BYOB Advanced Group Call 2024 05 02

Sam, it. Hello. Hello. Greetings. Greetings.

I was just about to email you to make sure everything is okay, because I know you're.

Yes, exactly. That's the thing. I was like, find a quiet place, get set up. So I'm now set.

Awesome. Happy May.

Happy me to you. It's crazy. It's already May. Let's.

No, I know.

Insane. So.

Oh, my gosh. Okay. Well, what are we celebrating?

Good question. I feel like I've gotten really, like, back on the horse, kind of being really focused on the business aspect. So I'm quite proud of the fact that. That I am doing this webinar series, Neurodiversity in the Job Search, with a fellow coach that I know that we're giving tips and tricks on how to do a job search when you're neurodivergent. So that's cool. And so I think that it's just. Yeah. Despite being all over the place, I still managing to be on top of business stuff.

Yeah. Yeah. That's huge. That's huge. Awesome. And then where are you right now?

So I'm in my hometown. I'm staying with my cousin, so. Yeah.

Okay, cool. Well, I wanted to first go over, I don't know if you saw my emails about the challenge and about the content stuff. I wanted to walk you through kind of how we're approaching this.

Okay, good.

You know, one of the things that most of my clients struggle with and that I struggle with is like, having to just constantly create content. And, like, there's the fun part of it. It actually can be fun if you don't have, like this voice in your head telling you you're constantly failing. And so last fall, I tested this 100 day process of, you know what I'm talking about, this 100 day process of this cadence, where it's a very specific five day cadence. And it. It covers like five content pillars. And I found it was super successful to get clients, and I broke it down into a whole system that can be used by my clients. My team is also just putting the finishing touches on a ClickUp kind of template where as you're writing it, you just pop it in and you can schedule it. And then four months later, it will be added back to the list of things that you can post.

Okay.

So it's really easy to repurpose and it just kind of does all the thinking for you. And then as you're. As you're launching very specific campaigns, you can absolutely just not post those things and sub in stuff that, you know Is relevant.

That's relevant for that time.

Exactly, exactly. Here, let me share my screen. Obviously, like the challenge this month you're totally welcome to do. It's really fun. I say I think it's fun, but you know, let me see here. Where. Okay, so I know you did market research with Katrine. So this is going to be really helpful for whatever it is that you pulled with your work with her to dig into different prompts that you can use that are based on your ideal client.

Mm.

Okay. One of the things that you and I have kind of talked about is like what's the pain you're talking to? Right. So as you're looking at the pain, I want you to remember, is it the pain of someone who's desperate for a job or is it the pain of someone who very intentionally wants to change careers and wants to do so?

Well?

Right. So basically, I mean, this is just one format of how you can dig into this. You can, if you think in a different way, then absolutely do what works for you. No right or wrong way to do this. But these are just some prompts for you to really dig into for content ideas. Okay. And then as you come up with those, you come over to this sheet. And so it's a four month program. So you know, there's month one, month two, month three, month four. How, how I'm approaching this is month one is always month one and three are always about getting ideal. My one on one clients or BYB clients two and four are always going to be about getting people into the hyper focused membership. Right. So whatever programs you have, you can kind of break it up that way as well. And then really understanding how many clients you want to have. Why did I just do that? And figuring out how many sales calls you need to have to be able to get that. When I did this test last fall, I found that for every 1.2 posts I did, I got a sales call. So this could be different for you. We'd have to dig into the data, but for right now, go off of my data and, and my statistics and we'll see if it works for you.

I think minus 10% return on the sales calls that I do.

Okay, we'll want to look at that because we want it to be between 25 and 50%. But anyway, but we'll figure that out and then you just figure out how many posts you need to do. Okay. And then of course, here is, you know, the calendar. It's that five day split. So pain first, desire second, testimonial. Third, your story and then details. Okay. And a detail post is always going to be like a zoom in on your program, not the whole thing. Or zoom in on how you work with clients or what your sales process is like. Testimonial, obviously straightforward for the pain point and the desire. We're just zooming in on, like, one thing that they're frustrated with or one thing that they really want. Any questions?

Not so far.

So you have all this. If you want to dig into it on your own and start playing with it, if you have any questions, you know how to get in touch with me on that. But to make sure that you understood, you know what I was sending you. Any questions?

Yeah, that's the one you opened. I just wanted to make sure that I had what you said, the one that you just showed. It was broken up differently. It was like the whole month.

So there's. There's the 31 day challenge.

Yeah, where's. Where's the 31 day challenge? I think that's what I'm looking for. And I don't see this document.

Let me just double check. Are you subscribed to my email list or did you unsubscribe?

No, I'm subscribed. So I got this email where it says new content plan rollout.

So that I actually sent natively from my email.

Okay.

Any of my emails in the last week besides.

No, but I'm on the Brave Weenies list. Is that what it is? No, it's a different one.

Yeah, it's different. So.

Because on the content rollout plan, I have not that whole one, but it looks like I have the other one. The repurposable content creation plan for clients. Everything in this folder I have. But that. The 31 day challenge, I think, is separate.

Let me another. I asked because another client was like, I didn't get it, and she had unsubscribed. Okay, let me just see here. Okay.

Oh, wait. April 26th. Well, here's the link to a crate. Okay. The challenge. So I just have. Okay, good. Yeah. Because I'm, like, trying to find stuff and I think that. Yeah, so I don't think I got this one, but I got another one that said that you were doing a challenge, but. Okay. Weird. Nonetheless. Anyways, there we go. Good. That's what I wanted. Perfect. I'm visual, so when it's actually put on a calendar, it makes more sense to my brain, so.

