Conversion Queen - Day 3 Recording

Hi, how are you guys doing? Doing great. How are you, Zee? I'm so good. I'm so excited. I know I say that every single day, but I really am because we got good juicy stuff today.

All right, let's see.

I think we're also starting the call with— I'm doing a live audit, right? Is it Lisa? Yeah, I think it's Lisa's account. Did any of you guys do the grounding technique from yesterday? Yeah, tell me, how did it feel? Yeah, I love it. Oh, actually, you showed me yours too. You even put your timestamp in your post. I love it.

Yeah.

And then I did another one this morning in my stories for, um, and combine— like, I did a series like you suggested, and then just had one slide all the ways you can work with me.

So I was like, let's just see what resonates.

Yeah, I love it. Yay! All right, I am going to— if Lisa comes up, I want to do that audit, but Is she already on here? Let's see, let's see, let's see. If not, we can always do it at the end too. We'll wait like a couple seconds and see. Okay, pulling up Canva so I can share screen with you guys. Today we are talking about DM combos and clarity calls. Now, for those of you guys that are low ticket, obviously you are not going to be hosting a clarity call to talk about like a $47 product, right? However, what I will say is the psychology behind what I teach you today is gonna feel really good no matter what you're selling. Even if you're like, I don't really sell in the DMs and I don't do clarity calls, the psychology behind it is gonna resonate. I know you're gonna want to hear it, especially if you're someone who's like, I don't really want to sell. I don't like selling. It feels icky. So even though the strategy is not as focused for a low ticket today. Tomorrow it will be again for everybody. I do think it's a super valuable call in regards to just the psychology of selling. Okay, so I am going to find day 3 on here and share screen. I don't think I missed Lisa. Okay, we'll do that at the end if she hops on. And let's get right to it. We all know each other now, so we're just going to jump right in. DM convos and clarity calls. Okay, if you are not getting a ton of leads, I want you to know you can still actually make a really good income. Okay? When I first started, I didn't just have like tons of people wanting to talk to me, but I actually still did really well because when someone did show up interested, I rolled out the red carpet for them. Right? The biggest issue I see in this space is sometimes you'll have coaches that have tons and tons of people that are interested in working with them, and they're telling you to do what they do even though you're not at that place with the number or the influx of leads. Okay. And maybe you're someone that doesn't even want that many leads. You're like, I just want to work with a very select few people, right? And so don't take that advice. A lot of the advice I'm talking about is you don't want to host clarity calls. I don't like diehard advice because it's not— it's just too cookie cutter, right? You just have to look at your business and where you're at. When I first started, I did a clarity call with anyone who had a pulse because I was just starting, right? Today I do create a lot more friction. So even if you go to my application, it says pricing starts here because if it's not feeling aligned, like there's no point of us getting on a call. Okay. In the beginning, I got on tons of calls because getting on calls and listening to what the struggles are of my, of the folks that are watching me actually just made me a smarter coach. It made me more in tune to what my ideal client needed so I could really tap into that in my content. And the big one, you guys, I had time to do it. If you don't have time, you're going to put more friction in place. So remember that word friction, okay? You're going to want to create more friction, make it harder for someone to work with you when you have a lot of people that want to work with you. Okay, why? And this is really for mid and higher ticket, not super, super low. Super low, you want to have no friction, right? Like when I said waitlist, like just make it super simple. That's because waitlist is free. Like why are we making this so complicated? The higher the price tag, but also the more exclusive the experience. Like if I'm only signing 2 one-on-ones, Do I want everyone in the world to book a clarity call to talk about this one-on-one? No. So I wanna create more friction. Okay? If you don't have any leads, then you want to reduce friction. So you're gonna play around with this, the level of friction depending on where you're at in your business, what program you're selling. And you're, and you're not always gonna have just like one attitude about it. You're going to be flexible. It's really not cookie cutter. And the biggest question— so come, come back to this, right? I'm talking about friction— is should you close in the DMs or on clarity calls? This is something that a lot of coaches have a really strong opinion about. It's like always close in the DMs, never host a clarity call, versus, uh, never close in the DMs and you must do a clarity call. And I've just learned over time you have to have fluidity. You have to feel what's right for your business today. Um, there are times I open up a lot of clarity calls, and there's times I'm like, I just don't have I don't have the space for it, so I'm going to be very picky about who I let on my calendar. Okay, so there's no die-hard way to be successful here. If you are— you're getting people that are interested but no one ever pulls the trigger and you're trying to close in the DMs, maybe you should try a clarity call, right? Maybe you're just— clarity calls, what I love about them is you do build trust almost immediately. You're talking to a person and you're gonna know really quickly whether or not there's a vibe there. And if there isn't a vibe, like, do you want to work with that person anyways? Especially in a small container. Like, I don't want to put someone in a small container and we're just not vibing. So if you're getting people interested but you're just like, no one will actually move forward, maybe clarity call does make sense for you depending on your product. Okay. How do you like to be sold to? Okay. Think about that today as I teach you guys a lot of things that's really against industry standard. There's a lot of things I'm gonna show you that might feel like, okay, that's, that's not what everybody else is saying to do. I was trained in corporate sales, so I know corporate sales. I don't like sales tactics. I know them very, very well. I don't like them. It doesn't feel easy and feminine and relaxed and simple and stress-free. A lot of folks will tell you that my method doesn't result in sales, and I will say that's absolutely not true. It is so easy for me to bring people into my world because I make it very simple. So I'm going to teach you stuff that's very different, but I really think you're going to love it. And I've had a lot of clients that were trained in the other ways or told to do things that felt super uncomfortable, and then they learn what I teach them and they're making more money, but they just feel like it's so much lighter and it doesn't feel icky. Okay, so hang with me today. Also, the strategy I'm going to teach you today only works if you market so well. Okay? It's the idea of like you market so well, you don't have to sell. I don't wanna get on a clarity call and sell the heck outta someone, but I really market myself. And what I mean by that is bottom funnel. If you're someone that's scared to say, you should join this, you need to click here, take this next move like we talked about yesterday, then you might actually have to sell harder. And I will challenge you that it's actually easier to sell, to market than it is to sell hard. Sell hard to me is uncomfortable and sticky, but I can market the heck out of something and then I can show up to the sales call and just be like, hey, you want to do this or not? And it's almost too easy, but that's only because I market. And so make sure that especially what we talked about yesterday, that you're doing those things so then you don't have to hard sell ever. Okay. All right. There's a rule. Anyone who's in your DMs or books a clarity call that's interested in talking to you, you cannot look at them as your next sale. You can't label that person as like, oh my gosh, this person is— this is the person, they're going to sign up, this is my next person, this is the person I'm going to get to sign up. If you have that energy around it, that is— it's needy pick-me energy. And energetics do matter when you're selling. Okay, it's kind of like if you're dating and every single date that you go on, it's got this vibe of like, oh my God, I just, I really hope this works out. I want it to work out. I want to get married so badly. And you just want, want, want so bad that you end up pushing it away. Okay, this is the hardest because a lot of times we attach our goals to an action. But I want you to remember, we're not going to do that anymore. We talked about that yesterday. We talked about not attaching us hitting our goals to something out of our control. What can we control? We can control how we talk in the DMs, how we show up. We can definitely control how we choose to market, how we market consistently. Consistency is probably the most important thing. We can control how we actually show up on clarity calls, but I actually cannot control if the person on the other end decides to say yes or no. I can keep getting better at my part, but I still cannot actually move into their home, pick up their phone, grab their credit card, and hit sign up. Okay, so I'm going to release that expectation. All right. And the last thing before we get into the strategy today is there is not such a thing as it didn't work because the outcome is not what you might think. Meaning if you get into your DMs and you do all these things or you get on clarity calls— I had a clarity call today actually, and this individual is incredible, like the perfect fit to work with me. And she says, I'm probably looking at like August, September. And I was like, perfect, that's perfect. Let's, let's put that on the table for August or September. Now, was that a loss for me? Was that like, oh, she didn't sign today? No, because I don't label people as like my next sale. All I look at is I connected with someone who's perfect. Yay, I'm calling in dream clients. August or September is what's good for her. Perfect. August or September works for me too, because guess what? When I get to August or September, it will be now. I don't need someone to say yes today. I need what— in order for everything to make sense is I look at big picture. People are coming into the funnel, and I always have people that reach out and say, I'm ready to work with you, because they're going through the funnel. So she's like right there. All my marketing is going to speak to her. We actually had an incredible call, by the way. Like, I, I have so many folks that talk to me and then they don't end up moving forward that day and then they end up joining my world. And so it doesn't have to happen immediately. But once you do this long enough and you're consistent enough, you will always have sales every single month because it just catches up. What you can't expect is