Latest / Productive and Paid with Jamila Payne / What It Really Means to Be Productive and Paid as an Entrepreneur

Transcript

What It Really Means to Be Productive and Paid as an Entrepreneur · Productive and Paid with Jamila Payne

• 0:33
  Hey, Jamila. Yeah. Happy Friday.
• 0:34
  How are you? Happy Friday. I love your sweater.
• 0:40
  I'll come into my mom with love.
• 0:45
  Awesome. Hey, Keisa. Hi, Monique. Hi, Penny.
• 0:47
  So, yeah.
• 0:51
  Good afternoon. Hello.
• 0:55
  All right. Feel free to join us on camera if you can.
• 0:56
  Hi there, happy Friday, everyone.
• 0:58
  And I am going to go ahead and jump in and get started. I know there'll be some more people.
• 1:05
  That will be joining us. The first thing I'm going to do is just share the document with you that we're going to be going through today. So first of all, welcome.
• 1:17
  So the quarterly reset, this is not going to be a session where you're just You know, kind of listening to me, right? We're going to get some things done during the session as well.
• 1:26
  Okay.
• 1:30
  Which I am really excited about for you. So I'm going to drop the link to the doc.
• 1:36
  That I'm going to be going through today. What I'd like for you to do is to hit the file make a copy button So that you will be able to Right inside of this, if you want to take notes along the way or anything like that, you'll be able to do that inside the document as well. Okay, so I'm dropping that into the chat right now.
• 2:07
  Turn AI on as well. Okay, AI is loading.
• 2:15
  Okay, here we go.
• 2:22
  All right. So just let me know you can access that, okay?
• 2:30
  I was able to.
• 2:32
  Okay, okay, perfect. Okay, so just hit your file, make a copy, and then you'll be able to kind of go back to this and work your own magic later.
• 2:45
  Okay, so I'm going to share my screen and put up this document so we can go through it together.
• 2:59
  Okay. And really kick off the quarterly planning process okay so I'm so excited about this because if you know anything about me.
• 3:11
  I love planning, okay? I love planning. I love productivity. I love getting things done.
• 3:18
  But most importantly, right, I love the execution And I think what's missing from a lot of planning processes is making sure that you can actually execute on the plans that you put together.
• 3:33
  So that's a part of what we're going to be talking about today, like really making sure that you can execute on the plan that you want to put together.
• 3:45
  For your business. All right. So first things first When you think about the planning process, what I like to teach is to make sure that you have to make sure that
• 4:00
  Tracked, documented information about what is going on in your business.
• 4:07
  That starts with what I call an end of month report.
• 4:13
  Now, this idea for an end of month report, I started in my business many, many years ago And I learned the process because when I was in college i worked in college some retail stores. Like if you remember BCBG and BB, like I worked in some art and b i worked in some of those stores
• 4:39
  And some of those roles i was a a sales leader and other roles i was like the store manager. And we had this process of really tracking every single day What we were doing in sales, how the business was performing, what was going on.
• 4:58
  And so I remember that, right? In business and thought, man.
• 5:04
  That process that we used in retail really kept me on target with where we were.
• 5:11
  And what changes we needed to make in the business. And so I wanted to bring that into my business okay so So that's just a little context for where that comes from. So the idea here If you're not doing this already.
• 5:23
  Then I invite you to start this process at the end of April.
• 5:28
  Okay, so an end of month report is literally Nothing fancy, just a simple Google Doc.
• 5:37
  That lists what happened that month. The reason why this is the reason why this really pivotal for your business is because we want to be documenting what's working We want to be documenting what didn't go as planned.
• 5:53
  And we don't want to make the same mistakes over and over and over, right? So we want to be able to Remember the key lessons that we learned so we can take that forward into our businesses, okay?
• 6:04
  So here's, and I'm going to show you examples of what all of this looks like. Okay, so don't worry.
• 6:09
  All right. So basically, part one, your end of month review is to just write down and this doesn't have to be You know, like a dissertation, big chunky paragraphs could just be a bullet list.
• 6:24
  Of what happened okay So I like to reflect on You know, finance. So basically.
• 6:32
  What's going on with the money? Did we make sales?
• 6:37
  How many cells that we make Were there specific things happening from a cash flow perspective?
• 6:44
  That you need to be mindful of. Like you might have a month where You had some delayed payments.
• 6:51
  Or, you know, you might have months where you might have months Oh man, I didn't get my invoices out on time in this month, right? Like you just want to kind of document what happened from a money perspective.
• 7:02
  Then I like to look at sales and marketing. What were my sales and marketing activities?
• 7:09
  I remember if I go back to some of my end of month reports.
• 7:14
  I could look at a specific year in my business in a specific month and look at the sales and be like.
• 7:20
  Oh man, I didn't have a lot of marketing activities going on.
• 7:24
  Okay, no wonder my sales was down the following month. Totally makes sense. But when we're operating in real time, we don't always catch all of these things.
• 7:33
  So having it written down really helps. Okay, third is operations.
• 7:39
  So are there any things operationally that you need to be mindful of? This could be things that are going on with your team You know, that you might need to be mindful of or other people that are working with you on your assistants, et cetera, right? So look at the operations, client delivery.
• 8:01
  Okay, so how is the client delivery going? Are you at capacity when it comes to serving clients? If so.
• 8:09
  You know, what's one thing you can do the next month to fix that.
• 8:14
  Are you under capacity, right? You got more capacity time than you do clients, right? Okay. That's something else we want to look at addressing.
• 8:22
  And then finally, any lessons learned. Okay, so these are the different things that you can quickly evaluate in an end of month report. So you just make your simple Google Doc with a little bullet list.
• 8:37
  And then you have your end of month reports. So when the next quarter rolls around.
• 8:45
  Okay.
• 8:46
  So that will be end of June. Now you can go back at the end of June and review what happened in April, May, and June. You already have it documented.
• 8:59
  And you can reflect on Q2. So that's end of month reports.
• 9:04
  Any questions about that practice?
• 9:12
  No, everybody's good? Okay, perfect.
• 9:16
  Yeah.
• 9:17
  I have one question. Can you hear me? I was having connection issues. Can you give me the link again to get that document? I didn't see it in the chat.
• 9:21
  Yeah, absolutely. Okay. Let's see here.
• 9:32
  Chatty chat.
• 9:40
  Thank you so much.
• 9:41
  Okay, perfect. There you go. You're welcome. Okay. So… If you don't have end of month reports right now, it's not an issue, okay? Don't worry about it.
• 9:52
  But it's an opportunity. Going forward for something that you can track.
• 9:58
  Okay, so if you don't have end of month reports then You're just going to look at the whole quarter and say.
• 10:05
  All right, if I reflect on if i reflect January, February, and March.
• 10:12
  What are some insights? That i have in these different areas of my business. Same thing, right? Finances.
• 10:22
  Marketing, client delivery I've also started recently looking at time How am I spending my time?
• 10:32
  And also looking at team, right? Do I have enough support? Do I not have enough support?
• 10:40
  Those are questions that you might be asking. And then finally, results.
• 10:46
  What was total revenue Number of new clients and number of retained clients.
• 10:54
  And I also feel like this is something that we don't talk about enough in the business world As well. Me, I love to retain clients. I get so much joy of working with people over a longer period of time.
• 11:10
  So fun. You get to go really deep with them in their businesses and helping them to accomplish their goals.
• 11:18
  I think that there's this conditioning that happens in the entrepreneurial world It always leads you thinking about chasing, chasing, chasing new people.
• 11:27
  But we have to be really great As business owners and also looking at you know how do we how do we keep working with clients, especially when they're clients that we really love and really enjoy working with?
• 11:42
  All right. So I like to look at number of new clients and also number of retained clients.
• 11:48
  Okay, so that's the quarterly review. If you're just starting from today.
• 11:53
  And you're looking back on and you're looking back the last three months. Okay, so I want to actually hear from you, what are some of your insights And you can kind of pick one or two of these areas, right? Whether you want to talk about
• 12:10
  What's an insight you had in terms of marketing or delivery?
• 12:13
  Or time or any of these buckets. Okay, so let's go around. Who wants to kick it off?
