Conversion Queen - Day 2 Recording

Hello, hello, how are you guys? Happy day 2. Today is good because we're getting into specifics. Now. Less concept, more very specific that you can take, get off this call and immediately put in place. So I am so excited to jump in with you guys. Any epiphanies after yesterday's call? Anything that was like— anyone figure out like where your audience might be? Where maybe— yeah, share, just unmute. Um, Yes. So I immediately went to my page and realized it's unclear how people can work with me because I do share a lot of my real life. And so I immediately, I use ChatGPT as an assistant. Thanks to Carrie, by the way. Yep. She taught me how to do that. And I immediately said, here's all of what I do. How would you summarize it? Went into Canva, put together a graphic. Popped that sucker up, didn't think twice about it, and pinned it to the top. And so I feel really good about it, and I've had a lot of— yeah, don't make people work, right? Don't make them work to figure out. Because sometimes I love someone and I'm like, I want to work with you, and I don't even know what, like, you have for me, but I really love your vibe, and I want you to— like, I want to do something in your world. So yeah, that was awesome. That was such, like, a mind-blown, like, I can go do this. Yes. Maggie, I realize I'm a billboard for other coaches. Yeah. Isn't it a crazy epiphany? So I'm working on making a here's how you can work with me post. Perfect. I love it. I did the same thing as Ryan. I'm a billboard for other coaches. That thing is up there now between ChatGPT and this training. So I just feel like Oh my gosh, it's just really just landing. Feels great. I love hearing that. Yay, awesome. All right, you guys, and then you all should have gotten the email with the recording. Okay, if you— we will get one of these every single day, and then at the end you'll get course access too, so you can just log in and it'll be so much easier. I'm going to share screen now, and we are going to And I don't see it. We're gonna jump into day 2. 1 second. Where did it go? Okay, there we go. Day 2. Present and share screen. Alright, and once again, I'll do my best to keep an eye on the chat and then at the very end, if we have extra time, which we probably should, I— or yeah, I think we'll be fine. I will open up for questions. Okay. All right, you guys, we're jumping right in today to more on messaging, but a little bit more. I'm giving you guys actually a lot more examples that we'll talk through. So you'll see specifics and then we're going to get into stories today. Okay. What I want you to think about today in your content is specificity. How your prospect is feeling in their everyday life, right? Like, what are the thoughts going on in their head? And when they read your post, do they feel like, oh my God, it's like that comedian we talked about that's like watching you and they're like, how did you know? That's exactly what's going on in my life. For example, let's— I have a lot of coaches that are relationship coaches. Instead of saying something like you don't feel aligned in your marriage, which is a pretty valid statement, right? I'm sure a relationship coach can help you feel more aligned. But how many folks are maybe arguing with their spouse and they're like, oh my gosh, this is because we're misaligned? No, it's not the first thing that pops into your head. It's not super recognizable, right? What you're actually thinking is we keep having dumb fights over— or we keep having fights over dumb stuff like who forgot to shut the garage. Right. That's the kind of stuff this person is like thinking. They're like, we're having these massive fights because of something really stupid. And it's something as simple as like who forgot to shut the garage. And when you say things that are spot on, I know a lot of clients have told me there's fear around this kind of messaging because it's like, well, what if that didn't happen to them? It actually doesn't matter if someone fought over the garage being shut or not. It's just like the comedian, right? It's so almost spot on that it feels like it is spot on. And as we talked about yesterday, your ideal client is not consuming your content like they read a book. They're consuming their content, your content, as they're doing a million other things. And so it has to come across as just super recognizable. It's like I see myself in this so clearly, and I see myself so clearly that I know you see me clearly. So now I trust your solution. I'm like, you get me so well that I actually think maybe you will get my problem too. Okay. And so how do you get to that place though, where it feels more effortless to write content, right? Because what I don't want to do is write content for you, right? Because that's never going to really teach you to fish. And sure, ChatGPT can help, but ChatGPT is kind of like a calculator— junk in and junk out. So you could put the right numbers into a calculator and you're gonna get the right response. But think about like high-level math, like if you're talking calculus, right? You can take a calculator to a calculus test, but it's not gonna give you the answers cuz you don't know what to put in it. And so same thing with AI right now. Is if you can feed AI the right information, then you're gonna get a better outcome. And I'm not here to debate whether or not to use it. I just want you to be more empowered no matter how you create content. And so there are tons of trainings on creating content. You can do buckets of content, you can do, um, all of these different trainings, and I've taken so many of them. But I will tell you that this grounding technique has never failed me ever. And I feel like it is so much simpler than all these rules around content buckets and all of these different ways of writing content, right? If you know how to ground into your dream client's head right this minute, you are going— I actually, one of you on this call, I, you know who you are, literally messaged me the other day and was like, You have a— you're— what you just posted in your stories was speaking directly to me, and I don't know how you do that, but you have a way of doing that. And isn't that what we all want? We want our dream client to say, oh my God, were you talking to me directly? Because that's how I feel. I feel seen. And so we're gonna do this together, okay? I want— I'm actually gonna unshare screen for a while so I can just talk to you guys directly. I want you to— first thing I want you to do is look at the time wherever you're at. Okay, look at your own local time. So for me it's 12:08 PM, whatever your local time is. Okay. And it's really important you just stick to the local time even though your client could be all around the world. Okay, that just doesn't matter right now. Focus on the local time. And I want you to ask yourself, what is my client doing right this minute? That is in line with the problem I am best at solving. So let's back up for a second. If you're a wellness coach, your client might be— if it's me and I'm a wellness coach, it's 12 PM, she's probably about to eat lunch, and maybe she's like, oh, I have no idea what to eat. I guess I'll just go like raid the pantry. I guess I'll find something. Or maybe my ideal client's— I'm a weight loss coach— she's kind of busy and she's like, I don't know, maybe I'll just skip and have a coffee., right? Um, let's say you are Marissa and you work with, um, your speech therapist, right? And it's 12 o'clock and you're like, gosh, uh, my client is a parent who's trying to communicate with her 2-year-old and she's— her 2-year-old's really frustrated because she's hungry and she isn't able to communicate. And so, oh my God, the tantrum is out of control because now you have a hungry 2-year-old that isn't able to communicate. Right? So I want you to ground yourself with where you're like, use the time to think about where your client is in this moment. Okay? Take a moment and just do that. If you wanna brain dump, if you wanna close your eyes, like whatever feels right. Okay? And the more specific you can get, the better. The more specific you can get, the better. And it does not matter what time of day you do this. It could be 7 o'clock at night and you're a parent and your child is trying to get to bed and they're throwing a tantrum, right? It could be, um, I have another client who's a parenting coach for children that are picky eaters. So 12 o'clock, like, that's an easy one, it's lunchtime, right? And your kid just ate, like, you know, every single snack in the pantry and is probably not going to eat lunch now. And you're like, I don't know what's gonna happen because they ate a bunch of snacks and now they're on a sugar rush and they're not going to eat a meal. You could be, um, working with clients and teaching them how to budget, okay? And it's 12 o'clock and she didn't pack a lunch, but she's over her budget for meals for the month. And it's like, huh, I'm eating out every single day, what do I do? I keep going over my meal budget, I keep throwing $20 at— what is it, what is it, $20 What's that door thing where they bring it? DoorDash. Yes, right? Like, what is