everything's going to be now. Now, that's not to say that there are people that book a clarity call, get off the call literally 5 minutes later, and they sign up. That happens too. But I'm not controlling that and I'm detaching from that expectation. Okay? It is so much lighter than me getting on this call and now I'm like, oh my gosh, she said August. Like, how do I convince her to do this sooner? How do I— like, I got to handle this objection. No, we don't. By the way, here's the crazy thing too. She could actually sign up sooner because remember, I'm so good at marketing that she's watching me and she might be like, you know what, Zee, I decided I don't want to wait. I actually really just want to work with you sooner. That happens a lot to me, a lot. But it's not because I push them to do it. It's because I'm marketing, they're watching, everything aligns, and it ends up moving forward. And I didn't leave that call feeling Like it was uncomfortable. Like we're going to— this is a great relationship that we just started. It's not weird. Weird is when you get off a call and the person feels like you push them and they're like, oh, now I feel gross and I don't know if I ever want to work with her. That does not help your business long term. Okay? And I know that's not what you're being taught. You're being taught— maybe not you directly, but what the industry is being taught is if you don't get a credit card when someone gets off the call, you just lost that sale. I call total BS on that, by the way, because if— and I track on a pipeline every person I talk to— my closing rate is 90%, but it's not 90% immediately. It just takes time. But 90% of people I talk to do eventually work with me because I don't make it weird. And here's the other piece of it that's so important. I've never had anyone have buyer's remorse because I give them space to think about it and it feels good. And energetically they're like, it's a It's the best yes I've ever had. And it feels so light that when someone does move forward, because what you don't want is pushing someone to a yes and then they have buyer's remorse and you can tell that they were pushed into it. Like, awful, right? That is not a light and relaxed business. So now that we're all on the same page with this— oh gosh, that's so funny. Yeah. Or they drop their loan officer's contact info. I do not have a lot of office space. That is just insanity to me. I know that's happening in the industry though. So yeah. Okay, so let's talk about what is actually closing. It's moving someone from prospect to client. Okay, so they're going from like, hey, I'm prospective, looking at you, I'm thinking about working with you, to actually becoming a client. But it happens way before you ever book a sales call. The, the actual closing, like the stuff that matters, it's the marketing that happens ahead of time that psychologically move someone in your favor. Okay? And it can continue after a sales call. Sales call is not the end-all be-all. All right? Sales call is not the end-all be-all. If your feed and stories never sell though, you will have to work 10 times harder on the sales call. So if in your stories, in your feed, you're barely marketing and you're barely doing that bottom of funnel selling, then the sales call will be 10 times harder because they're not quite sold on you yet. I have folks that hop on the calls like this, this gal that I talked to today. I know she's been watching me for a while because she has interacted like here and there. And so it wasn't uncomfortable. Like, I didn't have to work hard. I don't have to convince anyone of anything. She's— by the time someone gets to a sales call, what I want for you guys is by the time someone gets to that, whether it's a DM combo or a sales call, either one, they are, they are already watching you. They already feel really excited about the opportunity. They're curious. Maybe they're not fully ready to invest, but you're not having to build tons of trust. Okay. Now if you're doing ads, which I'm not against ads, I know some of my content is like, I don't love ads. I just don't love ads when you haven't built organic first. But if you are doing ads, you might be booking sales calls with folks who don't know you at all. So you are going to have to work harder to build trust, which we'll talk about. Um, but the goal, especially what I want to teach you guys today, is how you can— or this whole entire program is how you can market well enough so that someone shows up to that closing call, the clarity call, or they show up to a DM convo and they're already trusting you before they ever actually talk to you. Okay, okay. The difference between being assertive and aggressive. And this is whether it's a DM convo or a clarity call. Almost every single— well, all my clients are right now, they're all women, but every single woman I talk to doesn't want to be aggressive. You're like, I just don't want to come across as aggressive or salesy. I want you to get very comfortable with the word assertive. Okay? Assertive and aggressive are not the same thing. Aggressive is defensive. Aggressive feels like you're not listening. Assertive is I'm confident in what I know and I am the one in charge. That's assertive, but it's still very respectful. You're still a good listener. Assertive is a quality you do need to have if you want to sell. And here's why, because the next line, you control the conversation. All right. That doesn't mean that you're not gonna listen to the other. In fact, the other person should be talking more than you, but you control the flow of the conversation. Okay. That's also something I want you to remember when conversations feel like, I don't know where to go with this. You control the conversation. Remember that, okay? Not the other person on the other end. And that's sometimes a tough one. And it honestly just takes practice. But remember that because the last thing you want to do is get on a call or a DM convo and now you're like 2 hours deep into chatting and you're not actually controlling the conversation of where it's going to go. Okay, so even though my approach is light and not, not icky salesy, I'm still very assertive and I'm in charge of the conversation. Okay. And I'm going to show you guys what that looks like. Okay. In our world, you're going to get a DM, whether it's for clarity call or maybe someone fills out an application. But we're not— I didn't teach you guys how to send cold DMs. I'm never going to teach you how to send a cold DM. So ideally, in a perfect world, someone messages you a message like this one that I got. Okay, can we talk about Rich and Relax versus Elevate? I'm ready to work with you. Okay, now it's incredible to me how many clients I have worked with that will get a message similar to this and immediately go like, oh my God, now what? What do I do? Because maybe you weren't getting messages like this before and all of a sudden it's like, I don't know what to do. And I'm going to teach you guys exactly how to respond. But the first thing I want you to know is that if you don't know what to do, you also could be repelling these kinds of DMs because you're like, I don't even know what I would do if someone messaged me. So you want to get really good about controlling this conversation. Here's what you don't want to do. Can we talk about Rich and Relaxed versus Elevate? I'm actually not going to talk about Rich and Relaxed and Elevate yet. So this is a message that I got from someone that I did not know very well. I've seen her like watching, maybe commenting, but I just don't know her very well. So instinct, right? It's like, yes, Rich and Relaxed is this, Elevate is this. And isn't that exactly what she asked? But that's not what you want to do. Okay, so if you get a DM from someone that's like, hey, can you tell me more about this program? I don't actually want you to tell them about this program. And it's not because we're being sneaky, it's actually because I'm being a good human. Let me explain why. I don't know anything about you. Why am I going to sell you on Rich and Relaxed versus Elevate? I don't even know if I can help you. I don't know if it's a fit for you. I had someone DM me yesterday for a different, a different question, but wanting to work with me, and she's not a fit, like brand spanking new. And I ended up referring her to someone else that I thought would be a way better fit at this point. And I was like, I would work with you after this. So I'm not going to talk about Rich and Relax versus Elevate because that's very salesy. If I come in and I'm like, here's all about Rich and Relax, here's all about Elevate, that's super salesy and it's icky. Because I don't know anything about you, but I'm telling you about my programs. Okay? So I want you guys to see that from a different lens. Always, always, always hand them the mic. So anytime someone DMs me, I'm going to hand them the mic. I'm going to let them speak first. I'd love to share more. Can you tell me a little bit about— okay, so it depends on what you sell. I'm a business coach, so I'll say yes. I would absolutely love to tell you more. But first, can you tell me a little bit about your business, what you're looking to do, what's working, what's not? I leave it super open-ended. I love voice memos. So if I'm in a place where I can leave a voice memo, I'm going to do that. But that line you can use for anything. Wellness coaching. Hey, I would love to share more. Can you tell me a little bit about what's going on? What's your nutrition like? What's your lifestyle like? What's working? What's maybe not working for you? Open-ended. Hand them the mic. Okay, this right here, corporate sales and a lot of sales gurus are like, you have to listen and ask questions so you can find pain points. No, that is not what I'm listening for, and that's not why I'm asking questions. I only have one intent when I listen to you, when I ask questions, I have one goal. And this is, is how you're going to build trust with the person you're talking to, whether it's in the DM or a clarity call. I have one goal and nothing else, and it's not to sell you. One goal is that I truly think I can help you. I need to be convinced. And I'm going to tell you guys something. There have been a couple of times I will get on a call and I'm like, I'm not sure I can help you. Like, I'll just keep asking questions and I'm like, I don't know if I can help you. I had, um, a gentleman I did a call with, a coach, um, who was thinking about working with me, and his whole account was great. Everything was looking amazing, like all of it. And I'm just like, I don't know what the problem— like, I don't know why you're not selling. Something was off and I couldn't figure it out. And in my brain I'm like, what am I gonna do if I take him on as a client? Like, how am I actually going to help this person? And so I kept asking questions and I still could not feel like I figured it out. So finally I looked at him and I was like, hey, I gotta be honest. Like, I don't know what the problem is. Like, something is not clicking on your account, but I don't know what it is. I don't know why you're not blowing up. And then he says, well, I should have mentioned I bought all my followers. It's like, oh, no wonder I couldn't figure it out. Like, I didn't have all the info, right? But if he had not said that, I probably just wouldn't have taken them on because I'm