How I added over 1000 new community members organically in less than a month

All right. And we are live. Welcome, everyone. To Perfect Practice today. We've got a dear friend, somebody who is also a community member of ours, and somebody who's also a mentor within our community. We've got Natalie Morse with us. Natalie, how are you doing today?

Hi, Sachin. I'm great.

Amazing. Aaron, how are you doing today, my friend?

I'm doing awesome. Great to see you last year, Natalie.

Well, Natalie, I have so much I want to share about you with our listeners and viewers today, and I want them to learn where your story starts. Because what we're going to be talking about today, just to preface this for everyone, is how Natalie added 1,000 new members to her online community in less than 30 days. And she's going to be sharing the exact framework on how you can do that as well. But every story starts not with a how, but starts with a why. And it's our why that actually pulls us through challenging times. It's our why that, you know, causes us to wake up in the morning and jump out of bed with excitement. And it's our why that allows us to pull through in the long run. So, Natalie, I'd love for you to start with perhaps your why. What is the thing that drives you? Or maybe it's people that drive you, but what is it that really pulls you out of bed and magnetizes you, you know, to. Towards helping people through your practice every day?

The why that drives me is helping people get healthy from the inside out. Moving away from my conventional pharmacy background where it was a pill for an ill, and knowing that it's not just in a pill bottle or a supplement bottle or a magic food plan, it's everything that goes into it. So that's what drives me out of bed and keeps me going day to day.

Awesome. And you're a national level athlete, so some might argue you've been driven to perform at extremely high levels, push your body to extremes. How has that translated to your business?

When I look back to when I was running triathlons, so I used to do sprint distance triathlons and I was a national team member for several years, competed at a few world championships. So when I look back to that, I. I was always driven. I was always driven to succeed. And how I can relate to what I was doing several years ago to what I was doing now is I would have a training plan to follow. And I would follow the training plan as best I could. If I couldn't follow the training plan, how was I going to adapt that to my real life with Working and having a family, how could I still make it work and be adaptable? And then what I needed to do to fuel myself well, to recover so that I can get up and stick to it to the best of my ability. So those are things that have really carried me well, have been good lessons and a good foundation to really transitioning into having my own business where there's a lot of things to do.

Yeah, I love that. And you know, I think one of the things that I learned through some of the mentors that I've had, and I'm sure some of the coaches that you've had, is that you're only as good as your capability to recover, right, from really pushing yourself. And I know a lot of people right now are feeling over these last few years, a lot's changed, right? People's businesses have changed, some relationships have changed, circumstances have changed, the way we work has changed. And this really pushes people to the brink, right? And really the brink of exhaustion. And many practitioners are probably feeling that way. I know that there's times where I feel like, oh my God, like there's so much going on and even opportunity can be exhausting. So you know what I love is that you kind of bring that athlete mentality of recovery to your business. And I know before we started talking about, before we jumped in recording, we were talking about recovery. So I'd love to hear what advice you can offer people for their own personal recovery if they're feeling exhausted or they can see themselves heading in that direction. If you can share some, some of your best practices with us.

Oh my goodness. Sleep. I did not, I did not realize this when I was at the peak of my training. I did not realize how important the sleep and rest and recovery time was. Even a 20 minute nap during the day or other ways we can incorporate active rest. I did not know this several years ago, but now, oh my goodness. Sleep, sleep. So important. And that wind down procedure, procedure in the evening, that last half hour to hour, especially before we go to bed, what are we doing or not doing to set ourselves up so we can fall asleep faster, have deep restorative sleep and have a good, a good sleep sleep. Huge, huge, huge, huge, huge. And also self care for me. I was sharing earlier all the personal appointments I have lined up this week with massage and Cairo and fascial stretch and spiritual work and energy work to keep me going and knowing that I, I can't do it all myself. I think any of us are, a lot of us as practitioners, we have so many tools available to us. And we can do a lot of things, but it really is naive that we can do it all ourselves. So that's one thing I've gotten much better at over the last few years, is asking for help and reaching out for help in a variety of ways to lighten my load, sometimes the mental load and then the things I need to do in a day. And it's much more efficient for, for me to have some of these other, what I call like players in, in my court as well.

