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Make More Marbles

Time stamped show notes:

Rosy Volcano is a transformational coach and a new mom. She and her partner Kit incorporate yoga, shamanic training, and body work into a coaching training course. She is celebrating her baby boy, and another big launch coming up.

Their challenge is figuring out how to scale their business without losing the intimacy, or making it feel watered down. They want to pass the current program over to on of their current coaches, and create a new, more advanced course. How do they multiply themselves? 

03:58 Question: What are you responsible for with these protegees of yours? Are you giving them leads, or teaching them how to market and sell for themselves? 

04:08 Rosy: We teach them how to market and sell for themselves, and the actual techniques of coaching.

04:12 So they're self-sustaining business owners after they graduate?

04:16 Rosy: Yes.

04:21 Question: You have like 5 or 6 of those people running this for you after? 

04:22 Kit: Those people are the ones that work for us, and what we're responsible for them is they provide some leads, and we provide some leads. It's kind of a co-creative situation.

04:39 Rosy: When we do a launch, we have so much demand we couldn't handle it all. So the overflow goes to them, as well.

04:42 Question: So if you 10X the number of people you're working with right now, overnight, what would break first? What would be over capacity?

04:53 Rosy: Kit and I still lead group coaching calls for everyone. We wear so many hats, and I have a 3-month old. I feel that our time would – it would be too much. 

05:14 Question: Can somebody else do those things, or a capacity of those things, that you do now that are currently finite?

05:23 Rosy: Yes. We're creating the role of coaching director for one of our employees. 

05:31 Question: What else would break? Or what else could be automated, eliminated? 

05:42 Kit: We don't have enough coaches right, who are working for us. Their loads would be overdone, too. 

05:58 Brad: It feels like the model is self-limiting. Maybe rethink your model. How could we serve 2,500 people with the same amount of energy and time, or even less energy and time, that we currently serve 250? I like the hybrid evergreen model. I borrowed it from a mentor of mine, Sam Evans. Your next level of iteration is deciding what type of business you want to be, and how to deliver that value in a more automated, streamlined way. 

07:03 Suggestion: What are your non-negotiatbles? Jeff Locker is great at this, he writes down his non-negotiables. You wouldn't believe how little he does for his business. And you wouldn't believe how much his audience appreciates him for not doing much. The community agrees to his non-negotiables. So figure out why you want to replace yourselves, and what your non-negotiables are what's important to you.

08:05 Rosy: We are too available for the people at that level. It's one of our main challenges. We spend time personally replying to messages. But then the next round of people comes in. 

08:37 Brad: There's no reason why you can't hire a community manager or something at that level. You can still provide the same level of service. Now that the revenue is there to hire people. start investing in things that take time off your plate. Ultimately, the things that got you here are not going to get you there. Uplevel your thinking.

09:14 Suggestion: This business is your baby. At first you nurture the baby, but after a while you don't always need to be there, coddling it. Let the nanny come in sometimes. Let go of some control. 

10:24 Question: What levels of engagement do you currently have with your clients? 

10:47 Rosy: We have a Mastermind, the leadership program, 

10:53 Kit: We have this coaching training program, and we have scaled ourselves out of the one-to-one, then we jumped a little too far into a high level Mastermind-thing that was triple what our coaching program was. We didn't get too many sign-ups, then we realized there was probably a step in-between we need to put more energy into. I think we should take ourselves out of the intimacy. I think we need to give up replying to Facebook threads and emails. It's just our boundary and that's it. 

11:52 Brad: Maybe all of your communication is funneled to one email box. Then one person is trained to reply to those at regular intervals. Train your public to know they'll get replies twice a day. 

12:21 Question: What's the low level of engagement?

12:27 Rosy: Group-coaching that is once a week, that's $100/month. Not very many people have signed up for that. Like, 10.

12:47 Brad: It needs to be reassuringly expensive. I would never invest in $100 coaching. There are too many low-balled offers out there. 

