How To Use Intuition In Business. A Scientific Approach

How To Use Intuition In Business. A Scientific Approach

Today we combine the woo-woo of using intuition with the logic of science, to make better decisions in your business with our brilliant guest Mare Forfa.

True confession: my default setting is day-dream 🙂

Maybe you can relate?

Even though I have a very strategic and logical mind with an almost insatiable curiosity to understand how things work…by brain very quickly flicks over into day-dreaming, imagining and, as many friends have noted in the past, vagueness!

Yet here’s what I know to be true.

Most of my greatest moments of clarity come during those day-dreaming moments.

The challenge of course, is having a system to “turn on” the day dream mode and access that intuitive state when you need it.

That’s what we cover today.

In this episode we discuss:

  • The science behind intuition
  • What are the conscious, subconscious and unconscious minds
  • How do these relate to insights, intuition & instinct
  • The role that senses play with the minds & the insights/intuition/instinct
  • How the body relays the information to us in an “ah-ha moment”,  “hell yeah!” or “no way”
  • How to use all of the above information to make decisions in your life and business that align with the core of who you are.
  • How to decipher if you’re making decisions from fear or if it’s truly your intuition speaking

Plus a special podcast bonus for you today. A bonus worksheet for you to download with the step-by-step process to tap into your intuition predictably to make better decisions.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome. Janet Beckers here from Romance Your Tribe radio and I’m really excited to introduce you to a beautiful friend of mine, Mare Forfa, how are you gorgeous?

Mare Forfa:                Hi, how are you going? I’m so excited to be here today.

Janet Beckers:          I am too. Now I’ll just tell you why I’ve actually invited Mare today before we get stuck into everything. Now Mare and I, we met it was quite a few years ago, wasn’t it? At a three day event on from Kate [inaudible], another mutual friend on, probably on PR wasn’t it? On publicity? Yeah. And, you know, when you just meet people and there’s something about their energy that you just go, “I know we’re going to be friends, you know, that- Mare had that beautiful energy about us. So, at that time though you were with your business, that you’re in with your husband, which is a Doctor’s Collective, a few around doctors, isn’t it?

Mare Forfa:                Yeah, we have a couple of businesses. That one was actually PassGAMSAT, but we also run the Doctor’s Collective. So, yes, we- and we’re still running both but that where our focus was back then.

Janet Beckers:          Yeah, very much so. And that’s the thing with that one there is that you are a huge part of that business, but it wasn’t necessarily your passion, your baby. And so since then we’ve kind of, you know, kept eyes on each other but we haven’t really connected a lot. And so it was so lovely just last week to get this call from you saying let’s just catch up about what you’re doing. And I was so excited to see your passion, you know, you now focusing on, you know, we’ve got that business going super duper well. Now, this is going to be my passion, my strengths. And I just love seeing that, you know, when you’ve got somebody that you can- now I go, “now, I get it. Now, I get why out energy really connected.” So, that’s why I have invited Maria along today. So, Marie, what we’re going to be talking about today is around intuition. So if you can kind of give us a really sort of simple outcome of what we will be talking about today. And then I just want to, before we get stuck into it, I just want to backtrack a little bit so people get to know why you’re talking about this. So first of all, what’s going to be the big things that we’re going to be doing today?

Mare Forfa:                The big thing is we’re really going to focus on what is intuition and how does it work, not from a, “oh, I just kind of feel like I have a gut feeling.” But what is the process behind it? Because once you understand it, you can understand where your decisions are coming from. And is it fear, is it a gut feeling, and what is it that your body’s telling you and how do you take the next steps?

Janet Beckers:          Yeah, I really, I love this topic because this is a thing that I find quite often with clients who, especially clients who are really in tune with their spirituality, who really trust their intuition is sometimes they will say, you know, I’m getting a message that I shouldn’t do this. And it’s really nice for us to be able to dive into this in a logical way as well as we would weigh.

Mare Forfa:                Okay.

Janet Beckers:          Because sometimes it’s fear and you can be getting them mixed up. You’ve really can be getting them mixed up. So I’m really excited to be approaching this logically and scientifically as well as like just totally embracing the whole, we would, that’s kind of summing up my whole, that’s my happy place, the cross between science. And so before we dive into that, so everybody that’s here really just get ready to take some notes because I’m expecting today that there’s going to be some, some really big “Aha’s” and possibly a little bit of challenging for you. So be open to that, okay? Now before we do, just let me- just tell, you know, introduce yourself, Mare, but in terms of like, why this, why now and really, who the hell are you to be teaching this anyway?

Mare Forfa:                Who the hell does anyone think of teaching it, right? I have a little bit of an interesting story because, you’re very right in your introduction saying that, you know, I’ve been working for many years as an entrepreneur. My husband and I work together very closely and we’ve built multiple successful businesses. Probably the most noteworthy is PassGAMSAT, hoping premed students become doctors and then the Doctor’s Collective helping doctors really become business people. And when our first kind of business really took off, PassGAMSAT, I got to a point where everything was going so well and had a bit of like a, what could be then there’s like $1 million meltdown, you know, like when your business goes so well, so quickly and almost unexpectedly, although, you know, obviously it takes a lot of work because now everything’s going to go, now I’ve reached my dream, now I don’t have a dream now what the tyranny of the achieved gold, right?

And so my husband would be like traveling six months of […], Had this incredible business. We were literally changing lives. Well, we’re making doctors or- we don’t make them, but we help them become the doctors that were destined to be. And we were just ticking all these boxes and there was still something missing. There’s still this feeling of there’s something missing in my life. And that’s when I really connected to the spiritual work and the spiritual side because it was like I’ve always known that I was a medium. I’ve always known energetically, but it just wasn’t really accepted and not something, you know, that was necessarily embraced in my community or the people that I was in. And I was very- so, like, focused on the goals and hitting the business stuff. And yeah, it was about 2014 when I really started learning, when I started learning about intuition, about energy, about the universe, about all of these “woowoo’s” things. So it was very much like what you were saying, the mixed between having like a very practical pragmatic business orientated mind and then going, oh, there’s all these other things that have been using and they actually go together really well. And I need- I needed the backup of almost science and research to be able to allow me to get into that, and it’s kind of where I am now and that’s what I- I help people to understand.

Janet Beckers:          Yeah. The thing, there’s a couple of things that really, really stood out to me in what you were saying there. First of all, that whole thing of a lot of times people will see that you’re either incredibly goal driven, focused action, or you’re the other end of the spectrum where you’re kind of, your feet aren’t on the ground. You can be, you know, hitting the clouds type thing. Totally “woowoo” very dreamy and action is all most like not something that you associate with people in that way. So the thing that I love that you’ve said here is- and we’ll dive in a little bit deeper when you say that, you know, I’ve always been a medium so we will dive into that a little bit because I know a lot of people are going to think what is that. But before we do is I love what you’ve just done there, that you’ve actually been able to debunk that stereotype to start with. That you’ve can- that you can only be one or the other.

You’re actually showing, well actually you can be both. It’s just that the other thing that I really picked up there was, and people who are, who are listening here or, or watching us, if you’re here watching the video is you might be finding yourself having that same pool of, you know, here is the practical entrepreneurial, be successful, be goal-driven, be action numbers, all of that sort of stuff. But you may be feeling this pull towards the more spiritual side that you may be rejecting. And the big thing that you were talking about is- yeah, and I know for me that was for a long time as well is- but that really can be very, very difficult if you are surrounded by a community that does not even acknowledge that the spiritual side maybe valid.

And this may be me stereotyping, but I have got a background working in health is the doctors and- you know the doctors community is very, very much around, you know, you have to be able to prove it. Where is the evidence? Show me the studies. Where is the science? And if you can’t prove it, show me the science. Well, I’m sorry, we’re not really going to support you on that. So a lot of people may be, you may be finding yourself in an environment that makes it so you really, really have to have a lot of bravery to stand up and say, you know what, I’m kind of in both camps here. So if people are listening and you can relate to that, I would love it if you would give us some feedback. So I the leave some comments where ever you are here for that and also come and hunt down Mare later on.

You know, we’ll show you how to do that so that you can go get your sister. So I’d like to acknowledge that courage actually that in the face, you know, the norm of your successful group and the people who you work with that you are willing to put your hand up and say, “Hey, I’m doing things a bit differently.” Yeah, it does, it takes guts. It really does take guts. Now let’s- if we can just dive in just a little bit. When you said that you’ve always been a medium, but you had to then go and do the research so that you could communicate that and also validate it for yourself as well. Can you just describe what do you mean by medium and then we’ll look, then we’ll be going to start diving into the science so you can share what you found for people.

Mare Forfa:                Cool. Well, a medium to me in the most literal term is a communicator. And for me being a medium means that I’m able to communicate things. Now, be that in an interview with you, be that in front of, I’ve spoken in front of 2000 people before. I’ve spoken to a small intimate group of five. And I also am able to communicate with energy. And so basically from a physical perspective, we’re all made of energy. You’re made of energy. The table’s made of energy. Like clowns are made of energy. What is energy like? Literally everything is energy. And when I say I’ve always been a medium, I say that in so many […], I’ve always been a communicator. I was- you know, at uni and I was loving like there was an assessment that was about talking and giving a presentation. I was like, yes. And everyone else was like, oh, we hate that.

Or I love writing blog articles and writing whatever it is writing. I love singing. I love not saying I’m a good singer, I just love doing it. Yeah. And I also love having the ability to feel, and that’s what communicating really, you’re able to show your point of view, show your feelings. Give across a message to somebody and I feel like I’ve always had the ability to feel energy, and you know that and be able to maybe interpret it in a way that some people can’t. Particularly, I know that lots of people work on the chakra systems or energy systems. That for me has been just something I just have always been able to do and I didn’t realize it was something that some people needed to learn a little bit more or learn how to really focus in and do it. Does that make sense? Am I explaining [inaudible]

Janet Beckers:          That is a really, really different description than I have ever heard of what does it mean to be a medium. Because I was expecting you to be able to say, well, I, you know, I can tap in and I can hear the voices or I have a feeling or I have an emotion that goes and I’m getting messages from people who’ve passed to people who were here. That’s always been my interpretation of what a medium is. But Yours is [inaudible]

Mare Forfa:                I can do that too. To me, the difference between what you’re saying and what I’m saying is that to most people, a medium is only somebody that can speak to the dead. And to me, someone that’s passed over is it’s just a different energetic form. So it’s just someone who’s energetically in a different space and we can’t see them. However, what I believe in the way that I, and I feel like I really need to take ownership of that word because being a medium is so much more than that. Being a medium is not just being able … get Uncle Fred over there. But if your truth, being able to communicate a message to somebody, because it doesn’t matter if I can say another energetic form or whatever it is, if you cannot relay that to the other person in a way that they can hear the message, then what’s the point?

Janet Beckers:          Yeah.

Mare Forfa:                The pragmatic side of me, you’ve got to be able to communicate that. And I think that everybody can do this. This, I don’t think the special power that I have that you know, is magically bestowed upon me. I feel like this is something, and this is part of the work that I’m doing, that everybody can tap into being a better communicator, can be able to understand, for example, intuition, how that works and how they can make better decisions from that place. That to me is what a medium is, not just a psychic medium, but […] Person.

Janet Beckers:          Oh, that is a really interesting way of looking at it. And, and for people who are listening here, did some of those things that Mare described then, were you thinking “yeah, yeah. That was me. That was me. That’s me.” When you were describing even down to the singing. I’m thinking, yeah, I’ve got, I’ve had singing lessons. I’m pretty crap, but I don’t care. I just enjoy, I just enjoy singing, you know? But from that whole thing of the communicating to being able to sometimes feel the energy of the other people, but then be able to put that communicating is a really different way of putting that there. And I like how you just say in a very [inaudible] way. Oh yeah, yeah, yeah, yeah. You know, I get the communication from people who passed over. That’s, yeah, that’s, I just do that. Like how you just kind of […] As if, you know, it’s just another sense of energy and other communicating that it’s just all on the same space. Yeah.

Mare Forfa:                It really is though. It is no more special than what someone in the physical plane needs to say to you. Right. In terms of, I know that a lot of people miss loved ones and, and I do have a look empathy for that, but I think that everybody has this ability. And you know, it’s how far down the rabbit hole do you really want to go?

Janet Beckers:          Yeah. It’s really interesting. Look, I could talk about this particular part of it for ages, but we wide because this will become all anecdotal where I’ll start- I know when we talked for way longer than we intended to when we were first connecting, because, you know, I was some sharing some stories of some kind of freaky experiences that I had had that totally made me go, whoa. Like, how did that happen? That, I just love that you’ve just owned it and embraced it. It’s very, you know, it’s incredibly, normalizing which are really like, really like. So before we just now tip over into we’re going to share some of the signs, so that people can understand how does this work? I’m just really curious about- cause this is, this is a new business for you, isn’t it? It’s a new venture. So who is it that you are with your new, you know, you’ve talked about communication. So who is it that you’re really loving to work with when it comes to communicating, helping them to communicate.

Mare Forfa:                I love working with women who are entrepreneurs mostly because I can connect with them very well. And I have, we have, we share experiences and I love working with women who have felt like, they have felt like there’s something missing and they know that there’s something missing but they don’t know how to find it. And they don’t know how to really tap into what it is that’s missing and, and really where to start with it. I often find that that means that maybe they’ve read a book, like maybe you’ve read Renee Brown’s dare to lead for example, and you’ve gone, I’ve read this book, get it, I understand it. How the hell do I implement this in my life? Or it’s a spiritual, maybe you’ve read Louise Hay or you’ve read something and it’s just, you’ve just gone, okay, there’s, there’s more to this. What do I do? And that’s who I love working with because they’re very open to the pragmatic side. And they’re also very open to the kind of, let’s call it the energetic side, the spiritual side.

Janet Beckers:          Cool. That’s excellent. All right, so now let’s dive into our teaching part here. So everybody get your pens out. So where we going to be looking at intuition and how to be able to know if…

How do you use your intuition and how to be able to tell if it actually is intuition or if we’re looking at fear here. So I’m gonna kind of hand over the structure of how we were going to be talking about this over to you, Marie, and I’ll just interject.

Mare Forfa:                Perfect. Perfect. Well, with intuition, I feel like we sometimes need to take a couple of steps back and start from the beginning. And it’s not a thousand steps back, but just a couple of steps back. And I want to start with a very normal thing for entrepreneurs. I’m sure you’ve seen like lots of images of a iceberg underwater. And at the top of the water is just that little bit of iceberg and all the actual main chunky bits are underneath, right? And I want you to hold that image in your mind when I’m going through all of these, because that image is a basic metaphor for the way that our brain and intuition really works. The top of kind of the iceberg, we will call our conscious mind. And that’s about 10 essential. So, and, you know, these figures are rough because we want to make, we make it easy, 10% basically.

But about 10% of our mind is really our conscious mind and that’s where all that thinking happens in everybody’s very well aware. We’re using our conscious mind right now to talk to each other. Just underneath the surface is the main chunk of the aspect and that is the subconscious mind and that takes about 60% of the spice in the mind, if you can say it that way. You know, 60% about […] And what we’re thinking and our beliefs and all of that stuff comes from the subconscious mind. Now, right at the bottom, so if we have the iceberg and then the big chunk of it, and then at the bottom, the last 30% is actually unconscious mind. And this is like the processing. Now most people just talk about the conscious and the subconscious, but the unconscious is really important as well because this is where we’re actually, we live from our unconscious place.

Like when I think about a heart beating, a hear just beats. Now, if we just [inaudible] this metaphor out and maybe we can start at the bottom. Now we’re talking about the unconscious mind. Its job is to keep you alive. Heart beating, blood pumping through me, the unconscious mind. It’s all about keeping us alive. And the easiest way to really think about that, is instinct, it’s the instinctual things that we do and it’s the reactions. So for example, if someone throws something at my face, I mean instinctually just giving ‘aah’, in front of the face and protect my face. That is not something that I think about, there’s not even really unconscious that is, sorry subconscious. It’s really unconscious. It just “I don’t mean to” but my head goes there. This subconscious, so just one layer of that middle of the iceberg.

That’s where he intuition lives that is the bit that is communicating to us and the conscious bit, and we’re going to come back to that intuition bit, but the conscious bit is really where the insight happens. So this is where we start to form ideas and we can start to communicate them and the insight, the 10% bit is really important because this is what is what we’re focusing on right now. Now the subconscious and the intuition, it’s really important to know that this is where the bulk of our beliefs and our behaviors come from. And we use our conscious mind to kind of dove in and, kind of goes both way. Conscious and subconscious. They communicate with each other at a certain point in time depending on what the circumstances, mostly through our senses. So you’ve got eyes, nose, mouth, ears, touch, right? Five senses. And what’s happening right now?

You might be driving, say listening to this podcast and you’re driving, I often drive with podcasts on and you’re feeling the steering wheel. You might’ve taken a sip of coke or a sip of water. You’re focusing your eyes on the road, you’re paying attention to that. You’re listening to me and Janet, all of these things are happening, but really stickly you can’t take in all of that information at once and be able to process it in the conscious mind. So all of the information is coming because you’re driving like the ad on the side of the road. You may not be actually consciously looking at it, but it’s going straight into your subconscious mind. And your subconscious mind then uses the processing to send up to the conscious mind what’s important. So if the person in front of you slams on the break, then your subconscious mind is like, “Go, conscious mind”, and you’re like [inaudible], you’d slam on the brake, right? So the processing doesn’t always happen in the conscious mind, happens in the subconscious and it sends up the important bits.

All the data that you conscious mind needs to really focus on. That’s why when you slam on the brakes, you’re not paying attention to the ad on the side of the road, the big billboard. Have no idea with, because it’s down in the subconscious and it’s not actually being brought up as the important thing to focus on. Now what happens is when there is, the intuition or the subconscious kind of talking to you, often it comes up in ways that the subconscious doesn’t talk in words. It doesn’t go, “Mare, you need to do blah, blah” usually comes up in a way of a feeling or a different way of being able communicate with you. So you tell me, Janet, when you feel like, your intuition is speaking to you, how is some of the things that you really feel like it’s communicating with you?

Janet Beckers:          We’ve may- I always think about that term of trust your gut when you know it’s, I mean that’s been a term that’s been around for ages, but for me it is very, very much an actual real thing. So I will be quite often I will feel in my gut or in my solar plexus, something that is either like a tightness. So they can be that, especially if something’s wrong. If I’m feeling like there’s something that’s not quite right in a situation that doesn’t work, otherwise it will also tend to be, I will have- I’m a person that can flip between daydream mode and on point let’s go mode like really, really quickly. But I do think my default is daydream and so I will find quite often I’ll go into a daydream mode really quite quickly in a time when I shouldn’t be. So for me that’s kind of like, well, why have you gone into daydream? What’s happening in me? Just listen. So for me it’s in two places.

Mare Forfa:                So what I’m hearing you say is that that’s really a feeling that you get. It’s a feeling in your gut, physical feeling, all the people describe it as butterflies, particularly when it’s fear. I can give you an example of when I met my husband, we had literally just met like a day or two […], I remember going up in a lift with him and I turned around and I felt it was like a lightning had struck. I was like, “what the”, and I didn’t actually understand energetically what that was. How that was like kind of intuition speaking to me and he actually at a different time had exactly the same feeling. Ah. Which I think is very interesting.

Janet Beckers:          That’s a whole [inaudible] isn’t it? You know, it was my […]

Mare Forfa:                Yeah. I didn’t understand at that time that that was really energetically was the intuition talking to me. And that was all the subconscious than like all of it was happening. But what is really important is that you need to understand that when the intuition is talking to you, the language that it speaks to you. So I often find that if people are writing notes, I’m actually writing down instances when you felt like you’ve had this information coming to you, what was the actual feeling for you specifically? Because that’s going to be different for everybody, but the feeling is really important. Now to go to the next step, we’ve got three layers. We have the conscious, the subconscious, the unconscious. The insight, the intuition, the instinct. The next way that this really applies is really from the brain being the conscious. So, the processing that happens in your brain is really inside and that is where those aha moments come from.

Mare Forfa:                You go, “ah, I get it.” I know you’ve told me seven times that these and these can vary together, but now my brain is actually paste it together. The intuition area and when it’s a feeling of the yes and a positive for most people, that comes from the heart space. And that subconscious communication generally comes from that heart space. Now the interesting thing for most people is that the unconscious, the instinct generally comes from that gut place and you go, oh, they’ve got that either from the solar plexus or the gut when it’s like when it’s something bad, it’s from that and that’s generally where the no’s come from and the fear comes from. So when people say to me, I just got this gut feeling, I’m going almost immediately know that they are coming from that place of fear.

They’re coming from that instinct place and your instinct is there to keep you alive. It’s not there to help you grow. I’m going to repeat that. Your instinct is there to keep you alive, it is not there to help you grow. That is so important when looking at intuition to go, is this my instinct talking? Is this my gut talking? Is this the voice of fear is, it this the voice of no or is this my intuition? Is this by heart space? Is this the space of yes? Is this the voice of love? What is this? Is this the voice of growth? And where is it, not just physically, but what sort of communication is that with you? Is that all making sense?

