Latest / Ambitious Podcast / EP. 29: Unfiltered: Your Top Questions Answered – Scaling Agencies, Prioritizing Personal Time, and Sales Strategies

Transcript

EP. 29: Unfiltered: Your Top Questions Answered – Scaling Agencies, Prioritizing Personal Time, and Sales Strategies · Ambitious Podcast

• 0:08
  Hello and welcome back to Ambitious.
• 0:11
  I am diving into an episode today that probably, I think I
• 0:16
  will say, has become one of my favorite series that we've
• 0:19
  introduced, which is probably like truthfully one of the most
• 0:23
  fun things that I even do in my business in general, which is
• 0:27
  hot seat coaching. I love it.
• 0:29
  I love it. I love getting into the nitty
• 0:31
  gritty of questions. I love getting into the nitty
• 0:33
  gritty of people's businesses. Q&A's for me have even been as a
• 0:37
  client, something that I really, really enjoy.
• 0:39
  And Hot Seat coaching has really been like a core pillar and
• 0:43
  something I've integrated in my entire business for a long time
• 0:45
  now. And that's because it really is
• 0:49
  a way to serve people directly based off of what is happening
• 0:52
  in their business at a given time.
• 0:54
  And This is why I do you know, Q&A hot seat coaching on the
• 0:58
  podcast. This is why I do it on lives on
• 1:00
  Instagram. I do it often times when I'm
• 1:02
  speaking, I have AQ and a portion like I just love Q&A.
• 1:05
  And so by the way, I'm not sure if you actually know this, but
• 1:08
  if you head to our website, kateperkovic.com, we actually
• 1:12
  have a form on the website, on the podcast page that will allow
• 1:15
  you to submit questions that I will answer on the podcast.
• 1:18
  And if you are anybody who's going and you're listening to
• 1:21
  this and you're like, man, I would love to get Katie's
• 1:22
  thoughts on what's going on in my business right now.
• 1:25
  Please feel free to submit anything that's coming up for
• 1:27
  you in there. Number one, we always love to
• 1:29
  hear from you and what you're experiencing in your business
• 1:31
  right now and what's coming up for you.
• 1:33
  But also with that, it's really a place for you.
• 1:36
  If you feel like you're at a, you know, season right now or
• 1:38
  you're at a stage where you don't have the support that you
• 1:40
  need in your business, this is a way to get that support.
• 1:44
  It's a way to get somebody else's eyes on your business if
• 1:47
  you're not in a place to maybe invest or to hire into strategic
• 1:51
  support right now. And so with that being said,
• 1:53
  let's get into today's Q&A episode.
• 1:56
  You guys may have seen in the earlier part of Ambitious, we
• 1:59
  actually have these as our unfiltered episodes.
• 2:01
  So unfiltered, meaning there's really not a lot of heavy
• 2:04
  editing that happens to these episodes, frankly.
• 2:06
  And there really isn't a crazy structure.
• 2:07
  How this really happens and how this works is my team pulls all
• 2:10
  the questions. I actually don't look at these
• 2:12
  prior. I typically will just have them
• 2:14
  popped into a Google Doc here in front of me.
• 2:16
  I will read out the question and I will answer it the way that I
• 2:18
  would answer it to a client or just somebody that I'm coaching.
• 2:21
  And so without further ado, let's get into to today's
• 2:24
  questions. So #1 today is the question of
• 2:26
  how do you set goals when you're somebody that doesn't desire a
• 2:30
  lot of material things? I like small things, but I'm
• 2:32
  wondering if it's actually keeping me because of this from
• 2:35
  dreaming really big. I don't really know how to
• 2:38
  quantify what big is. Man, such a good question.
• 2:42
  And I can't, I will tell you I resonate with this quite a bit
• 2:44
  because even in my business, I truthfully, I thought that I
• 2:49
  wanted those things. Like I thought I wanted the big
• 2:50
  house and I thought I wanted the fancy cars and like the crazy
• 2:54
  labels. And by the way, as I say this,
• 2:56
  there's nothing wrong with wanting those things.
• 2:58
  It's really teach their own like whatever excites you.