13:04 Suggestion: It probably doesn't feel worth it because there's only 10 people and it's a huge time investment. They would be better served it it was once a month. There's another level that would make it more worth it for all of you. They're probably not really investing in it, either. 

13:41 Rosy: When I created it I was thinking it could be a step from the free Facebook group to the bigger program. 

14:10 Suggestion: If it's worth it to you, great. But it seems like maybe you could start to resent it, because it's not worth your time. 

14:13 Kit: The idea is the next level will be a $5,000 3-module program, on leadership. We're teaching them how to facilitate the events that we do. They come as paid-volunteers and we educated them a little more. So for part of their training, they do the group calls. Then people are paying for their free work. 

15:15 Brad: Tony has an army of volunteers, but they have to have gone to his events before. They go through Leadership Academy. You could do that, but make it robust. 

15:50 Suggestion: Delegation is important, you know. But there's something in the middle, too, that will serve them and give them great value, but is less of a time commitment. 

16:19 Kit: I actually think our issue is not completely time freedom, it's scalability. We want more money. But we're afraid that we'll have to work more to get more money. So I think we're holding back on relaxing.

16:45 Suggestion: Time old limiting belief! But you know what to do now. 

16:52 Brad: Have you considered hiring a scaling or growth consultant? 

16:53 Rosy: No! We got as far as buying the book Scaling Up. Haven't read it. 

17:08 Brad: It's scary because what's been working for you so far is both lucrative, but also handcuffs. It's too specific. Zoom out, and look at what other people are doing. 

17:32 Kit: Yeah, I just want to do the things that I love to do. 

17:55 Brad: I've helped companies in your position. We should talk.

17:59 Kit: All of our online systems are the Winchester Mystery of Click Funnels. It's a mess.

18:20 Suggestion: I write down a list of everything I do that day and I record screencasts of it. Then the first job of my assistant is to transfer that into an SOP, and create a PDF of my video, using screenshots and arrows, etc. My assistant has created a library of SOPs. All it took was me, the last time I wanted to do that job, was just record a screencast. 

18:55 Rosy: That's amazing! We have an assistant would be awesome at that.

19:05 Brad: Something you do more than twice per month can be an SOP, and delegated. That makes the business bus-proof. When you hire somebody, tell them, if you ever leave, you need to train your replacement. 

19:36 Question: What do you love doing? 

19:37 Rosy: I love being a mom. I also still love doing shamanic healing work and incorporating that into my coaching. And I also creating the bond between out leadership team and strengthening that. I'm planning our first retreat. 

20:06 Question: So how could you do more of that? 

20:09 Rosy: I need to figure out the time balance between being a mom and doing the things I love. The retreat is in two weeks, and it will be my first weekend away from the baby. 

20:29 Brad: You'll know better after it actually happens.

20:36 Rosy: I love these events, but they're exhausting. 

20:45 Rosy: Sometimes we go to other countries. That would mean baby care for like a whole week. It's a lot. Figuring out how to make money off the events now is a whole other thing. 

21:03 Brad: True freedom is choice. We can do it, we want to do it, great. Or not. There's a difference between running a business and having a bunch of jobs. Maybe right now you have a bunch of jobs. 

21:53 Suggestion: Think about your son when you're making decisions. He'll learn from your model. 

Three Key Points:

  1. Ask yourself what you love doing, then find the ways to be able to do more of that
  2. Create SOPs and delegate to your employees
  3. There’s a difference between running a business and doing a lot of jobs

Time stamped show notes:

Stacy has two businesses: a digital online gardening business which helps people around the world grow herbs and vegetables; and life changing adventures for entrepreneurs. She's grateful for her beta on Circus of Entrepreneurs and the help from this group. It was an extraordinary experience. 

