Want to increase your sales by $10,000 a month?

I fired some people this week. I think it's crazy that people try and keep non fits in their business because they're simply too scared to fire them. If somebody isn't hitting the metrics in the first few weeks, then you need to make a call. At the end of the day, we are not a business that can invest in excessive amounts of training. If that requirement is not being met within the first month, we make the hard decision to move people on. And I have made that decision twice in the last month. You're delaying your own growth. You're delaying their growth. So it's better to rip the band aid off early. Foreign.

Welcome to the successful podcast. We're on episode 98 today. Steph, how you feeling?

98.

98. We're close. Oh, the big Hyundai.

The big Hyundai. Coming up, we're gonna do a bit of a Hyundai series.

We sound so Aussie.

Oh, my God. Can we not just. Should we delete that part and do it again? I'm so sorry you guys had to hear that. I feel really bad that you had to listen to that. But we are really excited about our 100th episode coming up and we are going to be doing, as of week, a three part series to celebrate our hundredth episode, which is awesome.

We're gonna do some crazy shit.

We are. I. I have a personal update for you.

Tell us. You know, I don't know.

You definitely know. I. I fired some people this week.

Did you?

No. Don't act surprised. You know, tell us who.

What for?

I'm not laughing about. No, no, no. I'm not laughing at this. It's the worst. It, as always, it is shitty. But they haven't been on the team that long. And that's because we went to an event recently and there was a few really smart cats in the room and they were talking about how they've grown their businesses and how they've really created teams that just want to do the work and who love doing the work and who just always perform. And they said that one of their recruitment processes is that they just optimize in the first couple of weeks for performance. And if somebody isn't hitting the metrics in the first few weeks, then you need to make a. You need to make a call. And my heart hates this, but my brain understands it. And at the end of the day, we are not a business that can invest in excessive amounts of training. We are not a business that has the time, energy, or interest to spend six months getting somebody up to scratch. It's Just not the way that we operate. We're looking for people who are willing to learn on the fly, who are willing to use their initiative, who are go getters and hustlers. And if that requirement is not being met within the first month, we make the hard decision to move people on. And I have made that decision twice in the last month to move people on and we've replaced them straight away. And I think that the reason I want to share this is because it's normal and it's part of business. And I think it's crazy that people try and keep non fits in their business because they're simply too scared to fire them. Don't you think that's crazy though?

Yeah.

That people just keep people in their business?

Yeah, it's wild for me.

Yeah, I know. You would never.

You would never get the fuck out of here. I'm doing them a disservice by keeping them Correct.

Correct. You are doing them a disservice by keeping them. It's not going to work out long term. You're delaying your own growth. You're delaying their growth. They're going to find something that they're way better off fitting somewhere else. So it's better to rip the band aid off early. So I think the lesson here is to have key performance metrics that you can see within the first couple of weeks whether or not they're performing. And if they're not, then it's time to go. Tim, what's your personal update?

Well, it starts with a question. Oh, you know, some bags on the mars.

Not really.

Okay, well, I have them because I'm tired.

Oh, I mean, you do look a little tired.

Because I have been building success school 3.0 for the third time.

Yes.

This is my personal update. We've been rebuilding and by we. I've been rebuilding the curriculum in Success school because things change, things need updating, they need refreshing. We're always studying, we're learning new stuff. So we need to bring new content to light for our clients. And we did have the realization a couple of weeks ago where instead of just, you know, kind of getting clients to work out the processes for themselves, we should just give them the processes. So here's how to do marketing, here's how to do sales, here's the SOPs, here's the text, here's the emails, here's the sequences, here's everything you need and just go and install it in your business rather than them trying to work it out and us being like, yeah, good job, we Just wanted to give them the keys and the pillars that they need to build a seven figure business. And once they have the pillars or they have the foundations, they're going to be much more inclined and they're going to get results much faster, which has been incredible and it's been a process for us. It's been amazing and, you know, super gratifying seeing all the messages come in about people absolutely crushing it. But yeah, that's my personal update. I've got bags on the mice.

Oh, God, we are so grateful for you, Tim. I went and hung out with a girlfriend on the weekend and I said, oh, yeah, Tim's been rebuilding successful 3.0. And she goes again. And I was like, yeah, girl. I mean, we don't stop, you know, our clients, we want them to have the best of the best. And you are so fiercely committed to that and we are so eternally grateful. Thank you.

Appreciate that. Steph, what are we talking about? We're talking about the 10K marketing plan, and that's a bit of an inside joke for us. Steph says 10k?

