Fully Booked Day 3

drop them into the chat and I will get through them either halfway through or at the end. Okay, so let me share screen. Fully booked day 3. Okay, so what happens if you're like, Zee, I'm doing all of these things, but I'm not booking my offer, right? Because that is a reality and that could happen, right? Where you feel like you're doing all the things, but your offers are not fully booking. Number 1, I want you to think about expectations versus reality. And here's why I say this. We want to dream big and think big and have big goals. At the same time, though, sometimes we have to ask ourselves, what are the expectations rooted in? And so I want to go back to when we talked about this, like, 30-day expectation that I should— for 30 days, I posted every day. I did everything you told me, Zee. And I didn't fully book. Well, I didn't either. I didn't fully book my first— not my first, sorry, Elevate the first time I launched it. Um, I have clients who in the first 30 days don't fully book and then go on to fully book, right? And so do you have some type of expectation that things should happen faster than they actually could happen? One thing I always remind myself, something that I heard, it's not my line, but I love it, and it's that Things will happen gradually and then they'll happen suddenly. If I look at Elevate, which is just such a great example, in the first 7 weeks very little happened, and then all of a sudden it happened very suddenly and it was like, oh my gosh, what is happening now? It wasn't luck. It wasn't that I got lucky at the end of those 2 months. It's that I just kept going and I did. I made tweaks. I kept learning what's working, what's not working. And so it happens gradually, and then it happens suddenly. I look at Rich and Relaxed, right? Rich and Relaxed— I have this vision of where it's going to be, but that vision was not based on one month, right? And I've seen folks launch communities, launch memberships, launch groups, and think, gosh, I didn't get the— my excitement was a 10, but I didn't get that same level of excitement from my audience, right? And sometimes it can feel like maybe they just don't like what I have to offer, they don't want what I have to offer. It's our job to transfer that excitement, and either there's a disconnect in how we're transferring it, the messaging, right? Or it's simply based on time. It just might take longer. So if you have an expectation, you're like, I know I can run a group, with 500 people, a membership, right? It might take you time to build up to it, and that's okay. I think it's going back to understanding why do I feel like it has to happen in a certain period of time, right? At the same time, we wanna really check ourselves and ask, have I promoted my program consistently? So if you feel like I've given this 90 days, but only the last 30 days were consistent, then you didn't give it 90 days, right? The clock starts when the consistency starts, okay? That's when the clock starts. The clock starts when the consistency starts, not before. So even for me, when I look at Elevate and I showed you guys my like really crappy messaging in the beginning, I wouldn't count that in retrospect as part of my launch. I mean, it was, but I wouldn't really count it as like, hey, it didn't work. Well, obviously it didn't. The messaging was so off. So if I look at when I started to clean up the messaging, things actually progressed really well, right? But when we say, have you done it consistently, ask yourself, when, when did I start promoting consistently? Okay. The other thing to ask yourself is, has my energy level been affected by my results? Not client results, by whether or not people are jumping in. So if you remember, I had one person that jumped in. Did I show up differently after that? Did I show up with bummer energy like, oh man, nobody wants this? Or did I show up with the energy that was rooted in need? Need is coming from a place of lack, something I don't have, right? It's just like if you're single and you're like, I need to find someone. You might find someone, but you're not— probably not going to find someone great because you're, you're desperate to fill this place where you feel that you're lacking. When you date from a place of, I'm good, I'm happy, I would love to meet someone at the same level, but if it doesn't happen, I'm not going to push it— isn't it amazing when you truly can stay in this place? And it's not like, oh, I did this for 30 days, why isn't it working? It's like, I don't care how long it takes, I feel good in where I'm at. Then all of a sudden you start attracting the same— someone happy and not desperate energy. It's the same thing with your program. And so if— and all of us, right, we create a program that we love and we put all this effort into it and we're— our excitement is a 10. But then when our audience doesn't feel the same, what do we do? We show up a little bit less and then a little bit less. I'm going to tell you guys about another program. There was a program I launched called Launch Academy. One of my friends and I co-ran this group. Now, it was not evergreen because of the style of the content in there. And so that kind of put us in a position where we felt like we— right, expectation versus reality. We felt like we had to fill it. And we also had quite a bit of success under our belt