The 1 hour system that turns contacts into clients

Well, thanks for coming on, Kelly. Um, for those of you who are watching live or watching the replay, Kelly has been instrumental in my life. Uh, gosh, I couldn't say enough positive words about Kelly. I've been in her program now, I don't even know how long, 5, 6 years. Uh, when I started with Kelly, we were a very low 7-figure business and, uh, you know, Through the 5 years with her guidance and help on systemizing things, which was the sole reason I joined, was to help figure out how to grow because I couldn't do everything on my own. Uh, we're now 8 figures, multiple 8 figures. Um, Kelly— what I love about Kelly, there's a lot of times in my life I've had mentors where I kind of outgrow them. Um, Kelly is always staying on top of everyone in her community. She's always 7 or 8 steps ahead of us. And so it's really been a great experience to work with her. And she also brings in a lot of great people. So today though, Kelly has been working on a thing really her whole life, but she recently put it into a book. And so that's why we wanted to bring it here, because everyone on here is trying to make money. Uh, with their business, and especially in the age of AI, personal touch is definitely lacking. Um, and so she's going to talk to us about the Miracle Hour. She has an incredible bio, guys. Uh, hopefully my endorsement of her is sufficient. Um, but she, you know, she's grown her company. She was the number one sales rep for Robert Half. Uh, led— you, you can fill all the details there. Big old teams of people, moved on to her own company. Now she mentors others. So, um, Kelly, I'll, I'm gonna turn the floor over to you and, uh, tell us all about this Miracle Hour.

Great. Well, I'm so excited to be here. Thank you for having me, John. And what we're gonna do today, everyone, is help you to unlock the riches that already sit inside your business by understanding the power of relationship capital and backing relationship capital with a system to convert opportunity into impact and income, which is what we're all here to do. We are here to take the work that we do and actually monetize it, make a difference in the world, be of service to others, and actually create wealth that is going to create generational impact in our families. So, I would love to share my screen if that's okay, John. I do have some slides to go through with everyone. Does that work? Okay, cool.

Let's do that.