01:49 Challenge: We have our big garden summit coming up this year for the garden business. This year we want 100,000 sign-ups. That will change lives, and the revenue from that will mean the business can be done for the year, so I can focus on the circus. What I need to get there: I have a lot of affiliates already, but want to ramp up the affiliate-wheel now. The event is in July. We have a great line and theme. And we knew if we hit our targets, we're golden. We're looking for more affiliates in health and wellness, gardening, podcasts, influencers in those fields to connect with. So, names, or what questions do you ask yourselves when you're finding the influencers that you're looking for? 

03:10 Question: Your event is in July. You're looking for ways to get the information out there, or to connect with people who are able to support that event?

03:29 Yeah, any avenues. It's an online event. Could be anywhere in the world. So it could be influencers, podcasts, blogs, whoever has the most pull.

03:41 Question: Have you done your Dream 100 list? 

03:43 I think we have a Dream 30 right now. 

03:47 Question: Of those 30, how many have you contacted?

03:48 All 30.

03:52 Question: How many affiliates do you normally get?

03:56 We have about 600 affiliates, but we have 20 that are solid.

04:01 Question: How many sign-ups do you normally get? 

04:03 In the past it's been much lower. We have all new affiliates. From our affiliates, we got 15,000 last year. 

04:26 Question: What if you might already be at 100K signups, and you're questioning yourself?

04:31 That's a possibility.

04:38 Question: How many total leads do you need to be able to mail to, to get 100K based on your current conversion?

04:47 Page conversion is usually 67%. I think we worked it out; if I have 9 affiliates who have 250,000 people, then we reach 100,000.

05:09 Question: So the affiliates you're already after, what are you asking them?

05:20 No no, my question was what questions do you ask yourself when you're looking for your Dream 100?

05:28 Suggestion: Who are the biggest people in the space? The easiest way find that is to ask all the affiliate managers that have run big launches, who their top performers were. Even if they're not in your niche. 

06:13 I save the leaderboard from all the launches and then I reach out to those folks with a 10% commission to the affiliate who connects us to a second affiliate.

06:19 That's standard. But are you reaching outside the garden space, as well? 

06:23 Health and wellness.

06:25 Suggestion: Think about entrepreneurship, too.

06:30 Suggestion: Who here doesn't want superfood? That already resonates with me. Most people have some interest in improving their health. 

06:46 Suggestion: This is an offer that might be surprising well out of your lists, because you've never pitched it before. 

06:54 Question: Have you considered reaching out to mom influencers? The mom-bloggers? They're big. 

07:02 I'm trying with Wellness Mama. 

07:18 Question: So back to, what are you asking them, how are you approaching them? What is the strategy.

07:24 We try to find somebody in common and we get an introduction. If not, then we talk about the mission and how it supports their mission. Then the financials, how they benefit. 

07:49 Suggestion: That seems like the golden nugget for you. Find a connection. Find a way to enhance your approach. Who already has an amazing ability to get affiliates? 

08:29 I found the reverse, I'm trying to find this. 

08:35 Suggestion: There's value in figuring out what they're doing; what they're saying and how they're saying it. 

08:46 They all come to me for this. 

08:56 Question: Have you looked at your clients? Their connections? All of our marketing comes from within. How many people have you worked with?

09:08 Tens, hundreds of thousands. 

09:12 Question: How many of those people might have a connection to an influencer? Who have loved your program?

09:25 Brad: But that's why you've gotta bring it up. You can't presume anything. Get more into your Dream 100, and start connecting. Look at your top launches. You just need one big one. Have you tried clickbank and JVZoo? 

09:52 I don't use those. What's the benefit? Everytime I try it just looks like garbage. 

10:01 Brad: Yeah, but there are a lot of people who can promote. And they do billions of dollars in sales. 

10:10 But they can change your price. But it's a good question, I don't know. 

10:19 Brad: If anything you can field other top affiliates, and reach out to them. There's a huge underground industry of people.

10:36 I think that's my limiting belief; that I've always been at the top of the game and people come to me for advice.

10:46 Suggestion: Start thinking of the biggest badass you could reach out to to be on their show. Like Melissa DeMercini. Just one mention could get you 1,000 people. 

