use. The first few webinars. Like what you're actually doing with those is you're telling people, hey, I'm the kind of person who does webinars sometimes, right? Don't expect anyone to sign up for them. Sometimes you'll get a ton of people signed up for the first one. That's amazing. But if you get no one or if you get one or two people, like that is fine. That and that's normal. My first two webinars no one signed up for, I still logged in in case like because I didn't understand, like, how I'd set it up. And I was, like, worried that someone might come in the third one, my marketing guy Tyler showed up and I got like the fire hose of information because I was like, oh, God, I really have to impress him. My fourth one, I. I had two people signed up and confirmed. And so I panicked and. Because I didn't want to look stupid with only two people in a webinar. And so I made my dad, my sister, and our friend Palmer, Yvonne actually come to the webinar.

Oh, funny.

Yeah, I got some butts and seats. But after that, like, because people were seeing it, but they weren't able to sign up for that time or it wasn't a topic that they were interested in. You know, people learned over time. Oh, she hosts webinars. I can go to one at some point. Yeah, right. So. And that's kind of like an aside question or an aside answer to the question of, like, how much you should market them. Doesn't really matter. You know, you can absolutely spend three weeks marketing one webinar. You can also do like a pop up training that you're doing tomorrow, you know, but you just have to make sure that it's in your face and that there's a really simple mechanism for people to join. Yeah, right.

When you set it up in acuity, it's a class, do you set like a limit?

Exactly. I mean, there's a limit on Zoom. You can only have 100 participants, so 99. Because I don't know if you get countered or not as the host. And then, you know, anyone who's already been in a market research call with you, who's on your list, I would just email them, like, 24. I mean, I would tell them ahead of time. When you announce it, hey, I'm, I'm offering this webinar and give them the link to sign up. But whether they sign up or not, you're emailing them 24 hours, 12 hours, 1 hour and 10 minutes before with the Zoom link. Right. Because they're already in your ecosystem. They're a trusted person. They can come in without signing up. Yeah, right. You know, the other thing that you might want to think about is a lot of times, like, HR professionals will come because they want to solve problems for other people that they actually have. Right. How to support leaders who are actively in burnout. That could be a really strong one. Yep. Because who knows, they can either. Oh, sorry, David.

Oh, no, sorry, I interrupted.

Oh, I was gonna say because, like, they may be in Burnout, in which case they're like, oh, my God, this sounds like me. Or they could. They could refer you to clients. Yeah. Because, you know, they're the ones that are going to have to fill out all the paperwork to get this person on leave if. If burnout gets too bad. Right. And they're going to have to do all the. The problem solving of, like, the backfill and. And all that jazz. So does that help?

Yeah, that's a great idea. Thank you.

Yeah. David, what were you going to say?

I'm going to say you can also use it for market research because you're based on your questions and responses and, like, you're going to. You can think of it. I mean, it's a great way to get leads, but if you get, you know, three people, you can then like, use feedback from that to then get like seven people and then, you know, the next one and then 15 people. Because you're tweaking your messaging based on things that were popular. But you can see when people are, you know, kind of spacing out, you know, when people suddenly turn off the video unprompted. Things like that. You can kind of. I did a couple of office hours for Just My World, and there were definitely, like, things that, like, I thought were really important and interesting that came across less so, but things that didn't, would not have occurred to me, were not on my slides or whatever that it turns out people really cared about and wanted to talk about. So, like, that even if I didn't get a single lead or connection, you know, it makes my pitch that much.

Better the next time based on the questions they asked.

Yeah, yeah, yeah.

And what they, like, what piques their interest.

Yeah, yeah.

Yeah.

Turns out people really care about things. Like, you know, what kind of entity do I need? Or, like, you know, steps to, like, how do I register a trademark?

Yeah, right.

And it's like, it's a bunch of admin work and it's a form that my paralegal does. Here's, you know, all sorts of interesting legal topics and, you know, eyes glaze over. It's because, like, people are selfish and, like, you know, people are looking at what's in it for me. So as you're talking, we're thinking, this is a part of my life. Is this a part of my life? No, no, no, no, no. Oh, you're now like, this is something interesting, but interesting is not, like a judgment on you of, like, what's interesting, it's what's relevant that's really. Than Interesting.

Well, there's stuck on.

Right, yeah, yeah, there's colleague interesting. Like you're all experts in your own respective fields. And so like what you find interesting is exactly what your colleagues would find interesting. Right. And so you can do a webinar where all your colleagues show up and they all are like geeking out on the thing that you're talking about. Right. That's not going to be interesting to your potential client. Right. Your potential client is several steps or miles behind you. They didn't go to law school, David, you know, so you have to figure out like, what are the things that they find interesting or they find problematic or that they see as a goal. Right? Yeah. Cool. Good enough. Yep.

Awesome.

Thank you.

All right, what other questions do we have today?