like, I can't figure it out, right? It's just like going to a doctor and they do this full analysis, and if they can't figure out, they're going to send you to a specialist. They're not going to try to treat it themselves if they can't figure it out. At least I hope not. Your number one goal is to determine whether or not you can even help the person, and that's how you build trust. You need to feel that you can help them, and they need to feel that you understand them enough that you can actually help them. Using the doctor example enough. If you go to the doctor and you're like, hey, I have a stomachache that won't go away, and they're like, perfect, here's your prescription. Do you trust that prescription? Like, they didn't ask where in your stomach. They didn't ask if it's after you eat. They didn't ask if you had a baby like a week ago. Nothing. I mean, maybe they have your chart, but still, like, no questions. You don't want to know anything before you just hand me some medication. So you are asking as many questions as it takes until you get to the point where you're like, well, duh, this is the problem. I know I can help with this. I can change your life because I get this. And then you're going to tell them that you're like, okay. And you don't need to keep asking questions because we're not doing that pain point game anymore. Okay? We're just asking questions. And then when you get to that point, you're going to say, okay, so like, based on what you're telling me, 1 million percent, I know I can help you. Like, I see Here's what's going on. You're not going to coach them. If I see this, I see this, and I feel very confident because this is exactly what I, what I help my other clients with. Exactly what you're showing me here is what I help my other clients with. Now they know you get their world because you asked and listened. So you listen first, then you ask questions, right? And you did not pitch them until that one intent was satisfied. Until you're like, yes, I can help you, then you pitch. Because here's the underlying piece of all of this: I don't want your money if I can't solve your problem. And you know what's really cool? Like, all of this is part of this big picture better business that you're going to have when you follow this process and you only sign on people when you really feel like you could help them. And then you bring folks on who you really think you can help. What do those people do? They do two things. They re-sign. They re-sign to work with you over and over again, and then they refer their friends. They refer people just like them. And that is the most relaxed place to be in your business when you're just kind of living off of referrals and re-signs and you're like, I can market because Zee showed me how to market like a pro. But I also get so many referrals and re-signs that I'm not ever having to chase anything, right? It just feels so light. And that all comes back to only signing people that you really think you can help and be okay referring people out. Say no. Like, I will tell you guys, I, I refer out thousands of dollars because I'm like, I don't think this is like— this person isn't ready to work with me yet. Okay, so that's our goal. Whether it's DM or clarity call, you're listening with intent. Can you actually solve this person's problem? Can you make their life better? Can you fix the problem that you said you are really good at fixing? And at that point, like, you're just gonna close. You're literally going to— I think I need to— yeah, okay. So let me back up actually. So there's two next steps that can happen. So after the DM convo, if you want to just sell in the DMs, you can, or you can pitch a clarity call. If you want to sell in the DMs, here's what that looks like. Don't make it like fuzzy, just be very clear. Hey Jess, so based on everything you're telling me, I feel super confident that I can help you. In fact, the things that are going on with you are exactly why my clients hire me, and this is exactly what I work with them on to get them to the results that kind of very similar to what you're looking for. Based on what you're saying, I think the best program for you is XYZ. I do have other ways to work with me, but this is the one that I recommend for you. Do you want me to tell you more? Do you want me to tell you more? So, so important. Okay. And they're almost always are like, yeah, tell me more about it. Okay, here's what the program is. I am not getting into how many calls we have just yet. Like, that's neither here nor there. It's the overall vibe of the program. This is a mastermind, um, this mastermind just for coaches and course creators just like you. We are working on scaling through messaging, through OfferSuite. Um, the very first month with me, that's where we're doing a ton of handholding and I'm really giving you that one-on-one support. And, uh, this is a 12-month mastermind. I might say that, right? But I'm not gonna get into the details of the fulfillment. And I'll say, what questions do you have for me? Okay. And most of the time you're going to hear pricing. Okay. And I'm just going to tell them what it is. Like, I don't make it weird. There is one technique that's being taught that I don't hate. I'm not going to say I use it, but I don't hate it. It was— I learned this in corporate and I know coaches use it today. It's that question of besides price, do you have any other questions? It is a valuable question to ask because what happens is it gets everything else out of the way. So if you want to use that, you can. I'll be honest, I just kind of skip over it. But you could. And then if they do say price, like, just tell them the price. I don't make it weird. If it's like Rich and Relax, I mean, I literally just say it's $1,111 per month and it's a 12-month program. That's it. I don't have to explain it. I don't have to defend it. That's it. Okay. Now, if you want to do clarity calls, that's where the clarity call would come in. You would get up to this point here, ask enough questions, then you're going to close for the next step. You're not going to close for the sale. So what you're going to say is, okay, Jess, so based on what you're saying, I definitely think it would make sense for us to book a clarity call. And that's just really a chance for me to learn about you and see which of my programs could make sense for you. I want to say that because this is not a coaching call. Now, this is so important. How many of you guys have ever pitched a clarity call and then the person never books? That ever happen? Okay, do not send them the link. Ask them if you want them— if they want you to send them the link. So you say, they're— they had not said yes yet, so why are you jumping the gun and sending the link? You just pitched it. I definitely think it would make sense for us to book a clarity call. That's a chance for me to learn more about you and see which of my programs could make sense for you. Do you want me to send you the link to book? Now they all say yes, but here's what's wild. When someone says yes, guess what they end up doing? They end up booking. They really do. It's because they bought in and they approved it. They're like, yes, send me the link, I'm going to book. But if you jump the gun and just like put the link and assume, all of a sudden now they're like, I haven't even said yes yet. And it's not that they're not going to book, it just, it lowers the chances. You might— I've seen this happen more often than not, that when you just put the link in that sometimes they just end up never booking. So I always like to ask first, do you want me to send you the link to book? Yes, send the link. And then we've got a clarity call. Okay, I'm going to check the DMs really quickly. Somebody told you to grab the credit card, Claire. Yuck. Okay, Lo, this is a really good one. I'm gonna talk about it right now. You're going— you're not going to coach them, you're just going to state their issues and then say, I help my clients with the exact same thing. Yeah, so I'm going to also reframe this for you to think about differently. I don't want to try and coach on a clarity call because I'm doing you a huge disservice. I have not dug into your business enough. I have not given you the time that you deserve. And so it ends up being like not my best coaching, right? Because it's a clarity call and then I just kind of ask accidentally start coaching. So you don't want to get into too much coaching on it, or any coaching really, because it's actually not your best space to coach. That's a big reason why. And for some of you guys, not all of you, depending on what you do, you don't even want to coach from a legal standpoint, right? Because it's like, I don't know if they have to sign contracts first and all this stuff. But really, for me, I just know it's not my best coaching on a clarity call, right? Like, I really want to give you the correct type of coaching, and that's for my clients. Okay, I love this, Kim. She says, I— it absolutely does apply to low ticket. Okay, yes, it's a psychology of it behind the scenes. Someone said, my friend ChatGPT, say it like you're saying the price of a sandwich, no big deal. Yeah, ChatGPT is right. Never explain the price because then what you're actually doing is apologizing. So I'm going to show you guys like the difference. Yes, I think that— or someone says, how much is it? And I go, it is $1,111 per month and it's a 12-month program. Like the price of a sandwich. So good. Versus if you say it's $1,111 per month and it's a 12-month program, but you actually get access to me for the entire 12 months and we're going to start with a deep dive and you're going to get 3 mastermind calls and you're just going to love it. It's like, what the heck? It's an apology. You feel bad about the price. That's why you feel like you have to add all this other stuff on. And so the truth is the price is not an emotion. People attach emotions to price. If my price is too high, that's okay. The person who says, whoa, that's out of my budget, that's fine. That doesn't mean I'm a bad person. And they're like, oh, never mind, I don't want to work with you because you're a bad person. They just said it's out of their budget and it's out of their budget. So we have to detach ourselves from the emotion that surrounds the pricing. Okay. Also, it's just so interesting. I've had calls where someone tells me it's their pre— my pricing is out of the budget. And I've had calls where someone will say, oh, I thought it was gonna be like 5 times more than that. Price is so relative to a million other things. Okay. And I do teach it this program. We can kind of go into it a little bit if you want, but, um, you can train your audience to. The more you talk about just your own investments in life and you say things like, I'm not the cheapest coach, like just that one line, I'm not the cheapest, it starts to raise the bar of how people view you and they start thinking, oh, okay, she's not the cheapest, but do I really want the cheapest? So you can train perception around price too. Okay. The other type of DM that you can sometimes get is convos that are not showing interest, but due to engagement from stories. So let's say someone responds to a poll. So I had a client who was getting a lot of people responding to polls, and then she would message them and say something. She's like, hey, yeah, tell me about what's going on. Now, these