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Midweek Momentum is your chance to get a peak behind the scenes at one of our coaching calls. Our clients get access to me and my team, and we coach them on mindset, tactics, and anything else they need. Consider this episode like FREE coaching…if you want more, apply for coaching and let’s scale your business together!
This week we talk about:
0:14 This biggest energy always wins
2:52 The Trust Recession
4:39 People have options, make them confident to choose YOU
8:22 Question 1: How to transfer people from my low ticket to my high ticket offer
14:19 Question 2: Does it matter where I live? I can relate to local clients…what if I live somewhere else?
18:57 Question 3: Narrowing down audience targeting for a physical wellness retreat location
28:13 Question 4: How to niche down and use your story
36:48 Question 5: How to close more clients with the “re-offer technique”
42:56 Question 6: How to create content around clients’ limiting beliefs and create value
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Facebook | Vince Del Monte
Midweek Momentum: How To Grow Your Business During The Trust Recession
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[00:00:00] All right. Welcome everybody to midweek momentum. First things first. Um, thanks team. How are you guys all doing here?
The energy is feeling pretty great here. I can feel it. Can you guys feel it? Uh, we just like to do this because, um, energy dictates everything. I want you guys to write this in the chat. The biggest energy always wins. Biggest energy always wins in the chat. Biggest energy always wins. What do I mean by that?
Is we live in a time of uncertainty and if you're uncertainty, Is higher than your prospects, whether it be in your messaging, your content, your call to actions, your conversations, your calls, people feel that, can you guys all agree with that? Right? Biggest energy always wins. So what are we doing here today?
We're shifting the energy from low state to high state. Right? Um, 94 percent of our thoughts are controlled by subconscious beliefs that were formed before the age we were logical. For men, that's about the ages [00:01:00] of 14 to 16. For women, uh, girls, it's between the ages of 12 to 14. Uh, what this means is 94 percent of the thoughts influencing you, uh, which leads to your feelings and your behaviors and all that come from things that you didn't even have control over.
Thank you. situations. And this is not a therapy coaching program, uh, but it is important to understand that if we're in a business coaching program, um, essentially all of our business problems come from personal problems. And if our personal problems come from things that happened from when we were young and we couldn't even control those situations, we have to have a level of grace on ourselves.
And we have to note that we're always in a process of Um, up leveling to the highest state of being and the highest level of consciousness, because when we show up, people can feel that and money is simply a transfer of energy, would you guys all agree? Like money is a transfer of energy, like you close, like even if you [00:02:00] butcher the sales script, but like your energy's on point, you just, you're feeling it.
Like people feel that confidence and when they feel something like, okay, I'm in, let's do this. But if they're like feeling this, like. Yeah. So today, um, we're going to take a look at your, um, your questionnaire. It looks like, um, that's just low level energy and what people are paying for right now, we talked a lot about this in, um, in Toronto, in my opening talk, rock solid marketing, belief marketing.
We talked about, um, people by character before they buy your services, right. That, uh, people by character before they buy services. And what I mean by that is they buy who you are before they buy what you do. So what this means is we're always in alignment. We're always trying to find like, who's the best version of me today?
How do I need to show up? What are the habits that lead to being able to crush my stories, crush my content? So people just want to be in your world because you're in momentum. When you're fully aligned with who you are, you're in [00:03:00] momentum. How many people want to be with somebody who's out of momentum?
They're like, yeah, this guy just kind of feels off. You just don't feel like, I don't know. I can't, there's just something you can't put a word on it, but it probably is something around the word trust. All right. And, um, uh, right now we're living in what I'm calling the trust recession. All right. It's called the trust recession.
This it's the first time trust has been an all time low, and we can come up with all sorts of reasons why trust is at an all time low. Um, you can blame the media, you can blame all the division in the world. Uh, whatever it doesn't matter but trust is at an all time low. There's so many marketers. There's been so many claims made Obnoxious claims people listen to certain gurus and they say put out these guarantees and then they start doing it Then people come in their programs.
They get burned and they're very skeptical So we just need to be aware of the marketplace that the playing field we're playing on All right. This is just to be just have an awareness. It's not to like, give [00:04:00] it any meaning. We don't forget emotional about it, but we just have to appreciate that we're all playing on the same playing field.
So I just want to open with that. I just want to encourage you guys to continue to, um, stay on this journey, right? Put that on the chat. Stay on this journey. Most people, the reason they're not successful is not because of anything other than they quit. And they just give up, you know, the demons get the best of them.
And, uh, and there are days where the demons are louder than others. So we need to understand ice energy winds. And when you're selling, right, when you're selling, you're conversing with humans that have demons as well. So your energy always has to overtop them. If people feel like, man, this person is confident, they believe in what they're talking about.
They know where they're going. It'll be easier to pull up their wallets like you're charging thousands of freaking dollars for a coaching program I think sometimes we forget that and when you're charging thousands of dollars for a fitness program when they have other options I mean, I'm here in, um, [00:05:00] Franklin, Tennessee, and my son and I went to, um, uh, Nolensville last night.