Let's do that. So, what I'm going to share with you all today is what I like to call The quiet millions mentality, and why I call this the quiet millions mentality is that I consider the miracle hour system to be for moms and dads, grandmoms and grandpops, aunts and uncles, people that want to do very well financially but have no desire to chase internet fame, virality. You don't care about being big on social media. You actually just want to be able to build something meaningful. Make great money, and then go live your life. And so the Miracle Hour is the system that allows everyday entrepreneurs like all of us to really capitalize on this in an hour a day. So what we're gonna talk about today is how AI is actually ushering in what I call the activation era and what this means for you. We're gonna talk about your top advantage in the age of AI, which is building relationship capital. And then of course, I'm gonna walk you through the actual Miracle Hour system and Where this all started for me was I was a senior vice president in a Fortune 500 firm, billion-dollar company, managing a team of 100 people in 17 locations, newborn daughter at home, just retired my husband because him and I had decided together that we did not want to have our daughter in daycare. And I had to figure out how in an hour a day on my lunch break that I was going to replace my executive income. So I went out to my Jeep Liberty in my car every day, and I had this little note card which turned into what I'm going to teach you today, which is the Miracle hour. And that hour a day took my business to 7 figures while I was still working full-time, and then to 8 figures within 18 months of leaving my corporate career. So what is important for all entrepreneurs to understand is that our entire system for measuring value has just changed before our eyes, right? By this time next year, 98 to 99% of what we do in the day-to-day of our businesses, and many times in the, in our everyday lives is actually going to be completely done by AI. Okay? AI has collapsed the time-to-output ratio. So all that hustle that John has taught you guys that you shouldn't be doing anyway, all that hustle goes away. The AI has created a zero-trust environment. By this time next year, almost anyone will be able to create a deepfake of almost anyone saying or doing anything, and it will be undetectable. Okay, so I hope you're starting to understand how important it is for you to have relationships, because a lot of what people see and consume in the world of you and about you may not even be true or real. Okay, this has completely taken over online activity. A lot of people don't even realize that By today, when you're watching this video, or when you're watching this replay, over 50% of online activity is already bots. By next year, 60% of online activity will be bots. Okay? In the age of AI, relationships are now your biggest competitive advantage. And this is what no one is talking about, but the data already is presenting 92% of high-ticket buying decisions are made person-to-person by personal introduction. Relationship-forward, referral-based companies are growing 69% faster. 86% of people want to speak with people. And I bet everyone here could raise their hand. I don't know about you, but I want to throw my freaking phone through the window when I try to get in touch with a business and I keep getting prompted and prompted and prompted. And you're like, Speak with an agent, right? We've all had that experience. It's the worst, and it makes you never want to do business with someone again. Don't be the company that's replicating that because you will lose all of your customers. And right now, everyone is rushing towards automating everything because they think AI is going to save their business, when in reality, businesses that are loyalty leaders that actually focus on relationships with their customers are growing 2.5% faster, while businesses that are rushing to automate things are actually commoditizing their business and losing customers. So a lot of people are wondering, you know, what's really selling now and how is AI affecting things online? Well, the middle market has effectively crashed out. Okay? The middle market is just like we talk about, you know, the sector of the economy, and we say the middle class has been disappearing for years. The middle class has effectively crashed when it comes to products online, and the reason why is that the effect of AI has already taken hold. So the things in the middle market that used to be things that people would invest between $2,500 and $7,500 for, people go to AI for those things now. You all see it and hear it every single day. People are going to ChatGPT to get advice. They're going to, you know, Claude to get answers about everything. A lot of the service services that they used to pay these prices for, they're now going directly to Claude Cowork for. So AI has already completely consolidated the middle market. There's 2 things that are really selling and things that are going to sell in an AI world. One of them are instant productized offers. So even though you could get the information on AI, instant productized offers give people an immediate solution that they can digest instantly and get a result right away. So they're still willing to pay for it. And then the flip side is luxury and elite offers that have some type of community or in-person element, or even some type of hands-on effectiveness in the way that it's being delivered. A lot of people also are offering both the instant offers and the elite access with some type of AI programming to support it, which a lot of people are very excited to invest in right now. So one of the skills that absolutely no one is talking about right now that is most important for all of us— me, you, every entrepreneur watching this— to develop is knowing how to authentically turn relationships into sales opportunities. Because at the end of the day, if you don't have people that know you, like you, trust you, and advocate