• 12:25
  Okay.
• 12:31
  What kind of consulting, Monique?
• 12:32
  I can kick it off. This is Monique. So just for context, I have a consulting business that I'm running right now. And so what really sticks out So I consult with health insurance companies to get them ready for accreditation audits. So very
• 12:39
  Compliance related black and white type work. And so client delivery is something that is really standing out for me because more capacity but more capacity Not for I don't desire to fill that capacity with the clients that I'm currently working with. So I'm kind of in a
• 12:59
  A sticky situation where I do, I could have more time to work on it, but I don't necessarily enjoy it. And so I'm hesitant and reluctant to give them additional time.
• 13:09
  That's something that is sticking out for me and it's been something that has been something that has been top of mind for a long time, but just seeing this on paper is really making me say, wow, okay.
• 13:20
  They're not totally maxed out but you're At the same time, you are maxed out by the clients because they are sort of draining you at this point.
• 13:27
  Okay, I love that. What an amazing insight, right? Like you want to fill your capacity more, but not with the same people, right? So you're definitely going to be bringing in, I see some head nods of people related, right?
• 13:45
  Okay, makes total sense. Okay, love that. Oh, you want to have another one you want to share?
• 13:53
  No. Okay. Okay. Someone else insight that you had.
• 14:05
  Okay, now the rest of you lay out like, I know y'all are not shy. Don't even… Okay.
• 14:09
  No, I'm happy to share. To share monique i can relate to a lot of what you're saying because I'm also in consulting But I'm in human resources.
• 14:20
  Mine is really focused on marketing. And because I'm at capacity at the moment with the clients that I have.
• 14:28
  Sometimes what happens is I get caught in the client delivery and I'm not doing any marketing.
• 14:32
  So that was the insight for me and that when I look at my trajectory for the year Some of my clients are about to, I can't renew them To Jamila's point, they won't be renewing.
• 14:46
  I've been with them a while and they're looking to off board. So I need to be onboarding some new ones, in which case I really need to be focused on more marketing.
• 14:55
  Love it. Okay, Kisa, Monica.
• 14:56
  So that's mine.
• 15:09
  Okay, Monica says… time and marketing are the areas that she needs to focus on. Okay, Keisa says she's not able to unmute just yet. Okay. All right. Perfect.
• 15:22
  All right, so that's the review part. All right. So if you haven't done that yet.
• 15:29
  For January, February, and March. Then that's the first.
• 15:35
  Action item, right? So I want you to put You know, kind of on your page action items right from today. Your action item number one is definitely going to be doing a review.
• 15:51
  And that also means your numbers, okay? So don't forget the results.
• 15:57
  Revenue. For each month, Jan, Feb, march Number of clients, number of retain clients.
• 16:08
  There's something else in terms of results that you want to track.
• 16:12
  It's okay to put that too. Like, for example, there was a point in my business, I don't do this on my end of month reports now. But there was a point in my business where I was also tracking My email. Now, okay, let me
• 16:29
  Let me clarify this. I do have a KPI tracker where I'm tracking data on a weekly basis.
• 16:36
  But in terms of my end of month reports, I used to put my email Growth numbers on an end of month report. Like, okay, how many Where am I at in terms of total new subscribers? Because I was actively
• 16:50
  Growing my list. So that was something really important for me to be looking at on a monthly basis. So that was a key number in terms of my results that I wanted to have on my end of month reports
• 17:01
  Then I don't put them there anymore because i don't anymore track it in my regular weekly tracking.
• 17:09
  So it's okay if you have other things that are important to you that you want to track.
• 17:14
  Then you can, oh, Keisa says she's in a coffee shop too Okay. You can definitely put them on your report.
• 17:24
  All right, so that's step one is just the review, knowing where you stand, knowing what happened in Q1.
• 17:33
  All right, then step two is the actual reset. Now, the reason why I call it a quarterly reset is because… It's an opportunity to make adjustments in your business on what based on what you've learned in step one.
• 17:56
  So if you realize like some of the things you said, Penny says, hey, I got to double down You know, on the marketing, right? Monique says, listen, I want to increase my clients but not the same kind of folks, right? So that might mean
• 18:13
  She's looking at a different offer or she's doing different type of marketing to attract different people. So, you know, so those are some of the considerations that you're going to have to make for the quarter.
• 18:26
  Now. My recommendation, let's just say if you're not on track.
• 18:32
  For what you set up your goals the year or for the quarter. If you're not on track.
• 18:38
  That's okay. I don't want you to get upset about it, beat yourself up.
• 18:43
  Or feel like it's impossible to hit your goals. What I want you to do in this reset process is think about what adjustments do I need to make So that I can still go after my goals.
• 18:59
  Now, some people's natural you know inclination is going to be you know, I'm already three months in. I'm not on track. I got to reduce the goals.
• 19:10
  I got to change the goals. I got to reduce the goals. I cannot hit the numbers that I set out to hit.
• 19:15
  And that's not 100% accurate. You don't really know, right? If you can do it or not.
• 19:23
  I'm always going to say, just go for it. Rework the numbers to still go for the goals that you want to hit. And if you fall a little bit short at the end of the year, that's okay.
• 19:36
  But don't quit in the middle of the game, right? Like we got to keep going. We don't want to quit.
• 19:41
  In the middle before you know, when the game's just getting started all right so The rule of thumb here, when you're thinking about your quarterly goals.
• 19:55
  What I always teach is what i always teach You don't want to set more than three goals in a quarter Unless you have a team member who can execute goals independently.
• 20:09
  So if you have, you know, an assistant You know, whether that's a VA or a marketing assistant or other type of person on your team that you know can get things done independently then I would say it's okay to go to five goals.
• 20:29
  They're going to have two that they do on their own.
• 20:32
  You're going to have three. Now, if… I know for some that narrowing down everything you want to accomplish in your business to three goals sounds like No, I want to do so much more. I have so many other ideas and things I want to execute.
• 20:54
  And, you know, that's natural. I have been there.
• 20:59
  What I would encourage you to do is create what I like to call overflow goals.
• 21:06
  So you have your core three These are the three things that I'm going to do.
• 21:11
  And then you have your overflow goals. Now, your overfall goes if you finish the three quickly, then you have those overflow goals that you can start working on early.
• 21:27
  But you're not going to try to fit more in three months than what's humanly possible.
• 21:34
  Okay. When you think about your three goals for the quarter.
• 21:41
  The way that I like to choose the goals is saying, okay.
• 21:45
  I'm either going to do one of these things per month Or I might have one or two goals that I know is going to span you know, more than one month, right? It might take me two months to get this one thing done or it might take me three months to get this one thing done.
• 22:04
  That's why we're only setting three. But you have your overflow goals in case you want to do more. That's okay. There have been quarters where I killed it and got my three goals done in two months.
• 22:21
  And then I just started early on my goals for the next quarter.
• 22:25
  Or went to my overflow goals. And those can actually be one and the same, right? Some of your overflow goals might be, oh, this is what I'm going to do next quarter.
• 22:34
  If I don't get to it this quarter. Okay, any questions about determining what the three goals you know like the thought process for determining the three goals.
• 22:52
  No. Okay. All right. So… I would like to hear from you guys.
• 23:02
  You know give me one idea about a goal that you want to work on for this quarter.
• 23:17
  I want to add um I'm going to draw 10 per day. I want to add at least 100 new clients.
• 23:24
  New contacts, sorry, new leads to my pipeline I wish I had 100 contacts.
• 23:31
  Yeah. I think. In a month.
• 23:36
  Okay, 100 per month. Okay, love it. That's a great goal.
• 23:37
  So I want to actively focus on that.
• 23:41
  So basically by the end of the quarter, you have 300 new contacts in your email database.
• 23:45
  Mm-hmm.
• 23:49
  Love it. That's a great one.
• 23:54
  All right. Let's see others. Okay. He says launching the travel club Monica's going to get her coaching client.
• 24:06
  What about you, Monique?
• 24:09
  It will be to… get my online presence.
• 24:13
  Going. I currently don't have one for my business.
• 24:17
  Okay, so tell me what How will you know that's done?
• 24:21
  Like, what will that look like?