Yeah, I think that's so overlooked, so easy to overlook, yet so important. And what many people don't realize is you don't have to do it all yourself. Right. Unless you choose to do it all yourself. And I want to be sensitive to everyone's situation, but you know, many of us do have networks that we can reach out to. We can have, you know, catering services or meal preparation services for the weeks that we're really pushing ourselves so we're not compromising our diet and nutrition, which we all know is super important, but we're preparing for it. And like any good athlete, you know, we have to look at our business like a sport. Right. And you know, Joe Polish talks about being the million dollar racehorse. How would you take care of that million dollar racehorse, especially in a solo or, you know, kind of a solopreneur. I know you have some help as well, but for the most part, you're the song and the dance of your business as many of us listening are. So taking care of that million dollar racehorse is so vital. Aaron, anything you want to share or add here?

Yeah, I was curious, Natalie, how you look at recovery as is can feel like a luxury in the beginning. I used to train for marathons a lot and I didn't really see the importance of recovery in the beginning until, you know, I got hurt or, you know, I had to not run or not train for five days. So now how do you look at recovery? Is it, some might feel like it's a luxury, some might feel it's a expense, or is it just like, how do you think about recovery for. For yourself?

Well, I think most people don't have a great appreciation. Like to your point of, I trained until I got injured, right. And if we think of us running a marathon, running our business, right. There's really no off time. Like our brain is always in it. It's like, okay, how many hours a week do I sit in this chair? What's going to happen to me? Like, you know, do I have low back pain? How's my posture? Like what's that doing to me? Over and over and over again. And when as Sachin mentioned, like, yeah, I basically, you know, mostly solopreneur. So for years, working, working, working, working, not taking care of my physical body. So when we do start doing these other things, we're not going to. There's layers, right? There's layers of tissue and fascia and you guys are body practitioners, right? So you know all of this, right? It's not going to be magically undone with one massage or one Cairo session, right? So it's like there's layers built up in that. So it's the appreciation that where your physical body is and that's the key for again your energy and how you show up and your posture and your char. Your physical energy isn't awesome, okay? But it didn't happen overnight. So it's through years of burning ourselves, the burning the candle at both ends and wearing ourselves down. Usually it's going to take time and patience so it's no longer a luxury for me. It has to happen. It's like it's the maintenance in my car, right? It's like it has to happen. If I want to keep running this indefinitely into the future because I'm not in this for the short game, right? None of us are. It's like these are the things I have to build in if that. I want that for the vision I have of myself and my business and my family in the future. It just has to happen as a non negotiable now.

I love that. What would you say Natalie is an Aaron? Feel free to jump in here as well. What would you both say is an example of an entrepreneurial injury? Right. So when we get athletically injured, we know we have these micro fractures, right? We have aches and pains and it's very obvious to us. However, as you're both discussing this, I'm thinking about what are some examples of entrepreneurial injuries that maybe are sometimes obvious but maybe sometimes subtle. And while we might feel like we're being productive, we're actually not being productive. Can you think of any examples off the top of your head?

The first one that comes to me is lack of creativity. That's a big sign when I know I've been pushing in one direction and not creating time and space, right? So when I sit down to do something a little more content creation or something more creative and I notice I'm really struggling with that, the ideas aren't coming that normally do. That's a big warning Sign to me, it's like, all right, things are off balance. I need to get back to something's missing. Right. Something's missing. And it's often joy and it's often movement.

For me, yeah, it's time to stop working when working isn't working. And Joe Polish always says that at our Genius Network meetings because, you know, you're flooded with a room of entrepreneurs who are essentially, you know, pushing themselves to the brink. Right. And pushing their teams to the brink. And one of the things that we always talk about is really having that rest. But it's also important to recognize how it shows up because it could show up differently for different people. Right. So you're mentioning a lack of creativity. I know, I've been there. Sometimes you're like, this seems like such a why isn't the elegant solution coming to me? And it probably means that we've exhausted our decision making capabilities, at least our good decision making capabilities for that day, and it's really time to go back and replenish. How about you, Aaron? Any entrepreneurial injuries that come to mind?

One that comes to mind, I think lack of creativity. Along the same lines, feeling discouraged when something doesn't work. And it's not that the discouragement is a bad thing, but it's get sitting in the discouragement for too long. You know, I remember in the beginning doing my first workshops, like in person, wondering, is anyone to show up? You know, are people thinking so far ahead? Are people going to become my clients? You know, am I going to mess up?