for you, it's going to be really hard to differentiate yourself in a sea of sameness online. Okay. So everyone is talking about what is happening with AI and what you can do with AI, but no one is talking about what is the shift that entrepreneurs actually need to make, given that AI will now be doing 98% of what we used to do. And what I have on the screen for you here is kind of the 8 tenets of the activation era. This is what people are gonna buy. It's how people are gonna buy. It's the things that you need to be thinking about in in terms of the way that you build your business, your community, and your brand, given the changes that are happening. And like I said, everyone is diving headfirst into how fast can I make my business an AI-first business and completely missing the point because all of the buying decisions are shifting over here. Intimate rooms, relationships, depth of activation over activity, because remember, AI can produce 100 videos in 30 seconds. Right? So we need to think differently about the things that we used to focus on. Long-form context that provides deep contextual thinking and actually has wisdom, nuanced wisdom in it. Analog interface, right? And community-led growth. These are all things that right now you can see the people who have mastery of these things, their businesses are exploding. The simplest way that I can say this to everyone to think about this is that there's a person on the other side of every dream. There's a person on the other side of every dream. And it doesn't take that many people to make your dreams come true. But the problem is, is everyone's so busy being busy that no one really is focused on the art and science of nurturing relationships. Now, I know for me, I came from Very humble beginnings, 5 kids in the family, free lunch line. My mom was a stay-at-home mom. My dad worked for a nonprofit. And, you know, I went through the whole life cycle of what it felt like to be kind of that naked and afraid, like not knowing how we were going to pay the bills at the end of the month, not knowing how we were going to, you know, get by, and feeling really vulnerable and out of control, to the flip side of learning the power of Mentorship, relationships, going out to my car for that 1 hour a day and focusing on connecting with people, which is how I went from a side hustle on my lunch break to an 8-figure business to USA Today bestseller, top 1% podcast in the world, thousands of paying customers, 6 companies. You know, we could go on and on, but the bottom line is that all started and all stemmed from the power of human connection. You can't tactic your way to 8 figures. There are gonna be people, there are gonna be people that open those doors for you and connections that allow that to happen. John Briggs, he's here. Hey, John Briggs. He's one of those people. Guess what? He didn't stair-step one client at a time to get over $35 million in revenue, right? John linked arms. He built strategic partnerships, strategic collaborations. He acquired businesses. There were people on the other side of each of those pieces together. Julie's 300% up year over year. She has not done that on social media at all, but it's because she's creating a movement that people want to be a part of. And Leah has grown over 100% year over year without social media. And the way that we did it was focusing on growing market share in her own company, reactivating past customers, and generating referrals. Okay. So as John mentioned, we're here today because I've been teaching this to people for years. I've been using this system for years. It's how I built my first company that grew into everything that we are today. And now I have a book to teach you how 1 intentional hour per day is the equivalent of 8 distracted, chaotic hours of massive action. And I think we swung the pendulum a little too far with the whole Tony Robbins massive action, right? Everyone's taking a lot of action now. But most of that action actually isn't producing any income. So we need to recapture the plot, right? And that's the goal of the Miracle Hour, is like to recapture the plot. So hopefully everyone is ready to learn what the Miracle Hour system is all about. 1 hour a day to predictable daily sales. And you can see these are the kinds of messages that myself and my team get literally every single day of the week. If you watch my stories, if you watch my social media, We get these messages every day. I made a 5-figure sale during the event. $9K sale today from my first and only Miracle Hour. $9,250 to be exact. Ending Miracle Hour with another $12,000 sale, right? And they just go on and on and on. And the thing is, is what we're teaching people how to do is go all the way back to how business began, which is literally 2 human beings connecting. As simple as a one-line text message, as simple as a very short email, as simple as a very short DM. 7 clients and $10,000 since Wednesday at the Miracle Hour event. Best day ever. One-to-one coaching package sale. 8 booked calls. I mean, it just, it just keeps going. So this is the 1-hour architecture that all of these people are following and how they're getting these results every single day in their business. All right. The first step in the Miracle Hour is one, which is identifying your dream makers and your best buyers. And you need both, okay? Dream makers are people that can open million-dollar doors, strategic partners, collaboration partners, people that you could potentially bolt on by acquiring their business, people that have communities, they have organizations, they have clients that would be a fit for your products and services. These are people that one person can open up 100+ clients or opportunities for your business. And then on the flip side, your best buyers, people that are in your ecosystem, want, need, and can afford what you're offering, but just need someone on your team to actually build a meaningful relationship with them to help them move from prospect that's interested to buyer that's committed. Okay.