• 24:23
  It will look like actually having a website using the domain that I've been paying for for years now but have not used. So it'll look like having a website and actually setting up Because most of my clients are corporate based
• 24:37
  Also having a presence on LinkedIn for my business as well.
• 24:38
  Mm-hmm. Okay. I love it. Linkedin presence.
• 24:43
  That's really great.
• 24:50
  What's your why the online presence like what's your bigger goal behind the online presence? What do you want it to accomplish for you?
• 24:58
  To get more visibility, to get myself in front of people. Right now, the clients that I work with are really through word of mouth and through other firms that I'm contracted with as a subcontractor, which is fine. It's been working so far, but I do want to branch out and
• 25:14
  You know cut of the pie. And so having an online presence will allow people to be able to find me.
• 25:20
  And know what I did.
• 25:21
  Okay. I love that. So you could also look at a specific lead goal.
• 25:27
  Right. Of saying like you know, I want to have
• 25:36
  X number of leads that have 100% come from online Or I want to get X number of sales calls booked.
• 25:49
  That 100% come from online And looking at it through that lens It's going to allow you to say okay, what are the activities that are going to actually create that result that I really want?
• 26:08
  Because if you look at it through that lens, you might say, well.
• 26:11
  I don't actually need a website. Right. I might just need to get busy on LinkedIn.
• 26:12
  Right.
• 26:17
  Mm-hmm.
• 26:18
  And you know. Have people booking calls through LinkedIn.
• 26:25
  Or let's say if you don't have And email lists right now. It might be, okay, I need to get set up with an email provider that I'm going to funnel all my online leads into So that I can keep in touch with them.
• 26:42
  So, you know, I love that you shared that, Monique. And I just wanted you to, you know, this is for everybody, right? Thinking about like.
• 26:48
  Well, why do I want to do that, right? So to make sure that it's going to actually create the result that you really, really want.
• 26:56
  Because I don't want you three months later to be like.
• 26:57
  Thank you for that.
• 26:59
  Well, I had this daggone website, but… Nothing happened. Right.
• 27:01
  No leads.
• 27:06
  Right? Okay, so that's important. You're so welcome.
• 27:12
  Love it. Monica says also launch her community and start their first encore experiments. So good.
• 27:19
  Okay. All right. So now, what do you include in this quarterly reset process?
• 27:29
  And again, I'm going to show you like what a finished one of these looks like. So don't Don't worry. It's coming.
• 27:36
  All right. So what you want to look at is here's what to include.
• 27:41
  This is something new that I've started adding, a vision statement.
• 27:45
  So just kind of putting on that CEO hat for a second and say.
• 27:49
  Am I guiding the business to? You know, what's my vision for the next three months? Where am I taking the business. Where am I leading the business?
• 27:59
  Then step two is those 90-day goals okay what Three things am I going to get done in the next 90 days and you want to write them as if they are completed.
• 28:14
  Right. So my folks that are launching offers that might look like In three months, I want to have X number of people in the travel club.
• 28:31
  Right. For Monica, I'm going to have X number of people In my community.
• 28:39
  So writing it as if it's done. So it would say You know… I was trying to think about three months. That's June. So I would say at the end of june you know i have 10 people in the travel club.
• 29:03
  So like writing is if it's already done. Okay, then the third thing that you're going to look at is your key drivers.
• 29:14
  Okay, so what are the things that are going to ensure that that you can make these things happen specifically around the revenue piece.
• 29:24
  So i I like to look at revenue.
• 29:28
  Clients basically that's when I say clients like number of clients needed Number of leads lead it, sales conversion.
• 29:36
  Time? How am I spending my time? Team support. Is there some team support that I actually need to make this goal happen.
• 29:46
  That might be, okay, I need to work with somebody on fiber To get some of my graphics done or I might need a part-time VA to get some things done, right? So it's looking at I think sometimes we go after these goals and this is really tough for us especially women
• 30:07
  That we're just like, I'm just going to make it all happen, right?
• 30:11
  And that's okay. But I also want you to be open to receiving support where you need it.
• 30:19
  Right. And looking at, okay, where would I really like to be supported?
• 30:24
  Sometimes that support is, you know, coaching. Sometimes that support is, you need some people who can, you can hand some stuff to Get this done today, right?
• 30:34
  It's going to be different for each of us. You know what your goals are.
• 30:42
  I also like to look at the marketing routines. So when I think about marketing routines, and if you've kind of been in my world for any bit of time, right, you know, I talk about like marketing routines. This is like
• 30:54
  What's the ongoing marketing that you're doing on a weekly basis?
• 30:59
  Do I have a regular every week This is getting done process.
• 31:06
  For my business. So I'll give you a couple of examples of that.
• 31:10
  A marketing routine might look like Sending out a sending out email to your list.
• 31:19
  Every week. A marketing routine might look like Going live.
• 31:27
  Instagram or YouTube. Every week.
• 31:31
  A marketing routine might look like You host.
• 31:37
  A monthly workshop. Or a quarterly event.
• 31:43
  So it's basically consistent marketing that's you know plugged into your business like this is what's going to happen.
• 31:52
  Then there's those one-off marketing events.
• 32:00
  These are things that aren't necessarily happening on a recurring basis.
• 32:05
  So an example might look like you're doing a client appreciation event.
• 32:14
  Or where you're asking clients to invite in new people. This might look like you know hosting an online summit, right? That you're only going to do once a year Okay, so these are one-off events. This might look like hosting something in person, an in-person meetup.
• 32:41
  So you want to figure out what those things are. Then your promo schedule.
• 32:46
  Okay, your promo schedule is basically what are my offers?
• 32:51
  And when am I promoting them? When am I putting them out?
• 32:55
  So it doesn't mean that you're doing This isn't necessarily different from your marketing events or your marketing routine.
• 33:03
  This is… What are the dates?
• 33:07
  Okay. What are the dates that I'm promoting?
• 33:14
  How long is the promotion? When do cells open? When do cells close?
• 33:26
  If there's a special offer that you're doing, when is that happening?
• 33:31
  If you're aligning to… you know, special times of year that might be relevant for your business, then you may have some promotions you're doing around that.
• 33:46
  Like I know for Penny, for example, right, she's an HR consultant And one of the things that companies are constantly dealing with is reviews, annual reviews for team members Right. And so she could have a promotion Where she's putting something out
• 34:08
  You know a few months before annual reviews kick in to be able to get clients on board You know, for her services around that kind of offer.
• 34:19
  So you want to look at like, are there any like seasonality or important landmarks that happen in my industry that I want to tap into and promos around.
• 34:33
  Okay. And then last is what's your messaging?
• 34:39
  So what are some of the key themes that you might be putting out in your marketing messages, right? Or in your sales messages I was talking to a client, Michelle.
• 34:55
  She has a transportation company called Lady Coach.
• 35:00
  And we were talking about her Mother's Day promos. So she was talking about this whole, she basically set up a promo For Mother's day where mother's day She was encouraging you know uh women to book her bus for mom for mother's day for
• 35:22
  And mom and her girlfriends can go out into a winery in upstate new york for Mother's Day.
• 35:30
  And so she came up with key messages like um give mom a day that she'll never forget.
• 35:41
  Key messages that she's using in the marketing to get people excited about this offer.
• 35:50
  Great question, Monica. For these drivers, you're just focused on three months. That's it.
• 35:57
  Just those three months. Now, that's an important question because here's what I would say.
• 36:03
  Also… you have already annual planning then you might have some of this mapped out for the year.
• 36:17
  In which case you're just considering like You know, am I making some changes based on the annual plan? If you don't have an annual plan.
• 36:25
  No problem, then we're just going to double down on the next three months about what needs to get done.
• 36:31
  And I really like the idea of having a 90-day focus. It's not overwhelming.
• 36:36
  It's achievable. And you can really you know just laser in on what's going to be happening for the next three months.
• 36:47
  Now, I'm also going to give you some prompts that you can use to get all of these things done quickly using ChatGPT.
• 36:57
  Okay, so that's coming as well.
• 37:03
  All right. So after the key drivers, the last two pieces are What projects are needed to complete What projects need to be completed to achieve the goals?
