Fully Booked Day 2: Stories

Fully booked day 2. So, all right, fully booked stories. So when I first created this training, and if you actually saw my original advertising, I talked about fully booked messaging and I ended up switching it to fully booked stories because when I went and looked back at my journey of fully booking my offers and even clients that we've, you know, I've had that have gone from struggling to book their offers to fully booking the offers that they wanted, Stories had the greatest short-term impact and it stayed consistent. So I say this because I do think your feed will start doing the same, but stories can work faster and we're not here for fast, but they're sustainable. So this, whatever you build into your stories can be very sustainable. So even if you look at your communication with me, each one of you individually, I guarantee most of you, if not every single one of you, probably talked to me as a story reply at some point, right? And a lot of you came into my world as a story reply. Now, that's not to say your feed doesn't bring your new people in. That is actually what happens. New people aren't going to all find your stories, but where the communication happens a lot of times for the first time is in stories. And so I believe stories can have the greatest impact for you pretty soon. Okay, so we're going to dive into the messaging of stories. Okay, so I want to first— I always believe that the knowledge— there's knowledge and there's belief. I want you to start feeling like you're right, my stories can have massive impact. And then I'm going to teach you the knowledge because you're going to absorb the knowledge when you sort of start to believe it. You're like, okay, I believe this is possible. So here's what I'm gonna tell you guys, and if you follow my feed, I actually like just did a post about this. Um, I don't have viral posts. So those of you watching where you're like, I don't have a viral account, I don't have a ton of people that comment, um, I don't either. I don't get tons of engagement or even a lot of engagement or any of that. But what I do get is DMs, right? So I do get very consistently folks in my DMs that— and I wish I had screenshotted from back in the day, like other clients. This is— most of these are actually very recent, um, because that's how people come to me. It's in my DMs right now. What leads to your DMs? Your stories. If somebody comments on a Reel, that comment stays on the Reel, right? And you can many chat in the DMs, or you can take the convo to DMs, but their comment— they are messaging you on your post or your Reel. When somebody comments on a story— this was a comment on a story, this was a comment on a story, this was a comment on a story, this was a comment on a story— it was not actually like— I went back and looked at all these— they were not just private DMs, they were comments on stories. Okay, now when someone comments on a story, it ends up in the DMs. So even if your posts and your reels are not moving as fast as you feel like you want them to, or as as you want them to, I want you to have hope today that your stories can also get you there. Okay? And I know this to be true even with coaches that I've talked to or I know who are pulling in massive months in multiple fields, not just business coaches, but in multiple fields. And they will tell you a large portion of their income comes from stories. Okay, so let's talk about Instagram stories. Stories is where most conversion happens for almost everybody I work with. I wouldn't say 100%, but it's pretty high up there. If you are not on your story game, you're like, stories is the one thing I'm not as strong as, or stories is not something I, you know, feel as comfortable with, then maybe make that your focus. Just commit to that. Say in the new year, this is what I'm going to focus on. I'm going to— it's a muscle, right? It's a muscle that you have to train and keep working. And you can commit and say in the new year, stories is going to be my jam. I'm going to learn stories. Story responses go to the DMs, which is what I love. They go to a private conversation. Your most loyal followers are shown your stories and your newest. Okay, so think about that for a minute. If you go to your Instagram right now, the people, the first after you, so you go to your Instagram, you've got your picture right here on the left-hand side, and then you might have, you could see maybe 3, 4, 5., right? Those people— what determines who ends up in there are your most loyal followers, and your newer followers are going to be shown your stories as well. Instagram is checking to see, do your new followers want to watch your stories, right? And if they don't watch your stories, then eventually they're not gonna— you're not gonna pop up in their top, right? So I know today that the folks in my stories are more loyal than the folks everywhere else. So I should be focusing attention specifically on them. Okay. Now there's sort of 3 types. This is at the very bottom, but I'm going to cover it right now. There's 3 types of people in your stories. Okay. Those I say, there's your most loyal. That's one type, the most loyal, the ones who have their credit card out. They, they want to read what you have to say and they want to spend money with you because they want your education, they want your coaching. The second bucket is going to be the people that probably are annoyed with you, whether it's someone from high school or it's someone that, you know, maybe they're watching you and thinking, gosh, why is she succeeding? Or why is he succeeding? That, you know, there's jealousy, right? So there's the bucket of people who actually don't really care for you. And I will say they're probably watching you. And then there's family, right, who just love you. Or not just family, friends, anyone who just loves you. There might not be like my mother-in-law watches all my stories. God bless her, right? She is not my ideal client. She's not going to purchase anything from me, but she is rooting for me and she watches every one of my stories. So those are the 3 buckets of people. What I see happen often is when we post in our stories, who do we think about? We think about the bucket of the people who give us those feelings of judging. We're like, I know that person's judging me. And so when we're posting, we're thinking of that person. Who is the last person you want to think about? Because they're not going to buy from you. They are not going to benefit from you. They're not going to learn from you. We need to move those people out of our minds and only think about our most loyal