people did not show interest. I see a lot of folks get into this trap of like fake convos. It's like just trying to have a conversation, but you're like, I don't know where to put pitch in. Here's what I'm gonna say. If it feels natural to sell them, just be honest. Just be like, hey, by the way, You know, I'm not saying you have to do this or do this tomorrow, but I am just going to just like drop this in your ear to think about. If the timing's ever right, you'd be an amazing fit for this program. Like just putting this out there for you. Like, just say it, right? That's someone that's already in your DMs though. Like it's not a cold DM, it's someone you're chatting with. The other option is if it doesn't feel right, then don't force it, right? But what I don't want you to do is have these long fake convos where you're like, hey, how is it? Like, what's going on? Okay. And you're just like, I really want to sell them, but I don't know what to say. Don't do that. Don't create these like random messages that don't actually have a purpose. Either you are just going to tell them, I think you'd be a fit if that ever— if it ever feels right to you, let me know and we can talk about it. Or if it doesn't feel right, then don't have the conversation. Like, just end it wherever it's supposed to end and don't try to drag it out in hopes of dragging it out so it becomes a sale. Remember, we're assertive. So either you're going to say you think they should join you or just let it go. Don't force the conversation. Don't make it weird. That's from Colleen's book. Okay. If you're going to do clarity calls, that's if you don't have tons of leads. Let's roll the red carpet out for the people who are coming into our world. If you struggle selling in the DMs, if it feels weird and you're just like, I'm just a people person, like I love to connect, then try clarity calls. If you don't have time, if you don't have time If you don't have— why did I put that twice? You don't have time, time. If you don't have time to sell in DMs, sorry, but if you do have time is what it should say, then do the clarity calls. If your calendar's open, do the clarity calls. Um, and then ask yourself why not run them. Like, if you don't have the time, that's a different scenario. If you're crushing it in the DMs, that's a different scenario. But if it's not these things, then like really consider running a clarity call. The other thing I didn't put on here if you are attracting people to actually buy in the DMs who are not your dream clients, you might want to consider clarity calls. I love clarity calls because by the time somebody joins my program, I already really like them as a person. And if I don't like somebody's energy, I won't even pitch them. And I'm like, thank God we had a clarity call. So keep that in mind too, is that clarity calls can be amazing, uh, to build that relationship. Sometimes it's a relationship I build, and there's some of you that I've talked to that it's like, you're not a fit to work with me today, but I love your energy and could be. So now we've already built trust, and then when the time comes, it's like that person's just ready to go. Okay, how do you actually book clarity calls? But if you're just like, I want to do clarity calls but I'm not getting them on the calendar, um, these are two story set examples. This is one where I did a story set and then at the end I said, DM so ready and let's chat. And you can see somebody responded here, um, and we talked in the DMs and I did exactly what I told you guys. I handed them the mic and then I said, hey, I think we should hop on a call. Okay, this next one here is a different example. I will actually say what days I'm available. I do not say the time that I'm available. I don't say Tuesday at 2 PM. Why? Because if Tuesday at 2 PM doesn't work for this person, I don't want them to not message me because we can find another time. So I do put the day. It does tend to get the person thinking, okay, I see what she's got. Like, I can make one of those work. And then really I just want them to get inside my DMs. That's my goal is like get in my DM and then we can turn it into a clarity call. Now both of these clients ended up moving forward. Okay, but here's what I want you guys to know. There have been so many times I have pitched this and nothing happened. So if you post this in your stories and nobody messages you, relax, it's okay. I can't tell you guys how many times I will open up clarity calls and nothing ends up happening. I still keep sharing anytime I want to book. If I want to book one, I'm going to post it. Okay. It's incredible because actually I remember, I can't remember if this was the same time, but I know this specific one right here, this one where it says available days, that specific story had 3 people respond and all 3 moved into my highest investment program, which is insane. But what you don't see is I genuinely have had like 4 weeks in a row where I'll post, post, post, post, and then nobody does. And it's not to say that people aren't jumping into my world from other places, but for some reason clarity calls just didn't go that well that week. Um, and then all of a sudden this one booked 3 into my highest level program. So don't get in your head if people don't jump on them. You also kind of have to train your audience, like, what is a clarity call, right? What do you do on a clarity call? Um, if they don't know So if you do want to book them though, you do want to talk about them regularly. Okay. So before the call, my booking link on OnceHub— I use OnceHub, there's Calendly, there's Standstore, there's a bunch of places— it actually says on there, this is not a coaching call. So I say it ahead of the call, this is not a coaching call. It literally says it up there. So that does help set the tone that I'm not gonna be coaching you on this call. It also says if you'd like to book a one-time coaching call, you can pay for it over here. So immediately it sets the tone. And I feel like that does help. So they're coming to the call understanding that this is an opportunity for me to learn about your business and see if we're a fit to work together. That's the purpose of this call. How to run clarity calls. You're going to start the call, right? Assuming like, you know, you just kind of, get comfortable where you are, where you're located. Most of the time people are already someone that I've talked to in the DM, so it doesn't feel super weird. But after that, we're going to do the exact same thing that we did in the DMs. Hand them the mic and then like, hey, Jess, okay, just tell me about you. Just tell me about your business. Tell me about what's working. Tell me what's not working. Tell me all about it. I do tend to say like, tell me about your business because I don't want to know about like other things have nothing to do with that. So you do want to point them in the right direction, but leave it very open-ended. So tell me about your health. If you're a wellness coach, tell me about— so, but leave it open-ended. Just hand them the mic. Some folks will just give it all to you. You are in charge of the call, so you can stop it whenever you need to. It's starting to get out of hand, or if they're kind of going on tangents, you could say, okay, well, let's bring this back to over here. I have questions for you. When I have someone that's like a rambler, then I'm like, okay, time to ask some— I need to get the specifics. So I know there's certain things that I need to know. You should know what's important to you. If I'm going to help you, I need to know where do your leads come from, what is your offer suite like, how many leads do you get. Uh, I need to know certain things about your business. If you're someone that works with, um, parents of picky eaters, right, you might need to know certain things. You're like, I really need to know when this started. Have you worked with any type of feeding specialist before? Whatever questions are important to you, you should know ahead of time. A lot of times if the person gives me a good answer upfront, I've gotten all the info I need. I might just need to ask a couple of clarifying questions. If they're a rambler or someone that's like a two-worder, they're like, yeah, I'm just, you know, I'm just looking to scale. I'm like, okay, I'm going to have to start pulling the questions out. Now, the entire point of this call is no different than what I said earlier. What was the entire point of the damn convo? I want to see if I can help you. The entire point is to see if I can actually help you. So I'm going to ask questions. I'm going to dig around to see, like, can I actually help this person? If it feels like it's an absolute heck yes, I can help you, I'm going to tell you that, hey, listen, based on what you said, 1 million percent, you're an amazing fit for this program. The gal that I talked to today, I said it. I was like, hey, based on everything we talked about, you're a perfect fit for Elevate. That's what I told her. I'm the expert. Remember, you are the expert, so be assertive. You can tell someone where they belong. And I said, I was like, I do have a couple other programs. I think this one's the best for you. And I, after that, it's okay, what do you want to know about it? So we start kind of talking about the details. How much is it? Just like the DM, I'm just going to say it now. Remember this, if you're selling in the DMs, sell in the DMs. If you're planning on going to a clarity call, you don't need to do the whole spiel in the DMs. From the DM, you're gonna go straight from handing them to the mic. Okay, like, tell me about yourself. The intent here is just to see if it's worth it to get on a clarity call. I might still have more questions, but I'm gonna skip it and go straight to suggesting the clarity call if I feel like it's enough. I'm like, okay, I got enough to determine a clarity call makes sense. If you're selling in the DMs, you're going to keep going. If you end up on the clarity call, right, we are going to— where are we? I went back pretty far. There we go. I'm going to make the entire pitch and just be like, what feels right for you? Okay, what feels right for you? What feels right for you is my favorite thing to ask instead of closing hard. It's just like, what feels right for you? And you guys, I have so many folks that hop on and do say like, I want to do this. Like some of you are on this call because you're in my programs and it's like, yes, Yes, I'm going to sign up. I want to do this. The gal I talked to today was like, I'm looking at more like August, September. Sometimes I get someone that's like, I want to talk to my husband. I want to sleep on it. I say, it's like the perfect person, and they're like, I want to sleep on it. I say, cool, you should sleep on it. Sleep on it. I'm gonna send you an email that recaps everything we talked about, and I'm gonna go ahead and put the link in there. Does that sound good? And they're like, yep. I'm like, and I want you to sleep on Okay, relaxed. I actually will tell you guys, I am pretty neutral when it comes to either signing a client or not signing a client. And here's why. I invest a lot of time in my clients. And remember, time is worth more than money. If you don't believe that, then go get my course on pricing. But time is worth more than money. And so if someone moves forward, I'm like, yay, I love the opportunity.