already. So we thought expectation versus reality. We thought it was going to blow up. Okay. The first couple of weeks did not. And we were really surprised. We're like, what is going on? And remember, this is not evergreen. So we felt like, gosh, the time is not in our favor here. We do have the clock ticking. Another reason I don't love evergreen, right? So what did we do? We pushed our launch date. So with evergreen, you don't have to do that. You can just roll. You sign up one person, you're like, awesome, we're going to go. We're just going to keep adding people as, as we go. With this situation, it had a start date. So we got together, we messaged the folks that had already signed up, which was barely anyone, and we just said, hey, we're, we're pushing the start date. And you know what's crazy? It took off. What's also crazy is it took off in the final hours. I remember it was the second day. It was a Monday that we were starting, and Sunday night we had people signing up. So the reason that happened was because our energy stayed, stayed up here. The excitement and our energy was up. It was still a 10 even until the final hours. We stayed excited. And so people kept pulling the trigger. I've seen folks that will not get the results they want. And you know what ends up happening is over the weekend, right before they start, they're like, yeah, it is what it is. I'm just going to go ahead and do it. No one else wants to join. When that final bit at the very end, if you can show up excited, you'd be surprised how many people— and this is like a launch— will jump in at the very last minute. Okay, so expectation versus reality. We thought this thing was going to blow up. It ended up doing amazing, but it just took— it took us pushing the start date. It took us showing up till the last minute, and we had to have our energy 10 out of 10. We were not— we could not dwindle. And so if you struggle with that, if you struggle with like how How do I show up excited when I feel like nobody wants what I have to offer? Well, there's a couple of things I'm going to tell you. One, stop trying to do things alone. That's why it's so incredible to have a coach or someone you work with. I do the same exact thing. I don't like to work alone because God bless my husband, he thinks I can do anything. And so if I complain to him or I'm like, I'm struggling, he's like, I believe in you, honey. Thanks. But that doesn't really give me— thanks for believing in me, right? So one, Working with someone, right, that can actually help you with a strategy and the mindset as you start to feel the excitement go down. That's a big one. And then affirmations, right? Scripting. I'm a big fan of something where you are feeding your mind, not just doing the tasks. All right. And that's a whole different training. I have a training on scripting, which I truly believe has been the game changer for me this past year when I put it into place. But you do have to keep your excitement up because if you show up as a 10, your audience is probably a 5 and they're slowly starting to— it's contagious. They're like, oh, she's excited. I'm going to be a 6. I'm going to be a 7. If you show up at a 7, now they're starting at a 3. You show up at a 5, you're done. You're done. Your audience is— they, they feel it. They feel the difference. So your excitement cannot come from the number of signups. Your excitement has to come from believing in what you have to offer, being the absolute best, believing that, yes, I know I can change someone's life. I know it. I believe it. That excitement is based on what I know I can deliver. It is not wrapped up in how many people sign up or it becomes a self-fulfilling prophecy. You lack excitement, you're not going to sign anyone up. And if you think you can show up and fake it, I promise you, your audience can feel it. And I know because I've, I've showed up on my social from a place of womp womp energy, and I've showed up from a place of I don't care if I only have one person, I am just as excited, and you can damn well bet that one person is gonna get the best. And my audience reacts both ways. Okay, next you want to ask yourself, are you getting no leads? Are there no leads coming in, or are you getting leads that aren't saying yes? Okay, so if you're not getting leads, stay tuned because I'm gonna talk about that. If you're getting people in your DMs but they're not moving forward to the next step. Okay, so they're showing interest, you're booking clarity calls, then this is not so much of a lead gen issue. This is something on the back end, either your offer or the messaging once you talk to them on the clarity call, or the way you're actually, you know, running the call. There's something missing on that end. So be very clear, and that's why I think it's so important to track every human being you talk to. So if somebody shows interest, not just every person that comments on a reel, but if someone shows interest in working with me, I am tracking this on a spreadsheet and then I have a whiteboard where every single person's name who does any type of, I would say, a clarity call or even in the DMs, like gives me info. They're like, this is my business, here's where I struggle. A lot of you guys, your name has been on my board, okay? Because you might think you have a leads problem, but it could actually just be a conversion problem. But