Totally. And of course, you know, you can repurpose that document for however you want. I'm Not. I'm not attached to it being any one way.

I know this is a challenge, but how do you find? Because I found if I post every day, it's a bit too much. Like it doesn't get enough, it doesn't get as much traction. So I've been trying to post usually twice a week, so it's every other day. I mean, not that I've been the best about it lately, but I mean,

I find when I'm posting more often, I'm getting more consistent sales calls and they're more vetted, so they're more likely to close because they have had that constant like, oh, yeah, that's right. And I mean, it's really up to you. The point of the challenge is to like, start just building that muscle of posting more frequently, you know, and just start training your brain to just churn out ideas, you know, how often you want to post is totally up to you. And you can do the challenge or not do the challenge, but it's just kind of a, you know, a way to again, build up that muscle that you can do it. But I do think the more you don't necessarily have to post every day, but I think four to five times is where you're going to see a lot of success.

I'm just wondering too, if it has to do with the European market that people spend less time on LinkedIn. Because then I find I might not get a lot of responses the first day, but by the second day I'm getting. There's more. But I'm worried because LinkedIn prioritizes what your recent one was. If it's going to bump it out. So then I'll get lower engagement. That's why I usually.

Yeah, maybe, yes, that happens if you post in the same day. It will absolutely do that if you post like at 7am and then again at 9am but if you post on Monday and then Tuesday and then Wednesday, it shouldn't do that. It really shouldn't. And like, as people are seeing more content by you, if they're liking or commenting it, the algorithm be like, oh, cool, let's show you more. And they have more recent stuff to put in front of them.

Okay. Yeah.

What time, question, what time are you posting when you post

normally, I find that between 8 and 10am European time works best. Like I get the best engagement.

Cool. Yeah, yeah. And then of course, like the more you post and, and the more you're in the brave biz lab world, like, I think you'll start getting more Americans as Well, you know, who are also clients that you could get. But yeah, it's totally up to you. I'm there. Like, there's a gazillion right ways to do it. The only thing that's going to be super right for you is the right one for you. That works for you. Yeah.

Okay, I'll, I'll, I, I mean, I'll follow the challenge, but I'm debating just about if I'll do it every day or every other day, but I'll follow the yeah. Prompts.

Okay, cool. And then, I mean, one of the things you could do is you could write a post every single day. I know Catherine's actually in the challenge. He signed up for it. And so that's what she is doing. She's not posting every single day, but she's creating a new piece of content every single day.

Yeah, yeah, that's what, that's what I think that I will do just so that I already have it done and I'm ahead and then I'll, and then maybe I'll just go ahead and schedule them all so then I don't have to think about it either.

Yeah. And I mean, if you're only posting a couple times a week, then that's Also, you know, 15 weeks worth of content, essentially.

Yeah. Yeah.

Cool. All right, well, let's check in on your homework.

Yes. So I talked to Toma. I got a bit stressed because we started talking because he doesn't want to do the food truck now. So he's like, well, we don't have time for that. I don't have time for that. So then I said, well, I know you've been wanting to invest in properties and in apartments. And so he said, yes. And then we started talking about, okay, if it's a fixer upper and what our budget is. But then keeping all of this in mind, it's not necessarily passive income right away. And even then he was explaining what is the goal, because a lot of times now, currently in the European market, your mortgage is going to be higher than what you can make on rent. So then he said it's a, like it's a long term game. It's not actually passive income that's going to be coming in, but we would own something. So he said that maybe you need to get clear about that. Passive income technically isn't going to come in from that, but you own a piece of property. So then I was like, okay, yeah, I don't know what I was like, I'll get back to you. Let Me talk to the money?

Yeah. Okay.

So,

I mean, he definitely, if he hasn't taken the money archetypes test, he needs to take it just so we know who you're working with, you know, and how you can present information. Really the purpose of this is for you to show yourself that you can save up for a big goal. Okay, Right. So, like, yeah, sure. I mean, that is absolutely stuff that needs to be considered as you're doing this. And also, it's not necessarily the point of the exercise.

So then he was asking me all. He's very in the details. And so he was asking all this, and I was thinking,

yeah, so for. So for where you're at with the money work that you're doing, like, all those details are absolutely important and they're going to overwhelm the fuck out of you. Right. The goal is to come up with something that is like the. The finish line and show yourself that you can save up for it. Right. You don't necessarily need to figure out all those particles right now. And also remember, like, by the time you're in a position that you have, you know, €40,000 in an account that's building up to it, I mean, chances are you're not going to necessarily need to worry about it being passive income. Right. Especially if you've built up a really consistent flow of clients in your business, you have some other income streams in your business. I mean, it's just part of your financial plan. Right. But it's really hard to get to that point where you are going through all the details and really assessing if you can do it when you don't even have that down payment ready. Yeah, Right. So this is. He's. He's on, like, step seven, which I love for him, and at some point you're gonna be there. And also we need to back them up back to, like, we're on step two of, like, this is the part that's going to be really helpful for you to start building trust with yourself. Right?

Okay. Yeah.

So, yeah, I mean, if he doesn't want to do the food truck, great. Like, it's really just a label we're slapping on the savings account. This is the big goal, and this is how much money I want to spend. Right. And just knowing that you are smart and capable and you're going to figure it out when you get there, right?

Mm. Yeah. Good, good, good, good.

So if it is a fixer upper, then you know that you'll figure it out.