Yes, because I'm Australian. So the $10,000 marketing plan, we're gonna give it to you today, step by step. First of all, before we even dive into this, guys, if you are listening to this right now. Yes, you, I see you, I feel you, and I want you to go and click subscribe if you haven't already. Because we don't know if we're doing a good job, honestly. And I feel very sad about it if I don't get likes and subscribes. So if you could please go in, like, affirmation of my thing and it's nice that you sometimes send them to me in dm. That's really sweet. But if you could just go subscribe, then I would know for sure.

I just want to shout someone out, actually, in this moment. The other month I had a. This doesn't happen as regularly as I would like it, but I had a girl approach me in the gym. Sorry, Steph. Her name was Kat and she was a podcast listener. And Kat Green, shout out to you, legend. Came up to me and she's like, oh, Tim, I love your podcast. And I was like a bit like almost starstruck that someone came and said that. I was like, oh, really? Like, oh, do you listen?

Ha.

Like, I got all weird and nervous and it was. It was nice. So thanks, Kat.

Shout out to Kat.

And if you're a random and we don't know each other, please approach us wherever that Is. Yeah, hopefully. I was, like, smashing some deadlifts. She was like, you're really strong. And I was like, yeah, let's go.

Well, we were listening to Chris Williamson talk about this on his podcast, right? And he was saying that people don't really come up to him as often as people would think that they would. And I was like, oh, gosh, I wish that people would come up to us more often. Like, we're really approachable guys. We're super friendly. If you see us out, say, hey. We totally love to share.

We're like a puppy dog. One of the. Yeah.

Hi. Hello. We're friends now. Feel free to come say hi. We would love, love that. Anyway, what are we talking about? Dive in. Let's do it.

All right. The 10K marketing plan. So what you need to know, we got three things. Growth comes from doing it consistently. We had a. Our biggest month ever in April. And a friend of mine, Steven, he messaged me on WhatsApp. He's like, how'd you do it? And I was like, bro, you're gonna hate this, but just be consistent. And he said, you guys are like, Mr. And Mrs. Consistent. We literally, like, we just show up, do the work, send the emails, do the posts, run the ads, do the videos, do the podcast. That sounds like a lot. It is a lot.

It isn't, isn't. It does get easier over time. We could smash all that out in 10 hours a week if we really wanted to. We could, we could. We don't, because we love the game, but I would say that we. We can. That's why we travel a lot. That's why we do a lot. We pretty much switch off most days at, like, 2:33. Like, it's definitely not. You do what I do do. Okay, so the thing that stops most growth in a marketing plan is that coaches often just spread themselves too thin. They try too many things at once. Like, I think I should try LinkedIn, I think I should try email outreach, and I think I should try Instagram, and I think I should do this, I think I should do that. And because you're doing all of those things, you're not optimizing any of them. You're not tracking any of the data. You're not doing any of them well. And then you're wondering why nothing's working, but it feels like you're doing more than you were supposed to be doing. It's because if you just dialed in two of those things and, yeah, they're not going to work straight away, you're going to have to optimize them until they work. Once they start working, then you add a third thing in rather than the other way around.

And lastly, the offer doesn't need to change. The engine behind it does. And I'll give a story on this one. We had a client rock up to a call last week and she said, oh, my business isn't growing. And I said, yeah, cool, send me a KPI's. You're not doing them, obviously. And then I was like, cool, what kind of marketing you doing? And she says, I make three reels a week. And I was like, okay, and what else? And she does it makes three reels a week. And I said, the volume is just not enough. Like, you need to be doing a bit more. Especially with what's going on on the Internet at the moment. Like, it's a volume thing. AI is everywhere. People are just getting drowned out. So unfortunately, it's not about the offer, or usually it's not about the offer unless the offer is absolutely awful. It's more about doing more marketing.

Absolutely. She actually had a great offer. Just not enough marketing. Driving to it. And I think sometimes when you think that you're doing enough marketing, which she's not, but in, in that case, like, if she thinks like, oh, I'm doing these reels every week, like, why is it not bringing in? It's really easy to go, oh, it must be the offer. When in actual fact it's like, okay, but what if I just dialed up the marketing right? But because there's just not enough happening, it's not enough momentum, there's not enough movement that the marketing isn't going to work.