your client thinking at 12 o'clock right now, or 10 o'clock, or whatever time it is for you? So ground yourself in the time, and what are they feeling? That is your next piece of content when you don't know what to create, because that is the most realistic piece of content that you can come up with. It is affecting their daily life. The most realistic content you can ever come up with is the content that affects their daily life. It is affecting me in this moment today? As a business coach, what's my client doing? My client is probably looking at her phone and she's like, what do I post today? And I'm like, I got a grounding technique for you. Let me teach you what to post today, right? So look at the time, whatever time it is, and think, what is my dream client struggling with right now that I actually could probably help her with? If you take nothing away from today and all the different techniques I'm going to teach you to improve your messaging, Take this right here, because you can get all of the rest— I hate to use the word wrong because there's no really right and wrong— but you can get— you can forget everything I say, all the strategy I teach you, and if you can just ground yourself into the real pain point that your client is feeling, it's going to resonate. It's going to hit home. She is going to feel seen in your content. Okay. I want you guys to try this tonight, tomorrow, even if it's just in your stories, even if you don't come up with like a whole post, even if you just start with your stories and tell me how it feels. Okay, so I want you guys to actually try this out tonight. Okay. Specific pain is relatable. So the things I just said today, right? Like you're trying to feed your child and they're hungry and they don't know how to communicate. That's super relatable because it's so specific, but specific outcomes, right? So those are important too, because specific outcomes are desirable. Saying something like aligned in your marriage doesn't feel super desirable for a reason. I don't really know what that looks like for me and my spouse. I'm like, aligned? Like, what are we doing? Are we like skipping? I don't really know what aligned is, but saying something like you are now at a place where you have a date night every single week. You can't wait to spend time together. You can't stop talking over your date night. You, you love to, like, interact without your kids and actually have stuff to talk about. You're laughing the whole time as if you just started dating. It's like, oh, I want that. That's desirable. I want that. And so specifics, the more you can get specific with the pain and the outcome, It is relatable and desirable. The more general, the more forgettable it is. I don't walk around thinking like, I need to hire that person because she said we would be aligned. I don't care. But if someone says, I'm going to help you actually not only book date nights every single week, but actually look forward to them and have the best time, I'm going to think about that. Because when we're nitpicking and I'm like, gosh, I just want to go back to the way it used to be, I think she can help us get there. It's very specific. Right? So specific pain and specific outcome. And anytime you struggle figuring out what those specifics are, ground. Like, just look at the time and ground yourself back into your client. It is so much easier to come up with specifics when you use the time and think about their daily life. Okay? So the time is like the— it's the anchor in all of this. It takes you into their day. That's why it's so important. Okay? Okay. Now, as we're going to talk today a lot about you language, all right, you're going to— we're going to hear me talk about why you language is calling your person out in your content. However, you are also going to see me talk about starting with I and me. So I'll show you guys examples where, like, on the hook I'm saying I did this, or me is like storytelling. This is actually really powerful. Okay, so I and me lets you know that I have experienced something, so it's storytelling and it's very powerful, and it tells you it cannot be Googled. This is not something I grabbed online. So it builds trust very quickly when you tell a story. But what I wanna teach you today is how to take the focus off yourself and move it to your client. But we do like starting with ourself. Okay? Um, and this will all make sense when I show you guys examples. All right. But keep that in mind that storytelling is incredibly powerful. It lets every— so I, me, and then my, my as well, because now I know this is not generic. Okay. Now we're going to share some formulas. Please know your entire feed does not need to follow this formula. A lot of this is going to be actual conversion content. And remember, that's when someone's gone through the funnel. So they're like down here and they're just about to say yes. So I do not expect your your whole feed to turn into this. Like, by all means, don't. My feed is not everything I'm gonna show you. However, when I first started really teaching this, it was because I had a ton of clients join me last summer that are still with me today that had really incredible followings, but they were not converting. And this was the content they were missing. They were missing that content that it was like they were billboards for someone else. It was that content that just pushes you over the edge. So we're spending a lot of time on this 'cause This is where I see folks missing the final mark, and this is the one that gets you paid. Okay? This is the one that turns into, yes, I'm ready to sign up, and then someone actually signs up. Okay, so why you language? Some of you heard me tell this story, but I like to repeat it because it's a very— it helps explain it so well. Um, my daughter's name, our daughter's name is Summer, and so A while ago she walked into my office and I have two whiteboards and I always map out our goals. And I had written up on the board, summer plan. Okay. And it was like this summer what we wanna do as a family. And she walked in my office and she's like, oh, you have a plan for me? Like she saw her name up there and she's like, oh my God, I'm so excited. Right? It was not a plan for her. It was a plan for our summer. But what happens is when you walk into a room or you log in somewhere and you hear someone say your name, or you see your same name written somewhere, you immediately perk up. You're like, whoa, whoa, that's for me, right? So she didn't see anything else on my board, and my board has so much stuff on it. She just immediately went to Summer, right? And her brain registered her name so quickly. Okay, now my husband or my son could walk in and they're not going to pinpoint anything on my board because it doesn't called them out. In our content, we cannot name our dream client, right? I mean, you can, and there's a lot of avatar work around that, but that's not what you're gonna do. You're not gonna write a post and say, uh, the person's actual name. The next best thing is you content. The next most powerful you thing that you can do in your content is actually you content. Your hook is still gonna be I and my and me, right? So that they know this is authentic. But you need to move it into your content for these conversion posts so that your dream client immediately sees themselves capable of the solution. Remember, we don't want them to just be inspired by us. We want them to be inspired by the possibility of what they can accomplish. So you'll see here, I started with like, this is me, the last 5 clients that hired me. Okay, here's why they came to me. And then I said, and why it should matter to you. I actually didn't need to put that in there. You can— your hook can be just I, me, and my language. However, I did switch to you language very quickly. This was a carousel, so the second— immediately the second part of the carousel: Do you have a decent following, decent views, decent engagement, and wonder why you're not making more money? Okay, so I switched to the you very quickly. I, what I see happen a lot is we start telling a story and then we keep telling a story. Some stories are incredibly powerful. I told a story, um, a few days ago about my husband and I, uh, when we were just in a really little place and we were like selling used stovetops on eBay. That story was about selling used stovetops on eBay and it was like a good story. However, not all stories do you have to go down the whole storytelling path. Really, this right here, I don't have to explain all the details of why these clients with bigger accounts hired me. You're gonna get the point, but I don't have to like spend the entire carousel just talking about this. The storytelling was kind of done. It's like, here's who they are, here's why they came to me, and I'm actually gonna move it into you language really quickly. It's the same reason they hired me, so you're gonna figure out why they did, but I'm gonna make it about you really quickly. Do you have a decent following, decent views, decent engagement, and wonder why you're not making more money? That's why they hired me, but I'm not— I, I switched it to you language very quickly