maybe not. You have to ask yourself and analyze your own numbers. Okay. What is your sales process? This is really important, you guys. So I ask clients this all the time and sometimes I will get mixed responses. Well, sometimes I do this, sometimes I do this, and that's a problem. Okay, so if somebody DMs me today and says, hey Zee, I wanna learn about working with you, or they comment on my post, me, I have a process. I say the same thing. Hey, awesome. I would love to tell you more. Tell me about your business, what's working and what's not working. And then from that conversation, I can gauge if it makes sense for us to either continue the conversation. Should I send them info? Should I hop on a clarity call? But that's my very first step. Okay, so what is your sales process when somebody shows interest in working with you? You need to have a specific sales process. I'm gonna tell you that what my recommendation is, is to always flip it and ask them a question. So if they message me and say, well, how much is this? I would love to tell you more. But first, can you tell me about you? What are you struggling with? What is working? What's not working? What are your goals? Okay. And you can use that for almost any industry. They need to talk before I talk. I want to listen. I want to gather information. Have you actually analyzed and tweaked your messaging? And I would say go back to the last training that we've had. You might feel like your messaging is spot on. But like, if I look back at my Elevate that I showed you guys on the second call, that messaging was so off, right? It was just based on how many Zoom calls you get. And so truly going back and really tweaking your messaging. Someone on the call, I think, was it Carrie? Yes. Said, Zee, I did exactly what you said in the stories and immediately someone responded, ready. Right away. Now, it might not happen right away, and that's okay. Even today, you guys, when I have so many testimonials, so many success stories, I absolutely have days where I post and it is crickets. I want you to know that, okay? Always. There's always days where it's crickets, and then there's other days where it's like everybody wants to talk to me. So on those days where everyone wants to talk to me, I'm doubling down. I'm like, oh, I've got good energy. My people have good energy. Something's going on in the world. I'm going to give that. I'm going to show up even harder on these days. Maybe I'll do— I'll show up in my stories talking, right? On the days where nothing happens, I don't do anything. I don't cancel a story. I don't pull it down. That's fine. It doesn't mean that there isn't someone still thinking of you. Okay? Just because they didn't reach out. How many of you on this call thought about reaching out prior to actually reaching out to me? Maybe a week, maybe 2 weeks, maybe a month, maybe 2 months, maybe 6 months, right? So don't base how you feel about your business and not fully booking based on how many people are DMing you. But you do need to tweak your messaging, okay? You need to analyze your messaging. Okay, next one. Are you trying to sell your programs or sell you? We talked about this on the last call and I wanna bring it up again. I love selling my programs once my programs have been adopted, the branding has really been established by my audience. But in the beginning, I cannot emphasize this enough, sell you and how you can help someone. And then once they're in your DMs, you can decide if you wanna get on a clarity call or, uh, you wanna offer one-on-one or a group program. Okay, I wanna talk about clarity calls. This is a big one. So I had a client reach out to me over the weekend and we were chatting and she was kind of in a little bit of a hiatus and now she's trying to— or she's working on re— kind of reestablishing her group and getting folks in there. And she said, what do you think I should focus on? I said, there's only one answer I have for you. Book clarity calls every single week. There's only one thing you should focus on if you are not at the level you are now. There's a few of you on this call and I know you guys are like, I don't have room for one-on-one. I'm fully booked. I'm trying to offer a group program. Ignore this part right here. Okay? You need to sell your group program and your stories or your membership. It's low ticket. Like, you should not be doing clarity calls for that. If you also are getting too much interest, because I do have clients in that boat too, this is not for you either. But those of you that have openings in one-on-one or your group program and you're not getting enough leads, sell the clarity call with you. Okay? Every single week you should go into the next week. So today is Monday. Your goal is to try to get to 5 this week. There are weeks that I used to have 0. Last January was my worst month for clarity calls. Just was. But I still, every week I'm offering these clarity calls. Here's what happens on the call. I'm going to learn about you. I'm going to learn about your struggles. We're going to see if it makes sense for us to work together. I've got 2 openings. I've got 3 openings.. And I kind of felt like a broken record, like, man, I'm gonna keep posting and nobody wants to work with me. But then someone did, and then someone else did, and then someone else did. The clarity calls are the most important