The second thing, Kelly, I know you're going to get into this, but I gotta add in my experience and point of view on this because over the years We tried this one time, we tried it terribly, and it still worked. And we didn't even do a good job with it. Um, it's interesting, you guys, look, we're in the day and age that if you do a phenomenal job at whatever service you're offering, it's not enough anymore.

It's not.

You have to ask people to purchase. You have to tell them what you're doing and invite them to purchase. It doesn't have to be in, in their face. It doesn't have to be the, you know, affiliate sales types of heavy pressure type of thing. That's not what this is about. This is simply a conversation that leads to an invitation because you've earned the right through that relationship to say, hey, this is what I have going on.

Yeah.

Do you wanna participate or not? It's not, again, it's not heavy pressure. I mean, people think about this, there's not a list out there that says, Best written or most valuable book. It's all the lists are bestsellers. The Inc. 500 isn't properly run companies. It's completely based on revenue.

Yep.

And so like, at the end of the day, just being awesome at what you do isn't enough anymore in our day and age. And that's why I'm hoping you guys are paying attention to this as she continues with more details. But Like, this is super critical to where we're at in today's day and age.

It's everything. And to your point, John, and everyone will see this as I go through the presentation, the way that I teach sales is through what I call the sacred art of selling, which means that you embody 3 principles: that you're a maximizer of human potential, that you can do good, and you can make millions. And you don't need to pressure people. You don't need to do overtly influential or weird, spammy kind of aggressive tactics. We don't even teach people to overcome objections. And the reason why is that if you focus on nurturing a high enough volume of relationships, you always have people in the ready-to-buy category. So it's kind of like an alley-oop when you're making offers. It's already someone that wants and needs what you're offering and you're in rapport with them. So you pretty much already know it's a yes. It's, it's just when, right? And that's the kind of business we all want to run. And that's the kind of business that I'm trying to teach you to build with the Miracle Hour. That's why step 2 is the most important part of the process, which is we teach a system where in 1 hour you can touch 100 people because they're categorized, they're organized, and they're all teed up by theme, by stage of relationship, so that when you're starting your 1 hour of activity, you're messaging people very similar similarly with a little bit of slight tweak, very short, sweet, to the point, either nurture messaging, relationship messaging, offer messaging, invitation messaging. And it allows you to maintain top-of-mind awareness with 500 people in a week, 1,000 people every 2 weeks, which means not only is your funnel always full, you always have people moving into the ready-to-buy category. Okay. And the 3rd step of the process is something that blows my mind. I will never get over this. I surveyed 1,000 entrepreneurs and I asked, how many offers do you make a day? And almost 100% of those entrepreneurs said zero. The vast majority of small businesses have over-indexed on marketing and they have absolutely no sales engine to convert the opportunity that they've generated into income. And that's a lot of that is because of the way that the economics were about the way that, you know, social media has worked over the last 20 years. But it is game over with all of that. First of all, because of the trust recession, people don't want to buy strictly from marketing anymore. They want to have some type of human interface in the process. And secondly, because of the way that economics have changed, people are far more discerning now. And so the third step of the process is making offers each day in your business. And it's very interesting because I find that from moment one, day one of someone starting to make offers in their business, they see instant results. That's why if I flip back to these slides that I was just sharing, that's why people are saying $9,000 from my first and only Miracle Hour. That's not magic. That wasn't like because she had the best script in the world. That's because she actually invited someone to buy. She reached out to someone that she knew needed something and she made an offer to them. That's it. That's it. That's how simple and easy it can be to make sales every day in your business. And what I love so much about the Miracle Hour is that my entire team does this. They do it without me. Just got back from 2 weeks in Italy. They made almost 200 sales while I was gone. They make sales independently every day. This is not a system that relies on the founder. This is not a system that you need to be the person doing. When, when we do Miracle Hour, I don't do any personal outreach for transaction. I only do personal outreach for people that I'm working on building very high-level relationships with, whether it's going to be for speaking, for a collaboration, for some type of opportunity that's going to open a million-dollar door for the business. My team does all of the interaction around making direct offers to people. So I want to give everyone also that vision of what's possible in your business when you transfer a system and empower your team to be able to do this. Okay.