And I found, um, I guess it's like the YMCA. It's like a, uh, you know, the Williamson County, um, recreational center. And I, uh, I, I'm just, I was curious, like, John, look, let's go check it out. And we went in. And, um, they've got clubs, they've got camps, they've got a gym. I mean, it's not a gold gym, but it's a definitely good gym.
Uh, they got a swimming pool. Um, what else did they have to have a dance studio? And I'm just curious. I said, Hey, how much is it to, um, to get a membership here? And, um, you got to remember I'm from Toronto. So everything's like five times more expensive than she said. Uh, Oh, it's 55. I'm like, Oh, nice for like each family member.
And she goes, no, no 55 for, for the whole family. I'm like a week. No, no, a month. I'm like, what? How's that possible? She said, oh, and by the way, you get to use all the locations. Oh, [00:06:00] we have one in Franklin. We have one in Nashville and you can use all of them. 55 bucks for the whole family and get access to a pool, a gym.
I'm like, what's the catch? And she's like, what do you mean? I'm like, so I could go to the, I could go to, I could spend 55 bucks. And get access to a pool dance studios camps plus a gym Why am I going to pay a thousand dollars to you to work with you? You know what i'm saying? So we just have to be aware that people have options And if you're just kind of thinking like people are going to like, you know stumble into your program I mean, maybe a few will but the majority you're gonna have to sell them.
They're gonna have to be convinced For why I'm not going to pay 55 at the Williamson Recreational County Center, um, instead of investing into a high level trainer like yourself. Is that all making sense? Is this resonating? Yep. Okay, cool. Um, yeah, Toronto's like, it's, it's, you gotta, if you really get ahead, at [00:07:00] some point you gotta assess where do I live?
I like Toronto, but, uh, Oh my goodness, it's expensive. I mean, it's just, it is what it is. So, getting ahead does require sacrifice. Um, that's something that we did well before we moved to Toronto. We lived in Ancaster, Ontario, which It's a lot cheaper to live there than in Toronto, but your cost of living goes up dramatically and, um, you just have to produce more.
It creates more pressure and sometimes people like that. I was in a stage of life where I liked the pressure to perform and produce. It was like something that was helping, but you might be at stages in your life where I've got, um, you know, I'm not, I'm not really looking for that kind of pressure. I needed, you know, modify, uh, my, some of my, you know, where I live and what I spend and.
Those kind of things all have to go into the mindset of being a business owner, right? Business isn't just like sales. It's management of money as well. So on these Q and A's, when you guys are [00:08:00] asking questions, um, remember this is a business building program and building a business isn't just getting leads.
That's just one element of a business. Content is just one element of business. If you have questions around like how to manage your money, uh, anything goes on these calls. What are you working on right now? That Vince can help you out with
Casey. Casey was quick. Casey. How are you doing? I see you on the walking pad this morning. Yeah, trying to walk slow. All right. So I feel like I kind of I'm brand new, by the way, just joined like a week ago. Thank you. Uh, I feel like I kind of shot myself in the foot with the idea that I have a very low ticket offer.
Um, lots of people in it. I mean, I have over 200 people in my low ticket offer right now. Um, but I want to convert my low ticket to high ticket [00:09:00] without having to scrub all of these people. And I'm not quite sure how to, I I'm offering too much to people for too little. And, um, I'm not quite sure what to do with that.
No problem, Casey. Um, a couple of questions for you. First of all, congrats on growing. You've got a base of people who show trust by pulling out their credit cards. They, they like your workouts. Tell me a bit about what they get with the low ticket right now. With low ticket offer, they get a cookbook.
'cause I also write cookbooks. They get workouts in my app. Um, daily habits log in the app, they get a 42 video training course on the four MS of fitness, uh, a workbook, um, a Facebook group. I mean, I am , all of it. Gotcha. Okay. So a lot. So let's pause there. Don't do anything more than that. You've already established that there's no need to break anything down.
Just let that run. Uh, you've already established that you've [00:10:00] already got people paying for that. There's already proof of concepts. Um, what I would, what I would recommend is that you have everything in that community, but you don't offer coaching or, or you don't offer accountability. So that's what people are ultimately going to pay you for.
It's like, I have a gym membership, but they don't have a personal trainer. Um, or you have a personal trainer writing your workouts, but you don't have nutrition, um, or you don't have accountability. So you just have to differentiate what the app does and what your coaching does. So your coaching is going to give them just on a high level, the four A's, they're going to give you access to you personally.
They're going to give you accountability, which is what ultimately people spend a thousand to 2, 000 for in a 12 week program. They're going to get affirmation from you, um, and they're going to get attention to their individual problems. So this group here is going to be where you invite people to go to the next level.
So what I would probably do [00:11:00] is what's the, what's the app called or what's the program called? So it's in, I have the Kahuna SAP and then I've branded it to form fit. So the program is called the form fit formula. Okay. Who's it specifically for? Uh, women over 40, women over 40 for forever fat loss. Okay, so that's form fit.