followers. Okay? The people who watch every story, who are the first to watch, and also your newest. And if you go through your feed and you think, gosh, everyone who watches my story already a client, uh, this is my mother-in-law, I don't have anyone good in here. I want you to get that thinking out of your head. Okay? Because on any random day, someone could pop in there that wasn't in there before. So you need to always post imagining your most perfect ideal dream client is watching your stories. That's who needs to be in the back of your mind when you're creating content. When we talk about the content you create, okay, think of that person. Okay? You do not need high story views to sign clients. I don't have high story views. I would say my story views range between maybe like 200 to 500, right? And they dwindle down the more I post. And when I first launched, it was closer to like 100, and I stayed there for probably over a year, and I was still making a very good income. Okay, and that's in multiple niches, I will tell you that too. Okay, so you don't need super high story views to sign clients if you're a high-ticket coach. If you are selling $37 products, you're going to need volume. Okay, if all of your products are $27, $37, you're going to need more volume. But as a high-ticket coach, you don't need to have massive numbers anywhere on your Instagram. So those are vanity metrics. They make us feel good about ourself. And so I wanna talk about these two here where it says vanity metrics and your last few views. So, you know, in your stories, the very first story you post of the day is gonna have more views than your last story, right? So you might post today and maybe you have 100 eyes on this first story. The second story, maybe you have 90. Your third story, maybe you have 65. Then it keeps going down, down. Okay, so I've had clients come to me that have said, I just wanna post one story a day because I know it's gonna get the most views. Okay, so I understand that. However, and, and by the way, there's social media gurus that will also tell you not to post when your views go down. I completely disagree. Here's why. I'll explain this. And why, how I see it and how it's made a massive difference in my business. I don't care if my last story only has 20 people viewing it. Those 20 people, there is someone sitting in there who is completely consuming everything I post. They are the person that is most likely to pull the trigger. So I'm going to keep posting for that one individual. Because when you're a high-ticket coach, one person can make a massive difference. You help one person who purchases a high-ticket program, you help them get an incredible result, and you get a testimonial, and that just impacted your entire business. So I don't care if my last few stories dwindle. I don't pay attention to that. I pay attention more to the fact that my stories are speaking to that person that stayed the entire time. Okay, once again, this doesn't apply if all your products are $27, but for high ticket, absolutely. Context is everything. Okay, when you're posting in your stories, 80% of the time— so 80/20 rule— you need to give your stories context, context and purpose that brings it back to what you do. Okay, so if I am sharing that I'm working out, that could be the 20%. It has nothing to do with my business. Or I could make it part of the 80% where I'm going to explain how working out helps me stay disciplined, or how I'm so blessed that I can work out at 10 AM in the morning, which I could never do in my corporate job. So 80% of the time, I want it to come back to something that has a purpose around my business. Okay, now that doesn't mean don't post anything personal in your stories. So 20% of the time I do that, but most of the time I try to loop it back in. Okay, I try to bring it. Now, if you want to be 100% business, that's fine too. Okay, just don't be— I don't want to see you 80% personal, 20% business. Okay. 80% of the time it has to have a purpose. Now you can create a path from your personal life to your business. Like I said, I could be hanging out with my kids and showing a picture and saying, I'm, I'm able to do this on a Tuesday because of my business. All right, so have a specific purpose and bring it back around to your purpose 80% of the time. Stories have had the biggest impact on my income, hands down, hands down the biggest impact. We're going to get into the details on how that's going to happen for you too. I already told you guys I did not have super high story views. I still don't have super high story views. Uh, the big one: posting for a few rather than posting for many. I don't post for the masses, so I don't need tons of eyes on my stories. I'm posting sometimes literally with one or two people in mind. And let's say for a minute that I did a clarity call this week, right? So I did a clarity call on a Tuesday and we got off the call, everything was amazing. And she says to me, I feel really excited, but I have to think about it. Okay. And I know this is someone that struggles with her messaging. Okay. Because we had a clarity call, so I knew what her needs are. Guess what I'm going to do in my stories that week? I'm going to talk about messaging and how I help clients with messaging. I am literally only thinking of her. Now we know that when we post for one specific person and a specific need that we are really good at solving, you're actually going to speak to your dream client, not just that one person, but other people who are also your dream client. But in my mind, I am only thinking of her. This is why I— 90% of the people I talk to end up moving forward with me in some capacity because I don't care if you get off a clarity call and you don't move forward. Almost nobody gets off a clarity call with me and pulls the trigger immediately because I don't sell like that. I don't sell off off of, well, what's holding you back? If you make a decision today, if you don't make a decision, here's what's going to happen. And I don't create fear on a call. When I get on a call, it's very much, well, I would love to have you if it feels right for you. I'm going to send you an email, and then in my stories, I'm going to think of that person, okay? That inspires quite a bit of what I'm going to talk about in my stories. So I think of one person, or I might think of two people, okay? I'm not thinking of the masses. And we already talked about the 3 types of people. So let's get into actually crafting powerful stories that speak to your person. All right. So I shared this. This was posted on December 14th. So, gosh, not, not that long ago. It was last