11:02 Suggestion: The affiliates who are knocking it out of the park, who do they know who's also hitting it out of the park? 

11:16 Brad: Look up Rebecca Wynn. She has 300,000 – 500,000 people in her Facebook group, Wymsical Gardens. I helped her get a book deal.

Three Key Points: 

  1. Think outside your niche
  2. Find, then use, connection
  3. Write out your Dream 100, then start reaching out

Time stamped show notes:

Sharleen is an intuitive strategist. She just had one of the most synchronous weekends of her entire life, with her good friend Courtney.

01:23 Challenge: I'm creating my Facebook group and I'm struggling with the name. My marketing guy says it needs to be about intuition, that's my focus. He says it's about improving intuition. But improving points to the fact that it needs help, that it needs to be fixed. So I don't like that word. Expand your intuition is okay. But I don't quite have it yet.

01:47 Question: Who's it for? Who's the avatar?

01:55 Spiritually-driven entrepreneurs. 

02:02 Brad: So why not like Intuition for Entrepreneurs?

02:02 That's what he said.

02:17 Brad: It works, it hits; people are looking for that keyword. You don't want a super long title. 

02:25 Are people really searching for intuition for entrepreneurs, though?

02:28 Brad: Or how about The Intuitive Entrepreneur? 

02:43 That's true, I can always change it later. But I want it to feel good. You just helped me make it feel good. So that works.

02:51 Secondary challenge: So I'm a healer, and I've done amazing healings, but I'm not able to heal myself. I have a bone growth, and I can only get it to 23% improvement. So I know I need surgery, and I'm asking for support. If anyone wants to help walk my dogs, I'd appreciate it. I can't be up doing anything for days. 

04:00 Question: Are you open to having a house guest who could wait on your hand and foot, and also walk your dogs?

04:01 I am. It's hard, but I am.

Three Key Points:

  1. It’s okay to ask for help. Ask for help.
  2. Using keywords in your name is okay. People are looking for keywords.
  3. You don’t want a long name.

A no is not a failure

Time stamped show notes:

Susanne helps executives and entrepreneurs avoid the agony of the blank page by writing their content – blog content, case studies, origin stories, eBooks, etc. She's thankful for the live chat app she just found for her website. It's free! Tawk.to 

01:50 Challenge: I have work that comes and goes. I have one really good anchor client. I would love to have another anchor client. I'm much more long-form than I am copy writing. I'm not looking for landing pages. I'm looking for a book. My price point is $12K for 16 hours a month for 3 months. I have nine published books; I know the game, publishing in NY or self-publishing. My ask is if anybody knows anybody, let's network!

03:13 Question: What if they've written the book? Can you help them get self-published if they've already written it? 

03:19 I can. I can help them figure out their audience, and how to reach that audience. If the book is already published and out, and it's and old book, meh. It's best if it's a new book. If you can say it's a new book, that will help with marketing. People are attracted to novelty. 

04:01 Question: What communities of authors of influencers are you connected with currently, that might be able to trade leads for referral fees? Or something like that.

04:18 Suggestion: Chandler Bolt runs a self-publishing school. So I'd leverage a situation where he throws you some clients. 

04:44 What I found with organizations that would throw me work, is they take a lot of the margin. 

04:58 Question: Is that there fault? Or is that more like the negotiation didn't go your way? 

05:11 Suggestion: Educate them on the work that goes into it and negotiate for yourself. 

06:14 Question: Are there Facebook Groups that are focused on this, where people network? 

06:36 LinkedIn groups are kind of dead. Facebook groups have a better platform and tech.

Three Key Points:

  1. Consider trading leaders for referral fees.
  2. LinkedIn groups are dead, look to Facebook.
  3. Go to bat for yourself; when you’re negotiating, assert your worth.

Investing for beginners

Time stamped show notes:

Stacy has two businesses. She helps people grow vegetables and herbs and she provides adventures for entrepreneurs. Her first event is Friday. She's grateful that the details are coming together beautifully. 