Janet Beckers:          Yeah. Now, I just want to clarify something here because this is sort of diving into, something that I see quite often with people who I’m working with and we all- and also in myself of course is, you know, wait, what’d you talked about there is if it’s coming from guts it’s in the unconscious, it’s in fear when people quite often we’ll go, you know, I’m getting the message. And these were quite often will be people who, you know, are feeling that they have, you know, that they have, like a medium type strength. That medium, not […] average, medium as in your definition. I know we have probably got, well I’m getting the message from my guides or my angels or whatever they call it, that this is a no. But if they’re actually, if I was to say to them, I want you to ask yourself, are you getting that message from the gut or are you getting that message from the heart? If they’re saying it’s coming from the gut isn’t very likely that it may not actually be any tuition. It may actually be a fear that they have got so…

Mare Forfa:                I, what I would actually suggest is you actually change how you ask the question. So instead of saying, is it from the gut or is it from the heart and giving them almost like two options. What I would be looking at […] to the client or to the person that he’s speaking to. Even if it’s not a client, let’s actually not go to the gut, but let’s actually live in the space of the heart and let’s focus and open up that heart energy and that heart space. And a really simple way to do that is to go, okay, let’s imagine right in the center of your chest, a beautiful green ball of light and really opening that light up. Not so that you’re stretching it out, but so that it grows in energy and increasing that energy so much that it fills your whole body, it fills the whole room. Maybe it feels the whole suburb, depending on how much you really want to open that up and then start to make the decision from that place. And from that place, the decision can still be ‘no’. That you know that that is not their fear, but they’re actually opening up from their heart center.

Janet Beckers:          Oh look, this makes so much sense to me and I’ll tell you why I’m, this is kind of like a really lovely missing piece in something that I challenge myself to do every single day and it’s actually so core to what I do with my clients that I get them to fill out a contract at the beginning of us working together, not with me but with themselves. And I call it the “scarecited” contract. And because what I find is that time of growth when you talked about this survival and then there’s growth, is and that the fear is not that survival but you know tapping into that intuition if it is a yes place is growth is I what I call “scarecited”, which is kind of all just a word I made up, but then when I googled it, other people obviously you’ve come up with the same I think is a lot of times that you will be coming, there will be something happening in your business when you’re going like this really scares the crap out of me mainly because I’m going to have to push myself seriously out of my comfort zone to do this.

Like I’ve lost track of how many times I’ve had to do that. But the conscious decision I made was actually sitting in the back row of a multi speaker event where everybody been getting up on stage, sharing their stories of, I used to live in a rolled up newspaper in the middle of the road and now everything’s good. And I realized that the big thing that was different was they had all stepped into fear and that was the thing. So I made a decision then that if I felt that fear that I was going to step into it and challenge myself and that really the, I was going to step into that feeling of scare cited, like find the excitement in it. And I’ve actually found- for me scarecited is I feel the fear but I’m going to trust myself here and I’m going to back myself and I’m going to step into the excited and I’ll say, you’ll know when your scarecited because you’re going to feel that mixture of the fear but anticipation and enjoy that goes with it.

So I actually get people at the very beginning saying, I want you to step, sign a contract with yourself here. And it actually tells me if they’ve signed it. I can see it in the back end of our software to say I promise to myself when I feel, when I feel the fear I’m going to step into scarecited. So what you’ve described here is an actual method to step, to discover it. Is this, you know, is this a fear that I’m just holding myself back in or is this challenging me and how to get into that scarecited zone. I just love it that, that strategy that you just gave, that exercise of stepping into the heart and then making the decision from there is so powerful. Like it’s, it sounds simple, powerful. And for some people they may go “woowoo” but I’ve seen this work not just with myself but with my clients. I’ve just never had somebody described it in such a logical way, so thank you. Thank you for that. And my challenge to everybody listening here is, you know, embrace the scarecited. That is a great exercise to do. So as you said, you can say no from that point, but you know, you’re doing it.

Mare Forfa:                And it’s a choice, and this is where I think, you know, making decisions from this place of understanding. You know, what is my conscious mind just overtaking? What is my subconscious mind saying and what is my unconscious mind trying to overtake as well. That’s where you can start to make the decisions from a place of strength because I run multiple businesses, it’s bloody scary. It is. Like I have so many times been like, what the hell are we going to do in this situation? Like how is, like I cannot see a way right now and being able to go, do you know what? I can live in this place of fear or I can move forward in this place of what you’re describing scarecited and doing that from that place is, just make life easier and it makes it below in a way where you can see the joy, the abundance, the gratitude. Because if you live in this fear place, it’s not a fun place to be. Life […] keep moving. It’s just not fun. It’s just not exciting.

Janet Beckers:          Yeah, and you know what, that is such a really great point for you to make that you can still, life doesn’t stop because you have given into the fear. Like, it doesn’t stop because you’re going, I’m scared. I’m not going to take that action because some actions are going to happen anyway. So I love that distinction of this is how you get into flow. Cause that’s a point that a lot of people are saying, you know, you know when you’re in flow, but how do you actually create it? So would that, would you to get into that state of flow, would that exercise that you gave, [inaudible]

Mare Forfa:                I mean that’s one very simple, quick, easy way. You can do it in five seconds and it’s probably the easiest way to start. There are heaps of other ways that you can do that energetically. I’m also from a physical and a mental, like I really work with my clients by going, here’s the physical, here’s the mental, here’s the spiritual and it’s like a table and it’s got three legs. And if any one of them is shorter than the others, you’re always going to feel a little bit wobbly. So I think you can dive into all the “woowoo” stuff and just focus on the spiritual and that’s really ungrounded spirituality. But what I think is also very important is that we get the mental mindset stuff working and the physical tools, like if you’re building a business, for example with you, you’re building businesses with people helping them build their own, I should say. Then they need to have the things to do. They need to understand marketing and sales and you know, so many other things. Without that physical stuff, none of the spiritual stuff is going to bring you to have abundance in your business if you don’t know that. So all three are just as important as the other. And it’s only, I think once you really excel in one area that sometimes you can see that the table is really unbalanced.

Janet Beckers:          Yeah, I loved it. And it’s just, this is actually one of the lovely things that has come from our discussion is I do quite a bit of mindset stuff as well as the really practical stuff with my members. But a lot of that sort of that extra level that you’ve been talking about, that understanding of I’m working within that, that spiritual side, that third leg that you’ve talked about has been, we’ve got little bits of it but nothing that is a concrete thing for people to follow. So that’s actually one of the things that Mare is going to be doing is for our members is actually creating an expanded training on this so that the members that are in our program can actually have that to go to, to help them to make those decisions. Because as you said, you know, business is scary. Like it’s, if you want to have any kind of personal development, accelerated program […], you are diving straight into every fear that you can ever have is going to come up through your time in business and it’s not as if it’s only going to be for the first year or so and then you’re sitting pretty, it’s, it’s going to happen. Which is why I love it.

Mare Forfa:                I’m telling you it’s still, it’s still terrifying. Still scarecited. That’s what it is.

Janet Beckers:          Yeah. Living on the edge, baby. So I’ve loved this, you know how you’ve really made it clear with your- I love that you’ve given that distinction of if it’s coming from the gut that that is, you know, that’s usually the unconscious and it’s the fear. So making those decisions from the heart, it’s, it’s just a really beautiful distinction. So thank you so much for sharing that. For me, that was an aha. I would love to hear from everybody that’s listening here. Is that an aha for you? Does that make sense? And what are you doing with it? That’s the most important thing. So let’s just move on now to something that people can do this week. So what would be a challenge that people can do this week to start to explore and feel more confident stepping in, to trusting their intuition and knowing it’s intuition, not fear.

Mare Forfa:                Yeah. I think the first step is always going to me identifying how your intuition is currently communicating with you. Is that, that gut feel, is it like with me and my husband […] that lightening bolt, is for me I get- my intuition speaks true feelings. I don’t see images, I don’t hear things and I can’t physically speak to the dead, but I can get feelings once I started to work on what those feelings were and what they meant and just starting to decipher the language that my kind of subconscious than my intuition or my heart that’s speaking with, then that allowed me to communicate better.

Janet Beckers:          Yeah, that’s, that’s a really good point to start. Cause the thing that I can see here that requires mastery, and that’s why I guess people would work with somebody like you is there, you’ve got the interpretation that you’ve got at that very top level. You know, you’re getting all these messages that are coming from your subconscious. You’ve got to learn to communicate it so you can do something with that even if it was communicating it to yourself. So that’s, that then becomes the mastery of being able to

Mare Forfa:                Yeah.

Janet Beckers:          do that. Well, I’m imagining, so that’s a really first really good step is be start learning the language of what your subconscious is saying to you. How does it, how does it communicate to you is, that’s really powerful. So thank you so much, Mare. Is there anything that I’ve forgotten to ask that we should be finishing with before we help people how they can find out more.

Mare Forfa:                Well look, we could talk for hours, you and I. We really, we have no problems talking, but I think that really the focus on knowing kind of the three pillars or the three legs of the table and having that ability to go, okay, where am I really physically within my business with my life really strong in the physical bit. Where am I strong in the mental bit? Where am I strong with the spiritual side? And if there is anything missing there, kind of understanding where the tables a little bit wobbly I think is also the next step to going. That’s my growth area. What took you to where you are, right now is not going to take you to the next level. So if you’re looking at what’s my next level, where’s my growth area? Can I have a fantastic business? But, and I know my mindset, right. Or I’m really spiritual that I have great mindset but my business sucks. Or you know, it could be in any area identifying that is, it’s really key to growth.

Janet Beckers:          Yeah. I love it. That is a great way to finish. And so if, if people would like to find out more, connect with you, Mare, how can they do that?

Mare Forfa:                Awesome. You can jump to my website which is mareforfa.com. Mare is spelt Mare, which is my traditional Macedonian name. Or they can find me on the socials, on Instagram, Facebook. Drop me a line, I’d love to hear feedback from people and fantastic stories of them using intuition, I love hearing that.

Janet Beckers:          Yes. And you know what that is, you know, that is one of the best things that if you’re listening to this interview today, I mean, I do these podcasts because I just love communicating. I love the stories. I love just learning from people like Mare is, you know, but one of the best things is to be able to come and give some feedback, you know, and so, you know, just go and share stories, go and share stories with Marie, is such a wonderful way to give her feedback for the time that she spent today. So go and do that. Just go into their stories and come and share them with me too. I really, really love those. If you are watching this over on the blog post, if you look, if you come over to romanceyourtribe.com to the podcast area, you’ll see all the blog posts there.

If you’re listening to this on iTunes or something, you will see that there is a link there to go to that page anyway. Now on there, apart from seeing the video and seeing us hearing person is Mare’s going to send me through an infographic that we’re going to put on that page. So it kind of summarizes all this in one go for you. So that’s a super cool gift. Thank you for that cause go and get that. And, you know, save it, print it off, whatever. It’s going to help you to keep that in mind for you. So thank you so much for that, Mare. Thank you everybody for taking the time to be here. I can’t wait to hear your stories and yeah, and embrace the scarecited and just do it. So thank you so much for your time, Mare. Bye everybody!

3 Counter-Intuitive Ways To Get Better Results For Your Client… and Greater Success In Your Business

3 Counter-Intuitive Ways To Get Better Results For Your Client… and Greater Success In Your Business

Today I’m challenging you to think quite differently about the way you are doing business. In fact, doing the OPPOSITE of what most people do in their business can be the thing that makes you stand out in the crowd, attract ideal clients and importantly get better results for them than you may have been getting so far.

The 3 things I detail below are counter-intuitive and (I hope) will challenge you!

They are not “doing the opposite just to be a rebel” ideas….. that’s just dumb in business. These are tried and tested counter-intuitive ways of doing things that have made a huge difference to my own business and that of my colleagues and clients.

Here’s a sneak peek:

  • The 3 measures of a successful business (one is rarely used but most important)
  • 3 counter-intuitive ideas that get better results for your clients
  • How to get splinters out of your butt
  • How delivering less to your clients for the same price is a better service
  • Why most service providers and topic experts are ripping their clients off (and you may very well be one of them) and the counter-intuitive approach that demonstrates integrity.
  • Action steps to take THIS WEEK.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

3 Counter-Intuitive Ways To Get Better Results For Your Clients… and Greater Success In Your Business

The 3 Measures of Success in Business

How can you tell if a business is successful. I consider 3 measures are most important:

1. Profit

Kinda obvious really. Your business needs to be making money. Otherwise you have a hobby, not a business. If you are not creating an income from your business you’re going to need another source of income like a job or hopefully somebody else will be looking after you.

2. Lifestyle

Your business must also be supporting your lifestyle because you do not want to be working non-stop in your business. Your business is there to support you, not the other way around.

3. Client Results

What kind of results do you get for your clients?  I work with people who take people on a Transformational Journey. If this is you, you may be a service provider or coach or consultant. In other words you have the expertise to take people from point A to point B to achieve the outcome they need your help with.

If you are not helping your clients to get the most impactful transformation in the shortest and least stressful way for them, then your business is not really being as successful as it can be.

The 3 Counter-Intuitive Ways To Get Better Results For Your Clients 

1. Get The Splinters Out Of Your Bum

Now, you may have heard me talk about this concept before and it comes to this, people who sit on the fence get splinters in their bum.

So if you’re not prepared to jump off the fence and say, “I belong on this side of the fence of what I stand for in my industry” then you are destined to get splinters in your bum!  If you don’t state what you believe, then people are not going to know who you really are. They’re not going to recognize you as the person that they need to be with.

So let me give you an example of what I mean by that.

In my Attract Your Tribe Accelerator Program, I will only work with people who are committed to success and are committed to make a difference for their clients.

So you can’t get into my Accelerator program until we have an interview and I am convinced you meet those 2 criteria.  For me that is a no-brainer. I don’t work with people who are just looking at creating a business to meet those first two goals listed above for success (money and lifestyle). Commitment to client results is non-negotiable.  On the podcast I talk about other examples in other industries so make sure you watch / listen / read the transcript for more ideas.

A Reframe:

Now, a lot of people are uncomfortable about getting off the fence because they’re really worried about rejecting people, but I want you to think of it as this way. Instead of saying, “I don’t work with people like this” you’re actually saying “hell yeah” to the people who you DO work with.

So you’re going to be able to help those people better because they know that you’re the kind of person that’s got the approach that they agree with. They know you are on their side of the fence.

2. Deliver LESS

When I introduced the 3rd measure of success, I talked about more than just getting results. I also talked about getting results for them in the least amount of time with the least amount of stress.

There is one really big way to do that. And that is do less!

True confession:  for the first 10 years in business I acquainted over-delivering with generosity and exceptional service. I took me a while to recognize that with over-delivery can actually come overwhelm.

A far more exceptional service is to remove any distractions, any “nice to know but not essential” and instead provide the shortest, clearest and minimalist way to get from Point A to Point B.

I want you to adopt the idea of Addition by Subtraction.

Addition:  is the additional value of getting the results they want with less stress and less time.

Subtraction: Remove everything that is not absolutely essential.

An example: When I created the Attract Your Tribe program, I started with all of the material that I’ve used with clients over the years and applied it to my own business. As I was doing my big re-brand of Romance Your Tribe I applied all of these resources and framework to my own business.

Through the process of treating my business as if I was my own client,  I realized there were certain activities I had been giving my clients that they just didn’t need. It was not going to help them get results faster.

So I took them out. It was a tough decision to do, but it means my clients are getting results faster with less stress now.

Doing Less seems counter-intuitive. You may think you are over delivering and take pride in that, but it’s a very good chance that you are actually making it harder for your clients.

3. Package For Profit

The concept of packaging your expertise into bundled programs makes perfect sense for delivering the first 2  measures of success; Profit and Lifestyle.

But packaging for profit is also one of the best ways to get great  results for your clients, which is the third measure of business success I mentioned above.

Seems counter-intuitive doesn’t it?

To understand,  let’s first define what I mean by “Packaging for Profit”.

If you’re a service provider, coach, consultant, or something like that, it is your expertise and your time that gets results for your clients. You may have been working on an hourly rate or a per session rate or maybe even bundling, for example, six sessions for a discount. This is the usual way people structure their business and the fact of the matter is you’ll plateau out when you reach your available number of hours to spend with your clients. Your business can only grow to a certain level.

So it’s easy to see how the Package For Profit model will grow your business. But what about being best for your clients?

The hourly or session model is NEVER going to get the best results for your clients.

Let’s look at it this way.

When you have worked with enough clients you will have a very clear idea of the steps, processes and activities your clients need to do in order to get the transformation you can promise them.

You will also have an idea of how long this may take.

If the client comes to you to achieve an outcome and you offer them only a fraction of what you know they need to get results, then you are doing your client a disservice.

If the measure is getting results for clients, why are you even offering something that’s not going to get it?

You may feel it’s easier to sell them one session, or maybe a bundle of sessions because it will be cheaper.

But remember point 1 above… Get Off The Fence.

If you can say with absolute confidence “I know you cannot get the outcome you want with just a few sessions with me OR ANYONE ELSE” then stand up and claim that.

THEN show them exactly what will get them results and bundle together your time with workbooks, videos and / or audio lessons to make it faster and easier for your clients to get results.

That is integrity. Then you can say with absolute confidence “I only work with people I know I’m going to get results with and Package A is the minimum package I offer. I won’t waste your time and money offering you something smaller that simply won’t get you results”.

How This Grows Your Business

Getting off the fence ATTRACTS the type of people who love what you stand for and see you as the Tribal Business Leader they want to work with.

Delivering LESS means your clients get the transformation they want with less stress and less time.

Packaging for profit means you only provide solutions that will get great results. So your clients stay with you for longer, you have great success stories and your perfect clients refer other people who are just like them. Your business gets to grow. And importantly you really get to help people get results.

Action Steps

  1. Take the time to get super clear on what you stand for. Get those splinters out of your butt baby! This is one of the steps we do in the Profit In You Module in The Attract Your Tribe system. So if you need help, I got your back.
  2. Do an assets audit of the exercises, steps, resources and systems you use with your clients to get results. Ask yourself (and them) “what can I remove so they can get results faster?” I find the system I give members of Attract Your Tribe do uncover this is always extremely empowering. You’ll be surprised just how much you already have, even when first starting out.
  3. Brainstorm the steps your typical client absolutely must do in order to create success. Use this as your basis to create your first Package for Profit. If you need help with this, that’s my specialty and it will totally change the way you are doing business.
  4. Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
  5. Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more.
  6. If you’re committed to really get the best results for your clients and you’re committed to focus on your business to make this happen, well then we need to talk. Contact me, tell me a bit about your business, and I’ll let you know the best way that I can help you. Okay. Go out there and make a difference!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello and welcome! Janet Beckers here. Today I’m going to be talking about things that are quite counter-intuitive. Things that by you saying, nope, that’s not what we do around here are actually going to be creating success in your business in multiple measures, but especially the one that I consider to be absolutely essential for a successful business. So first of all, let’s look at those measures of what is their successful business. Then I’m going to look at these three counter-intuitive things that if you put into place things that you say no to, and this is what I’m not flexible on, are actually going to help you to get those results. So the measures for me that creates success in a business or show success, well, the first thing is this is a business, not a hobby, okay? So a business means it’s going to be producing money and it’s going to be providing you with the money, the lifestyle that you need.

Otherwise you have a hobby, not a business. You’re going to need another source of income otherwise. So get a job or hopefully somebody else will be looking after you. So if it’s a business, yeah, it has to make money. Now the other one is that you want this business. For me, this is a success. This business must also be supporting your lifestyle because you do not want to be working non-stop in your business. You know your business is there to support you, not the other way around. So these are two very obvious measures of success in business. But for me, the third one, if you’re not doing this, why are you in business anyway? And this third one is what kind of results do you get for your clients? Now I work with people who they take people on a transformational journey. So you may be, um, a service provider.

You may be a coach, consultant, you’ve got expertise. So you take people from point a to point B, you take them on a transformational journey. Now, if you are not helping your clients to get the most impactful transformation and the shortest way and the least stressful way for them, well then your business is not really being as successful as it can be. So what I’m looking at here are all things that are grown in go grow your business on the first two measures. But importantly, they make sure that you absolutely excel in getting results for your clients. And interestingly, when you talk about them, they may seem counter-intuitive for helping people, but that’s actually the opposite. So let’s have a look at those. So the very first one is have you got splinters in your bum? Now, you may have heard me talk about this concept before and it comes to this, people who sit on the fence get splinters in their bum.

So if you’re not prepared to jump off the fence and say, I belong on this side, or I belong on the other side of a particular viewpoint on what I stand for when it comes to my business might industry. If you don’t do that, then people are not going to know who you are. They’re not going to recognize you as the person that they need to be with. So let me give you an example of what I mean by that. So, um, for example, in my attract your tribe accelerator program in my industry, you know, you, this is, this is one thing that I have instilled with this is I believe that the only people who were going to create success in business, other people who have decided that I am treating this as a business end. I absolutely intend to make a difference for my clients.