month. Not even a month ago. Okay. It doesn't— it's not a bad story. I would say if I am going to show you guys a story from like 2 years ago, you're going to go, wow, Zee, things have changed. It's like everything I tell you not to do. This is actually, to me, I wouldn't say this is a bad story. So I'm talking about Rich and Relax. I talk about for the coach that wants this, for the coach that wants this. However, what's interesting is the story, and I will tell you guys, it's because I did it really quickly at a basketball game. It kind of speaks to nobody. I'm going to call myself out on it. It really speaks to the general audience. For the coach, when you see this story, you don't think of you. It doesn't hit you. You're, you're following along with me. You're like, for the coach. And then I'm requiring you to bridge the gap. I'm asking you to do a lot of work. One thing I want you guys to know is people consume stories different than you create stories. When we create stories, most of the time we think about what we're putting down. When someone is consuming a story, they are running around with their kids watching it. They are in the pickup line at school. Maybe they're in the bathroom. They're doing so many other things. And so here you want to make it easy for the person's brain to see themselves in your story. I'm asking a little bit too much of my person here. I'm asking them to bridge the gap and read it and say, for the coach, and then their brain has to say, oh yeah, is that me? Yeah, I want to, I want this to be my biggest year for the coach that wants to learn without gatekeeping. 'Oh yeah, okay, I want that.' So they're having to bridge the gap in their brain. It sounds easy, but when our brains are being fed so many things throughout the day, right? This is 2025. The amount of stuff being put in front of us from the minute we wake up till the minute we go to bed— never been like this in probably the history of the world, right? And so we need to make it so simple that our perfect client's brain does not have to do a lot of work to see something and go, that's me, she's speaking to me directly and nobody else. That's the other problem here. You don't feel special, right? You don't feel special on this post. You're just like, for the coach, for the random coach. Okay, you language stories activate your client. Okay, they activate them. They immediately have your client thinking, that's me. That's me. And when I know you're speaking to me, I am more, much more likely to actually take action. Now you can lead any type of content into you content. I'm going to show you guys how to do that. Okay? It becomes client-centric. I'm speaking directly to my viewers' experience, their own personal experience. Using you instead of I, or even worse, right? What I did, which was even more general than I, Okay. And making every point relatable to their journey. When something relates to us, we immediately want to jump on that. We want our ears perk up, our eyes focus. Think about if you— you guys have probably heard me say this before, if you've been— if you're in any of my other spaces, but if you're at a comedy show, right, and the comedian says something about a random little thing that maybe you and your husband do, in the morning when you're making breakfast and you're like, whoa, how did he know I do that? Exactly. That's literally what we do. So you perk up because you're thinking, oh my gosh, you're speaking to only me. This feels so relatable. As human beings, relation— when we feel that someone's relating to us and understand us, understands us, that deepest level, the little tiny things, we immediately perk up and we become activated. Okay, so I want to actually rework this with you because if you're in any of my coaching groups, you know I'll pull up a lot of my client stuff and I'll rework it for them. So I'm gonna do this to myself right now. Okay? Instead of saying for the coach that wants 2025 to be their biggest year, what I should have said was, you are ready for 2025 to be your biggest year. You wanna learn from a coach that shares and doesn't gatekeep. You want my eyes on your messaging. You want to learn my offer suite strategy that is fire. You want to learn how to build up killer monthly recurring revenue. 'You want to make more money regardless of your follower count.' Do you guys see how much more powerful— like, I have goosebumps right now. It— I'm saying the same message, but it hits so different. When my ideal client comes to my page and reads this, they're immediately activated. They immediately feel Whoa, I want this, I want this, I want this. Me, me, my messaging, my— this, me. It's going to affect my monthly recurring revenue. I'm going to make more money regardless of my follower count. Wow, it doesn't matter that I only have 2,000 followers. She's saying I can still make more money. Immediately I start thinking about my business and myself. And when I think about my business and I realize that I could achieve this I'm activated. I'm not taking action yet, but I'm activated. Meaning pretty soon when I tell you what action to take, there's a higher probability I'm going to take action. Okay? I mean, even when I did this myself, I was like, this is so crazy, right? And we fall into this trap like this. I mean, this was not even a month ago, and I teach this. So I, I really wanted to show you guys that it's not a bad post, but the difference is like night and day for your person. Okay, all right, so more about you language. I want to show you guys you language done well. So here I'm actually starting out by repelling who I do not want. Okay, so you language doesn't only bring in your person, it can also repel who you don't want, which is a very powerful place to be in your business. So here I repel. I say, you are not an online coach dabbling to see if you could make some extra money. And that's fine if you are, but that's not who I want to work with right now. I don't want to work with someone who's just dabbling. I want to work with someone who really wants to build an incredible business. So from the very beginning on this one, I chose to repel. Now, what happens when we repel using you language? Even if they don't read the rest, even if you don't read the rest, those of you on here, you all invested to be here. You are not this person. You're not here to dabble, right? So the minute you read that, you actually lean in, right? You lean into me because you're like, yep, I'm not here to dabble. That's me. And so you lean in closer. You're thinking, wow, she just repelled someone, but not me. This is— I'm the opposite. She Immediately I come in