BYOB Beginner - 15th October

Hello, Good morning. Good morning. Happy Wednesday.

Happy Wednesday to you.

What are we celebrating today?

What was your question?

What are you celebrating today?

What am I celebrating? I went and saw Elizabeth Gilbert last night. You know, she's on her book tour, or maybe you don't know, but she's on her book tour and she's. There was no walking up to her and handing her my email. She's very safely ensconced with security on stage. She's not interested in. She's. She's. But, you know, it's very fun listening. Like, there aren't a ton of celebrities, so I'm like, I want to be friends with them, but she's pretty high on my list. And she just has this very inspirational, vulnerable, candid. She's self deprecating, but there's no, there's no pain in it. It's like you just feel like she's. She's not being mean to herself, like she's just being funny, which is a giant difference from, you know, usually not a fan of that because you still feel people's pain.

Yeah, yeah.

And, you know, she just tells. I've already read the book, but, you know, she told it sort of in a different. In a different voice and a different story. And she talks a lot about her addiction, which is fascinating, and the, you know, the manifestation of that as her trauma. And she doesn't even. She doesn't talk much ever about her childhood, just, you know, kind of the impacts of it. And so, yeah, yeah, it was good. So I'm celebrating feeling inspired by good memoir.

Yeah, that's. That's massive.

Yeah. Yeah.

Congratulations. Today would be a great day to reach out to her again, though, to follow up.

Oh, that's a good idea. Yeah.

Like, hey, I left. I was at the thing last night and I left feeling so inspired. And then I know you probably get a ton of emails. I had reached out a while ago asking X, Y and Z. Is that something you'd be open to? You know, either way, thank you so much for being you. And here's. Here's what I took away from last night.

Yeah, I love that. Yeah.

Yeah.

Okay. Would you forward, like, the other email or just start fresh?

I would start fresh.

Okay.

Yeah. Okay. Yeah. And just say like the subject line, thanks for last night.

I like that. A little provocative. Yeah.

Yeah. Like, oh, what happened? Did I forget something? Oh, my gosh. You know, she.

She talks in the book that she's. Because she's a love and sex addict, that she's been celibate for five years. So I think she's probably pretty clear. Yeah, I don't think that's a requirement of treatment, but it's just what's felt right to her.

Right, Right. Yeah.

Yeah. But it would be funny.

Yeah, totally. Well, and also, like, it doesn't have to be something, like, romantic. It could be like, thanks last night. And, like, did she do something nice that she forgot that she did? You know?

Yeah. You know? Yeah.

Yeah. Awesome. Hi, Tia.

Good morning.

Happy Wednesday. What are you celebrating today?

I don't know. Then I'm working a wedding this weekend, so.

Oh, awesome. Yeah. Is it one of your weddings that you're organizing or are you helping with someone else?

It's my one and only customer.

Amazing. Yes.

Oh, I guess I have another thing I'm celebrating. So my friend reached out to me to work another conference.

Oh, fabulous.

So that would be another thing. Yeah.

Yeah. Awesome. When is the conference?

That I have no idea. She just kind of reached out if I had any interest in helping or availability, I was like, I could use the money. Yes, I will make it work.

Totally. Yeah. Fabulous. Cool. Well, I don't have any particular trainings that I wanted to do today. What can I help you guys with? What questions do you have? What do you want to achieve in the final, what, two and a half months of this year? Crazy.

Things I would like to achieve would be get another customer.

Yeah.

Huh. Okay, so get one more customer.

Say the same. I would love, you know, one or two more clients. I just have completed with two clients in the past couple weeks and would love to get some new ones.

Awesome. Cool. So let's talk through what that takes. So to get clients, what do we have to do?

More promotion.

Right. But let's. Let's reverse engineer it. So to get a client, you typically have to do a sales call. Oh, yeah, Right. And then to get sales calls, you have to do promotion. Right. And then to do promotion, like. Yeah, yeah. Content. We need events to go to, networking. And so I always like to reverse engineer from how many clients I want to how many sales calls I need to get those clients to what kind of promotion I need to do to get those sales calls booked. Right. And then we reverse engineer it back into the action. So let's say. Let's say we go. Go big. Like, instead of just going for one client by the end of the year, let's go for three, let's go for five. Right? Because, I mean, best case scenario, you get five clients. Worst case scenario, you get one. Either way, like, I'm happy for you. I imagine you'll be happy for you. Right. So typically when you do a sales call, how, how many are a yes and how many are a no?

Sorry, personally or on average?

On average, we're looking at your yes, no. So for instance, for every gosh, four sales calls I do, I usually get one. One client, maybe two, depending on what time of year it is. And that's really healthy. We want that. That means you're charging well enough. It means you're talking to the right people. You should not get 100% yeses.