So you can’t get into my accelerator program until we had an interview and I can tell that you actually truly want to help your clients get the best results and you’re committed to doing it. So for me that is a no brainer. I don’t work with people who are just looking at creating a business to meet those first two goals. I don’t work with them not at that level. So that is taking a stand. Another stand that you may take is an example from when I was being interviewed this morning on a podcast and it was for health professionals. We talked about the example of a health coach, um, or you know, or a weight loss person. So we said, well, you know, that person could say, I am anti using quick fixes. I am anti using tablets and potions and all of those sorts of things.

Anti that means that the people who you want to be working with know that this is what you stand for. Now, a lot of people are really uncomfortable about getting off the fence because they’re really worried about rejecting people, but I want you to think of it as this way. Instead of saying, I don’t work with people who like this or I can’t help you in this way is you’re actually saying a hell yeah to the people who you do work with. So you’re going to be able to help those people better because they know that you’re the kind of person that’s got the approach that they agree with, so you’re not going to be able to help somebody that, for example, there are perfectly great businesses that are out there that are really not about creating the success for the client, but they may be around something that is around product.

For example, moving product. You know, those businesses can be really great businesses. They just not the ones that I work with so that if somebody is, they’re wanting to know, okay, how do I build up my shop front or whatever, um, I’m not going to be the right person for them. We’re not going to gel. So does that give you example number one, if you don’t get off the fence, if you are not prepared to repel some people, you’re not going to be able to get the results for the people who you can help cause they don’t know that you’re a match. So that’s number one. Now the next one is kind of counter-intuitive as well. Now you, I sit there at the beginning that not only do you absolutely, um, you know, in for a good business should be measured on what results can you get for your clients.

I also talked about getting results for them in the least amount of time, the least amount of stress. And there is one really big way to be able to do that. And that is do less now from somebody who has, you know, for the very, probably the first 10 years in business I acquainted with over delivering to people has been really, really good. I took me a while to recognize that with over-delivery can actually come overwhelm. And so the more that you can take out that as a distraction for people, if you can be helping them create results and something else can be out, oh wow, that’s a really interesting to know. Or that’s going to be, you know, something that’s really going to impress them if it is not absolutely essential to get them to go from point a to point B, that is a disservice to your clients.

So I want you to adopt the idea of addition by subtraction addition by additional value in that they’re getting the results they want with less stress, less time, but subtraction by what can you remove, what can you pare things down too? So I know when I created the attract your tribe program, I actually started with all of the material that I’ve used with clients over the years and applied it to my own business. As I was doing my big rebrand of romance. You tried and I realized that there were certain activities, certain bonus audios and videos and things that I had been giving my clients that they didn’t need. It was not going to make them get what they wanted faster. So I took them out. Tough decision to do, but it means that people are getting results faster with less stress now. So can you do that?

So it’s counter-intuitive and you may think that you are over delivering and take pride in that, but it’s a very good chance that you are actually making it harder for your clients. Okay, so not only now are we saying this is who I don’t people this concept looking for this, I don’t work with you. This is who I do work with because I’m off the fence. And also there’s all these things I’m not going to do because they’re only going to be a distraction for you and not get results. So that’s two things that you will be, that may seem counter-intuitive and maybe different to the way you’re approaching business at the moment. Now the third one is one that I know a lot of people struggle with, but let’s take it back and relate it back to that concept of what is successful in business.

Now, the concept of packaging for profit, very often people will associate as ticking those boxes for increasing revenue and also for um, giving you lifestyle because you’re not having to hustle so much. Absolutely. But packaging for profit is also going to be getting the best results for your clients. So let’s talk at what packaging for profit is and how on earth is that going to be? Um, a counter-intuitive thing. And it’s in this way as if you’re working, especially if you’re a service provider, coach, consultants, something like that. We’re very often is your expertise, your time that you are giving to people that is going to be getting them the results. So you may have been working on an hourly rate or a per session rate or maybe even bundling, you know, six sessions for a discount, those sorts of things. The fact of the matter is that’s not going to grow your business.

You’ll, you’ll plateau out at how many hours you’ve got left work. Okay. Um, but really it is not going to be good for your clients. And let’s look at it in this way. If you know that in order for your clients to get the best results that they need to perhaps have a certain number of sessions and it may not even be the sessions they need to go through these certain steps. They may and they, some of those steps may not need you teaching them one on one. You may be able to put it into video or audio or written format, but they need to go through these certain steps and they need to have, um, you know, this kind of accountability. They may need to have a, a certain number of consults with you. If you know how long that process is going to take and that if they only get a fraction of it, that they’re not going to get the results.

Why on earth are you even offering that smaller amount that is not going to get them their results? If, if the measure is getting results for clients, why are you even offering something that’s not going to get it? Now, I can tell you why one of those is because you may go, well, you know what, I can easily or more easily sell a one off or maybe even two, but you know, because I may only be paying 50 bucks, a hundred bucks, 200 bucks an hour, whatever it is, doesn’t matter. Um, that’s easy to sell. But if I try to put together everything that I know that they’re going to need in order to get the result, to go from point a to point B, it’s going to take a longer period of time. It may take three months or six months and it’s not gonna cost.

You know, a few hundred bucks, it’s going to cost a few thousand for me to get, you know, for me to put that together and people just won’t do it. That is the main objection that I have for people doing this, but I want you to think of it in this way. If you know that number one, I first of all have said that this is what I believe in business. So if one of those things that you believe in business is that you cannot get [inaudible], people cannot possibly get the results whether they’re with you or with somebody else, they can’t possibly achieve that outcome without doing all of these steps. If you’ve know that, if you believe that, and also you’re getting off, you’re getting off the fence on that one. You also have know that you know what there is. This is all you need to do it.

You don’t need to have distractions, so you have minimized, you have removed things that are unnecessary. If you’ve already know this and that this is the fastest way for me to get you results and it’s still going to take more than one or two sessions, then that’s what you need to offer. That is integrity. So then you can be saying to people, you know what? I only work with people I know I’m going to get results with, because if you don’t meet these criteria of you’re willing to commit to do this amount of work, or you’re willing to, um, invest this amount of time to continue work, you know, going on progress to get those results. You know, if you’d can’t do this, I know I can’t get the results for you. So therefore, you know, you’re not, I can’t take you as a client.

You can see that is true integrity. And if you know that the minimum that you can do is going to have to be this amount of money or this size bundle, that’s all you offer people. Now I’m not saying you have to solve absolutely everything for them. There may be different milestones that they may want to reach. And so you can say, all right, to get to milestone number one, absolutely you’re going to have to do these processes. In the end, it’s going to take on average, this amount of time. This is how much it’s gonna cost. So it still can be broken up. But you’re being very honest with people about this is what it’s going to take. So they are can be quite counter-intuitive things. A lot of times people will think by you not over delivering that you’re ripping the client off.

They may be thinking by you saying no to lots of people that I only work with people like this, that that’s ripping. But all those people off that need your help, but that for whatever reasons they’re not committed, and you may be thinking, muddy me, sign, look, you can just pay for one session at a time as you need it, rather than this is the bundle that I only sell. A lot of people will go in. Well that’s not fair. That’s not very flexible. So these may seem counter-intuitive to you, but each of these three things, which are you being exceptionally clear on what you need to do, where you need to stand for, who you need to work with in order to get the best results for them. By you being super clear on that, you’re actually going to be achieving that third outcome, which is so essential, which is getting the best results for your clients.

And the more results you get for your clients, the more they want to stay with you, the more they refer other people who are just like them. Your business gets to grow. And importantly you really get to help people get results. How is that, okay, so I would love to hear from you. Um, are these three areas that perhaps you have been challenged with? I know a lot of people are. I know in the past I had been as well. So how are they areas that you have been challenged with? Are they areas that you have made any changes to and you’ve seen results? Are there any areas there that you’re thinking, I need help myself? I need my, I need to get clear on what it is I stand for. I need to get super clear on, you know, what can I be putting into my packages so I’m not over delivering to people and I really need to be super clear on, you know, how much can I charge?

What can I break them up to into, you know, for people to be able to get results with the least effort. Um, I, if you need some help with that, that’s what I do. So you can just, uh, just drop me an email or check out here. If you’re looking here on the website, you can check out how to, you know, working with me, um, you know, how a loan with me and see the re the different programs that we’ve got and working closely with people so we get the best results that happens through my attract your tribe accelerator program. So if you’re ready, if you’re committed to actually really get the best results for your clients and your committed to actually focus on, on your business to make this happen, well then we need to talk. So just drop me a message, told me a bit about your business, and I’ll let you know the best way that I can help you. Okay. Go out there and make a difference people. Bye!

Work Less, Make More

Work Less, Make More

“This week on Romance Your Tribe Radio I introduce you to a friend and mentor of mine, fellow Australian James Schramko.

 James is the author of the best selling book Work Less Make More and founder of Super Fast Business.

 I LOVE James’ approach to business. He has the same “anti-hussle, keep-it-real, lifestyle-focused”, approach to business that I’m passionate about.
A “corporate survivor”, he brings brilliant lessons from high achievement in sales and management and combines them with an almost minimalist approach to building a business.

A business that focuses on working less while making more. 

In this episode we discuss:

  • What is the Australian style of online business?
  • E.H.R. and how to calculate it (and why it is James’ core measure)
  • 5 ways you can work less and make more in your business
  • Clever apps to measure where your time goes
  • An example from each of our businesses of programs we closed that made huge changes to our respective E.H.R. (and happiness)

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

5 Ways To Work Less and Make More

The Myth of 9 to 5

For decades we have been conditioned to see 9 to 5 as the standard for how many hours you need to work each day (at least).

A better measure  is output, rather than time.

Output is the impact of the productive steps we’ve done throughout the day so it makes sense, that if you can create the outcome you need, in less time, with less productive steps, then you can “work less, make more”.

We’ll dive into HOW to do this below.

What You Can’t Measure, You Can’t Manage

Management Thinker, Peter Drucker, said it best: “You can’t manage what you can’t measure”.

Drucker means that you can’t know whether or not you are successful unless success is defined and tracked. Establishing clear metrics for success helps quantify progress and then adjust the process to produce the desired outcome. Without clear objectives, you’re stuck in a constant state of guessing. You’re stuck in the rut of the 9-5 shift.

When we clearly define objectives, we make educated data-driven decisions quickly.

The core metric James uses to measure success (work less, make more) is Effective Hourly Rate.

The Effective Hourly Rate (E.H.R.)

Let’s say you’re working at Mcdonald’s earning $16 an hour. Because you don’t have any costs as an employee, your wage is your Effective Hourly Rate. 

This is different than calculating the E.F.T. of an entrepreneur and a business owner.

How To Measure E.H.O. of The Business Owner

Here’s a quick calculation:
(Last Month’s Revenue) minus (Last Month’s Expenses) Divided by (Number of Hours You Worked last Month).

What number did you come up with?

For entrepreneurs, it’s not unusual to work a lot harder than when you actually had a job. Many entrepreneurs work 10 hour days, 6 to 7 days per week ( so 24 to 30 days per month). On the extreme end, that could be up to 300 hours per month!

Most people are working 8 hour days, 20 days a week as an absolute minimum. That is easily 160 hours.

If you don’t actually know your revenue, or your expenses, or even how many hours you work, don’t beat yourself up.

You are not unusual at all.

That’s your first action step:

Calculate your  E.F.T. for the last month

Our aim is to step-by-step make changes that have the greatest impact on increasing your E.F.T.

We do that by applying the Pareto Principle

The Pareto Principle

Otherwise known as the 80/20 principle, the key point is that most things in life (effort, reward, output) are not distributed evenly – some contribute more than others.

The important thing is to identify WHICH 20% of things give you 80% of your results so you can basically dump the unproductive 80%.

Here’s a few examples:

  • 20% of the effort done in a day contributes to 80% of productivity: Focus on improving the most productive tasks.
  • 20% of your members are contributing to 80% of your team’s performance, think on how to reward these members.
  • 20% of your customers contribute 80% of your revenue – how can you retain them and also attract more people like them? And also, how can you avoid the 80% of less profitable clients?
  • 20% of your products and services will contribute 80% of your revenue.

We can go on: The point is to realise  you need to focus your effort on the 20% that makes a difference, instead of the 80% that doesn’t add much.

5 Ways to Work Less and Make More

1. Set a Goal for Yourself 

Once you have calculated your E.F.T. set yourself a goal per month for your improved E.F.T.

Actually measure this so you know exactly how many hours you are working.

Set productivity goals per day. You’d want to have your checklist ticked off by avoiding distractions or other unnecessary things you shouldn’t be handling during the work hours.

2. Use Apps to Measure Your Productivity

If you haven’t been collecting your own data or you haven’t been really calculating how many hours you’re working, do a reality check.

Here are a few apps you can use to help you measure where your time is being consumed, often in multiple small grabs of time (hello Facebook and checking emails over and over).

  1. In your desktop, download Rescue Time.
  2. On your phone download Moments.
  3. If you’re an iPhone user, use Screen Time to get your analytics on how you use your phone. You may be shocked to know the average time spent per day is 4 to 6 hours!

3. Stop Consuming Time-Sucking Content

Be honest where your time is being spent on consuming content that is interesting (or not!) but totally unproductive.

  • If it’s social media, maybe just stop using Facebook on your phone. Let’s face it, it’s practically impossible to log onto Facebook and just do one thing anyway. You get distracted and get sucked into the vortex of scrolling through the timeline.
  • If you’re like me, and provide customer support through private Facebook Groups, be very strict on the times of the day and the amount of time you spend on Facebook so you don’t get distracted when you see a shiny squirrel.
  • If it’s Netflix,  stop logging on to Netflix every night and binge watching 3 episodes instead of the one episode you planned as your relaxation.

It just becomes so convenient to consume content that does nothing to move you closer to your goals.

Reframe: Treat content consumption and social media as a treat for after you have achieved your important work.

4. Stop One Thing and Say Goodbye to It. It’ll Be Worth It.

When you apply the 80/20 rule to programs, services, marketing strategies, daily activities, etc you may be faced with the option to make a tough call……completely stopping something you have “always” done.

Examples may be:

  • A time consuming, but not very profitable program or service.
  • It may be a marketing strategy that keeps you busy but doesn’t actually result in sales (hello, commenting for hours on social media).

An example for my business Wonderful Web Women

Quite a few years ago I had a membership program I sold for $47 a month.  When I brought in a new accountant, at our first meeting he asked me “What’s the story with this program? As a percentage of your revenue, it’s not the biggest one so why do you still have it ?”

The answer was “Because it was my first program” . The reality was, it was actually the greatest consumer of time in my business. I was over-delivering severely at that level. So I  cancelled it because someone externally could see what I was too close to see.

That’s when an interesting thing happened that resulted in replacing the revenue from that program with just one phone call.

On the day I closed the program I had an email from a woman who said she wanted to join the program but couldn’t see how to purchase. So I hopped on the phone with her to explain what happened to the program and see if I could help her in a different way. Instead of buying a $47 program she purchased a $10,000 program!

Years later we are still wonderful friends as she absolutely loved the help she got from working with me at a higher level. A win win for both of us…and affirmation closing the time consuming low priced program was a great idea.

For me, that’s a perfect example of how simply cancelling something can help unload and free you up to do the sales calls that allow you to sell higher price programs that you may not have had the time to do before.

That could be the 20% that you should be doing in your business to get the 80% of the results.

An example from James’ business

In James’ case, he used to have a website development business as part of his business portfolio. It wasn’t a massive contributor to his income and in fact, it took away working hours that could be used for more profitable things.

A lot of time involved customer support situations (because customers are always a 100x obsessed on how their website looks like than anything else!).

James ended up selling that business unit because it was draining his energy for not enough reward. It was the happiest day of his life and he redirected more energy into his higher level program which made all the difference.

It’s a good trade. Needing only one and a half clients in his silver circle program, James can do the same profit he could make from the website development programs.

5. Get the Right People to Get Quality Referrals

James shared how he has a number of industry celebrities in his high level coaching program. One referral from them is an unbelievable endorsement.

James experienced this as a wonderful surprise. Here’s his story, “this guy does $8 million a year and he came to me and he said, “Listen, I’ve just been to an event. I sat at a table and four of the five people were members of your top program”. And he was the fifth. “

There was no sales discussion. There wasn’t even a negotiation for the price! They just came to James because of his perfect customers who got him more perfect customers.

Maximise the word of mouth for your referrals.

Action Steps: What you can do this week

Here are some quick steps to working less and making more…

  1. Set a realistic goal. Be specific – include the number / duration / quality or quantity of your goal
  2. Compute your effective hourly rate.
  3. Use apps to track where your attention usually goes to.
  4. Improve your effective hourly rate
  5. Stop one thing and say goodbye to it. It’ll be worth it.
  6. Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
  7. Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:                   Hello and welcome everybody. Janet Beckers here with Romance Your Tribe Radio and really excited today because I’m interviewing, one of my mentors. Somebody who I’ve admired for years and who has helped me a lot in business, James Schramko.

James Schramko:             Hello Janet, how are you?

Janet Beckers:                   Okay, good, good. Now James, you, well, James is from super fast business and it was only a couple of weeks ago that you had your conference that I went down to in Sydney. So that you’ve done that about every year or every two years, haven’t you?

James Schramko:             Sometimes twice a year. Sometimes I skip a year about 10 actually 10 years to the day. Yeah. Yeah, I think we’ve done 14 or 15.

Janet Beckers:                   That’s, I mean, so the, the thing that I really liked about when I was at this event that you were running just a few weeks ago, there were two things really. One was, and I just some you up, one was the caliber of the people in the room were people who were doing stuff like, so they were people who’d been doing marketing. You’ve been building business. So for me that was fantastic. It was like my tribe. Um, but the other thing that I really loved about the event, and that is what draws me to you, James, is like this title. It’s very in Australian type of approach to business and life I think is this kind of like, you know, let’s just chill, you know, like it’s, we’ve got nobody here to impress were just peers that are doing stuff and let’s help each other and you know, here’s the simple way to do it. Like there’s none of this, um, I don’t know how to official sort of trying to put yourself up on a pedestal and that separation that a lot of times can come with people with your many years of experience. So, um, so everybody that’s listening here, you are kind of, you’ll probably see between James and I, this is kind of like, you know, the way that Australians do business. Um, that’s, uh, yeah, I think it’s quite unique. You kind of embody that one. I think James.

James Schramko:             Yeah. Well a few things go into that. I think one is, I’m not a perfectionist, so I don’t spend a lot of energy focusing on, uh, bells and whistles. And that sort of leads to the other thing is there’s absolutely no height.

Most people are attracted to my community, which is why the people there were great. They’re not there to be sold and razzled and dazzled and hyped up and whipped into a frenzy. They’re there because they want to be there. So even some of the things like having, uh, quite plain environment, they’re like, I don’t have trade bend or stoles. Um, we’re not doing big outrageous marketing campaigns. It’s all very low key. So we’ve kind of attracted people who just want, uh, they just want the raw direct on polished, on hyped version of what they can be out there. I mean, I don’t know about you, Janet. I’ve been to quite a few events where I’ve seen people do there car crash story and lots of crocodile tears and people are, I think they’re getting over that and I was never into it to start with. So I screen and filter very carefully. Anything that I’m putting towards my audience who I’ve worked really hard to build has to be filtered, checked. Uh, and, uh, I guess I’m curating the best experience I can even down to surveying my audience quite regularly so I know exactly what they need and then I build the best solutions I can for them rather than just guess.

Janet Beckers:                   Yeah. Yeah, that’s a great thing. I, I know years ago I used to, as part of my marketing, I was on that, that speaks circuits, you know, with the, um, the multi-speaker marketing’s has quite a few years ago, the Maldi speaker and I sometimes used to go, they always was like, I used to live in the newspaper in the middle of the road and I, my life was tough, you know, that whole stuff. And my bullshit meter used to just go off. So fears and, and I would just get up and, and said, look, let’s just get this stuff done. So yeah, it’s, um, a lot of people can just, yeah. Over that. So, um, so that’s, that’s the thing that I liked. So I noted day we’re just going to get, this is what works, you know. And so one of the reasons why I invited James along everyone, one was because apart from I love him, is your book your um, work less, make more, I mean, fading from that title just sums up your philosophy to business I think.

James Schramko:             Yeah. So even extends beyond business. I think it’s more of a lifestyle position. Now. I remember when I had a job and I went to see a conference from a, at the time, very successful real estate agent in Sydney who’d put on an Internet marketing conference. This was in the early nineties, so it was pretty new to Australia. And uh, I remember he was talking about doing certain things on certain days of the week and having the independence to not be in an office. And I thought this is really, yeah, this is really quite a game changer. This is the first time I became aware of the concept of lifestyle design. I don’t think he even used those words, but that you could actually step aside from the whole nine to five Monday to Friday thing that everyone does. You know, I remember polishing my shoes on Sunday night, resenting having to go into work in the morning, putting on my crisp white shirt, driving into with, you know, with everyone else that exact same time driving to work in an office.

 And I thought this is stupid. I don’t get it. There’s got to be another way. And that’s what sent me on this journey of the online world. And that definitely created a situation where you can create your own rules. And that’s what I wanted to do in this book was to share a lot of the things that I’ve learned with my kids. I’m pretty much writing it with my kids as a prime filter too, you know, so it’s not just for online marketers. I went to great pains to, um, you know, say out loud, any sort of terms that might be industry specific so that a regular person with, you know, a forklift driver or, uh, um, a tuck shop. Mom, anyone could read this book and relate to the core concepts of, some of them are so simple that we almost want to try and over complicate them.