So it's perhaps a form fit. It's, uh, the, the, the program is called forever fat loss. Um, yeah, so the, the program is called the program that I'm working on right now will be called the form fit formula forever fat loss over 40. Okay. We can definitely shorten that. Um, we won't, we don't have to do that now, but I just love you to think of, um, I like forever fat loss.
It's clear. I feel like forever fat loss should be a high ticket coaching program. Okay. Cause you know, what you're getting is, I think what, just to give you a couple of things is in your app to get workouts. You know, if you're coaching, they get a [00:12:00] program, like, you know, the difference, you know, if you go to playbook, you know, you get 13 bucks a month, you get workouts, but you don't have to get a skillfully designed program.
And what you have to start to differentiate is I'll give you workouts here, but if you want to actually have a program, so your messaging is going to have to start to shift to, Hey, what you're missing is a personalized program. And that's what we do in forever fit, which is tailored to. Um, your training, um, your nutrition and it provides accountability check ins.
So what we're going to start to start to, um, message to your people is, um, a lot of people are loving the program, but I'm getting a complaint and we get creative with this. This is where as marketers, we have to be playful in our creativity. I'm getting a complaint, a complaint, what kind of complaint are you getting?
Well, people want even more results. People want even faster results. People want even bigger results. [00:13:00] So what I'm doing is I'm looking for a very small group of women that I can mentor personally one on one for the next 12 weeks. And it's in my brand new forever fat loss coaching program. This is not the app.
This is completely different. This is not cheap. This is for super serious women that are looking for a radical transformation. So we start to just differentiating them. And, and, um, it's, it's actually not that hard because you probably have a lot of people in the app who are looking for the next level.
So this is essentially the next level. Um, and I would kind of probably start framing your app around, like, these are kind of like my jumpstart workouts. These are my preparatory workouts. I'll start using words like that so that people start to hear like, Oh, this is stuff that she gives at the start of my journey.
So you can start to find the people who are like a little further on the journey and everything in the forever fat loss program is going to be more personalized. It's going to be more advanced. It's going to be [00:14:00] more customized. It's going to have a higher level community. That's what people are going to buy.
Perfect. So you're moving in the right direction. Uh, we'll just keep moving in that direction for you. Thank you. So when you make the launch, you're going to be marketing to those people. Plus anybody who's not a part of the app, you might be looking for this solution right out of the gate. All right. It looks like we've got a coach chance next year. Coach chance. Welcome. First call. First call. Welcome to six FC. First call. Thank you so much, guys. I'm really honored to be here. Super excited and been going through the modules 90 percent done. It has been amazing information education. So loving everything so far.
Uh, question for yourself, Vince, fellow Torontonian here. Um, so majority of my clients, sales professionals. Are in Toronto, New York, that generally that's where they're all grouped together. I have this limiting belief, I think anyways, that if I move from Toronto, I don't have the same instant connection with those sales professionals.
I will be able to see them in person, not that I'm training them in person, but maybe a [00:15:00] group meetups. And so I'm curious for yourself, how important is it to when we're starting? I'm fully online, so I can move anywhere. Um, how important is it to be in Toronto versus can I have this same impact, um, elsewhere if I move somewhere else?
Yeah, absolutely. It is a limiting belief. Remember what Gavin taught us when we're trying to break a limiting belief? What do we need to do? Find evidence that opposes the belief. So let's ask the group here. First of all, you can borrow other people's beliefs. Is there anybody here that is limited to getting clients because of where they live?
Um, put heck no in the chat if that's, so we're going to first of all borrow other people's belief because you don't have the belief yet, but we're just going to do a little poll here. All right, let's help coach chance out here, guys in the chat. How many people here are limited to clients because of where they live?
Okay, so talk to me, how many countries do you guys serve? We personally have had up to 14 countries at one of our mastermind events, 14 countries at one event. I don't even know, I don't even know 14 countries. I think I do [00:16:00] though.
All right. So look at the, look what's going on in the chat here. Um, Marty just signed a client from France. Um, Kyle's got five to six countries represented. Karen's got Canada, US, Europe, nope, nope, nope, nope, nope, nope, nope, nope. Um, coach Kevin's got clients in 50 states. Great. So first thing is to disprove a limiting belief.
All right. We need to find evidence to the contrary. So is this sufficient for you? Yeah, definitely sufficient. This is a small sample size, small sample size. All right, cool. Now, next thing we need to do is just understand that you have an international business. I mean, how many people know where I am right now?
Just like doing this call. Let's see. Let's guess. Where am I right now taking this call? Well, you said it Diary said it Oh crap, some people are like, where are you right now in [00:17:00] florida? I thought you still live in florida I'm, like I haven't lived in florida for like seven years. So people don't know where you live So again, that's another just like I could ask you guys where am I right now?
Nobody knows Are you in Toronto? Are you in Florida? I thought, you know, you're from Italy. I said that once in a podcast nine years ago. My parents came from Italy. So people don't know. They're not keeping track. So, um, I just look at it as an opportunity, right? We want to be operating from a level of frequency that is from an operation of abundance.