• 3:01
  But I, I bought, when I first started my business, I bought
• 3:04
  some bags, I bought shoes. And you know, I, I kind of
• 3:07
  realized like it didn't give me the feeling that I thought it
• 3:09
  would like it wasn't something that I, I valued.
• 3:12
  Maybe I guess what I'm saying, as much as I thought I valued
• 3:15
  it. And so for me, I actually very
• 3:17
  much resonate with this question because I think the idea of
• 3:20
  like, if you're not into material things, it's really
• 3:22
  giving yourself a new benchmark of what is the big vision and
• 3:26
  what does quote UN quote, freedom or achievement actually
• 3:29
  look like? And you know, for me, I'll speak
• 3:31
  from personal experience. My one of my big goals is to be
• 3:35
  able to be a mom, a present mom, nonetheless a present mom in my
• 3:39
  life while also having a big business.
• 3:41
  That's like one of my big, big goals, like to be able to be
• 3:43
  very present, to be able to be at home with my kids as much as
• 3:45
  possible when I start my family and also be able to have a big
• 3:49
  business all the while. A second thing being that I
• 3:52
  really, you know, for me, one of my big things is the vision of
• 3:55
  like having a book. You know, my family has a
• 3:58
  pretty, you know, interesting story and kind of like timeline
• 4:01
  evolution that I really feel like has been such a, a big part
• 4:05
  of the catalyst of what allowed me to create and do what I did
• 4:08
  today. And so I think I would really
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  like to have a book that allows that impact of, you know, the
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  hard work that my mom put into our life and also how that's
• 4:17
  impacted my business and be able to get that to reach and impact
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  more people. Another one for me is the
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  ability to have time freedom. I'm not someone who I would say
• 4:25
  is like a digital nomad by any means.
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  Like it's not like I, I'm, I'm constantly traveling and like I,
• 4:31
  you know, live to travel or anything, but my freedom is the
• 4:35
  ability to press go on something and do something when I want to
• 4:38
  do it and not feel constrained. Like if I want to go on a
• 4:40
  vacation that I can go on a vacation, if I want to, you
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  know, go and buy a sea Doo, I can go buy a sea Doo.
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  Like it's like things that if I should want to do something, I
• 4:50
  have the full independence, freedom and resources to go do
• 4:54
  that thing. And what I've realized is the
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  idea of like the material things, like maybe you're your
• 5:02
  answer to this question if you're not into material of
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  things is like what is your true purpose?
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  Where do you find purpose? And I find purpose not in my
• 5:10
  possessions, but in like my impact on others.
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  Like how can my business impact my family?
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  How can my business impact my future kids that I don't even
• 5:17
  have yet? How can my business impact the,
• 5:20
  the greater community or like, the greater, you know, scope of
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  like women who tune into this brand, right?
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  Like what is the domino of what we're creating here?
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  And how do I, you know, quantify that?
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  How do I quantify impact? How do I quantify the impact on
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  my kids? Well, impact on my kids when
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  they're younger would be able to be home with them a lot when
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  they're growing up. Impact on the older would be
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  able to be to pay for them to go to university, pay for their
• 5:42
  first car, you know, pay for their weddings, pay for all
• 5:45
  those things. Like it's just, it's leaning
• 5:48
  also for me into the aspect of how it impacts others, not just
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  how it impacts me. And that's really helped me to
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  get a vision of what it is that I actually want.
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  And so I think it's OK if you're not motivated by material
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  things. I don't think that material
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  things for everybody are the motivator.
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  And I think it's getting clear on what really fills you up and
• 6:07
  what gives you purpose. And then basically taking what
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  gives you purpose, which for me a big one would be family.
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  If what gives me purpose is family, well, then how do I
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  quantify myself having quote UN quote success when it comes to
• 6:20
  impacting my family? Like what would that look like?
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  So literally case in .1 of my things is my mom.
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  I wanted to be able to give my mom, she was a single mom of
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  four, you know, when we were growing up.
