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Make More Marbles

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. 

Time stamped show notes:

Joe is a mindfulness teacher. He's going to lead you through a seated meditation.

01:07 Tip 1: Always warm up and get fully in your body before you sit down to meditate. 

01:17 Stand up. Jiggle to ground. Feet about shoulder width apart. Slightly bend your knees. Feel your weight in your thighs. Jiggle. Sigh.

01:39 Jiggling is not only fun, it's helping your lymphatic system and immune functions.

01:51 Next, stretch and yawn. Fake it if you need to. Yawning is the fastest way for you to relax.

02:05 Sit down.

02:09 Tip 2: Always sit in a way that your hips are higher than your knees. Move to the edge of your seat. Feel your sitting bones. That's our base. 

02:44 Most of us slouch, so roll your shoulders back and down. Exaggerate the extension of your chest. 

02:59 Tuck your chin slightly. Imagine an invisible thread pulling your crown ever so slightly up. 

03:15 Take a deep breath, through your nose, to the count of five. 

03:22 Breath out through your mouth, with the sound of ahhhhhh. 

03:32 Soften internally. Let go of any tension.

03:49 Smile from your base. 

04:10 Let this infectious, cheeky, playful smile permeate every cell of your body. 

04:15 Now we're ready to meditate.

04:22 Close your eyes. 

04:27 We're going to observe our breath from our base. Be aware of the weight that's supported by out sitting bones and slightly on our feet.

04:40 Tip 3: Meditation is an act of kindness. There will be no trying or striving. Let it be easy, gentle, playful.

05:03 When you're meditating in a busy place, simply say, every sound I hear brings me back to my base. Then return to observing your breath.

05:22 Repeat if you drift away from your base; “Every thought brings me back to my base.” 

05:32 Observe your breath from your base. 

05:38 No points for being stiff. Sway, rock, move as you will. 

05:51 Return your attention to your base. 

05:55 Bell chimes. That's it!

06:18 Feedback: That was wonderful. I felt really grounded. 

06:21 Feedback: It was fun. You brought something fun to it.

06:34 Did it feel easy to do?

06:34 Yes.

06:41 Last week 3 or 4 people said they couldn't meditate, or didn't enjoy meditating. I thought, wow, you just haven't been show how to do it properly. 

07:01 Feedback: I loved how you embraced the train and the kids' laughter. People often think of meditation as pushing things away, but it felt great to accept everything.

07:20 Feedback: Your voice is so eloquent, soothing, comfortable – it feels like home every time I hear you talk. 

07:38 Feedback: I loved what you said about not getting brownie points. Formal meditation looks so upright. But it's not about being perfect. 

08:01 I was taught that way, to meditate through pain. I want to teach it the way I wish I was taught. 

Three Key Points: 

  1. You can meditate.
  2. Keep it fun, keep it playful.
  3. Nobody is keeping score when you meditate. 

Time stamped show notes:

Brad helps people create Mastermind groups to help people increase their impact and their income in less time. He wants to help people build communities that help people serve themselves and the world so they can make more money, have more fun, solve more problems, and more. He's grateful for a new partnership launch with Tony Robbins, Dean Graziosi? and Russell Brunson. 

02:10 Challenge: Been working on self-care as the highest priority; working on feeling not good enough. Recently made a breakthrough with a 10-day cleanse. Realized that I never allow myself to just be and do nothing. Looking for suggestions to create thinking time. Just read the book, The Road Less Stupid, by Keith Cunningham, of Rich Dad, Poor Dad. It's like an introverted Mastermind. What do you guys do to create clarity?

04:03 Suggestion: The Morning Pages Technique, by Julie Cameron. The Artist's Way. You write three pages first in the morning, stream of consciousness. Even if it's nonsense, like “this is stupid, why am I doing this?” It's like going to the bathroom for the mind. 

04:34 Suggestion: Go sit on the beach and watch the ocean. Have a journal with you. I do that twice a week, when I'm on it.