thing you can do when your business isn't where you want it to be. Sell the clarity call. She said to me, my client over the weekend, she said, how do I weed out the people that are time wasters? And I said, well, how much time do you have on your hands right now? Because you're not running your program and you're, you don't have any clients right now. She's, she's got a couple, but not very many. Said, I have time. So then why are you worried about it? Just get on the calls, talk to people. My very first job, I used to knock on doors. Okay. I was a newbie. I was in my 20s and I had to knock on business doors, not homes. And I had to sell advertising spots in a Yellow Pages book. Okay. When I was new and I wasn't, you know, I wasn't— I didn't have any numbers yet. I wasn't doing well. I knocked on every single door. I wasn't being picky. I knocked on every door because every human being you talk to is a connection to somebody else. And it was worth my time to knock on as many doors. So if you have someone that wants to get on a call with you, get on the call. Now you earn the right to be picky, is what I believe. As you sign more clients, as you get busier, guess what I did? As I started to hit my numbers and I was really crushing it, selling advertising spots and I didn't have as much time because now I had more clients. I was, I was doing, you know, I was helping them with their advertising. I had a client base, so I didn't have as much time. That's what I did. I would knock on the doors of people that were advertising with my competitor because I knew that they are more likely to also advertise with me. Then I got picky. I stopped knocking on the doors that could be time wasters. Okay, so you earn the right to get picky. The more your calendar is booked and you're getting paid, Then you can start saying, well, I'm only going to get on calls with people who fill out my application. I'm going to add more questions to my application that weed out the people I don't want to talk to. The reason I believe this is because talking to human beings who want to learn about your program, why not get the reps in and get better at the clarity calls with maybe someone who isn't your ideal, but at least you're getting stronger. You're able to figure out who do I want to work with. Also, there have been so many instances where I have done calls with folks who come to the call and they're like, I cannot afford you. I can't do this right now. And then they'll come back to me a month or two later and say, hey, Zee, I'm at a different place. I'm ready to go and end up fully investing with me. So don't let someone's budget in the beginning determine whether or not you get on a call with them. Okay? And I, I recognize this is different than what's being taught by a lot of coaches. I believe in boundaries. I believe in honoring my time. But if you have an open calendar, fill it with human beings. Talk to people. Don't fill your calendar with scrolling on your phone or trying to see what Susie's doing on her Instagram so then you can try to get ideas for your Instagram. Get your content up and book your calendar with human beings. And in the beginning, if it's not your favorite clarity call, you will get there. You'd be surprised. I remember there was one week I had 5 clarity calls booked. First one flaked, second one flaked, third one flaked, fourth one emailed me and said, I'm sick, or her kid was sick. I can't remember. Honestly, pretty crappy week, right? Fifth one paid in full for a $10,000 program. Now, here's the crazy thing. If I were to tell you out of those 5 which one of them was going to move forward, it wouldn't have been that one. It wouldn't have been. I don't know the other ones. I had some other ones that looked better on paper. But I did all 5 calls. 4 of them were flakes. Now, were those 4 a waste of my time? I do not believe that. I think it just made me stronger. It made me more powerful. Well, the flakes did not, but the— actually, you're right. That week I didn't get on any calls. It still— however, it— I'll tell you what it did. It forced me to put the reps in of getting the calls booked. But let's take weeks where I have people that get on calls that are a waste of time, right? Calls where people truly are not a fit for me. Still makes me stronger, makes me— it forces me to put the reps in, right? That's what I care about. I want to put the reps in. So if you are struggling, offer clarity calls every single week. You should have a number, you should have a goal. I want to hit— I'm going to get 3 clarity calls. Okay, I assure you there are so many weeks— my number was 5 back in the day, which has changed now quite a bit because I don't want to take on as many people in my world, uh, but if my business were to go down again, I would open it back up to 5. I did not always hit 5, but mentally I said, I'm going to focus on trying to get to 5. I'm going to focus on trying to get to 5. My emails, same thing. It was book a clarity call. My stories, book a clarity call. I even had reels. You can go back and see them. Comment clarity, comment clarity. That was my focus. If you're a high-ticket coach. Okay. All right. I'm going to get off the clarity call. Spiel now and check messages. Let's see. Okay. Did I launch the product first and then keep using my messaging? Did I switch between the two at first to get the branding