I would say last year I was probably one of eight yeses. I might be up to two of six or two. Like a little bit more.

Yeah. Okay, cool. So so basically for every one client you get, you need three sales calls.

Let's say four sales calls. Just.

Okay, great. Okay, cool. So if you were to say go for five clients, you would need 20 sales calls.

I think I've ever had 20 sales calls. Like, not in a year do I have 20 sales calls.

Yeah, but, but just to model.

But that is how the numbers add up.

Yes, exactly. Yeah, yeah. And it's okay if you don't know. It's. It's something that you want to make sure that you have, that you're tracking over time. It's okay if you don't know it right now.

Mine was at 100%, I guess, because.

Okay, cool.

I only had one follow through with the sales call and she was immediately like, yes, let's work together.

Okay, awesome. Great. Yeah, so that might be a sign. Well, I mean, your early days. Yeah. And if people to follow through with those sales calls.

Because before when I was at that expo, I had people sign up for them, but then I guess I let the calendar sit like too long and then they canceled their.

Yeah. All right, well. And that happens, that happens at events like. Yeah. Okay, so keep an eye on it because if you as you're getting more sales calls, if you're getting like 100% yeses, that means you're undercharging. Right. Not everyone should say yes to working with you. And so we just want to make sure that we're, we're pricing accordingly. Okay, amazing. Okay, so let's brainstorm some ways that you can get sales calls on your calendar. What are some ways to come to mind for you?

I mean, certainly the. One of the reasons that I am doing Raise and Shine once a month is to try to get some sales calls. So far, I don't know that I've Ever had a person sign up from LinkedIn, but I have had people forward from my email list forward it. So there. Occasionally people show up who I didn't know before. But I mean, it's not a hard pitch at all. But anyway, I don't, I don't think this year that I've gotten clients from that, but I am doing it and I have it on Friday and it's. And I have another one scheduled for November and December, so that's two more possible places.

So I'm curious. So in. And I've only been to one, so forgive me, I don't remember you doing this necessarily when I was in that one. When you have people asking questions, are you alluding to the fact that you can have a conversation with them offline?

Probably not as much as I could be. Okay.

Yeah. Because with lazy webinars like, like Raisin Shine and Brave Biz Labs, you'll notice me do this where if someone is not a member of BYOB or one on one client, if they ask a question, I'll say, okay, this is a massive thing that you're asking. This is typically something I train in BYOB or with my one on one clients. Here's the high level answer. But if this is something that you really need to figure out, let's connect after this and see if, you know, one of those programs might work for you. Or I can put you in the direction of a resource that'll work for you. Right. Because that way, you know, it just, it plants the seed of having a conversation with you. And also, people may not know that you're accepting clients. Right. If you're just, if you're just answering questions and not telling them, you know, I do have a couple spots open to work with me. They have no idea. Yeah, right.

Yes. Yeah, I'm looking. And I have had 13 sales calls this year and then I got four. Four clients from those, so.

Okay, great. Yeah, so that's about. Yeah, that's about 30%. Yeah. Awesome.

And two, I mean, and three of them are not yet. Three of them I would say are still actively considering.

Yeah, right.

3 I probably should mark as no at this point in time. Although they haven't circled back with an actual no.

Right, right. Yeah.

Which I just want to say, I mean, I still have three open conversations.

Totally. Yeah. And that'll happen with, with the type of clients that you work with because it takes longer for them to decide. Yeah, totally.

Yeah.

Something you may want to do towards the end of the year is reach out to Them and say, hey, I'm filling up spots for 2026 already. Yeah, I know we talked previously this year about doing this. If this is something that you seriously want to consider for next year, let's get some time on the calendar before the holidays hit so that you can lock in a spot. If this is something you want to commit to.

It's great. Yeah.

You know, Tia, that's also something. If you have anyone who has talked to you about conferences or more business stuff, like business event kind of things, reach out to them now. If there are any potential clients that you could do for holiday parties. If you're going to. If you think that you might want to do some of that stuff, reach out to them now and say, hey, listen, I'm filling up for holiday party planning right now. If you have a holiday party that you want some help with this year, then let's book a call. Here's a link to grab some time and let's see if I can help. Okay. Right. And that's really something you want to get done by the end of this week, next week. Right. Just get that in. Because, like, they typically. People tend to forget about it until it's kind of last minute. And it's sometimes something that they just throw in their assistant. So I had a dear friend of mine when I lived in San Francisco, he and his wife had a, like, traveling bartending company. And in September, on October, they would just hit their list really hard of past clients and anyone who had inquired before getting booked out for holiday parties.

So.

