Hi! I have an unusual podcast episode for you this week as I’m sharing the recording of a live coaching hotseat I did with one of the members of our free Romance Your Tribe Facebook Group. The results were not what we first expected.

Gail Bennell is a Speech Pathologist who has used the Attract Your Tribe System to build a booked-out private practice from scratch. She is now ready to take on her next challenge which is a coaching and consulting business helping other health professionals in private practice to do what she has done.

In this session I show how to use the 4 Quadrant Profitable Avatar exercise to get super clear on who her most profitable clients will be (this surprised her and also scared her!). We also could quickly see which type of service packages, and prices will be most attractive for these ideal clients (this really scared her!).

I love Gail’s willingness to be open and vulnerable with you on this call. I’m sure you’ll relate to what she shares and also be inspired by how she moves through the feeling of scarecited and takes action.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
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Show Notes

  • I share a simple diagram to explain how the Profitable Avatar Exercise works.
  • You can get detailed training on this for free for just a few more days over here at the Attract Your Tribe Free Workshop
  • Gail has 2 possible business opportunities. We talk about how to choose which one will be the best for her.
  • We talk about the Transformational Journey Gail takes her clients on.
  • We identify the 2 variables core to Gail’s clients transformation
  • We profile the 4 types of clients she could work with and Gail gives us insight into each of these client types.
  • We identify the ones that are LEAST likely to be profitable (the ones she expected to be the most popular!)
  • We nailed the 2 types that are highly motivated to get Gail’s help and discovered they are the ones who actually prefer high-ticket programs
  • It was super-clear what marketing message to use for these clients and which one will turn them away.
  • Then….. well we talked about scarecited and stepping up because Gail is AMAZING

Action Points

1. Go to The Attract Your Tribe FREE Workshop while it is still open.
2. See if you can do the Profitable Avatar Exercise in your own business
3. Come over to the Romance Your Tribe FREE Facebook group and share your results and ah ha’s
4. Leave a comment for Gail below

Read The Transcript Here

Janet Beckers: Hello everybody. Janet Beckers here with gorgeous gorgeous Gail Benell. Now I do hope that you can hear us okay because what we’re doing is we’re using Zoom software to go into Facebook live so it’s always a little bit sort of not quite sure if it’s working okay. So if you can see us, I would be really really grateful if you could say hello and I shall also attempt to try and be here online. So that I can I can watch it all and see if I can manage you. Alright. It’s not working so well but here we go. Alright, done. Alright so sorry about that. Hello everybody. Beautiful to see you here. And let me first of all welcome you to the gorgeous Gail Benell. Hi Gail.

Gail Bennell: Hi guys!

Janet Beckers: That’s good. So I asked Gail to come along today because I find one of the best ways to be able to demonstrate how does a particular exercise work really well is to actually just hot seat and to demonstrate it with somebody so Gail and I have done no preparation on this. It’s not as if where… We worked out beforehand everything we’re going to say and what the activities are. It was really a matter of me sending Gail a message about an hour or so ago and going “Oy, you want a free hot seat?”. And so and to tell you the truth, that is me in my happy place. Because I am really happy when I am put in the situation where you know what, just put me on the spot let me see what I can do or what I can help you with. So that’s my happy place. So before we start on the hot seat, what I will do is go and I’m gonna show you a little bit of a brief teaching on the exercise that I’m going to be working with Gail on. Now if you haven’t joined us in the free workshops that I’ve got happening at the moment, The Attract Your Tribe Workshop. Number one is “why not?”. So if you haven’t you go to romance your tribe dot com forward slash A Y T workshop, which stands for Attract Your Tribe workshop. I’ll put the links down in here when we’re finished. But in Lesson number two, I teach you how to get super super duper clear on who is the absolute dream client because what is really easy to do is to think you’re targeting the ideal client and they look really really similar to a group of people that could all be your ideal client. But there’s usually going to be one that is the most profitable and that’s what you want to make sure that you put all of your marketing and your program packages for. And there’s usually only one that looks really really good, but if you target them you’re gonna go broke. And broken in an ice in a slow painful way that you don’t,you know, one of those things like cut by a thousand – bleeding to death by a thousand cuts or whatever the cliche is. So we want to make sure that that doesn’t happen. So Gail, You’ve done the profitable Avatar exercise on your existing business. Haven’t you?

Gail Bennell: Yes I have. I have.