What.

What are people going to think? And, you know, I've had bigger workshops and I've had smaller workshops, but learning how to, like, not get discouraged if it's like five people or 30 or, you know, 40 people. And I think learning to sit with that and just show up for the people who do show up was an important lesson. You know, I learned from you, I learned from this community. And I think discouragement, I would say, is entrepreneurial injury. Letting it scar you for too long.

Yeah. Not being able to bounce back. Right. And. And maybe being too focused on numbers instead of being of service. I'll add to that. One of the things that I think is a major entrepreneurial injury is procrastination and oftentimes through perfectionism. So we use perfectionism as a way of preventing us from thinking like we're doing something good. Hey, I'm trying to get it right, and I want to do good work and I want to display good work, but we use that as an excuse to Actually procrastinate because we're for a variety of different reasons. Right. There could be a lot of mental blocks around why we fear success or why we fear failure. And it's interesting because the same two things are what hold people back, right? It's the same inaction in this case. In this case, but it's this. It's one in the same thing, like a fear of failure or really a fear of success and not having the systems or the support that you need to really take your business to the next level. Because opportunity is chaos if we're not prepared for it. All right, so let's switch gears. Thanks, Natalie. Thanks, Aaron. Let's kind of switch gears and talk about how, Natalie, you're using. Really. I'm going to call this a proven method because you've proven that this works. This isn't theory. And when you shared it with us in one of our meetings, I'm like, you know what? I really have to get Natalie on our show to share this with more people so that others can benefit from this, because it's something that any one of us can do. And I'll tell you why I haven't done it yet. And part of that has to do with overthinking, right? Which it's probably another form of entrepreneurial injury is like, okay, if I do this, then I have to have all these other things prepared, and I teach you guys this, and I've learned this from so many other people, which is just do it and figure it out on the back end. Right? But let's talk about that. So, first of all, I want to acknowledge you for a being the person to kind of take this action and learning from it and then coming back and sharing your experiences, paying forward, really, which is awesome. And secondly, I want to thank you for putting yourself out there in the world because it's never easy, Right? There's so many things that go through our head before we put our message out there, but kudos to you for consistently doing that. And I want to kind of preface what you're about to say with that, that you've been consistently putting your message out there. You didn't just crawl out of bed one day and stumble across what you're going to share with us. It took maybe not even realizing that you were practicing for this, but getting in front of a camera, being able to share your story, having a clear message to articulate. So I do want to preface that, that this is a great opportunity for people to see what's possible for them and they don't have to be professionals in front of the camera to do this, but it's going to come more naturally and they're going to have way more confidence if they do have a bit more experience, because this can move really, really quickly. And I want to make sure that this opportunity doesn't turn chaotic for people and it stays an opportunity so they can continue to grow with that following that comes along with this. So first of all, why don't you, in your own words, tell us what happened and then we'll kind of mentally, emotionally and logically kind of pick this apart so people can walk themselves through this process.

So the short version of what happened is I posted a 25 second reel a few weeks ago and it hit, let's just say it hit. And I had, within a matter of a week, I had a thousand new people requesting to join my Facebook community group. So that's the short version of what happened. And I appreciate and acknowledge that. Sachin sharing is like, trust me, like there's nothing special about me. I just, I learn, I stay plugged in, I try things. Some things work better than others, but I try it and I notice patterns over time. And the day I posted this reel like it was, it was something that Sachin had said earlier in a meeting that gave me the idea for the call to action for it. So what happened? Let's, let's dial it back. So I hit a topic that got a lot of attention right away. A few previous, a few weeks before. So I found a topic that was getting a lot of engagement. So I was going with it. And to answer a lot of the questions that were coming in, I did a Facebook Live in my community Facebook group. So I have a private community Facebook group which for my audience is metabolism and hormone balance for women. So we were talking about gallbladder. This was the topic that was getting a lot of traction. So I did a Facebook Live to answer a lot of the questions that have been coming in. And then what we did is I had my assistant go watch that Facebook Live and I had her pull a clip from it. I'm like, because I've already made the content, I'm making good content, but not everyone's seeing it right. So one thing that I've been putting more effort into since the beginning of the year is short form content is reels. But how can I get more reels out with not necessarily me always creating them? I've already created the content. So my assistant went and pulled a clip from that video. I was like, perfect. She made it in Canva. We posted it to the Facebook reel, and I put the call to action. And it was hooky, right? Like, session. Like, it doesn't. It didn't just happen overnight. Like, because I've been doing for a while. I know it plays with the audience a little bit. I know it's a hook. I know it's like, get going to get people to lean in. Like, wait, what's going on? So it was hooky. And then the call to action in the comment on that Facebook reel was to. To watch the full video. It's over here in my Facebook group. So that's what hit. And like I said, I went to bed on a Saturday night. I had about 3,000 views on the reel, which is good, but that's kind of average for me. One to 3,000 views, and it gained like 16,000 overnight. I haven't looked where it ended up, but over 250,000 views within about a week.