All right. And then I also have been thinking about, yeah. Trying to catch myself when it comes to relationship with money and thinking about when I feel kind of a negative way or negative tone about money. I've been trying to flip the switch and catch myself and say, yeah, what, like if money was my friend, what, what would this look like, how I'm thinking now? Okay, what would I change that into? So I have noticed I've been doing better about it. Like I've been, I think because I'm more conscious of it. I am. I catch myself. And I think this was the goal when you gave me this homework of saying write a detailed description of a greedy, selfish person with money. Because then I started writing this and yeah. One, it doesn't sound like me, but two, it's. Yeah, it's, it's dumb.

So description.

Yeah. So buying a suit or some kind of expensive clothes, I was thinking expensive watch, really fancy car, kind of like a face of disdain. Like looking down on people. Clearly just thinks he's better. Walking around with this attitude of being superior. And then I tried to even think, well, other than this mental idea, what do I have? What is, what are his actions? And it's more so lack of actions. He just is. He keeps his money like he's investing and his money keeps growing and then he just keeps buying things and, and, and flaunting. Whereas, yeah, I realized that I'm not that person. And I'm sure a lot of people have money and they aren't these people. Right?

Yeah. Yeah. Who are you instead?

Well, that's interesting since knowing my archetypes now, realizing how much money I give away and that's. So that's probably never going to be my problem to be a greedy, selfish person. I don't even know how I'm going to get a hold of money since I keep giving it away. So, yeah. Realizing that I probably will just be the same person with money. Yeah.

Yeah. I mean, I see you as just that, that person in the friend group and in the family where people have had a bad day, they know they can swing by and have a bottle of wine with you and spend time and you know, you'll be supportive and kind and you know, there's always like, stay for dinner or let's go grab something. And it really. For you, it's using your money to comfort, you know, it's using your money to like a. Make sure that you have the ability to, to offer comfort to your loved ones and to make a difference in your community, but without robbing from yourself and without causing anxiety for Yourself, like, you start. Instead of just, like, making everyone else feel comforted and safe, you're also making yourself feel comforted and safe. Right. Very far cry from the person who has, like, the fancy watch and the fancy car and is, like, just buying shit to impress people he doesn't even like. Right.

Yeah.

Like, for you, it might be, oh, like, spending €30 on a really nice bouquet of flowers on your way to your friend's house, you know, has had a shit day. Right. On something that comes.

It is that. Yeah, it is that, exactly. Yeah. Like, I have done that, so.

Right, right. Yeah, so. But, like, those moments are moments of wealth as well. They just don't get a lot of limelight. You know, the Kardashians aren't doing that. Right.

Yeah, yeah,

yeah. And honestly, the guy you described sounds like Patrick Bateman from American Psycho.

But you. I think we. We also see this character, like, this character a lot in. In. In books and movies, and it's. It is perpetuated as well. And it doesn't help that this was the. The narrative that I grew up with. So.

Yeah. Well, and also, I would. I would take that, like, because in. In pop culture, I mean, that man is usually revered. Right. And also, what are we seeing right now? We're seeing this loneliness epidemic in men, you know, who have gotten the job, they're making money, and they don't have any friends, they don't have any close relationships, and they're like, well, I'm impressive. Like, where. Where are all the women? Why isn't anyone wanting to put up with me? I think the. What is it? The chickens are coming home to roost on that one.

Yeah.

Cool. What else?

Then I started looking. Yes. At. I didn't create it yet, but I. I started thinking and writing an outline of this program that I probably will put together about resume cvs. Since I get asked this question a lot, I was even wondering if I do a second program, because something else I thought about later that I get asked is kind of like, similar to what the hell am I doing with my life? I don't like where I'm going, but I don't know what I should do next. So something related to kind of like, finding your path. Like, you don't have to stay in this job or career that's not fulfilling for you, But a lot of people are just struggling to figure out, then, what do I do? So creating like, a little program with this involved, so. Mm.

Yeah. You know, I mean, what we want to think about when we're Creating programs is. If it's high ticket, it has to have like a big juicy promise attached to it. If it's more like self exploratory, then it's going to be lower ticket. It's going to be more of like a lead generator for your programs.

And that's what I thought is already good too. Because if I did it like this, it's a lead generator because I usually say as a part of my career change program, like it's getting clear on where you want to go.

So it's.

It would feed directly into the program that I have, the career coaching program. I have an offer. So I thought it would be more maybe starting with that first rather than the CV one, because this is really like. This would feed into. If they like this, they can then move into my coaching program.

Yeah, yeah. You know, the way I see all this kind of work, you know, webinars, lead magnets, like smaller offers, or you can imagine that you're standing on stage in front of thousands of people and no one can see you because there's this big canvas in front of you. Right. And your job as a business owner is just to jab holes in that canvas so people can see you from different angles. The more holes you can jab, the better they can see you. Right. So yes to the cv, yes to, you know, finding your path, yes to all the things. It'll attract a different kind of person, but it also solves this, like different problems that the same person has. So I love all of it.