Janet Beckers:                   Yeah. Yeah, she does. That is a really good point. Yeah. Sometimes if things are too simple and honestly, you know, 80 90% of what’s going to get you the results is pretty simple, straight forward stuff that there’s such a tendency to want to over complicate and that is, that’s been my default for too many years to human condition. It isn’t because she can go, oh, how can make that better? I can make that more exciting. I can be creative around that and it just ends up being, you know, that was just a waste of energy if I just stuck to what worked, you know, it’s almost like an evolution in business. That’s been my theme for the last 18 months is um, you know, addition by subtraction. Like how can I simplify everything? Um, which is why I really, really resonate with your particular topic. Now what we’re going to do as, as you can imagine, there’s a lot of topics that we can be covering with James and, but the thing that I really wanted to talk to you Jameson and that I really want to introduce you all to who you’re listening is the concept that’s really core to what you do, which is the e. H. R. So we’re going to investigate that and really pick your brain, James, about how people can do that. So first of all, what is this Ehr?

James Schramko:             It’s just a formula called effective hourly rate. Yeah. And it’s a simple way to know how much you’re earning Corolla. So most people were, the job would be able to tell you the alleyway age know if you’re working in a, at Mcdonald’s, maybe you earned $16 an hour, that’s your alleyway wage because you generally don’t have costs as an employee. So whatever you get paid, that’s what you earned. As a business owner, I’m willing to bet. Most business owners couldn’t tell you that effective hourly rate there haven’t actually worked out their wage. They might be able to tell you their revenue, but they probably haven’t actually sat down and calculated how many hours they work. And they almost certainly won’t know which products or services within business are worth more to them than others. And that’s where sort of a a bit of a clue as to where you might start to find more profit. Because if you were to take your revenue as a business owner and then you subtract all of your costs and there’s usually a lot for the business and it’s often half the revenue or even three quarters of it, depending on your business model or if you have a business like yours and mine, it might only be, you know, a quarter or less if you’re really doing it well and then you divide that net profit by how many hours you actually were to get to that number. That’s your effective hourly rate. Okay.

Janet Beckers:                   Yeah. Okay. So that’s, so in order to do this, like if people were going to go, right, I’m going to set myself a goal.

James Schramko:             Yeah.

Janet Beckers:                   Inside the next week.

James Schramko:             Um, is this something that you would measure over a week? Could we do, could we do it in a week or a little bit more? You can measure it right now. I’ll take you about five minutes to it. You can just simply work off last month’s revenue. Uh, you just think about or you know, depending what time of the texts. If you’ve just done your tax, you’ll know your annual survey. That’s another issue altogether. A lot of businesses are flying a little bit blind when it comes to their actual financials. But let’s assume we have a reasonable grasp without finances. You could take last month’s revenue and subtract last month’s costs and see what, what number that leaves and then divide by how many hours you worked in the month. And most people could, uh, have at least a guess. I’m guessing a lot of people listening to this would actually be working six or seven days a week, and they’re probably putting in a 10 hour days. It’s not, uh, you know, it’s not unusual for, for entrepreneurs to work a lot harder than when they actually had a job. Yeah, they might be working, they might be working eight hour days, 20 days a week as an absolute minimum. It could be a 160 hours, would it be?

Janet Beckers:                   So 8 hours a day for what? How many days per week? Is it 20 days a week?

James Schramko:             20 days in the month.

Janet Beckers:                   Oh, right, sorry. Yeah, yeah, yeah, yeah! Okay. So that’s good. So if we’re looking, so that’s one of the first things. If you haven’t been really calculating how many hours you’re working, do a reality check. Okay. And that’s also going to be including just checking, you know, a couple of times during the night, what’s been coming through the email, chipping on the social media as it relates to your business. Don’t forget that. Okay. Because there are tools that help help

James Schramko:             that too. You can install it all on your desktop called rescue time and you can install, I mean most iPhones come standard with a, an APP now. It’s called moments and it gives you insights as to how long you spend on the phone. And I’m going to tell you frightening one buys at halts the to be spending five or six hours a day on their phone a day. Oh, is that right?

Janet Beckers:                   Five or six hours. Is the average worse or better now?

James Schramko:             Yeah, it’s, it’s going to be frightening for most people. The easiest way to improve your effective hourly rate is to just stop using Facebook on your phone or to stop logging onto Netflix every night because it’s just become so convenient to consume that we can fall into and an activity habit. Oh, just, you know, I’ll get to the work later. I’m just going to watch this game of Thrones, so I’m just going to check out Facebook now. You cannot log onto Facebook and just do one thing anyway. You’ll get distracted and sucked into the vortex of social media. Yeah. So those are sort of activities that I would regard as a trait. That’d be something good to do once you’ve earned it with some work. Yeah. Especially towards the end of the day when you don’t have as much. Brian our, uh, it’s a good to do the lighter activities and load your front end of your day when you’ve got the most reserves for the heavy work.

Janet Beckers:                   Yeah, good point. So we, if we’re looking at, um, because a lot of it does come down to that discipline and being aware of what you’re doing and that first thing starts with the measuring. So like if you’ve got, this is my effective hourly rate now what is it that I’m going to change and then come back and actually measure it. Because if you’re going to measure it and then record it to see what’s happening, that’s where it’s like when you’re losing weight, you know, you, you know, if you’re going to measure, you know, you’ll actually have that inspiration to keep on going is the, is the really good thing. Now there was, the other thing that you mentioned about was you’re effective valley, right? For particular products and services that you may be providing and other sorts of activities as well. So what’s, what’s been your findings with the people who you work with, James around that, around, you know, what’s, what’s a pretty common thing for people to find when they do that and then what can they do to make it so it’s more effective?

James Schramko:             Oh, it’s really common that people first calculate the effective hourly, right? And then burst into tears. It could be like $7 an hour or something. They like, they would literally be better off to go and get a job at Mcdonald’s then to work on this particular product. So some, the other thing I’ve found is almost always one or two of your products or services will be far more profitable than the other ones. Some of them are barely worth doing. In fact, if you just stopped doing those and redirected the same time, so the higher profit activities, then you would instantly make more money and work less. So. So it’s, it’s definitely, um, a shortcut to that. I know with my business I have two primary business, um, products and I’m easily able to benchmark them with each other. I can see how long I spend on each one and how much I’m make with each one. And I constantly use them to compete with each other so that I’m able to, um, I guess it’s like owning coke and Pepsi. Uh, you can, we can try and, uh, you know, have that battle in benchmark off yourself.

Janet Beckers:                   Yeah. Right on that point about sometimes just stopping something is actually gonna make you so much more productive because that happened to me quite a few years ago in wonderful web women. I had a membership that was 47 a month and if people had purchased it, you know, in, in different circumstances, they may have got a $37 a month, um, offer. And it was the one that was my bench, you know, my, my core one that I started with, but then I started offering higher level programs and really became, there was, was one thing that happened where I thought, you know what, I’ve got a new accountant actually, and he started meeting with many went, what’s the story with this program? Like, why, you know as a percentage of your revenue, that one there is, you know, not the biggest one. Why have you still got it? And it was like what?

That’s where I started. That was my baby people wanted, um, so I was over delivering severely over delivering at that level. But the really interesting thing is when I decided to cancel it and that was because I had somebody externally just asking those questions are really interesting thing happened, which just shows exactly how that revenue from the whole program was replaced in one phone call after I did that because I, I took away the pay button on the sales page and removed it from the navigation, but we hadn’t actually removed the page. And then I got, as we were doing this, I got an email from somebody saying, oh, you know, I’ve, I’ve got the special offer that was in an autoresponder but I can’t find the buy now button. So I emailed him and went all, you’ve actually caught us with our pants down.

Look how about I hop on the phone with you, I’ll explain what’s happening and I’ll just find out what help you need. So she wanted to buy a $37 a month program on that call. Um, she bought a $10,000 program and so she would have been happy with the 37 and so for me that was like an a perfect example of what you’re saying if simply by canceling something that’s using up a lot of your time can even be freeing you up to do the sales calls that allow you to sell into a higher price programs that you may not have had the time to do before. So

James Schramko:             literally swapping hours, swapping out a low effective hourly rate. Now for high effective, I mean I used to have a website development business and it didn’t represent, a big part of my portfolio was low six figures per year revenue and the cost branded about a 50% profit margin. So it wasn’t a massive contributor to my income, but it did take a amount of my time having to get involved in customer support situations because website development is one of those things where customers always about a hundred times more obsessed about how their website looks than anything else, whether it’s coded well or works in any browser, that’s like all secondary, whether it ranks well, it all came down to what it looks like and it’s so subjective. And I ended up really disliking this business unit. It was draining my energy for not enough reward. So I sold that business and it was one of the happiest days of my life and I redirected that energy into my higher level program. And uh, it, it just made such a difference. I actually only need one and a half clients in my silver circle program to make the same profit that I could make from my website development program. And the time I spend with one and a half clients, um, is not as long as it as I used to spend thinking about or being concerned about my website development pieces. So it’s a

Janet Beckers:                   Right. That’s fantastic. So for everybody that’s listening, that’s my challenge to you is this week. So we’ve got, you’re looking at how many hours you’ve been working so that you can then look at your profit, workout, your Ehr, and then also, you know, making those tough decisions. Like, you know, I, you’re holding onto something because it’s the way you’ve always done or you think that’s what people want or other people are doing it. Like you’d be really honest with yourself and you know, just say goodbye. It’s incredibly, um, you know, it’s just liberating to be able to do that. Now there was one other thing I really want to talk to you about, James, that you cover in your book and that’s the concept of the four percents, um, when it comes to Ehr. So can you just run us through that?

James Schramko:             So this comes from the Pareto principle, which stems from Walfredo, um, Paredo who was a economist and he discovered that most of the wealth was held by a small percentage of the population. So it’s also called the 80 20 rule. And when I was reading books from Richard Koch and Perry Marshall, it mentions that that rule is fractal. It’s actually a power law. It’s a fancy way of saying that you can apply it to itself. So I, I 80, 20, the 80 20 in what I came up with was the fact that 4% of your inputs, uh, I most likely generating 64% of your results. Now this is a rule of some, right? Some people take me up on this, on social media has had a great discussion about this in the last few days actually because I saw that quote and they wanted to argue it. Then I look up Wikipedia parado principle and there sure enough, someone’s done the mathematical extraction through the 64 four and they’ve found the same thing, that it actually applies out to a global wealth distribution, global global economics.

It actually holds pretty true when you apply it to a real world environment. So it’s not gonna work for everything. But the main point of this is that not all things equal. And that’s really what we’ve just been discussing. It is crazy to treat everything as equal. Not all activities are equal. Not all customers are equal. Not all products or services in your business. Uh, equal, uh, the, I think Lombardi said something along the lines of there’s nothing so on equal is to, um, on equals as equals. So basically you have to realize that some things are just far more important. It’s kind of like our wardrobe. I bet you were some tee shirts or some, uh, shoes, far more than the other ones in the wardrobe. Like occasion. I found a suit in my cupboard here that I have not worn for over 10 years. It’s, it’s, I had it when I had a job, so if you were to count that in my wardrobe versus a tee shirt, which I wear a lot, um, it’s more like a one 99. Like, it’s like, yeah, I would wear that. Yeah. The t shirt 99% of the time and then assert, uh, you know, less than 1% of the time. Same with, with, you know, it just applies across a lot. Even if you have kids, probably like one of them a little more than the others.

There’ll be a Annette. Yeah. Just don’t tell him which one and keep them guessing.

Yeah, it applies to jewelry and all sorts of things. So I think this is a good thing to know because people tend to just sort of average things out and go along and uh, treat things equally. So my real, the somebody that is, we would want to ask ourselves, which one of our products or services is the one I should be spending a lot more time and energy with, which one of our team members is the real asset that I can leverage my business more? Which segment of my customers are responsible for making most of my, my income. Because there will be a subset somewhere there that if you just spend more time on, we’ll get you a huge reward. In fact, if you just stop doing a huge chunk of, of what you’re doing now, like a lot of it, you’ll still get almost the same results, which is, that’s just the mind like thing about it.

Janet Beckers:                   Yeah. Yeah. And I guess that’s where it comes down to the skill, doesn’t it? There’s that one side where it’s great to have somebody else like you who, you know, has seen enough of other people’s businesses to be able to go, look, I’m pretty sure this is the one that’s going to be, you know, you can pitch this. Um, but also that thing that we, you know, we came back to at the beginning is, you know, unless you actually know like where is the revenue coming from, where is my least amount of in time span for my, you know, effective hourly rate. And then even narrowing it down further. Like, you know, I know that, and like you James, you know, my VIP clients actually take less work than, um, than the people who pay me less money and so, and gives me more joy.

So that’s a real positive. But it’s even looking within say that revenue stream of, okay, what of these ones, which are the ones that you know, give you the most joy or, um, cause I always also like to measure in terms of like, you know, you my affective hourly joy I suppose, um, is, you know, really taking that extra look and you know, that’s, that’s actually a really, there’s something that I haven’t done is, um, is measured that about, you know, is there something that’s common to the ones that get the results the fastest, um, or you know, that you can get the results with it being so stress free. So that’s, um, that’s a challenge for me is, is having a look for that as well. Um,

James Schramko:             that’s something I’ve definitely done. I did up a grid and I scored all of my highest level customers. Right. And you know, I measured them on how much I enjoy working with them, how much of an impact I can have for their business. Uh, I measure if, if they have an impact on my business. So I have quite a few celebrity people who I coach now and just one referral from them is, you know, it’s an unbelievable endorsement when you get really famous people recommending me. I, I’ve had a couple of members. In fact, most people come in at the top end for me a word of mouth referrals and in some cases, one guy, this guy does $8 million a year and he came to me and he said, listen, I’ve just been to an event. I sat at a table and four of the five people, and he was the fifth.

What’s this? This, they all said, your name is the guy who can help me the most. So here I am like, what? What’s the next step? There was no sales discussion. There was not even a price discussion. They just came to me hot because of my perfect customers who get me more perfect customers. So what you do is as soon as you identify a customer that’s not within that range, that’s not making you excited, that’s not getting great results, then you adjust your filters so that you don’t get more of those because they’re going to chew up more bandwidth and your profitability starts to road. So it’s very interesting thing. And um, certainly within your products it’s always good to see how can I adjust this effective hourly rate. So I’ve just had a reconfiguration for one of my other products where I’ve changed the way that I sell it, uh, as in particular the price points and the access levels because I’ve found I can build a lot more scale with the new way, which will actually increase my effective hourly rate. So I still want to spend the same amount of time on this product, but I’d like to make more per hour than I do spend on it.

Janet Beckers:                   Yeah, that’s brilliant. Yeah. So, and that’s the nice thing is it’s all, yeah, it’s not as if it’s something I’ve done at once and I’ve nailed it. So you’re just demonstrating, okay, well I can keep on applying this to my own business, which is brilliant.

James Schramko:              And the sixty-four-four, for a simple way to think of that is imagine if one of my clients has a great business idea and they ask five people. I might ask their mom, they might ask their friend from school, they might ask someone on the street they’ve just met, they might share it with an Uber driver and then they might ask me, me, right? So one, you know, one of those people, it’s probably going to have significantly better advice for that person if it is in, if it’s within my range of skill set and my data catchment, considering I’ve coached now well over 2000 people over the last decade and have generated an enormous amount of success stories. If this person’s idea fits within something I’ve already seen. And I know exactly. In fact, I had a great example today. One guy came to me with this amazing opportunity.

Uh, he explained it all to me. He told me one of his hesitations and I just said to him like, who can I tell you something in confidence? And he said, yes. I said, this guy has been, um, he’s been arrested for fraud in the past, so I would not take the opportunity. And he said, thank you. So that means the, the, the advice, uh, is so powerful compared to the average. So you can’t just take that five people’s advice and then average it out. That’s what most people tend to do. Yeah. All right. Look, look for it. If you don’t find an unequal distribution, then there’s something not quite right.

Janet Beckers:                   Good point. Good point. Yeah. So if you’re going to be taking all those, all that different advice, you, if you’re getting the same advice coming from everybody, you’re the, you’re asking the wrong people. You’re like, who, who?

James Schramko:             Like the other day I service my car and on the way back, the van driver gave me a list and he was giving a, he was saying how he’s, he, he doesn’t have a vote. It’s not, you know, there’s nothing you can do to change the politicians. And he was giving me investment advice and then I’m thinking to myself, this guy’s driving the van from the local service center. Would I take his investment advice over my investment friend who has a proven track record who’s been doing it his whole life and has generated success stories for all of his peer group? Who am I going to, you know, where do they position on the scale of how much weight I put in them and I can tell you they’d be very different.

Janet Beckers:                   Yeah. Yeah. And you know that that that might sound okay. Well that’s, you know, people can go, oh yeah, I get that one. That’s an obvious one. But look at the question I want people here to ask yourself is you may have sought out advice. You may have purchased a program to be able to learn to do something. You may have invested in coaching and mentoring. Are you then taking the advice? Because I see this a lot where people will go, okay, this is what I’ve got to do. And then they either do, looping back to what we said at the beginning with, I’ll go, well, that’s not sexy enough, or it’s too simple. I’m going to, you know, I can do more exciting than that. And so they’ll ignore the advice that works and then go on and make it more complicated than they need to. Or they’ll get the thing and I’ll be going, right, this is just about right. And I’m not even set everything up. And it’s up to that point now of, okay, now I’ve got to drive the traffic. I’ve got to sell this baby. And they will then start taking advice from everybody else around them and just leave it and start something.

James Schramko:             I’ve had, I’ve had clients ask for advice and the next day I see them on Facebook asking Facebook and then I think we’ll, they don’t understand the, um, the preto principle. You can’t, you can’t just take that advice and treated all equally. It would be a mistake.

Janet Beckers:                   Yeah. So I think the important takeaway from there, if we do a bit of a roundup now, so when it comes to that Purina principle that applies to a few things. So it’s going to apply to you know, the best customers that you, that you get aggressive, the best results with the most joy, the most money from within whatever you’re offering, that has the least amount of work in order for you to get you results. So the best effective hourly rate. So if you’re looking at that, then when you’re building the business is also carrying that over into where do you get your advice from. So, you know, make sure that you’re seeking out, you know, the 4% that is going to be able to give you the right advice and then just do it. And then also going back to, you know, you can measure your effective hourly rate now.

And that’s my challenge to everybody that is listening here is you know what? I’m watching you to go now I want you to work out, you know, what was the difference between your revenue and expenses in the last year? Well, the last month in the last year outside and then divide it by 12 and then also look really, really honestly at how much time has gone into that. So you at least you’re measuring what your effective hourly rate and then after you have a big cry, um, if you come back to here, if you’re watching this on, you know, here on the blog post, if your, wherever you’re watching this common and let us know what it is that you’re going to do first to change your effective hourly rate, are you going to be dropping something? Are you going to be doing, as James said, and you’re going to be stunned to remove these apps from your phone so you don’t get distracted them as a reward.

Um, that’s what I really want to hear from you because for James and I, that’s one of the most rewarding things you can do is the time we’ve spent today. If you can come, don’t find James Anyway, you’ve got to go and find him on super fast business.com you’ve got to go and find him on social media and just give him some feedback and come unto me as well feedback. Like what was your Aha today and what is it that you are going to do first that’s going to increase your effective hourly rate. That would be, um, a gift for us cause we know that you’re gonna take action. That’s why we’re doing this stuff. Um, so any final points, James, for people that’s going to help them to work less and make more? Just see, I have to say that then because you know, I think you’ve got it.

James Schramko:             Everything I talk about that in chapter nine I think would just question why you’re doing the things you’re doing and be open minded to making some adjustments. Swapping out some, um, bad stuff, bringing in some good stuff and you’ll find that a, you can really make a huge difference to your earning capacity if you’re open minded to listen. And once you get a higher effective hourly rates, like for example, if you’re making over a thousand dollars an hour, then your work becomes really quite joyful. And, uh, you don’t feel like you have to work all the time because just they’ve been doing a few hours a day is enough to have a really decent income.

Janet Beckers:                   Yeah, the guy that’s the benchmark babies thousand dollars an hour. So thank you so much, James. I really, I just love any kind of wisdom that you, um, that you share and I always feel, um, are you guys feeling this too? Just listening or watching this? Like I always just had this feeling after I’ve talked to James and it’s okay. Like this is not too hard. You know, this is all right. I’ve got this. So I hope you’re taking that vibe away today and just take that into everything that you’re going to do into your business as well. So thank you James, and um, and thank you everybody for taking the time today. Bye!

When You Get ZERO Sales From Your Launch

When You Get ZERO Sales From Your Launch

In this week’s episode of Romance Your Tribe Radio I share a behind-the-scenes story you rarely hear from online business owners. Yet I bet every successful person has at least one story that is almost identical.

This is the opposite of the story you hear so much. You know, the “how I made 6 (or 7) figures in my launch” story that it seems everyone except you has.