going as well? If you remember, I was saying 80/20. So you really want to build the brand, so you want to talk about the brand. However, what I noticed in the beginning was that the clients reacted to the ones that were not about the brand. It wasn't the name of the program, right? Even when I launched Rich and Relaxed, right, people didn't know that branding yet. So even then I booked more calls or I got people in my DMs when I focused on how I can help them rather than focused on the program per se. It was like, this is what I can help you with. And then in the DMs I would say, okay, this is the fit that I think you're best for, but it's 80/20. So 20% of the time I still posted about the program, But those weren't the ones that I feel like people actually resonated with. It was the ones where I was really talking about how I can— just me, Zee— how I can help you. Okay, so you didn't actually launch each one individually. You just started speaking to them when you opened the containers and went from there. Is that what I'm hearing? Yes, exactly. Yep. Did your content focus on the offer or you? The content that worked focused on me. The content that worked. I showed you guys some of the content that didn't work, that focused on the program. Now, once you build that brand, and when I say focused on me, it was still you language, but the solution was like, I can help you get there, not Elevate can help you get there, not Rich and Relaxed can help you get there. I can. After a while, once I really started building, then I could start saying the solution to this problem is Elevate, or the solution to this problem is how I can help you, still you language. And if you go back to day 2, I show you guys the specifics there. But what worked in the beginning was how it was the you language. This is your problem. The solution is get in my DMs, book a clarity call, talk to me, me, me, me. It was not sign up for Elevate, sign up for Original X. That did not actually convert well for me. I know on my intake form I talk about the minimum to work with you and ask if you pay. Yes. So when I first started doing clarity calls, I used to put my calendar out. I was like, I'll just talk to anyone. That got old really fast. I will say I do like having an application process and I will recommend that. That's the one thing because you don't want a total stranger on your calendar. At least make them apply or at least get them into your DMs. Right? If you get in my DMs and the question I have in there, I don't actually say the amount unless that's changed. I don't remember. I don't think I have the amount there. I think I just say quality coaching is a— quality coaching is an investment. If we are a fit, are you mentally and financially prepared to make that investment? And then the response options are, yes, I am. Yes, but I have questions. No, I am not. I absolutely recommend that. 90% of people are going to do the middle one. Yes, but I have questions. Okay. I know there's a couple of you here. There's one of you that's in Rich and LAX, and I actually advise you against having the actual amount in there because I don't want you getting to the— it depends though. There's a couple of situations where putting the amount can help, right? Especially if you have a lot of leads. If you have a lot of leads, you're going to want to add more friction.. But if you don't have enough leads coming in, then do it the way I am. Don't, don't say the actual price. If all of a sudden you're like, Zee, now I have too many leads, then we add more friction. Then we might actually say it's minimum, minimum $2,000 a month to work with me, whatever, right? Whatever that price is. So friction is a tool. It's not a bad thing or a good thing. It's a tool. Not enough leads, reduce friction. Too many leads increase friction. And it's also not a one-time rule. Change it up, right? You're like, this is a busy season of my life. I do not have time on my calendar. Well, then we don't want to give you 25 people that apply to work with you. This isn't— this is the time in my life where I don't have any— I don't have many clients. I have a lot of time. I'm kind of just scrolling my phone looking for ideas all day long. Okay, then let's just get more people on your calendar. Reduce friction. Allow more people to get on your calendar. Do I message people, you know, invite them for clarity calls? I don't. I personally feel that nowadays people are— they're more hesitant. I would say if you are cold DMing. So I'm not a big fan of it. I also feel like those don't convert as well. People convert better when they feel like they took the initiative. Now, if someone messages me and asks questions but doesn't actually book a clarity call, I will probably suggest it and just say, hey, those are really good questions. Based on what you're saying, I think it would be beneficial for us to get on a call. Do you want to go ahead and book something? Okay. Yeah. When I transitioned from a business coach to wellness and launched your first program, did you do a hard pivot with your It's interesting. So no, but my situation's a little bit different. I was doing wellness coaching, but I was asked to speak from a business standpoint at wellness conferences. So I was asked to speak about the wellness, the wellness piece from a business standpoint. And so the transition was almost organic in a way. My