01:46 Challenge: I'm thinking about long term wealth. I want to invest in something, real estate, shipping container, etc. Any advice?

02:22 Question: When you say shipping container, what do you mean?

02:24 Or storage unit. I've heard that people can buy storage facilities. Or shipping containers. 

02:40 Question: So you're looking for a long-term investment with cash flow that you could either grow or maintain and then maybe sell for profit? What's your capital entry point?

03:00 I'm thinking ahead. Is it possible at around $10K? 

03:05 Totall. Buy a gumball machine. Or arcade machine. Or an ATM that dispenses bitcoins. It depends on your risk-tolerance, how much capital you have. Do you want to diversify, or just do one thing? How do you envision this going? Let's talk it out. 

03:47 Typically I like diversity, but in this case I might want to nail one thing, and make it easy. I'm all about making my life easier lately. I want it to have a good management already. 

04:09 Question: So buying into a model? Who do you know who's been successful at this? 

04:17 That's why I'm asking. 

04:22 Do you know Pat Flynn? He's a great resource. He's thought about it from every angle and has a ton of students. He has a podcast and following. That being said, there are so many things you could do. Laundromats, car washes, real estate. It's a question of scale. Shy away from food. It's highly competitive, margins are thin. Figure out what you don't want to do, that will help narrow it down.

05:14 Suggestion: I have an investor who buys properties out of state, in good school districts, buy-ins are lower than in California, maybe $18-20K, paid off within 8-10 years, then you cashflow. But then you own real estate. 

05:52 Question: Have you owned real estate before?

05:51 Yes.

06:03 Suggestion: Do you know anybody who's doing something that excites you? 

06:06 No, nobody.

06:08 Question: Have you read Money Master The Game? Start with Unshakable. My only thought with try one thing and nail it is then you put all your eggs in one basket. Leverage the Redalio Principle, 8-10 unrelated things. You want low-risk when you're just starting out. 

07:22 Suggestion: My own investing strategy has changed a lot. From nothing, to stocks, to trading options, to running a hedge fund, now I'm super risk-averse and I only buy with the intent to hold things forever. Ultimately I realized I don't have the patience to figure out too many things. It's not just the money; it's the time, energy, and attention. There are no real handoff asset investments. There's always some maintenance and upkeep. 

08:34 That might be the way to go. 

08:43 Suggestion: Build your next business ready to sell. 

08:52 Suggestion: Listen to your intuition telling you to diversify. 

09:21 Suggestion: The people who tend to do really well at this are typically really quiet. Otherwise there's no edge. A lot of people pretend to be good at it and teach everybody else, but they're not really that good. But they're making money because they're selling the dream. The quiet operators really make the money. I don't have that kind of discipline.

Three Key Points:

  1. As a first-time investor, think about diversification
  2. The best investors are quiet about their secrets; be wary of someone selling ideas
  3. There’s no such thing as a totally hands-off investment; everything will require at least some form of maintenance. 

Time stamped show notes:

Susanne helps executives and entrepreneurs avoid the agony of the blank page by writing their content – blog content, case studies, origin stories, eBooks, etc. She's thankful for the live chat app she just found for her website. It's free! Tawk.to 

01:50 Challenge: I have work that comes and goes. I have one really good anchor client. I would love to have another anchor client. I'm much more long-form than I am copy writing. I'm not looking for landing pages. I'm looking for a book. My price point is $12K for 16 hours a month for 3 months. I have nine published books; I know the game, publishing in NY or self-publishing. My ask is if anybody knows anybody, let's network!

03:13 Question: What if they've written the book? Can you help them get self-published if they've already written it? 

03:19 I can. I can help them figure out their audience, and how to reach that audience. If the book is already published and out, and it's and old book, meh. It's best if it's a new book. If you can say it's a new book, that will help with marketing. People are attracted to novelty. 