Janet Beckers:  And and we’ve actually done a workshop together. And it was really really helpful.

Gail Bennell: Yeah I know the concept and it’s something that I come back to every time I re-strategize where I’m going or think when I’ve leveled up to do another audience, which is exactly where I am right now.

Janet Beckers: Yes.

Gail Bennell: It’s really good to get clear and get your support to guide me through it. I’m exactly where I should be focusing on my messaging and my marketing and step forward for me to get the best results for my clients.

Janet Beckers: Yeah and that’s actually the reason why I invited you, Gail. Because I knew that, you know, excitingly – you know when you started you know when I first met you and when we first started you know you were doing my Shine program and other programs. And you were an employee, weren’t you? Which was, you know. And so over time yeah you know.

Gail Bennell: Yeah.

Janet Beckers: So what’s with that current business now, just so people have got an idea of your progress in just a couple of years… So what is that business doing now and why are you looking at this other business?

Gail Bennell: So I started my business offerings helping parents who had children that have disabilities and can’t speak for some reason. And then I transitioned to working face to face with parents and clients who can’t communicate because of a disability. And I’ve been even moved to state and move the whole business interstate, which helped me develop some more online, one to one, sort of appointments with people. So I really focused in on that. But over the years I’ve become a bit of a, well, a go-to person for NDIS transitioning stuff, which is the National Disability Insurance Scheme, that’s helping people with disabilities and all the other private practitioners that are starting their own business because of that. And so there’s all these amazing opportunities with the shift in the environment, the operating environment, where people just keep coming to me and asking for help constantly about what they should be doing in their business to prepare for the NDIS. And then wrote to me for advice about helping people communicate who don’t have spoken words. So I’ve kind of got these two markets that really want my help and keep asking me help. Well the problem to start is, which ones should I focus on first?

Janet Beckers: Yeah and that’s that’s a really, you know, this is a problem that a lot of people will end up having. Like, quite often when you first starting out in business, you don’t realise how many opportunities there are out there for you. And so when you started your business when you started as an employee, you started getting part time, you went full time, and then now that one is booked out. So you can you know it can’t grow you any further. You can keep on going in there. but then you’ve got to change things in order to grow. And that’s okay. You could keep on going down that track. But the thing is, once you start getting a track record, once you start getting results, that’s when you see that there are all these opportunities out there. And you have to be really strategic about which of those opportunities you take because quite often when you first start out you go, “Oh my God, there’s an opportunity! I’m going for it” Because you may not have that many opportunities but once you start building up a track record like you have, there are more opportunities than you can possibly take. And so that’s number one lesson, is just because you can do something, doesn’t mean you have to. So and this is a really really tough one because you know, you can see, and once you get to your level where you’ve been taking a lot of action, you know you’ve just you know learnt so much being such an action taker in a beautiful methodical way actually, and so you know that you know what you gotta do. So you know you can apply those processes to any of those businesses and they would work. At making that choice. So I mean that’s a big big thing for us to be able to do on this call but what we’ll do in here is we’re going to work through the exercise on one of those but what you would really want to do is number one is, look at putting this exercise to both of those opportunities and then also thinking about, really strategically: Okay, where’s the next level go once I’ve met this initial need for this particular market? Like, how can I then expand my business to either make me go out of it, so can I trade up mini-mes and will there be enough demand for mini-mes, or is this something that will be meeting the need of a certain number of people, but not necessarily something that’s scableable? So just with that particular question before we dive into the exercise for you, Gail. You’ve got the the one side where you’ve actually got practitioners who are also speech pathologists who are looking at specializing, you know, really getting the skills that you get results within your clients, which is why you’ve done so well. One of the reasons. So there’s them. or the other side is people who could be speech pathologists they could also be in any health field who were going, “I want to do what you did. I’ll have what she’s having or I’ll have the waiting list names.” Out of those two, which ones can you see just on that scenario of, “can I scale it up? Or am I going to be needing an initial need to start with?” With either of those, can you see, you know, what’s your initial reaction to that?

Gail Bennell: Yeah. Well they’ve both got the potential to scale up, at least for me, and one feels really easy. I don’t know. I should take the path of least resistance or jump into the deep end.

Janet Beckers: Right. Ah there we go. So we’re looking for the scare-cited one. So, which is the one of least resistance? We’ve got some dodgy connection happening here. Which is, so for you, Gail, which is the one that you’re saying is easy and which is the scare-cited one.