social media, I was using Facebook at the time. And I made probably like a 50/50 pivot. Instagram, I went hard pivot. You could literally scroll and see the day I switched it. It did. It was not a transition. It was like overnight. But Facebook was a little bit slower. I was kind of doing both and dabbling in both. Does that answer your question, Casey, that you'd asked that? Or that's Jess? No, it was me. It did answer. Yeah. It's— yeah, thank you. It seems like you focus on IG and stories. Do you use Facebook? I built my first businesses only on Facebook, and I actually love Facebook. Do I recommend keeping a separate account for personal use? I find this tricky space to navigate. So Facebook personal page, I— you do. I recommend if you're using your Facebook personal page, you also put personal info on there because some of your audience is there for the personal. You can't treat a Facebook personal like a business. My Instagram is definitely my focus today, but it was not my focus 5 years ago, 4 years ago. It was more Facebook. Today I love Instagram. That's where I am primarily. And I don't do much personal on my Instagram unless you're in my stories and you see it in there and I just sprinkle it in. Okay, I'm going to— Thomas, Yelena, I'm going to come back. We're going to go on with the training and then I'll come back into this. Okay.. I won't, I won't forget you guys. Okay, let's talk about lead gen. Okay, so let's say you're like, Zee, I know I have a lead problem. I just need more people into my world. Growth and engagement content. Growth and engagement is content that is going to be in 2025. Someone is going to share it or save it. Okay, that's how you're going to help grow your account. That has probably a 90-day turnaround. So someone sees an inspirational post, let's say it's some. And if I if I look at growth and engagement, there's really two areas that I would say are mostly growth and engagement: educational content and inspirational content. Someone comes to your page because they saw their friend share your post and it's very inspirational. The chances that person that's gonna come to your page and buy that same day is a little bit slimmer. I'd say it's about a 90-day turnaround from that piece of content. That's not always the case. I would say it's longer the higher the ticket. Now, if you're selling a $27 product, they might come to your page and buy it that exact same day. Okay. Growth and engagement content is incredibly valuable, but it's not going to give you conversion. Now, if they come to your page and they see other posts that are conversion content, which that is a completely different training that I have inside of a couple different programs called Bombshell Messaging and Conversion Queen. So those are two other programs that you can get really dicey on what conversion content is. But for the most part, what I'll tell you today is growth and engagement is inspirational and educational. It's not that you shouldn't do it, it's just that it's not going to result in a sale that same day if you're higher ticket. Master— how many masterclasses did you guys see last, the last 2 years pop up? Join my masterclass, join my masterclass, and you hop on and pretty much it's like a glorified sales pitch. Those worked really well actually for a while, but I don't find that they work as well unless there are some industries and some clients I have that are doing well with these. But for the most part, I find that microclasses like what you're on right now are probably one of the fastest lead times to warm up leads. So what a microclass does is it teaches one specific topic. Okay? Now, not just a topic, but it solves one problem that your client is facing. That's why you might be like, Zee, I wish you could give us ideas of conversion content. Well, this is a microclass, so we're not gonna cover everything under the sun in this class, but I keep dropping little microclasses that solve different problems. And so this problem is about how to fully book. Just talking about offers and stories, not getting into the feed or anything else. Right. And so a microclass solves a small problem that your audience is willing to pay to have solved. It gives you a chance to show, yes, I know what I'm talking about. There's not a big sales pitch on this call, right? I'm not like, hey guys, this is why you have to join. Okay? You might see it in email afterwards or in messaging that comes later.. But really the purpose of the class is to give high quality in a small dose. And I'm a huge fan of these right now, and I highly recommend if you're struggling with lead generation. Now here's why I love them. Remember how I said growth and engagement has a little bit of a slower turnaround unless it's a low ticket? If I was starting out and my microclasses are a little bit higher, but if I was starting out, I would offer some microclasses in the $27, $37 range., and those have a much faster turnaround for new folks into your world to click and sign up. The key though is they cannot feel generic. Okay, how to lose 5 pounds or, or 5 pounds of fat, too generic. It needs to be super specific for these to work very well. Another big thing for me, I would say, from an account that's not a viral account is guest speaking opportunities. I spoke on 9 different, one in person and then virtual opportunities in 2024. Okay, only one