• 37:17
  So for example.
• 37:25
  Monique mentioned that she was looking at this LinkedIn strategy. So she may have a project of like.
• 37:33
  I'm going to post three posts a week on linkedin So a specific project in her business is going to be You know, I need to get you know 15 posts created for each month.
• 37:55
  Right. So that I can have post going out three times a week. So that's a project. She needs to get those assets together.
• 38:03
  In order to execute on this goal. So you want to think about for what you need to do right for for those that are
• 38:14
  Launching communities. You might think, okay, well, part of the project is i have to You know, put together my marketing strategy for launching the community, or I have to put together my marketing assets for launching the community, or I need to actually set the community up.
• 38:38
  Right. Like what's going to be Inside of the community.
• 38:42
  Or for a penny, same thing, like working on marketing. You might be thinking about What are the assets that I need to gather, right? If I'm going to do a specific promo.
• 39:07
  And then the last piece, last but certainly It's important.
• 39:14
  Is your life planning. Now, when you think about life planning.
• 39:22
  This is just about considering What things do I have going on in my life?
• 39:29
  That I need to be present to as I'm making these goals.
• 39:35
  So Monica just had a big wedding in her family, right? So that's something. And she was like planning her goals and what she was doing. She had to think about, okay, this week is the wedding. Okay, so I've got to You know, make sure I can make sure I show up at the wedding, right? So she has to plan those things as a part of
• 39:51
  Goals. The way that I approach this Personally, so kind of just sharing what I do personally I completely map out all my business goals.
• 40:04
  I completely map out my personal goals. And then I look at the overlap.
• 40:14
  Here's why I'm saying it like this. I don't.
• 40:20
  Play small. In my life because of what's going on in my business.
• 40:26
  And I don't play small in my business because of what's going on in my life.
• 40:30
  So I set those two sets of goals up separately And then I look at Are there adjustments that I need to make?
• 40:40
  Based on what's happening. Okay, so I'm going to give you a worksheet called the 90 day project year. It's already linked in the document At the bottom. But I use this 90 day project year document to say.
• 40:55
  Okay, I wanted to do these six things in my life this year.
• 41:01
  And I wanted to do these, you know, whatever, 12 things in my business this year Well, maybe I need to move around when I'm doing them.
• 41:09
  So that I can still make all these things happen. So it's like, okay, well, you know, maybe I had some you know.
• 41:21
  Fitness goal that I was really passionate about, but I know that's going to require two a day workouts And I'm launching this new community So maybe I'm going to do this fitness goal in Q3 and not in Q2.
• 41:36
  And I can just move it around so that I can allow for the things that are happening in my life or in my business, right? Or I can say, listen.
• 41:44
  This fitness goal is super important to me. I want to do it in q2 So I'm going to wait till i'm going to wait till Q3 to launch this new community.
• 41:54
  Or I might look at I want to have these things happen at the same time.
• 42:00
  I'm not willing to move either of them. So who else do I need to get on board to support me to make sure that I can execute on both of these really well.
• 42:14
  Okay. Does that make sense? So it's very important that we evaluate Both?
• 42:24
  And making sure that you can do all the things you want to do but at a different, you know, on the right timelines Yeah, good. I love that, Monica. She says she appreciates looking at both. Yeah, it's so important.
• 42:41
  So important. All right. So those are the pieces.
• 42:51
  All right. Well, I want to jump ahead a little bit.
• 42:55
  And just kind of show you visually what some of this starts to look like.
• 43:03
  Okay. So you can kind of see. It all put together, right? So if you fast forward here
• 43:12
  To this section. I have examples.
• 43:19
  So first is the end of month report. Okay, so I created a profile a woman named Michelle Thompson. I didn't even come up with that name. Chad came up with that name. Okay. Fit Mama Health Coaching. Okay.
• 43:37
  Her niche is health coaching for new moms who want to lose their baby weight, right? Her revenue goal for this year It's 250,000.
• 43:47
  Her revenue for Q1 is $30,000. Okay, so having that information Chat was able to put together her NMF report. Okay, so here's what the end of month report looks like you know her finances 11,000 in revenue, 4,200 in expenses. It says what the expenses were from.
• 44:09
  What our net profit was, what her outstanding payments were. Here was the financial insight. Cash flow was tight at the beginning of the month, but it improved with new clients signing up.
• 44:21
  Mid-month. Okay, what happened in terms of the sales and marketing? And this is literally how I do it.
• 44:27
  Just a bullet list. Okay, sales and marketing held three live IG Q&As, one webinar, 25 registrations, five book calls.
• 44:36
  215 new people on the email list. Four discovery calls, which converted into two clients launched a new funnel mid-month.
• 44:47
  Use the Facebook ad to lead magnet to a five day email sequence to close the clients.
• 44:54
  Spent $1,000 on ad which was a low CTR, but good email conversions.
• 45:05
  Okay, operations.
• 45:10
  Created a new onboarding checklist to streamline the client experience onboarded a VA.
• 45:17
  Who's now managing email responses and scheduling, struggled to stay consistent with SOP Documentation.
• 45:25
  Client delivery. Onboarded three new clients.
• 45:30
  And maintain four from Q1. Clients reported strong results.
• 45:36
  Average losing six pounds in four weeks added a meal planning bonus that was well received Mid-month did client check-ins to improve engagement and accountability.
• 45:47
  And then lastly, lessons learned. Need to test different webinar topics This one didn't convert well.
• 45:53
  Should have increased email list segmentation sooner. The VA support made a difference. More time for content and strategy.
• 46:03
  Okay, so any thoughts, insights about the end of month report.
• 46:11
  Example.
• 46:19
  I like the bullet point format. It just, it takes the pressure off it needing to be by writing a formal report. So I really love the bullets.
• 46:28
  The use of the bullet points.
• 46:29
  Good. Okay. Awesome. Anyone else?
• 46:38
  I think the bullet points help you in terms it just cuts out all of the fluff.
• 46:44
  Yeah. So true.
• 46:46
  Yeah, and it kind of forced me as I was thinking about like i have to really I think I think about these things and I do to a certain extent, but this has been like really laser focused on specific things.
• 46:59
  They're all that which are going to move your business and nothing else.
• 47:03
  Yeah.
• 47:04
  Yes. Yeah. So good. All right. Monica said, it's very helpful to see an example And what we can focus on and also give her ideas of what she needs to look at. Love that.
• 47:14
  All right. So now let's look at a quarterly review.
• 47:19
  Now, remember, you can Once you have this practice of doing these end of month reports. Now, let me just say this.
• 47:29
  To make sure that I do this. Have a plugged in date on my calendar for doing my end of month report as a recurring appointment on my calendar.
• 47:40
  So you can decide Okay, like, do I want to the first of every month do my end of month report or the second of every month, like what works for you And when that first of the month falls on a weird day, like a Sunday or something like that.
• 47:58
  Then I just move it to the next business day. Right. For that particular month.
• 48:04
  So the way to execute this is just having it plugged in.
• 48:08
  Now, am I 100% perfect with this? No, I am not.
• 48:13
  And there are some months that it is literally the 10th of the month And I have to go in and write my end of month report for the previous month.
• 48:25
  This is about practice and not perfection. It's okay if you get a little behind or even if one month you got to double up.
• 48:34
  And do the month before in that month You just want to make sure you're capturing the data.
• 48:41
  That's what's most important so don't you know, kind of beat yourself up if you miss a month and feel like, oh, you know, I failed at this. I can't do it. No.
• 48:50
  Just keep going. All right, so now the quarterly review.
• 48:58
  So now we're reflecting on Three months as a whole.
• 49:04
  Okay, so finances here, 30K in revenue for the quarter. Expenses were $9,000. Net profit, 21K.
• 49:13
  Okay. Michelle, a fit mama is recognizing that she is behind pace to hit her $250,000 goal.
• 49:23
  She should be at 2,000.
• 49:28
  By the end of quarter one and she's not there, right? She should be at 62,000 And she's at 30 right now.
• 49:35
  Okay. No problem. No sweat. This is what the reset is all about.
• 49:40
  Where do I need to adjust? So that I can still go for my goal.