All right, guys, we're going to give you the step by step to how to add an extra $10,000 a month. And that is with a marketing plan. The first one, we're not going to talk this to death. But it is organic content. The way we see organic content is more of a brand builder for us. It's not the thing that is going to drive massive growth in your business. It's more like a business card that people come back to and they look and they see, are you legit? Do you make good content? Does it look high quality? Do I get along with their vibe type thing? And I think a lot of people put there, especially in our demographic of like bis bay type women, they put all their eggs in the Instagram basket and they're like, why is my business not growing? Because social media is just not it. That is just not how you should grow a massive business these days. Not even a massive business, but a business that's doing 20, 30, 40k months.

Yeah. And the businesses that are doing 20, 30, 40k Months on organic alone are posting more than once a day.

Yeah.

For the most part. Or have really, really big audiences that they've grown over time. The second thing that you need to do in order to have the $10,000 marketing plan is to run a monthly workshop. So the point of this is to have a long form connection with your audience to invite them into your world to experience more about you, more about your knowledge, more about the way that you work, the person that you are. People buy from people they know like and trust. And monthly workshops and it can be anything else. It can be a paid workshop, it can be a challenge, it can be a masterclass, it can be a live event in person, which I wouldn't recommend, but it could definitely be that. It can be any one of those things, but it's a chance for people to really experience you. Okay, so the topic needs to be similar to a hook that you would maybe run to a lead magnet. So something that's really hooky, really sexy solves one specific very painful problem that your ideal client is aware that they have. Okay. Ideally the naming sequence would be like get thing that they want without thing that they are trying to avoid. Okay. If you do a name like that, if you can do it in a time frame in X timeframe bananas, it'll go well, it'll crash, you'll do really well. The key here is to advertise it for at least seven days. You might want to. It just depends on how much energy you have as well. Because marketing these can be a little bit of extra work, especially if you're doing it organic and you're posting on stories and you're running, getting ads up and stuff like that, you may want to allow yourself a little bit of time if you're running it monthly. I'll give myself two weeks to set it all up. Ads, emails, marketing, all that sort of stuff. Make sure that when you are getting leads for this monthly workshop, you're getting their name, email and their phone number. Now I don't care if you don't call the leads right now. I mean I do. Tim really does care. Tim cares a lot. But get their phone numbers because one day in three months time, I guarantee you you'll want to call leads and you won't have any numbers to call anybody with. Okay. And tech sequences work really well as well. Text Reminders are awesome because not everyone has email reminders. So just get their bloody number. Okay?

All right, step three, guys. Surprise, surprise. I'm talking about paid ads. So we get this question all the time or we get this comment. They're like, I see you guys fucking everywhere. That's the point. We're creating omnipresence and we want you to see us everywhere. We're running ads all the time. We're targeting people that are in our networks, our warm networks, because it is a thing where we're trying to get you to consume 7 hours of our content, which is. So think about, you know, if we looked at this holistically. If you're seeing our organic, you're seeing our ads, you get now workshops, you're coming to our events and stuff, you're far more likely to enter our funnel and buy our product. So paid ads just helps you amplify that. So there are three main components to paid ads. First one is top of funnel, which will put a lot of budget into. And that's just basically to create awareness. CTA on these type of videos could be book a scale session or whatever that is for you in terms of the content. We're doing problem solution content mainly. So can you. We are showing you that we can solve your problems. We're also doing clips, funny clips, podcast reels, that kind of stuff as well. Next one is middle of funnel. We usually run two different funnels for this. The first one will be a lead magnet, so some kind of download where we get name, email number. We're then going to reach out to you and see if we can further solve your problems. The second one is the conversion event or the workshop. So they're usually a free workshop event, webinar challenge, that kind of thing. And we are getting someone in middle of funnel. And then lastly we have bottom of funnel. So these are only to warm audiences. And this is direct, like book a scale sess and we're going to solve your problem type thing. So we've got three different levels to paid ads. We think they're very effective. I think everyone, every business, you know, over 5k months should be running some form of paid ads. I think it helps tremendously. I think that's where marketing is going. And if you're not on this and you want to learn, I can teach you.