because now the person reading it is like, yes, that's me, yes, that's me, wow, yeah, yes, I do, I am wondering why I'm making more money— not making more money. And just note here how incredibly clear the language is, right? So it's very easy to understand. You don't have to decipher. It's not like, uh, do you wonder why you're not energetically accepting more money daily? It's like, I mean, sure, but— and I do believe in the energetics of it, you guys, but that's not clear, okay? I just want to get so clear on this pain point. And so you're gonna want to turn that you or the I and me into you language. Pretty early on. Okay, now real stories versus hypothetical stories. Real stories are my stories and my client stories. Hypothetical stories are actually very powerful, and they are not BS stories. You can tell the story of what happens when someone comes into your world. Do you have a decent following, decent views, decent engagement, and you wonder why you're not making more money? What if you could turn all those followers into paid clients? What if you could turn those views into clicks? What if you could turn that engagement to, yes, I'm ready to buy? So do you see how that's you, you, you hypothetically, but you just painted the picture so clearly in her brain that she's like, I can see myself doing this. Okay, so hypothetical stories are super powerful and you can absolutely tell hypothetical stories. Now, this is a question for all of you. What do you really wanna achieve? Do you want fame, follows, engagement? Do you wanna make money? And I have to put this disclaimer on here cuz here's what's going to happen to some of you. Some of you that are getting good engagement are going to try some of these posts and you're gonna be like, Zee, they tanked. But did they? If you sprinkle enough of these into your content, I'm not saying have it take over your content, but you sprinkle enough of these, what I have seen time and time again with clients over and over is income goes up. Okay, conversion posts do not tend, and there's always exceptions, but for the most part they don't tend to be the ones that get the highest number of engagement. They're not getting people left and right that are saying sign me up. I mean, that could happen, but I don't post these expecting that, okay? And neither should you. However, they do have a direct impact on income. And this is not just with my business, this is with client after client after client after client. And I'm going to show you guys specific examples. Okay? Okay. We're going to talk about this a little bit more. So here, once again, I'm starting with the I and I'm starting with a problem she'll recognize. I was tired of the constant sales hustle. So simple, like nothing fancy about that line. But a lot of clients hire me because they're in a constant sales hustle. Okay. And so I put the solution on the front, which is sometimes I do, sometimes I don't. I cracked the code to filling my coaching calendar a year ahead and without a membership. Okay. Um, and then what happens here, immediately switching to your probably— I didn't focus on where I was. So what I could have done is this, and this is what I see often. I was running too many one-on-ones. I was feeling exhausted. I was constantly hustling. I was doing this, I was doing this. I could have dragged the I out a whole lot more. I was exhausted from launching new offers. I was stressing about where my next client's coming from. Instead, I went into the I just a little bit more and then I switched it. You're probably exhausted from launching new offers every month. You're stressing about where this is happening. You're doing this. Okay, now this is the part that I want you guys to also notice. Education content versus conversion content. I said I cracked the code to filling my coaching calendar. Then I dug deeper into what was going on in a late— in her world, right? This is what she's feeling. And then I said, do you wanna know how to stack your calendar months in advance without a membership? Okay, this is not an education post. If this was an education post, I would probably tell her 2 to 3 things that she could do, which is great. Like, I'm not— I know there's coaches that hate education content. I'm not one of them. Top of funnel education can be great. The purpose of this post is a conversion post. So I did not actually say, here's what to do. What I said was, you need to get into my world. If you actually want to stack your calendar months in advance, you need to get into my world. So you need to comment ready, comment learn more, comment apply, whatever it is I wanna send her. Okay? That's gonna be the biggest differentiator between education posts and conversion posts. The solution is you. She just needs to move forward and hire you. Okay? She needs to DM you. She needs to talk to you. She needs to get in your world. So I didn't actually give the answer inside of the post. Okay, this is one again that's like getting attention, right? It's like, I've accomplished this. It's not about us though. We're just starting with the I because it's very clear this is not something from Google. But once again, I'm immediately flipping the script and going straight to you. Okay, I did not share the Zee story here. Okay? It's not like, this is how— and now if it was an education post, I might break down a little bit more of like how I actually got here, but that's not what this is. This is a conversion post. So I immediately switched to you language. Okay? And then at the end, there's a CTA that moves you into my world. Now, I do want you guys to see this one because this one was not you language. I started with a pain point and I immediately sold right away. Do you guys want to know why I did that? Low ticket right away. Low ticket. Okay, this is Conversion Queen. It's a $47 product. I put the price in here. I didn't even do you language for this one. I definitely could have, um, but I just went straight to the sales pitch. Okay, now here's what's interesting. If you were to go back to my feed and actually analyze these, not great engagement. But remember, I get DMs from folks that immediately, I want in your world, I want to work with you, how can I work with you, applications. Oh my gosh, the second time I did this. Sorry, guys. Probably because I talk with my hands and who knows what I'm hitting. Okay, uh, same, not crazy, you know, responses. I did get people commenting on this one. Like, I got a really good number of folks that were like, queen, queen, queen, queen. It's— I'm a high-ticket coach and I launched a low-ticket offer. I went straight from a very relatable problem Now, if you're low ticket, what does that mean? You can go tofu to tofu really fast, okay? You can go top of funnel to bottom funnel much quicker. You can, if these conversion posts don't feel as good to you, you can use, I'm gonna show you guys an example of how you can use a conversion post straight to a freebie, okay? So stay, hang tight. But this one right here, it did actually get more engagement than the others. But let's do some math. My high-ticket offers versus if I did this all day long because it felt good, I would not be making the income that I want, not for my business model. So even though these feel warm and fuzzy because I'm like, I got comments, I got comments, those ones result in a DM that's a, you know, $10,000 to $20,000 program where this is a lower ticket. Everything's part of my ecosystem. But what I see happening is folks look at this and they're like, this is what I want. I want all those comments. Don't get addicted to the comments because some of your best stuff is actually going to feel a little dead until the DMs and the applications start rolling in. Okay, this is a client of mine inside Elevate. What's really cool is she's actually way higher now, but she, uh, in this example, I'm going to show you guys how she went from top of funnel to bottom funnel in just one post, and she led to a freebie. So those of you who are more like, I have a large following, I'm— and large following could still be high ticket, but you're selling more of low. I want to show you guys this example too. And this one also works if you're doing like a low ticket, like I did for Conversion Queen, for example. So she actually did the you content on the front, which is fine, right? She went straight to— and I actually want to look at this. Yeah, it's funny enough, I did that on this one as well. You're doing everything Instagram experts tell you, but your results are still disappointing. So easy to understand, right? Like a 10-year-old can understand it. She's got, she's starting with the you language. This is a carousel, so very heavy on the you. You're spending hours creating content that gets low views, no engagement, zero sales. You're starting to think maybe Instagram isn't for me. This line right here is so powerful. You're starting to think. It just like raises even more how seen you feel. You're like, oh my God, how did you know? I'm literally thinking this. You're tired of the following. Now she paints the picture on the other side. Now imagine this, and she's going to talk very clearly about the desired solution. Imagine