04:01 Question: What communities of authors of influencers are you connected with currently, that might be able to trade leads for referral fees? Or something like that.

04:18 Suggestion: Chandler Bolt runs a self-publishing school. So I'd leverage a situation where he throws you some clients. 

04:44 What I found with organizations that would throw me work, is they take a lot of the margin. 

04:58 Question: Is that there fault? Or is that more like the negotiation didn't go your way? 

05:11 Suggestion: Educate them on the work that goes into it and negotiate for yourself. 

06:14 Question: Are there Facebook Groups that are focused on this, where people network? 

06:36 LinkedIn groups are kind of dead. Facebook groups have a better platform and tech.

Three Key Points:

  1. Consider trading leaders for referral fees.
  2. LinkedIn groups are dead, look to Facebook.
  3. Go to bat for yourself; when you’re negotiating, assert your worth.

Time stamped show notes:

Kirsten A leads women to discover their self-expression in a very fierce and sensual way. She's grateful for unexpected opportunities that continue to show up in her life. 

01:05 Challenge: Huntress is so expansive and broad that coming up with a tag line has been difficult. I'd love to run a few by you guys. Huntress uses breath, movement, and mindset to help women become fierce, feminine leaders. 

02:31 1. I teach women to tap into their inner huntress to be seen and heard as a strong feminine leader. 2. I teach women to be a huntress and go after what they want, be confident in who they are, and how to lead from the pack. It's about leading from within, raising everyone up together. 3. I teach women to tap into and integrate their inner huntress, the women who goes after what she wants, who's seen and regarded as a leader, and who stands tall in her own fierce, feminine strength. It's about bringing the strong and sensual parts of the women, rather than focusing on, “I'm too masculine.” 

04:10 Suggestion: I liked the energy you had when you said it. You lit up when you said the third one. Energy was lowest when you said the second one. I was responding to you.

04:30 Suggestion: I was responding to the words. I had the least connection to the first one. I connected to the last one the most. 

05:03 Suggestion: Maybe rather than say, “I teach women” – which is all about you – can you restate it like, “I work with women to find…” That gives more agency to your clients. 

05:24 Question: What's the name of your company? 

05:30 Huntress.

05:58 Suggestion: I love the last part of the third one.

06:05 Suggestion: How about, “I teach women to tap into their fierce, feminine strength.”

06:10 Does that say enough? 

06:16 Suggestion: I think this particular line is just to get curiosity or not. It's meant to filter people right off the bat. Then if people bite, you can tell them more. If you drown people with information, they won't be able to process what you say. 

06:39 Okay, so, “I work with women to tap into their fierce, feminine strength?” 

06:43 I like it.

06:54 “I work with women to evoke their fierce, feminine strength.” 

07:02 SUggestion: There needs to be a word that turns it on. Evoke is great! 

07:11 Suggestion: I could see that on your Facebook profile, or header. 

07:40 I also have a huntsmen. 

07:43 Suggestion: That's the invitation for somebody to say, “ooh, tell me more!”

07:56 Suggestion: It's a dividing line between, this is what I do (cool) and tell me more!

08:05 Suggestion: The other important thing for me, I like the idea of autonomy. It's not about me hunting, or even feed someone else with it, it's more like I'm evolving because I came here to evolve. It's very unapologetic but it's singular. When it gets into what anybody else is doing, or what I'm doing for them, it loses all the juice for me, because it's another freaking thing on the list. It's a deeply personal thing. You're working with me to bring out this thing in me. That is a gift. 

09:36 Suggestion: Thank you. Often when I hear the word femininity, it doesn't apply to me. When you say fierce, feminine strength, it speaks to me. I don't associate with masculine or feminine, but for some reason you've nailed me. That's really cool.

Three Key Points:

  1. Keep your tagline brief, but evocative. You want it to be the invitation for someone to say “Tell me more!”
  2. Think about how your wording includes or excludes your audience; make it about them, not you.
  3. Keep your tag line short and sweet. 