Gail Bennell: Probably just to and get the practical experiences just to hold more clients in a particular area. The scary one is helping business owners grow their business. Because I feel like, I still feel like I learned even though I’m doing pretty well.

Janet Beckers: Yeah. That’s really interesting. So I mean both of those could possibly work but you can’t do both at once. So you’ll have to make that choice. And so with both of those, comes, if you go on one path it’s not just or I’ll do this and I’ll do the other one later. There is also opportunity costs that comes with that. And so you know so there’s making that decision will be more than we can do on this call. But there are certainly things that you need to be looking at. Like which is the one that number one is you know that you can do easily that there is definitely a market is easy for you to get them. And then the other sides of it that come is does it feed your soul? Does it give you joy? Because you already have an existing business so it’s not as if you’re going, “Right. I’ve got to do this because that’s going to get me so I can quit my job.” You know, or something like that. It’s, so, now you’re out you’re in the fortunate position where you go “Well you know what if you’re going to go into the next step which is not just me working, you know, me-to-clients which is going to go me-to-practitioners, which is the way that, for me, feeds my soul? So for the moment you know because you thought you’re at that position now you don’t have to go down.

Gail Bennell: We’ll do the business one today because I already have a program serving them so I can.

Janet Beckers: Excellent.

Gail Bennell: Work at getting this out to them so that the right people can get the information they need to-

Janet Beckers: Yeah. Yeah. And I can tell you here and now when it comes to being a larger market to be able to serve and a market where people can see the, um, they can see the benefits so they are more likely to spend the money is is going to a the second market which is helping them to be able to grow their businesses. Will all, will be the one that’s probably going to have a larger market and will probably be easier to invest in high priced programs. Or it can be very difficult to get somebody who’s going to be investing in what will end up being a skill or a qualification, in a way. Harder to get them to invest thousands or tens of thousands of dollars as a median. So the other one does have that potential to be able to make your business grow faster. So let’s have a look at that one. And so one thing that I’ve just what he wanted something that Gail said that I know at that time I’m just I’m if I’m looking down it’s because I’m just looking here for comments on my phone. One thing that Gail said is about you know it’s scary because I haven’t been doing it for long enough or whatever it is, there’s… I can tell you, Gail, that your results speak for you. So if you stick with “This is what I have done and I’m teaching what I have done and sure these other really really clever things out there that you can be doing but you know what I’m teaching you what worked for me and it worked”, that has integrity. And you can remind yourself you know what I got those results, you know. So that’s a really nice way if you ever feel yourself being intimidated by there are so many other people who know all this stuff and there’s so much I don’t know, remind yourself of that. Because I already know you totally, you will totally rock this space. Now, let’s go and I’m going to share my screen first just to do a quick teaching so people know what we’re up to. And… This is the one I want. Okay. So hopefully, you can see my slides here. So what we’ve got here is the Profitable Avatar Exercise. And just in short what we’re doing this is a unique exercise that I’ve developed over years and it works. And it’s so much easier if you’ve got somebody like me that’s done so many of them. We can nail this. And it’s, you can definitely do it yourself. It’s one of those things I teach you how to do it numerous times for yourself. But it really helps having somebody else that’s going to be doing with you. So what we want to do is we will be looking at two variables. Now, I teach this in detailing the lessons in the Attract Your Tribe program, in Lesson number two, I go exact I go in detail exactly how you need to do this so this is just a quick summary. We look for these two variables and the important thing is these are variables that from one point to another is part of the transitional journey that your client goes on. And so we’re looking at two. Very often one of these will be an external thing like actions, proof of results, perhaps. And another one will very often be an internal thing that is got to do with them either education or changing their mindset. Not always but that’s a good way for you to remember to get to work these out and then we’re going to have a look here at four potential avatars and they fit on this graph. Now what we’ll do is I’ll stop sharing and I’ll go back to Gail because we’re going to first of all work out what is the transitional journey she takes people on. And we’re going to work out these two variables. Then we will come back to this graph and we will plug them in. So stopping the share. Back to Gail baby. All right. Did I just call you Claire?

Gail Bennell: No.

Janet Beckers: No I just had this awful feeling that I called Claire. It’s alright. Right. All right Gail. So the transitional journey that you take your clients on. So when they start point A to Point B if you’ve got them at point A, what is where are they starting and where are they aspiring and going to be that you helped them with?