I—

this is exciting. Yes, I made money. All of that is exciting. If someone says no, I'm like, that's okay, it wasn't meant for me and I still have my time. Nobody can take that away from me. So I'm winning no matter what. And when you have that energy of I am winning no matter what happens, then I am now detached from this like obsessive scrolling and checking my phone every 5 minutes to see if this person checked out. Okay, now after the call I am going to market though. I'm not crazy. I'm going to get in my stories and I'm going to market the heck out of my program for two reasons. One, this person is watching, so I'm going to show up and talk about how amazing this program is because I do believe that. And if I don't do it, guess who is doing it? My competitors. So I'm definitely going to talk about my program and I'm going to speak to that person in the back of my head, right? If I really love them and I want to work with them and she's a course creator who wants to scale, In my mind, I'm going to be like, this is why I love working with women who are course creators that want to scale, that might be struggling because they've only done one-on-one for years. Okay, I'm not going to call her out, but I'm definitely going to talk about the same thing, because when you talk specific, I'm going to call in other people just like her. Okay, now market in my stories. Remember, because here's why— I just had a clarity call, we're bottom funnel, I've got someone in the bottom of the funnel that's watching me. What do we do when someone's bottom of funnel? We sell in our stories. We do bottom funnel content. Okay. Um, when I do clarity calls and someone's talking about how their last coach burned them because they put them on a call and they didn't even know their name and they never actually coached them, then I'm going to talk about my deep dives because those are gold. And I get into your business and I'm like, I'm going to talk all about this deep dive that comes with my programs. And guess what? That person is watching and they're like, oh, I want this. I want this so badly, right? So I am going to close very relaxed. I will not let you pay on a call if you literally hand me your credit card through the screen. Like, that's just not how I roll. But I am definitely going to market the heck out of my programs afterwards. Okay? And I'm going to tell you, this is why really good humans sign to work with me. And this is how you're going to get good humans to sign with you. You don't want people to sign with you that can get there, that have their arm twisted easily. Like, that's not, that's not who you want to work with, okay? You want folks who are empowered and excited, and they might actually sleep on it because we're adults that like to make smart decisions. But then when they show up and ready to go, they are ready because nobody convinced them, okay? And sometimes, you guys, like, I just want you to know, it could take 2 weeks, sometimes it takes 3 weeks, sometimes it might take a month. Like, just relax. If it takes a month, you're going to be on my board for a month. Because remember, I write everybody's name down. Okay. If you guys want me— want to see a video on how I run clarity calls, it's super, super detailed. If you comment clarity, don't do it yet. I just— I need to check my ManyChat automation on this one because the other day it wasn't working. But later on today, if you comment clarity on any of my posts, I mean, you could try right now, but if it doesn't work, I need to fix it. It should send you my freebie on how to run a clarity call. Okay, maybe try it and someone let me know if it worked. Okay, bottom funnel content. You're having all these DM convos, you're booking clarity calls, you're adding folks to your funnel. Now is the time to nail your bofu content. This is, this is where it's okay to speak to pain points, right? You're like, I know this is This is that— remember we talked about marketing and you're leading with the problem? Now definitely talk about this stuff. Talk about their problem and their desire. Okay, this is the time to ground into the specific client. You're like, I wonder what Jess is doing at 12:00 right now and how I could help her. 90% of calls I book end up working with me. 0% close on the call. I'm not saying you can't close on a call. I'm just talking straight up numbers. I don't sign people on calls. I don't like to. It's not my vibe. And this has worked beautifully to make my business feel super, super relaxed. Okay, let me check chat first and then we will— oh, and then Lisa, I see you hopped on, so we'll look at your Instagram too. But I'm going to go through this stuff first. Oh, there's a lot. Okay, hold on. Jamie, I've had women that said it was priced too— yes. 1 million percent. I cannot tell you guys how often that happens. So don't get— don't panic if someone tells you it's the price. You'd be really surprised. Uh, Maggie, everyone always says their budget is X. I see my prices, which is X, which is out of their budget, yet I've been able to sell it for full price point but in 3-4 month increments. Yep, payment plans are fine, you guys. I don't think there's anything wrong with a payment plan option. Um, I always allow payment plans. And I actually always pitch the payment plan. So that's because mentally we always think with a monthly budget. So if I were to say like $12,000, people are like, oh, my budget per month, it's just like your brain gets a little wired funny. So I always pitch the payment plan and then I say, this is important, is a good point. I'll say it's $1,111 per month, or you can save 15% when you pay in full. If you do the paid in full first and then you say, and this is the payment plan, now the person feels like they're being punished because they have to pay more if they can't afford to pay in full. It's like, or there's a payment plan and it's going to cost more, and now they feel like there's a punishment attached to it versus my payment plan is actually not a payment plan. This is the monthly. There's just a little bit of an extra reward if you wanted to pay in full, but that's something you don't have to do. So I actually prefer to pitch the monthly. Do I use any polls? For sales, gauging audience interest. I will do polls to see if somebody wants a clarity call or if you want to talk in the DMs. I don't like doing polls to see like if I did a product, I've done it, but I don't love it. If I'd done a product like, if I do this, would you guys want it? Because what I've noticed is it means nothing. Like, that's just the truth. I don't feel like it actually gives me good enough data. People will say they want something and then they're not the same people that end up buying, you know? But I do do polls for would you like to book a call? I always feel awkward in the first 10 seconds of the call because I'm like, where are you calling from? That's so funny. I know I'm the same. VIP slots. Yes, there are, I think, a couple of VIP spots if you want to hop on tomorrow morning. Question: after the call, I get referrals from current clients who are not necessarily following me on social. Current clients. Oh. So if someone's not following on social, yes, for email, but your first email should absolutely tell them to follow you on social.

Yeah, yeah, that— yeah, I mean, I know I always try to get people, but yeah, so the first email should be like, make sure you're following me on social. Okay. Yeah, but my question about the VIP slots is how I read what the VIP is, is more about looking at, you know, kind of doing an Instagram review. I, I'm actually interested in help, getting help with my process after, you know, the DMs, the clarity call, the— that—

as long as it's, as long as it's within my wheelhouse, we can look at that. Well, it's—

yes, I'm basically using the process you taught me.

Yeah, then we can look at it. Okay. Yeah, as long as it's nothing that's like left, you know, um As long as it's stuff that I teach, then I can look at it. Yeah. Okay. You got the— the VIP will just be like each person will kind of get the mic for a little bit and I can go over whatever you want. But, you know, I'm not like the Instagram growth queen, so that's the kind of stuff I don't want to get into. I mean, I could teach you some things, but that's not my wheelhouse. So as long as it's within the wheelhouse of things I teach, then yes.

No, I actually— I actually want help with applying what you just kind of went over with.

Oh, yeah, absolutely. Anything that we've done in this program. I have so many clarity calls, a lot of flakes. Any tips for that? Okay, so if you guys are getting a lot of flakes, let me see. Cindy, you're not getting the emails with the recordings. Can you send me— oh, they're going to promotions. Shoot. Okay, Lisa. Let's just— I want to look at your Instagram too, but are you— where are you? Can you— there you are, I see you. Um, what's the process of booking clarity calls? How, how does someone book a clarity call with you?

So two ways. Like, one, they could just like, you know, comment on one of my posts, and it's a ManyChat, and they just go and they post, and then they have to fill out like a little, you know, questionnaire, whatever. Um, or I do it in the DMs. It's like after I've had like a brief, like kind of almost exactly like what you just said I do. And then at the end, I, I don't ever sell my DMs.