Yeah, I do.

I have one question about. It was a woman who attended Raisin Shine last month. She's a development director for a local organization. And oh, my God, I've spent so much money and, well, time, money pitching to this organization, like to their board. And that didn't happen. But she's. She's new. Ish. And she. She showed up and she didn't approach me as a potential client, but I know that I could really help her.

Yeah.

So I'm just wondering if there's some sort of, you know, without like going out in some way that feels overly aggressive or weird just to get a conversation scheduled with her.

Yeah, I mean, there are. Yeah. So there are a few things. So. And I don't know. I don't know what the relationship's like. So I'm just going to throw out a few different things and we can get creative and blend them. Or you may have a reaction to all of them. Be like, not that, but maybe this. So one Thing you could do is just reach out and say, hey, I was thinking about you the other day. I would know Raisin Shine is coming up. And I was thinking about you as I was planning for it, because I remember this conversation we had, and I was curious, how's it going? You know, refer back to that conversation. You know, you could also be a little more direct. You could say, hey, listen, I, you know, was thinking about you the other day. I was so excited to see you come to raise and Shine because I've actually spoken with your organization several times about helping them with fundraising. I'm opening up my books for 2026 right now. Is that something that you guys are looking for? Are you guys going to be looking for some help with your fundraising in the new year? You could also, if. Sorry.

Well, with executive directors, they're sort of allowed at least secretly to say, like, I have this whole other job that I'm really good at. But I'm like, the fundraising is hard for development directors. It's a little more shameful for them to say they need help, because literally that's their whole job.

But you make it less about them and more about the organization.

Okay.

If you're going to do it that way, you could also offer, if you have, like, a tool or a resource that you think would help them, that would help them in conjunction with what you do with clients. You know, say you have, like, a. Like a CRM that you recommend, or, I don't know, like, there's a new process that you find really helpful. You might share just, like, a brief overview and say, hey, I was thinking about your organization, and I don't know if you guys currently have any plans for doing something like this, but I've seen this work really well with my other clients who are doing X, Y and Z. And so just wanted to share this with you. And if you're at all curious about implementing something like this, this is what I'm working on with a lot of my clients right now.

You know, a lot of tools.

Yeah.

Probably something that should go on my project list is creating some, you know, YouTube videos or, you know, more PDFs.

Yes, yes. And also, be careful of your teacher energy. Right. Because what we don't want to have happen is people watch your YouTube video or read your PDF and, like, awesome. Now I don't need Margaret's help. I have this all figured out. But they don't really have it all figured out. They just have enough. Enough knowledge that makes them dangerous.

Yeah.

Right. And so when you Create something like that. You want to talk high level about it. You don't want to tell them how to do it. Right. So, you know, it could be like, like a Christmas campaign, like 12 Days of Giving. You know, you may talk about like the trigger points that you want to, you want to press for your donors. If you do a 12 days of giving kind of thing, you might want to talk about the psychology of it. You might want to talk about some of the mistakes that people make that cost them donations.

I do have that tool.

Yeah.

The five ways we leave money on the table.

Yep. But you want to make it specific to the specific campaign that people might be doing. Right. And, and you can reuse it. Those, those five mistakes. You can reapply it to everything. Right. New Year's, giving, Valentine's Day, giving Martin Luther King Day, which I think is before Valentine's Day, you know, whatever, whatever thing you are going to do, like just reapply. Right. But we want to make sure that we're talking about it kind of like amorphously and not actionably. Right. And we want to remember, like every time you do a video about this or a PDF, you want to constantly say, you know, if you see yourself, if, if I'm saying this and you feel a little triggered or you realize that you guys have been making this mistake, don't have any shame around this. And like, the reason I'm saying this is because it's such a common mistake. Right. And if you want to learn how to do this differently so it actually works, book a call with me. We want to constantly sell the next step. Okay.

Yeah.

So, yeah. So you. There are a lot of different ways. Do any of those feel like the right way to handle this?

I feel like I've had a lot of, like, I've written some about it, but like the psychology of giving right now. And I actually had a conversation with somebody who's actually a close friend now, but who I met in the capacity of. She and her husband are very, very big donors.

Yeah.

And you know, she just really, like, gave it some more texture, first of all, confirmed that I'm onto something. And second of all, gave it a lot more texture and I would need to, you know, get her permission, even though I obviously wouldn't share her name. But, but there's something for me to, to write there into a tool for year end.

Yeah. Yeah. So like, but year end, but for this specific outreach to this person, I wouldn't have it be a big thing that you're going to rewrite I would say, like, here's one tool that I really like, and here's why. And I was thinking it might be helpful to you.

Yeah.

Okay.