One of our clients, like, is brand new, still kind of works in a day job, is doing her counseling business kind of on the side, and she's getting like 53 new leads every single week. And like, for a counseling thing. And she's just crushing. Like, absolutely crushing. And name email, phone number. Super easy. One lead magnet. And I think she's spending, like literally 50 a week to be able to consistently bring new blood into your world. To email market, to contact, to text, to reach out, to check in. Guys, it is invaluable. Like, most of you just, you don't have a sales problem, you don't have an off problem, you have a leads problem. Most of you just aren't getting enough people to even talk to, to even have a conversation about getting your product. The fourth one is email marketing. So we recommend between two and five times a week for your email marketing. I had a conversation with a client about this this morning, and she was like, I just don't know where to start. Like, there's so many different nurture sequences. And what, you know, what should I do? Should I send a 30 day? I was like, girl, just chill for a sec. Like, just chill. Send an email. She has incredible. This particular client has incredible social media content. Content that constantly is regularly going viral, getting hundreds of people comment and say, hey, they're interested. I was like, just turn those into emails and send them. And instead of having them reply back with a word, just have them click a link if they agree, and that link takes them to the sales page. Like, this gets to be simple. Just start with that twice a week. But you can change it up. So we email, I think maybe even seven. We email seven a week. Now, obviously, I'm not in charge of any of my marketing timbers. And we mix it up. You know, you can absolutely mix it up. You can tell stories, you can share case studies, you can show testimonials, you can give insights, you can tell client stories, you can share client wins, you can share your own personal wins. There's no rules here. It's just about creating interesting conversations with other humans and making them want to open your email because it's kind of exciting to read.

All right, guys, step five, Call the leads. And this doesn't have to be call. So call could mean communicate with your leads. Communicate with your fucking leads. Okay? It can be call, call, text, email, whatever it is, but you need to communicate with them consistently. As soon as you are inconsistent, they're gonna. It's gonna signal to them subconsciously that your brand is unreliable, maybe not interested, or maybe I shouldn't work with you. So we are pretty strong on this. It's like everyone that comes into our funnel will be called, they will be text, and they will Be emailed. It works really well guys when you do it. So I know you guys won't be having a lot of people won't be having 400, 500, 600 new leads a month. So it's not hard to do. It may be like 10 minutes on the phone per day. Just call them, be of service. Hey, is there anything I can help with? Awesome. Let's chat through that. All right, Let me know if we want to progress to the next stage and then we can, you know, book an actual call where we go through strategy and, and how I can help you for a long term engagement. But it needs to be of service that you're calling them. You're not trying to sell them shit off the bat like a, a cold caller. Are you trying to sell them a used car or whatever analogy people have. And most of the time people are pretty receptive to getting a phone call. They're not like they're not going to tell you to off. Especially if you're the person calling them that's running the business. They're going to be respectful. Usually they're going to be very thankful that you' actually call them and put the time into it. So one of our clients, Margaret, she has recently started calling the leads and she told me that a lot of her prospects are just shocked that she's actually calling them and they are so grateful that she's actually reached out in support and wanted to help them. And that is massive for your business. Guys, this doesn't have to be gross and icky and whatever it is, of course you're going to get some people that will tell you to get lost or go get something else to do and stop calling me. And that's fine. That's okay. It's just like email unsubscribed. It's just part of it. But if you never try, you'll never ever know. And then you might not truly ever know the size or how big your business could get because you're not following up the people that have actually inquired with you.

Let's talk about this really quickly because obviously you're reverse to calling ladies because it's scary. Okay, I get it. Hands down, we understand it's not a super comfortable thing to do. Talk about Paula for a sec. Tim, tell us what happened with Paula this week. Shout out to Paula.

Shout out to Paula. Paula Day. Amazing cfo. So if you guys need any cfo, hit her up. She called the fucking leads and booked in five actual sales conversations, sold two and then had like One who was very interested in doing it. She was very adverse to it. She's been hearing me say, call the leads for however long. And she was like, yeah, maybe that wouldn't work for me. And then she actually just did it. Got herself to a really good position, and now she's killing it. And she's like, I see the light.

She even got a strategic partnership out of it. Like, someone was like, oh, we've been looking for a cfo, actually. Would you come and present in one of our containers? Like, phenomenal, guys. Like, I just think we've lost the art of humans talking to humans. This isn't about selling. Selling happens as a byproduct of having a conversation with somebody and being helpful, okay? This is about humans just talking to humans. Like, gone are the days where you just, like, pop over to your neighbor's house and, like, now it's weird. It's weird to talk to a stranger in the shopping center. It's weird to pick up the phone and call somebody. It shouldn't be. We're human beings. This is how businesses build. They build on relationships. So call the bloody leads.

All right? What not to do, guys, is be inconsistent with your organic content or any type of marketing. To be honest, it's built on consistency, and it's built on the flywheel. How we've had our biggest months ever of all time is we are just brutally consistent. And the second is don't just solely rely on one marketing channel. I know a lot of people just rely on ads only, but ads only gets you so far because people want to be nurtured. They want to check out your organic. They want to be emailed. They want to have the full experience with you. And I know organic only isn't as powerful as it is with ads, and ads aren't as powerful as they are with organic as well. They work really well together.