Time stamped show notes:

Kirsten F owns a real estate office through which she's just started an energetic house-clearing business. She's stuck on the name. She's grateful for her new house. 

00:59 Challenge: The current domain is the 12th Door. We like 12 because it's an elevated dimension. WHen we come in to clear houses, we call in energy from other dimensions. But I've realized that I don't want it to be woo-woo. I want it to be consumer. I want something like Zillow, that doesn't necessarily want the name connected to energy. 

02:08 Question: So you want the name to be straightforward, not woo-woo? 

02:21 I'll ask you guys, how do you feel about the 12th door? Or the name being woo-woo?

02:25 Suggestion: I think you should call yourselves ghost busters. 

02:27 No.

02:35 Brad, it's probably trademarked. 

02:40 Suggestion: The first thought I got was the name Clearing. Or, The Clearing. 

02:43 I like that.

02:52 Question: Where do you currently get most of your leads? 

03:00 No leads. We get them from word of mouth or through the agent I work with, who's high-producing. 

03:19 Suggestion: If your intention is to go into organic and SEO-based lead-generation, I can definitely tell you, The 12th Door will not bring anyone in. If you can somehow say what it is you do, in the title, from an SEO standpoint, you'll do way better.

 03:48 Suggestion: Distinguish yourself from clearing versus cleaning. 

04:07 Suggestion: It could be in the tag that it's more straightforward. Or make the name a story idea. Use a totem. Ghost Dusters. 

04:54 Suggestion: Hire a branding expert. Go through branding exercises. To nail it, companies sometimes spend millions, we can't do it in 8 minutes.

05:47 Suggestion: Scale it. People have this desire, so it's probably worth investing to start out with a solid brand and solid name recognition. 

06:21 Suggestion: Think about it on every level, as a total house clean. I like the clean slate, that you had mentioned earlier. 

06:40 Suggestion: You come across as very credible and genuine, I don't think you need to apologize for the woo-woo. Give them the facts. Let the skeptics go off on their own.

07:17 Suggestion: This is a good time for you. You can trend hack off of Marie Condo. 

07:52 Suggestion: Everyone is raving about her stuff. Not everyone has the time to do it. 

07:59 Suggestion: It might be that Marie Condo's message wouldn't resonate with people if she led with, “I pray for your house.” But people do resonate with the tidying up thing, it's more tangible. Then once they're hooked, they read the book. It's about what gets them in the door. It's about what they need to hear. 

08:18 I hear that, and I see so much potential. It makes think about partnering with her or something. 

08:57 Suggestion: Think of maybe franchising it, and actually partner with others. 

09:10 I think of making it as mainstream as Zillow. 

Three Key Points:

  1. Trend hack! 
  2. You’ve got to nail the name
  3. Hire a branding expert; if you have big dreams, it will be worth it

Leveraging your beta phase

Time stamped show notes:

Liz is a video marketing strategist. She helps people grow on YouTube and organic video marketing strategies. She's grateful for her health, her best friend, and her dogs.

01:00 Challenge: One month out from a very big launch – YouTube Growth Accelerator Program. I want 30 people for a 60-day challenge. In conversations with 100s of people. We want to deliver a red carpet experience for everyone. But everyone's challenges are so different and unique. It's overwhelming. Please help with time management. I want enrollments. I want the clients to get value out of it. 

02:23 Question: What type of program is it? Price point? How many clients? How big is your team?

02:31 60 day accelerator, Mastermind. Weekly calls + assignments + onboarding. First two weeks will be crazy. The rest will be follow-up. First time running this as a group thing. $5K for 60 days. Team is just me and my assistant, for this project. Four in total. 

03:21 Question: Why would you call this a Mastermind and not just a program? 

03:27 It's small groups. I want long-term relationships with people. I'd love it to be monthly yearly recurring. 

04:02 When I think Mastermind I think six months to a year. Higher price point. More one on one time. A retreat or two.

04:15 So the 60-day accelerator is a program. I'd like to draw a handful of the best-suited people from that to funnel into a Mastermind.