This is the “how I made ZERO sales in my launch” story!

I share transparently how the program I poured my heart and soul into, and spent tens of thousands of dollars to prepare, totally bombed out of the gate.

I share why it flopped, how I identified what went wrong, what I changed, what I changed again, and the increase in numbers at each step.

I share the mindset challenges you will face when this happens to you. Notice I said WHEN, not IF? Face it, when you step up and take risks, there will always be lows to make the highs so much better.

I also demonstrate how, if I had given up with the first failure, this program would not have gone on to make me hundreds of thousands of front and back-end dollars and will continue to do so.

In this behind-the-scenes episode I share:

  1. What actually IS a launch
  2. What to do immediately when your launch fails (self-pity features high here)
  3. How to switch your mindset around
  4. Details on what a zero sales launch looks like
  5. How I identified what went wrong
  6. The changes I made to my marketing that made all the difference (hint: I did NOT change the sales page, offer or price)
  7. The experiments I did to continually increase the sales I made of the program…and hugely impacted people’s lives.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

The 6 Stages To Transform a Failed Launch To a 6 Figure Launch

Before we dive into the case study of a failed launch and the transformation to 6 figure sales, let’s cover some basics first.

Here are some definitions to begin with…

What is a Launch?

There’s a lot of definitions, but simply put, a launch is just announcing you have a new program or new service, a new website or even your new business!

What does a launch look like? 

A launch can take many shapes and forms.

Here’s a few launch formats:

  • Sending emails out to people
  • Running webinars
  • Doing a big event
  • The launch formula of three videos, emails and open and close cart.
  • Running a 5 day challenge then selling the product

Have you tried doing any of these? There are so many ways to be right. Below I’ll  explain to you the different ones I tried in this specific launch example, what worked and what didn’t.

Stage 1: The Launch With ZERO Sales

The Product Overview

In November 2017 I announced the launch of a brand new program called Cool Cats Video Marketing Academy.

This program brought together the expertise I developed from producing a top ranking video podcast for over 4 years, training hundreds of students to launch their own podcast comprised of 3 minute videos, and successfully selling and delivering 2 small group VIP workshops on video creation and marketing, run with a business friend.

Creating The Program

I took everything I had already used to get results for my clients and created an online training program with step by step videos, worksheets and templates.

I commissioned a friend to also create content.

Because I hadn’t yet decided to close Wonderful Web Women I chose to create an entire new brand for this program, as I knew the market was much larger than my client base at the time. So that meant new website, new branding, new membership platform, new marketing.

In hind-sight, this separation of brands just complicated things.

The important thing: I knew the program was top quality, got results and I had a proven demand as I had already sold versions of the product online and offline.

The Launch Structure. Stage 1

I did not want to do a live launch and so designed an always-there, or evergreen, marketing and sales structure online.

The sales funnel set up was:

  1. A fantastic ebook on 33 ways to repurpose a 3 minute video. People opted in to get the book.
  2. A one-time offer for $7 (if I remember correctly) which gave a masterclass walk through of the strategies in the workbook.
  3. An upsell to people who purchased the offer, to buy the $1000 program with a 12 x $97 payment plan that is not offered anywhere else.

I invested $7,000 with a copywriter to do the sales letter and emails as I was busy (he did a great job) and then I was ready to rake in the cash (not).

With the creation of the new site and brand, and opportunity cost of the time my team and I spent on preparing the new course, I really needed to make about $30,000 in sales to break even.

The Launch Results

I was all excited and everything was ready to go, hit, and send an email out to my list and to social media. People started coming in and they loved the opt-in.

Quite a few people were buying the $7  special but absolutely ZERO sales of the program I was launching.

It was just heartbreaking.

Stage 2: What To Do IMMEDIATELY After a Failed Launch

Acknowledge the feeling and move forward

I allowed myself to wallow in self pity for a while. That’s the first step. I gave myself about an hour to wallow in self pity and the next thing to do is to flip the situation and see it as an opportunity to learn.

Change the perspective and get moving

Know that this is a great opportunity. You need to make it up to yourself a bit. This is an opportunity to learn. So that’s a flip around in your mentality. Not an easy flip to do, but consciously take the time to look for where the lessons are and what can you celebrate. Once you’ve done that, then the next thing that we’re going to do is, I want you to have a look at what DID work.

What things did work really, really well.

Identify What DID Work

Even if your launch didn’t work out based on your objective, there are going to be certain things that did work really well. For example, it might be that in this case, people liked the opt-in or the gift that I was giving – which was to take one video and turn it into 32 different pieces of content. I also had people who were mailing me saying that they love my logo, they love my colors and that was a good thing! Remember, I launched a new product.

Ask and receive feedback

This is something I find most people avoid doing when something they geos wrong.

They don’t want to ask people WHY they didn’t buy because they truly don’t want to face the answers!

I get that.

But the most important thing you can do is to formally ask people, “why didn’t you buy?”

The easiest way to do this is ask the people who opted in to get your freebie but they haven’t purchased the program. You can send out an email to them with a link to an anonymous survey saying, “hey, was it me? What was wrong? Was it something that I did? Did I do something wrong or what else was it? Why didn’t you buy?”

That sounds kind of crazy. That’s actually the wording you should use. And, people will reply say no, no, no, no, it’s not you. It was this or that.

That’s how I was able to identify where I had gone wrong.

Stage 3: What I Identified I Did Wrong

Mistake #1:

I had made the sales funnel structure too clever!

I had too many points in between people showing interest by opting in to get my gift, and seeing the offer. So a lot of people never really got to see the sales page for the main program if they didn’t purchase the cheap one first.

So keep it simple!

Mistake #2:

Because I surveyed the non-buyers (ummm, that’s everyone) I discovered people were saying, “oh, this all sounds really, really good, but I’m just too scared to make a video yet.”

They couldn’t even think about re-purposing a video into 32 pieces of content, when the very idea of creating that first video was so intimidating. That was the Aha! moment.

The Biggest Take-Away That Changed Everything

The question you always need to ask yourself is “ are you really addressing the real problem that people have?”

They may have an aspiration of creating fantastic video content that goes out everywhere all the time without them having to be flat out. Always creating may be the aspiration, but if you’re not addressing the actual problem, then they’re not even going to be able to take up the aspiration.

In my case, the problem was they couldn’t even imagine where to start and what they would say anyway in the videos. That for me was a really important lesson in that first occasion.

Go Easy On Yourself: Identifying the REAL problem sounds so obvious but it is not always as obvious to you as you may think. I had been running a successful online business for 10 years by this stage, and had successful launches under my belt and I STILL made this mistake on this launch.

Stage 4: Be resilient. Try again and implement

It’s really, really easy to just give up on the product and focus on  something completely different.

I could easily have done this with the Video Marketing Academy.

But instead I thought, well, I know that people need this program. I know that I can get results for people, because people have come along to workshops with me, so let’s see if I can have another go. I’m going to simplify things and I’m going to really make sure that I address that core problem.

New Message, Simpler Format

By this stage it was getting close to Christmas time. I was determined to have another go at launching the program before Christmas.

I decided to simplify the whole process and simply run a live webinar. I had run webinars many times and was confident I could do this simply.

So I promoted the date of the webinar for 1 week to my mailing list, ran the webinar with a focus on how to create your videos with a 7 step script,  and made an offer during the webinar. I set a deadline for the offer for 1 week and followed up with emails using the 4 buyer types I teach my clients in The Attract Your Tribe Programs.

Now I’m fortunate (well, I worked hard for it!)  that I already have a database that I could go out to. That’s what I did. I just sent an invitation.

I ran the webinar, and this time when I ran the webinar I focused a lot on showing them how simple it was to create a video and running them through the kind of things that they could talk about, the script, really talking about how to make it easy, and debunked the whole technology thing.

I just showed them. How do you use your phone for this? Let’s get your phone and just make a simple video. I challenged them to go and make one and share it with me. So that’s the simple Number One tweak. I ran the webinar and I just got it done.

The result?

From zero sales the first time to 20 sales the second time.

Stage 5: Experiment and Try Again

Marketing is a beautiful mix of psychology and maths. Nothing is 100% predictable so treat marketing with a sense of curiosity and experimentation.

So I thought, let’s see what will happen if I actually do the full on launch where I’ll have the 3 videos and some affiliates. I just wanted to really test it out on my own market.

I also thought about what happens if I do it that way and if I can get people to actually create videos as part of me running the launch, doing it live.

So that’s what I did! It took a lot more work to set up.

The format:

  1. An optin page promising awesome free video marketing workshop with scripts, training and workbooks.
  2. 3 training videos and workbooks that covered confidence, creating your first video, how to be seen everywhere, how to create 3 months of videos in half a day.
  3. A competition that inspired people to create and share a 1 minute video (the topic was all about them of course).
  4. The cart to purchase was only open for 1 week.
  5. Stacks of emails and a lot more moving pieces

The result?

$45,000 in sales and just under $100,000 of upsells into VIP coaching.

Stage 6: Rinse and Repeat

Since then I have done a completely new rebrand of my business. Wonderful Web Women and Cool Cats Video Marketing Academy have all been simplified under the Romance Your Tribe Program.

The new program, Attract Your Tribe With Video,  will be released later this year, with all new updates to reflect the huge changes in video in the last year.

You can be sure, when it launches again, the launch process will be simple and incorporate all lessons learned from an initial launch of $zero through to a 6 figure program.

Don’t give up

If I had stopped at zero sales, I would never have gone on to make 6 figures from clients that came through that one program.

I know what it’s like to invest thousands of hours, dollars and emotion into the creation of a business, program and launch, only to have it flop.

It’s heart-breaking and most people simply don’t recover from that.

But hey, that’s what makes business such a powerful personal development tool!

If you don’t have the lows and lessons, you’ll never see the highs for just how wonderful they are.

If you don’t give up, you can turn it around. You can do it baby!

Action Steps: What you can do this week

Remember these things when you encounter having zero sales from your launch.

  1. Identify what the problem is. It may be about the numbers, your messaging or anything that you can find out once you ask for feedback.
  2. Look at the numbers all the way. Check out those who landed on the page, your joint venture partners, frequency of your email list, and many more!
  3. Don’t assume. Just because the people didn’t buy the product, they didn’t like the offer. Often, there are just some blocks that they encounter to getting their feedback.
  4. Ask for feedback. That’s why you need to ask them. Send them a quick survey.
  5. Focus on where the gap is (based on the data). Every launch has a unique challenge. Identify yours with objectivity.
  6. Approach this with curiosity, improve from there, experiment. Try different marketing strategies! Never be afraid to explore.
  7. Get results. From zero sales to at least a 6-figure dollar sales, get ready to take this on a new level.
  8. Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
  9. Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello and welcome! Janet Beckers here. Well, today’s topic, I’m going to be sharing a couple of embarrassing stories. Um, but I’m doing that in the way that I hope that it helps you because we’re going to be talking about when you do a launch and it totally, totally flops, like what do you do? How do you know, why did it flop? Do you give in, do you start all over again? What do you do? And I think a lot of times you hear so many stories of people having these outrageously successful launches that if you don’t come out of the gate with a six figure launch or a multimillion dollar launch, you feel like you failed. Yet. The reality is that most times when things launched, they just don’t go that well when you first started. Um, and then when they do start to pick up, it’s not necessarily this huge thing out of the gates.

It may be a smaller trickle. So I wanted to give you a little bit of a reality check on, you know, what can happen and what does that look like when you don’t give up? And then if the same thing happens to you, what is the process that you can follow to uncover why? Why did it fail and threw out all of this, including the process of what to do. I’m going to be really transparent with you on a launch that I did that totally flopped. And then I tweaked and did it again and then I tweaked and did it again and tweak and did it again. And so I’ll share with you the difference that it made. And then also, um, you know, what were the, what were the things that I discovered that I had to change? So let’s get stuck into it.

So the, if you’ve never run a launch and by, well first of all, let’s define what a launch is because it can mean so many things for so many people are large can simply mean that you are just announcing that you have got a new program or a new service, or it’s your new website, you know, your new business. Or it could be a totally new program that you’re putting out. Or it could be one that you’ve sold before and you’re going to be putting it out now. What does the launch look like? Well, it could be a simple matter of sending emails out to people. It can be, um, running webinars. It could be, um, doing a big event. It, it could be doing the, you know, the classic sort of, um, Jeff Walker, uh, process of the three videos and the emails and everything in the, on the open card and the shut card.

It could be running a five day challenge and then selling it could be running a webinar and selling. So at a launch does not have to have a particular format in order to be considered a launch. There are so many ways to be right. And as you all see, I’m going to explain to you the different ones that I trialed and what worked and what didn’t. So there are all launches all done in different ways. So that’s number one. That’s what a launch is. And a launch can go from being a very short lead up or what’s called a runway. Um, very short lead up to it. Like, you know, I’m just going to get this out there next week to other ones where I’m like these big really big launches that make multimillions they are starting to plan and prepare and put material out a year in advance.

So you know, it can be that short thing. Let’s get this out there or it can be really quite long. So, um, that’s what a lot, that’s what I’m meaning when I’m talking about a launch. So if you’ve run a launch of any type before, I’ll be really interested to hear from you as I’m sharing these stories. Um, and I’m also, you know, if you’ve never run one before and the idea of it just totally overwhelms you, hopefully today we’ll give you a little bit of a reality check and take away some of this mystery for you. Now, over the years, I mean, I’ve been doing online business now for, gee, it must be now. I kind of lost track. I must be about 15 years now. So it might even be more. So anyway, it’s been quite awhile. Um, you know, in different businesses, different programs.

I’ve launched a lot of different things over that time. But what I’m going to do here is I’m just going to share one particular product and the launch, because when I first launched this program, I made zero sales. So I’m going to share with you what the product was, why I made zero sales, and then what did I do to end up making itself maybe six figures. So that’s why I’m going to choose this particular one as a, um, as a case study for you. So being totally transparent, I don’t normally really share this in much detail, but you know what, I just want to take the mystery out of this whole thing of everything should work perfectly straight away. Um, and really one of the, I think one, one of the biggest attributes that you can have as a business person that is going to mean that you become successful and that your business helps you to achieve whatever it is that you’re sitting out with.

However you’re defining success. You know, I just want to get rid of that whole myth that it happens really quickly and you know, so one of those big, those are the, the main thing that you can have is to have that resilience and that persistence. So this is a demonstration on resilience for you. Okay. So I’m just going to flick over if you see my eye, if you’re watching this on video, um, and using my eyes going down, it’s because I’ve got notes cause I don’t want to make sure, I want to make sure I don’t forget anything here for you. So let’s have a look. You know, so the, the program that I’m going to be using as the case study for this is for my, um, my program called cool cats video marketing academy. Now, cool cats video marketing academy evolved because I used to have a program called [inaudible] TV where I taught people how to, how to create a, a podcast, a video podcast using three minute videos and, and what the success was that you can change and how to do that.

So had great success with that and, um, wonderful clients going through it. Now, over time I thought, you know what? People kept on asking other questions around videos. So I thought, you know what? I can do this a little bit better. I’m going to do more. So as part of that, I ran, um, with uh, with a friend. We ran a series of two day workshops on video, on video marketing. And so as part of that, we really got people comfortable on video. Um, you know, I, I taught a lot around content and structuring your content strategies, how do they milk it for all its worth and get seen everywhere. So from being confident on, on the, on the, um, camera to all the technology to the end, you know, the ultimate in of having this beautiful content creation machine. Now we ran these workshops, people paid thousands of dollars to go to each of these and we, and they sold, they sold really well and people got great results.

So I knew that the content that I was creating, not only did people want it because people had paid to go along to these workshops. I think they were paying $3,000, I can’t quite remember. It was about three grand to be able to come along to these workshops and they got results. So I knew that the content worked. I had some great testimonials, so I knew that the program was good, so I knew that it should sell on line. So then I created what we were doing in the workshops and I turned it, did all the preparation and created an online program now then it was ready to launch. Pretty exciting stuff. So for the very first launch, I decided to be super duper clever in the way that I was doing it. And so I use the format where I had a fantastic Optum that people were attracted to when they got there.

I had a onetime offer, which was quite cheap, which was the masterclass explaining how to use the, um, you know, the workbook that I’d given them. And then I had on the back of that, that they could purchase the thousand dollar program. Now I knew that people wouldn’t go straight from buying a really cheap opt in to buying $1,000 program. So I had a 12 month, um, 12 part $97 a month selling, uh, you know, payment plan. As part of that. Now I have, I’ve launched numerous things before. This is not a new thing for me to do and I thought, you know, this is the system that’s going to where it’ll be working the easiest and that way it can be a nice little evergreen money, you know, just ticking over for me. Now, the thing with this was I, I didn’t want to do all the copywriting myself.

I was pretty busy at the time. So before I even launched, I had invested, I think it was close to about $7,000 with a copywriter getting them to help me with the emails and the sales letter. Um, I had, my team had been really flat out because I created a whole new brand website, everything on it, mainly because at the time my wonderful web women brand wasn’t congruent. Um, that cool cats programs website has now canceled and we’ve moved everything over into interim tribe. Um, but that, so there was a, there was a big outlay that we had already spent with my team working on that. So there had been a few months of them creating everything, plus my sweat equity of creating all the programs. So really, you know, in order for me to walk, break an even, I really needed to be making about $30,000.

So all excited, everything ready to go, hit, go and sent an email out to my list and send it out to social media. People started coming in, they loved the Optum. Quite a few people were buying the, I think it was like seven or $8, you know, the special onetime offer to find out what people were interested in and interested in enough to pay something that worked pretty good. But when it came to actually sign the thousand dollar program, I had zero sales at zero. And you can just imagine how heartbreaking that was. It was really, really heartbreaking. So this is step number one. When something goes wrong, when your launch fails, what are the first steps that you need to do? So the first step is, you know what? Allow yourself to wallow in self pity for awhile. Okay? It’s all right. So, but don’t, don’t talk for too long.

I think I gave myself about an hour to wallow in self pity. And then the next thing that you need to do is to flip it around and celebrate and go, you know what? This is a great opportunity. You might have to kind of make it up to yourself a bit. This is a great opportunity because you know what? I am going to never be in a situation again. And if I do purchase for myself in anything similar, I know I can get through it. So you know what? This is a great opportunity to learn. So that’s a flip around in your mentality. Not An easy flip to do, but consciously take the time to look for where the lessons, what can you celebrate. And then the next thing that we’re going to do is once you’ve debt done that, I want you to have a look at what did work, what things did work really, really well.

Because there’s always going to be in something. If it’s didn’t meet your objectives, there are going to be certain things that did work really well. For example, it might be that in this case, people quite like the Optin, the gift that I was giving, which I think it was something like, you know, how to, you know, take one video and turn it into 32 different pieces of content, something like that. Um, you know, people really quite liked that so I could go, Yep. That like that went really well. Um, I also had people who were mailing me going, oh my God, I love your logo. I love your colors. I love the way that the site looks. It just feels so cool. It’s really groovy. So that was a good thing. And I also had people emailing me going that they were interested in learning about video but then won’t buying.

So there were some things that were working. So I, if something like this happens for you, don’t just go on and think, all right, I’ve got to throw out the lot. Cherry pick and think. You know what, what things did work and why did they work? What can I keep out of that? That worked really well. So that’s number one. Okay, so now let’s move over and we’re going to have a look at what do you do next when things go wrong. So the first thing that I did is I thought, you know what? I’m going to ask people. So this is one of the things that you need to do is find out, ask people you know, why didn’t you buy? And the easiest way to do that is if you’ve had people who have opted in, you know, who’ve maybe got your Freebie but they haven’t purchased is you can send out an email to them with a link to a, an anonymous senior survey saying, Hey, it wasn’t me.

What was wrong? Was it something that I did, you know, did I do something wrong or what else was it? Why didn’t you buy? Um, that sounds kind of crazy. That’s actually the wording you use. And um, people will reply say no, no, no, no, it’s not you. It was this. So that’s where I was able to find out that I had gotten a couple of things wrong with that. Number one is it was just, I had made it to clever, had too many points in between. So a lot of people never really got to see the sales page for the main program if they didn’t purchase the cheapie one first. I had to wait until the emails came through and then I would see that, you know, you can buy the main program. So for that reason, it, you know, I was just being too clever.

So I decided I was going to simplify things. Now the next thing that I found out from people was they were saying, oh, this all sounds really, really good, but I’m just even too scared to make a video yet. Little on the idea of how I can create a video and turn it into 32 pieces of content. That was the Aha. So where are the lessons for this? So for this one, was our things too complicated? Have you made things too complicated? It could very well be the system that you’ve been using. And the next thing is have you, are you really addressing what the, the real problem is that people have, they may have an aspiration of creating, you know, fantastic video content that goes out there all the time without them having to be flat out. You know, always creating that may be the aspiration, but if you’re not addressing the actual problem, well then you know what, they’re not even going to be able to and make it even take up the aspiration.