• 49:44
  Okay, so marketing activities. What happened for the quarter? She ran one challenge, one webinar and posted three times a week on Instagram.
• 49:52
  She started paid ads. She grew her list by 550 subscribers She built a lead magnet but did not AB test the landing page.
• 50:02
  On the client delivery side, she served nine clients, five new, four retained.
• 50:07
  Great feedback on her coaching experience. She doesn't have a group offer yet.
• 50:13
  But her private coaching is at 80% capacity. She struggled with maintaining onboarding manually, right? So this might be something she wants to look at in the quarter ahead and say, listen, I got to have a more automated onboarding process.
• 50:28
  From a time perspective, she worked an average of 35 hours a week Mondays and Fridays.
• 50:34
  Were lost to admin tasks and over scheduling, right? So she's realizing some flaws in her how she's managing her time that she wants to make adjustments for, right? 60% of time spent on content and client work.
• 50:49
  But her sales activities were inconsistent.
• 50:54
  Okay, in terms of team, she hired a VA in February, which helped with her inbox clients scheduling and some minor technical stuff.
• 51:02
  She's still training. Her team on system documentation, right? Here's where her results were by month revenue 7,000 in January, 12,000 in February, 11,000 in March, five new clients, four retained.
• 51:17
  Big lessons learned. Need to commit to stronger weekly sales routine The email list is a powerful lead driver.
• 51:26
  Delegation was the key and the VA freed up five hours a week of her time.
• 51:32
  Okay, so that's the quarterly review. Three months picture.
• 51:39
  All right. Now, you know, the fun part, my favorite The quarterly reset.
• 51:46
  So here's what a vision statement could look like, right? I'm building a thriving business that supports new moms in retaining their health and confidence. This quarter.
• 51:56
  I will step into the CEO role and focus on systems and scalable offers to grow my income without overworking. Remember, she said she was only doing private clients before one-on-one. Now she wants to look at some kind of group offer. Okay, so 90-day goals, April, May, June.
• 52:15
  Launch and enroll 10 clients in her first eight week group program.
• 52:21
  Reached $60,000. In revenue in Q2, grow her email list by 2,000 engaged subscribers. Okay, key drivers breakdown.
• 52:35
  So for the revenue goal of 60,000, she needs 10 new clients For a $1,500 offer, which gives her $15,000.
• 52:45
  She needs 15 one-on-one clients at $3,000, which gives her 45.
• 52:50
  Okay, now the sales conversion breakdown. This is the goal. This is what I want you to get to in terms of your numbers.
• 53:00
  This is the goal right here. I don't want you to just come up with a projection.
• 53:06
  Of your revenue. I want you to have a breakdown for how you're going to get there.
• 53:13
  Okay, so here's the sales conversion breakdown. So she's going to do discovery calls. That's how she's going to convert the clients.
• 53:22
  Her goal is a 30% conversion rate. Okay, so that's at least three out of 10, right? Sign up with her.
• 53:31
  She's going to offer a private one-on-one at 3,000. And she wants to get 15 people into the private 101.
• 53:39
  In order to get 15 people into the one-on-one. She needs to do.
• 53:45
  Discovery calls. This is what I often see missing.
• 53:51
  Not knowing the amount of activity that is required.
• 53:58
  To get to the goal.
• 54:02
  So having an amount of activity to aim for.
• 54:08
  That will allow you to get to the goal that kind of moves it from projection to reality.
• 54:15
  Okay, so discovery calls is one method. So she kind of has two main methods here for bringing in these clients. The second one is a webinar funnel.
• 54:26
  Okay, so for her She's aiming for a 10% conversion rate.
• 54:32
  The price of that offer is $1,500. She wants to get 10 clients into the $1,500.
• 54:39
  Okay, again, here we go. Activities. What's needed to meet this goal?
• 54:44
  She has to get 250 people registered.
• 54:49
  That's assuming that 40% will actually show up because you know the number of show up versus the number registered, two different numbers, okay?
• 54:59
  She wants to have 100 webinar attendees is the number of people that show up.
• 55:05
  Okay. And then get 10 conversions. From those 100 attendees.
• 55:11
  Okay, so that's the what she needs to aim for. So when you're thinking about your activities that you're doing on a weekly basis is like okay What am I going to do to get 250 people signed up?
• 55:26
  What are my activities that align with me hitting that goal?
• 55:32
  Okay, then time. She's going to block Mondays for CEO work.
• 55:37
  And she's going to use Fridays for sales and client renewals.
• 55:42
  Pay from a team support perspective. She's going to delegate content repurposing and landing page edits to her VA.
• 55:53
  She's going to hire a contractor. To create her slide deck materials In terms of marketing.
• 56:02
  She's doing IG posts, nurture emails, and a daily sales call.
• 56:09
  Biweekly, she's doing live IG email case studies and success stories.
• 56:16
  Now, here's what I typically like to do. I like to come out with one or two marketing activities that are tangible.
• 56:26
  In a way that I can track metrics around them. For me, that's not social posts.
• 56:35
  And I'm not saying that to say don't do any posting on social.
• 56:40
  I'm saying that to say. I kind of look at that as a bonus.
• 56:46
  If leads come in from IG or LinkedIn or whatever then that's like you know, icing on the cake.
• 56:57
  But those things are very hard to predict. And not that you can't predict them over time Because if you're doing that for some amount of time, you might be able to say like, oh, okay, I'm noticing that For these kinds of posts.
• 57:13
  You know, if I do three to five of them, I get 10 or 20 new people to join my email list.
• 57:21
  Over time, you'll have some information about that. But I like to look at what are the marketing activities that that I might have a little more control over versus an algorithm controlling.
• 57:33
  So I really love looking at things like Call's booked.
• 57:40
  Emails. Events.
• 57:45
  Things that I can drive the number. Like, okay, I need this number of people to show up to my in-person event where I need this number of people to show up to my online event. Here's how many of those people I need to convert. Here's how many of those people I need to get on a call.
• 58:02
  Okay, so I would encourage you, so I'm not saying remove social from your strategy But make sure that you do have some marketing activities that you can track in a way that you can drive the numbers.
• 58:18
  Okay, does that make sense? Okay. All right. So now… So that's our marketing routine of what she's doing every single week. And in terms of the marketing events.
• 58:31
  For April, she's going to host a live training. Called drop the baby weight without the overwhelm.
• 58:37
  She's going to do a five-day challenge in May called Confident and Fit Mama.
• 58:43
  And in June, she's going to focus on podcast guesting and affiliate collaborations.
• 58:51
  Okay, then the promo schedule, right? Her wait list opens April 10th.
• 58:56
  She's launching May 6th to the 15th. Our group starts on May 20th.
• 59:01
  Our monthly promo for our monthly promo And she's going to do monthly promo for one-on-one.
• 59:07
  Okay, now key messages that she's going to use in her mark mark Marketing. Get your body back with ease. Even if you're sleep deprived and short on time, right? That really speaks to new mamas, right? Who might be thinking about that, right? She's also going to hit an emotional angle
• 59:26
  Using empowerment and realistic transformation. For moms. Okay, specific projects to complete, finalize our group program content and onboarding set up a webinar and email funnel create an evergreen lead magnet hire a designer for her program workbook systemize the client onboarding.
• 59:48
  In HoneyBook. As far as life planning, she's going to do a three-day solo retreat in June after her program ends.
• 59:55
  Just think about that for a second. How amazing is it to you and your quarterly goals to be like.
• 1:00:02
  Hey, I'm launching this new service, this new offer I'm going to go hard and i'm going to go hard you know focus on my sales and marketing for this thing that I'm putting out in the world or my effort to bring in the clients for the quarter.
• 1:00:15
  And I'm going to just plan in a spacious three-day solo retreat After I put in that work.
• 1:00:23
  This is the kind of like the kind thinking that I want you to have in your business Like, yes, I can reward myself After I've done this work.
• 1:00:36
  And be able to have something, you know, really nice You know, for myself, right?
• 1:00:43
  Okay, here, other life planning, right? She's doing a part-time daycare for her toddler to be able to free up some of them hard work time so that, you know, she can hit these goals And she's booking a weekly Pilates class, right, as a part of her personal health commitment.