Okay, I'll share. When it comes to where this thing, too many windows open. Okay. So I have this brochure that I usually send out to people, see if I make it larger. So I just wanted to kind of get your thoughts on it. So then here we have. So it's more so like pivot your profession. Since the number one thing I do is, is looking at helping people to change their career. This is what usually people come to me for, because I'm what I'm known for. Yeah. And then usually I work with women, so I had designed for women, but I do have another one that's tailored that I just take out this slide. But with notable accomplishments to your name, it's easy to say you are successful, but you can't help feeling that you're meant for more. So I tried to keep it positive instead of saying like, you hate your job, come change it. So then I kind of explain what I see as kind of the reverse of pain points. If people are unhappy. So then I'm saying discover work with purpose that brings fulfillment and enjoyment into your day. Get a step by step guide on how to get there so that you can live the life you want. Access street smart recruitment techniques to stand out amongst the competition for the best roles and wake up feeling ready and excited to start your workday. So trying to lay out where they would like to go with themselves in their profession. Then I explained like kind of how the program could be a good fit if they want to gain clarity on career possibilities that align with strengths and values. A career pivot seems daunting and you're unsure about what the next step should be. You lack self confidence as a professional and want to be empowered as you start your new journey. In interviews you struggle to articulate your successes, quantify results and make yourself stand out. These are just some common things that I've seen over time. What people struggle with and what they're asking me that they need support with the most. Just a few more slides. That's a little off, but I can fix it. So this is just explaining a little bit about me. I don't know if I need to write something. I kind of just give highlights though. I talk about my years of experience, the educational and training hours I have, how many nationalities I coach, how many people I've supported. I talk about being, I say fellow career changer, what my background is, who I'm trained and certified by, and then just a few of my interests. So people kind of have an idea of who I am as a coach. Well, who I am as a person. And then I explain the program here. So I kind of explain like this discover then getting professional and then putting yourself out there on the job market. So I kind of explain the three steps of the six month program, what, what kinds of things they could expect that we can work on and go through. So I can let you look at that for a minute. So I don't. Yeah, unless you want me to read it out.

No, no, no, thank you. Okay, cool.

So that people kind of have more idea because I find that on the calls I of course before I don't share this immediately and I don't share the whole thing but I usually share this slide on the call with them and then the next slide, slide I'm about to show you. And that's after we determine kind of really what their personal pain point is. But I, I started sharing this brochure because I found that people, it wasn't enough just to set the pain point and then explain a bit how I would help them. They really wanted to see the whole structure of what they would do during six months. So then that's why I have this slide kind of put together to help better explain. Right. So I was going to ask what you think about this far as what is shown here. So Kathleen's the one who said that this would be good. So like similar, like structure like this because people don't always have an idea how much coaching is. So she said it's kind of good if you put like expected value and like a total program cost because then they maybe have a more realistic expectation of if they went to other coaches, even how much it would cost. So I kind of like outlined how much it would be. But rather than putting the whole price, I put the. As we talked about the per month price and then I list out everything they would get as a part of that. Mm. I don't know if. Yeah, like, I don't know.

I see these as really helpful on landing pages. I do think it can be helpful here. What we want to be careful of is like people feeling, well, I don't need support in between sessions and I get some off. You know, do I need co working sessions? I don't know, like, can I have some off? Also a confused buyer doesn't buy. And the best way to confuse people is to do math, right? So total program value is 7,900 Euro. And then I go over here and I'm like, okay, so it's six months, 715 times six is what? And then you kind of go off on another like world of understanding. Let me see the rest of it. Is this, is it the last slide?

No, I think there's like one other slide that's me playing with numbers, so I didn't take that out yet. So then I give testimonials and then I give a closing slide with my information.

Okay, cool. Okay, can we start from the beginning?

Yes. Go through.

Okay. So remember, there's only three things that people spend big money on and it's getting late, getting paid and living longer. Okay. It's a kind of a stretch to sell. Happiness is something that's going to get you those three things. Right. People have been told like, you can either be happy or you can make money, you know, so I know, I know you want to stay positive. And also, can we point to some stuff that's like, you know, pivot your profession without like taking a pay cut. Do doing something without, like point to the pain that they're stressed about

or

point to the Thing that they think is going to get them getting laid, getting paid, or living longer, you know, getting out of burnout, escaping a toxic workplace, getting paid more, getting a promotion. Because all of those things, they'll make the, the connection that'll make them happy. Okay, next slide. So I want to ask you a question. So when they're talking to their friends about, like, why they're boss, like, why it's so unfair that their bosses treat them terribly, are they saying, well, I have so many notable accomplishments, so we want to speak the way they speak, like, I'm qualified. I'm qualified. I have a lot of training. You know, I have an advanced degree. I've, I've like hit every single benchmark at work. I've surpassed my goals in many instances.

Okay.

You know the phrase it's easy to say that you're successful? I, I'd want to change it. I understand the, the sentiment you're trying to get up across, but it has this underbelly of like, but you're not

really,

you know, so maybe rephrase it into, like, you've checked all the boxes on the success checklist, and yet, like, you're still not happy. Like, you, you feel like there's something more you're meant to be. I want to just give you props for using such a beautiful spread of diverse humans in this. A lot of people, I just pick white people. And it's like, oh, God,

yeah, no, I'm very. Yeah, yeah, I'm very conscious of that. And not only that, I, I don't want to just collect white people. So people are naturally drawn to, to something that looks like them, you know, if they see themselves represented so totally.

And then. The testimonials, I would actually spread them out too.

Okay.

So after this slide, I might take one of them and just give like a basic, like, play by play case study of where they started, you know, what they were really struggling with, like, that kind of generalization of what the strategy was and where they landed.

Okay.

Or, you know, what they say now and then, any notable wins that they're willing to share.

Okay, ready?

And that'll be really good for you. Also after, you know, going through kind of a discovery portion of the call with the person where they're saying, you know, I like, I, I have a liberal arts degree and, you know, here I am trying to compete with other people in finance and all this stuff, and I just don't know. And I really want to go into this, but maybe I'm not qualified. You can point To. Well, here's. Here's Dorothy, and she actually was a French major. You know, she studied this, and she studied this, and, you know, she really wanted to go also into a more analytical, like, numbers career. And by doing this, like, we were able to leverage her into this kind of job, you know, so you create parallels. They can kind of see, oh, well, if it was possible for them with you, it's probably possible for me with you. Right. We always want to show more than we tell. So here's a real life example. Here's. You know, I'm painting the picture of what this was like for them. And everyone. Everyone hears stories like that, imagining that they're the protagonist as well.