was paid. Okay, so just remember the other 8. Now, I didn't care because the audience was worth it for me to get in front of, and so I was happy to do these. Now, You can ask to speak on someone's podcast or to their community. Okay? I will tell you that if someone has a podcast, podcasts can be a pain to deliver on for the person that has to actually do the podcast. And so a lot of them will welcome the opportunity to interview you. And the best people you could find is someone that's a similar industry but not a direct competitor of yours. Okay, so guest speaking opportunities was probably one of the biggest impacts actually to get me the right people following me. That's what I noticed. The other big one is client success. I don't think we talk about this enough, right? The best way to build your business is to get client success. So if you have one client, pour into that client. Don't feel like womp womp, I just have one client. Instead, as cheesy as it sounds, Give that client everything you've got to help them. Now, you can lead a horse to water, but you can't make them drink. So I understand if, you know, not every client you're gonna have, you're like, Zee, I've done my best. I get that. But truly do your damnedest to get client successes. That's gonna have massive impact. When your audience sees someone else successfully working with you, immediately they're going, wait a minute, I'm just like her. Maybe she could help me too. And I do consider that part of lead gen when you can share that client story and someone else in your audience resonates with that story. Okay, so back— I am going to cover a little bit of growth engagement. See this one right here? This reel I did, stepping into our richest era and taking anyone who wants to come with us, but also not scared to go first and go alone. It's savable, but really this one is shareable. People are like, yay, that's inspiring, I'm going to share it. You have to stay patient. This stuff is not going to get you— it might get you follows a little faster, but it's not necessarily going to convert into dollars right away. Okay. When you're trying to grow leads, make sure your story game is on point because here's what I see happen. Sometimes our brain says, I don't have a lot of people viewing my story, so I'm not going to pay attention to my story.. Then you get new people into your world, they check out your story and you don't have anything up there, then they're not gonna watch your stories. And so your story game needs to be powerful before you start growing your views, not after. Show up in your stories as if you had 200 of your most dreamiest clients already watching your stories. You can create authority and inspiration at the same time. So this one right here is to inspire, but it also gives authority. It's like, here's what we're doing, and whether you want to come with us or not, we're doing it. So it creates authority while I'm inspiring. Now, the caption on these is going to encourage shares, likes, follow, save, any one of those things. But I'm not actually pitching a clarity call or a, or a product in here, right? I'm not saying DM me to join, right? It's really trying to be— this one is really focused on just inspiring. Now, mine right here is not super specific, but it could be if you really wanted to target who you want to speak to. I could say something about coaches, you know, or, or course creators, something like that. Right. So it could be if you wanted to make sure that you're not calling in the masses because I actually don't want to call in the masses. All right. I want to talk again about the micro-niched classes. So micro-niche classes instead of masterclasses, teach that microtopic, and they can be done live like this one or instant access. As soon as we are done with this, this will be— and you might be watching this a year from now— an instant access mini course that can be purchased. It can be free or paid. I personally believe you should have some type of dollar sign attached to it. You're going to attract much better people who actually show up to the call, and, and if they don't show up to the call, they watch the replay. Because they're like, I invested, so I actually care. So that's my personal opinion. If you wanted to throw a free one once a year or so, once every 6 months, you could. But I do think the paid ones actually do better. This is the most important. Teach as if your dream client is joining. Do not dilute your content. We talked about this before. It cannot feel like I'm holding back on telling you the good stuff. I might not be able to cover everything because it's a microclass and we can only cover so much.. But anything I cover, I'm not holding back. And same for you when you launch these, whatever topic it is that you choose to talk about, go all in and give your audience the absolute best so they don't feel like, man, she kind of just scratched the surface. And the old style of masterclasses was to scratch the surface, whet the appetite, and then make a sales pitch. This one is more of a Hey, let me just show you what I know. You could go and take it tomorrow and apply it and do well on your own. Also, if you do want to coach, I've now built authority, so you're more likely to say, I want to work with her. But it's much more passive, but I think it actually works so much better because now I'm empowering my