The next one is don't ghost your email list. First of all, emails get to be really easy. Okay, a couple of ways they get to be easy. Take a post and ask AI to turn it into an email for a specific audience with a call to action that makes them want to click it. Super simple. Turn your social media content into emails. Turn your podcasts into emails. Turn your interview into emails. Turn your live into emails. Turn your Instagram story into emails. Just turn everything into emails. So you should have endless amounts of email content, okay? With AI, you have no reason not to do this. But the second thing here is, even if you have nothing to send this week, just Send one email. That's a nine word email. That's like, hey, it's me. I'm just checking in. Are you still looking for help with business step? That's it. It can be that simple. Just send that email if you have nothing else to send. Okay, Last but not least, guys on what not to do is don't wait for leads to decide go first. I think we have an epidemic of people being too scared to follow up. You know, if someone enters your ManyChat sequence, follow up a couple of days later and see how they went with the document. Ask them a question about their goals. Ask them if they are looking for any additional support. Say that you have another free resource you can send them if they are wanting some additional help. We wait for people. Like, I think something happened like maybe a year ago on Instagram where all these Instagram people came out and said, I don't chase people, I attract. And that's magic. During the COVID coaching boom, when everyone was making heaps of money and everyone was in demand and you know, there weren't that many coaches and there were more people who wanted support than wanted coaches and everyone had heaps of Money, that was 100% something that you could do. But now all those people don't say that shit anymore because that's not the way business is really done. It's not that you're chasing, it's that following up and you're connecting with. And I think we need to change the mentality from if you're reaching out to people and you're checking in, you're following up. That's not chasing, that's supporting. Imagine having somebody in your corner, like, that's who we are as coaches. Like, we are the kinds of people who are like, hey, haven't seen you on a call in a while. Like, jump on. Hey, what's going on in your business? Like, you regularly reach out to clients, just checking in. Like, we will regularly tag clients to see what's up. It's really important, guys, that you are that person for those people. So if you're that kind of person, then don't be afraid to show it. If you're the kind of person that wants to make connections, connect with your audience.

All right, we have our listener question today. This is from Brooke. So how long does it take to see results with a well rounded marketing plan like this one, including ads, email, organic calling, the leads, that type of stuff. So there are a few different metrics that you should measure on this and where this goes wrong Is people get emotional about this stuff and they say it's not working. And then people that usually say that stuff, I will reply to them, I'll say, cool, send me your KPIs. And then they won't have it. The key is, if you are doing any type of marketing activity you have, track the results. Okay, so how many leads you're getting, how many inquiries you're getting, how many people are opening emails, how many leads are you getting from ads, all the different areas. How many people are answering the phone? And then you're going to have a well rounded and formulated answer to give rather than just being like, it isn't working. Because a lot of the time people think their marketing isn't working, but it actually is. And the issue is not marketing, it's a sales problem. They're not actually selling people or having sales conversations or getting someone on the phone to take them to the next level in their process.

Yeah, and probably just a little reminder that marketing isn't some sort of magic. It's just about getting in the reps. Like, the more reps that you do with marketing, the faster you're going to learn it. It is a skill. You're not supposed to be good at it straight away. The more that you can post consistent content, the more you're going to learn what your audience does and doesn't like, the more that you can create more content like that, but without doing it, you're never going to know.

All right, just a quick recap, guys. Here's how to add an extra $10,000 a month with this marketing plan. Post five to seven times a week organically. You could go one step further and, you know, repurpose that on multiple platforms. So if you're using Instagram, pop it on Facebook, personal Facebook, send us an email. Whatever, send us an email. Number two, run a monthly conversion event. That can be a webinar, workshop, challenge, whatever that is for you. It can be in person, online, whatever you want. Number three, add in some paid ads. So top of funnel, middle of funnel, bottom of funnel, all the different areas of paid ads. They're cool. Start with one. If you're not sure on which one to add, you need to send emails. Like Steph said before, repurpose. So two to five emails a week, and then lastly, what is it, Steph?

Call the damn leads. Or in Tim's face, call the fucking leads. And if you did this for 90 days straight, guys, you wouldn't recognize the business that you. Most people can't commit to that for 90 days.

All right, guys, that is a wrap. And that was an amazing episode. If you got some value from it, hit that subscribe button. We've loved having you. Next episode is going to start the trilogy on the 9900 and 1011st episode. We've got some cool stuff planned. Super excited for it. Tune in next week.

See you there.