Okay.

And throughout. And of course, like, this is, like, really broad advice, and I'll bring it into some more actionable moments as we go to other slides. Whenever you're listing off things, I want you to think about, like, what's the problem it's causing? Like, what's the symptom as it's showing up in their life right now? It's keeping them up at night. Is it?

They're.

They're having awful conversations with their mother who's, like, gushing about their career, and they're just like, oh, my God, I'm stuck here. I'm gonna disappoint her if I change. She's so proud of me. So we want to talk about the problem that they're experiencing, not as you see it, and then the benefit to having gotten to the other side with you. You know, once you pivot your career in a way that's super aligned to who you are, you've done all this inner work, you know, you'll. You'll be a different person. It won't really matter if your mom is proud of your career or not, because you'll be proud of your career, and really, that confidence will carry over. Your mom will understand, you know, in most cases. So problem benefit, problem benefit. Like her necklace.

Me too.

Like, I want that. It's pretty.

I also thought that it was nice that she. Yeah, she's a bit younger because I. I later used some. Some older women photos as well. A bit older. And so I wanted. Someone. Wanted some people as well that were. Yeah, looking a bit younger, a bit hip, not corporate. One of the best compliments I got is a client told me that she hired me because she knew I wouldn't turn her into a corporate zombie. And so I didn't want everyone to look stuffy and professional because I'm not trying to Put everyone into a corporate box. Okay?

I want you to write this down. Put your best foot forward without turning into a corporate zombie. I love that. Because whenever I think of dressing for corporate, I think of pantyhose. So whenever I think of pantyhose, I can feel that sensation of like ants climbing up your legs because that's what it feels like to me. I think that might be a neurodiverse thing as well. So it'll speak to people who are also neurodiverse. Those, those like real, real moments of like, oh God, like, you know how the pantyhose can ride up and like really cut into you here.

Yeah.

And here you are trying to be good in an interview and you're like, ah, yeah. Like if you can show people how to get a well paying job that they like doing work that they're good at, that won't burn them out and will allow them to never have to wear things that make them feel like they're not themselves ever again. And that's worth its weight in gold. Okay, let's go to the next one.

Yeah.

Okay, so here's where we land in some coaching language, right? Which is great because you're a coach and all stuff, except it's not speaking to where they are right now and what they picture they want, right? So when we think about what people will buy, it's usually like people don't know how to buy non physical things, right? So we don't know how to buy confidence. What we know how to buy is walking to a room wearing a killer outfit and everyone's head's turning and us feeling like, like we're in charge but that what goes into that is the dress and the shoes and the makeup and the hair. You know, like there's physical, there's physicality to it that we can really like point to and say, that's what I want. Right. So. And we also want to show, don't tell. So discover work with purpose that brings fulfillment and enjoyment to your day. What does that look like for them? Like in there? In there now, is it that they're hitting snooze like 17 times in the morning and rolling out of bed, they're putting some dry shampoo in their hair. They're hoping no one really notices that their shirt is a little wrinkled because they just couldn't be to, you know, to iron it or even throw it in the dryer for a few minutes. They're probably like grabbing something unhealthy to eat for breakfast on the way to the office. They get there, they look at their calendar and they're like dreading having meetings with some people. And then they have this project. They're so bored with this kind of work and so they keep like kind of kicking the can down the road until last minute. And then they have to pull an all nighter. And they go out to drinks with their girlfriends after work and everyone's talking about how much they love their work and how interesting everything is. And they're talking about gossip and all they can think about is like, you guys actually like what you do. Like, I thought we just all had to suffer through this. Or it's another night of everyone just whinging about how miserable life is. And they're like, is this it? Like this is supposed to be a fun night out? You know, these are my girlfriends. These like we were supposed to be talking about cute guys. We were talking, you know, supposed to be talking about our trip to Mallorca. And is this just what our life is like now? We just complain about work, you know, versus like what's the alternative? Does the alarm go off and are they like excited to get up? Do they have a little passion project that they are working on in the mornings? You know, maybe with the little boost in, in salary, they've been able to like rent a house that has a garden and they really like going out enjoying their cup of coffee with their dog or their cat and like just watering the flowers that they have planted there, you know, and then they get to ease into their day and they get to, you know, start their work and there's a project that they're really excited about. Of course there are some meetings with people that, you know it's work, not like it's a party every single day. But at the end of the day you, you feel like, well used,

like

you're tired, kind of in your bones, but in like a very satisfying way. And of course this is really wordy and really long, right? So we want to take some key points there and put them here and then you can kind of talk them through it. So here's, here's a big one. You've told me a couple times that they're not even really sure what they want. So it's going to be really hard for them to believe that you have a guide that's going to get them to the life that they want when they don't even know what that is. Right? So like a big part of this you have to point to is you don't know what you want. And there's that Oprah quote that the, like, the big difference between the most successful people and people who, you know, are just kind of struggling through life is that the people who are super successful started off knowing what they wanted. And so your first step is to help them figure out what it is that they want without the baggage of what everyone else wants them to want.

It.