That's amazing. I want to go back. I didn't want to interrupt you, but just to clarify, I didn't say that you weren't special because you are very special. And I wanted to get that across. What I did want to say, and I hope it didn't come across that way, but what I did want to say is that anyone can do this. You are special, Natalie. However, you're going to share a framework that any one of us should intend to. We can apply.

Exactly.

So one question I have about, uh, just the reels. Um, did you start by going face to camera selfie reels? Or did you start by, you know, just showing images of stuff and. Or videos that were not you? How did you start your reel journey? Or did you just go all in selfie mode?

They've been selfie mode.

Right.

There's some of the pointing to the different songs. There's a combination of me talking to the camera, but it's predominantly been selfie mode.

Danny, do you find you have to do anything? Like, when I think of reels and people think of TikTok, we. We think of dancing or gags. So do you feel like, forced to do it like any of those types of things? Or did you maybe explore some of those and realize you didn't need to do it?

It's. It's all about. I think when we're doing the tiktoks and the reels, you have to be having fun. So I do the. Some of those other ones because it's a way for me to have fun. If I See something catchy and sometimes again I know I can kind of put like a little cheeky twist on it at the end. I'm having fun doing those, right? So that way it's not really a chore for me. But in the end it's. There's different audiences and there's different people. There's lots of different people on TikTok, there's lots of different people on Facebook all wanting different types of content. So the people who are there and who really like this type of thing, okay, they're going to go watch that type of thing, right? I have found and it's been a mix, right? And that's why I've done a mix of the different things to see is one, I don't want my audience to get bored. One, I don't want me to get bored. And to see which type of content gets more engagement, which is answering more questions, which is getting more followers. Again, not saying I have all of this figured out, but I'm in it, I'm in it, I'm doing it, I.