04:37 Suggestion: Bucket people during the onboarding. Use a form, identify a base issue among a small group. Have you noticed trends?

05:05 Yes, for sure. Some people want revenue, some people want subscribers, etc. 

05:20 Suggestion: try to whittle it down to three buckets. 

05:42 Question: What is your most consuming challenge? Is it time-management? Or understanding how you will serve everyone? 

06:06 The experience is dialed in and locked in. Time management is maybe better said as, there are people who have expressed interest across the board, with YouTube in general. It's more of a qualifying process for me. Is this a hot or warm lead? Have they lost interest? It's more like figuring out where all the leads are at. 

06:57 Suggestion: It sounds like you had a one-on-one that did well. You're transitioning into a pilot program for an accelerator or zero to 60 onramp, to potentially get Mastermind clients out of it. There are a few things you could do. Run it as a stand alone program, reenroll at the end. Or two-phase deal – if you get X results by Y date, you are automatically enrolled in the Mastermind for one year. If not, we can talk further to decide if we work together. Dial down the pressure on yourself. Communicate that it's a Beta group. Send out surveys, ask for feedback, etc. Get clear on the transformation: where they're at, and where they want to go. Try not to have too many buckets. Narrow down your client base. 

09:20 Everyone who joins will get my video growth course: 60 lessons on how to do each thing. 

09:31 Question: So your challenge is being able to discern from all the leads that you have, how to manage them? 

09:42 Yes, what we're doing now is booking sales calls. 

10:14 Suggestion: Have two assistants, one that does all the back end, and one that does all the onboarding – checklist, etc. 

10:40 Suggestion: Leverage testimonials. If you know that you can sell it, it's possible to sell via webinars. 

Three Key Points:

  1. Leverage your team members; even if the team is small, have one on the front end and one on the back end.
  2. Leverage your beta phase, work out the kinks
  3. Narrow down your ideal client base; try not to have too many buckets

Time stamped show notes:

Charlene is an intuitive strategist. She's grateful for her Caribbean vacation and rejuvenation. 

01:02 Challenge: As a healer, I've healed some amazing things – brain tumor, broken bones – but I'm not able to heal myself. So that looks like asking for support. I know master healers, but I'm having a hard time reaching out to them to ask for support. 

01:42 To paraphrase: You're feeling blocked asking for the help that you need? You know who to ask, you're just blocked?

01:46 Yes. It's silly. I know that the people I should ask for help are also overwhelmed. 

02:16 Suggestion: I have a bunion that's causing a lot of pain. I've been able to get 23% improvement, but I'm stuck. So because I'm so aware, I'm not allowing myself to heal. 

02:40 Suggestion: Because they are busy this week, reach out and say, “I have this going on, I know you're busy, do you have any time next week?” Then it's less urgent, but allows them to find time. 

03:29 Suggestion: My impression of your two people is that they heal because it's life affirming for them. Is it possible that you're making up a story about their time is best spent by not asking them to be there for you? 

03:42 Absolutely. It's me not feeling worthy to receive their help right now. 

03:50 Question: Do you think you'd be willing to take that risk?

03:51 Probably not this week, but next week. I'm 100% aware that I'm blocking myself. Me talking always helps me become aware of what I'm doing. 

04:36 Suggestion: Say you don't reach out. You have your surgery. You meet up with them six months later and tell them that you didn't reach out at the time because of XY or Z. How would they respond? 

04:47 They'd probably be angry with me. 

04:54 Question: What's the worst that could happen? 

05:15 I think the biggest thing is that I still haven't come to terms with the fact that I can't heal myself. I'm stubborn. I want to it myself.

05:30 You ARE doing it yourself if you ask. 

05:38 That's exactly what I needed. Thank you! 

Three Key Points:

  1. You ARE doing it yourself if you ask.
  2. What’s the worst that could happen?
  3. Ask yourself if you’re getting in your own way.