Um, I have access to people all over the world. Um, and you're going to expand your network, right? Since I got here, frankly, I've been expanding my network. I'm meeting new people. It was definitely a transition period. Uh, but again, I look at it as an opportunity to reach the eight point plus billion people in the world.
You feeling better? How's this all landing for you? Yeah, it's, it's good. It's just, um, now it's a matter of there's, there's so much options. So I get to spend the day now [00:18:00] mulling over that in a good way. So thank you very much. Yeah, don't don't control what you can. Um, you're just going to show up. The algorithm is going to start feeding your content to the people who are resonating with your content.
Um, it might start locally if it's been some targeting on the page, but it will expand. Just have to realize that you're, you're an international business. You serve people who speak English, which is all the countries in the world that speak English. So you can bring on clients from anywhere in the world.
And as long as you have that mind frame, you're an international business. You have one currency, you know, everybody here should be charging us currency because you're all international businesses. And for the Canadians listening here, I know you've heard me say this a million times, but you would give yourself almost 40 percent pay rates just by shifting to us dollar funds today.
It's insane. I think the dollar's at 1. 39. It's insane. So, next question. Uh, Brian, what's up, brother?
I guess the biggest issue I'm having, first of all, [00:19:00] hi. Okay, welcome, buddy. Yeah, it's um, like, I'm doing fitness related stuff for sure, but I'm launching actually a wellness physical locations for wellness retreats So i'm kind of having trouble You know how you the format for targeting audience is like x person for x thing so I had I've been having a lot of trouble trying to um Make it resonate with what i'm trying to do and that framework.
So I just wanted your opinion on What I came up with, but, um, so it's the, the brand is called Arugia health and wellness. So Arugia, say the first word again, Arugia. Okay. So it's a Sanskrit world, uh, word for, um, living without disease and total wellbeing. So, uh, I wrote supercharger wellbeing, utilizing revitalized for health system, empowering you and your health journey towards [00:20:00] sustainability and longevity.
Is that clear enough or would it have to be targeted to like Kevin, I'm going to tag you in here, buddy. Okay. Um, Kevin is an expert at this as well. Um, I like what jumped out, jumped out to me was like living without disease. What was the second part of it? Supercharge your wellness. Yeah. Okay. So it's a little, that's where it gets a little vague.
I don't know. Like living without what disease.
Like, so like what I'm doing is it's like, uh, because I used to be a healthcare professional as well. So I'll be like, like, you're going to get like a little package with like a blood pressure cuff and like a bunch of other things that are for longevity of health, if that makes any sense. So free of disease means like, uh, diabetes, uh, high blood pressure, um, depression, like helping you with all those types of things.
Hey, Kevin's going to help you grill it a little bit. [00:21:00] What I would say here is you have to use words that your clients actually say you have to use the pains that they describe and the words that they use to describe those pains. So, does anybody ever come up to you and say, Brian, I'm just looking for longevity.
They say that. If they do, great, then keep pushing longevity out there. But if people are saying like, if they're not saying the word longevity, stop using the word longevity, right? Uh, if people are not describing their problem as, um, if they're describing their problem as chronic illness, Then use the word chronic illness, right?
If they're describing it as, you know, uh, you know, got to get off the meds. I Brian, I just got to get off the meds, man. Right. Or I got to break the cycle of chronic disease in my family. My dad had a heart attack. My grandfather had a heart attack and like my doctor said, like, I'm well on my way to having a heart attack.
Right. Then those are the [00:22:00] phrases. And the pain points that you need to address because right now what you're doing is you're trying to create something that you want to make and you're trying to find people who fit into that mold versus trying to find people that you're really good at serving and then creating something specifically designed or marketed to them.
Right. So what I would encourage you to do, Brian, is think back to like your best clients. Right. Whether in person or online and my best clients. I mean, they've either got the best result with you. You were just so, so excited to see them on your calendar or they paid you the most money, just whatever you define as your best clients.
And then I want you to think like, what were their demographics, their ethnographics? What were their pains, their, their, their problems, their, their chronic illnesses, and what were their desires and what words they use to describe each of those things. Because saying like, I need to lose a little belly fat versus I need to lose this spare tire versus I need to lose visceral fat versus I need to lose the gut versus I need to lose the bare belly versus I need to lose the mom [00:23:00] pouch or whatever they call it.
Right. Are all describing the same thing, but they're going to resonate with a specific person. Does that resonate so far? What are some of your reflections or questions? Well, yeah, that makes sense. But it's just the thing is like, I've helped so many clients with different health conditions. That's why I had trouble, right?
Like, um, I'm working with someone right now that had really bad gout in his knees and then, um, literally lost all his cartilage in his knees and can't walk and wanted to get back in shape. So I'm helping him right now with his, uh, limiting mobility, right? Limited mobility. And then I'm just, doing what we can, right?