Well, if I'm going to create the tool, then I probably will try to repurpose it. But, yes, I hear what you're saying. I don't know that 100%.

100%. But what I'm saying is don't give yourself this massive project to create something to then be able to reach out to her.

Right. No, I see. I. I would create the tool because it will help me as a fourth strategy to try to get more calls.

Absolutely.

But I. With her, it. Honestly, it feels like just. Just a more direct conversation is enough. I don't think I have to jump through any hoops. Particularly, I think she's a straight shooter, and I could. I could have that conversation with her.

Awesome. Okay, cool. Great.

I have an idea, Tia, that I wanted to share too. So, I mean, my. My younger son, who's 28, and he and his girlfriend, like, have they been to 15 weddings this summer, but there's just something about these. This age or like, these people who kind of where everybody they know is. Is getting married that seems like such a great possible referral source. You know, like these kind of centers of influence. Right. Like, Jenny, his girlfriend, is probably in 10 out of those 12 weddings. But there's, like, this period of time where it seems like people go through these giant, like, everyone around them is getting married. And I. I just wonder how to, like. Happy to introduce you to them, honestly, if you want. But, like, if there might be some sort of kind of networking that's with people who have 12 weddings on their calendar, you know, or. Or know everybody they know is getting married and that, you know, that you. Because it seems like you have such a specific, like, you know, style and way of working with people to just sort of say, like, are. Are any of your friends, you know, looking for a wedding that feels this way or that way? Like, that's kind of my specialty. And it's a little amorphous.

No, I love it. And I want to name, like, if they already have the weddings on the calendar, the wedding's already planned. So, like, what's the step before then?

Yeah, right.

Like, what's the step? Like, how did your son make those friends? Where. Where did they hang out? What are the things that they do that connects them with these people? Right.

Yeah, that's a great question. But I mean, at some point, they, you know, they had two weddings planned and Then there's just something about that. The age.

Yeah.

And I also feel like, honestly, like the people who. I don't even know how to say it. I mean, I think there are people who, you know, none of their friends are ever going to get married because that's not who they hang out with.

But that's kind of my. My friend group. Yeah. Where they're like, we don't believe in marriage as a concept or we just don't.

Yeah.

Or don't, like, have that permanent partner that they want to get legally bonded to.

Yeah.

Yeah. But there are these other, like, groups of friends where it.

They.

I. It's like they feed off of each other. I have no idea. The cart or the horse or the chicken or the egg or whatever. But it seems like the more people who get married, then the more people who get married, you know, I don't know if they encourage each other or if they found each other as friends because they already shared these values and vision for their lives.

Yeah.

But I mean, it might, like, honestly, I don't, you know, are you. Are you a wedding attendee? You know, like, have you hit your. Because if, you know, 10 people are getting married, you're gonna.

Right, right.

It just might be a fun conversation to sort of start. And I have no idea. I don't know that I follow you on LinkedIn or if you are on social media particularly. But that might be a fun, engaging. Like who. Who knows people. And again, I'm. I will share it with my son's girlfriend and she's super chatty.

Yeah, yeah. But Margaret, I mean, that's such a great point. And Tia, you know, get. You might want to ask some of your past clients, like, what they do for activities, like, and what they did when they were single or when they were dating, because those locations and those, like, I don't know, groups, clubs, events might be a great place for you to show up. Yeah, right. Yeah.

I mean, they just went to a. I haven't seen the photos yet, and I'm sort of dying to, but it was a. It was in Orlando and it was themed after the movie Tangled. I was like, okay, I have no idea what that meant or what it looked like, but I'd say that because, you know, as, you know, like, people still have some really specific visions, you know, that they need some. Some good creative support to make happen.

Totally.

Yeah. Do. Do. Are you available to work in locations? I think you are in Chicago.

In Chicago, yeah.

Yeah.

I'm willing to travel for stuff, but I also don't have that, like, experience yet.

Right.

Yeah.

But I've done it for conferences, so I'm like, if I can do the research for a conference and plan it out of town, then I can plan.

A wedding out of town too.

Right, right. Well, I think you want to make sure that you're charging a lot more.

Yes, yes.

Yeah. Okay.

Yeah. Travel fees, all that.

Yeah, yeah. But also, like, factor in, you know, now that you have a day job, like, how many days of travel are you gonna have to do?

Yeah.

You know, and charge for that. Plus hotel, plus flight, plus automobile, plus, plus, plus, plus, plus. Right. Yeah. Awesome. Okay. Yeah.

Oh, one thing that I've been doing is I've been going to these speed dating events, and I've been. I've been trying to, like, recruit people to come to some other events that I've got going on, and I realized that I should just. Yeah. Try to find people who have friends who are, like, in longer term relationships who want to get married.