• 1:01:04
  So also making sure that she's taking care of herself. All right. So insights, thoughts, feedback on the quarterly reset and kind of you know what that really looks like broken down And having all this, you know.
• 1:01:22
  Together. What are your thoughts, insights ideas how are you feeling Let me know.
• 1:01:35
  How do you find out how many um You know, when you looked at the actual goal itself where you said 250 webinars, for example, or 250 attendees and how do you figure out how many what your conversion rates are
• 1:01:47
  Yes.
• 1:01:54
  Okay, this is a great question. Initially, you won't know, right? Unless you've done some of these before, then you'll have some data.
• 1:02:02
  So initially you won't know. So you can just look at standard numbers. Okay, so for a workshop a standard show up rate is about 40%, right? So somewhere between 40 and 50%.
• 1:02:22
  Of the people who actually registered for the workshop will show up.
• 1:02:28
  If you're thinking about conversions.
• 1:02:34
  You want to aim for, I mean, on the low side, right, a sales conversion from a call to be 30% or better.
• 1:02:44
  I like aiming for like, you know, 70, 80% conversions. Your conversions will get better over time.
• 1:02:51
  But, you know, initially they may be around that kind of like 30% mark.
• 1:02:57
  So those are some typical standard conversion rates. And these are things you can totally search online, like standard conversion rates for booking calls or hosting a workshop or in-person event, etc.
• 1:03:09
  And so you just use some of those standard rates initially And as you do these things more and more, you'll start to have your own data.
• 1:03:20
  Got it.
• 1:03:21
  Yeah, great question, Penny.
• 1:03:24
  I also have a question. Thank you, Penny, for asking that. And I wanted to just reflect that this feels really easy. Like I feel excited to go through this process for myself.
• 1:03:34
  One question that I do have is for the projects, do you find that that starts off more high level and then becomes more tactical in terms of what is it exactly that I need to do?
• 1:03:46
  You know steps one, two, three, four, and five to reach this particular to complete this particular project that feeds up to this goal.
• 1:03:54
  That because I tend to get I feel like I have a good balance between the overall vision and the details, but it's very easy for me to, once I start thinking about oh, I need to put this deck together.
• 1:04:06
  Mind is automatically going to go in. Start going into the details like, okay, I need to do this. I need to do that. And then before I know it.
• 1:04:13
  Way down the rabbit hole and I've gotten off track with the higher level planning that I'm supposed to be doing. So any tips that you might have to help strike a good balance between knowing what projects you need to complete and then
• 1:04:26
  And maybe it's just that you complete this and then you go into more detail after you've done the overall quarterly planning.
• 1:04:33
  Yeah. Okay. I love this. Such a great question. The way to think about this is You want to ask yourself what are your you know, the big main projects You can almost think of these as like milestones.
• 1:04:50
  Like if I hit these three milestones then this is going to be done.
• 1:04:57
  And so you just kind of start out with like, what are the, you know, milestones that I need to hit in terms of projects?
• 1:05:05
  For this goal to be you know, realized.
• 1:05:09
  Okay, so just to give, I'm just going to give like a random example. So let's say if one of your quarterly goals was to
• 1:05:21
  You know. Put together a book proposal.
• 1:05:26
  Okay, so then, you know, project number one might be um you know write the book proposal, right? That might be project number one right You know, project number two might be, you know, finding a literary agent that you're going to then send the book proposal to to try to get
• 1:05:51
  You know representation. Now, there's going to be a bunch of steps, the details you're talking about that go underneath of those projects But at the very least, if you're trying to get a book deal.
• 1:06:03
  As the goal, I shouldn't say get a book proposal, but get a book deal as the goal then you want to think about what are the milestones like, okay, if I got the proposal And I had the agent, then I'm on the right path to get the book.
• 1:06:16
  Deal, right? So those are the big things that need to get done Once you're clear on those things.
• 1:06:24
  Then you can kind of go into You know, like if you're using a project management system, for example, like Asana or Trello or ClickUp.
• 1:06:35
  You can write down all of the many steps Like, okay, in order to write the book proposal you know, I'm going to do you know whatever three pages a day Or you might break it down into sections. Here's the five sections of the book proposal. I'm going to write one section a week.
• 1:06:51
  Then you get into the details. But at the very least, just know like what are those milestones that I need to hit?
• 1:06:58
  In order to make this goal a reality. Yeah, great question, Monique.
• 1:07:04
  Thank you for that. That's very helpful.
• 1:07:07
  Okay, good. All right, other questions or insights from seeing the actual quarterly plan.
• 1:07:26
  Okay, everybody's good? Okay, great. All right, so let's talk about the last section.
• 1:07:30
  The last section is
• 1:07:34
  You know, how to do this easily. I don't want you to feel overwhelmed in this process. I have given you a lot today, okay?
• 1:07:43
  And, you know, some might be in the bucket of Monique who's like, yeah, listen, I see this laid out there. I'm ready to kill it and go after and get this for my business, right?
• 1:07:52
  Others might be feeling like, ooh, this is a lot of data. How am I going to get these numbers up? Where's this information coming from?
• 1:07:59
  I don't have this historical data. I got to figure out, you know, like it could feel a little bit overwhelming, okay?
• 1:08:04
  So I want to take all of that away for you.
• 1:08:06
  So what I did. Came up with several chat GPT prompts that you can use to be able to put this together in minutes for your business.
• 1:08:22
  All right, to make it very, very easy for you. So the first prompt is for the end of month report.
• 1:08:31
  So you're going to just literally, this is the entire prompt.
• 1:08:37
  Here. Uh-oh, go down, go down. Why won't it go down?
• 1:08:43
  So you're going to give it information like here's my target audience Here's my revenue for this month, my expenses.
• 1:08:52
  My big wins. Here's what I did in marketing. Operational updates. Literally, you can type all of this in the chat and say.
• 1:09:00
  Put together my end of month report. Boom, right? And it'll put together your end of month report.
• 1:09:11
  Okay. Chat prompt number two is about the quarterly review.
• 1:09:17
  So you're giving it the data for what you did for that quarter Now, this whole thing is the prompt, okay? So you're going to fill in these numbers The marketing activities you did highlights challenges, et cetera. All of this is the prompt.
• 1:09:36
  Now, anyone who has done chat GPT with me knows, listen.
• 1:09:40
  I give it a lot of information. I am not a fan of the dainty prompt, okay? I pack my prompts.
• 1:09:48
  With information to get really great results. Okay, so don't be afraid to put in a lot of information So that you can get really great results. Okay, so that's prompt number two.
• 1:10:03
  For the quarterly review. Okay, then there's prompts for actually doing the quarterly reset.
• 1:10:13
  So this is basically planning out all of your goals. Now, I also gave you for the quarterly reset, aka quarterly plan I also gave you what I like to call
• 1:10:31
  The quick and dirty prompt, which is down here. This will allow you to do everything all in one fell swoop.
• 1:10:40
  Okay. Now. For me, sometimes I like doing things. First of all, let me know in the chat who's using ChatGPT right now in your business.
• 1:10:55
  Just give me a yes if you are or not yet if you're not using it yet.
• 1:11:01
  Okay, yes, yes, yes. Okay, perfect. All right. Yeah, I know most of you are. Okay, perfect.
• 1:11:07
  So for me, what I like to do sometimes is feed the information in a step-by-step process.
• 1:11:16
  So I might do my end of month report first, then I may do my quarterly review, then I do my actual quarterly plan.
• 1:11:26
  Sometimes I like doing it. Things in a step-by-step process so I can make sure I'm getting the exact information that I want.
• 1:11:39
  You know, in that you know in that stepped process that like it's I feel like I'm also like I'm training it by doing those things in that step right But every once in a while.
• 1:11:52
  You might just want to go for it, right? And then kind of back up and make any corrections or changes On the back end and that's okay too.
• 1:12:02
  So if you want to kind of just go big and go for it.
• 1:12:06
  You can do that first and then you can do that first go to through the steps after.
• 1:12:12
  So if you want to go big and go forward here, here's what that prompt looks like, right? Below is a quarterly planning guide that I'm using for my business.