having a clear plan for converting followers into buyers, daily you just made a sale notifications, your target audience drooling over your offers., and then she points you to a free 7-day pass into her community. Okay? And then the upsell happens. Obviously it's like a 7-day into an upsell. All right? But that is top of funnel straight into the sales pitch. And this is a freebie or a low ticket. Okay. Another client that I wanna show you guys, I just wanted to give you some examples. So you've got, she's a weight loss and macro nutrition coach. And you see this is actually more of like this right here. I would say it's top of funnel because it's a little bit— it's more educational, right? She's like, 5 signs your body is storing fat. However, immediately she's going into the you language. Okay, so she's like, you, you, you, you. And my Zoom screen's in front of this because I think this is the one where I really want to show you guys the— oh yeah, this is what I want to show you guys. She does give you tips.. But this is where I really want you to see how she took this tofu— it's top of funnel because you can do it in one post— um, and immediately makes it bottom funnel. In fact, right here you'll see, this is a paid program. The first— this is taken from here— the first 5 to sign up get a discount, and my last group sold out. Uh, we kick off soon. The part I want you to notice is where she says this is a paid program. This is very bottom funnel. She's like, I don't want to waste any time with someone who thinks it's a freebie. I'm going straight to like, you got to do this if you want in. She posted this, I want to say it was like the last week or so before you could sign up, so the urgency was higher, and she had a lot of people right there. Okay, and so she went top of funnel to bottom. But here's why you can sometimes do that in just one post, because it's not crazy that someone shows up to your page who already knows they want to lose weight over the summer or the winter or whatever it is. Like, that's not crazy. It's not like all of a sudden they found out they want to feel this way. That's a concept that they might have lived with for a while. They're like, I'm struggling. And so they can come to your page because they're curious about, oh, what, what are some signs my body is storing fat? And immediately want to work with you. Like, that can actually happen really quickly. And so just in one post, she's taking you there with a very strong call to action. This is a power play call to action when you know you have people on the fence. If you know there's people thinking about signing with you, it's like, I'm not even gonna waste any time. This is a paid program. You wanna do it, do it. Okay. Okay. So I'm gonna slow down now 'cause I gave you guys lots of examples and your head might be containing a lot of info. And I just wanna kind of talk about a formula that you can go back to if you choose. Remember, if we take nothing away, go back to grounding.. But if you are looking for a formula, step 1, start with a problem or the desired outcome. Okay? For example, on here I say your dream client isn't in your DMs. The rest of it is actually just a hook to get your attention. This is the problem. Your dream client is not in your DMs. That's my, my ideal client is, relates to that. They're like, my dream client's definitely not in my DMs. Okay? Step 2, you language. Step 3, the solution is hiring you. Okay, if you look over here, Melissa put the solution in here. Okay, that's because she's— this is— she's just going the whole funnel. But if you know, you're like, I've got people that are so close to saying yes, they don't need the solution in here. They just need to know that you are the solution and they need to message you and get in your DMs and then take it from there. Okay, so the solution is either going to be you or your program. That's it. You really don't know how to get your dream clients in your DMs? You got to sign up for this or message me and we'll talk about signing up for this. Okay, that's how you get into my world. And then you have an actual call to action at the end of it. Okay, I'm going to do a little like check on the chat because it's been a while. Okay, let me see if there's any that were like specific to this. Okay, if the goal is financial growth of the client, however, the thing they really need is to be around people like them, how would this apply. So what you want to think about— so the question is like that her client's goal is financial, but the problem is that they need to be around other folks that also struggle with like ADD or ADHD to be able to fix that problem. So the solution is they want financial, right? But the problem is that everything else they've tried has not worked, right? So the other things that they've tried haven't worked because the real problem is not that they don't know how to get to the fin— or the other coaches don't know how to get them the financial success. It's that they don't understand the problem they're struggling with that would lead them there, right? So go back to the problem that they're struggling with, I would say, is what really stands out for your client more than just the desired outcome. Also, the desired outcome is more specific than financial. I would say, um, the desired outcome is getting to the financial without quitting, right? If you're struggling with ADD or ADHD, it's like, how do I get there without quitting? How do I get there in a way that doesn't make my head feel like it's going to explode? So the path is part of the desired outcome too. All right. And we'll dive more because I know, Carrie, you're doing the VIP, so we'll dive more into yours specifically. But I would say anytime you struggle with it, you're not getting deep enough. Okay. Okay. So I want to talk about this client because her journey of like just changing the way we looked at her entire account and the way she sold is probably one of my favorite stories. So when Melissa first started working with me, I want to say it was last like October, she had 14,000 followers. I'm not a growth coach. It doesn't mean you're not going to grow if you work with me, but I want to make you money. So, um, this did not happen because I— she came to me to help her grow. Actually, when she came to me, here's what we found out. She's got 14.8 thousand followers, but she was not making the money that made sense for this follower number. Okay, it was just like obviously something was missing. In fact, I told her to stop growing for a good probably 5 or 6 months— October, November, December, January, February— 4 months. Okay, for 4 months I was like, no more growth content. Now here's why. I knew her funnel is exploding. She's got all these people sitting in here that are not buying. And so we made the decision of like, we're not even going to try to get new people in your funnel. We're just going to focus on one thing. We're just going to convert the people that clogging your funnel. Honestly, they don't even know who's like a good fit anymore because they're just hanging out in there. They're coming into your world, they're following you, they are commenting on your stuff, they're grabbing your freebies, but they're not actually converting. And so what was she doing? She was a billboard for other coaches. Like, truly, these people were signing with someone, okay? If you have a weight loss goal, at some point you're probably going to sign up with someone, but it wasn't her. And so we focused all in on conversion content. Like everything that I'm teaching you guys today, that's all we did. Now, that's not the move I would make for every client. There's some where I would say, let's do top of funnel and bottom and middle and like really play that fluid game of all three. But for her, we just knew. I just knew. I was like, I know that you have money sitting in your funnel. And she did. We actually ended up focusing just on conversion. She did not grow much at all from October to February. But her income did significantly. She hit her entire income goal that she wanted to hit with me. She was happy about the income. And then in February, came to me, was like, I want to start doing my growth top-of-funnel content. And I was like, let's do it. Perfect, right? Um, we finally cleared up your funnel a little bit. And by cleared up, I mean she made money from her funnel. And so from February until now, she's like, I'm doing tons of top-of-funnel. And then we strategically do mid, and bottom when she needs it. So like, she just launched a group right now. If you go and look at her page, she did a lot of conversion content. And then today on our call, we were like, hey, your group's full, we're not trying to put more people in, and so let's go back to tofu. Okay, now Melissa, it's obviously working. She's got the growth, her income has increased significantly. Here's what's super cool though. Now her content can just flow between all of these. Okay, the reason we had to take almost 4 months and do nothing but conversion is because I, I just knew there was like money sitting in there, to be totally honest. Okay, now the opposite can happen too. The opposite happened to