dream client to take action instead of me asking you to take action. And you can still do the sales pitch afterwards in like an email or even a private message. Okay. And then with these, you can drive traffic from your stories and your feed. If you guys were probably watching my stories, that's probably where a lot of you signed up for this. I talked about it a lot. It wasn't like, hey, let me just drop it in my stories and see who signs up. I think I only had one person sign up for this, maybe two. I don't remember. The first day I launched it, it wasn't like everyone was like, yes, I want this, I want this. People have to see things a few times. Okay. Or someone might have clicked and then you get busy. So you definitely want to continuously drive traffic. I, I drove traffic to this for probably 2 or 3 weeks maybe, I would say, before we actually launched up until the final minute. It was like you could still join. Okay. Actually, I even did that after the first recording and I did have someone else jump in. So we had already— no, after the first 2, it was over the weekend. So day 1 and 2 were already done and I posted and I was like, you can jump in now, you'll get instant access to the recording. And you could jump in live for day 3. And someone did. So truly, truly showing up over and over is what makes the difference. Okay, I'm going to go through the questions and then I'm going to— let's see where— do some live coaching. We have probably a minute. We could probably do like a couple. Curious, the verb did you use when writing a story to promote a clarity call? Thomas, I have that one laid out for you guys in day 2. I don't know if you were able to see it or not, but it lit. I actually show you guys the story and the best verbiage I found is you do the you language and then I literally say I'm opening 4 spots or 3 spots for clarity calls. And then I say the day, I say I have 2 on Monday, 1 on Wednesday, 3 on Friday. I do not say the time. I don't want someone checking their schedule and, and then thinking, Oh, I can't make that, so I'm not going to DM her. Just DM me if the times don't work. We'll figure out another time. But I want them in my DM because once there's that, someone is in my DMs, we'll figure it out, right? They're already in my world. So we've started the conversation. But that exact story is in the day 2. And I, and I did send you guys another email with the slide deck. I hope you guys saw that so that you guys can use that as well. Talking about leads, I'm offering a workshop and 50 have looked into the link, but only 2 have purchased. Okay, this is so good. It's messaging. I have tweaked the other messaging. I'm not sure if I should do the same. Yeah. So it's messaging, not just in story, it's on the checkout page too. 1 million percent. I— that's what I love. If you look at analytics, so you've got 50 people. Well, we don't know if they're individual people, but 50 link clicks, but 2 purchases. So to me, it's the language most likely on the sales page, not your story. Something in the story is working, but there's something on the sales page that you can improve. And guys, you know what? You language on the sales page is just as powerful. Do I ask people for permission if I want to reuse the recordings? Do you mean like these calls right here? If you go into your Zoom, you can set it so it's speaker view. So none of you guys show up on the recordings. The recording I sent out, I don't remember if that was speaker or gallery, but once I officially make it a course, then you can make speaker view. So it ends up just being me. That's another reason when I do Q&A, I keep the thank you screen up so that it's— it will not default to another speaker on the call. But yeah, you can go into your settings and make it so that you are— because the default on Zoom, I think, is gallery view. You can request speaker view as well. Yes, Thomas. So it's you, language, problem aware, solution aware, and then you show the times that you're available for clarity calls. The other thing with clarity calls is it makes a really big difference if you explain what happens on a clarity call. Right? So especially in my world, it's business to business. So my audience kind of gets it. They know what a clarity call, discovery call— like, they get it. But if you're selling business to consumer and your average client is not like a heavy Instagram user, they don't have a Stan Store or a GoHighLevel, like they don't speak that language, then they might think like, oh, clarity call, what's going to happen to me on this clarity call? What are we doing? And it might feel— they might feel nervous. And so you want to explain a clarity call is a free 20, 30-minute call. And on this call I'm going to ask questions. I want to learn about you, what your goals are, and then it's an opportunity to see if it makes sense for us to work together. This— I, and I also sometimes say, you know, this is not going to be me doing a hardcore sales pitch. It's truly an opportunity for us to see if there's alignment. I offer just a few of these every week. You can snag one of these if, if you'd like, right? So if your audience is not online business savvy, explain to them what the call is. And don't just do it this week, do it every week, right? You have to repeat yourself because you don't know who's on there that may not understand it. Okay. So I'm