• 1:12:21
  Can you take each of these section steps, the end of month report, the quarterly review, and the quarterly reset.
• 1:12:29
  And complete each section for my business. Then you want to fill in the details. Give it your business name feeling what you do, even if it already knows, just tell it. We want to make sure you get the right answers here.
• 1:12:44
  My goal is to make X amount in revenue this year So far, I've made filling what you've made.
• 1:12:51
  And this plan will help determine what I need to do In, fill in the quarter, right? So it's going to be for q2 to be on track with my revenue goal for the year.
• 1:13:03
  Using this data. That period shouldn't be there.
• 1:13:10
  Okay. Follow the quarterly planning guide sections and complete the details so I have a full example of a completed quarterly plan.
• 1:13:22
  Then you literally cut and paste the entire thing that I gave you.
• 1:13:31
  And then let it give you all the stuff. All right. So that's the cheat code, okay? To kind of get it all done in one fell swoop.
• 1:13:44
  And have your quarterly plan Then if you want to go in and tweak some things and stuff like that, then you can kind of go in and tweak But at least you have the baseline of the entire plan.
• 1:14:00
  Mapped out in one. All right. Any questions?
• 1:14:16
  No, everybody's good. Yes, I can hear you now.
• 1:14:17
  Can you hear me, Jamila? Okay, so So if I, so once this output does it have the ability to put in the dates as well so like is like where where would I put in to say okay well this
• 1:14:41
  This needs to start, what is this, April 15th And I want to complete it within six weeks or you know Can I… add that in there as well or is that a part of the prompts that you already put here on the document.
• 1:15:05
  I believe it does ask for dates. Let's see here. Yes, the promo schedule.
• 1:15:13
  So as for the promo schedule In there, here, the promo schedule.
• 1:15:20
  Okay, so it'll give you dates for that. Now, to your point, Kiza.
• 1:15:26
  I let it give me my dates. And then I will… put in some additional criteria that I wanted to consider. So I'll have it revised dates. So I'll have it just give me the dates up front.
• 1:15:42
  And then I may put in additional criteria to say I want to do a promo the second week of every month.
• 1:15:52
  I want to No working on weekends.
• 1:15:58
  I want to make sure that I have to make sure that at least 14 days to promote any workshops that i'm doing I want to make sure that i have um
• 1:16:14
  You know, seven days to promote this. So I will give it like I'll let it spit out a schedule and then I'll say, okay, I want you to tweak the schedule based on this information.
• 1:16:25
  Okay.
• 1:16:26
  And then have it make adjustments to the actual schedule. And then I'll tell it, like, give me a schedule by months.
• 1:16:30
  Gotcha.
• 1:16:33
  You know, for each month in the quarter
• 1:16:40
  Okay.
• 1:16:41
  Yeah, so great, great question, Kisa.
• 1:16:46
  All right. So before we go. What if we test this out?
• 1:16:53
  On one person.
• 1:16:59
  You want to do a quick test?
• 1:17:10
  Yes. We don't have to, but I'm just offering.
• 1:17:23
  I would do it, but I don't have a lot of data yet.
• 1:17:32
  Okay. I'm not really clear on them, but… We'll give it a whirl.
• 1:17:33
  That's okay. We can still base it on your goals. Okay, so I'm going to… We'll give it a whirl. Okay.
• 1:17:41
  All right. For, I'm going to say a business.
• 1:17:48
  Right. All right.
• 1:17:54
  All right, so now we're going to switch. I'm going to fill in the blanks here. So I'm changing this to encore life coaching
• 1:18:13
  Yep. Professional women.
• 1:18:14
  How would you phrase a one sentence statement of what you do i may Retirement coach for…
• 1:18:18
  Who are transitioning into their retirement years.
• 1:18:34
  Okay. My goal is to make desired revenue for 2025.
• 1:18:46
  Say 50,000.
• 1:18:51
  Okay. So far, you know, your so far number? Should we just pick something?
• 1:18:59
  Zero.
• 1:19:01
  True. It's not a zero number.
• 1:19:04
  Um… I think it's 27.
• 1:19:13
  Okay, so let's just say so far I haven't I haven't.
• 1:19:18
  Okay. To say I'm just getting started.
• 1:19:29
  And this plan will determine what I need to do.
• 1:19:33
  In Q2.
• 1:19:36
  To be on track with my revenue goal for this year.
• 1:19:46
  Okay.
• 1:19:47
  Using this data. All right. So now we got the whole thing in. Now, last step is to literally copy and paste in The entire section of the quarterly plan. Okay, so I'm just taking all of this
• 1:20:16
  Don't need that. All right. And I just paste it in.
• 1:20:21
  See what we get.
• 1:20:31
  All right, here's a completed quarterly Still loading here.
• 1:20:41
  Encore Life Coaching. What already happened.
• 1:20:47
  Expenses kind of gave some expenses, investments, cash flow Sales and marketing. Set up Instagram and LinkedIn profiles, create share pieces of content.
• 1:21:01
  This isn't, yeah.
• 1:21:02
  Operations purchase okay so this is, it's making up wait Making up things, right? Because we didn't give it any information about what you did already.
• 1:21:08
  Okay, so we can skip ahead in that, but let's look at this reset part.
• 1:21:09
  Right, right.
• 1:21:12
  Right. Vision statement. Helps professional women confidently transition into retirement By redefining purpose, building financial clarity.
• 1:21:24
  And designing their next chapter with freedom and fulfillment. 90-day goals, enroll five paid clients at 1,200 each.
• 1:21:34
  Host a free workshop redefining retirement. That's a great worksheet. Write that down, Monica.
• 1:21:38
  Yeah, yeah, right?
• 1:21:41
  Okay, 50 signups and 10 book calls. Publish weekly content on Instagram, LinkedIn with CPAs. Okay, key drivers.
• 1:21:51
  6,000 for Q2. Annual is 50K, five new clients at 1,200 each.
• 1:21:58
  Get 60 qualified leads, assuming 10 calls at a 50% close rate.
• 1:22:04
  Sales conversion, 50% from discovery call to client time. Three to four hours a day focused on client work and lead generation Block off Tuesdays and Thursdays for calls.
• 1:22:15
  Team support, not actual yet, consider hiring of the VA in Q3.
• 1:22:20
  Marketing routine posts three times a week on Instagram and LinkedIn, send an email to the list.
• 1:22:25
  Host one live workshop. Marketing events, host the redefining retirement free workshop in May.
• 1:22:26
  Students.
• 1:22:32
  Pitch to speak on two retirement Podcasts, promo schedule, April lead nurture, May.
• 1:22:42
  Promote free workshop june follow-up book calls messaging. Retirement is not the end. It's the beginning of your encore life. Well said.
• 1:22:51
  Speak to women feeling uncertain about what comes next. Highlight common pain points.
• 1:22:57
  Fear of irrelevance, not knowing what to do next with their time projects to complete, build a coefficient offer page, finalize the workshop complete welcome email funnel.
• 1:23:09
  Set up a lead magnet, practice and record Instagram reel each week. Life planning.
• 1:23:14
  Create a new weekly marketing routine that includes more morning walks, creative time and rest.
• 1:23:21
  Plan a three-day getaway weekend in June to recharge personal goal to read two books on retirement psychology.
• 1:23:31
  Well, you know, that's interesting because that's interesting Even though it has no data from me.
• 1:23:37
  It. Has a whole bunch of different ideas.
• 1:23:41
  Yeah.
• 1:23:42
  And things that could work toward that. So it will be interesting now to be interesting now just kind of compare the general flow of what it said.
• 1:23:51
  To what I'm actually doing. And when I load my own data what it would present. But I think it's interesting that it you know just assumed and makes up things you know just based on It's perception, right, of where I am.
• 1:24:10
  Absolutely. Now… What I would do here next is I would go in and say.
• 1:24:14
  Yes.
• 1:24:19
  You know, can you give me one to two marketing activities outside of social media with a breakdown of all the numbers that I need to achieve the goals, right? So I might put something like that to Again, have those things where I can know like, okay, I got to get
• 1:24:41
  Okay.
• 1:24:42
  20 people signed up, 10 people attending five converted, right? Like I like looking at activities that I can drive the number.