me, right? I think I told you guys I had a great year, people were signing left and right, and then all of a sudden I was like, I'm feeling like I'm just like, everybody's kind of moving forward but there's not a lot of new people coming into my world. And so I focused a lot on top of funnel in January, February to get new people into my world, and it has had an incredible, like, result from there, right? And now I can do more of, like, that fluid going through all three. So I share this because I'm gonna tell you, she did not grow for 4 months. I mean, barely, barely. Her income grew, right? Like, that's why we're here, converting into paid clients. So she did not grow, but her income grew. And then when she decided to turn it back on, it's working. So don't panic if you feel like the convert— if you're like, I know this is me and I need to do this, focus on conversion for a little bit if you've got people sitting in your funnel. If you're more like the opposite of that, where you're just like, all I do is sell conversion and I never do top of funnel, then take that route. And if you're more like, I just kind of need to be fluid, then that's great too. Okay, but I feel like the story is just so powerful so you can actually witness this content like truly in action. And I can't show you guys her bank account, but if I could, you would see how even more it just like proves everything that we're talking about. Okay. Okay. Let's talk about stories. Stories is my favorite place to spend time. I feel like a lot of people love stories, and then I have a couple clients that like hate their stories. And the truth is, it's probably because it just doesn't feel natural, and maybe you just haven't done it enough, or you feel like you are overthinking stories. And so the biggest thing I'm going to tell you about stories is just permission to like have fun in your stories too, right? Um, your stories will only be up for 24 hours. It's 24 hours. Someone was commenting, and I don't know if you guys feel this way, on the head of Instagram's post, who's like talking about story updates, and they're like, when can we edit stories? And I'm going to be honest, I could care less about editing stories. I want to post and forget it. If there's a typo in my stories, I don't care. It's gone in 24 hours. Like, if any of you can remember a typo, because I get a lot of them from last week, there's no way. There's just no way. So I love stories because they are a short snapshot of time and they go away, and it's such a great place for you to learn, right? Like, try stuff out in your stories. Don't feel like stories stories, um, are that big of a deal. But conversion happens in stories, and it's more about actually being intentional about showing up than it is about getting them perfect. Okay, um, naturally stories will be seen by more of your mid and bottom funnel. That's just naturally the way the algorithm works, the way everything works. And so what's cool though is it's probably people— like, I would say like 3 groups of people will watch your stories. It's the people who are most likely to buy are in your stories, which is amazing. Like, they're all place sitting there for you. Number 2, it's family, right? My mother-in-law is like the first to watch my stories, bless her heart. She's always hearting every story. Um, and then it could actually be like some haters too. Haters, people who are like, what are you doing? Um, you suck. They might be watching your stories, but we don't care about them. Um, the first bucket's what we care about. You've got people that are like right there watching your stories, so it's great that they're literally sitting there waiting for you. Here we go. Psychological content is bottom funnel content. And when I say psychological, it doesn't mean it's, you know, we're not hypnotizing anyone, but you are really speaking to the you language because that's where someone feels recognized. It's just like in Avery's post where she's like, you're probably thinking, and that was in her feed. But using that type of language in stories is, it gets in your head. You're like, oh my God, you're right. Like I'm literally thinking that. And so that can be very powerful in stories. Okay. Speak directly to hesitations and objections. One thing you should know, and you'll learn this when we talk about closing clarity calls, I do not prescribe to traditional sales tactics. I was trained in corporate sales, so I know all of them and I can't stand them. And so when I do a clarity call, I don't handle objections. If someone's like, I'm too busy, like, well, then you're too busy, then don't do this, right? Like, don't work with me. However, Stories are actually a great place to handle objections in a way that doesn't feel salesy. So here's how I don't necessarily handle an objection, but I speak to common misconceptions in my stories. And I'm going to show you guys examples of everything today. But if I know that— I'm going to give you guys a real good example. I had 3 folks in the fall that did clarity calls with me. And all 3 of them had very bad experiences with coaches. They hired coaches that totally dropped the ball. And so instead of on the sales call, I'm like, oh, but that's not me, I'm great. Like, that just feels icky to me, right? Instead, it was more of like, I totally understand why this is a big decision because you've had a very bad experience. And so I really want you to take your time and I want you to think about it. Okay. But then in my stories, I actually spoke to that and I was like, hey guys, I want you to know there's a lot of you out there that are probably hesitant to hire another coach because you had bad experience, and I get that. And I think that's why it's so important that you do your due diligence. You ask for maybe testimonials. I can also tell you that if you're going to hire a coach that does not— you know, I think about the things that make me— that I believe make me a great coach, and I'm going to speak to those. Um, this is why I do an onboarding call with all my clients. This is why I'm a big fan of XYZ. This is why I do things like this. Now, instead of me saying like, hire me, pick me, it's just like, hey, this is why I do it way. I know those folks are watching, but you know what else happens? I know that other people with the same exact concerns are also watching. So when I can speak to those hesitations and objections right in my stories, I'm helping my folks that are thinking about working with me make the move. By the way, all 3 of them did end up— they got off the clarity call, they were very hesitant, and I was like, take your time, think about it. One of them signed very quickly. One of them, or two of them, were probably like 2-3 months out, but they all ended up moving forward, right? And so giving people space is not a bad thing. We'll talk about that more. Um, but use your stories— that's your platform— to speak to all of these things that you know that your dream client might be hesitating over. Okay, okay, here's a universal truth that I want you to all know. How often have you said— and maybe some of you would like lower ticket don't feel this, but a lot of you that are high or mid, um, how many of you think that folks have a price issue, right? You're like, I hear that it's too pricey or it's too expensive or they can't afford it. Here's the crazy thing: if the person that you're speaking to truly 100% ironclad knew without a shadow of a doubt that they would get the results that they wanted, they would actually pay 5 times, 10 times, 100 times more. They would. Like, think of a problem that you have in your life right this minute. You're like, this is something I would love to have solved, but I just don't fully believe that the person I'm thinking about can solve it, or I haven't found the person that I think can fix this for me. That's why we don't invest. We're not completely sure that the result is possible. Okay, we have to trust the coach, we have to trust the program, we have to trust ourselves knowing that I'm not going to drop the ball, right? Like if I sign up for something, I actually have to show up and do the work. So the trust has to happen from multiple different ways. I have to trust the person, the program, and myself. Okay, so when you recognize that the reason people don't move forward is not because of your price or because of you, but rather that they are not fully convinced that they can get the result, then Now you know your job is to help them see it's possible. The number one way to show someone that it's possible is storytelling, either from past clients or your own story. When you see someone go from a struggle and you use that you language, you see someone go from a struggle to a solution, your brain now sees it's possible. Because nobody wants to be the guinea pig, you guys. No one wants to be like, oh, I'll be the first to try and see if it's possible. And even if you're a newer coach and you've never signed clients, you still have a story you can tell. You can tell your story and you can tell a hypothetical story, right? Like, this is what would happen if you did this. Okay, your— their brain has to see that it's possible. Okay, but