Think just to play on words here. I think we just have to keep it real, right? So what is. Who is the real us? And sometimes like how we show up in the world is not who we really are. So, so for example, like if you've got some dance in you, right, and you've got some moves in you, like we're not going through life kind of dancing, right? We're not presenting ourselves that way but you know, reels or short form video other, other methods like that give us an opportunity to express ourselves more fully, right? And we can have fun and we can be educational with it. I'll on the other hand say I'm. I don't dance. So even if you saw me in person, I would not be somebody dancing. And that's just my personality, right? So we, I think for everyone find what works for you and have fun as, as Natalie said, and you just never know what's going to hit. Like one of my most popular posts right now is something I learned from Ben lynch and it was basically, I mean, it seems like most people should know this, but to turn off the re or turn on the recirculation button when I'm in traffic. So I posted this reel and it's now over 850,000 views and it's literally like a 30 second or less video. And it's just me pressing that button and saying, hey, when you're stuck in traffic, press this button. So that hooked people, right? To wonder like, what the heck button am I supposed to press when I'm in traffic? And then it just really took off. And it was interesting because it kind of took off right away and then it stopped and then all of a sudden it surpassed all my other videos like a rocket. So we never know. What's really interesting about short form content is it just seems to hang around a lot longer. Whereas the longer form content, you record it, you do an awesome Facebook Live and then it just kind of dies on the vine unless you do what you did, which is brilliant, and repurpose it and attach it to a reel which has some legs on it, which will keep getting circulated and passed around. And then that video kind of lives in infamy versus just doing the live. And then it's kind of lost on the feed and nobody ever sees it again. So amazing that you kind of leveraged your time so well with such a short video and sending people to your community and your group, which you can now nurture. And they're all coming in with a specific problem, right? Like nobody's watching that video unless they have a gallbladder issue. So now they're anonymously in many ways telling you, hey, I'm here because my gallbladder isn't working properly. Which now then enables you to say, hey, I've got a captive, clearly under serviced audience, so how do I over deliver to these people? And then you've got a few different options, right? You could do a whole webinar on gallbladders to position yourself as an authority figure. I'm consulting you without you even asking for it. So I'll just do it anyways though, so, so I would, you know, create a webinar masterclass specifically on the gallbladder with a call to action that says, hey, here's a seven day gallbladder friendly meal plan for you as a free bonus gift for attending. So you only get this when you attend live, so that, you know, gets people to stay until the end. And, and then you can, you can actually map that out using your webinar software who actually stayed till the end. And then, then I would also offer a product solution, right? And that product solution could also be listed in your, in your meal plan. Hey, if, if this meal plan doesn't seem to do the trick, here's a supplement that you can purchase. I would even consider, depending on how far you want to take this private, labeling a product so they can only buy it from you. And there's some good products that support the gallbladder out there. And that can be turned around pretty quickly if you partner with, you know, a company that's already making the product. And then if people have, if that still doesn't work right, then you have a pipeline of people that want to work with you specifically to solve this problem. And I know you have a program that is very gallbladder friendly because it involves a specific diet that doesn't stress people's gallbladders and livers out. So you already have a solution. Now you're just building that bridge to get them to that point where, you know, along the way you're, they're benefiting, they're receiving value from you, they're receiving micro solutions that lead up to, you know, a group based program or a one on one program with you.

Amazing. Yes, thank you. And another thing that's on the calendar for the next couple weeks out that me and my team are working on is a five day challenge. Right. So it's like, I know I have all these new people into my audience. All right, what, what information do they need? How can I help them? How can I give them some wins right now while I build that relationship over the next few months? So those are the things that are in process. Exactly.

Amazing. And I think a big piece of education, this is valuable for anyone who's doing this is to help people realize and if you can lead people to the truth and the reality that your symptoms are the last thing to show up and the first thing to go away, then they're willing to go deeper with you. So sometimes people might be, well, I do a challenge and I give all this stuff away and people actually get better and then they don't become patients. And you kind of want that. Right. But you also want them to know that there's more healing that needs to take place. Right. It's not just the end stage symptoms that we're trying to get rid of. You know, working together, we can go a lot deeper. So just a little piece of advice for those of you that are running challenges or considering, you know, what happens when I get people better without them paying me, that's like a godsend when that happens because they could be a source of referrals for you. There's karmic currency that we receive as a result of doing good in the world. And you know, and then again that conditioning and, you know, reframing people's paradigms to know that there's, there's so much more that you could do. Working together with that person is your, is your challenge going to be about gallbladders or is it going to be about weight loss or a different topic altogether?

It's going to be about weight loss.

Okay.

And you're right. The challenge works remarkably well. It's like, oh, my goodness, like, look at the change people have had in five days. Right? And that's. It is a common. These are thoughts I've had, right? Like, going through this challenge is like, well, who needs my full program now? If they had all these remarkable things, they're sleeping better, they're feeling amazing better in five days. And on the same time, like, look how I could help you in five days. What's going to happen? Can you even see yourself if you started doing these things consistently for three months, for six months, what would happen then?

Okay, yeah, I totally agree. I actually drew out a diagram and I'll see if I can find it, but I'll let Aaron ask any questions that he has.

I just want to point out that the last few minutes, I think this is why I appreciate you, Sachin. You went into entrepreneurial rain man mode because. And this is the power I'm seeing of reels once, if we think about the Numbers, you said 3,000 people saw this video, 1,000 people requested to join your group. Roughly, that's like 33% conversion. Like, if you were to run ads to convert a thousand people into your Facebook group, you'd be paying a lot of money. And once you got that validation that people wanted it, you could step into what happens next. So I think when a lot of entrepreneur, a lot of new practitioners are getting started thinking, oh, I have to create a, you know, a lead magic, I need to run ads like, I don't know who will actually want this, but you got instant, practically instant validation. And then it was almost a no brainer for the next steps. And that it seems like you removed the overwhelm. So I just want to point that out. I didn't really think about reels this way until you described that the conversion rate from 3,000 views, you didn't need 20 million views to get a thousand people in your group. That's so powerful.