Gail Bennell: So starting, feeling really overwhelmed. And they’re working, probably, at some stage in business so maybe just starting out working for themselves or they’d be doing it a little bit. But this species in helping us not taught business skills. Which will all have been amazing clinicians.

Janet Beckers: Right.

Gail Bennell: It is just something that, feels so foreign as well.

Janet Beckers: We’ve lost you. You frozen on us.

Gail Bennell: So you have an insider.

Janet Beckers: Yes layback now.

Gail Bennell: Fantastic. So an end stage is they are not feeling overwhelmed. And not working nights and weekends trying to do the stuff while making money doing the clinical stuff and serving clients. And they’re getting their life back.

Janet Beckers: Right.

Gail Bennell: They’re not feeling so stressed.

Janet Beckers: That’s really good ’cause I think what I can see here is we have two potential paths here.

Gail Bennell: Okay.

Janet Beckers: Because one of the things is going to be the result. So if you’ve got somebody that they’re coming to you and they could have no clients or they might only just have a few. Or they could be like when you started out that you were an employee going, “How do you actually start building my own business? Where are we going to get my first clients from?” So it could be that there… and this is what I was talking about an internal and external. So their external might be “I’ve got no clients and they’re, at the end of the result, is you know what, “I’ve got, I’ve got a full what they call the booking or a calendar or a book out.” What would be the terminology?

Gail Bennell: Caseload.

Janet Beckers: Caseload. They’ve got a full caseload of clients in their business so that could be what they could see as like an external outcome but then the other side that we have of that is their skills to be able to manage that business in a way that is calm I guess. So a way to be able to grow that business that is not burning out that they’re that they’re in control.

Janet Beckers: So if we have to play with that is… The thing I find with doing this exercise is we want to play with a couple of variables because sometimes we’ll do the first variables and we’ll try it out and get yes not quite right then we’ll then we’ll play around quite often you don’t nail it in the first go. But let’s go and have a look and see what that would look like if we use those two variables. I haven’t, we haven’t quite worked out the wording on that sort of more tangental but it’s really going to do with their knowledge and their skills to be able to go on on how to run a business. Simply. Simply, or simplified for themselves. Energy. So let’s just go. I’m going to share my screen because this really helps with the visual now is… Where are we. Where is my slide… Okay, hre it is. So if we have a down here let’s put down on the bottom one that this is, you know, their caseload. How successful is that business, basically. So it just can’t do with caseload but it’s also to do with profitable caseload you know because they could very well be really flat out that they’re charging you know they’ve got everybody on Medicare or whatever it is. They’re not charge what they work. So this is a profitable business. So at the top it’s profitable business and down the end, you know at the very beginning, it may be no money. So it can be a real danger to go on a number of clients you’ve got but let’s make it so that they’re the amount of money that they’re making. We’ll have a look at that. So if we put that down the bottom so the people who are right on the left, you know, they’re not making any money yet. And the people on the right yes they’re full. They’re bringing in the money. They really can’t have any more clients that are coming through that. Now if we have a look over here on the top 1. Let’s do that to do with their you know their processes in their business that allow their businesses to run efficiently and effectively. So they have a life. So down the bottom here are they really don’t know much at all and the people who are up at the top they’ve got some really really good processes. So let’s have a look and we’ll plug those in. So if we have number one. This is probably a newbie they don’t have any clients yet and they don’t have any processes and they probably don’t know where to start. So that’s number one. Number two, now this is an interesting one. This is your “Burn outs”, I would say. So these could be the people who are really you know if they’ve got a lot of clients. They could be really really busy and really full. But these are the ones, when you were describing, Gail, that they’re burning out. They’re working the weekends. Is that a lot of people who you find that you work with?

Gail Benell: Yeah they’re doing nights and the family just holds them back really. It’s between seeing their kids and keeping up with the business.

Janet Beckers: Yeah yeah. Excellent. So that’s those ones there. Now let’s have a look at the other two. Number three is an interesting one because they might know it all. What then might have a lot of processes and they’ve learnt all of that sort of stuff. But something is holding them back. Maybe their business hasn’t started. They may have only just started. So they need help to get going. Or maybe they know all this stuff but they haven’t got the confidence.

Gail Benell: There’s a lot of people that spend a lot of time investing in setting up the business getting everything right and perfect and everything. you know, all the ducks aligned. So that you know the business is ready for that clock, but not spending the time attracting clients.