05:28 Suggestion: For emotional intelligence: journaling, just write I feel… then name the emotion. Gives the emotion a chance to be seen and felt, and then allowed to pass. Sit with it, then write where in your body you feel it. Then write why, or because… I did it for loneliness once. I realized if I felt lonely it meant I had time to do the things I'd been meaning to do. 

07:10 Suggestion: Joe Dispenza meditations. How to access kundalini energy. And The Sedona Method. 

07:25 Sedona Method Paraliminal, tracks 2 and 3. 

07:33 Suggestion: The Ultimate Freedom Folder. 

07:42 Question: You want more things to do that don't require work, but you still want clarity? 

07:53 Something that's not work, but still feels productive. To satiate my brain's need to do things.

08:04 Question: Do you allow yourself time to think of nothing? Do you meditate?

08:09 No, that scares the crap out of me. 

08:20 Suggestion: Guided meditation on YouTube. Frequency meditations. 

09:22 Suggestion: Gardening. Bought a bunch of pots, and potting plants. 

10:08 In school, I'd skip school and go to the mall. I loved the Bonsai shop. Ended up with a Bonsai for $20. It survived my college dorm, but I gave it to my mom and it was dead in two days. 

11:20 Suggestion: Journal on the doer. Ask the doer what benefits they're bringing to your life. 

11:35 I know what's up. If I'm not doing anything I'm wasting my time. If I'm wasting my time then my life is meaningless. If I'm meaningless then I don't matter. If I don't matter I'm not worthy of love. Etc. I know what it is. I don't have the capacity to change it. I don't know if I'm ready to let go of who I am just yet. 

12:10 Suggestion: Esther Hicks, Into the Vortex. Comes with a CD, that has a guided meditation that I listen to as I'm falling asleep. 

12:38 Suggestion: Do you write out a clear checklist every day. Showers are great. The water deactivates the prefrontal cortex, so your subconscious can come in. That's why you get good ideas in the shower. Take a walk in nature. Group meditation. DMT breathing, then an hour of group meditation. 

14:01 Idea: Digital detox Mastermind, totally off the grid, somewhere in the woods. 

14:58 Suggestion: Do you ever just unplug and watch movies or documentaries? 

15:41 Suggestion: Book, The Untethered Soul. 

15:46 Surrender Experiment is my favorite.

15:52 Suggestion: Movement meditation: Qi Gong. 

16:41 Suggestion: Meditation; Seconds App. For 10 seconds of 60 seconds, you actively choose your thought, like gratitude. Then for 50 seconds, you have no thought. It's super active. If you can't stop thinking, focus on your breath. 

Three Key Points:

  1. Books: The Untethered Soul, Surrender Experiment, Into The Vortex
  2. If you’re resistant to meditation, try guided meditation or movement meditation like Qi Gong.
  3. Water deactivates the prefrontal cortex, so your subconscious can come in. That's why you get good ideas in the shower. 

Advice on Facebook

Time stamped show notes:

Sylvia is the founder of the Becker-Hill Women's Empowerment School. She's been an executive coach for over 21 years. She's in the process of transforming her business from brick and mortar to the online world. She's grateful for her courage. 

03:07 Challenge: Who has been active in any form of Facebook group? Launched a group for female leaders, but the vision is to make it really valuable; world-wide networking. What makes a Facebook group really valuable so you are eager to check it out daily, eager to engage, eager like, comment, etc. 

04:22 Suggestion: Check out Women Helping Women Entrepreneurs. It's listed in Forbes, and has 180K members, all over the US. The tactics they use to keep everybody engaged are really great. Highest engagement rate of all groups on Facebook.

04:44 Suggestion: Joanna Novello. Join Brad Newman's group, Sales Coaching for Entrepreneurs. Watch everything that Joanna Novello does. She is the best community manager right now. Runs Experience and Magic. 

05:26 I want people to say, wow, Sylvia really over delivers. 

05:38 Suggestion: I'm active in a few groups, for different reasons. One, to get information that I want. Two, to help people. 

06:42 Suggestion: I'm in a Facebook group that's super active, because we do in-person events. They use tracts; launch tract, scale tract, impact tract. We do Zoom calls, and we get to know each other. Paid program. 