Okay, I love the term street smart recruitment. I can't say it, but I love it. We, again, we want to talk about problem benefits. Right. So what is it that they're worried about here? Are they worried that they're going to have to go to, like, one of those boring networking events where they're going to have to hand out their card and, like, make really awkward small talk? Are they worried that they're going to have to, like, cold call or, you know, cold email a bunch of companies with their resume, their cv, you know, like what, what old school tactics do they think that they have to do in order to get this other job? And when it comes to making themselves stand out, what are they afraid of there? Are they afraid of being so seen as full of themselves and cocky? Or is it like, they don't really understand, like, what makes them special? Like, they might worry that they might be lying if they're trying to make themselves stick out from the crowd? Because what I sense about your clients is they probably discredit themselves for all their successes. They just assume everyone does that and, you know, and that they're like, best is other people, like, average. Yeah. And then that last line, you know, feeling excited to start your workday. Yeah, that's what they want. Okay, next slide. Okay. Based on the feedback I've given you, I want to, I want to throw the mic to you. What feedback would you give yourself on this? Based on what we've done already,

I think. Yeah. Breaking it, breaking it down to speak that they would say so instead of saying maybe Glee, it's like just something like, figure out. Because we hear this. I mean, I hear this a lot. I. I don't know. I have to figure it out, though, maybe using this terminology. And then. Instead of saying aligned with strengths and values, maybe that says just that align. With how you want to live your life. Yeah.

I would add also, we want to stop making this like a nice to have. We need to start making it a need to have. So here I would say you feel like you need to just, just figure out what it is that you want first before you make any changes in your career. Right. Because based on what we've talked about, oftentimes people like, oh, well, let me go away and figure this out and then I'll come back and you can say, no, no, no, no, we figure it out together. Like, if you haven't figured it out up until now, what are the chances you're going to figure it out on your own still?

Okay.

And then again, the next one, a career pivot seems daunting and you're unsure what the next step should be. You know, you're afraid you're going to make the wrong choice and end up right back where you are right now. Yeah, that whole devil you know is better than the devil you don't. How would you edit the third one?

I wouldn't even say it's about gaining confidence because, I mean, some people tell me they need to gain confidence, but I think the majority of people don't know that they're too humble or that they have low self confidence. I think it's more so about that they, They don't feel enough compared to other people out there.

Yeah, you're worried you're not qualified to even get a job.

Okay.

And then the last one,

Usually it's more so that they are. They're bombing interviews and so they want to figure out how to stop bombing interviews. So. Yeah, so, yeah. So then this would be something like.

So here's a beautiful moment for a show. Don't tell is like when an interviewer asks you why you're the best person for the role, you, you really struggle to answer them. You know, you start sweating, get nervous. You start like talking really fast and just throwing out a bunch of facts about yourself and you have no idea of any of it connected with them. And you felt like you were bullshitting.

Okay,

okay, so. And then the last bit, above all, you're open to learning new ways of going about your search and ready to invest in your personal professional growth here. It gives them an out. It gives them an out because it's like, well, I feel like I know a lot about, about my search. You know, I don't really need to learn new ways. I just like, want something. Right. We want to pivot it more towards, like, what's the need? Like, what's the, what's that decision moment where they realize, like, what, like what you've always done has gotten you here and you realize that to get to that next level, you need to do something different. We need to like really pinpoint that pivotal moment where they've realized that this isn't working anymore.

Can we not just be blunt and say, above all, you realize what you're doing is not working and you're ready to try something new. Yeah. Yeah.

And you've decided it's time to try something new.

Okay. Yeah. Okay.

Okay. All right, let's move to the next slide. Okay. I want you to tell a little bit of your story here, right? Because all this stuff is stuff that they can easily go to your website or see on LinkedIn. Like, here's the, the opportunity for them to feel connected to you, you know, so talking about what you care about, who you are, what you've done in your life, You know, and it could be, you know, when I started working when I was X years old, I fell into this kind of trap and I realized that I wanted all these things. I wanted to be able to spend X amount of hours, I wanted to be able to have the freedom and flexibility to travel. And I'm a major foodie. So I wanted to be able to go, you know, try different restaurants and do all stuff and, and, and have that be part of my lifestyle. And I love guiding my clients through deciding what it is that they want and helping them get it. You know, remember, by the time they've gotten on a sales call with you, they've already kind of like figured out that you're credible. And for those who like care about this stuff, they'll actually ask about it. But most people actually don't care about this stuff.

Yeah.

Okay, awesome. Next slide. Okay, so here's where stylistically my eyes get very confused, like, where should I focus first? So if you were maybe to do it like in a descending order, 1, 2, 3, that might make it more visually discernible where your eyes are supposed to go first. And here's where we really want to hone in on problem benefit. Problem benefit.

Okay.

I also, I also want there to be something in here where we like come up with a custom strategy for you to network and get in front of hiring managers that fits your personality. Right. Because there's so many people who are, who are offering, like, here's a program that's going to teach you how to get the ideal job. And I think by the time people have gotten to a coach to help them, they've read the book, they run, they've done this, they've done that, and they're like, well, that doesn't fit me. I would take the six month program bit and I'd actually save it for the next slide because it, it's like all numbers should kind of be together. This is more about the process. Right. And, and again, like a confused buyer, they're going to try to match one, two, three up with six and it's like, okay, so do we spend two months on one and two months on two and two months on three and their brain is going to start swirling around that wondering like, okay, but how does this go?

Really? Yeah.

And the bottom bit just kind of feels it distracts from the rest. So I would just take it off.

Okay.

Okay. Yeah. Okay. So here, here are my thoughts on this and I, this is my perspective on it. I don't want you positioning yourself as discounting yourself.

Right.

If other coaches charge £7,900 or euros, why aren't you charging €7,900? Right. You know, you offer an incredible service. And so why, like, we don't want to sow the seed of, of. Well, why are you giving a discount maybe? Are you not that good? Yeah, it's. What are your, what are your feelings on this?

Yeah, I think people that are. I think it's attracting the wrong clients.

Yeah.