The conversion is a little off. I think there was ended up being about 250,000 views on it. So it was at 3,000 initially when it went because like Sachin said, it was out there for a few days. It was out for about four days, just gathering the views as it typically does. And then something happened. And then it shot off after it already been out circulating for a few days. But I was consulting with somebody else and I was sharing my story and they're like, what? I'm like, yeah, I'll sit down with you. Here's my rate per hour to talk to you. And she's like, what? That's crazy. I'm like, do you know how many, how many, how much a thousand leads would cost you if you were going to pay for the ads.

Right?

Even if you, even if it wasn't 3,000 to 1,000, like you didn't have to pay for that extra 250,000 views to get that thousand leads.

Yeah.

That's really awesome. Thanks for sharing.

Yeah, no, I think that's something for all of us to consider. What would you imagine that 125 second reel can be worth to your business? The key is validation. You can experiment to find out what's really resonating with people. And now you know you have a captive audience that has a solution or doesn't have a solution for a problem that you can help them solve with multiple levels of being able to solve it. You could solve it with a $7 seven day diet that guarantees to abolish their gallbladder symptoms, which I know you could do. You already have it. Right. The second thing is you've got a product, so now you have a scalable solution that you can send them off to full script. You can send them off to an outsourced service. You can private label that product once there is enough or adequate validation. And this just could be, you could just be churning out service, right? Helping people while you sleep, helping people get the right products that support their health, but then also going deeper with them and getting them to that next level. I did find this document and I want to share it just to create some closure. Um, you know, to, to what I was talking about. I know it's going to be small and I know it's chicken scratch, but I'll talk you through this real quick. So this is, this is like a five day challenge. And what we see here is a dramatic results that can take place in five days. But it represents really the tip of the iceberg. So somebody who loses that weight in the five day challenge, if they don't have the right support system, then they might lose those 10 pounds or 5 pounds or 3 pounds and feel like, hey, I'm just going to keep doing this only to realize 15 days later that they stopped doing it because they didn't have a map, they didn't have a guide, and they didn't have a community. And that's really over time, what represents the difference between people who get, you know, life changing results and people who get, you know, results. And as we know, Natalie, as you know, and Aaron, as you know, in the beginning, most of the weight is going to be water retention and inflammation that they're holding onto, which they do need to get rid of. But to really tap into that next level of breakthrough, there's going to be emotional stuff that comes up that they're going to need coaching with, and that needs to be adequately articulated when we're hosting a challenge or anything. So those are important elements for us to consider. Can you see my whole screen or do you just see my remarkable.

Just the remarkable.

Okay, perfect. So here I kind of identified. And again, I know it's chicken scratch, but I identified kind of the stages that somebody goes through. So this could be helpful if you're running a challenge to even walk your clients through the different stages that your program takes them through. So the challenge is going to help reduce inflammation. Okay. And then the next step is going to help stabilize. Then we help stabilize blood sugar. Then we start creating. We enhance digestion. Right. Then we reset the HPA axis. Then we have. We break through plateaus that you're going to go through. Then we establish a new set point, and then we establish a new identity. Right. So walking people through this, Natalie, as you go through your challenge process with them, like showing them the transformation, hey, you've come this far. You're only this far up the mountain, and here's what happens the rest of the way up, right? Anyone can go to basecamp. You just pay for the ticket and you can go to Everest Base Camp. So now it's like, hey, how are we going to get to the top of the mountain? You know, the view is beautiful from here, but you didn't come this far to go this far. Right? We're going all the way to the top, and there's a bunch of us that are going. We leave on this date. I'd love to take you with us. All right, So I hope that helps and create some good guidance there for all of us to be able to follow. All right, so what's next, Natalie? So how are you like, the people that have signed up? Let me ask you this, and I know you did this, but I'm just going to ask you so that our viewers can tap into this. But when people join your Facebook group, there's specific questions that you're able to ask them. Right? It's a feature in Facebook communities and Facebook groups. That allows you to prompt people with up to three questions. What are those three questions? You may not remember all them off the top of your head, but are there. What's the theme in those questions? What's the reconnaissance and information you're gathering from that?