07:49 I want to keep the group free, but ultimately use it as part of my funnel. 

07:53 Suggestion: My friend just opens his Zoom channel, and tells people it's open. He doesn't even man it. Amazing stuff happens all the time. 

08:39 Suggestion: Check out The Branding Queen, Desi Slava Dobreva. 

Three Key Points:

  1. People engage in Facebook groups to get information and to help others.
  2. Watch the experts, like Joanna Novello and Desi Slava Dobreva.
  3. Learn from successful groups.

Time stamped show notes:

Jack is celebrating finally having a website, having business cards, and being clearer on what he's doing and who he wants to serve. He is a nutritionist and health coach. He works with people who have problematic relationships with food. 

01:18 How do I get clients without spending too much money? I'm completely virtual. I want to stay virtual. He's been on page one on Google, but didn't get too many clients from that. 

01:46 Question: Do you already have a sales page/purchase page up? Do you have a presentation to educate people on what they would be buying? 

01:57 No. I was focusing more on calls. It's a package service and I want to be sure it's a good fit. 

02:16 Question: What social media platform do you use most right now? 

02:18 Mostly Instagram, but I'm on all of them. 

02:22 Question: Where do you feel like your clientele hangs out? 

02:25 I don't know yet. Instagram seems promising. 

02:36 Question: Who have you worked with so far? 

02:41 Just a few trial clients. 

02:59 Question: Have you considered podcasts? Being invited on as a guest? 

03:12 No, not yet.

03:25 Suggestion: The biggest magnet I've found are happy clients, happy case studies. Don't worry yet about the platform. Ask yourself, how can I quickly get success stories from the people I already know? 

04:29 Suggestion: Referrals referrals referrals. 

05:01 Suggestion: The truth is, you can get clients on any platform. Don't get stuck offering free work. Offer paid sessions, if they balk, then entice them with discounts in return for X ,Y and Z. Free is a last resort, to figure out why something isn't working. 

05:58 Suggestion: My parents have issues with food. They would never say it. But their doctors have told them to change, or they'll have problems. Could you partner with doctors? 

07:06 Suggestion: Try Overeaters Anonymous for speaking opportunities. 

08:22 Suggestion: Check out Eve. Try health conferences. 

Three Key Points:

  1. Seek out speaking opportunities, conferences
  2. Referrals referrals referrals
  3. Partner with professionals 

Time stamped show notes:

Alan is a network practitioner. He helps people use bound energy in their body for effortless change in their life. He's celebrating three new clients in the past five days and a newfound clarity on how he wants to serve people. 

02:47 Challenge: Who exactly do I want to serve? How do I connect with them? How do I convert them.

03:03 Question: If you were reading a hand-written thank you letter from your ideal client, one year from today, what does it say? Who wrote it? Why are they thanking you for changing their life? 

03:33 It's from someone who, prior to seeing me, was already successful on many levels. After working with me, they've found new depths to themselves, spiritual connection, etc. 

04:03 Suggestion: That sounds too conceptual still. What the letter actually say? The sharper you can picture this, the better you'll be able to serve that exact client in the way that you want to serve them and they want to be served, and you get paid for.

04:20 Thank you, I knew all the ways to change my life, conceptually, but it wasn't until we worked together that I really stepped into the shoes to embody the changes that I needed to make. 

04:39 Question: Imagine it's a movie. What do you see them doing? Before and after. 

05:33 Suggestion: Do it yourself. Practice the letter until you get it down. This is your homework. 

06:00 Suggestion: You've had past clients, who've had success? Include them.

06:41 Suggestion: Use your success stories. 

07:20 Suggestion: Write it in five levels. Features – what has actually shifted in their life? Advantages. Benefits. Transformations. Movement. 

Three Key Points:

  1. If you were reading a hand-written thank you letter from your ideal client, one year from today, what does it say? Who wrote it? Why are they thanking you for changing their life? 
  2. Keep writing until you’ve defined your ideal client.
  3. Think about your previous success stories