Janet Beckers: Yeah right. So I tell you what that is. That is the perfect Procrastination, isn’t it? That, you know, I’m just gonna get my procedure manual perfect and then I’ll go into the marketing because you know, I want to keep up with all the clients coming in. If only so yeah. So that’s definitely one set so they really going to be needing a lot of help with mindset stuff here. Or actually get them happening. Number four. Now these are people that are really busy and they’ve got the systems in place now. Sometimes number four, you go: Well these are people who have got it all together. What do they need me for?? But these could also be people now wanting to move themselves out of the business. They might be wanting to bring on partners they might be wanting to expand and so they’re going to need some help. because as you go to the next expansion level, very often what will happen if you’ll drop back into some kind of chaos because you know the main person might have to go flat out training other people or picking up slack.

Gail Benell: You know what people really struggle with? Their business is really busy but they’re still, you know, seeing clients and they’re taking on staff as well but they don’t really have the time to support staff as well as they could.

Janet Beckers: Right.

Gail Benell: They skip supervision that they know they need to do. They can’t really afford for themselves to step out of the business to work on, you know, things that are more passive. Or just to support their team.

Janet Beckers: Yeah that’s excellent. So with that Gail, so the next question I want to ask you is… With those two things, do you have your own, you’ve got your own experience and you can work with people that can help them on both of those paths? Like, can you help them to systemize their businesses and with their marketing. And can you also help them to systematically increase the number of people that are coming through?

Gail Benell: Yeah yeah yeah.

Janet Beckers: Yeah. I mean I know you can be watching you. You know this. Y ou’d absolutely nail it. So that’s the that’s the number one thing because quite often people will put as one of these variables about money. So we’ve kind of got that on that bottom one. You know about them bringing in the money they’ve got paying clients. But sometimes people will put that down there but there’s actually nothing that you can do that is going to help people to increase their income.

Gail Benell: Yeah.

Janet Beckers: So it’s not a variable that you should have.

Gail Benell: Yeah.

Janet Beckers: So I know for you you do but for people who are watching you know if you’re doing something say to do with health and it might be to do with, you know like your original client sort of got to do with speech you know non-verbal which I noticed when you whenever you say non-verbal you go non-verbal. We got your non-verbals. You know you’re not helping those non-verbal people make money so you wouldn’t have that as a variable. Yeah. So so yeah non-verbal. No, you’re not making the money. Right. So that’s another one you can absolutely help them. The next question I’ve got for you is, do you think that there is anybody that’s, when we’ve talked about these, is there a group that you are aware of that hasn’t fitted in there? That’s being ignored?

Gail Benell: No. I think that covers everyone.

Janet Beckers: Okay. Well, That’s good that’s good. So that means that those two variables make good sense. Now what we want to do is there and this is where it comes into the next part is never going to be “okay number four is always the most profitable. Number ones are whatever.” This is where it comes in for your experience because we’re not just looking at their ability to pay. We’re looking at how motivated are people to actually get this happening. Where is their pain points? And so now let’s look at 1 2 3 and 4 and we’ll do this quickly. So number one: they’ve got no idea where to start and, you know, they may haven’t got a business yet. They’re not making any money they might have only just decided they’re going to go out life or they might still be employed thinking I want to escape. Those particular people. What do you think in terms of them, with the experience that you’ve had and the connections with them: How motivated are they to invest the money and the time for your help?

Gail Benell: I feel like they are really looking for advice are the ones that are on Facebook asking questions in groups and because they haven’t got the business yet and they’re still haven’t really got the money or they can’t see how the money can help them.

Janet Beckers: Yes that’s some really really good insight.

Gail Benell: You know, health professionals are real DIY-ers. Yes you know that’s our job is to problem solve and come up with solutions.

Janet Beckers: Yeah, absolutely. So that’s that’s really good insight because a lot of times people will go “oh well they’re the lowest”. they need to have the greatest “you know I can help them the most” ’cause you can. You can help them a lot. But if they’re not going to be motivated if they’re already at that beginning and they’re really reticent to spend the money, it’s not a good one for you at the moment to focus. You’ll still attract them. But if you make all of your marketing at them you know you’re gonna have to do a lot of convincing them of you know you want to make this money it might take you a year or two to make that amount of money or whatever. And half of them want something now. So that’s a good insight. Alright there’s numbers two. Now you, When I talked about those it sounds like you’ve been attracting a few people at the number two.