• 1:24:49
  And that doesn't mean take away the social stuff but If I'm doing the social as a bonus and I have these one or two activities.
• 1:25:00
  That can help with the driving of the numbers in terms of email campaigns or things like that, then I personally like to see that, right? So that might be one other thing.
• 1:25:13
  The other thing that I would do as an addition here would be to say.
• 1:25:19
  You know, I want you to break down my promo schedule by dates.
• 1:25:23
  So based on these two marketing activities, right? Like if I'm hosting the redefining Retirement Workshop I want you to give me a schedule.
• 1:25:32
  For that including when the workshop what are the workshop promo dates, knowing that I want to promote it for you know 15 days before it starts What's the date of the workshop? So I would just kind of ask for the schedule to kind of break that down
• 1:25:50
  Yeah.
• 1:25:56
  Yep.
• 1:25:57
  As well. All right. So good stuff. So I want to kind of close out hearing from you in terms of like, what are your big takeaways from today. What are you excited to try out any insights.
• 1:26:12
  You know, let's just kind of go around and quickly get to everyone.
• 1:26:22
  I'll start. My big insight is just going through this process makes me feel like a business owner.
• 1:26:29
  And like I said, since I'm new and haven't done this kind of activity before.
• 1:26:35
  It just puts a different lens and perspective on the work I'm doing and helping look at it strategically. And as the CEO of my business And not just looking day to day, week to week the activities that I need to do, which is totally where I'm stuck right now. I just, I don't have
• 1:26:57
  I either have the long vision of the year or the short vision of pretty much the week.
• 1:27:03
  But I don't have this 90-day vision of, you know.
• 1:27:08
  What's my runway? Like my actual runway to do things So this was super helpful.
• 1:27:14
  Love that. That's so good. I love that, Monica. All right. Others.
• 1:27:22
  I think for me it helps me keep on track and it will also help me think about because I struggle between the client delivery and the seat as you And the CEO side.
• 1:27:36
  So what this will do for me is really allow me to, I mean, I write on my boards and things If I'm feeling like I'm wavering, I can go back to this and like it's something that's a structure If I do it, it's predictable.
• 1:27:50
  Whereas before, I knew I had to do certain things, but you kind of throw them at the wall and then you're kind of hoping like, oh, maybe this will work but now there's a structure, something for you to be. It's a pathway, right? A plan, which is kind of how I like to actually work.
• 1:28:04
  So, yeah.
• 1:28:05
  Love it. So good.
• 1:28:08
  I'll share. I feel similarly to both Monica and Penny so I've been in business for my anniversary will be at the beginning of May. It'll be three years that I've been a business owner an entrepreneur and an entrepreneur and
• 1:28:19
  As much as I thank you, as much as I try to get into the CEO mindset. And I even dedicated Mondays like I'm not taking any calls, no meetings. This is my CEO day where I look at P&L statements when they come in from my cpa
• 1:28:33
  To really keep track of the business as much as I attempt and intend to do that.
• 1:28:39
  The distractions pour in and I find myself doing work that I said I was not going to do on Mondays and so This plan does give me structure, but it also feels like flexible structure.
• 1:28:50
  Which is important for me. I don't like for things to feel too rigid.
• 1:28:54
  Yeah.
• 1:28:55
  I like that flexibility that if something comes up, I can change it, I can shift it and This framework gives me, it feels exactly like what I need.
• 1:29:03
  Okay, so good. I know Monica loves the flexible structure too. So that's awesome.
• 1:29:11
  Okay, Keitha feels free to… share in the chat if there's anything that you want. Oh, you can come. You're back home now. Okay.
• 1:29:18
  Yeah, I love that. So yeah, just what the ladies already said, a little bit more of the structure And the flexibility.
• 1:29:27
  Combination of both. But because I'm doing the the ceo Plus the club, plus the travel agency and just trying to outline it and sort of give me more of a checklist whereas I can sort of check things off because
• 1:29:41
  Yeah, I'm juggling a lot. So I just need a checklist that I can just go through like bam, bam, bam, and know what to do and when it's due.
• 1:29:50
  Yep, I like it.
• 1:29:52
  Love it. Okay. So just a super quick story to wrap up.
• 1:29:57
  And also just an announcement so For everybody who's already a client, feel free to bring this to our next session. Put together your stuff.
• 1:30:08
  Bring it to our next session. We can look it over. We can talk about it. Monique, I had a VIP upgrade for this call for this session if you wanted to do a one-on-one call. You can use that same link to book the VIP upgrade if you want to get my
• 1:30:24
  Feedback on it you know with Happy, happy to help you.
• 1:30:28
  The last thing I want to share is a quick story.
• 1:30:31
  And I may have shared the story in other capacities before, but I think it's Perfect for now.
• 1:30:38
  Years ago, I was working out with a trainer, a personal trainer.
• 1:30:44
  And I knew this kind of accountability was going to really help me to follow through on my fitness goals.
• 1:30:52
  And I came in one day and he was asking me about what I did outside of our sessions.
• 1:30:59
  Specifically around my cardio. So I was like, oh man, I killed it, Ron. I've been doing like 30 minutes of cardio, you know, every day.
• 1:31:08
  Like, I'm ready to go. What's next? He was like, he started laughing at me. And he said listen The calories you need to burn don't actually start until you hit 45 minutes.
• 1:31:26
  At 45 minutes. That's when you're in the zone.
• 1:31:31
  That you can actually start building the calories that's required to hit those specific fitness goals you have.
• 1:31:38
  Now, part of me felt like, you know, dang, I thought I was killing it. You know, I thought I was doing a great job.
• 1:31:44
  But him saying that. Just felt like just felt like like an opening like literally the heavens had opened up because it was like, oh, I just need more evidence.
• 1:31:58
  I could do this. But it only kicks in and starts working at the 45 minute mark.
• 1:32:08
  So I want you to think about in terms of what you're doing in your business right now and the goals and results that you want to hit.
• 1:32:17
  You might be doing 30 minutes. On the elliptical machine, right?
• 1:32:23
  And it might be that you just got to go to 45 to start getting the momentum that you really want to have.
• 1:32:32
  This plan will help you to do that. It will help you to say like, okay, what is my 45 look like?
• 1:32:42
  In terms of leads I need to generate, in terms of the marketing actions that I'm doing.
• 1:32:50
  In terms of getting those sales calls booked and closed. It's not that you're not already doing some of the right things in your business But you might not be focused on Okay, but am I continuously bringing in leads?
• 1:33:09
  I got the thing for the leads. But am I putting it out there, right? Am I making people aware?
• 1:33:16
  So it's just kind of reevaluating How do I get to my 45 minutes?
• 1:33:24
  So that I can create the results that I really want to have in my business.
• 1:33:30
  And that doesn't mean overworking or stressing yourself out or any of that.
• 1:33:35
  It's about those few activities The 20% that's going to create the 80% of the results.
• 1:33:46
  So that's why I don't believe in having like a extensive list of all these different marketing. No.
• 1:33:51
  One or two kind of big initiatives and a weekly routine, good to go right like less Let's run the numbers on that.
• 1:34:01
  And make sure for those things, you're driving leads, you're driving conversions, you're getting the calls.
• 1:34:07
  Etc. Okay. All right, this has been so fun. I hope you got so much value out of this.
• 1:34:15
  I will send the replay Probably tomorrow, because I have to leave the house to go pick up my dad.
• 1:34:26
  So I'll send a replay out tomorrow so that you have it to go back over and review everything.
• 1:34:32
  But you got the doc, right? Like get started. Play around with this. You know what I mean? If you got a little time now, you got 30 minutes.
• 1:34:39
  Take that whole thing, plug it in the chat, get that initial data. Yeah, and see. And then you can kind of play around with it from there, you know, over the weekend or over the next couple of days.
• 1:34:51
  All right. So thank you so much for spending this time with me. This has been super fun. I hope you got a lot of value out of it. And I look forward to seeing you all soon.
• 1:34:58
  You're so welcome. All right. You're welcome. Bye.
• 1:34:59
  Thank you.
• 1:35:01
  Thank youThanks