Yeah.

And reach out that way.

Yeah, yeah. Oh, sorry.

Oh, that's partially why people are going on speed dating events, because it's like, oh, I have these other friends who are getting married and I have no one. So I'm gonna show up to this and hope it works.

Right? Yeah. I mean, a lot of, like, just throwing some stuff out there. A lot of couples I know are going and playing pickleball together with other couples. You know, there are, I don't know, like, Sirlo Taub does a bunch of cooking classes. That's usually a good date night. I don't know if you have an Italy in Chicago. I think you do.

I do. Yeah.

Yeah, they have a lot of cooking classes also. I took my dad and we were like, the only, like, father, daughter, along with a bunch of. A bunch of dates. Yeah. What else? I mean, just think of the things that people do on date nights for, like, when they're already in a relationship. Right. But yeah, it's. It's for something like this. Like, we really do want to build up your social media following for that. Yeah. Right. So which, to the point, just want to share. You know, there's like, we don't have to be complicated with our social media. Right. I've been doing a lot of research on different ways we can do B roll, so. And if you don't know what B roll is, B roll is basically, like, just footage of you, like, typing on your computer or putting clothes away or washing dishes or whatever. And honestly, like, you can get B roll, like, just Do B roll of you walking down the street. You could bring a little tripod and get B roll of you picking up flowers at Trader Joe's. You know, you could get B roll of you making a sandwich, you know, of you drinking coffee or writing in your journal or on Pinterest, whatever. And honestly, like, you could pick out, like, four different outfits and just do a whole series of B roll in one go, right? You can, you know, get a day pass to a co working spot. Spot, you know, if you don't want to clean your apartment or if, you know, like, you want something that looks a little more polished, you know. That's my favorite, actually. I keep bugging my sister because she lives in this apartment building that has a really cool co working space. Like, can I please come and just do stuff there? You know, and then, like, you just have a caption over it with some trending music and say, you know, if you just got engaged and you're. And planning the wedding feels overwhelming. Read the caption for how it can help. Right, Okay, so back to kind of reverse engineering. So. So if you want a certain amount of clients, we have to reverse engineer it to how many sales calls you need, and then we have to reverse engineer it to what's the thing that's going to get people on a sales call, right? So it could be, you know, there will be always the Katie McManuses out there in the world who will see something online and be, like, done, sold, and they will hop on a call with you, and you just have to not fuck up the call. All right? But that's not everyone, right? And I don't know if I've. I've talked about the pool party metaphor of how we need to create our content and how we need to, like, build our client attraction strategy. So there are only three types of people that ever go to a pool party, right? They're the Katie McManuses who show up and they have their bathing suit on under their clothes. Like, they come in, they might grab a quick beverage, but they're saying hi to everyone as they're, like, taking off their. Their bathing suit cover and jumping in the pool, right? They're in the pool, they're swimming, they're coming out and grabbing food, and they're jumping back in, right? I love a pool. Like, I want to be in the pool the whole time, right? Those are the people who will see your stuff online and immediately just hop on a sales call. They're fearless. They're just, like, ready to go. They've already bought from you in their head before they get on the call with you. Right? Now the other. There's another type of person who shows up, they did not bring a bathing suit. They will never bring a bathing suit. Right? They don't want to go in the pool. They will show up, they will hang out with people. They probably brought some food and some drinks. They're going to have the snacks, they're going to talk to people, and then they might come over at some point and stick their feet in the pool, but they're never going to get in the pool. Now these are the people who are going to be super supportive of all of your posts. These are the people who are going to show up to webinars that you do. They're going to watch all your lives, but they're never going to buy from you. But we love them because they're butts and seats. Right? Their engagement helps our stuff get out to more people, Right. And they tend to be friends with people who are more action oriented. Right. The third type of person is who we want to build our wholesale structure around. These are the people who show up and they brought a bag that has their bathing suit in it, right? They're gonna show up, they're gonna wave to the Katies in the pool, hey guys, how you doing? They're gonna go and grab something to eat, they're gonna grab a drink and at some point when they feel ready, they're gonna go and change into their bathing suit. But they're not gonna jump into the deep end. They're gonna get in on the stairs and they're gonna get their feet wet. Yeah, they're gonna get their feet wet and then they'll get on the edge.

Of the pool with my toes on the first step.

And their whole thing is I gotta ease myself in or it's too jarring. Little.

Me.