closer. I'm like, I want to hear more. You're not posting here and there wondering if maybe you'll get someone interested. It's like, yeah, no, I'm not. I'm actually taking my business seriously, but I'm not quite seeing the results I want. So she's still talking to me. Okay, like I want more. Calling in who I do want. You're a full-on invested online entrepreneur that calls yourself a coach or a course creator and you find my page. Whoa, that's me. That's what I want my person to say. I want them to read this and go, yeah, I'm invested. I'm an online entrepreneur. Yep, I call myself a coach or a course creator. Wow. Yes, I'm here. Me, me. You aren't chasing likes and follows anymore. You want this strategy, the strategy that changes the game. Now, my ideal client might still kind of be chasing likes and follows because you haven't learned a better way. But you're probably sick of it. You're tired of it. You're like, this like and follow game is exhausting. So I want to call my person out here, right? You want coaching that isn't fluffy. Tell me what the heck to do. Help me map it out and I'll be on my way putting it into place. You guys want to hear something crazy? When I first wrote this story right here, I started by saying my style of coaching is not fluffy. And I used to say that back in the day a lot. I was like, I'm not fluffy. This is my style of coaching. It's— you can reword it, right? So instead of saying it's about me, I'm not fluffy, I'm a high-direction coach, and my old posting was like that, this is just so much more powerful to be able to say you want coaching that isn't fluffy because here's why. It's not about me. It's not about me. It's about you. It's about my client. And for all of you on this call, it's about what your client wants. Now, how can I explain my style of coaching but make it about you. I simply say, you want coaching that isn't fluffy? Tell me what the heck to do. Help me map it out. And my person's like, yes, yes, yes, I want this. She gets it. They understand that's not my style of coaching. They can, they can make that connection very easily because I started by calling them in. My person is so leaned into this story right here that they're paying attention. Because I imagine walking into a room and you my daughter, right? It's a great example. So I'm doing my goal boards right up here, uh, in my office, and her name is Summer, right? And I wrote down our summer goal. So she walks into my office and immediately she goes, my name's on your board! And what I meant was, I have a goal for our summer trip, right? But that's what happens when we walk in somewhere and we see our name somewhere. Immediately we perk up. You language is just as powerful, right? So you lean into it. If she had walked in my office and didn't see that, she wouldn't probably really care what's on my board. It's a bunch of numbers, right? And she's only 6. So at this point here, my person is invested. They're paying attention. You wanna work with a smart AF strategy coach that has helped— yes, typos happen, it's okay— multiple clients get to their first 6 and 7 figures. True story. You decide, decide to hire me as your coach for 2025 and you comment me to get the convo started, right? So in one post I am repelling who I don't want, I am calling in who I want, and I dropped that call to action on the exact same story. Okay, you don't have to put it all on one. You can totally space these out and you can do a story series, right? If you're in any of my programs, I have a story training and I talk about series, but I didn't want to show you that today for a reason. If you are not actively playing the story game, right, posting every single day, you don't need to have tons of stories, okay? Your dream client, they can hold their finger down, okay, and read what's on one page or two pages or three. You don't need to have 20 stories to get your point across if you can call your person in. To be honest, I think this post I don't even know if anyone made it down here. Maybe my most loyal client or followers did, but it really doesn't call you in at all. Here, immediately you're like— and it probably, it does, it repels who I don't want, but my ideal person is reading the whole thing. They're putting their finger on there and they're holding it down. I'm gonna check the chat and see if there's any questions that come up. Yay, I love it. I made the intention to commit to stories for next week. Yay, mother-in-laws are awesome. Yep. Do I have a story conversion content plan? Okay, great question. I'm gonna come back to that in a second. So 99% of my stories are created right in the app. It's so much easier for me mentally to just create them in there. Every now and then I'll do something in Canva, but honestly, stories, I'm— it's so much easier just to create right into the app. And, uh, the other thing I'll tell you is a lot of times I take photos and footage, like yesterday I just had a bunch of opportunity to take some really fun pictures, just like of a coffee mug and random things. I don't always use them right away, so sometimes I'll just take it and then save it, and then when I'm ready to do a story, I'll pop it into the app. But I find it's a lot easier for me to create stories in the app, because stories are something you're going— if you're going to do this, you're going to want to do this probably 6 days a week. I do let my stories reset once a week. That means completely expire for 24 hours. Um, but 6 days a week of posting and maybe multiple times a day, you want it to be easy. Okay, you don't want to overcomplicate it. I used to do, back in the day, wellness coaching, and I would always get asked, what's the best workout? Really, the best workout is the one that you're actually going to do. If you do something and you— it maybe it'll get your results, but you hate it. Do you really think a year from now you're going to keep doing it? You're not. And so same with stories. Make it simple on yourself to get them out. And so if that means going into Canva and creating a week of stories, then do it right. But if not, for me, what makes what's so much easier is just doing it right in the app. Question about a low-ticket story content guide. I have one, but I will tell you guys right now, I'm redoing all of my training, so keep an eye out. There's a bunch of new stuff coming. Like, this actually will be one of those that I'm going to turn around and bundle because Instagram's changed. So when I first created my stories training, I want to say it's over 2, maybe 3 years old. And so I don't share any of that because I want my content to be relevant. So just keep an eye