In my case, the problem was they couldn’t even imagine where to start and what would I say anyway on the videos. So that for me it was a really important lesson in that first occasion. Now this is where it comes down to resilience. It’s really, really easy to go, you know what? As the product, I’m just not, I’m not even a bother. I’m just going to do something completely different. So instead I thought, well, I know that people need this program. I know that I can get results for people because you know, people have come along to workshops with me, so let’s see if I can have another go and I’m going to simplify things and I’m going to really make sure that I address that core problem. Now, as part of this, I thought, you know what? It was getting close to Christmas time and I thought, I just got to get this out there.

I’m going to have to have another go at this before Christmas comes, because you know, otherwise it’s going to be, it’s going to be put off for longer. So I decided to do something that I’ve done numerous times is I’m just going to run one webinar. I’m just going to run a Webinar and I’ll make the offer on the Webinar and then I’ll tell people it’s available for week. Really, really simple. Now I’m fortunate that I already have a database that I could go out to. Um, um, so that’s what I did. I just sent an invitation. Now I ran the Webinar and this time when I ran the Webinar, I focused a lot on showing them how simple it was to create a video and running them through the kind of things that they could talk about and that script and really talking about how to make it easy, really debunked the whole technology thing.

I just showed them. How do you use your phone and let’s get your phone and let’s just make a simple video and challenge them to go and make one and share it with me. Now that’s simple tweak number one is I just had, I ran the Webinar so I just got it done. And also I changed the messaging as soon as I did that from that one webinar. Um, just before Christmas, $12,000 worth of sales, the exact same sales letter, I did not change my sales letter. I just changed my messaging in my marketing. So the message for you on this one is can you simplify things? So now that may not be your problem. For me, I was just being too clever cause I could be a smarty pants, but you know, have a look to see have you got too many moving pieces and is it confusing people?

And most importantly, do you really, really know your tribe? Do you know them, listened to them? So I found this from first of all running that survey saying, why didn’t you buy? And also listening to the emails when people, people, things that people were writing into looking for the trends. Um, and that’s how I found that. So make sure you know, you’ve got to go back and make sure you’ve got the right message. You really do because there’s no use talking about something that they really aspire to. If there’s something big that’s going to block them, even taking action to start with. So really have a look at that. Now moving onto the next thing is the next time that I ran, I thought, you know what? Okay. I want to see if I, I’m going to just treat this with a bit of curiosity, a bit of an experiment.

I tried one, um, type of, um, marketing using a marketing funnel. I tried that. I’ve tried a Webinar. Now let’s see what will happen if I actually do like the full on launch where I will have the three videos and I’ll have some affiliates, you know, as I didn’t have many met very many Phillips, I’m just wanted to really test it out in my own market. Um, and as you see what happens if I do it in that way and I’m going to do a little bit of a challenge and see if I can get people to actually create videos as part of me running the launch, doing it live. So that’s what I did. I took a lot more work to set up and so I, that’s what I did. People could register and for there had three videos spaced a few days apart. Each one had a, um, uh, uh, a workbook that they could have some exercises that they could do.

And then at the end of the third one I said, okay, the doors are open and you’ve got to wake. And of course, you know, hammer them with video, with emails afterwards saying, you know, why you should by answering objections now this, um, this is a much more complicated system, but it’s actually a really lovely one to do because people have a chance to really get to know you with the videos. Um, and they get a chance to actually see that if I can do it myself. So when I did that one, then I ended up with, I’m just having a look at my numbers here. So we made 45,000 on the frontend on that. So for me that was just testing it to our own market and I thought, okay, this is a nice system, this works. So, um, what I did then is I turned that into an evergreen, so, and I just started running traffic to that.

And interestingly, the evergreen never worked. We still, we’ve made great money through it, but it was never like the nice big lump sums that you get. But here is the interesting thing, um, that, so that program, I’m actually going to be launching that again later in this year. Um, but it’s going to, there’s a lot that’s changed in the way that you use video online in that time. So I’ve actually taken it off the market because I want people to have what’s working now. Um, and so it’ll be fun to experiment with the different launches with that. But here is the interesting thing. If I had stopped at zero sales, I would never have known that by me doing the webinar method and then doing a very, just really to my own list doing the, um, the three video traditional launch formula, I would never have made that money.

And importantly, a lot of the people who did that video program then went on to become members of my other program, which sells for $2,000 and members of my VIP programs, because they got Nomi, they’ve got results with what they were doing and they wanted more help. And as a result of that, if I had given up at at zero sales, I would not have made hundreds of thousands of dollars worth of sales because of all of the other things that were sold on the back end of it. That’s a huge difference, isn’t it? So I just, I just think that that’s a really lovely case study to have because I nearly gave up at zero. It was a heartbreaking, it’s really heartbreaking, especially when you’ve invested that money and that time. Um, but I didn’t give up. And so that for me, that’s been a really good lesson in resilience and it’s a really nice case study.

Our hope for you to be able to go and, and really approach everything that you’re doing with that sense of curiosity. So now let me go through a bit of a checklist for you. Let’s just say that you have launched your app program and it could be something small, something really big, whatever it is. Um, you’ve launched something there and it hasn’t worked. You’ve either got no sales or you got only a few sales. Here’s a checklist that you can go through to go in the right order of trying to work out what went wrong and what can you do better. Okay. It’s like get ready to take some nights. I’m just gonna refer over to my notes here. The very first thing is we want to identify what this problem is. And I can tell you what it is. Normally a numbers game. In my case with the very first launch, it wasn’t, um, it wasn’t a numbers game.

I had my message, my messaging wrong. But as normally a numbers game I’ve got, I don’t know how many times people have done all of the work of doing an opt in and you know, making it so that, you know, they’ve got emails that go through to a sale, you know, they’ve got everything in place and then they will say, well I tried that one and it never worked. You know, I didn’t get that many people who signed up for it and I didn’t get as many people who bought. So the first thing you’ve got to do is work out, is this a numbers game? Okay. So when it comes to your opt in, you’re only going to get, usually I can normally get around 50% of people who land on a page can, will sign up, but that’s, that’s pretty good. A lot of times you only get 20% some people can get 70 or 80% if it’s to a really warm market, but just understand you’re only going to get somewhere normally between 20 and 50% of people who were going to sign up to even get your Freebie.

Then once you’ve got your Freebie, then once people, once you send emails out to people, you’re really only going to get, maybe 20% of people are going to open that email. Then of that 20% then open it, you’re, you’re not going to get 100% of those that will click the link to go and see what you’ve got to offer. So you can see here at every point the numbers are getting smaller. Now you may only get say 5% who click an email that actually received it. So if you’ve got 5% then if you’ve, you know, you’re only ending up with, you might have a hundred people who have opted in. You may only end up with Ulta ultimately, or 100 people who go out and see leaving the chance to opt in. Maybe only one sees the sales page. So then how many of you’ve seen that sales page are actually going to buy?

So what you need to do is you need to look at all the numbers along the way. You need to see, all right, how many people actually landed on the page? Did I spend enough on advertising? Did I bring in joint venture partners? Did I use my, did I email my list enough times? Did I go out on the circuit and be on it? Everybody’s podcast? Did I shout from the rooftops? Did you use everything that you could do to get as many people to actually see it? Very often? That is the thing that’s meant that you never got the sales, you just didn’t have enough numbers going through it. It’s like plumbing. You’ve got to have water pouring in that at every point there’s a little areas, little constrictions, little arrows, a little, you know, detours that go off his little constrictions all away that are in that piping before anybody actually gets to see your sales liver and decide that they want to purchase.

So don’t just assume because people didn’t buy that, they didn’t like the offer. It’s just very often it’s a numbers game. Okay. So that’s why I liked the software that I use. Tenex pro. I’ll put links down to what below you can go to romance, your tribe.com. Forward slash 10 x pros. I just the number 10 10 x price special because I have, um, I’ve become really good with the man who owns the company cause I love the software so much. Um, and so we’ve put together a special offer there. But the reason I like it is it will actually tell me the numbers and every single page that I’ve had in my funnel and I can see, you know, is it a numbers game so I can see all of that stuff. So it takes away that emotion. If it’s a numbers game, don’t even worry about looking at everything else yet.

Just focus on the numbers. Focus on where was the gap? Okay, so is it a numbers game? Um, is it not people opting in? Is that people not enough people opening your email? Is it people when they land on the sales page, how many of them are actually buying? You don’t know unless you’ve tracked your numbers. Okay, so that’s number one. It’s normally that. It really is. It’s normally that. Okay, so now let’s look at the next one. Price. Now most people will assume that it’s the price. I, this is the main thing I’ll hear from people. They’ll go, my program didn’t sell. It’s because it’s too expensive. I knew people wouldn’t buy. I just knew it was too expensive. I’ve got to drop the price. If it’s not a numbers game, if you’ve worked that one out, then price will be the next thing you look at.

But very often it’s not going to be the price. It may be if you don’t have a payment plan as an option. That might be the thing that makes the big difference. But you know, it’s very often not the price. So I’ve put that as the next thing to look at. Just for you to say, don’t just go there and think by dropping the price, that’s going to be the solution. It’s not normally it. Okay. So now let’s look at the next one is how well do you know your tribe? I thought I knew my market really, really well when I launched the video academy to start with, but I obviously hadn’t been listening properly because I was focusing on what they can do with all of their videos rather than really focusing on how do you even create your first video and what do you say and how did he get brave enough to do it.

So for me that was a, Oh really? I know I know my market, but I wasn’t listening properly. So the things that you can do is talk, you know, send that email out to the people who didn’t purchase. Ask them why. Um, actually the people who, if you know, if anybody did buy, go to them and ask them, well why did you buy? But not many other people did find out what it was that they, that was different about them. You want to even run a survey to your, to your list. You can randomly choose people who eat, who are your ideal customers and ask them if you could interview them and ask them what you know from what you’re looking at here, what’s missing. So take that time. Honestly, that can be the huge difference for me that made the difference between zero sales and ultimately what was hundreds of thousands of sales that resulted from it.

That’s a big difference. That was the main thing. Now let’s have a look at the next things that you’ve got is, and this was the big one that I’ve addressed already, is where you really addressing their real problems or were you addressing other things? So in your marketing, it’s the marketing is the main thing where you’ve really got to address the things that are stopping them. And so, and that’s an all normally those sorts of things are actually something that’s on an emotional level. People were scared to get on video and make a fool of themselves cause they thought they’d waffle on. So I gave them a script. Here’s the exact seven steps script to follow so you can make a video that doesn’t waffle on. That was enough. Then they got the confidence so, and they could imagine themselves doing it. So that’s a really important one.

Now the next one is, um, one that can really make or break if it’s going to work. And so that’s social proof. So for me, that wasn’t a problem when I did these launches because I had already been helping people to use video and get results with video. So I had lots of testimonials and lots of videos and stories of people who had had success. If you’re not getting the results, is it because you don’t have enough testimonials or you’ve got the wrong ones? Can you prove that? What you’re doing actually works for people. And if not, well maybe what you need to be doing is it, you need to be working with a smaller group first and working extra hard with them to make sure that they’re getting the results so that you can then get the testimonials that may be what you need or it may be that you haven’t asked for them.

I’m really bad at doing this is remembering, you know, to ask people, hey, you’re getting great results. You know, I’d really love to hear a story from you. So that could be the big thing that is missing is that social proof. That is one of the big things that will stop people from buying. And the very, very last one is have you given people enough time leading up to your launching your program where you have been putting content out there, where you’re visible, where people get to understand and trust you. And if they have been, you know, really getting to understand the way that you help people. So, um, one of, one of the, uh, the, my, my friends that I’ve known through business, Stu Mclaren, he talked, he refers to this as the runway and he will be doing something like a six to 12 month runway of developing trust and by putting out lots of videos and content leading up before launch and has found that the longer, the long way the runway, the better the launch.

Um, and so that is something that you need to be thinking of. And the nice part is, is if you have a nice regular routine that you’re consistently putting content out there, you don’t necessarily have to consciously be planning the runway so much because you’re already doing it. Um, so that could be another thing there people just haven’t had enough time to get to know you. All right. So that’s my checklist for what to do if you do a launch and it totally flops. I would love to hear from you, um, any Ahas that you’ve had from this. Um, you know, this, this is something that I don’t normally share. I’ve shared these stories with my VIP clients, uh, but I don’t normally sort of go into that detail publicly cause sometimes it’s a little bit embarrassing when you’ve been doing this for over 10 years.

And that’s the other thing, you know, I think doing marketing online, building my business online for over 10 years and I can still put a product out and it flop like straight out of the gates zero. But the difference is approaching it with curiosity, approaching it with a little bit of dispassion and seeing what can I do to improve this and the results are worth it. So I would love to hear from you. Um, your bigger has now if you’d like help doing any of this with getting your content out there with using your video, even though we’re doing the video marketing, um, launched later in the year. But my VIP is already had access to all of the programs that we have. Um, if you’re, if you’re wanting some help with attracting a tribe to you, attracting that tribe that absolutely resonate with what you do and see you as that tribal business leader that they want to do business with it they want to work with.

If you want help doing that so you don’t have to keep on chasing people all the time. And so that when they do come to you that you’ve got a lovely suite of group programs that are, it means that you can help more people with working less. If you’d like help doing that, just let me know. Just drop me an email or a message. Tell me a bit about your business and what it is that you’re wanting to achieve and what you’re needing help with. And I’ll get back to you and let you know which of the solutions that I’ve got that I think is the best one for you personally at your level. And then I’ll be able to help you. Okay. So looking forward to hearing from you. And if you have a friend in business that, um, you know, that really needs to hear this, that this will help them either recover from a launch or to keep on going. Um, please pass this on to them because, you know, that’s just, let’s get out there and just have a go and do stuff. Okay. Bye!

Rapid List Building with a Virtual Summit

Rapid List Building with a Virtual Summit

Today’s topic in this special episode of Romance Your Tribe Radio is dear to my heart. We’re diving in deep on the strategy I used to launch my online Wonderful Web Women business that took me from unknown to a list of thousands and replaced by previous 12 months income in just 8 weeks.

I’ve invited one of the world’s foremost experts on the strategy of Virtual Summits, Navid Moazzaz to share how a Virtual Summit can grow your business and step by step how to get started.

We also share what has changed since I launched with this technique over 10 years ago and share some cheeky behind-the-scenes stories from both our businesses.

In this episode of Romance Your Tribe Radio, we discuss:

  • What a virtual summit is
  • Why you’d want to do this instead of webinars and podcast?
  • How to use a summit for rapid list building
  • Different ways to make money through summits
  • How to get people to promote you for free
  • The cheeky thing Janet did on her first summit (out of desperation)  that was responsible for launching her credibility and then big sales.
  • How to get a detailed checklist to run your own Virtual Summit
  • Who this is NOT suitable for
  • Action steps you can take this week.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Virtual Summits. Deep Dive into List Building and The Oprah Effect

Before we jump into the strategy of successfully running Virtual Summits, let’s cover a few basics.

Some definitions to begin with…

What is a Virtual Summit?

A Virtual Summit is an online event or conference which is like a podcast or webinar on steroids.Multiple presenters deliver teaching sessions on a specific topic and people from around the world interested in the topic can register to attend the sessions.

Virtual Summits usually have multiple speakers. There are usually multiple presentations every day  and the summit can go for as long as 5 – 7 days with around 20 – 30 experts who can join you and promote you.

How Virtual Summits Grow your Business

Both Navid and myself shared on the podcast that we both launched our businesses online using the Virtual Summit strategy. The result was fast growth of our email  lists, influence and income.

These are the major benefits:

List Building

To understand how a Virtual Summit works to grow your email list, let’s use the visual of an offline conference or summit. One that is held in a huge conference centre with the doors to the conference room closed until the conference is ready to start.

So people have to hear about the conference, travel to the conference, line up and register and then get in through the doors when the room opens so they can get a seat.

So let’s see how that works on a virtual summit so you can see how the list building works:

How they hear about the conference: Sure, you can do advertising and other marketing strategies but one of the best ways to get people to hear about the summit is to ask the speakers to promote the event to their own mailing lists. You give them an incentive by sharing a percentage of sales to people they have referred (I’ll talk about the sales part in a moment).

Travel to the conference (traffic): To get the largest number of the best people to register, you want to make sure your speakers have a great reputation with their mailing lists and they are also willing and enthusiastic to promote. That’s why Navid recommends inviting speakers who are very well known in your industry (the draw cards who often won’t promote enthusiastically) and awesome up and comers (who will often send the most traffic).

Registering: This is where you grow your mailing list. All these beautiful people who have heard about your summit on the recommendation of people they trust, must register to join the summit and get all the info they need to take part. The summit is usually free and each person must join your mailing list on the event registration page. Ta da! That’s the point where your list can multiply for thousands.

Grab a seat: After people join your list you then communicate by email (and of course you can add social media to the mix) so people can build trust with you and make the most of the actual Virtual Summit.

The Oprah Effect

Ever heard of the Oprah Effect?

In The Oprah Winfrey Show, Oprah (the queen of talk shows) turned many fashion and lifestyle products into multimillion-dollar companies by just endorsing them on her show! Her audience believe in her because she has been seen as someone authentic, who has had a great impact to their lives.

Oprah wasn’t the celebrity to start with. Her impact came from actually interviewing celebrities and people of influence. Her impact built from being the interviewer, and someone people grew to trust.

Through a Virtual Summit YOU become the Oprah of the show.

You are the trusted interviewer who has great conversation with celebrities in your niche. You are seen as “one of them” quite quickly and your trust and credibility expands fast.

Sales

Navid shares many case studies of people making 5 and multiple 6 figures through their Virtual Summits. When I first launched my business Wonderful Web Women through a virtual summit I replaced my previous 12 months income in just 8 weeks!

In short here are the most common ways to make sales through your summit:

  • Sell the recordings and action plans of the summit as an “All Access Pass Upgrade”. These can range from $27 to up to $197, with $97 being a nice sweet spot. It all depends on your niche. A 6% conversion rate of people taking up this offer is usually considered great though Navid shares that some of his clients have converted at over 20% (well done!).
  • Upsell higher priced programs and coaching during and after the summit. This is where you will make the most money. So make sure the topic of your summit attract the kind of people who will be interested in your bigger offers.

Affiliate Sales: you can recommend speaker products, software and other related programs to your new subscribers and earn a commission on all sales you make.

Grab The Virtual Summit Checklist 

There are a lot of moving pieces in running a successful Virtual Summit.

I DO NOT recommend running a summit if you are totally new to online marketing as it can be overwhelming.

However, the results can be huge when you do it well.

To make it easier for you Navid has created a very detailed and brilliant checklist which you can download for free from here.

It really is very thorough and gives you an idea of timelines, how to choose your topic, how to decide who to invite and the techy stuff you will need.

Action Steps: What you can do this week

Do these action steps to get started with your Virtual Summit:

  1. Ask yourself: How do I want to do it? Live? Recorded? Alone? With other speakers?
  2. Choose your topic: What topic will help you position yourself at the next level of credibility in your niche?
  3. Start Building Relationships: Who do you have on your wish list as featured guest experts?
  4. Check out and introduce yourself to our guest Navid Moazzan. He has had a number of virtual summit goodies for you over here at https://navidmoazzez.com And yep… you can download your checklist for free:)
  5. Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
  6. Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more. This is perfect software to run a Virtual Summit 

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:    Hello and welcome everybody. Janet Beckers here and I’d love to introduce you to my wonderful, wonderful guest, Navid Moazzaz.

Navid Moazzaz: Hey, what’s going on and excited to be on the show.

Janet Beckers:    Yeah, I’m really excited to, we’re going to be talking about a topic that is super, super close to my heart, which is virtual summit. Um, and the reason it’s so close to my heart is that is actually the technique that I use to launch my business. Wonderful web women, which has now evolved to run into tribe. It’s the reason that I went from having nobody knowing me. I’m having a mailing list, which was actually just my mom to thousands and thousands of people winning awards, you know, re replacing 12 months worth of income with just in a short time all based on this particular strategy. So since then, a lot has changed. And so, um, I’ve invited Navid along because he’s the man that knows how to run these so well now the most strategic way to do them, the way for it to work now rather than the way that it used to work when I did it 10 years ago. So that’s why I’m excited about this. But Tom, before we get started, um, let’s just, you know, I love to introduce the people, everybody here to you, not maybe just because, um, just so we can get a little bit of an insight about who you are and why you’ve gone down this track, um, before we start diving into any of that sort of strategy stuff. So, yeah. So tell us a little bit about you. Like why, why are you so passionate about this particular way of doing business?

Navid Moazzaz: Yeah, absolutely. I mean, it wasn’t always this way, but it’s kind of the summits and all this. I actually was kind of, uh, you know, stumbled across it because I was doing a podcast to me in a similar to this. I was doing that a few years ago. You know, because every one they were talking about, okay, got a larger cost cause and I think it’s a great vehicle. I definitely think I can and it fits in with what I’m doing now. It’s just when I did it, I started basically from scratch and I was building relationships with some influencers and all this, but I wasn’t growing my email list. I wasn’t generating that much revenue at all when I started out. So animals, blogging, podcasts and do that. And then I stumbled across these summits in the health niche because they, they were appeared to be free.