we're gonna get into examples, but I just want to give you permission to wing your stories too. I'm gonna give you so much good stuff that you can come back to. Um, I have clients that have gone back on different stories I've done, like trainings, and they'll they'll get in a headspace and they'll watch it randomly and they're like, I saw your training again and I knew exactly what to post. But also you can wing your stories. Some of my best stories I have created while I'm sitting in gymnastics and my daughter's doing her thing and I'm like, I don't have time to like— or I'm not even in a mental capacity to like do anything. Like, I don't want to think about it. I'm just going to whip a story up and guess what? It ends up resonating, right? And so I'm gonna teach you so much good stuff, but I promise you, you can also just wing your stories. Sometimes they go away. Like, just please walk away with that, 'cause I don't want any of this to feel heavy. I want you to learn and I want all of us to grow. And I love doing trainings 'cause I feel like it feeds my brain so that I end up stronger in the long run. But I don't wanna take away the ability to wing a story too. Okay. I want you guys to see some different, like, you language in action, because remember, our goal is that she has to— that feeling of like, I truly believe results are possible for me. And that you language. I'm onboarding 10 coaches or course creators into the program. You have at least— oh, so this story is actually going to— it's speaking to where she's at. So you have at least one offer created. Your conversion from followers to paid clients doesn't make sense, and you know you should be making more money. So clear a 10-year-old could understand it. You've bought all the new messaging courses and it doesn't seem to be working. You're sick of coaches that coach on surface level, and you don't have the strategic ability to dig into your business like you deserve. Here's what you might want if you're like my clients. You want this. You— I'm not going to read it all out for you guys, but you want this, you want this, you want this. This one is calling out some of the struggle and the struggles. They've bought other programs, they didn't work. The middle one is calling out more of the desired outcome. You want strategy, you want my eyes on your business, you want a plan, you want more conversion. This is what you want. Okay. And then over here you're going to see more of the, um, the pain point. You feel burnt out, you're making money, but it doesn't feel predictable. So once again, you, you, you, you, you. Okay, is all my content you language? No, I sprinkle it in, you guys, because it— you don't want it to feel robotic where everyone's like, that's all it is all the time, the same line over and over. So it is not all my content, but I do try to sprinkle it in because it's very powerful conversion content. Okay, I've shared this in a different training, but I had to put it in here again because It's so good. It's so bad that it's so good. Barely 2— oh, 2 years ago. Yeah, 2 years ago. I want you guys to see my messaging for my Elevate program. Okay. I also want you guys to know my Elevate Mastermind has actually not changed very much, right? Like the way I coach has not changed, but my messaging was not good. Just not good. My ideal client does not wake up and say to herself, I just wish I had a group channel, Slack channel for Monday through Friday support. Like, if only I could have that, my life would be so much better. Except all of my messaging here was around free one-on-one deep dives. You get course access, you get a project board, you get a small group channel Monday through Friday. Like, nobody that I work with wakes up and thinks to themselves, if only I had this, I, I would hit all of my goals. Okay, now the one on the right is for Rich and Relaxed, but still, like, I— the messaging could be really used for both. It's you want clients in your DMs asking to work with you. You want clients that love you and keep saying yes to work with you again and again. You want clients to say, that's nothing, I would pay double You want this, you want this, you want this. Like, how crazy is the difference here? And I'm seeing your questions. I promise I'll come back to them. But like, isn't this nuts? Also, I want you guys to know I didn't— I actually struggled to fill this program, but I did end up filling it out fully, booking it. And in 2023, it actually performed very well. So even content that isn't amazing, if you're persistent enough, will work. I just want it to feel lighter. And this is way lighter because it Actually gets people in my DMs that want to work with me here. You know, some of you know my launch story. I had to sell the heck out of this thing, right? It eventually took off and it did really well. But, you know, it's come a long way. Okay. In your stories, this is a story series. So it's the same photo over and over with different writing. Okay. Same photo. I love these because when they pop in your stories, you just see the text popping out, but this photo stays the same., and it takes someone on a journey. Okay, and so this starts with a problem. If you're not wildly enough in love with your coaching business, here's how to fix that. Your business, you language, you language, you language, you language. Now here on this one, I chose to do you language pain point. On the second one, you language desired outcome. And at the end, was a CTA. It's like, if this is what you want, comment here. Story series, I'd probably mix in like 3 times a week maybe. I just, I like story series. It could take someone on that journey with me. Now I'm gonna put this disclaimer out there: your views are gonna go down when you do story series. Those people at the very end hanging by— this is for higher ticket The people hanging on at the very end are the people that are going to move forward with you. Not your mother-in-law, not the haters, the other ones. Okay, story series are very powerful for higher ticket. Okay, and actually it's not that they don't convert for lower ticket either, they still can. But do not get in your head over people falling off at the end. I do not care because I know the last few slides are the people that are really in it to work with me. Okay, and when you're doing higher ticket, I don't need 1,000 people to say yes to me. I don't need 500 people. I don't need 100 people. I don't even need 20 people on any given day to say yes. I don't even want 10 people to book a clarity call with me in one day. That's heavy, and I don't need that. So think about that when, when you get in your head over views. Now, with low ticket, I do want to share I went back and counted in the last 21 days. I did 16 different stories, not series. Like I had 16 different days where I posted about Conversion Queen. Volume matters, you guys. You cannot post and be like, nobody commented. Also at the end, I wanna say like 40-something people ended up signing up. I think we're actually close to 50 now 'cause I had more signups today for Conversion Queen. Do you guys wanna know how many people signed up on day 1? I think I could count it on one hand, maybe. Okay. It wasn't like flying off the shelf or anything. And so why is that? Not because the value isn't there. Not because I'm not a great coach. Not because I didn't do a good job on the program or any of that stuff. You want to know what it is? How many times have you clicked on something wanting to buy it and then something distracts you and you're like, I'll get to this later. Okay. All the time. Some of you commented on my same post multiple times for the same exact link, multiple times, because that's life. And so please remember, you do have to do the same exact thing over and over, and you are not boring your audience. You might just be boring yourself. Okay. Now, if you guys don't follow Marissa, you should. Because she's amazing, um, and she gave me permission to share these stories. Um, this is a one-story set that she did for one freebie or low ticket, okay? And so this one she posted all by itself. What happens is the day before you do a story reset— this is a technique. I'm actually not the biggest on teaching techniques because sometimes they're short-lived, but this is one that I've seen with a few clients work very well, so I'm going to mention it. This technique works very well for a freebie or a low ticket. And what you do is you let your stories expire, just like totally let them— let the last story hit 24 hours and expire, and then your next story gets posted. Okay, you don't need a gap in between. Okay, you just, you got— you let it fully expire, then you post a new one. This story is the only thing she had up that whole day. Okay, and this one story goes from pain point, telling a story, all the way to solution. And the trick is it's a DM word. You do not need a link. See how some of mine were like an actual link? You do not do a link on this. You do a DM word. Same thing, you tell your child this, this is exactly what she's gonna— this is the end result you're gonna get out of it. So struggle, solution, DM word. One post, it's got a lot of information on