So it's just, that's why I was having trouble. Yeah. And so what I would say to that is like, I think if you use like an umbrella term, like, like, uh, you know, I help you overcome chronic illness or injury. Right. So that you could, and then generally achieve, you know, something, maybe, maybe it is longevity. I don't know, but maybe it's something else that generally most of your people want.[00:24:00]
And that's just remember your, your bio, your little tag or whatever, that's like one tiny piece of the puzzle. Well, it's going to matter every single day is how you show up on social media and how you're talking about the pains and desires. That's your ideal client's face. Okay. So you might talk about gout.
You might talk about chronic illness. You might talk about blood pressure. You might talk about diabetes, right? You might talk about heart disease. All fit into chronic illness. I guess my main thing was to say, uh, sustainability of fitness and health related goals, right? Because a lot of people bounce back and forth, right?
We have, we've all been there where we get in shape for a show or whatever. We bounced back to where we used to be the same thing with like lifestyle clients, right? They're healthy for a bit while they're with the coach and then they fall off the wig and after so yeah, that's why I, I also had another version of it, which is a total mind and body framework of preventative health systems to build a body designed for sustainability and longevity without disease.
I mean, I don't know what any of [00:25:00] that means. It doesn't connect with me. Okay. It maybe connects with somebody who's really like heady about those words that you're using. That's fair. Think back to somebody who's scrolling on the internet. They feel like and what phrase are they going to say, uh, dear Google, I'm looking for health system that provide longevity and sustainability over the course of the, that breaks chronic illness for generational strength, blah, blah, blah.
Or are they going to say, why am I fat? Why can't I lose weight? Why do I keep yo yo dieting? I hate the way I look in pictures. How do 40 year old men lose belly fat quickly? How do Moms do right? What are they googling? They're not googling health systems that provide longevity and sustainability systems over the course of da da da da Okay.
Okay. That's fair. Okay. I'm just going to have to simplify it more. Yeah. Don't be afraid to be more specialized. I, I've been doing this for 17 years and I've, I [00:26:00] appreciate like if anybody's sitting here for the first time and you've been on, you've been on calls, you kind of hear the same thing over and over.
It's because this works. Like if there was a way to stay broad, we'd be like saying, that's fricking amazing, Brian. That's the middle of that. Like, yeah, amazing. You don't even need us, but I've never seen anybody come out of the gates with a broad message. Well, what we've seen in 17 years, and this has not just been business coaching, but being around some of the top, top fitness marketers in the world, I just haven't seen it.
So we're not opposed to it. Maybe if we could, like Kevin said, maybe there's somebody out there, but if you want to give yourself a strong start. We want to go hyper narrow, hyper niche. We want to really focus on a specific problem. So people can say, Oh, it's talking to blood pressure. I got blood pressure issues.
Oh, I get it. Like you want people to say, I get it. I know what you're saying. Um, and sometimes what happens is like, we look to people who are big already. Like you look at it for me, like I look at a guy that they just, they just have been a mentor of [00:27:00] mine since 2010. And he's talking about like. Like stuff about leadership and, uh, personal development.
I'm like, Oh, that's what I want to talk about. But he's earned that conversation because he's already built so many companies. It doesn't need to give up tactical business advice anymore. He can give up leadership advice, personal development advice. You can talk about things that are like, Oh, the pages is talking about broad topics.
But Bezos is a celebrity. He's been around for over 20 years. So sometimes we see something that somebody's doing, and like, oh, it's working for them, but we don't see that they spent, like, 10, 15 years, like, growing to that broader, those broader terms, um, and to be able to earn those broader conversations.
I hope that makes sense. Yeah, I think I just realized that like, I was running around with this idea because like I said, I'm opening physical locations for my brand. Um, so maybe I'll just have to make a [00:28:00] Arugia fitness page that's tailored to certain, like a certain audience versus mixing it up with the wellness page, if that makes any sense.
Um, perfect. Awesome. Let's jump to Emily next.
Hi, I was expecting to be next, but um, I think I have my liftoff call on Thursday. I'm, I've been diving into all of the modules and printing everything and organizing it because that's just how my brain works. Um, the, the thing that I would like help with is niching down. Um, and I've already done some of the things recommended, like I've reached out to my friends.
And the thing that I'm getting constantly is like, I'm the person that people call if they have anything going on health wise. Um, so I'm a holistic health practitioner, nutritionist, um, massage therapy, background, yoga, fitness, everything. And. The thing that keeps [00:29:00] coming to me and I'm not sure how I would frame this is that for me, holistic health and fitness has helped me, um, thrive in my life.
I've, I've been through quite a bit of, um, trauma, I guess you could say, um, rape. My brother was murdered when I was 18, um, divorce, uh, you know, just all sorts of experiences that would, um, that is, um, Like fitness, fitness specifically, but even the holistic health aspects have been just such a, a key in my own personal wellness.
And so I guess around that, um, how just give me some feedback. Yeah, no, absolutely. Well, thank you for being open and sharing. I'm really sorry. I think, um,
you know, that's, that's your story. [00:30:00] And I, I'm personally a huge believer of sharing your story. As much as you can every day, because it makes, it's your character, it's who you are. And so people are going to, it's what makes you, you know, unique and different. Um, and I would really try and figure out like, what was the vehicle that you got into that helped you navigate some of those life's crazy, crazy struggles.