And you grew into that, right, Kelly? Like when you started and created this, you were doing the offers, right?

I did this myself. I had a little index card. I put an example of what the index card looked like in the Miracle Hour book. It was me, myself, and me. And most people start me, myself, and me. And everybody's like, oh, am I too small? Am I too early? I'm like, no, this is the fastest, easiest way to get yourself in a position to be able to afford to hire someone. Because one of the biggest roadblocks that small business owners have to actually unbottlenecking the bottleneck, which is them, is that they feel like they can't afford to hire anyone. And they can't afford to hire anyone because they don't have a system for sales. And then what happens is, even if they do hire anyone, they have to spend all their time working to pay the payroll of the person that they just hired. instead of empowering the person that they just hired to be able to cover their own salary, which is what we teach people to do with the Miracle Hour. Okay. So step 1, identify your best buyers and your dream makers. This is a curated list of the exact people who can move your business forward the fastest. So this is gonna be a combination of ideal clients, collaboration partners, referral sources, uh, in your— if you're in the business of acquisitions, I actually have Um, someone that just hired me to come in this fall to literally teach their entire community that does business acquisitions how to use the Miracle Hour for business acquisitions. Okay, so you can apply this to any goal, any type of business, any model. There's no one way to use this. Okay, it's asking yourself, what is the big vision for where you want to go next? Who are the people that are going to help you make that happen? And then investing in growing and nurturing those relationships until Something drops. Something is going to come through one way or another, and you can't always predict exactly what that's going to look like. For me, when I'm building relationships with people, a lot of times I'm not even going for any specific outcome. I'm not getting on a relationship building call saying I want ABC XYZ to happen. I'm like going into the call saying, hmm, let me see how I can learn about this person. Let me see what ways I can add value for them. Let me see if it makes sense for there to be some sort of synergy that's gonna open things up, and then I let things naturally progress from there. Okay? So what I love about this is you're deciding who's on the list. No spamming, no cold messaging. This is not about like, you guys all know the feeling, you open up your LinkedIn and you just wanna vomit because all you see is 100 spam messages all the way down your inbox. That's not what we want to do. We want you to actually identify people that you're going to build real relationships with. Okay, so the second step of the process is opening conversations. So we tell everyone to identify 5 to 7 core activities in your business that match the 80/20 of where your results come from. So you should always look at what is the fastest, easiest way for you to get results in your business, and then identify the activities that are going to easily help you 10x the things that you already know are the fastest, easiest, simplest things in order to help you grow. Okay, 60 minutes a day. The goal is to build up to reaching 100 people in 60 minutes. Most people suck at this when they start. They're like, they reach out to like 5 people in an hour, and that's because you're overthinking it, you're not organized, you don't have your list dialed in, and that's okay. But the goal is every week that you do the Miracle Hour to improve a little bit at a time to get yourself to the point where you can do this. Okay? And then the third step is converting relationships into sales. So we make offers every single day. I tell everyone they should come to Miracle Hour every day with 20 people teed up that they're gonna make offers to that they already think are going to be a yes. And this happens because when you've built genuine trust, selling becomes the natural next step. Warm conversations turn into sales calls, partnerships, referral opportunities, and it allows you to consistently and predictably grow your business without the 12-hour-a-day hustle. So you're actually going to be able to implement John's method that he teaches with the rules in his book when you have the system in place. Because I always say a lot changes when your team has sales by 9:00 AM every day. My team does because we do the Miracle Hour at 8:00 AM every single day. By 9:00, we have sales in the door. And I love to share our legacy leaders and how they're using it. 6 days into the Miracle Hour, just sold a $2,000 certification. Maria's company generated $2 million using the Miracle Hour in 2025. My friend Tim implemented it, generated an extra $60,000 within 30 days doing it 2 days a week, and said, I enrolled 4 people in my small group in 3 days. Anything you want me to pause on before I keep going, John? I know I'm covering a lot. No, that's great.