out. Lots of new stuff is coming from me. Instagram has changed a lot, right? And it's good because those of you that are still— all of us, me included, we're staying educated and investing. We're going to be fine. But if you're still doing what was being taught 3 years ago, I will tell you the app has changed. Okay, so stay tuned for that. Okay. I want to talk about problem solution to DMs. So this is focused on helping your client become problem aware. I've talked about this in other trainings and you've probably heard it. Those of you in Rich and Relax, hear me talk about this a lot. I wanna talk about why though. So there was a couple, I would say like a year ago or so, I remember seeing some training about you don't want your content to be, to feel like a downer, right? And I agree, you don't want your content to be a downer. However, the reason problem-aware content is very powerful, here's what I'm gonna explain. If you are struggling with something, your brain speaks that language. You don't always know what the solution is. Okay, so I'm going to give you an example what I mean. If my calendar is booked out with so many one-on-ones and I'm exhausted and I feel like I'm just— every month I'm like, oh, I gotta find more clients and I have no time and I'm chasing a lead and I'm just exhausted, my business doesn't feel like I have freedom at all. And I see a post that's like, uh, how to create recurring revenue in your business. You're like, yeah, great, I'm just over here drowning though, right? Like, that sounds awesome, but I'm drowning. Your dream client does not realize that actually probably is a solution for their problem. But if the post says you're exhausted from filling one-on-one slots and you barely have time to do the work to bring on new clients because you're too busy servicing your own clients and you have no time for your own business, and then you find my page You're like, yes, this is me, this is literally me, tell me what I need to do, how do I fix this, right? So problem-aware content, and the more specific you can get, is where your person's brain is. So I always like to look at wellness coaching, right, because I feel like a lot of us use business coaching examples, but a lot of my clients are not business coaches actually. So I want— I always go to wellness because I did wellness coaching for a long time. If you are struggling with your weight, right? And you see a post that says something along the lines of balancing your estrogen is going to— or here's 5 ways to balance your estrogen, right? I don't know, whatever it is, something about your hormones. And you're like, cool, okay, yeah, sure. Maybe one day I'll need to figure out how to do that. But if you see a post that says you're standing in your closet and you can't find anything to wear because your stomach is so bloated, and you haven't realized that that's actually a hormone issue. You're like, whoa, yes, that's literally me every morning. I cannot find anything to put on because it will not button. And I use this example a lot because it's so specific and I love it. Your person doesn't know the solution. They don't speak your lingo, right? They're not the expert. You are. So What they are an expert in, you know what they're an expert in? Their problem. They go to bed thinking of their problem. They wake up thinking of their problem. They consume their problem in their brain all day long. Because if this is a problem that they want to have, they want to pay to have solved, they're thinking about it all day. So we want our messaging to be recognizable to them in their current state. Okay? Their current state. They're like, this is me. And the solution is you. We talked about this, right? Not fulfillment. Your program is not the solution. You are the solution. When I bring someone in through the problem, it's like, I'm— I feel bloated every morning. I'm problem aware. I'm like, yes, that's my problem. And you said that it's a hormone issue. I'm like, okay, and now I'm aware my bloating, which is all I care about, is a hormone issue. I'm now ready to pay attention to you. And I feel activated because you get me, you get my problem. Now, you language and problem where are the same. These are not different styles of posting, right? So this is you language. I see you. You're an online entrepreneur, but you're more than that. You're really damn good at what you do, and you're wondering why so many others are crushing it online and you're not making the income you know you can be. You language, you, you, you, you. Problem where, yeah, that's a problem. I am damn good at what I do, but how come I'm not doing what I should be on? How come I'm not making the money I should be. I know I'm an amazing coach. So all of a sudden you're like, Zee gets me. You language, problem aware. Another one I wanna show you. You language, problem aware. Your business has cash being unclaimed right now. You're like, what? It does? Your offers are not maximizing client experience. You're turning and burning through clients and leads. You might not need a ton more of either, but you're so focused on new, new, new. You're making less money than folks with a fourth of your reach. What the heck? I want to help you. Now, these slides go on to switch to the positive. It's not just like a downer, right? It's like, I want you to know you can do this. This— you can do this. So you language can be positive, but you're first going to call them in with you language that is going to not just problem aware for them. They need to be aware that you understand their problem. I know I have a problem if I'm willing to pay to have it fixed and I'm willing— raise your hand if there's something where you're like, if someone could actually fix this, I would pay an arm and a leg for it, but I don't believe someone could fix it, right? We all have something in our life where like, if someone could fix this, I would pay for it. We need to be convinced that person can actually fix the problem. So when you tell me, wow, you know me, you get me, I feel like you understand me. I am so much more willing to pay you to help me. Okay. Whoops. Okay. Selling your program versus selling your methodology. By the way, you guys, tonight when I send out the recording, I'm going to send you guys a slide deck because I know there's a lot of examples and that way you guys can have them. So you don't have to watch the recording to— you could do both, but I am going to send the, uh, actual slide deck for you guys. So this is not a right and wrong. These are both you language. I actually love both of these stories and they both performed very well for me, meaning