So sign up for them and I saw how are they doing this? How are they generating so many subscribers? In some cases I saw they were generating tens of thousands if not sometimes hundreds of thousands of email subscribers for one kind of online event, a virtual summit. And, and I also checked out how they’re monetizing. So they had an all access pass. They were sometimes promoting something in the back end and all this and some of these summits, they were doing millions of dollars in revenue. I was like, Holy Shit, how are we doing this and doing this podcast, which is a great vehicle, but I wanted to kind of level up my business quicker. Podcast is not the best list building and kind of right away, this is more for me if I would do a podcast and they would be more kind of connected my existing audience rather than just kind of skyrocket and build a new one.

So that’s kind of how, yeah, I mean I don’t know if you can feel the same, but like podcast, I think it’s a fantastic app. Always week in and week out, have a consistent schedule to connect with your existing audience. But unless you have a massive following, it’s not going to kind of do that much when you starting from scratch. Whereas the virtual summit, it’s kind of an online event. It’s kind of like a podcast or Webinar steroids. That’s kind of how I, how I like to put it. Right, so you have multiples. Yeah, I mean, yeah, multiple speakers on a, so you have 20 to 30 experts typically over, let’s say five to seven days. And some of them will come on and promote you. They promote you to their email list, their most valuable asset. And that’s how you are basically growing your audience and always the, we can go get into how you actually add value to the speakers.

That’s part of our, you know, virtual summit mastery. That’s kind of my sister and my program and how are we teaching this? We actually go really big on are making it a win, win, win. So I went for you. You’re going to grow your audience, going to grow your business from the summit, but also a win for your speakers. They gonna, you know, get something out of this. They going to grow their business from this and also for your audience. So you want to add value to them. That’s kind of a, I guess you wanted to get into a little bit. So, so kind of the difference, you know, before now I think

Janet Beckers:    that’s kind of how we can start. It started off in giving you a little bit of an insight into now it is, um, because I find the kind of strategies that people specialize in really reflects a lot about their personality, like the kind of things that you get drawn to. Now. We met, we were both in a high end mastermind with Ryan Laveck called the elite mastermind. So we actually got to know each other really quite wells through, even though there were a lot of people in the group through that year because it’s not only were we having an opportunity every week to communicate, but we had retreats away and lots of times. So you get to know people really well. And I just loved how you were saying then about a core part to what you are, what your approach has been. You know, what’s going to be in for everybody.

Everything’s got to be win, win, win. And that was one thing I really noticed about you in all of our connections through out that whole year of late was, um, and everybody listening you’ll really get to see this with, with Navid, is you’ve always very much focused on the other people rather than yourself. Like every time that you would be contributing to conversations, anytime you would be, you know, sharing and presenting to the group, everything was always focused on what was going to help everybody else, what was the win for other people. Um, and so it makes perfectly good sense to me that you approach your marketing using a strategy that is very much focused on what’s in here, but absolutely everybody else, it’s very much a connection, a connection sort of personality, I guess, that that can be really attracted to doing this as a strategy. Yeah.

Navid Moazzaz: Oh absolutely. I mean, I’ll also, I just wanted to just kind of backing things up a little bit though. I’m in Davos, a fantastic, fantastic year actually. I think I, I definitely got to know everyone right away because I want some kind of price or like the, you know, the super share. I remembered the other first elite masterminds I had to kind of go up there and share and obviously then people familiarize themselves with me a little bit better about, yeah, I mean really kind of divorce the, you know, I had, as I said, I had the podcast, then I did my first summit. So before that I only had about 900 to a thousand [inaudible]. That was in 2014 so a few years ago. And I hosted my first summit, brought on a bunch of speakers on there obviously, and then I got about 3000 email subscribers from that summit and $20,000 in profit dot actually was the vehicle that I could quit my job and move abroad and basically start living the lifestyle I do now.

But if I would have stopped there with one summit, and that’s also what kind of is unique with how we are doing things, then it would have ended there. Basically. There’s a lot of people, they don’t leverage the momentum. So you’re gonna take that stomach, that’s a springboard for you to take your business to another level. So I quickly grew my business from that initial success. You know, making like $20,000 in profit from that summit to multiple six figures. I can, the next year I’m making 200 k the next year. Like we, they’re not be hosted and not as summit did like almost 30,000 subscribers. The next one and then a basically that dob that took my business, you know, it’s three x more to 600 k from 200 k to 600 case. So it was like it just growing, growing very quickly and then making an impact as we go. Because the lifetime value of a summit, you know, a 10 d and even more kind of the people who purchased the all access pass of the summit is very high. We have made, you know, all of that are most successful summit, which is, it’s almost 30,000 subscribers. They have actually made over $1 million from dad one summit. So it’s pretty interesting how it works and just monetize the audience.

Janet Beckers:    Yeah. Well let’s dive into that. So I think one of the things that we’ve said w to give everybody here a little bit of a structure for you, taking your notes, what we’ll do first is we’ll really get super clear on actually what a summit is so that you can understand exactly what is a summit and how does it work. And then, uh, know, and I fought because I actually launched my business with a summer and, but things have changed. So we’re going to go and to, you know, the difference between what worked back then and what’s working now so that you can get an idea and we’ll give you some reality checks on what kind of timelines are involved here. What kind of, um, you know, what you need to know before you start going down this track. So, um, so let’s do that. So the first thing, let’s just do like a really simple, how does, you know from the, the simple things that like what actually is a, a summer, like how on a very, very briefly overview of what does, what does it, how does it work?

Navid Moazzaz: Yeah. I invent a, essentially, as I mentioned, little bit alluded to before, it’s, you know, a multi speaker event over a few days, right? So you might have, can be a smaller summit too, can be like a one day summit event. But I think when you’re starting out and you want to kind of, you know, blow up your business a little bit more, it’s more beneficial to you to host the five to about seven days summit because you can have more speakers on there. So let’s say 20 to 30 speakers because let’s say you only with let’s say five to 10 speakers, you might not get all of them to promote you initially. You know, you got to have a mix of kind of different levels of speakers and all that. And so it’s more beneficial to have kind of this balance 23 or 20 to 30 in some exceptions you can have maybe 10 to 15 but usually most people find these 30 it will do well and does somebody still believe free to sign up for it.

You want to grow your email list, you want to grow an audience from this and essentially you’re getting paid to grow that email list, which is really cool with the way we are teaching it and then you have an all access pass base class that instant after they opt in, they give you their email address, they have an upgrade for door locks as pass. That includes Billy recordings can be some great bonuses that is like hell. Helping people to implement the content can be action guides session knows you can have also bump offers. You can have a lot of different things to kind of maximize that lifetime value even more. And in dunning that’s basically creates your products, right? Your speakers are creating your product for is even if you don’t have a product yet and you’re feeling like why? How can I do this? Well, you don’t need one. I didn’t have one before I hosted my first summit and then my s all access pass on my premium pass became my first product. So that was pretty funny actually. Yeah. Yeah.

Janet Beckers:    So I think that’s the thing. He, for people who, this is a totally new concept to, because this is the thing I used to find that people couldn’t get their head around is around the list building is you will have all of these speakers, but in order for people to be able to know where do they get the, where do they hear the interviews, what time does it start? All of that sort of stuff. In order for anybody to be able to take part in it, they have to join your mailing list. So really you’ve got everybody that’s going to be sharing that this, that this is coming up and they all have to go. You’re the gatekeeper. They go through your optin page. That’s how you build your mailing list. So

Navid Moazzaz: exactly. And you can do prerecorded too. I wanted to mention so people don’t feel all around. You need to do live sessions. You can, here’s what we recommend so you can build a maximum engagement. So if you’re doing this the first time, good, do record it. So you do recorded sessions with the speakers. Let’s see how 20 speakers, he did 20 recorded sessions with them during the summit. You could include kind of a light kickoff, you know during the time it’s happening. There’s some advanced strategies to later you can turn it evergreen and stuff like that. But the first time you’re doing it, like include a few live sessions. I kind of like office hours maybe in a Facebook group, just to kind of add that kind of, you know, engagement and connection with the audience as well. So they feel you’re part of it.

Navid Moazzaz: You can also have comments and stuff like that, but it’s, it’s just the, you know, you, I’m sure you’re honest, I’ve seen these not regular conference. Essentially you’re bringing it kind of online, just having it free for a limited time. Usually it’s 24 to 48 hours. Availability from bene session goals go live during the summit. Then he pulls, you know, basically you lock it down in the mall, the all access pass. That’s Kinda what’s going on here. That’s how you also seeing and a lot of people upgrade. I mean you’ll be surprised like you know a good, you know, I would say decent upgrade rate would be, you know, from free options to paid is about let’s say four to 6%. Anything above 6% is considered pretty good. So we have students even getting 21 to 30% is, you know, cool in some niches like in the heart niche. And we had the wanting to play therapy niche, getting a very high conversion rate, that recent one and teaching in a Spanish language or for for teachers basically. So that was pretty cool. Got a very high conversion rate for all access pass as well.

Janet Beckers:    So I love, I love this idea and the nice part is when it comes to sort of understanding all the steps in this, understand that you’ve got a fantastic checklists for people to be able to use, haven’t you? So they can, they can go there and have a look at all the different things that it, that actually the logistics that take part in doing this. Is that right?

Navid Moazzaz: Yeah. So the, let’s see us on my side and I’d be more [inaudible] dot com slash via his last shaviah via some slash. Cheatsheet you can link that up. Also, we have a free guide without any optin. It’s just virtual summit, guide.com basically. And you can check it out there. So yeah, it breaks down all this. Yeah. Going fast or anything like that. Then you know, someplace we have Wilson Master class you’re running, so you can check out there if you just simply email me if you are on my list or something.

Janet Beckers:    Yeah. So let’s have a look. So just so that you know, if you’re listening here and you’re going, oh fuck, I can’t understand all the parts that no, that’s okay. Because you can go there and you can get all the details on there. So what we want to do today is we want to give you an overview of you starting to think about what you could do yourself and how you would use this in your own business. And then we’ll, we’ll just go through some of those decision points and excuse me, and we’ll look at some of the, you know, how are you going to make the most of it? So that’s that we’ll be able to see what worked for me and what stopped working. Um, and so, and what’s working really, really well now. So the very thing is, let’s have a look at the topics because when I launched mine, mine was launching a business called wonderful web women.

And I had absolutely no street cred at all in that area. So for me, I thought, well, if I can find the most successful women in the world, I don’t have to be the expert here. I’m not the boss. Like I’m not the one that’s saying, look at me. I know everything as really passionate, you know, positioning myself as the passionate reporter, which is a really powerful way to start out because it allows you to be able to go, I don’t know, but I’ll find out for you. So it takes the pressure off you if you’re not feeling like you’re the legend. Um, but for me it was easy because I could go back then, like nobody was doing them like I could. I found it very difficult to find people to learn how to do it. So I had to pull everything’s together separately, like find somebody to teach me how to do interviews and other person to guide me on the tech stuff and all in another one on joint venture.

So I had to kind of bolt it all together. But for me, I just did the top Econ, you know, find the most, you know, low from the most successful women online. Now that worked exceptionally well back then because there wasn’t a platform. Is that not only people we could go for that I didn’t, that couldn’t find these female role models. They just weren’t many. And also there wasn’t, um, you know, for the fame for these wonderful successful women, there weren’t as many platforms for their to get their message out. So it was at, you said at the beginning what’s in it for everybody? That topic worked really well, but I don’t think it would work very well. Now it’s way, way too general. So from what now, like what would you recommend for people to take into consider working out their topic?

Navid Moazzaz: Yeah. Obviously like 10 years. I mean telesummits was what it kind of called when it came to the scene and what and all this kind of on, I mean the teleseminars and all is usually actually they were not even that time. I mean there were some were some with great content, all this. But the problem is sometimes I think there was not even video initially and that I came a little late now. Yeah. It was not really a, it was, it was harder. At least you could probably, we’ll see kind of maybe more advanced at the time to do what we are doing now with, you know, zoom or whatever. You know this really easy, these things,

Janet Beckers:    You couldn’t even prerecord, but you had no way of playing it back to start at a certain time. Say you had to either do them live and we had to be there and click start through the replay. Then it was very difficult. Yeah,

Navid Moazzaz: it was. Yeah, it was. It was harder. But now these days I think the high perceived value mean there’s podcasts and their audio on they’re great and you’re sharing maybe stories and stuff like that on a podcast. But I think like really humming very on a summit. There’s also ups, you know the game a little bit. Then it doesn’t have to be too hard. I mean, I’m right now, for example, I’m traveling, I’m here in the US at a time. You’re doing this. I just kind of bought something. I’m just home depot. Like this background is, it’s not a real brick, you know, if you’re seeing this, yeah, this looks good, but I just bought this for like, you know, I think cost, it didn’t cost me too much to get it. It’s just a peel and stick or whatever and you put it on. That’s kind of how you see it could be to have a little bit more professional setups these days.

And then obviously a lighting, we have the green light, whatever. It doesn’t have to be that, but I think it’s the barrier to have a good quality. It’s easier these days. So that’s why it’s kind of a little bit expected so that you do the bare minimum to do that. And also in terms of kind of this topic which we talked about, I think having a niche summit like go very, instead of having a broad one, just kind of teaching, you know, women in online businesses on something maybe doing like a inter. So we, I can share some examples from students for having a fitness health summit. I think going deeper, not even a strength summit, maybe a women’s strength summit, right? So it’s, you know, for women by women and by doing that you’ll be a lot more successful. Like this student instead of maybe not succeeding at all because it will be too broad and you know, get a disappears.

She did 20,000 opt-ins and over $60,000 in revenue, basically starting in a new kind of brand from scratch there. So that’s kind of what can happen if you go more niche. I’m not saying you will the 20,000, but at least a few thousand, right? You will get more people excited to promote what you’re doing because you, you know, it’s also some industries they’re more competitive and the more competitive and industries you got to see how you can stand out either having different speakers or maybe the topic different angle, you’re going to definitely find a unique hook for what you’re doing in order to stand out in a competitive marketplace. So I think that’s even more important these days.

Janet Beckers:    Absolutely. And you know, I remember we had a discussion last time we got together and we can’t, it um, you, yeah, you had one. There was one particular thing that you said that stuck with me ever since, which was such good advice is when you’re choosing your topic yet narrowing it right down, but even, and then the next step was instead of say running a topic on something that you’re already known well for is step up and think, what do I really want to be known for?

Those topics for me that was a like, of course, you know, you could run one on, you know, an area that you’re already feeling confident, any you’ve got a following in that use this to help you step out. I think that’s really great.

Navid Moazzaz: I’m glad you brought that up actually because you might be, or let’s say you are right now a lawyer, but you don’t want to be known as a lawyer anymore. I mean then maybe you should think about what are I really want to do? What am I passionate about? What am I interested in? You don’t have to have the benefit of some it actually, you don’t need to have expertise right now. Obviously it can help you if you have some expertise to create courses and other things in the backend. But even if you don’t, you can be of someone who doesn’t…

You don’t have expertise, you can still get great speakers because you’re the facilitator, you’re hosting the event and you’re building essentially your brand by association. You can build almost instant authority. I mean there’s no such thing as an overnight success, right? But that’s kind of what happens with, you know, when you’re hosting a salmon, you’re putting people next, you know, next your, you know, face. And did they see you there? So you position yourself even we have had students, he had never had an ecommerce store. Right. Then Amazon, and he’s not even saying that I’m teaching this, right? He just hosting events and now is that actually just started, he started with some, is it like five or six of them and really successful, he’s say from [inaudible], not even a native English speaker. And now he just host these first offline conference with like 200 people in Prague.

So that’s what’s going to happen right? From virtual to offline events. Because you know, the most stupid thing, it’s good, excuse the expression, like hosting an offline event or something like that. When you’re starting out and I hear people coming to me, I want to host this event and get like 500 people show up. It’s very difficult to get people to shop in a locator. Alertly yeah. When you have an audience, you know, you have an audience who are interested in what you are doing, it’s a lot easier. So build the audience first, wait a summit for example. In this case we are talking about this. And then you can do a lot of other things like launching courses, launching high ticket, launching, hi. You know, offline events and the list goes on and on there.

Janet Beckers:    Yeah, I love it. That’s, so that’s, that’s the next part because you are the passionate reporter. So even if you are, recognize that having expert in a particular areas, think about how you want to be at the next stage. And that’s why it’s also a great one when you’re starting out. If you know what your niche is, you can, um, you know, really, um, you know, put yourself on the map really quickly. Now let’s talk about the next part because once people have worked out their niche, then the next thing is how on earth am I going to convince these people to actually say yes, I’ll be happy to be, you know, be interviewed. And then even even in the next step, you are, hopefully some of them will go, well, yeah, sure. And all that. My little list of incredibly engaged, the people who loved me, I’ll tell them about this and get them to come over and sign up for you. So I’ll help you build your list. But fatigue, get those people. Yup. Um, I know what I had to do when I first started to be because nobody knew me. Um, I’m really curious about what’s your advice for people, like what things are the core things that they need to keep in mind to get people to say yes.

Navid Moazzaz: Okay. Awesome. Yeah. So what I recommend first is to create this list. The main use Google sheets or can you say Eric, I use air table now. It’s like a Google sheets on steroids basically. But I put together my lists and, and it’s kind of a dream 100 list or wishlist, whatever you want to call it. And the first kind of influencer outreach, this doesn’t have to be only of people you are going to be a perfect fit for your summit. That’s kind of influence in your market and it’s good to have overflow of influencers potentially connect with. Right? So I do that first, but to get it out and like research mean, you know, as you get more seasoned in your business could probably have, you know, VA or someone like that research. But again, I think the connections, you got to kind of make them in some way.

Navid Moazzaz: It’s kind of like you can’t really, it’s harder to outsource authentic connections, right? So you’ve got to definitely, I think that’s really important. I do still to this day. Let me, I’m, I’m about to, I’m planning a summit right now and in the big process of doing this right now, and I’m doing all these kind of calls to the potential speakers connecting with them, but if you’re newer to this, I would recommend if you have time, basically start kind of being on the radar. You know, maybe you have been in programs, masterminds, whatever. In that case kind of share some add value them, like be, you know, obviously it’s the easiest to get in front of someone if you’re have been in a mastermind or if you have bought a program, if you haven’t, let’s say a book or a podcast, maybe to have a podcast, leave a review, do the kind of low hanging fruit to actually get in front of them. Maybe they have Facebook lives every week, shop their comment they get for sure. Get on their email list. Right? So you got to do these things. Stand up. Most people are actually not doing this, so, oh, it can be the person. Yeah, just do that.

Janet Beckers:    That’s that. You know, it sounds really basic. One on one, like number one is you’re being super organized, you actually got your heat race, you know, or your love list, however you want to put, these are the people I want. So your systematic. But then a lot of times what I always found, cause when I used to teach how to do this stuff and then it was a lack of period of time where it was sort of like, ah, this is great. So I used to get invites all the time from people who were not in my program. That was fine. Or even external. And my students never did this. And I know your students never would, but other people would come to me and I go, you just want to pick my list like you’ve, you’ve just, I know that this is just a cut and paste. You’ve, I’ve got no relationship. We’re all so they’re coming in cold. And so our reaction was I just had to cut and paste. No thanks. But you know, goodbye.

Navid Moazzaz: I’m glad you’re bringing this up.

Janet Beckers:    Yeah. Oh, I can’t stand it because it was obvious that there were, they weren’t thinking about me. And so when you said about, yeah, get on their radar. The other thing that I see people do wrong when they do do that is they go turtle Sangal. And so there’s a, you know, you want to position yourself as a, as an equal, as somebody who’s got a brain, somebody who they would be, you know, like to get to know. So if you’re on those Facebook lives and you’re going, oh my God, you just fantastic. I love what you do, which is monthly, but you’re not, you’re positioning yourself as a Pango asking, ask really intelligent questions, give, you know, share

Navid Moazzaz: like the one who is standing in line to take a picture, the one who’s like, ah, can I have a picture with you? I mean, that’s nice, but that’s the wrong approach. You should look at lecture at coming. You should come. You should think if I ever take a picture with that influencer or someone in, I see them as peers. I don’t see them as, I mean they might make more money than me, but I don’t see them as higher value than that…

Janet Beckers:    No, no. That’s kind of the big thing. Oh absolutely. So think about if y’all got a peer who’s doing Facebook lives, who have you, we just go with that example. They’re doing it because they want engagement. So help them get engagement, share with it. You know, say I learned this from you and I got this result. Those sorts of things. Like it’s, you know, just cause that’s a big difference. Rather coming called going, I want you to do this for me and let me just pick your list. Or they go total fan girl, which is a real turn off. So yeah, that’s, that’s a really good point. So that’s number one is really building up those relationships as first. Is there anything else that you can give us a tip to help people to get those first people?

Navid Moazzaz: For sure. I would say that you don’t, I mean obviously you’re hosting some that you can build a relationship asks you go, I would say make this part of kind of your habits to build relationships that should be kind of second nature to you in business. Any way to do that because otherwise it’s going to feel forced I think because like you mean all we can of course if you want to host the summit to him three months or four months from now. Right, okay. You don’t have as much time to do this, but that’s fine. You can still host a successful summit. You just like keep that in the, in your mind to always kind of always build a relationship. Always be doing this. Right. So you might have your big list of let’s say a hundred people in your industry. You know, as you go building relationships with these people, even if they are not speaking at your first summit.