No, that— it's brilliant. Like, yeah, I just want to reiterate because I've been to sales trainings before, very heavy, aggressive techniques.

Yes.

And I just love the simplicity of this is just a human-to-human structure that sounds really simple, but when you get into it, like, you see the magic of it and most people don't do it. It's like, I was even thinking about this the other day, is like, I posted— I do a— I have a post and I Do YouTube videos. I'm like, man, who's actually seeing this? I have no control over it. And with your dream, you know, your Miracle Hour list and your Dream 1000 list, you're choosing exactly because these are direct messaging because it's human to human. Like you can't under— like that value is so strong.

It's insane. And it's literally cutting out the middleman. Like when I look at the vast majority of small businesses and why they can't grow, It has nothing to do with the market, the economics, any of those external things. They can't grow because their business is so complicated and they have so many layers of things between them and the person they're trying to sell something to that it's just, it takes so long and it's so expensive to get a customer that by the time they got a customer, they spent more than the customer was worth. And so it's just an endless cycle of torture, basically. And so I teach something called the 20-second sale. And I taught it to my daughter. She's 12. She knows how to do it. We use it in our business every day, and we teach it inside the Virtual Business School. And the 20-second sale is basically understanding one-line messaging that you can use in a DM, a text message, an audio message, an email that is so precise and so targeted because you know who you're talking to that you can make a sale in 20 seconds. And this that I have on the screen right now, this is why we are successful at helping people make the 20-second sale in their business every single day. Now, the way that most business owners operate their growth strategy is they start on the outside and they never make it to the inside. And so when I talk to new clients, I just had a multimillion-dollar business owner join me, and I was doing her first private session a week and a half ago, and I said, walk me through, um, what you're doing each week with your past customers. And she was like, she literally panicked and was like, we don't, we don't talk to our past customers. And I was like, what do you mean? I'm like, that should be like most of your sales coming in every week. Like, that's one of the main things that should be fueling your growth. And so the reason why we're able to help people to grow so quickly using this method is you start with your current clients, then you go to your past clients, then you go to referrals, Then you go to warm leads, and then you go out to your ecosystem. And only then, if you're at like a point of desperation, do you go out to new leads that you have no relationship with, you have no, you know, former conversation, so on and so forth. And so what this does is 10% of your current clients are always looking to upgrade. It's a standard rule in business. So you're looking for who are the 10% in any week that you're going to invite to upsell. 30% of your past customers will happily come back and work with you again. So in any given week, you're looking for who are those 30%, right? And referrals, there's an uncapped potential for growth, like absolutely uncapped. I can't even give a percentage on the opportunity there. That's literally just putting your focus and attention on building relationships with people that know, like, and trust you, have either had a good experience with you as a human or have had a good experience with your business. And Turning that relationship into ambassadorship. So the 20-second sale is available and possible for all business owners when you understand the way that you should set up your miracle hour every week, so that you're starting by tapping into the closest to the money activities, the closest to the money activities, which most people do the exact opposite. And that's why they're actually burning through all the cash in their business attempting to grow. Which is why the average business owner takes home less than $48,000 a year. It's because of this on the screen right now. No sales system, order of activity is wrong, and they look at their growth strategy through the lens of, you know, how do I get a new customer? They're not looking at through the holistic perspective of when you look at your sales each week, it should be a combination of upsells, reactivations, referrals, renewals, and then new customers. Okay, so I just want to talk about this for a quick second. Um, a lot of people, when I start teaching the Miracle Hour, the first thing they say is like, I don't have anyone to contact, I don't know who to contact, I don't have enough leads, I don't have enough, there's no way that I could, you know, contact 100 people a day. So I want everybody to screenshot, you can pull out your camera and just screenshot this slide. This is your step-by-step for how you're going to fill your Dream 1000. And what happens is when people go through these steps, they go from I don't know who to contact, and I don't think I can do this, to I have more people than I even could ever get in touch with, and now I just need to get organized. Okay, so that's how fast and easy this can change for you in your business to help you to see, you know, what this looks like. So, um, what I recommend is that you kind of make an asset inventory for yourself so that you can organize your opportunities and then sort them by like hot immediate opportunities, warm opportunities, and then maybe cold ones that you need to do the legwork on to really warm up in the process. So hopefully at this point in the session you're saying to yourself, okay, I have a lot of overlooked opportunity in my business. Most small businesses have so many hundreds of thousands of dollars of untapped opportunity Because we have not done a good job managing relationships. We have not been good stewards of the relationships and of the opportunities that we already have. And when you reverse that, fun things happen, like the things you see on my screen right now, right? 100% renewal rate. Just got someone to sign. I just sent a text and I got a former client to reactivate. You know, people coming in from my revenue sprint. Like, this is what happens when we make offers, right? And I'll have John, um, send out the toolkit. I don't know, did, did Krista already give you guys the toolkit to share with your community, John?

Uh, if she hasn't, we'll get it and we'll post it for sure.

Okay. So for everyone that's watching this video, John is gonna send you out our toolkit, and this is an amazing resource library that gives you real-world examples of high-conversion messages and outreach templates. They're not salesy. They're not filled with pressure. There's no overcoming objections. Straight just invitation, asking good questions, and getting deals done. Okay, so this is some of the examples of you know what people have done with this, and I just want to show really quick. Let me see. There it is. Okay, so people are always asking you know what can I use the miracle hour for? And so I like to. Bring this all together like this, whether it's licensing deals. We have customers that are using this for licensing, corporate deals, filling your launches, filling your live events, brand partnerships and sponsorships, growing your market share and your current customers, referrals, reactivations, book launch campaigns. We just ran our whole— basically our whole launch that we just did that got us on the USA Today list. It was basically just leveraging the relationships we already had, we went straight to the customers. We just went straight to the people that we already knew, liked, and trusted us and invited them to buy high-ticket consulting, business acquisitions. And so what I'll just say to everyone is that there is a person on the other side of every dream that you have. There's a person that can open the door that you can't open for yourself, and there's a person that wants to invest in the solution that you have to offer. But people can't show up to a party that you never invited them to. So the Miracle Hour is 1 hour a day to create predictable daily sales in your business, break founder dependence forever, transfer ownership of growth to your team, get off the revenue roller coaster, and finally take back your time so that you can have entrepreneurial freedom. And that's what I got, Jen.

That is excellent. Okay, so you mentioned a couple areas that people get hiccupped, right? Um, can you summarize some of those again? I know, like, I'll start with one that we had on our end where we got a little stuck was, uh, it's not the same message every time.

Yeah.

And it's not to, like, different people every time. Like, you have your dream list and you're nurturing the list, right? Like, When we started it the very, very first time, it was like, okay, contact 100 people every day. So they were trying to find 100 new people every single day. It's like, well, that defeats the purpose of creating relationships because then we're like one and done and then we never talk to that person again.