Yeah, exactly. Now these people, they will see your content online and they will like it. They probably won't engage too heavily because they don't want to signal that it's them, right? They want to be a little bit anonymous, right? Because they're afraid you're going to like pinpoint them and be like, you, you want to buy? And they're like, no, not yet. I don't want to. They don't like the high pressure. These are the people who typically need to have an experience of you before they jump on a one on one sales call. Right? So this could be a webinar, it could be a mastermind, it could be some kind of workshop, right. They need to feel like they have some distance between you, but they want to be able to absorb you, observe you. Right. So as we're thinking through different ways that we can attract our ideal clients, we want to figure out what's going to make those people feel safe, what's going to give them an in, you know, so Tia, like you may want to do like a video training of how to pick the right florist, you know, of, you know, picking a venue. You might, you could do like a workshop one Saturday where it's two hours virtual and you basically walk through. Like here are the seven parts of your wedding day that you have to think through, Right? And you could almost have it be like every other month you do a self planning course, right. A lot of the people who come to stuff like that will realize that's going to be a lot of work. And some of them will be like, this is too much work. This is getting stressful. I don't want to have to handle all of this. Right. And at that point, you're right in front of them, right? And this is what you do for a living. You, you handle this stuff for them. You know, Margaret, you could, I mean, I know you're doing Raise and Shine, but if you want to do a workshop on goal setting for 2026, you know, or the final push for fundraising in 2025, you could. Absolutely.

And then do you record that and let people.

You can, you can. What I, what I notice, what I tend to notice both with myself when I started doing this and with my clients, is when you're doing a workshop or, or, or a training or a webinar for the first time, if you also put the pressure on it to have it be like a recording that's good enough to then use as a standalone thing, you, you get so nervous that you kind of self sabotage, right? So what I always recommend is do the webinar once live, right? Anyone who can't make it, there's no recording. So you do an encore a couple weeks later. If you miss that time, you can come this time, right? Because then you got people actually there and present with you, right? And do it a couple times and iterate. So like that way, you know, if it works to get clients, then, you know, oh my God, this is the perfect webinar, right? And that kind of becomes your standalone thing if it brings people in, but it doesn't get any clients. Okay, cool. It needs to be iterated, right? And you don't want to use it as something that you're going to put out there. Right.

You charge for a workshop like that.

You can, you can also do it for free. You know, it depends on what the goal is. Right. For like and it also depends on like how big your following is, how many people you have on your email list. You know, if you have 10,000 people on your email list, then I say charge for it, right? Yeah, exactly. But if this is going to be something that's going to build your email list, then have it be free for right now.

I had an idea from a previous session which was that you suggested kind of doing a support group for fundraisers, which I don't know that it would get. It may or may not get me new clients, but it's a. Just a separate source of income.

Absolutely. Yep.

I feel like people will pay, I don't know, maybe a few hundred dollars for like once a month or once every other week for some period of time.

Yeah, yeah. I mean you could, you could do like six sprints in a year.

Six sprints?

Yeah. So like you could do a January sprint. It's 30 day, like 31 days. Oh, and have it be a competition, You know, different, different non profits may have different goals. So I mean you don't necessarily want to set it to like the amount of money but you could say whoever gets the most amount of donations that's over a thousand dollars wins and give them a prize. Or you could donate 25% of what they, what everyone paid to their organization.

And then maybe it's like a daily 15 minute. Yeah, just encouragement or something to try today.

I mean you could do a weekly strategy call that's for the group. You could have a couple like smile and dial sessions. You know that basically everyone logs into a zoom and spends three hours calling through their list and setting up appointments.

Dialing for dollars, co working time.

Yeah, exactly.

And then how much do you charge for something like that?

I mean, it depends. Yeah, I mean. This is something that I want to do for political candidates. They have no money and they're having to raise their own money and all the things. So I, I would personally charge $200 for that for something like this. Especially if it's a non profit that has a donor base already. What I, I would charge between 500 and $1,000, you know, and you could say like everyone gets a half hour, one on one session with me to, to work on, you know, their, their pitch. Because if they, if they get like two $500 donations out of this, that it's paid off. Right. If they get more. Oh, my God. And then they could get a piece of the pie. Say you get 10 people who all paid $500. Right. That's $5,000 in total. You know, 25% of that. Or for ease of math, you could do 20%. That's $1,000 extra that they get donated to their organization. Right. And then that's what you get to say. You get to go and say, you know, we did this Sprint, and this organization won, and I donated from. From the program. I donated $1,000 to this. Right. And then you spend the next 30 days promoting the next Sprint.

I could do something like that. January is hard because everybody, including donors, sort of sick of fundraising. So it's, like, not the perfect time.

I was just using it as an example, but, like, you could absolutely use it as your promotion month.

Yeah.