that one. Same thing over here. Okay. These are converting like hotcakes and they actually work financially. She's making money off of them. They're doing well. They're doing exactly what she wants. And I want to say these views are like very above average. She's got like 90,000, 60,000. That's not common views, obviously. But even for her, what Marissa has shared is that even for her, this is high, like this is higher than her average, okay? And she has said that, and it's because of this technique that she's following, okay? So this is something as a high-ticket coach I would use for a low-ticket or a freebie, okay? For my higher ticket, I actually prefer the series because I want the people who are really on the journey with me to end up at the end. I don't want to drive— I don't want a— I don't need a ton of views. I just want the people that right there, bottom funnel, to be watching for higher ticket. Jess, you're so cute. Yeah, Jess is on this call. That story about Elevate, because she was my only client in Elevate for 7 weeks and she must have joined from that one really bad story. Okay, you guys, we are going to have time at the— I can open up more time after this for Q&A because this is our last slide. But I do want to talk about this. Um, there's a lot of content around like you should have one offer, one offer. I actually believe in one message. Okay, so let me backtrack for what I mean by one message. Your ideal client could be struggling with a whole lot of things, and maybe you could help them with a whole lot of things, but I want you to get crystal clear on the thing that you're really good at helping them at. So, and you can have multiple offers that lead there. Let me give you guys an example. This right here, Bombshell Money on Repeat, is a $22 course that I launched January-ish. Now I started talking last October about something called MRR, monthly recurring revenue, and how when you could build up monthly recurring revenue as a coach, it allows you to go into each month with already having income set for the month. And it's just so freeing and light and it allows you to hit bigger cash months. So my big messaging, and some of you probably saw it from like October to December was like MRR, MRR, MRR, MRR. That's all I talked about, monthly recurring revenue. I had a freebie about it called Donut. I had my low ticket, and then I— people that came to me from the same exact messaging, some of them chose to work with me inside Rich and Relax, some people one-on-one. So the messaging on my feed was very heavy around this, but how you choose to work with me does not matter. You could be like, hey, I'm just gonna get her freebie. Hey, I love this messaging. I think I'm going to get her low ticket. Hey, I love this messaging. I really want her eyes on my business. I think I'm going to join her mastermind. Oh, I really love what she talks about. I think I'm going to hire her for one-on-one. And people jumped into all sorts of different programs. The difference in my offers is not that I teach different things. The difference in my offers is proximity to me. It's just how close you want me in your world and in your business. That's the difference. The last couple months I have been talking all about conversion, conversion, conversion, conversion. You can learn about conversion in my freebie. You can join this $47 bootcamp. You can jump into my mastermind. Now, that doesn't mean when you join my mastermind, I'm not going to do other things with you. I'm going to talk about MRR, we're going to talk about conversion, we're going to talk about your offer suite. We're definitely going to talk about all of these things., but my front-facing messaging on my Instagram does tend to stick to a theme for a bit. There is no magic number of how much time. It's not like, make sure for 30 days you talk about nothing else. It's not necessarily that there's a rule. It's just a general understanding of, I know that our dream clients are being sent a million messages, and if I am now contributing to the 20 messages they're getting now they start getting confused. But if I can focus on one message and I can ground into where my client is every day— so if I think about my messaging right now around conversion, and then I ground them, like, it's 1 o'clock, conversion, what is my client feeling? She doesn't know what the heck to post because everything she posts is getting— sometimes it's getting likes, but nobody's actually buying. So I'm like grounding around this messaging, right? She is more likely to think about me because my post is talking about the same thing all day long. And then when she's out living her life and she's struggling to write content, she's like, yeah, I really just need to work with Zee. It's more likely to show up in her life when it's consistent. If I am talking about everything all at once, I'm talking about MRR and conversion, all these things, it just gets diluted. Now the final disclaimer I'll say is in my stories I do tend to cover a little bit more because those people have been with me a little longer. Most likely my people on my stories are like already kind of there. You've been watching for a bit. Feed is where I try to stick to maybe one, maybe two messaging paths, right? Because I just know when I stick to one thing, one pain point, one message, one overarching theme, that she's going to think of me. It's going to get stuck in her head. Okay. Okay. Once again, we covered a whole lot. Let me stop and go to the chat real quick before we open up for anything else. I think there was a lot that I missed up here, so hang tight. Okay, Kara, we got you. Victoria, how do you gauge how much education versus conversion? Okay, so the best thing that you can do— are you still on here, Victoria? You maybe you'll catch the recording if you, if you hopped out. But the best thing you can do is analyze, uh, the funnel. So if you're like, okay, I have all these people in my DMs, so many people are dying to work with me, but no one is pulling the quicker, gosh darn it, then you probably need more conversion content. Okay? If you're like, man, it is just like dead. Nobody's talking to me. I don't even know if anybody wants to work with me. Then I would probably lean a little bit more towards like the top of funnel, which is more education, getting people into your world. And if you're just like, I have no clue, I honestly don't know what to post, just remember fluid. Kind of go through all three. Okay. Um, actual CTA always needed, isn't it usually implied? Um, I don't always use CTA, but if I don't use CTA, then I'm expecting that they're not going to do anything. And so if I want someone to buy something, what is it? Tell them how to do it. Tell them what to do. Be very, very clear. Remember, your ideal person is definitely distracted. Um, in story, does it work well to start with you and then go to I? I don't overthink my stories. I just need somewhere in there to sprinkle in the you, but I really try not to, um, overthink how I start it because then I'm going to have analysis paralysis and not post stories. That's the truth. I want, I want like a certain level of stories to just feel natural to you guys, so I'm not going to give you a rule around that. That. Um, Marissa, you're so cute. You guys could read that for yourself. That's really sweet. Um, what does wing it mean? It means don't overthink it. Thank you, Carrie. Carrie. All right, let's see. Yes. Okay, network marketing, there's a product business. Would be better on focusing on one for messaging, use one as the funnel for the other, just sprinkling in one or the other dilute effectiveness? I'm going to be totally honest with you when it comes to that question. It's been a long time for me, so I don't know if the industry has changed, but if I was in the industry today, I think I would leave with a product today. That's my gut feeling on it. Yeah, that— I— send me a DM. I'm gonna leave you a voice note on that because unless there's a whole lot of— I think there's a few of you guys in network marketing with the nature. I think answer here with the nature of the industry right now. I would leave with product. That's my gut on it. I would leave with product and let them fall in love with the product and then go to the business. So then you're saying stick with one message. Oh, I see what you're saying in regards to which product. Right? No, no, no, no, no, no. One message. No. Would be about the product and the end. The problem. problem that it solves. Yeah, it would be around the problem that it solves for sure. Well, and I guess the follow-up is, is, is, would sprinkling business, or, you know, like, hey, there's— I would sprinkle it into my stories. Okay. I would talk about like the lifestyle you get, trips, the wind. I would sprinkle that into my stories, but I would make my feed very much the problem that you're solving. Yeah. Um, not too late to join VIP. The— did you guys get the recording email? If you did, there is a link in there if you want to join the VIP day. Okay. Vicki said she agrees about the— Vicki is an— and WM is network marketing. I would say Vicki is like definitely the person who, if she agrees, we're