they got people in talking to me in my DMs. But here's what I will tell you. If you are promoting a program name and you're not fully booking, you're not getting the traction you want, pull back and start just promoting yourself as the solution. And then once someone's in the DMs or once someone is on a clarity call, then you can discuss the better way to work with you, whether it's your mastermind or, you know, one-on-one or whatever it is. I launched Rich and Relaxed in June, and now I'm at the point where it does have a lot of branding. I have a lot of people I talk to, a lot of people are looking at it, a lot of people are thinking about getting in. So now I'm at the point where I've ran it long enough. I will tell you guys though, when I first launched it my audience didn't know it. They only knew Elevate, and then they knew my style. And so I followed the same method. I did a lot of talk around this, just my style of coaching. And then once someone got on a call, then I would help them decide, okay, where do you fit best? What makes the most sense for you? Okay, so today, yes, I can brand. Now, you don't want to never mention your program name or else you're never going to brand it. So you can— it's kind of an 80/20 rule. Just know that if you're constantly focused on the name of your program, your client may not understand what that is yet. So make it about you. And, and I would say this is also a solution if you're someone where you're like, everyone just wants to do one-on-one with me. Start posting like this one here. I'm not actually saying— if you look at this, I didn't say a single way to work with me. I just said you hire me, and if someone commented me, then in the DMs we would figure out where to go. Maybe I'll say, let's get on a clarity call. And then on the clarity call, I could show them my 3 options and see which one is the right one for them. But anyone who responds here is actually not responding to a certain type of fulfillment offer. You want to hear something crazy? I get way more responses on these than I do these. Why? Anyone know why? Think about it for a minute. People want you. Right? They want you. They want your knowledge. They want to work with you. The vehicle to get them the results might be called Rich and Relax, maybe it's called Elevate, maybe it's called something else, right? But at the end of the day, people are going to want your expertise, your coaching. So this type of post can be really effective if you're struggling to fill your programs or you're trying to get away from so much one-on-one. All right, pretty much already covered that. Okay, social proof. So testimonials are incredible, and I highly recommend you always— if you have testimonials, share them, share them, share them. Um, you can block people's names out. This gal here gave me permission, so I, uh, kept her name in. Um, but the biggest thing I'm going to tell you guys, um, and I'm guilty of this back in the day, is tell the story. Storytell. Don't just throw a testimonial. I used to just put like a quote up, right? Once again, when you put a quote up, you're asking your audience for a lot. You're like, I need you to read the quote, figure out what it means to them, because it's not about them. So now what I do is I throw the quote up, I take a line from there or a couple lines, and I highlight it. I'm like, this is the part I really want you to read. And then I tell the story. I'm like, full transparency, our first 2 months were rough as we overhauled a lot of her business. So happy she remained coachable. We worked on her sales process, her mindset, and her offers. We also did a ton of work on her messaging for conversion. She had growth and engagement, but it wasn't converting like she wanted. Things are moving in the right direction. 2025 is going to be amazing. So even though I made it about her, I told her story, and storytelling is incredibly powerful, right? If I had just thrown this up here, it's like, yeah, that's a really nice testimonial, But the background is what people can relate to. They're like, wow, so she had a rough couple months when they started. She stayed coachable. She— they worked on these things. Wow, I need that too. Same thing over here. Both of these clients are in Rich and Relax, and both of them did not get lucky. They showed up, they tweaked the crap out of their messaging offers, and worked hard. So this, this is a different strategy here. Here I'm actually trying to repel anyone that's looking for a quick fix. Or trying to get lucky. I'm like, just stay away from me. You're not my vibe in 2025. I want the hard workers. I want the people— they're going to push through hard months because these are gals that didn't come in and like first day they're like, yay, we're making all this money. They had to push through and get to where they're at today. Actually, same with this client here. So I'm also trying to repel, and that's important for all of us. You want to repel the clients that you don't want in your world. We all have certain clients, right? And for me, it's really anyone who wants a quick fix. So that was why I told these stories. Okay, so you tell the behind the scenes, whether it's a quote, a video, whatever it is, don't just slap it on there. Tell the backstory and highlight more than just the win. If you notice with both of these, I highlighted the journey, right? Because I want to call people who want a journey with me. I don't want to call someone who just wants the win. Okay, this is so fun. I had to scroll back through all of my archives and then I saw this and I'm like, well, no wonder I didn't book out my mastermind when I first launched it. Okay, but I just want to share this because I get clients that will say like, I'm not good at stories. You guys, nobody's just good at anything. You learn and you evolve and you invest, right? And I look back, what What is this story all about? It's about fulfillment. It's like, this is what it includes. 