You know, and then for anyone who really struggled through the Sprint, you know, towards the end, you can say, you know, if you're struggling, don't feel bad. Like, this happens. People go through slumps. Their strategy needs reworking. Maybe, like, the market or what, you know, the environment has changed, and it might mean that you need a new strategy or you need to kind of freshen up your skills. And if you feel like this is the time to do it, then book a call with me. Let's. Let's talk about how it can support you and your organization going forward. Right.

Yeah.

It's also something that you could say, like, say you sign someone for this Sprint in, let's say, February. You could say, amazing. So I find this goes a lot better when it's friendly competition. So, like, who are the three to five friends that you'd want to invite in to have them and their organizations do this as well?

Maybe it's a hundred dollars off if you bring a friend.

Yeah.

Mm.

Or because, you know, it's $100 or $50 off for the friend, and they get $50. Like a $50 referral. You know, who knows? You could get, you know, someone, say, like, the fundraising group at the Whitney Museum, and they may have all of their fundraisers join it. You could have, like, a group package, right?

Yeah. Yeah. Like that.

Yeah. And then you do want to have some kind of daily check in. I don't think it's a call. I. I think you can automate some emails that go out in the morning where you say, respond back to this email with what your goal is, how many calls you want to make, and how much money you want to bring in. And then you have an evening email that goes out that asks people, okay, cool, what was the result? Even, even if they didn't get to making any of the phone calls, they respond. Right. And that can also be a stipulation of, of winning is they have to have responded to at least, I don't know, like 80% of those email. Right? Yeah. Because, you know, I mean, like, and I think this is something that people like would be willing to pay out of their own pocket for, you know, and then who knows, like the organization could reimburse them if they raise enough money. Right? Yeah, yeah.

Lots of good ideas here. M.

The key is just pick something and don't worry about being perfect.

Yeah.

Pick posting every single day for like just create a webinar about something and start inviting people to it. Right. It doesn't have to be perfect. Right. But if you don't, if, if you wait for it to be perfect, it's never going to happen.

What are the, I don't know, the pros and cons of kind of calling something a workshop and, and doing like more of a pop up training? I know you do pop up trainings sometimes.

I mean, the terms are all interchangeable.

Okay.

Yeah, I like pop up trainings just because I'm lazy about promoting stuff.

So. That sounds good.

Yeah. Yeah. I mean, and also it just feels a little more last minute, a little more thrown together. You know, a webinar generally, like, I don't know, I, for me, I make up that a webinar has to be promoted for a few weeks. You know, our workshop is, you know, something you promote for a few weeks. You can do a pop up training also. Yeah, Yeah. So back to reverse engineering. So say you want to go for five clients. That means you need 20 sales calls, right. And to get 20 sales calls, let's say you do a webinar, right? Webinars, typically On a webinar, 50%, an average of 50% of the people who register will show up. Right. And then typically if you've done it well, between 5 and 10% of people will sign up for a sales call. So if you need 20 people to book a sales call from one singular webinar, then that means you need 200 people to show up to that one webinar. This is why you can do multiple webinars. Right. Because you may have 10 people who show up and that's fine. Right. But so if you need 200 people to that one webinar, then you need 400 people to register. Right. And then to get 400 people to register, how many times do you need to post for it? Where do you need to post? How are you promoting it? Right. There are a lot of places we can promote stuff like this. Eventbrite is amazing. You can do. You can absolutely list things for free on Eventbrite. You can promote it on Instagram, on TikTok, on LinkedIn. Wherever you are showing up, you can blast it to your email list. You can blast it to your email list and ask the people that you're sending it to to forward it on to three people. If you're friends with anyone who is who also serves a similar community, you could ask them to promote it as well. Right. There's so many ways to do this. The key is we don't want to get perfectionist about it. Right. Because that's when we stop working. That's when we're like, oh, it's too much, it's too much. I'm getting overwhelmed. Right. In the very beginning, when you host a webinar, for the first few times, no one's going to show up. That's normal. Right. But you're never going to get to the point where people actually start showing up until you do those first few. Because those first few actually trains people. Oh, they do webinars. Cool. Okay, we have about nine minutes left. Any other questions on this? Okay, cool. What other questions do we have today?

It.

Nothing.

No, I mean, I'm still, you know, a little obsessed with trying to get going on sub stack. So I'm always curious about how it's. How it's going for you to say thank you for your support.

Yeah.

I think I have 12 subscribers now and I've been trying to do some more notes and posting once a week. And now my whole feed is filled with. Because I've commented on a couple. It seems like people are like, hey, if you have fewer than 500 subscribers, like, I want to read your stuff. And now I'm like, oh my God, is that a skill scam?

Like, I respond, yeah, so that's pod behavior and we want to stay away from it because it's just. It's just going to get you in front of more people who are desperate for followers.