Now that I've been using this for a little while because I think that the client I was attracting, they want to pay. And so even though I set this up, they realized I'm a cheaper version, but for them it's still, yeah, quite a bit of money. And so, yeah, I think that this is my price and I just need to own it. So, yeah, I, that's also why I want to show you. I kind of wanted permission so that I felt brave to remove this because I know that people may feel like, oh, I'm getting a good deal. Yeah. But at the same time, I feel like it's not bringing in the right clients that I wanted to bring in. Yeah.

And you know what? Like the people who are going to sign up with you, like, they're going to sign up with you and the people who don't have money to sign up with you, there's. They're never going to sign up with you. Like, this isn't going to make that difference. This is really helpful if you're doing a group program. If you're trying to build up the value of being in a big group or you're selling a digital thing, you know, where people are going to do their own thing. It's like, oh, well, you're getting this, that my, my one on one clients usually pay this for blah, blah, and you're getting it for this amount for one on one work. Let's not discount you at all. Like you, you offer really high quality coaching, have a ton of experience. Like you charge what you charge. So here's what I suggest here is I think we take all money off of this slide and you just focus in on what is involved in the program on this slide. Because what's going to happen is their eyes are going to start going to the money and then they're going to start doing the math and they're not going to pay attention to the bits. Yeah, right. And then on the next slide, then we do, and here's the investment. You have two options. You can pay in full or you can pay monthly. And then you go silent or you say which one would work best for you and you let them pick.

Okay.

Okay. And I, again, I know I said this and we didn't really pause on it as we were going through, but the testimonials like have them broken up. So there's a slide in between. You don't actually need to pause. You can say, here's another testimonial on a case study. If it's super relevant to them, then I would pause on it and say, oh, you know, this is Eileen, she did this and blah, blah, blah. And it's super, you know, similar to your situation. Otherwise it's just kind of there. And especially if, if you need to book a yes no call, if they need to think about it, then what I would do is I would send them the slides and then can go through and read the testimonials later. But if they don't need to think about like, you don't need to make it super long with like. And here's another one. You don't need to make it a webinar within a sales call.

Got it. I mean, that's how I've been doing already is I only were showing these two things and then when they say they think need to think about it, then I send this as a follow up. Yeah. So. Okay. Okay. So then split these up and then break it up and make it more like case studies. And then.

Yeah, I mean, are you, you're not sharing this with anyone who's not on a sales call with you, right? No, I would honestly just have the link to, to sign up.

Okay.

You know, because especially if they're, if they're doing yes, no call with you, it's not going to hurt. They're going to get it either way.

So if that's the case, should I put anything here? Because I've been trying to schedule a guest. No calls like, sometimes people have said no. They don't want to schedule a yes, no call, and then I don't really quite know what to do with them. I just assume usually that's because it's a no, so I just let it fall and go away. So should I be trying to still get those people? Because, yeah, I feel like, tell them to off.

Honestly, I mean, you can be nicer than that. But if someone comes into your store and asks for your time and they're not willing to give you a yes or a no, like, no, that's so rude. And so in that case, I was like, okay, cool. So let's just call it a no for now. In the future, if you'd like to work together, then you know where to reach me. But I like to make sure that we have a closed loop so there's no awkwardness of like, oh, no, I forgot to get. I forgot to tell you yes or no. It's also, you know, and forgive me, I don't know if you've gone through and watched holistic selling and the portion about the yes, no call, but it's getting clear on. Okay, cool. So you want to think about this. What specifically do you want to think about? You know, and it's like, oh, do you need to check with your partner? Do you look at finances? Do you need to, like, figure out your vacation calendar for the next few months? Okay, cool. And how many days will it take you to think about that? And if they say, oh, well, you know, today's Thursday, you touch base with my partner. Friday, like, tonight's not no. Good, I'm going to dinner tomorrow sucks. We're both in a bad mood. On Fridays, probably. Saturday morning, we say, okay, great, so let's book a yes, no call. So that way we can, you know, if it's yes, we can hit the ground running. If it's a no, you know, you can always come back on Monday. I have this time and this time available. Which works best for you. Right? Because that way, instead of it kind of bypasses the question if they even want to. Yes, no call. It just kind of gets them focused on those two options.

Mm.

And then you can also open the door of, you know, and if you have any more questions in that call, I'm happy to answer them. Okay, this picture. I'm so concerned for how much white they're wearing and how precariously that lady on the right is holding the cup.

Clearly, nothing is in it.

Nothing is in there.

I actually decided. I didn't really like that. And that. That's. I had Canva up because I was going to show you the. I have the PDF already. And that's why I just pulled it up in Canva, because I was. I was already, like, looking at some other pictures because I was thinking. I was like, I don't really like that. That looks a little too stocky. So. Yes. Okay. All right, good.

But the design is beautiful. Yeah, No, I just. Those, Those edits. And of course, like, you know, I'm still learning how to do this for myself. It's something that's so easy to give other people edits on, and it's so hard to do for yourself. So, you know.

Yeah.

Great job with this. Seriously.

Yeah, that's the thing is that I hate. I'm impatiently waiting for the day where more clients come just by word of mouth rather than to. Rather than me having to do so much marketing just because, I mean, I would love to spend more time on coaching because now, of course, it's more on marketing. Yeah.

Well, I mean, at some point you're gonna be making enough money that you can pay someone to handle ads and you can have ads going, and then sales calls just get booked with you and you take them two afternoons a week, you know, and you can have unlimited. You don't have to spend a ton on ads. You can just spend enough so you get enough sales calls so that you can get the right amount of clients.

Yeah.

And of course, you could have ads to lower ticket stuff that you don't necessarily need to do a sales call for. There are so, so many ways for you to avoid them. Marketing down the line, Seriously.