I have one.

Monica.

Okay, this, this made me think about like having the posts and you're trying to get them to book a call with you. I don't know if acuity does this, but can we see if we can even. If they even click on the link and then are just like thrown off by where they're taken or if that's even a rabbit hole that you want to go down? I don't know.

I mean, you, you can. There are like, I think bitly. If you were to do like a bitly link, like a shorter one, you would be able to see how many people clicked on it. You know, I'm hesitant to have you guys do that though, because like the quality of the data, like, why are you looking for that? You know, one thing, like one of the reasons we want to track that is like it's an abandoned cart sequence, right? So like if someone visits your landing page and they're already on your list and you're able to target them with social media ads or you have like a setup email marketing system, you can set up the logic in your email marketing that if they click on the link but don't buy and get like a tag added to their account, that they'll get a follow up email saying, hey, I noticed that you checked out the landing page and didn't continue. Like, I'm curious, was there something that this didn't cover for you? You know, or did you just forget or were you planning on coming back to it later? You know, and you can kind of like, like pursue them from a different angle. That's really helpful. You can also kind of like put up a landing page barrier to people like signing up for something. So like they have to give their name and their email before they even get to the sales page on it. This is called a squeeze. So before they even get the information on your, on your program, they have to give their name and email. So you got to see like, who's at least interested in the details on your program. Right. Because that way, like, they have to give something. They have to like, out themselves in some way before they get that. Those details. Right. So that's one way to build your list and to like, really understand who's interested or at least who's like, kind of following along.

Okay.

You know, but also, you know, that's kind of advanced. Oh, yeah, right now. Yeah. But I mean, like, finding out, like, what percentage of people click and then don't move forward. I. I don't know how useful that's going to be right now.

Yeah. Okay. Right. That makes sense. Yeah.

Especially because you're, you're like, what they're clicking on is a scheduling. Like, it's not a landing page that like, really goes into, like, the pain and the, and the goal and the desire and this and testimonial and all that stuff. Like, at that point, we absolutely want to see what the number is of people who click on it and then don't do anything from there. You know, like a scheduling page is like, ah, like, it's not, it's not, it's not useful data is what I'm saying.

Okay, yeah, that makes sense.

But I love that the data person is wanting to know that. Awesome. Good enough. Okay, cool. And then, Jason, what was your question?

Yeah, so I put a lot of effort in the last couple of weeks just ramping up the market research. And next week I going away and I won't be back until like, September 2nd. So like, I've, I'm ramping that down right now because I don't want to like, book calls out like two weeks in advance. And I'm just wondering, like, when I'm gone, I don't want to let everything just completely die. What are, what do you think are the highest value activities that I could be working on, like, while I'm away so they don't feel like I'm just like, coming back, starting from scratch. I don't want to be dming people from Budapest, but I also don't want to be like, like letting it all go to nothing.

And let me just get clear on the goal here. Is it that you want to set up the work to happen automatically while you're away or you're willing to do some work while you're traveling?

I'm. I I'm willing to do some work while I'm traveling, but I don't think I want to get into like messaging people, scheduling calls, all that kind of stuff. So yeah, I'm wondering what's, what is the right work to do in those spaces of life where I'm going to be on the plane a lot, I'm going to be traveling, I'm going to be like wandering around a city, that kind of stuff.

Yeah, keep it personal. Keep it personal. Share about your vacation. That's so interesting. You know, I had, it's, it's funny, like the stuff that like we think is kind of boring. Like people kind of like going along on the journey with us, you know, so sharing a picture of like something weird in your hotel room, you know, talking about something that you ate that day, you know, talking about something going terribly, terribly wrong and fingers crossed this doesn't happen with your travel plans. You know, that's also interesting and it's also very relatable. You know, we've all gone on vacations where there was something weird in the hotel room or you know, we experienced something like food wise, that we'd never had before, you know, like, what's the weirdest thing you've eaten on vacation? Or we've all had like a late flight or like a weird layover. You know, like, keep it super relatable. Right. When you come back because here's the thing, like people like doing business and you know, this year in sales, people like doing business with people that they like. Right. And so like you have to also give them information so that they can decide if they like you or not. Right, right. And it's that kind of stuff that you would share like, you know, as you're touching base with, with colleagues or coming back from vacation. Oh, the funniest thing happened when we went to this place. Right, right.

Okay.

So keep it personal. Like post consistently but you know, also don't, don't worry about doing it every day.

Right.

But yeah, like, keep it personal. Don't worry about it being work related. You know, you get to have fun with it. Okay. Yeah.

And then spin the market research back up when I get back.

Yeah.

Like, yeah, it is okay to pause that. Right?

Of course. Yeah. And I think, I think it's very smart to pause it because people sign up for the stuff and then they forget they signed up for it and they're like, what the fuck is this?

Yeah.

So. Okay, cool. Good enough.