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  And so because of that, I want to be able to give her resources
• 6:31
  and to give her opportunities, if I can with this business and
• 6:35
  as a bi parts of this business. And so literally yesterday we
• 6:37
  booked as a present to her to be able to go together to Morocco
• 6:42
  and go for a trip together. And like that's something that
• 6:44
  wouldn't typically be an average thing if I was working a 9:00 to
• 6:47
  5:00 to be able to say, Hey, by the way, you want to go to
• 6:49
  Morocco for your birthday. Great, sounds good.
• 6:51
  Like let's go. Like that's something that I'm
• 6:53
  able to give to her as an experience that typically
• 6:57
  probably without this business, I wouldn't be able to do.
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  And that's like for me, I'm like, OK, yes, like it's moments
• 7:02
  like these, you know, like it's the, it's those times where I'm
• 7:05
  like, this is what makes it worth it.
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  And I feel the same way when I think about taking care of
• 7:08
  friends as well. So I hope that helps.
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  But I am right there with you, girl, because I myself, you
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  know, I don't have the crazy labels.
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  I don't really have a lot of that stuff.
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  It's not something that not that I couldn't have it.
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  It's more a matter of I just don't value it.
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  And so because of that, it's become really looking at what do
• 7:28
  I value and then quantifying it. OK, next question.
• 7:31
  How do you know at what level your target audience is?
• 7:33
  You can create an offer that is perfect for them.
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  So I love this question because even in business there are
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  stages, right? So you have the stage of the
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  person who's first starting their business.
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  You have the stage of the person who's kind of growing it maybe
• 7:44
  like 6 figures, 1/2 a million a year.
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  You've got the person at 7 figures, you've got the person
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  at multiple 7 figures. So what each one of those people
• 7:51
  need is going to be different. And so based off that, your
• 7:55
  messaging has to be different because you're not going to call
• 7:57
  in someone who wants a multiple 7 figure business with the same
• 8:00
  messaging as someone who's just starting.
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  And that's because they're working on different things,
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  they're solving different problems.
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  So the first thing you want to get clear on when you're trying
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  to understand your target audience and what offer to
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  create for them is actually to ask them.
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  A lot of people try to like figure out and like self assess
• 8:16
  in their own little way to try to figure out their audience
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  wants. And like the fastest way to tell
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  what your audience wants is literally go ask them.
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  And this can be things that are like polls on socials you can be
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  doing, you know, market research can come from like
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  questionnaires, It can come from interviews.
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  It can come from opening up like a free hot seat kind of thing
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  for anybody to join for free coaching and seeing what kind of
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  questions are asked on that. It can also be understanding and
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  putting out different types of content and seeing which ones
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  resonate more with the audience in the sense of like get most
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  engagement or interaction because that often is
• 8:45
  representation of the type of people who are consuming it.
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  So there's a lot of different ways to do market research, but
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  I really would say you definitely want to go and
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  interact with your audience because I really believe in an
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  effective program or product is going to be something that's
• 8:59
  based off of the person in your audience and the problem that
• 9:02
  they have. Now, the thing that's also
• 9:04
  interesting when it comes to creating offerings is that some
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  people in some industries will have a certain audience that's a
• 9:10
  certain stage that they don't want to sell to.
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  So for example, even for me, you know, I have always very much
• 9:16
  tailored a lot of my stuff towards scaling businesses.
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  When I was originally starting, I had a lot of like earlier
• 9:21
  stage businesses, people who were just getting started.
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  And so during that, I had to be really conscious to be aware of
• 9:28
  the fact that like all my messaging had pulled in earlier
• 9:31
  stage businesses. And what I mean by early stage
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  is like they were just getting it off the ground.
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  And so then I was like, well, I really want to work with this
• 9:37
  person, but I had to recognize that my audience and messaging
• 9:40
  was all getting eaten up by people who are like, I want to
• 9:43
  make my first sale, I want to launch my business.
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  And then in my mind, I had all this awareness and understanding
• 9:48
  that I wanted to help people who are scaling already making
• 9:51
  consistent 6 figures in their business.
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  And that was what I loved to do. Like I loved that, that section
• 9:57
  of business. I love all business, but I was
• 9:59
  like, if I'm going to dive in day in and day out, that's the
• 10:02
  niche, if you will, of the type of person I love to work with.