So getting into kind of the emails and stuff like how do you reach out to people, I mean helps when you have a relationship because then you can refer to something in the email. Otherwise if I don’t know them I tend to reference something in the opening line of the email and Ninja trick can also be to have like a video invite that could obviously make you stand out the liver. You still need to have an email. You still not need to have a solid email though so they click that link to the video but either way, like menches on the specific, maybe they have had it, maybe you found them through a community and they did some really awesome training mentioned that mentioned specific in a program of theirs, mentioned that whatever it is and then you’ve got to name drop. Basically add social proof.

You going to say, okay, here’s what I’m doing. I’m hosting this summit and if you know roughly your numbers, what are going to expect. Say that. Otherwise you can guesstimate the little bit maybe once you’re hoping to get from it, but don’t over exaggerate too much because usually if people find out about it, it’s all good and they just, anyway. Yeah. And that’s basically the email. I mean they, and then you can go if they’re not be, it’d be making a distinction of like a kind of say, you know, A-listers that kind celebrity influencers trust off the word [inaudible] there they have good solid audiences and then up in commerce. I think the audiences that are most useful to kind of, most people at least that would be trusted authorities up in commerce, A-listers, they are great for, you know, being on the summit and you know, driving people.

People know them for sure. It’s exciting to have them on and all this, but they are not always promoting cause they’re very busy. They have promo schedules, they’re scheduled out, stuff like that. So you’ve got to be, I’m always searching for people, you know, who kind of, you know, they’re just coming up through the space. Sometimes they have been maybe a year or two in the space sometimes, but they are growing very quickly and I’m like, wow, how are they doing this and I’m actually in myself and learn from them sometimes. That’s why I bring them on board for my summit. You might even see we hosted list [inaudible] two point though in this year basically, and I’m, I’m more of this kind of in the lookup from new people who have a hat I don’t, didn’t even know maybe a year, year ago, but now I found them because I did some research and I love that. I love my people like that. That’s, I really can be illustrated in a year from now. By the way. It can become a listers big. Become friends with people like that is never a bad idea to become friends with the up and comers because they are going to become in some cases the next Tony Robbins almost.

Janet Beckers:    Yes. That is such a good point because a lot of times people will just go and try it again. I always say go for the top first. If you can get those few big names, then that helps the others to come on board. But really when it comes to your list building and your traction, yeah, that’s great tip. It’s going to be more the up and coming that are going to be the ones that help you to grow your list and they get much more involved. That is a brilliant, brilliant tip. When, um, when, when I ran my summit, the thing that made it really successful was the invitation that I sent out to people and I just use headings of, you know, what is the project? Why have I chosen you? And so I really was very specific about why them and then just really clear, you know, what’s in it for you really long, what’s in it for me really short, what do I expect of you reading short? What can you expect of me really long? And then a call to action. And that’s, that was just really the simple thing. Um,

Navid Moazzaz: I can to make the first email quite short by the way. I mean I think you can do like add some more stuff to the first email. I tend to make the first thing kind of to just gather interest from them. Then I basically get on, I usually try to get on a call with them because you know, having kind of a video call or lead at the very least an audio call if you can meet them in person always. It’s kind of hard to do that with everyone. I think just having a call with them just kind of speeds up that relationship building. Also rapport, build support and then when you do this session slot eastern also there I ask them how can we make this a super big win for you to participate in my summit? And then I focused on that first basically, you know, building that relationship. And then I asked them, okay, so we are having the dates of the summit is this and this thing, would that work you to share to your audience and be getting like, I mean it’s so far, at least for this one, you have 100% of people. I’d have to have, I’ve had about 26 calls so far. So it’s not just you, not 26 calls with the potential, you know, we’d speakers, they’ve been on my next summit and 100% of them have said, yes, we are promoting if VR going behind us.

Janet Beckers:    That is brilliant. You know what that is? That is absolute gold because that’s the hardest part is getting to people to promote. Um, that was the thing, you know, mine was much smaller and we’ll talk about that in a minute. Um, but that is absolute gold is what, you know, the, the stronger the relationship you’ve got with people, um, and the stronger you know, commitment that they feel to you, then they’re going to promote for you. And that’s where your, that’s where it’s going to be successful you summit. So that is, you know, that’s a lot of extra work having those 26 calls. But then the other side of it is what a privilege to have 26 calls with people who were doing great stuff.

Navid Moazzaz: Like they’re 10 minutes Max, 15 minutes, they’re not even that long. Right. But then also you have to keep in mind if someone doesn’t promote for you the first time around, don’t get discouraged. Like not you sometimes the first time around you’re not as successful as you hope to be a ride. So it’s important to kind of talk about that part of it as well. Like we don’t have students in the health space and they maybe did 700 to a thousand off this, which some arc is, is a lot for Denmark and it wasn’t that much. And he got a little bit discouraged, but then he saw care. I didn’t have the right speakers on board, which is a big thing. You need to have the right speakers that are aligned with whatever you want to do. You need to have the right topic. We talked about that. His topic was a little bit off and then it took him one or kind of another two summits and then he figured out and he went into the fasting niche, right. And Eh, he, and then he started to crush it with 15,000 is 20 20,000 on a scale. Is this up to well over six figures. And that’s just because he nailed that down and also didn’t give up. Like you can’t really fail unless you do give up. Like that’s what happens when most people give up before they actually read.

Janet Beckers:    That is such brilliant advice and that goes for so much in business is, you know what sometimes the first time it’s, it’s not that that technique didn’t work or you are no good at it. It’s just you’ve got to, you’ve got to keep on sticking with us. That’s, that’s just such brilliant, brilliant advice for everything I reckon in business. Yeah, that is huge. Um, so I’m just aware of our time so we’ll just sort of tie up with just a couple of things for people who are listening. Is the next part. So we’ve talked about the list building. So the advantage here, you know, really just going over the core things that I want everybody here to really keep in mind is um, you know, you want to, this is about relationships. So this is going to be taking part in a longterm game even though this is a strategy that makes the most of that opportunity.

Janet Beckers:    So you’ve got, you know, it’s a battle longterm with relationships. Really think about your topic of being as you can and where you want to be known for. And then you know, your list building, the stronger your relationships that you’ve got with the people who you invite this, the more likely they are to promote and especially those up and comings are going to do it for you. So we’ve talked about the list building. The next part that I want to be able to finish off on here is show me the cash babies. So maybe if we can talk about like the simplest way to make money and then some just one or two extra things that you can add on. Yup,

Navid Moazzaz: Absolutely. I mean the simplest way, I mean the, I mean let’s start with the all access pass. That’s the common thing. People can have up, you know, upsell to the all access pass to the summit is free to sign up for, I’ll be slayed. Then you have an Alexis pass. Sometimes people call it premium pass or whatever VIP pass. That’s kind of the recordings audios and can be some extra bonuses. Can Be transcripts. Don’t do transcripts almost. You know you’re somebody going to do well because it can be very expensive too.

Janet Beckers:    Yeah, it can be very expensive.

Navid Moazzaz: It’s not needed. I didn’t have it for us all my, you know, multi six figure launches. I didn’t have it for everything I did. But now for, for the next one we might do some stuff at the transcripts and also it’s just more useful if you want to create like action guides, session notes. It just speeds up the process a little bit. The hub. And then you can also include bonuses from speakers and stuff like that. And also even for the free summit includes speakers, lead magnets and hold out to out of value. But that’s kind of the essence on an all access pass. So yes, bundle in things that helps people even more than that. So I think these days you’ve got to do a little bit more than just adding the recording. Just add something extra, can be a Q and a calls, can be some private, you know, some, some extra, can I be coupon for tools, you know, deals for tools, freebies and stuff like that. That’s what you want to have in your all access pass…

Janet Beckers:    That’s great, it’s about people being able to implement isn’t it?

Navid Moazzaz: Yeah, absolutely. Yes. So that’s the locks is Pasa. You can make some people ask can you make real money from an all access pass and dancer is, you can even had students making, you know, six figures from an all access pass promoting it. I made you know, multi six figures from it, but you know that’s the, you know, even even beyond that you can, I know some, some instead of doing millions of dollars in just the low ticket one, obviously you need volume in that case. But it’s definitely possible. I would say if you’re starting out, you know you can definitely do anywhere for like $20,000 to, you know, 40 $50,000. That’s kind of the spectrum. If you have it starting absolutely from scratch, that’s something, you know a lot of our students at least are doing those numbers when they come into the program.

Janet Beckers:    And what sort of price point will your class be?

Navid Moazzaz: for sure it’s $67 to $97. Like you have a onetime offer for license six 67 then it can go up to 97 again, it depends on your market. I would be careful depending on the market, som students might charge, you know, 27 to $47 in our community. And, but I think for most marketers, these 67 to $97 to work well if you’re in more professional markets like the bay, you know, beat to stuff so that you could consider even a little bit higher. But again, it depends on your strategy. I think for me, I want to turn as many, you know, email subscriber, you’re basically free attendees into buyers as possible. That’s why I keep the price point’s a little bit lower. Right? So this is my strategy behind it and it works well. And then in the back end you can have, you know, online courses, you can have membership sites, you can have high ticket.

Even high ticket is a great strategy to be good. I implement for my next summit, right? So we have a high ticket program now for virtual summit mastery and be kind of having coaching in that. So we might do the application and that’s, you can get application calls on a summit as well. You can do it from the very beginning that people, people opt into the summit in the emails and during sessions and even afterwards as well get them onto a webinar or something like this. Great grandiose. And then sponsorships. That would be Kevin nother one might not be for everyone. But I think a lot of our students these days, they are getting either paid sponsorships for you know, just a few thousand dollars or sometimes multiple five figures or beginning kind of this promotional mix with paypal speed sponsorships or just promote promo sponsorships. Or simply as having kind of some deals from a tool, like let’s say I’m doing this building school, I might feature convert kit on there because it’s irrelevant tool and they provide let’s say 30 day, the 30 day trial or a 60 day trial for the paid people. So you can be, they are very open in some markets to doing things like that. So you conduct kind of test the waters a little bit bit incorporating some kind of sponsors on their life. You can also adds value to your summit. They authority because you have logos on there and stuff like that.

Janet Beckers:    Absolutely. Sponsored by. Yeah, that’s great. You know what this song, the way that mine works, the way that I monetize mine when I started and I’m just curious to see if this works. Steel. Um, yeah. I mean, first of all, I was launching a membership site, um, which I really only decided to do like two weeks before I started it. But that was how I would make my money. Um, and that worked well. I got members straightaway and had recurring income, which was brilliant. But the other way where I made money was um, and I only had eight speakers and I’ll share with you a moment who the eighth one was cause that’s where I made the money. But um, so I, because it was all done live and it was once a week and the whole, the whole idea of being doing 20 odd just was just almost impossible to do back then. You couldn’t, you couldn’t do that and sleep. Um, but what did happen then, which I don’t know if this would work now is they were 60 minute interviews and each one was on a specific topic and each of them sold, each of them made a pitch and I made a commission on every one of those. Um, and so that’s where I can remember I made, that was the first time I made $12,000 in commissions on a 60 minute call. And I’d only been, I was only like four weeks into

Navid Moazzaz: me starting the business and I just went, yes. Now would that work? Yeah. I mean that’s interesting. I’ve seen also kind of Marisa Murgatroyd doing a little bit like that for her superhero. Something she used to do this before. They were really successful actually. So basically it constantly, and I think it works a little bit better when you have kind of live sessions for kind of making a pitch, but either way it could work. I think I’m not the reason I’m not doing this. I don’t want to, I want to have like a value based event without an eye. I still do include the speakers, lead magnets, they can’t be a paid right away offer, but I do include speakers, lead magnets. If there is a software I might include that file to the software or ideal to it for example. And it’s not to say that this other strategy doesn’t work.

I think it’s just a matter of what you prefer to do. What I’m doing as well. Maybe afterwards I might promote some of the speakers to my list. For example, if it’s a good fit, I might provide like a resource bundle, something free, free free lead magnets of the speakers and promote that offer. So I just liked to create it a value based event and also depends a limit on what you have afterwards. Uh, and another thing I forgot to mention I affiliate marketing is a big con is a big thing. So you can also promote someone after the summit. Let’s see. Actually for my first song me that hosted, I promoted by me to safety after my first, I had grown my list with 30,000 people, so I had a very engaged audience off that outside promoted him and I made, I think it was like 32,000 something and plus I made the cash price because I’ve one is unbelievable.

I want, this I made all were $40,000 a month after my first summit and then that’s, that’s basically been on timing my own product. You can do this because you need just an engaged audience and then you can absolutely promote something else. It’s just a matter of kind of how I kind of liked to promote some of these specific route in the promoting everyone at the same time. It’s kind I guess my philosophy a little bit I think. I think that’s again, yeah, that’s the big change that I can see it the way that they were done in the way they they’re done now. I would not do pictures on every interview now, but I think it’s much, it’s also not as evergreen by the way like you know we, we are. We are thinking a lot about like how can we, what can we do with this summit afterwards so we have the teaching or how can you multiply this?

How can you re-purpose the content? How can you turn it into an evergreen summit to relaunch it some it afterwards, if you have any pitches in every one and there might be time sensitive is not going to work the best afterwards, so I was just going to be thoughtful of this beef, thoughtful what you’re saying during session all you really, you really need to say welcome to the summit, everything single thing. Then it might be harder for you to turn it into a podcast later because Chandler bolt, which is one of our students, he turned his summit two summits into a podcast. We made a few hundred thousand dollars extra for his business. That was just the same content as it used to years for this virtual summit and afterwards like a year later to turn it into a podcast that is really successful.

Janet Beckers:    I love it. I love that whole idea of what can you leverage. So, um, I might just share one story and then I’m aware of that time. We’ll have to wrap up cause I’m, I’m aware of yeah. Yeah. Tom, they’re very, very great to see your time. Cause I know that you actually, as we’re recording this, your actual middle of organizing your own site. Um, so the one thing when it came to monetizing the thing that made a huge difference for me that this is the one that really brought in the money for me was, I mean making the affiliate sales was awesome. Getting people onto a low priced membership. It was, I had a special for $37 instead of $47 that worked really well. But the big thing that made the difference was I had eight speakers. I mean now you would have a lot more.

But the person who I’d put down, um, they’re the gatekeeper was non stuffing me around and it got close to the end of time. I went, I have not got time to organize this, so I’m going to find a next year, another person who’s going to be the eight speaker and I’m going to make it me. And so on the sales page or they’ll sign up page. I had the eight speaker was Janet Beckers talking about how she built a list of awesome and replaced her income in eight short weeks and how you can too. And so that was a bit, I was a little bit got CP course I had to then go and do it. So I actually just found somebody who had turned up to every live call and I asked, so do you want a job to getting the spotlight? You can interview me.

Um, but what I did is because every other speaker I had been pitching something, well, it was congruent for me to pitch something. And so I didn’t have anything. So I sold at the end. I pitched who would like to do, I think it was like as a six week course and I’ll run you through life how you can build a list of thousands. I ain’t short wait. Yeah. Um, and that’s where I say I made at that. I mean for me back then, you know, even making $1,000 was huge. So I think that that first sale I made something like $40,000. Um,

Navid Moazzaz: wow, that’s, that’s, that’s incredible. And actually I forgot to, I do recommend highly actually if you have some expertise or you want to share either if you’d even if, if you’re new to market, even then I recommend you put yourself on the summit actually at least 10 lessons learned from let’s say Lewisville in school or tell us as learn from the summit, do that. And you will actually be seen more. You want to be seen in the spotlight a little bit on your own summit of course. And that’s why I really recommend people doing like our live kickoff initially because then then first session always usually then most of you and typically at least as so do it live kick off like the day so you kick things off. You also get a big spike in sales for that if you, if you structure it correctly and stuff like that and then at the end of the summit you do at 10 lessons learned and then afterwards you can obviously promote an affiliate offer. You can, yeah, whatever you want afterwards they do. Serbia absolutely serve your list after you built that up and see what they kind of want to do. A deep dive survey and like Ryan Lubeck…

Janet Beckers:    That is really good. Yeah. Do you be on number one? I hadn’t thought about that. You’re doing that number one and then that follow up as soon as I did that apart from it made me money, but it positioned me as an equal and as soon as I did that I started getting contacts from people saying we want to interview you. Can you come to America and presented our conference because you are obviously at the same level as the people who you have been interviewing. Okay.

Navid Moazzaz: Like our story’s pretty similar. Like I, I’m just listening to what you’re saying here. Like the, I had a pretty similar experience when I did my first one because people started asking me, I was not really having a big kind of pitch or anything for my, on my summit for Dsm virtual summit mastery. But I got a similar experience that people started asking you how did I do it and we want to learn from you. And obviously then I accidentally put together, I mean I, I had to put together the program. People are asking me, it’s a lot easier when people come to you and ask you how, okay, we want this from you now I go create it instead of like, and I’ll try to guess what people want. Right?

Janet Beckers:   Yeah, absolutely. And you know what the secret to that too, why my business took off and why yours has taken off his, we both went, sure. Yeah, how to do this. Yeah.

Navid Moazzaz: You work it out, right. It was my first online course. You also become kind of my most successful mean that they’re still running today is actually coming up on four year anniversary in September. So yeah, it’s been running a strong sense via some one point they’ll be housed out the PLA pilots just like early 2015 the pilot was running then to me a few months and then we launched a kind of the flagship and not, we don’t want to be as some three point though.

Janet Beckers:    Yeah, I did the same thing. I write, I taught, I ran one for a few years and it started off at like $400 and then things get there and ended up selling for $2,000. Um, until things, I notice things changed a lot in the industry. As soon as podcast came out with a way that I was doing, it just wasn’t gonna work anymore. So I stopped selling it because I didn’t want to give people the wrong thing. And I’ve actually looked in the back end of what Navid is doing in his, um, I’ve actually got you. You actually talk me through that and you did a call about it. You have done such a brilliant job, really step by step template. Brilliant. Brilliant job. Like, yeah, just, just garden, just getting it like you know how to do it really, really well. So, um, yeah. Well we’ve been, we’ve been a wrap up. We’ve been here a while. It’s just been this,

Navid Moazzaz: it’s been so fun to Chaffey Solang hustles experience this every day. I do that. So that’s

Janet Beckers:    Oh, okay. Oh that’s good. Yeah. She had some real war stories. Sure. We could talk about this cut off for our

Navid Moazzaz: share. He summit stories and things like that.

Janet Beckers:    Very hard to do it without a beer though. That’s the next step. Yeah. Well thank you so much for your time, for people now in terms of, I love people to be able to take action this week. So what would you say for people who are listening now, like what’s something they can do this week that’s going to help them to prepare to be able to run a tele summit?

Navid Moazzaz: Hey, yeah, I would say like if you want to, if you’re considering hosting this, you want to explode your email list authority and all of that we talked about here today. I think start kind of thinking about, first of all topic you can run it on. I mean that if you’re already doing something in your business, I mean it should be pretty simple. Think about what if you already have a price thinking about how your stomach can be aligned with whatever you are currently doing or what you want to be doing and then start building these relationships. I think that’d be talked about as well. Start simple things, right? Building that list of people. Even if you know whether or not you’re joining a summit program like my mine virtual sign master a year ago to do something else. I think having that dream list of people that you want to connect with and you know, build real, real relationships with would be really powerful for you, no matter what you’re doing in business. You, you got to do that.

Janet Beckers:    Yeah. That’s brilliant. That’s great advice. So that’s my challenge to you. Everybody that’s listening here is go and you know, if this is something, you know, the idea of doing a summit works for you, go over and, um, so if we go to, we’ve got romance, your tribe.com forward slash sites. If you just go there, that will take you to where you can get the, you know, the guide for you to actually know exactly what’s involved in doing this. So go and do that and then follow it and have its advice and just, you know, even if you don’t go ahead with doing a tele summit, having those relationships and systematically, you know, creating friends is what it is. You know, creating friendships and investing the time in them is trying to grow your business. Yeah. Thank you so much for the day. And, um, I can’t wait to see the summit that you’ve got that you’re working on now to see when that’s coming out. And you know what, you’ve convinced me, I haven’t done a summit now for eight years and I absolutely love it. I know it’s a lot of work. There’s a lot of interviews and stuff to be doing, but I am here announcing to everybody that within the next 12 months I shall be running. Yes, yes. They happen here. So excited. So excited

Navid Moazzaz: and obviously we can link up some more. I mean I’ll send some resources to you as well. I have some free resources. We just kind of ramped up some blog content on my site as well. So we have quite a few good resources on some meds, you know, free content even on gated, but you can always get on my list of real, more interested in what we are doing as well. So.

Janet Beckers:    Excellent. Yeah, thanks to all of those, all of those articles and everything. We’ll put all of those on the blog post page that goes with this, um, with this interview. So if you’re listening to this over on iTunes or something, come over over to the blog post and you will see all of those links and we’ll have a good summary action shape for what you can be doing. Um, that will be on that page as well. So go get them folks. And that’s it. I’ve actually now made it public, so in the next 12 months they will be a tele summit, a virtual summit being run by Janet. Yes. Awesome. Okay. Thank you so much. Thank you everybody for being here. Bye!