Yeah.

Okay, final question before we do main takeaways and hop over into co working.

I have a question.

Yes, David?

I have almost started email newsletter like 37 times and I've never. It has not happened yet. It's going to happen soon. But I have like, over the years collected like emails I didn't do anything with. And I have like 80. Is it weird to like email them or do I like, scrap the list and rebuild it? Because they're not gonna remember and they're gonna spam it. But these are people that did actually download a freebie or sign up and click consent and I think emails. Yeah.

So you have to acknowledge the weird. You have to acknowledge the weird. Like, hey, you downloaded something for me once. Or you signed up for my newsletter. And I never actually did a newsletter until now. Like, like, I have to like, engage.

Yeah.

And you can make it and say, you know, I finally, like, I've been so busy litigating all these things.

Suing everyone, I'm finally taking a break to email you people.

Yeah. And you could honestly do a gift that's like, who the is this guy? Like, the key here is you want it to be funny, you want it to be memorable, you want it to be personal, you want them to feel like it's. They're getting this email from a real person, even if they don't remember you and you want to give them an out. You can say, if you have no idea who I am and you don't ever want to get an email for me, that is totally a. Okay, either respond back or click this link and you can have your team set this up.

Yeah.

And you will never hear from me again.

Sorry, you double opt in on your emails?

Yes, I do. But, like, if they've already opted in, then you're giving them the option to opt out.

No, but I'm saying to double opt in where they have to like, affirmatively opt out in, meaning there's. There's some newsletters.

You said you already have 80 people on your list, though, on your email list.

Right. But they never double. I never emailed them.

Okay.

If I do a. If I do double opt in, meaning you send one email and if you were. If you.

That's. So that's something you want to ask. That's a logistical thing with your email system.

No, I'm asking a market meeting. I know how to do it. Question is, does it look weird? You answered the question. It looks weird and I have to address it, but it's not insurmountable.

Yeah, yeah, yeah.

I guess, like confirmation emails from a newsletter every now and again saying like, hey, do you still want this newsletter? And then you say, yes, I've seen that before.

Yeah. Like it, it improves the open rates and. And is like the algorithms like it.

Yeah. Yeah. You could also say, you know, I've been over here for the last few years really thinking hard about the newsletter I was going to send you. Yeah. But you could also email you for the.

I've been meaning to email you for the last three years. Hope all is well. In other news, I started a newsletter.

Make it fun. You're a funny guy. Play with that. Right. Like tell like, because contacting a lawyer is scary ass thing to do. Especially when there's something scary happening in your business.

Right.

Make it easy for them, make it light hearted. And then at the end say, and by the way, if you think you might need to sue someone or you might get a demand letter at some point in the future, you know, stay on this newsletter so we can stay in touch.

Right.

I would say something like, my legal finally approved this newsletter. Right.

Like there you go.

I was waiting for legal approval.

Yeah, legal approval on this.

Right.

Right now. But I needed to wait for the stash of limitations to run and for all the IP to expire. So here we are.

Yes, exactly. So acknowledge the weird.

Because it's just like, I mean I can start from, I can start from scratch and I'm going to essentially because like I still have to like grow. But it just like starting from 80 feels a lot different than starting from zero. Yeah. Yeah. And I did actually like do the work to get those. Like I was, I had those phases.

You're overthinking it. You're overthinking it. You know, just, you know, write something funny. Write something that you would write to me when you like meant to send me something.

Okay.

All right, cool. Awesome. All right.

Email with like a bunch of Instagram reels.

Like that's a. Yeah, like send them a deck pic. Like you do me a deck deck, like outside in your house. Attached to the house. Yeah.

Clarifying. I wasn't sure.

Yeah, yeah, yeah. D E ck. Yeah, yeah. Anyway, really weird relationships. My clients. Anyway, I love it. Let's do main takeaways before we hop into co working. Let's do it rapid fire. Because I don't know if other people who aren't here trying to join coworking. Who wants to start us off and we'll.

Popcorn. I'll start.

Yeah.

I loved the bathing suit, the metaphor about the three different types and you know, doing a pop up training to kind of engage the people who have their bathing suit in their bag.

Yeah. Awesome. Thank you. And who are you picking?

Monica.

Thank you. I liked the don't be your best self. Be your favorite self. I'll need to figure out what that is, but I do like that concept. David.

Embrace the weird. Embrace the weird. That's also. I had a great title from my memoir, which when I retire, Embrace the Weird. I feel like that's a little bit like my life story, Jason.

I think the mindset discussion that we had at the beginning, and then I'm just gonna find ways to document my trip and use that to put into my social media feed.

Yeah. Awesome. Cool. All right, great job, everyone. I'm gonna see whoever's joining and co working. I'll see you in that Zoom room in about a minute. And if you're not joining, have an amazing weekend. And you know where to find me if you have any questions. All right, bye.