• 10:05
  And So what I had to recognize was I couldn't just come out the
• 10:07
  gate and create a scaling offer because I didn't have scaling
• 10:11
  people in my audience. And So what I had to do is I had
• 10:13
  to start to tailor my messaging to also create the audience that
• 10:18
  was the person to buy the product, right?
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  So like, if you don't have the people to buy the products that
• 10:23
  you're creating, then you're always going to struggle to sell
• 10:26
  it. And so you have to also make
• 10:27
  sure that when we are creating it that you have to also look
• 10:30
  at, OK, well, what kind of person do I have in my world?
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  And do I have assessment of that?
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  I did exactly what we're talking about.
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  I asked the tough questions. I polled my audience, I did
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  interviews, I put out a free questionnaire that was attached
• 10:40
  to like a giveaway that if you completed it, you got something
• 10:42
  in return. And it all was just market
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  research for me to compile to know what stages people were at.
• 10:47
  And then once I knew where they were at, I was like, OK, great.
• 10:49
  This tells me the information I need to decide when I wanted to
• 10:52
  launch something. That was actually how we went
• 10:54
  about launching our accelerator mastermind years ago was that I
• 10:58
  had really wanted to work with scaling entrepreneurs.
• 11:00
  So I started calling them in through my marketing.
• 11:02
  I filled up my one-on-one coaching with scaling
• 11:04
  entrepreneurs to kind of like work out the kinks basically of
• 11:07
  what I wanted my process or my approach to be.
• 11:10
  And then I took that and I transitioned that into what is
• 11:12
  now our accelerator Mastermind. And that's been around for years
• 11:15
  now. And so that came though from me
• 11:17
  basically having it as like milestones of transitioning into
• 11:20
  it. Now you may luck out and you may
• 11:22
  do market research and find out that the perfect person you're
• 11:24
  trying to target is exactly who's in your audience.
• 11:26
  And if so, you'll won the lottery.
• 11:27
  And that's that's amazing. But if you find that your
• 11:30
  audience is not the same as the type of offer you want to
• 11:32
  create, you also, I want you to know can create that reality for
• 11:35
  yourself because I've done it many times.
• 11:37
  So it is possible through shifting the messaging to pull
• 11:39
  in a different person for a different product that you want
• 11:42
  to create. OK, What is your favorite part
• 11:44
  about being an entrepreneur? Oh, this is a good question.
• 11:48
  I feel like this has like stumped me a little bit.
• 11:51
  My favorite part about being an entrepreneur, if I'm thinking
• 11:53
  about the first thing that comes to mind is freedom.
• 11:56
  And I don't think freedom in the sense of like, oh, like I want
• 11:58
  like a location and time freedom.
• 12:00
  But I just like the, the ability of not answering to someone.
• 12:04
  Like I think that's like the sexiest thing about
• 12:06
  entrepreneurship. I was thinking about it actually
• 12:08
  this past week because I, I was sick and I was sick for, I don't
• 12:11
  know, I came down with some crazy virus and I felt like I
• 12:14
  was sick for ages, but it was like 10 days or something like
• 12:16
  that. And I was thinking during that I
• 12:19
  was like, if I was a normal job, like an average job, I would be
• 12:23
  like sick to my stomach about the fact of how much work I was
• 12:27
  missing. Like I would be.
• 12:27
  So I'd be so anxious about just how much work I was not gonna be
• 12:32
  AT and all of those things. And so for me, I think the idea
• 12:37
  of not having a boss is very sexy to me because I just
• 12:41
  realized that like, I really do like to kind of, you know, play
• 12:44
  to the beat of my own drum, if you will.
• 12:45
  Like I really, I just, I enjoy the idea of being able to do
• 12:49
  what I want when I want. And it's, you know, having ideas
• 12:54
  that I can press go on. And it's not like, oh, someone
• 12:56
  says, no, we're not doing that. You know, the ability to be able
• 13:00
  to try out new things, to have schedule, to not have to call in
• 13:03
  sick, to not have to book off a vacation.
• 13:05
  Like it's a classic reason of why we all start our business.
• 13:07
  But I think to me, that's still the sexiest part of it.
• 13:09
  And also I, I will say, you know, kind of connected to the
• 13:12
  online world a little bit. One of my favorite parts about
• 13:15
  entrepreneurship, honestly, is this like online space.