The first one is, would you like a cop? I put the name of my lead magnet. So the beautiful thing about this thousand people coming into the Facebook group, they had the opportunity to answer these quest questions is like, would you like my free guide? And about 300 people left their email. So now we're also on my email list right away. So about 300 people opted into my lead magnet. And then I asked them, I think it's like, what are the top things you're looking for help with with your health? So they will tell me exactly what they're looking for. And then they're invited to leave their phone number if they would like a member of my team to reach out to them. And then all of that information gets transferred into a Google spreadsheet. So we have all of that information so that we can go back in and reach out to these people appropriately. And they've. A lot of people have shared, like, what it is, the help that they're looking for.

Amazing. And is this. Are you using a software that's pulling that information or are you doing it manually?

We're using group leads.

Okay, perfect. So group leads. Check that out, folks. No affiliate here, but it's a great way to take that information. Instead of having to manually record the information, you're able to take that information and automatically add it to a spreadsheet. So either yourself or your virtual assistant can go back and reach out to those people, add them to your email list, and then get them, you know, get them the content that you promised.

Yeah, it's beautiful. IT syncs with ActiveCampaign, so they automatically get added into ActiveCampaign. And these are. These are the things over time that you don't. You build into your business. Because when we woke up Sunday morning and there was over 200 people waiting to be admitted to the group, if we were admitting them all manually recording that information, it was like, whoa. Like, there was still that moment of, like, whoa, what do we do with all of these new member requests? But because we had the software, we had to make a few tweaks just to make sure it was working properly because of the volume. But we're able to do that within a couple of days. And now we can look back again in the moment. There was like, a lot going on, but we're able to look back now and be like, oh, we just did that, so guess what, we can do it again.

Right? I love it. Group leads. Is that a paid software?

Yes.

Okay, so just for those of us that may still not have the entrepreneurial, you know, mindset fully baked, how do you justify paying for software? I know, I know how I do it. I just love to hear your justification in terms of how you look at whether I should pay for this piece of software or not.

Usually comes for me, it usually comes down to time savings and where are, depending where your business is, identifying what the friction points are in your business. When I was starting my group and I was by myself, it was frustrating and annoying to go through and manually add people every day. Now I enjoyed it and I was happy. I was grateful people were coming in, but there's a lot of tasks to do every day and that wasn't serving myself or other people well. So using the software then we're able to take a very time could be a time consuming task. So one of the things with this software, it also has the capability that when a new person comes into the group, they get sent a welcome message. So my assistant, my VA was doing those all manually, but now it's all embedded into it. So again, it's saving her hours a week and the work is still getting done.

Yeah. And probably instantly versus there being a delay and it's happening 24 7. Right. So it's, it's always, it's always important to kind of identify processes that you're going to be doing over and over again. And yeah, time is probably the most important savings that we get here. And secondary, secondary to that is accuracy. Right. There's no issue like if something wasn't copied and pasted. Right. You know, there's, there's an, you know, of course there's no time lag either. And time is so important. Right. If somebody says, hey, I want this, the sooner we can get it over to them, the better impression that gives of our business. Like, wow, that was fast. Right. And then they're more likely to reach out for help if those lines of communication have been opened as well.

Natalie, how are you thinking about like nurturing and building relationship? Because it's one thing to add a thousand new leads to group and sometimes you build a group, but it could sit there. How do you make sure you continue that conversation? What are you thinking in terms of building the relationship so that someone can eventually work with you?

Well, one of the first things I did is I reached out to another practitioner in our community who I know is liver and gallbladder is her jam. And so we connected right away and we did a Facebook live together because I'm like, shooting. She's more of an expert than I am. So we did an interview, one so I could learn from her and then showcase what she knows to the people as well. So that was something I was able to organize really, really quickly. The next thing is I have a series of presentations in mind that I was already working on this morning, and it's going to lead into some of those things that Sachin mentioned as well. So for the Facebook group as a whole, I have a process. One of the reasons I have a virtual assistant is that there is helpful content going up in that group every week. There are things happening in the group, so it's not stagnant that people came into the group. There are things happening in that I don't always. There's ideal consistency and then there's reality. I don't always, but I try to go live in the Facebook group once a week to bring some value. As I mentioned, we're doing a challenge within a couple of weeks. So that's going to be hosted in this. In that group. So that's my community group. So that gets a lot of time and focus and not necessarily a lot of time ongoing because we've put the processes in place, we've put the, you know, content creation and how things get posted. That's already been sorted out and now it happens every day, every week.