Yeah, yeah, yeah. You're setting— but are you— so you're actually the ones in the DMs you're talking to first?

We're chatting a little.

Yeah, I don't just— and then the application they do or the questionnaire. Do you notice any kind of correlation between are people flaking equally, or is it more people?

It's the ManyChat people that flake.

I was gonna say, I'm not surprised. Say that, like, it's, you know, sometimes it's the people too.

But you know why I think the people who I actually talk to, they don't get the reminder because I'm actually just, I actually just book it myself. I don't even, yeah, yeah, yeah, because I feel like the link, like, they never like actually like book anything, right?

Yeah, I don't know, it's the app. But so there's a couple things that you can do. Um, number one, I mean, you have a big account, so I don't know if this is possible. How many applications are you getting a week right now?

I get so many. Like, I, like, I looked at my calendar for, for next week and like, I don't have any open space for any clarity calls. Like, it's—

what's your closing percent right now on all of these?

Like, when I'm on a clarity call?

Oh no, from the number of leads coming in. I'm assuming some are flaking. And if you're doing 10 a week, how many are closing every week?

You mean like closing to become clients?

Mm-hmm.

So I mean, probably—

and I don't mean out of those 10, I mean like altogether, if you're averaging 10 appointments a week, how many sales are you getting every week? Just total, not necessarily out of those 10.

I mean, okay, so today, so today I've closed 2 so far this— um, I don't have any today, which is amazing.

Okay, so to me, like, you've just got a classical example of we need to create better friction. So you're only getting on the best calls, right? So the, the ones you're booking yourself seem like they're fine. The ones where it's application, um, we either need to filter them more. So not— does the application lead straight to your booking calendar?

Yeah, so they— I, I don't even know, it's on Calendly, so like I don't know if they book it and then they get the application. And so everyone—

so, so to me I would say like what— when you apply with me, I filter the application and only certain people I'll actually book. Book with. So I wouldn't— just because you fill out an application does not mean I'm booking a clarity call with you. Now, 2 years ago, 3 years ago, that was different because I didn't, you know, I want to talk to everyone. Now I'm a lot stricter about that. So I would say there's a few options you can consider. Number 1 is you go through applications or you have a VA do it and pick out the people. Um, number 2, I think you need— so here are some questions on applications you can pick between. I have one of mine that says quality coaching is a financial and mental investment. If we are a fit, are you prepared to make that decision?

Okay. Yeah, I guess I don't say it like that, but I do say like along those lines, how much money are you willing to invest in yourself?

Okay. It's like something recently I added a line. I only do this if you want to create friction. I add a line that says my coaching programs start at $1,100 per month. So like you already know, even before we talk with the initial— now I didn't do that before. I started doing that. And I've had another client, you guys, I took that off of her application because it was actually hurting her and now she's doing amazing. So just remember, no, no cookie cutter advice. It depends on you. That's another thing that you can do. The other thing is I had an application like just come in yesterday and I'm trying something new right now. I'm not even emailing them or letting them go to my calendar. I'm going over to Instagram and chatting. And so I'm like, hey, I saw your application come through, I wanted to chat, and I'm screening ahead of time. And I was like, okay, I don't think she's a fit for a clarity call. So a couple— I don't think you need to do all that, but you do need to do something. I just said that's too many clarity calls unless you're closing 9 out of 10.

I wish.

I know we wanted to. Well, we— your goal, right, is to take your best possibility and put them on a clarity call. Yeah, yeah. No, you have to add a little bit. Don't, don't ever jump from like here to here, but you wanna kind of add a little more friction. Yeah.

Okay.

Thank you. Yeah. Okay. Promotion emails. Okay. We figured that out. Yeah, that's true. If you guys reply to my email, then you'll probably get the rest of them too. Okay, Lisa, we're gonna look at your social, but I wanna see if there's any questions about the current content. First. The clarity calls, DMs. Anybody have questions for me on this stuff? Uh, oh, oh, sorry, go ahead. Oh, well, uh, Cindy, is that you or who? Okay, Jamie said, I switched to selling in the DMs and I love it. See, that is another option when you're doing that many clarity calls is to try it. Like, that's kind of where I fall, is like, if you're booking that many and your life feels super heavy and uncomfortable, Yeah, I just don't know how.

So yeah, that's definitely a possibility.

The thing that I think people make the biggest mistake is that they think the DMs are so different than a clarity call.

Yeah, I guess I'm just like what you said, like I'm a people person and like people, like, it's like energy, right? Like you can feel energy, they can feel my energy. Like it just—

Jamie, are you doing a lot of voice notes? I only do voice notes. It's so personalized, and my ideal client is like high achieving, busy. They don't have time to get on clarity calls. And so I actually did a launch program that I'm running right now, and it was a $10K launch, and I did personal reach. Yeah, yeah. I, I think you, you can, as long as you're selling and you have leads, right? Like, if you don't have leads, then it might be— and if you're brand new, but if you have sold for a while on clarity calls and you're getting that many and it has to be voice notes. Like, I do really think the voice notes make a huge difference because people don't want to feel like they're part of your automation selling either. But you know what you could do to help get you started and feel better about it is you can kind of split your leads into two and because you're getting so many, so maybe you spend half of them selling in the DMs and then half of them selling on clarity calls. But just don't treat them—

that—

don't treat the DMs like they're not going to close. Don't treat them like, oh my gosh, I know this is going to go bad. That's what you can't do. I have a question about funnels and whiteboard names.

Yeah, so you were talking— so I'm assuming that when you say you're putting names on your whiteboard, those are people that are um, you notice who are showing up consistently in your stories?

No, these are actually people that have had an actual conversation about my masterminds. Uh, okay, they've either had a clarity call or a DM combo or something. They've actually shown very specific interest in working with me. Okay, so those are the people.

Okay, um, when you're filling my— are you also following people like Are you going and following people who are showing up in your— you're not, right?

No, I'm only gonna follow you if you, uh, like we're actually talking about something. But if you're commenting on my DMs, I'm not gonna go outta my way to like follow everybody.

Well, I guess when you're first getting started and you're figuring out who's watching and who your audience is, wouldn't you kind of peek at their information?

10 years ago I did.

Okay, so you're—

I don't anymore, but I also don't think you guys should be doing that either, because then your followers are going to get so high and it just gets tricky. You don't want your followers to be so high that it hurts your growth.

Oh yeah. No, I know I'm not saying follow them, but at least go and look. Okay. Who are you?

Yeah, I will. Some especially because in my world I'm business to business. So most of my people have open accounts and I can see what they're up to.

To.

But if you're business to consumer, some of your folks might not even have a public profile.

That's true. And you know, and I, I, but part, sometimes the reason I follow people is because I, I, and this is probably where I should write people's names down, is because I want them to show up in my feed to remind myself. Oh, you see what I'm saying?

Yes. So if someone engages with me, um, I don't write their name down, but if someone shows interest in a program. And like, every single name right now on my board, by the way, already has my pricing, even like for my mastermind. That's how it's a very serious combo, just because I also don't want to like litter my board. I just want to put those folks so I can remember them and think about them. It also helps when I'm writing content because I'm like, oh yeah, I'm writing for so-and-so.

Yeah, and I'm, I'm not there yet. I'm just thinking in terms of—

yes, just in the beginning.

Yeah, yeah.

Let's see. Question: Do you message every new follower? And I have, and I like to, but sometimes I fall behind. But not that I'm getting a ton of follows, but like, it, you know, just isn't always my priority. I do like doing it, and I always say I'm gonna get better. If I do send a message, it is always, hey, I— it's a voice note. Has to be a voice note because I don't want it to feel like an automation. I also wouldn't do this for those of you on here that are growing like crazy. I think this doesn't make sense. If you're a little, um, more like boutique. I don't— I actually don't dislike it. I like it of just saying like, hey, um, I just wanted to say hello. I saw your name pop up, and, um, you know, I'm Zee. I'm a mom. I'm also a business coach. It's so awesome to connect. I don't ask a question. I know some people say like end with a question, like, because I just feel like it feels inauthentic. So I just leave it just like that. Um, and it's so crazy. I do have a story from a client that's been with me for over a year. I sent her a message. And immediately she wrote back and she was like, oh my God, this is so cool. I was, I'm actually talking to business coaches right now. Do you have time to hop on a call? Bam, we get on a call, jumps into my mastermind that same day and has renewed more than once and stayed in my world. It's like the craziest, most random story that all started with a new follow-up. But that's not common at all. It was just timing. Carrie, I also have a fun way to do this too. So DM me if you're, oh, all right. Message Carrie for a fun way. Any other questions specifically about today? And if not, then Lisa, did you get some stories up?