Yeah. So when we talk about the Dream 1000, what you're doing is you are building segmented micro lists of probably about 100 people that are all in similar stages. Of the relationship and/or they are optimized for specific things. So if you have 3 core offers in your ecosystem, you're going to have one list for one offer, another list for another offer, and so on and so forth. For example, one of the lists in your Dream 1000 are all of your active customers that you want to upsell. Another list is going to be your inactive customers that you want to reactivate. Another list is gonna be your referral partners, people that have already referred business to you that you wanna get to continue referring business to you, and so on and so forth, and so on and so forth. So to your point, John, the goal is that this is a set list and that everyone on this list is gonna hear from you ideally 2 times a month, 2 times a month. And sometimes it's just gonna be a nurture touch. Hey John, I know you just got back from vacation with your family. Hope you love the trip. What was your favorite part? Okay. Sometimes that's all it is. Sometimes it's a value add. Hey John, we just created this new profile analyzer to help you determine what, what segments of the Miracle Hour are gonna make the biggest difference in your business. Are you interested in trying it out?

Okay.

Then other messages are gonna be like, hey John, we have this workshop coming up next week where we're teaching ABC XYZ. We would love to have you there. I know you mentioned that you're trying to make progress in This particular area in your firm, I think this would make a huge difference for you. Another message would be, hey, John, I know you and I connected a couple times online. You said you weren't like super happy with the accounting firm you've been working with. Should we have a conversation in the offseason about looking at making a change to our firm so that you can get everything set up and we can make sure that we can find those tax savings for you before we're all in the busyness of the end of year, right? So every message is going to be different, and there's really, you know, kind of 3 to 4 buckets of how you're messaging people. There's going to be just plain nurture, there's going to be value-add, there's going to be invitation, and there's going to be offer. And so you are basically trying to play a game of catch where there's a back and forth between you and this person that allows you to move the relationship through the know, like, trust, And buy sequence.

I love that because I think every one of us have been on the receiving end of the connect with me on LinkedIn. You connect, 3 seconds later you get a post from them. It's like 17 paragraphs.

Yeah.

And it's like, okay. Yeah, not quite ready to get married with you yet, buddy.

Yes.

Um, so I love the examples you just shared because they're very Human to human.

Yeah.

They're very simple and nothing's pushy about it. It's just simply either I'm— you told me something about your life and I'm following up because I want you to know that I care about remembering those things, or I have something going on. If it's of value to you, feel free to join us or look at the lead magnet or whatever.

Yeah.

I was thinking through this because we have, like, we have a concentration of clients in here that are like e-commerce stores. So I was just thinking like, okay, would, so would they want to be trying to find like communities that maybe have people who would want to buy whatever they're selling in their e-commerce store?

Yeah.

Like what are, because it's kind of like a retail play.

Yes.

Like how do you buy my product? What would you say to those types of people?

So if you sell a product, then you're going to have a couple different types of people that you would have on your Dream 1000 Obviously, your core focus should be buyers, wholesale buyers that are not going to buy a product, they're going to buy 5,000 of your product. Okay?

Mm-hmm.

So, when you look at the list that you're building, if you have a tangible product, you're going to look at who are the people that wouldn't buy a product that doesn't make sense for you to be nurturing people to buy a single widget. Okay? You need someone who's going to buy 500 widgets. They're going to buy 1,000 widgets. They're going to buy 5,000. So buyers is going to be one. And then to your point, John, yes, communities, communities where you know that they have an active community of 100, 200, 500 people that are gathering around a certain topic and your product is relevant to all of them. Boom, right? So you have to be thinking, uh, if you have a low ticket or if you have a physical product that is low ticket, you have to be thinking in that one-to-many realm Of who are the people that are either super connectors, buyers, people that can open up million-dollar doors for you, uh, people that are centers of influence in that decision-making process. Those are the types of people that you want to be thinking about.

Got it. So that's because that's kind of similar like how you and I would use the Dream Hunter. Like, we're looking at kind of the bigger relationship.

Exactly.

Yeah. Okay. What about If maybe I'm a real estate investor and so I'm not doing a ton of deals because usually you're not closing one deal a month type of thing.

Yeah.

What kind of relationship stuff would I do that? Am I even like, do I have a list of like, here are my tenants, I want a good relationship with them? Is it other investors? Like, what are your ideas with that?