And it's going to be, so the vehicle being like, what was the solution? You know, what's the opportunity that you're now giving people? Um, now we just have to ensure like, that you're like, your story is very, it's, it's very interesting. This is for everybody here. Like you got to really, first of all, figure out like, who do I want to serve the most, because sometimes talking about certain elements in our story can attract somebody who might not even be in a [00:31:00] position to, um, you know, invest.
So we need to really like use your stories. This is what I've gone through, but it's not, you know, where I stayed, you know, this is the old, this was, this is what I've transformed into. And it's this product, it's this process. It's, it's this opportunity that was the solution. It was. It was the remedy that helped me transform.
So for me, you know, I was a week scrawny hip sweep. Couldn't get the girl poster boy for, you know, pushover. Um, muscle changed my life. So what do I sell? I sell muscle building product because muscle changed my life. So it's like, what changed your life? It's like, despite, you know, I have all these people who resonate on those things, but you don't want to like, I talk about those things as like, that was the old me.
The new me is this lean, muscular, ripped fitness model. [00:32:00] So what I'm selling is my end product is not like escape, you know, being low confidence. I'm not talking about https: otter. ai Escape being skinny. I'm still saying escape being skinny because the skinniness was the thing that is giving them all their problems.
So what's the problem? And then, um, what's the solution? And when you want to sell the solution as like, what's the, what's the, what do they have to become in order to actually transform their life? Cause you're still at the end of the day, it's not a fitness product. So we don't want to forget that. Yeah.
When you talk about your story, you're just kind of going to grab your, um, you know, um, um, I was literally going to say ear balls, um, ear loops, and they're going to, they're going to lean in like, Oh, well, I resonate with that. Um, I just find that like, if you go too much on your story, you might attract, um, the people that are not ready to actually change.
But like, you have to say the whole part is like, I went through this. If I can change, if I can do it, you can do it. Like that's [00:33:00] like, that's what you're talking about. Yeah. Yeah. And this is what saved me this, this process saved me.
So I would honestly like just get real clear on just, again, what's the tangible outcome of my product in 12 weeks from now, what do I get? Like, what are the two transformation, one or two transformations that I get after 12 weeks working with you. And I would kind of keep it more in alignment with like, uh, a more specific outcome that people can measure.
So. Um, but don't, don't worry because people are going to hear about your story and you're going to attract more people like you. Like, as you can look in the room here, I attract, there's a much more mature person in this room. Like, we're not dropping the F bomb every other sentence. Right. It's a lot of family folk here, right?
There's a lot of people here a little further along in life because I'm a dad, you know, I'm in my 40s Right, so I attract people like me. I don't go all and say hey This is a fitness business coaching program for dads with three kids. Like I
So [00:34:00] when they hear the story, they're going to ultimately resonate with the person that they, um, resonate with. But at the end of the day, you're still selling a product. So you have to sell it. This is your problem. You're overweight. This is the solution. And this is how we do it. We have this, you know, gut, liver, product, protocol, et cetera.
Okay, that's some good stuff to chew on. Thank you. Okay, perfect. Yeah, we'll help you land the plane and get more specific on the call, but I just wanted to kind of go like higher level with you on that one. Yeah, I really appreciate it. Thank you. No problem.
I hear, I think Gabby's voice. Yes, Gabby. Yeah. Hey Gabby. I'm sorry. I'm just, I just, is it okay if I make like one small comment about that? Just because that's something that I've been working through with my, like with my clientele for a really long time. So I feel like, yeah, so, um, my story is kind of similar.
I spoke about it a little bit in the conference. Um, a lot of stuff, just a whole lot of stuff. Um, and so. I led with that [00:35:00] story for a while in my business and it did work really well in terms of getting people to connect with me. But like Vince was saying, it also attracted a lot of people that weren't really ready to invest and also were just sucking the life out of me.
So it took me a really long time to be able to, um, be able to speak about that message in a way that was still productive. Um, and also attract a client that was actually ready to invest and actually ready to make change because like I was getting clients that were literally calling me after they attempted suicide.
Like. It was really, yeah, it was really, really, really intense. Um, so, if I were you, what I would do is, yes, talk about your story, but maybe if, like, if, it takes some trial and error, it's gonna take a really long time, um, but maybe just talk more about where they're headed, rather than, like, where they, like, where you were.
Like, that's really important, but, like, talk about where you're all headed. So, I would maybe focus on working more with people who are more, like, um, motivated by going towards something rather than running from something so like more like less fear based [00:36:00] motivation because I feel like a lot of the time that type of clientele really does have that mindset like they're very fear based motivated so yeah just um maybe try like to talk about the story but frame it in a very positive way about the direction that they're headed not where they're coming from.
Okay that's helpful. A lot because like I've been doing this now for this is probably like my fourth or fifth year and it's now just the first year now where I'm finally not getting clients that are like Chilling me. So yeah, but if you need anything, just shoot me a message. I'll drop my Instagram. Okay.