I have a quick question too. Yeah. Is there a, a point in terms of, I have this like middle of the road program. I feel like price-wise it's $797 and I, it's cohort-based. I promoted it solely on stories, sold 9 spots out of 25. There was like 24 or 25 applicants. So I didn't, I didn't do any calls. I didn't have an email funnel, you know, whatever. I was sending like emails just like, hey, just in case, yeah, close this tomorrow, like whatever.

I didn't, but I just kind of—

Do you feel like that's a price point where a clarity call makes sense, or do you feel like it doesn't?

There's like something right there. Um, let me ask you a question before that. So they applied by Carrie, they applied And you did what after that?

They applied. I had like, um, it just was like through Stan. It just had a little like thing that popped up that was like, thanks for applying, I'll reach out. And then it was like a week later I reached out, was like, I sent them an email just like—

okay, you reached out via email?

Yeah, through— because they put their email address in there. And then I, yeah, reached out through email. If I accepted them based on their application. And then I, uh, I just like, here's the, here's the—

how many people did you want in the program?

My goal was to sell 10 and I sold 9.

So part of me is like, I don't know if I would change anything. Like, it sounds like it went really well. Now if you feel like, okay, I want to have more, or I think more people would have said yes, like maybe you're like, okay, I had 25 and I think 15 could have, or 15 you're a great fit. The one thing I would do instead of like jumping all the way to clarity call is instead of going application to email, I would go application to DM. So I would literally just be like, hey Grace, I got your application. Um, I would love to— people want to hear that you even— they're excited, you're excited to work with them. I wanted you to know that I would be so excited to work with you. You're a perfect fit for this program. Um, fill me in on how you're feeling. Like, what are you thinking? Do they already know price from the application or not?

Yeah, it said like I kind of have like the— I had the questions on the application that kind of like qualified them. So there was like an option to say like it had the price and then it said like, I'm like ready, where's the payment link? There was an option to say like, I'm not ready. And then there was one to say, I'm excited, but I have questions. So people who were like, I'm ready, where's the payment link? I was like, here you go, there's a payment link. Other people I was like, here are the questions you put in your application, like I'm going to answer them. And we would chat over email about them.

So I think your process is great. I would just switch it to Instagram. A couple of reasons why. You can do voice memos, which is so much more relation. It just builds a relationship and trust to— you're a really cool Instagrammer. And so your people are there for a reason. They're like, love the behind the scenes. They're like binging everything you're doing. And so like, why not talk on the platform where they're already invested in you? Do you guys follow her? You need to follow her because she's so fun.

But I guess one of my best friends.

Oh, it's so cute. I love it. Yeah. So they're already like into your world and then you're like using an external platform that's a little— and I love email by the way, but email is definitely not as close. Yeah. So that's it. I would just do everything you're doing but do it on email. Okay.

It's funny 'cause I send voice notes, like 10-minute voice notes to people all the time. Just when they ask me a question, I'm like, yeah, I'll tell you everything I know. But then I didn't really think to do it in this case. So that makes a lot of sense.

Yeah. I would just make it less formal 'cause I think sometimes we think it needs to be formal, but I would, I would be like, hey, I would love I'd love to have you. And if you still want to send the email, you can, but then have a— have the actual combo. Be like, I sent you an email, I wanted to come over here and just say hello and tell you I'd love to have you. I also saw that you had some questions, um, do you want me to go over them here? Okay. And yeah, but that's all I would swap because I actually think if you had applications and you did show the price then it should have been a slam dunk for everyone because nobody's gonna file an application that knows the pricing if they're not really close to saying yes.

Yeah, there were a few people who were like— there was an option to say like, I— if you can attend live, and if you can't, you have to watch the recordings. There were some people who chose that. Oh yeah, like, I can't attend and I don't want to watch the recordings.

And I was like, all right, I don't know why you even applied on this, love. But I was like, okay.

Um, but yeah, so there's a few people, but yeah, I think I could have converted at least like 20 of them. So that's a good idea.

I'll try that. Yeah, I would just switch everything you're doing to Instagram and you should be good. Okay, thank you. I heard in the— you're welcome. I heard in the replay yesterday that y'all were exchanging IG handles. You guys are so cute. Yeah, drop those IG handles. And then if we don't have questions about today, shall we go to your Instagram, Lisa? Yeah.

Okay.

Let me pop over there. And I also want to just say, I know you said it doesn't seem to be working, but at the same time, you're booking tons of applications. You're getting people interested, right? Was that for me? Yeah, like you are getting people interested.

I mean, I just don't sell. Like, I've never like been like, oh, buy this course or sign up for this workshop.

Like, I've never sold anything.

Like, do I get people to do clarity calls?

I see.

100%.

Okay.

I got people to sign up for a free workshop.

100%.

But do people like actually just like buy from my DMs?

Like— Got it. How much is your other products that you could be selling? Not clarity calls, not freebies, but the other things like workshops or—

So I have like a 1-hour workshop on like deciding to stay or go. It's $33.

Okay.

That's probably my lowest. Ticket, like if you're going to buy some, or I do like a free— I do a free clarity call. I actually never— like I've tried, I've tried to like be like, book a free call and no one ever signs up in there either.

Okay. Do you just post the link to the clarity call in your stories? No, I say to DM me and like— Oh, you do say to DM you. Okay, let's see what we're working with here.

I try not to do links Because I know Instagram doesn't— they say that they don't love it.

They do. Like, your views will drop big time. They will, for sure. I only do it when I have super bottom funnel, but I agree with you completely. Yeah.

So this ended up being really long.

I wouldn't—

that's okay—

doing that either.

But it's LisaMiller.Coach is my handle.

Okay, DM me Freedom, and I'll send you all the details. No pressure. You deserve to have Clarity and peace again. Okay, so the lead-up to this is really strong. Um, do you have a lot of bottom funnel people right now? I mean, I think I kind of have everything always, probably, because you are talking about people. This is great if it's, um, bottom funnel, but here's the truth: your entire series is actually like kind of taking people on this journey. I think there could be women that see this that have not talked to you I would have done a softer, um, like this right here is like, I have 3 new one-on-one coaching spots. I think if I, I would say something a little bit, I just want to get them in your DM. So it would be more along the lines of, if this story resonated, I would love to work with you. Got it. Um, the very, the very first step is comment freedom and let's just chat. So here you're, you're actually like selling. You're like, I'll send you the details. Even though it's no pressure, it's like they have to be really bottom funnel. Like, I'm ready to sign up with you tomorrow. Where I think you could have done a little bit of a softer landing and get people to actually engage. And so I would say, um, this isn't just coaching, it's your roadmap to clarity piece and finally trusting yourself. I would have probably done this actually really simple. DM me Freedom. I'd love to chat with you if this story resonated. And that's it, actually. Yeah, just like leave it simple. I'm not saying this is actually like a bad story. I would only do this if I had just done some clarity calls for one-on-one and they were debating about it. Then I'm like literally targeting those 3 women that I just talked to.

I mean, I literally do clarity calls all week long, all the time. So like there's always people that are like—

Knowing that you're always doing clarity calls, I actually think what I would try to do each month is And this is where you have to be really specific about it, is how many people do you really want to sign? Like today in the month of June, how many people do you want to sign? Oh, I don't know.

I just, I go until I'm like, okay, I can't do this anymore.

So I know that's, I think you want to get clarity around like what would feel amazing to me. Like for me right now, I'll be honest, I don't want to sign 10 new people this month. Like, I don't want that. I'm like, I— when I say I'm taking 5 clients in my mastermind, I'm like, that's really all I energetically want. So if you can come up with a number though, the reason I like that for someone like you is you can get in your stories and be like, hey guys, this month I am going to be opening up 5 spots to work with me one-on-one. And so those women that are all debating it, you don't want them to look at it and be like, she'll just take anybody. And you don't want to take anybody either. Like, it's not just how you perceive, it's the truth. So you could say, I'm opening up 3 spots this month. Um, these are women who are struggling with XYZ. You're specifically looking for a coach to be on the journey with you. I've talked to so many of you. I mean, you should be saying, I had 7 applicants this month, this week alone. I have 10 applicants this week. Um, but the truth is I can only— or you can even say per week, I can only onboard 3 of you right this minute. And so I think exclusivity for you is probably one of the best, like, routes I would take. You're getting all these people interested but not pulling the trigger. Like, let's make it a little more exclusive to work with you. Okay. You know, like, and it's not even a gimmick number. It's like, it needs to feel real for you. Um, so instead of saying— I think the wording said, I'm opening through new 101. Um, I'm taking on 3 one-on-one clients this month. I get, you know, X number of applications and I would love to work with you all, but I'm specifically going to focus on really working with 3 women who are just in a place where you really need someone like me in your life, right? Yeah. Now, in regards to your other product, the $33 for coaches like us that have high ticket, high proximity coaching with the low ticket, I like to kind of look at a theme. So instead of like for you, I would do— I do have freebie.