 

Gail Benell: Yeah and they’re just they’ve tried DYI-ing and they’ve ended up in complete overwhelm. And they’re losing their family time and sometimes they’re not even making enough money. Right now they’re working really hard, really long hours. And they’re not actually making more than they would in a job.

Janet Beckers: Yeah. Excellent. Oh look I can just feel their pain. I could just, I just go “oh”. I know exactly you know I work with so many people like that and it just breaks your heart. It really really does. So for them it sounds like they’ve got a pretty strong motivation. They’re also getting motivation from their family, aren’t they?

Gail Benell: Yeah yeah.

Janet Beckers: To do that. Do you think that they motivated to spend the time as well as the money?

Gail Benell: Yes and no. Sometimes, it’s really hard for them to see how to make the time.

Janet Beckers: Right. So they might be you know for this crowd it’s an important part that you’re going to demonstrate to them the beginning how we’re going to get you some time now. Yeah we’re really quickly really quickly what can we do right now that’s going to free up half a half day a week or something.

Gail Benell: Yeah.

Janet Beckers: Yeah. Okay cool. So number three these are the people that are the procrastinators.

Gail Benell: They are, I think there’s possibly two groups. One group is still stuck “Oh if I just get that perfect. And then the clients will just come.”

Janet Beckers: Yep.

Gail Benell: But then there’s the other group that spent so long getting it perfect that they realised that they weren’t working.

Janet Beckers: Right. So you felt from your experience do you think that they have a strong motivation?

Gail Benell: Not as strong as number two. No.

Janet Beckers: Okay. Cool. And number four. So these are the people that are expanding their business and they’re burning out. The principal person’s burning out and their staff are probably curious. How motivated do you think they are?

Gail Benell: Really motivated. They’ve invested a lot of time into building their business where it is. Getting there, you know, attracting the right clients and you know they really love helping people.

Janet Beckers: Right.

Gail Benell: They’re at the point where they’re not sure they’ll keep doing it.

Janet Beckers: Right because they’re burnt out. So for me, listening to what you’ve said it looks like number one and number three, even though you know that you can help them a lot, it’s not their… They’re not as motivated. There’s going to be some resistance. So you’ll still attract them.

Gail Benell: Yeah yeah.

Janet Beckers: If your mark- so out of two and four, it looks as if those are the two that are going to be more willing to spend the time. And probably spend more money if they get if it means that they get some of that stuff done for them.

Gail Benell: Yeah yeah

Janet Beckers: Done with them rather than doing a step by step course on how to do something.

Gail Benell: Yeah.

Janet Beckers: So and the interesting part with this because both of those fall on the righthand side, the messages and also the programs that you’ll be giving them, the help you’ll be giving them, is not so much on how to get more clients.

Gail Benell: No. They’ve got too many clients.

Janet Beckers: Yes so if we were to be marketing to number one and 3, our core message is going to be about get new clients. Attract new clients. How to consistently get clients. How to convert. How to do the sales call. All of that sort of stuff. But really what you’re doing here is how to not burn out. How to get the systems in place especially around your marketing and especially around all the you know the NDIS stuff so that you can get, you know, you can spend time with your family. You don’t spend your weekends. Your staff are actually going to love you rather than, being a mutiny. See how they’re very different messages, aren’t they?

Gail Benell: Well absolutely. And you know to give the quality services that you’re known for.

Janet Beckers: Yeah.

Gail Benell: It won’t be the standards slipping ’cause they’re slipping.

Janet Beckers: Yeah.

Gail Benell: You know what if I would lose my business because I started doing a bad job?

Janet Beckers: Yeah, absolutely. Which would just be you know that’s a huge fear. I mean that’s what that’s what number three up there is afraid of.

Gail Benell: You know.

Janet Beckers: “I don’t want any clients.” Subconsciously. So yeah. So you haven’t looked at this and having a look at that journey and looking at those ones that are motivated, that’s going to be your key thing. And you know it’s a really interesting thing, Gail? With people that I have found is the people who are in number 4 and 2 who have got the clients already but they’re burning out. They need the systems. They need to have to leverage themselves. All of that sort of stuff. They are the people who actually usually prefer to have a high-end program. And so you, instead of you… If you are targeting number one you would probably be going for a lower price program and you would be going to get a larger number of people you’re going for, especially number four. But then also number two. You may only need to start off with having just a handful of clients who charge who you will be charging a much higher amount.