Yeah, no, for sure. I definitely will. I think the thing that keeps coming to my mind is overcomer. Like I want to attract more overcomers who want to take it to the next level. Yeah. So you can just shoot me a message and we'll talk. Okay. Perfect. We'll do. Thank you. Okay. All right. So, Veronica. Hey, Vince. So, I've been having a really great month. This month, I signed up eight clients. And I just want to see what I can do with the clients that I didn't sign up. [00:37:00] So. Some of them said like, oh, like, you know, my husband pays bills like this isn't So it's like a bit too much of like of a stretch for me.
Um, and then some clients were giving me the objection of, Oh, like, I don't know if I can commit to something like this. Like it seems like, um, I guess like a lot. And then I discussed with Marco that it was probably because they thought that they had to go all in right off the bat. Like they, maybe it was too overwhelming for them.
And I didn't explain that well enough. So what would you suggest for these clients? It was about six clients. I didn't sign up this month. Um, due to those, one of those reasons, what should I do with them? Like I was thinking of, I know like low tickets, not the best for this. Like we want to always do the high ticket, but I'm thinking what if I did something like, Like a fraction of the cost just to get them in and then upsell them once it's done.[00:38:00]
Yeah, so I would do the re offer script at seven days. And, um, what I would do is reach out to the one, let's start with the person that had the, um, husband objection. And I would say, hey, name, send that message, send it to them on messenger, text message, however you were communicating originally. Okay. I'm putting together a brand new spouse in the house discount so that your husband and you can do this together.
And I even added a little playfulness to it. Um, would you like the details question and then send that and then send this last message, if not, no problem, kind of take it away from him. So you want to see if there's still interest. So like her objection was like. Spells. Okay. Let's see if we can get the spouse involved.
Um, what was the other objections you had? You had, uh, you didn't know it was, um, it was this intense. Yeah. Like they [00:39:00] were like, Oh, like, I don't know if I have this type of commitment or I don't know if I have. So for that person, Hey, Melanie said, I appreciate your reason for wanting to get started. I'm experimenting with a brand new 60 day jumpstart program.
Okay. Um, which would make it super easy for you to get started and afford. Do you want the details? Send if not comma, no problem. Sad. So send those three questions or those three questions, those three comments, and you might be able to recapture 20 to 30 percent of the deals. So what you do is what I just taught you reoffer.
And it's, it's a famous sales technique. I didn't invent it. It's been around for a long time, but you essentially, you take the original objection and just spin it into like whatever their objection was, make them a new author. Hey, uh, you know, I couldn't afford it. Hey, um, we're experimenting with this new funding program, um, to help [00:40:00] you get started for half the price. Now there's not half the price that you're cutting your price, but what you could do is instead of them say, doing three payments on a three month, they can do six payments on a three month.
So would you like the details? Send if not, no problem. So that's a sequence of three messages. And, and like I said, you're probably captured 20 to 30 percent of the people that said no originally. Okay, sorry. So what do you say? What's the, so the six payments, what was it? Okay, well, I'll type it in the chat.
So, hi, Melanie. Okay, next message. Are you still interested in InCircle? If so, I'm offering, I'm experimenting
with a new funding option to get you started. Would you like the details? You don't want to solve the mystery for them. Cause then there's no reason for them to message. Um, it just looks [00:41:00] like that. That's what it looked like. Just take a screenshot of that and you can kind of play with that messaging, but that's kind of the structure.
So what you would do is if they say they couldn't afford the six payments, um, or they couldn't afford your three pay, you just extend it. Okay. We can do it over six payments.
Makes sense.
Thank you. Yeah, no problem. Also, you got to, um, maybe next week's call, we can talk about all the different funding programs that people can have. Like, there's so many different ways people can get funding. Um, some of you guys, it's a little advanced, but like there's a firm, you know, there's PayPal credit.
There's like, I have like a gazillion different credit cards. Um, there's a lot of resources people have access to that they don't know OPM on people's money. And sometimes you have to just educate them on where they can go grab the money. So it's a little more advanced when you're scaling, you know, you want deals to slip through the cracks, but making sure like if it's a logistical objection, a lot of people want to join your program.
It's just logistics. It's [00:42:00] not fear. There's different objections, right? Um, it's not a fear objection. It's a logistical objection. So, you know, partner with them and figure out like, Hey, have you tried PayPal credit? Um, Hey, have you gone trying to get a line of credit in your bank? Hey, we try to borrow this from your, from your brother, your dad and mom, your, your boyfriend, et cetera.
You know, you want to exhaust all options. Hey, would it be helpful, ask them, what are you willing and ready to commit to right now? What are you ready to commit to your goals right now? And then have them like open up their pocketbooks. That's what you're trying to get them to do. You're trying to like, where's my wallet?
It's not in here. It'd be funny if I had my wallet. Because I have so many credit cards. They're like, I got, I got an Amex here. I got this one here. I got, I guess I can put a bit here. So you want to get to see like what they have available. And they're like, Oh, they actually have resources. You just have to get creative.