good. Okay. Now I can open up for other questions if you guys Happening. Hi, Lo. Hi. This is so amazing. First of all, thank you so much for this. I just have a quick question. So I realized yesterday when I went and did like a content audit that all of my content is like top of funnel, like all of it. So this is going to be like going more to bottom of funnel and I am launching my course next week. So my question is, should I just dive straight into bottom of funnel and just do all of that? Or that's kind of my question is. Yeah, there's literally nothing wrong with doing like 5, 6 days of bottom funnel content. Like nothing wrong with that. And then go right, especially because you have a start date for something. Um, with Conversion Queen coming up, I was like 100%, I was like bottom funnel, bottom funnel. I mean, I did some top funnel, but only because it led to Conversion Queen. Um, but like Melissa, who I showed you guys, she got her group starting today and she had like a few spots left. So she did nothing but conversion for like a good 1 to 2 weeks. And then literally tomorrow we're like back to top of funnel. You're totally fine to do that. Yeah, I would. Awesome, thank you. You're welcome. Hi Kim. Okay, this goes back to my question. So I, I did my homework and I did my ways to work with me and I listed 3, and the last one is affiliate partnership. Yeah, it's not like you're hiding it. I just don't want all your messaging to lead with that, but I think you're totally fine to put your ways to work. Okay, um, let's see. You didn't see a link in the recording? Okay, I will make sure my VA adds it to today's. Super random. Do I live in Florida? I live in California, actually. Um, all right, we've got— hi, Lisa! Hi! Here, I'll turn my video on. Um, So I have a question about stories since we're talking about stories. I get lots of views in my stories. I've never sold anything in my stories. Like, I can get people to sign up for free stuff in my stories, but not like— You actively sell in your stories? All the time, and no one buys. Yesterday I tried to sell my, like, heartbreak recovery course, and no one bought it. Okay, do you want me to put you on the spot? Absolutely. Can I audit your stories? My stories right now? Yeah, go for it. Do you have stories up? Okay, I don't know, I gotta see what's going on. I don't even know what's on there right now, but yes, you can. Do you have selling stories right now? Um, I'm trying to think what I even posted today. I think I have— I think I have 2 stories up right now. One's like 2— I mean, it's somewhat of a selling story. Yeah, so you don't have, um, like a selling one. You know what, if you're cool with it, how about do a story set tonight, like actually selling, and if you're good with it, I'll use yours as an example tomorrow because I don't know, let's see what's going on. Sometimes I have to see it and then I'm like, okay, this is what we have to tweak. Um, like Melissa, who I showed you guys, like she has a good following. I have clients that have like up to 500,000 followers and they're like, I'm posting, I'm not getting signups. And then I'll get in the stories and I'm Okay, this is what's— this is what I think you're not saying, you know, to sell. But I don't know, maybe you are. We got to look at it. So when you say do like a, like a selling— would you say— tell me how you usually sell? Like, don't use what I taught you because I want to really know. What do I— I don't even know, but I'll, I'll look back to see what I do. Go back and look at your archives and like get a story series up and then let's just— tomorrow morning I'll let these run out. Perfect. Let these— and then tomorrow let's just like look at it, you know, and see. And we can use it as an example. Cool. Yeah, I would love it. Amazing. Thank you. You're welcome. Hi, Elena. Hello. Um, so the messaging, when you say to choose one message and go with it, and so right now I have been selling the digital program that I created and I'm kind of like selling it and selling it. And then I also have a retreat coming on, on July. And so I'm also, you know, just selling it in the stories, talking about it, newsletter, feed. I'm trying to balancing it all out with all of it. But then when you said about the messaging, I don't know why I wrote like, you know, do I have to like identify, be more clear as it, what is my retreat is and kind of pair it with a journal. The digital product is a journaling with daily prompts, me coaching you through it, through each prompt. And in the retreat, I'm going to be using the practice as a journal. Should I just combine that as the messaging and just use it for both? Because I feel like I'm— This is a good question because I think a lot of you guys have like multiple things that someone could work with you, but then you're like, how do I sell this and this? And here's what I want you to think about. For the majority of us— I think there are some exceptions here, and so this would not apply— but the majority of us, are you— do you want— like, do I want a bunch of people to hop on this call here that I would never work with in my mastermind? Like, no. Why would I want that? Like, why would I want different people? I want the same people who hop into here are the same folks that potentially could work with me in other capacities. And so also because that makes me a better coach, because I'm I'm still addressing the exact same stuff on this call that I do in all my other calls. And the reason I say that is because all of you guys came here for the same exact knowledge, which is the pain point of, I want to convert better. You're like, I want my stories to convert. I want my feed to convert. I wanna sign up clients. And so for you, Yelena, what this woman, whether she does your journal or your retreat, is not what we're actually focused on. What we're focused on is the problem she has that makes her want to work with you in any capacity. Okay. And what are the— what is the problem that you can solve for her that she is like, I don't know how I want to work with you, but I know I want to work with you in some capacity. And then she can decide which capacity feels right, like which level of proximity. Some of you will— you're like, I'm good jumping into all of these. Live classes. Some of you might be like, okay, I want to jump into a mastermind. Some of you— like, it— where they go can change. So it's not about pitching the retreat versus selling your journal. It is what is the common problem that this woman has, whether she buys the retreat or the journal, that you can fix. That make sense? Grace. Yes, thank you. You're welcome. Okay, let's see. Um, so the one story though, uh, because I think Lisa, you're higher ticket, aren't you? You have a membership that's low and then higher ticket one-on-one. Is that what— it's been a while since we had our call. Um, I mean, it depends what you consider high ticket. I, I don't think it's really high ticket, but Yeah, maybe it's not. I could be wrong. So my membership is $497 for the year and then I do one-on-ones and they're like 3 or 6 months. I mean, I guess, yeah, people would consider it higher ticket because they're like— What I mean is it's not like a quick impulse buy, right? Yeah. No. Yeah. So I actually feel like we do need Story Series for that. Okay. But we'll look at it. Yeah, you are going to get more views when you do the one, but I keep that in mind. For low ticket, 1 million percent, I love it. If it's a quick buy and you just need a lot of views— so for like Lisa, for you, if you're like, I just need to get people into a freebie, or Grace, those of you guys that have like a freebie or a low ticket— like Grace, your spreadsheet, you need to follow that one, 1 million percent. Like get one up and don't do anything else. If you've got a freebie, that one works very well. But if you're trying to sell like one-on-one spots, then I would definitely consider more of the series. And then that's what I kind of want now. So tomorrow, pretend that you're selling one-on-one. 5, 5 slides. Like when you say a series, like 5, 6, whatever feels right, don't force it. But yeah, like a few. Okay. Maybe one more person if there's anything, or you guys— let's see, man, didn't miss anything in here. You guys are so cute, I love it. All right, I'll make sure the, um, I will have to limit VIP because it is supposed to be intimate, so I'll put it in the link today, um, and then if you click on it and there's no more spots, uh, you know, just to honor the people that did sign up. But I will make sure she puts the link in there. And then I will see you guys tomorrow. We'll start the call by doing a story audit, which is always fun because, you know, I don't know, we'll see what happens when I look at it. But all of you guys, I do want you guys to try the grounding technique. And then will you just send me a message and tell me how it feels? If you're like, I hated this, this was really uncomfortable, I want to hear it. And if you love it and you felt super dialled in. Are we good? All right. Okay. You guys are all following each other. I will see you all tomorrow. Bye, you guys. I see. Thank you. You're so welcome. Bye, everyone.