Awesome. You've mentioned your virtual assistant several times, so I'd love to spend a few minutes talking about that. How do you source a virtual assistant, and did you have to go through several until you found the right one, or were you lucky enough to find the right person who really resonated with you, your message, and then followed your protocols and stuff? Talk about that.

Yeah. So my main virtual assistant that I've been talking about, she actually went through my group program about two years ago now. And she went through the program and she's someone who identified and she reached out to me, Can I help you? And I'm like, yes. And so we grew together, right? We grew together. We learned. I would. I would learn something. And then I would again, as the business grew, I would get to a point like, okay, this is something she's already doing task A. Well, okay, now I can give her task B as well. And so that relationship grew over time, and it's been a great Relationship. I have another virtual assistant as well, and it's similar. She lives local. To me. She's someone I knew. Knew before. And I could. Knowing her, I could tell she was putting effort into, like, really putting effort into her social media. So I reached out to her, I said, hey, this is where I need help. I. I needed help with my Instagram because it's not something I love to do. I needed help with my Instagram. I could tell she was doing a good job. Are you willing to help me out? And we started that relationship and I shared resources I had with her, and she ended up really, really loving it. And she's made a whole business out of it, out of herself. Right. So this is like some of the other beautiful things I've seen happen with my assistants is that they've really grown and blossomed throughout the last process. Last year and a half, working together.

You'Re like a little mini economy there in Leamington, Ontario. I love it.

Gotta do our part, right?

Yeah. No, that's amazing. That's the beauty of entrepreneurship, right? When you. When you have a message that other people really align and resonate with, they're attracted to it, they want to help you, they want to serve, you know, a greater vision and passion, and it's awesome that you get to grow alongside with them. And the same is true for them as well. Yeah, it's probably cool for them to see how big the impact, how much bigger the impact is coming along. And it's wonderful that you're doing this and, you know, so open and willing to share and pay it forward to our community. I would like to, you know, remind everyone that you're going to be speaking at Perfect Practice Live, and I'd love for you to share a little bit more about what you're going to be diving into at the event.

We're going to be talking about lead magnets, right? How to use these lead magnets, how to get people to put their hand up and say, oh, yeah, I need that, I need that. I think you have something that can be helpful for me. So we'll talk about what goes into creating a lead magnet. How do you use them? There's a lot of different ways you can use a lead magnet. And it's been, again, have fun. Have fun with it.

Awesome. Natalie, you've been so generous with your time, with your knowledge, with your passion. I want to acknowledge you for that and really say that. I'm so proud of how far you've come in the few years that I've known you and I'm so excited to see how this next phase of your growth really takes off and continues to make a positive impact in the world. Aaron, anything you want to say? Wrapping up.

I've learned a lot, Natalie, from this last hour together and I appreciate it. And I'm going to make some reels. That's what I'm going to do.

I'm going to hold you to that, Aaron. I want to see them. Amazing. Thank you Sachin and Aaron for hosting and as always being great leaders in this community and being there for us for all the tips and tools and support and sharing those nuggets and again, like you said, like laying out things for me that okay, now here's your next step. It's been super enjoyable. So thank you for the opportunity.

It is an honor and you know, thank you, Aaron. Thank you Natalie. Super grateful for all of you that had a chance to tune in today. Hit us up@perfectpracticelive.com join our community. We'll share a link in the show notes below where you can register and join us. Community is everything these days and we're going to be taking about 2,000 practitioners through a three day business intensive where we're going to be sharing exactly how you can build your perfect practice, whether it's in person, virtual, one on one or group. So you'll see Natalie speaking there. Aaron will be speaking and sharing there. I'll certainly be sharing some tips as well. So thank you all. Lots of love. Have an amazing, amazing rest of your.