Gail Benell: Yeah. Yeah.

Janet Beckers: You know so you’ll get a ten thousand dollar client rather than a 500 dollar fine. But it is now you know that the thing that you’ll be that you’ll be marketing to them with and providing them with is going to be around all of that. Getting a Life. Getting the systems. You know. Making it so that you know they actually get to, you know, not burn out and they won’t give up. Once you go in there with those messages, then it’s going to be off. “Oh for Heaven’s sake. Just come in, Gail, and help me. I’m exhausted.” And the end then I will also understand the difference that it will make then financially yeah. Alright here’s a ten thousand dollar or fifteen thousand dollar program or is it not going to be probably enough to have a lot of the IP day they’re going to be. I want to have you as my consultant here. Month after month after months working with me and my team that’s been my experience with people at that level is or I want to be part of a higher level mastermind where I get to go with other people who are going through the same thing and we can get to make it go faster. Is it’s actually easier to sell into a higher price program than it is to sell into a low priced program with people like that. Yes and it’s going to help them. You’ve got to help them more than trying to play down small “Well you know maybe like just yeah it won’t cost you this much money or whatever I’ll give you this smaller service”. They will be so grateful if they know that you can come in and just really solve this problem for them say they’re in pain.

Gail Benell: Yeah fantastic. Thank you so much, Janet.

Janet Beckers: You’re very welcome and thank you so much for being so open. For people who are watching this as you can tell, Gail is… She cares, you know, about her client. She really really does care about her clients. So if it’s just if you are a Four, if you when we were talking about number four and number two here. If you were going “oh my god that is me” just give it “hell yeah” down below and contact Gail. So how can people contact you, Gail.

Gail Benell: That’s a great question.by e-mail address and this is like from my business is in constant flux. My e-mail address is still my business from two businesses ago. I haven’t even updated. So GAIL G-A-I-L at raising nonverbal children, which is all one word, dot com. ([email protected])

Janet Beckers: We’ll put that down below in the comments anyway. Yeah and the thing is you know with this kind of thing you can even just go on to your name, you know, that sort of consultancy. You know, if you’re going to start an office starting with “let’s just have a few clients that I absolutely can amazing results with working with them closely and then from that now will go and we’ll create some systematic material that I can then sell to other people as packages”. So instead of creating the systems and the small packages then upgrading to higher price clients you start at the top consulting with them creating. You realise you’re working with them and then you can package it together to be able to help more people at a lower price.

Gail Benell: Fantastic great advice.

Janet Beckers: It’s kind of counterintuitive, isn’t it? We quite often go, “I will charge more as I get more confident” but it’s actually the other way around.  “I’ll work closely with you. I know I can get results with you working closely.”

Gail Benell: Fantastic. Thank you, Janet.  I have to get going. Thank you so much.

Janet Beckers: You’re welcome. Go get them, girl. Bye! Okay. Everybody that’s still here and I imagine that most people will be watching this on the on the replay. So I hope that that gave you some insights in how to use the pro- how to use that really powerful exercise because, as you can see we could have gone either way with Gail’s targeting that message of “I can help you get new clients” because that’s what she did. You know she went from having no clients to you know getting completely booked out full caseload in quite a quick time. And that was moving interstate, you know, with Gail’s story like moving interstate within two weeks. She built up the reputation, applying all the stuff that she’d been doing in the precursor to the Attract Your Tribe program. She- within two weeks, she was completely booked up in that new town. In that new state. So she knows how to get new clients but she’s also got all of those systems behind it to be able to do that seamlessly. You know enough that she’s thinking “alright well I’ve done all of that and I’m you know I’ve got all those new clients. Let me build up the next business. I’ve got the time and the energy.” So she could go either way. But as we’ve worked out the people who are going to be most motivated are those ones who have already got clients and they’re burning out. And she’s got really good systems that she, I know from behind the scenes with Gail, she’s got really good systems to be able to work with those clients really, really efficiently. So yes I’d love to hear from you leave those comments down below, any questions that you’ve got. The free training that I’ve got is only open for about another 10 days. I think it is. Yep. Another 10 days and then it will be it will be going. So if you would like to go into, have some good training there on how to use this exercise and how to apply it to your business, you can go over there to Attract Your Tribe workshop. Appropriate links down below and yeah I’d love to hear from you. I hope this has been really helpful. Bye.

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