Yes, I know. And what's really scary is I have a master's degree in marketing and I used to work in marketing. It's just I could. But like you said, I could do it for other people and not for myself. And I mean, I've been out of it for a while, but I still know the, The. The gist of the game and I'm like, oh, God, when I vomit. So.

Yeah. Yeah. Well, and also, marketing for a brand or for a company is very different than marketing for a person. Right. So. And, you know, also, like, what they've taught in marketing programs. I mean, it's not like they've been able to be like, cool, here's how you do all of Google Ads, and here's how you do Instagram ads. It's all theory and a lot of, you know, best practices, but, you know, it doesn't really apply to the Nitty gritty of what we do today.

Yeah, exactly. And even then, I've been out of the. I. When I worked in marketing, I learned all that myself. And now I've been out of the game so long, I'm like, oh, God, I don't know how to do it. Any of that. So. Right, question.

Where did you go to school? I can't remember.

So, undergrad, I went in the US I went to Winthrop. It's a small liberal arts outside of Charlotte, North Carolina. And then I did my master's in France, went to Schema Business School.

Okay. Something to think about is the alumni groups.

Yeah.

Reaching out and offering to do a workshop or something for them.

Yeah. So I already do, and I'm already on their roster and I already get paid for that, so.

Okay, good. Okay, good.

Yeah. Awesome.

All right. What else do you want to cover today?

Yeah, I wanted to ask kind of about next steps in terms of. So I'll go back to. And just say it's about the money for savings and that we have a plan for me to stick money aside for. We need some kind of definition, but it doesn't need to be a hard definition. And then is there anything else that I should do as part of that homework?

Well, I want you to make sure he takes the test, you know, so we know who he is, like, what archetypes he is so you know how to communicate with him better in a way that doesn't activate you and that, you know, you can ask for what you need in a way that, like, doesn't make him feel like he has to figure out all these bits. And then. Yeah, you know, I really want you to continue with the work around build, like, reconciling that relationship with money. You know, the little moments throughout the day, you know, what the practice you're building.

Yep.

And, you know, it can be different every single day. It could be today. I'm writing a gratitude list for all of the things money has gotten me or all the times money has shown up when I needed it. Could be a list of, like, here are the ways I want to feel safe and comfortable just asking for money when I want it. Right. Like, really think about it as a relationship. Like, imagine this is your partner in your throuple, you know, and maybe, like, the sex has not been good. Like, you haven't had sex with this person a really long time. Like, part of that is going to be figuring out how, like, what you want from it, what you want out of it, and how to ask for it in A way that doesn't make you feel like, you know, this is really scary.

Yeah.

Did you do the work around identifying, what was it, like the three to five instances? And did you do the follow up work for that?

What was the follow up work on that?

Did we cover that or was that another client? So the follow up work on that is identifying how you would do it in your strength.

What do you mean doing it in my strength?

Because so, so like an instance of how money shows up and how your reacts to it and you know, you're out. Alchemist. Right?

Yeah.

And kind of reframing, I think we started on this.

This I think we already did because then I looked at like. Yeah. How my. I looked at how I would react on like each. Right, like each part. Yeah. Each archetype.

Yeah. Yeah. I would start there and then. Are you open to some reading suggestions?

Yeah, yeah. I'm a reading addict, so I'm all about it.

Okay, so pick your poison Soul of Money by Lynn Twist.

Okay. I'm just googling them so that I can have them up. Yeah.

And then the Psychology of Money.

What do you like you're giving me two.

So just I, I would honestly start with Psychology of Money.

Okay. Yeah, that's what I needed. Just give me one to start with.

Yeah, it's. It just kind of gives you some context to start separating from the way you think about money and kind of see how other people have dealt with it in the past.

Is this something I'm going to want on my bookshelf or is this just a good foundation, one I don't need to refer back to and I should just listen to it as an audiobook?

I listened to the Psychology of Money and it was really helpful that way. It's a, it's a good listen. I will. The Soul of Money. You will fall asleep if you listen to it.

Okay. So it is boring. So I'll need to take notes and.

Yeah, I mean it's not taking notes, it's just she has a very drowsy voice.

Okay.

Yeah. But I like, she has alchemists written all over her. And Nurturer. And I think, I think the way she's kind of evolved her relationship with money so that she can attract more is going to be very aligned to you.

Okay.

And then. Yeah, start there. But if you, if you only do one, I would start with this one.

Cool, cool.

Anything else you need?

No, I think that's good. I'll. I'll start there first.

Okay, cool. And just want to make sure I know I haven't touched base with you on this. Have you gotten access? Have you. Can you access the advanced videos?

I didn't check in several days, so let me just pull it up again. Last time I checked, I didn't have it yet. Heartbeat is loading. Yes, it's here.

Okay. Beautiful. And there's more videos coming. It's just, you know, it takes forever to edit and get it uploaded, so.

Perfect. But then I can start with those. Nice.

All right, well, if you don't need anything else, then. Should we wrap for the day?

Yep, sounds good. Sounds perfect.

Awesome. All right, we'll have. I hope everything goes well with your family. And again, the offer still open if you need any advice on the, you know, end of life stuff.

Okay. Yeah. Actually, can you go ahead and put us in touch? I would just. I think it's nice just to. Yeah, double check.

Do you have an American number?

I do not, but if they have FaceTime or WhatsApp, I can do that.

Okay, I'll. I'll just put you in. In touch via email.

Yep. Perfect. Here.

Okay, cool. Awesome.

Okay.

I'll see you next week. Or I'll see you on Friday. Okay.

Yeah. See you. Bye.