Yeah, well, I mean, I think, I think it's going to be people that are able to ultimately help you find out about pocket deals that are not going to make it on the market. Because if you're a real estate investor, we all know that if you're waiting until something hits the market, there's no money in that anymore. So the only way— if you're trying to grow real estate investing as like a business now, you need to be nurturing relationships where you're going to get access to deals and opportunities before they hit the market. It's the only way you're going to be making money. So you need to ask yourself Who are the influential people that are going to know about these deals, that are going to know about these opportunities that can get you in on those things before they hit the market? That's who you need to be building a relationship with, right?

Love that. Love that. It's actually interesting. I was thinking through that with like some of these AI companies, for example, are going— have gone public and will be going public, or like Elon's example with SpaceX. Um, and I remember in the past when I've heard about, oh, this company went public, I'm like, who's, who purchased it beforehand and who's making all this money? Well, I've since learned big banks have wealthy clients, and those wealthy clients then get invited. Hey, we have some, we can have this much share, we have this much money, we can buy Yeah. Like this particular IPO. And that's effectively kind of the same con— idea here is like there's a relationship, relationship, a human-to-human relationship with the client or the wealthy business owner and the business representative, right? Because they stay in touch with those people and vice versa. Right.

And, and let's stay on that example for a second because the people that invested in SpaceX before it went public are now millionaires and billionaires. And the people that invested after it went public just lost a ton of money. And that is the difference between investing in relationships that are going to allow you to have that person-to-person inside information, inside track, versus just operating in the masses and just waiting until you get the email or the mass marketing or whatever the case. And I think a lot of business owners have really lost the art and science of understanding that most major decisions and opportunities in life are going to come through a person. Like, we forgot that. Like, our wiring, like, went haywire. And so a lot of business owners are, like, overworking so much because they're waiting and relying on mass marketing channels for their business to grow when they could just go, like, directly to a person, like, with a text message and make an offer.

Yep, I love that.

Yeah.

So, um, I think I'll save this little note and then we'll close off here. But just so everyone knows, Kelly and I are not anti-AI. Like, each of us use AI in our companies.

Yeah.

Right. The challenge is, is we are all seeing the AI slop in the way people communicate.

1,000%.

Right. It's like, if you haven't seen it yet, I invite you to just open your eyes a little bit and you'll see it everywhere. There's so many signs. Of how AI is just being used in communication and over-summarizing and unnecessary lead-ins. And if it's not this, then it's this.

Yeah.

Like, right? Some of those structures. Okay. We're not anti-AI. We want to use it in a productive way. But when you're talking about a sales system, you guys, this 40 minutes that we've been together has been gold for you. And I hope you realize that. Buy a book, look at the toolkit that we'll post if it's not already posted here. Uh, that alone is all you need. You don't need a high $10,000, $20,000 package you need to buy for someone to help you to do sales. Like, it's a simple system that does involve a commitment of nurturing relationships, and it works for introverts as much as it works for extroverts. So, uh, you know, get her book, check it out. It's called The Miracle Hour. Download the toolkit. Anywhere else they can learn more about you and all the stuff you have going on, like VBS and those types of things?

Yeah, I mean, the podcast is always great, um, The Kelly Roach Show. I've had it for 10 years. It's one of the top 1% shows in the world. We've never missed a week. I release 2 episodes every week, and you can come learn from me for free. So to John's point, you know, all the things we're talking about— I had someone message me last week that said, I just read the book and I just had my highest Week in business ever, from reading the book, right? So go get the book, log in, and implement the toolkit. You can start pulling the pieces and just adjust it to what works for you. And the Kelly Road Show is a great place to just like keep learning from me for free. And obviously, I talk about the miracle hour all the time and the ways that we're working with our clients on implementing it.

Yeah, and I'll just say, if you guys pay enough attention, I mean, you've had multiple coworking sessions where literally you or a member of your team.

Yeah.

Is just handholding someone or a group of people.

Yeah.

For the hour. Do this next. Do this next. You guys have done that with our team. It was super helpful. Like, you guys, the opportunity's out there.

Yeah.

You just need to invest a little bit of your time and, you know, $20 if you want to go that far.

Yeah.

Right?

Yeah. Absolutely.

Okay. Well, Kelly, thank you so much for being on, and I always appreciate you. Thanks for having me. Okay, everyone.

It was so fun to be here. Thanks, John. Bye.

Bye.