3 deep dives. By the way, this is old. This is not at all what Elevate is today, but it has a project board, a Slack channel Monday through Friday, small group Zoom. How many people, how many of my dream client wakes up and they're like, you know what would change my life? A Slack channel and a Zoom call. No, nobody in my world is waking up and thinking your Zee Slack channel and, uh, a Zoom call is gonna change their life. Now, yes, we do have Zoom calls and we have a Slack, we still have a Slack channel, we still use a project board. I never mention that stuff anymore. Do you wanna know why? My client doesn't care. Okay? They are not investing with me because of this. And we all fall into this trap, right? So I, I, if you're doing this right now, just know I was there. And to go back and look at it is very eye-opening. Uh, but nobody cares. What they care about is what problem of mine can you fix, and however you're gonna get me there, I trust you. Whether you think it's 3 Zoom calls or 2 Zoom calls or a Slack channel or a Voxer or jumping on the 3-day live, however you think is going to best help me change my life, I'm on board. But no one is investing because they think 3 Zoom calls is going to change their life. It's what's going to happen on those calls. What's the journey? So here, right, this is today's verbiage. This space is for high-ticket coaches that want to scale, aka— now scale is so overused, so this one I was like, aka make more freaking money without compromising their value. Views. You want clients in your DMs asking to work with you. You want clients that love you and keep saying yes to working with you again and again. You want clients to say, that's nothing, I'd pay double for your expertise. You want to convert followers to paid clients and stop chasing views. You want a hands-on coach that doesn't pull the boundaries BS card and you refuse to actually help. Comment below mastermind. So you know what's crazy though? A lot of this I still offer. Right? We have— it's a— we don't use Slack for Rich and Luxe. We have a different group for it, but we still have a chat group. We have 3 Zoom calls a month. It still includes course access. It includes all this stuff, right? Did I mention it anywhere on there? No, because nobody really cares. So fulfillment is honestly out. I would say there's not a whole lot of places I would even mention fulfillment except maybe on the clarity call on that last page, right? When they're seeing right before the price what comes with the package. But even then, it's not the highlight of what's important, right? That should not be the highlight of your call because this is focused on the program and fulfillment. This is focused on the person and their problem and desired outcome. Okay, so I also want to use this to show you another, uh, I want to show you something else too. So let me come back over here. Remember how this one is problem aware and it feels a little like womp womp? Still very effective because it tells the person I understand them. Okay, it's incredibly effective, so don't shy away from this. Um, but I want to show you the flip side of it, which is the positive. This is the positive. You now— both are very effective. You want clients in your DMs asking to work with you. You want clients that love you and keep saying yes. You want clients to say, that's nothing, I'd pay double. So here's how you do the you language from a— this is more of a solution-focused, right? Or desire-focused. This is the desire that we're talking you language. So the other one was you language problem-focused. This one is you language desire. I love both of them. Okay, I really do. I like both of these and I think using them both, you can do them in one thread, one story series, or you could do them at different times entirely. Okay. Okay. I'm going to give you guys a formula. So you're going to start with problem-aware language. Okay. Or let's, let's just put this out there. It could also be desire, right? Desired outcome. Now you can mix the two. You can start with a problem and then talk about the desire as long as you stick to the language. Okay. So that's the formula is the language. Problem, desire. You could pick one or do both, and then you need to have a call to action. Okay, now I'm gonna go back. My call to action on a lot of mine is comment below mastermind. Here you'll see comment below chat for the clarity call. However, when someone comments below mastermind, I'm going to talk to you in the DMs, and I'm probably still going to pitch a clarity call. Okay, if you get to a place in your business where you're like, Zee, I have no more time to do clarity calls, I'm like, you know, and I do have a couple of clients there right now, which is just super cool. Then I'm going to teach you how to close in the DMs. Okay, how to actually close this in the DMs. But if you're not fully booking your offers, I highly recommend clarity calls. If you weren't on yesterday's call, you'll see why. If you're someone that is maxed out on time, you can learn to close in the DMs. That's great. And there is a great way to do it. Okay, but this one right here, and this one still goes to clarity call. You should mix up your CTAs, call to actions. Here's why. Some people will see this and be like, yes, I want to book a clarity call with her. Okay, some people will see this and be like, okay, let me just comment to see what it's all about, but I'm not ready to book a call. And then in the DMs, when we chat, then when it feels right, I could say, hey, we should probably just hop on a So mix up your CTAs. Don't just stick to one, okay? Don't focus on your offer. It's not comment below to join Rich and Relaxed. And if you see me do that, it's because I might be at the point where I'm not trying to sign as many people up, or I'm getting too many. But when I was still trying to fully book, I did less of that. I did more of just like, get into my DMs, comment below chat, comment below Uh, what was the other one? Mastermind. Okay. All right, let's go to the chat box. You guys are so funny. I don't ever talk to just one of you, I promise. Okay, wait, let's see if I missed any of this. Cannot use Canva, I get too confused from all the options. I know, and Canva keeps throwing more options at us. So for stories, truly, I think doing it right in Instagram is easiest for me. Do I recommend you reuse stories? You absolutely can reuse stories. Mm-hmm. Save them. You can also go through your archives and do it that way, but I think it's easier if you have some that you really love, save them, and you can definitely reuse them. Do I ask my clients? Yes. So if I share a client win, I'll say, hey, can I share this? Do you want me to? So if I cover them up and nobody knows who it is, You know, it actually in like my terms and conditions says I can share, but I usually will just send a message first. And I do say, do you want me to cover your name up? So if you saw, most of mine had the name covered, but there was like a couple where the name wasn't covered and they gave me permission. So yeah, I do. You should ask me. You know what I'm going to tell you guys? Find a photographer locally. And I have a photographer that it's just like the coolest thing. She has a package where you can do 4 photo shoots a year. Okay, and it's $250 a photo