Um, great question, Veronica. I'm going to knock out the last two questions here. Um, let's go Ari and then Toter and then we're done. Hi, how are you?
Good, good. [00:43:00] All right. So I have two questions quick. Uh, the first one is regarding the, um, you know, the 90 day content, um, structure. Um, I was doing this exercise yesterday and I was focusing on, uh, what Frank talked about regarding the limiting beliefs and then kind of focus on that. I listed a few of them.
So I probably have. Good 757 limiting beliefs that my ideal client have. Should I, um, is the point you kind of rotate between those limiting beliefs throughout the 90 days? Or I was thinking yesterday, maybe focus on one for one month and then go to the next one for one month. So then you have kind of a good bunch of content that are related to the same limiting belief.
And that would potentially make for um, people who browse and fall on my account. So that's Yeah, um, with marketers, you want to be, um, a little more fluid. So if you find something that like pops off, [00:44:00] run with it. Don't, I wouldn't just, I get what you're doing. And I personally like, I have my brain thinks like that too.
Like I'm going to focus on this this month and then this next month. But I would kind of just sprinkle them in and just kind of be more attentive to like what's popping off And and remember as marketers, we're always looking for feedback. What's popping off? What are people responding to engaging with?
Um, and you'll know you look art marketing is is not just like a science There's a lot of science to it, obviously But there was also kind of an art to it as well with like put out some different messages See which pops look at the data and then the data is going to guide you Oh, I should be talking about this more of the time You Because you're making assumptions and whenever you make assumptions as a marketer, you probably make mistakes.
So I would, my advice to you is just sprinkle them in. And then, um, because if you think about it, there's like seven or eight universal objections. And you want to be constantly like knocking them off. If you're only talking about one all the time, then you miss other people that might be having a [00:45:00] different objection.
So I would do a bit more of a rotation, a bit more of a fluid rotation. Okay. This week I talked about this, this week I talked about, you can, I would just rotate them a little more frequently. Okay. Makes sense. Cause I have difficulty sometimes in my head to, um, um, extract the, is it working because of the topic or is it working because of the type of content?
You know, so if we're talking about value, uh, is, is because the value is on, I don't know, Eating less or not having time. I mean, eating more or having more time than like, is it because of the topic or is it because I did a real or because I did a day's distance? So did you, did you do Kevin's story thing?
Um, and that's my second question actually. So I did that. Uh, I got good answers. Um, and I, I, I did that. I was, I was thinking, you know, Twitter style posts where I'm kind of browsing the, um, I mean the, the, the people that In terms of like doing that. And I only had two, [00:46:00] although I had lots of answers, only had two people raising their hand for the for the for the ebook.
So that was also a question that I had for for Kevin. That was my second question. Should I do it? Because I really don't feel like doing it. I'm a big fan of PDFs because you have to make your decisions based on where you're going, not what's happening right now. Right. Because you're now making conditional decision making it's like, Hey, this didn't work, so I'm not going to do it.
I didn't get the response. But if you know that you're trying to build a multi six figure business, you're not going to do it without putting up value. And one of the best ways to provide you provide value with lead magnets. So once you put them out, you start to get feedback and people start to see, Oh, well, she's put itself content like this.
You need a mechanism for conversion. So remember people consume before they convert. So how are they consuming longer form content? Um, they're going to need to read stuff or watch stuff. So just PDF lead magnets are so easy to create. Um, you could also come back and say, Hey, not many of you guys wanted the [00:47:00] lead magnet, but you, you know, you're kind of like now trying to build your own business from like, not principles, but just from, you know, what's happening.
Um, And we know that like all big businesses are putting out insistent amounts of lead magnets because people need to see, you know, it's a seven, it's a seven hour rule, it's a 10 touchpoint rule, people need multiple touchpoints, they need seven hours of consumption before they're ready to buy thousand dollar products.
So you're just kind of now making decisions based on the way like data has improved to actually work for the majority of people are scaling. I wanted to just point one thing out to your first question. Do you see. I did it all yesterday too. You guys probably saw this on my stories. I asked the questions yesterday.
I wanted to show you, uh, play it right here. I don't know if you guys can see that, but you guys see what got, what people want most of 70 percent want big tactical business tips. It's what I put out least. That's what people want most. So when I [00:48:00] start to see, you know, that stuff start to pop up, I'm gonna have like, I'm gonna remember this.
I'm like, oh yeah, people wanted that. That's why it's getting more response, because it's the topic. So, as you start to do more feedback experimentation, you get more and more strong on, on your, on your conclusions. I wouldn't make a decision based on two people. That's what I'm saying. I'd make a decision based on what we know works.
Awesome. Thank you. Yeah. Awesome guys. Well, hey great work this week midweek momentum. That's a wrap. Let's take some instantly Implementable actions from what we learned today and uh, let's have a killer killer week. Great seeing you all We'll see you guys back here next week. Ciao. Ciao.