I have a freebie too.

You do? Do you get people into your freebie?

All the time.

Okay. What platform is your freebie on? On Instagram. Oh no. Is it housed on like Stan Store or Kajabi? Oh, it's on Kajabi. Okay. That's where we get a little bit tricky. So I have Kajabi and I have Stan Store. Stan Store has a funnel. So you like upload the freebie and then it goes, wait, before you leave, get this. I love Kajabi will not let you do free to pay, which is so annoying. So it's fine. Keep doing your freebie for the $33. I was going to say I would attach it to the freebie, but since you can't really do that in Kajabi, you can sell it via email.

I do it in my email.

Yeah, perfect.

I'm like, if you want more, then do this.

Do this. Yeah. The other thing you can do, and this is what I do with my low ticket, is I have a theme. So like the last 3 weeks I have done nothing but talk about Conversion Queen. Like nonstop and then I'm not going to talk about it. I'm probably talking about one more week after and then I'm going to say like, like highlight just that low ticket for a little while. It's a little more guerrilla marketing. It's like, I'm going to talk about this nonstop, get people into this, and then I'm going to kind of shift and go to something else. Yeah.

I mean, I guess I do it live for like the month of—

it doesn't even have to be live though. I did it with Bombshell and that wasn't live. Yeah, it was all I talked about for like a month. I was like, I'm not talking about anything else but this. I still did talk about my masterminds, but it was like they heard about this nonstop. I just talk, talk, talk, talk, and then I kind of died down a little bit on it.

Yeah.

So I'm good to do it live though, because every time I do it live, I always get new people. But I like it. It does. It builds the relationship. Yeah. So if you're going to do it live, then I would just pitch it for a solid— like, I think I counted and told you guys I had 16 stories about this in 21 days. So you're gonna talk about a whole lot. Yeah.

Okay.

Thank you. You're welcome. Okay, let's see. Do I have a recommendation for course platforms? That is such a hard one because I'm biased with Stan Store because I'm very involved in Stan and I love them. And I do think it's the hands down the easiest platform. I do not get pay and I don't like to hand out my code to people and everything. So it's not like that kind of bias, but I just love the company, what they stand for. They're also the easiest to get started on. Like if you're not good with all of that stuff, it's so easy to just get started on Stan. Now when it comes to low ticket funnels, Kajabi angers me. Yeah, I don't have a favorite. All of them kind of drive me crazy when it comes to funnels. I thought Kajabi was better, but they won't let me do a freebie funnel. Stan Store does. Maggie, I would say if you don't like Kajabi, then you should go Stan. It's the easiest out of all of them for sure. Without a doubt. Yeah. GoHighLevel would bother you even more, so don't do that. Email. Stan has email. I use Flowdesk. Hello's biased because she built— she's the marketing gal behind Stan. I really just— I do love Stan and I would say 90% 99% of my income does go through Stan. I do have a Kajabi funnel and I do really like their funnel, but the freebie funnel does not work there. So I wouldn't say— I supposedly Stan's gonna make better funnels soon, but I just haven't seen it yet. Let's see, is there a reason I use FlowDesk? I was one of the first to ever join FlowDesk. Like I'm on their intro rate from like, I don't know, 5 years ago maybe. I don't even know how long. So no other reason. If you're using Stan, just use Stan. Yeah, that's it. Yeah, I've been on there and all my workflows are done. Like, it's just handling objections first. Does Stan allow segmentation? I don't know. I can't answer that about Stan. I'm not— because I don't use their email. Handling objections versus reframing.

Can you elaborate on that? I'm just saying that sometimes, like, with is, is creating value. Like, you know, sometimes I'm, I find myself that I'm wanting to, um, reframe an objection.

So a typical objection that you might hear, um, price, cost.

And, and one of the ways that I reframe that is like, look, instead of looking at the total cost think of it as a price per day.

And you can— I mean, when it comes to pricing, I am very, um, it either works or it doesn't. Like, that's truly what it is. And then I get in my stories, I'm gonna talk about all the value of like why I believe in investing. But, um, if someone tells me price, I can genuinely say that 9 times out of 10, there's— they don't believe it's actually going to happen. Like, they're— I have not been able to show them that the value is there for it, right? Even if they swear to you that it's pricing, right? Like most of the time they don't think they're going to get a transformation working with you. Like they're not convinced. So it's just not— most of the time it's not. But here's the truth, you guys. If it really is price and they can't— like they do not have the money to work with you, then they don't have it. They're not going to work with you. Like, I'm not going to— it is what it is. Like, you just don't have it, right? I'm not going to go tell you. So, so there's two pieces. Either you don't want to spend it or because you don't see the value, or they simply don't have the money. Now, Now, I, I think I said this on my Elevate call today, but if someone shows up at my door today to try to sell me something that I don't want, that I don't think I need, I am going to say I am broke. I am, because I'm like, I don't have the budget for that, so I don't have the money for it, therefore I can't afford it. I cannot afford does not mean my bank account is empty. I cannot afford means that's not something I want to spend money on, right? So keep that in mind, because if that person— if you're like, oh my God, I know I could help them, but they don't want to invest, It's most likely that they don't believe it's going to work for them. And then I'm going to get in my stories and talk about all the clients I've helped, and, and that's where I'm going to handle it.

So it's not— what I'm hearing you say, I think what you're teaching is you handle those objections and you create the value in, in stories.

I do. I'm not going to argue price with someone on a call.

Yeah, I'm— I think my challenge is, is I get a fair amount of people that I'm working with who are not on social or following me on social.

Uh, so you don't have the opportunity.

Yes, correct. So the clarity call, when I'm meeting, that's why I want to meet with them, is so that I can help them shift.

Then you have to do a really good job in the front end of that clarity call asking questions so they really feel like, okay, I— she understands me so well that I know she can help me. Um, and if someone is just like, hey, listen, this is out of my budget, I don't argue. I'm like, I totally understand. It's it's, it's an investment, so it has to feel right for you. I will say that, like, I totally get it. It's an investment. It has to feel right for you.

Well, I like what you said in terms of like, hey, being upfront. I'm, I'm not the cheapest. These aren't the cheapest products.

Yes. Yeah. So say it and say it as often as you can is, um, I'm not the cheapest because that's not why people book with me. At the same time though, if I'm selling like low ticket, I need to make it no-brainer enough that you don't— I don't— it's the same. I don't need to convince you. Like, someone's just gonna click, right? Offering a good, better, best option. Yeah.

So that's actually what I do.

Yeah, I do. When I do a clarity call, sometimes I can actually talk about different ways to work with me. I'll say like, here's one-on-one, here's my mastermind. I like to say, because I'm in charge, remember, I do say, I think you're a better fit for this. But, and I don't really do a whole— I don't like to sell a ton of one-on-one. So sometimes I'll show the one-on-one just because it is a higher, and a lot of clients come to me and say, I really want one-on-one. And then I'll show them both. I'm like, you honestly don't need one-on-one. And then they see the price tag and they're like, yeah, I don't need it. I— this all of a sudden feels really good. So I do think showing multiple offers is great, but if you have just one way to work with you, that's okay too. Like, you need— the more confident you show up on your pricing, the more likely someone on the back end will turn around and sign up, even if on the call they say no. Okay, it's, it's all about— I know this sounds like so cheesy after all this strategy, but your energy matters so much. If you are trying to sell someone and they get that vibe, it's not going to work. Like, you have to feel so detached because it— here's my thing, nobody on the other end of that screen is doing me a favor by signing up with me. You're not doing me a favor. Right? You're signing up because I 1 million percent know I can help you and you feel that I can help you. Okay. Our last day's tomorrow, same time. Recording will come out tonight. If you're doing VIP, it's 9:00 PST. It's before the call. In the morning. And if I don't see you in the morning, I will see you at the exact same time at 12 tomorrow for our final day, and we'll have Q&A too. Bye, you guys!