shoot, which is just crazy. She really needs to charge more, honestly, because I adore her. But as long as you commit to the year, you get that rate. So I get 4 photo shoots a year, um, and that's— and it's helped me build up more photos. You don't need fancy photos, but it— I think it's fun. It gets me excited. It's fun for me. It's my love language. If you love it and you enjoy it, do photo shoots. If you don't love it, then don't do it. You don't have to have them to sell. But for me, that's what I did. Um, I have a local photographer and I'm part of her, like, annual package. Don't I have to say that it's via Zoom? Um, do you mean regarding the clarity call? So when I say— do you mean on this story right here? Uh, no, because here's why. I'm not actually going to send anyone a link to book until we talk in the DMs. So once I get into the DMs, this is what that's going to look like. You're going to say chat and I'm going to say, hey Sandra, I would love to tell you more and I'd love to book a call. Can you tell me a little bit about your business? And so now we're sort of chatting. I'm learning more about you and I'll say, okay, I actually think it would be great for us to book a call. You know, which of these makes sense for you, right? Or which of these options? Now there are some exceptions, and that's if, if you guys see the example from yesterday, someone commented and I was like, hey, here's the time I have. I was already familiar with her business. She was at an event that I spoke at, and so I was already familiar and I was like, let's just get on a call. But most of the time in this situation, I'm going to talk to you in the DMs a little bit first. And then once I feel like, hey, we should get on a call, I'll say, hey, these are the times, here's the Zoom link. And so yeah, the conversation will head there naturally. I have a reminder, if I mention tech, then it's too much information. Yes, I completely Completely agree with that. No details to product, justifying why they should buy, they buy for you. Love, love, love. Question: what do you do when someone's DMs from your story, you reach out and they ghost? Do you follow up? If so, how soon after? That happens a lot. It just does, right? Um, sometimes I will follow up again. I'll just be like, hey, just wanted to come back, swing back around and say hi and see if you still wanted to touch base. Um, sometimes I'll try a voice memo. If they see like it's your actual voice, it just feels more, you know, warm, I would say. Um, but the other thing I'll tell you is people who ghost come back. They're still watching your stories. It's just remarkable. They're actually the first one to watch. And so sometimes it's like maybe just life happened, maybe they were excited and then something came up. Uh, when that happens, I'm really good at my stories because I'm like, I know they're watching. So if this resonated and they reached out And then, you know, whatever reason, they got nervous or they decided not to follow through with talking to me. They usually come back around if I'm still really consistent in my stories, is what I've noticed. Do I have an easy way to organize your potential content photos for use later so you're not scrolling through your phone? Yes, I literally have a folder in my phone that says, uh, pics to post, and anything I love goes in pics to post. And then when I'm searching, I go straight to that folder. Yeah, my phone is a mess with photos. I'm just gonna say I have so many. So then that folder specifically though is all my good stuff. And then I have another folder with testimonial screenshots. So anytime someone sends me a testimonial or anything, that goes in a different folder that says coaching testimonials. So those are the two folders I use a lot. I feel like my stories, I have the time to go live in the morning and then throughout the day I post ways to work with me. I see now that I need It's problem desire. So if I add the combination, is that a good idea? Yes, the combination of problem desire is beautiful and works very well, right? And here's the thing too, I don't want you guys to get so focused on like counting. Oh, I did problem desire yesterday. Do I do problem day? Or focus on the you language, okay? Focus on the you language. Think about the problems your person is feeling, and then think about the desires they want. But I don't want you sitting there having to like count which one you did. If you're doing U language and it's problem, desire, and you're somehow mixing it up in there, you are going to make leaps and bounds from if you're at where I was. Maybe you're probably not that bad though. You're probably not doing what I was doing with Elevate back then. Um, but that U language formula is— makes an incredible difference. Do I have— uh, let's see, is there another question that came up? You keep feeling like you need an element of audience growth. I don't want to keep pushing you off, but we are talking about that on Monday. So if you really feel like I don't have enough people in front of me, troubleshooting, like you're just— it's not— there are a couple things on Monday that I'm going to talk about that, uh, it's to help you build that up. Because yes, I do think I'm not a promoter of like more views and more follows and more, more, more, more, more. But you need something, right? You need something. So on Monday we're going to tap into that. That's pretty much most of the training Monday. It's not as long. That's all we're covering. And then we're going into live coaching. And so what's going to happen when you guys get the recording today, there's going to be a Google form at the bottom. And if you could fill that out, I'll be picking probably just maybe 3, 4, 5 of you. We'll see what we have time for to do some live coaching. You'll have two options. I can either live coach you on your offer suite, or I will live coach you on your stories. In order to be live coached on stories, I want you to post stories before we get on the call on Monday that are you language and either problem or desire outcome aware or both. Okay, so, uh, I'll pick just a handful of you, and like I said, we'll either do offer suite coaching or we will do, uh, stories and messaging. Okay, so just fill up— it's a really short form. It'll just say which one do you want me to coach you on, um, and then that's it. Okay, all right, you guys, recording will come out later today. It was so good to see you all again. I hope this was super valuable. Have a fabulous weekend. I'll see you Monday, 9 AM Pacific, 10 AM Mountain, 11 AM Central— that's the one I got wrong— and 12 PM Eastern. Okay, bye everyone.