But now it's like my whole feed and I don't know how to undo that. Yeah.

So what you're going to do is you're going to like start engaging on the things that aren't that.

Yeah, that's what I've tried to.

Right. And you can also unfollow those people if they're posting that stuff.

Right. I think I've followed a ton of people, but yeah, I feel like you can also go to the topics.

Absolutely.

Comment on something food related or comment on something news related. That that is helpful. I wish LinkedIn had that actually. I love that about Substack. So.

Yeah. And honestly, like substack, what I'm finding is notes are the thing that is going to grow your following natively.

Yeah.

That is the only way people discover you really on Substack for your articles and for things that you post that are longer form that stuff. You know, you can grow simply from that, but you have to promote it other places.

Yeah. Yeah. I mean I've been, I've had very little engagement on my notes so far. But I understand. I just gotta stick with it here.

Yeah.

A little bit.

And don't forget like you can do a note about Raisin Shine. Oh, oh, oh. You can just say, hey, if you're a fundraiser and you want. You have questions about how to raise more money for your nonprofit, then come to Raise and Shine. It's my free, my free group coaching call that I do for fundraisers once a month. You know, keep it short, sweet, to the point.

And then does it matter if you put a link in the note? Does. Does.

I don't think so. I don't think so.

I don't think like that.

No, I haven't noticed that.

Okay.

It's obviously not something that's conversation worthy so it's not going to get as much attention. Right.

Yeah.

But I mean it's still. It's going to show up in front of more, more eyes than if you don't do it.

Yeah.

Right.

I could also do one, you know, like if you, what are, what topics would you like to. Yep.

With stuff like that you want to give options and then given other. Whenever we're doing short form like this because, because typically when with longer form, when you ask people like what topics do you want as they're reading your post, they'll get ideas. But with short form, like it has to be something that they can just pick really quickly.

Right.

Yeah. Okay, cool.

How's it going for you on Substack? Are you enjoying it or.

I love it. I love it.

What do you love about it?

I like that it's less guarded intellectually and personality wise like LinkedIn. I use it in a way that's pretty open about who I am. But what I'm not liking about LinkedIn right now is you get so quickly Shadow banned if you say anything political, you know, and that's like a big part of my personal brand is being open and vocal about my politics, and it's really frustrating to be penalized for that on LinkedIn.

So.

Yeah, I'm just really enjoying that part of Substack, and I also like the potential. It could be, you know, a revenue stream. Right. Yeah, Yeah. I also love the Live feature. I did a Live last Friday. It's. You can only do it on the mobile app, but I did a Live last Friday and I had a couple really engaged people who were asking really great questions. So. Yeah.

Okay.

Yeah, Yeah. I feel like. I feel like it's. It's one of those places that people are going to. To learn things, you know, and so the more you give, the more. The more you get, the more community you build.

So, yeah, I've been very loath to subscribe rather than following people because I don't want 7,000 emails. But I do think that I managed to load the app and then I think you can turn off emails to your email, but you have to get them somewhere.

Yeah, yeah.

Oh, I think.

And you can also. You can also set up, like, a rule in your inbox that anything from Substack goes someplace. Just a good idea. Yeah, yeah, yeah. So, yeah.

Okay.

Awesome. All right, if we have no other questions and let's do main takeaway.

Who?

Main takeaways. Who wants to go first?

I have six ideas here.

Yeah.

I don't know. I probably won't do all of them, but it's. There's no shortage of things I can be spending time on here to get some new clients.

Yeah. And I would say go with the one that has the most excitement in it for you.

Yeah.

Awesome. Tia, what about you?

I don't know. One thing that I was thinking of is, like, if you have different workshops and webinars and sessions and this and that one can just be, like a wedding venting session. Yeah.

Yeah. Oh, my God. How to deal with difficult relatives at your wedding.

Or I think divorced parents is, like, people a lot of sleep about.

Yep. You know, how to explain your small guest list to people who aren't invited. Yeah. Yeah. That's a great idea. I love that.

Like that, too. Awesome session.

Yeah. I don't know if you guys are at all into knitting, but for a long time there, there's a book called Stitching.

Yeah.

And. But it was just, like, literally just a model that people followed where you'd show up and knit and about your life. It's cute, but. Yeah, venting sessions anywhere where people feel seen and normalized and not crazy. That also kind of pinpoints, you know, the things that you can help them on, because it's also amazing market research for you, you know, and if you can jot down the complaints that people have. Oh, my God, that's. You could do. You could have, like, your whole content strategy for the next month. Right. Awesome. Cool. Great. All right, well, we're finishing right on time. Look at us. Anyway, you know where to find me if you have any questions, and I will see you both on Friday. Okay, bye.