• 13:17
  And I know it gets like a bad rap, but man, I have met the
• 13:20
  most incredible people through the online world.
• 13:24
  Some of my closest friends, like we are in each other's bridal
• 13:28
  parties and we met through Instagram, right?
• 13:31
  Like this is a, it's an incredible thing that we're
• 13:34
  doing here and we have the ability to connect with most
• 13:36
  amazing people all over the world.
• 13:39
  And for me, that's just like, I can't even, I can't even, you
• 13:42
  know, say how impactful that is. Like it's just, it's profound
• 13:46
  the amount of people I've been able to meet and the impact that
• 13:49
  those people have had in my life that if I thought about the fact
• 13:51
  that I hadn't done this, I would have been pretty subject to my
• 13:55
  existing environment and therefore my existing community.
• 13:57
  There were so many people that I wouldn't have been able to
• 14:00
  interact with and connect with if it wasn't for this business.
• 14:03
  And so I think the people, but then also the personal freedom
• 14:07
  that I have, the freedom of thought, the freedom of action,
• 14:10
  the freedom of, you know, time of money, of all of the things.
• 14:13
  Like it's never getting old for me.
• 14:15
  Like it just it's never getting old.
• 14:17
  And I thought about it and I have instances where I'm like, I
• 14:19
  wonder what it would look like if I ever went back to a job.
• 14:21
  And then I had like, snap out of it.
• 14:23
  And I realized like, I'm just, I'm not built that way.
• 14:26
  Like I'm really just not built to work for somebody else.
• 14:29
  And I was on a walk actually with another entrepreneur and we
• 14:32
  were talking about it and I said, like, I think, I think I
• 14:34
  get fired. Like I, I think I would
• 14:36
  genuinely get fired. Like, I don't think that I could
• 14:39
  work for somebody else because I just, I don't have it in me
• 14:41
  anymore. Like I'm not wired that way
• 14:43
  anymore. And so I think I would have to
• 14:45
  really like unlearn quite a few things about the way that I
• 14:48
  operate right now in order for me to, to answer to somebody
• 14:51
  else again. So if I'm going to put say like,
• 14:53
  you know, candidly not working for someone else, the best part
• 14:56
  of working for myself like or working as an entrepreneur, if I
• 14:59
  could put it that way. OK.
• 15:01
  So next question is my membership is currently open to
• 15:04
  come in at any time. I'm contemplating shifting to an
• 15:06
  open slash closed cart with my membership and having tiers to
• 15:11
  provide more in depth support. Do you have a perspective on one
• 15:14
  model versus the other? Such a good question.
• 15:18
  Kind of two questions here, which is the integration of
• 15:19
  tiers of support and then open and closed cart.
• 15:21
  So I'll kind of address both open and closing of a
• 15:24
  membership. Can you do this?
• 15:25
  Yes. But ultimately what I'm hearing
• 15:27
  you say when you're like, should I do open and close cart for my
• 15:30
  membership is that you're trying to create urgency.
• 15:32
  And so when you want to create urgency, you don't really
• 15:35
  necessarily need to create open and close cart in order to do
• 15:38
  that. Because like even for us, we
• 15:40
  have multiple of our offers which are considered to be
• 15:42
  Evergreen, which is the fact that they're always open.
• 15:44
  But we create urgency by basically having promotions,
• 15:48
  sales and surges of energy around that offer that create an
• 15:53
  influx of people joining and then also the ability for people
• 15:56
  to join in between. And here's the reason that I
• 15:58
  love this model is because when you have an Evergreen model, IE
• 16:03
  people can join whatever they want.
• 16:04
  The benefit of that being is you have to recognize that some
• 16:07
  people's problems are not always going to come up at the time of
• 16:12
  which your promotion is happening or like your like open
• 16:14
  or closed card is happening. So let's just say you open and
• 16:17
  closed card in January and in April you're going to open
• 16:19
  again. So like once a quarter.
• 16:21
  So if you do that and I find your stuff in February, I can't
• 16:25
  join and I have to wait. And so it's you have these
• 16:28
  spaces in between when someone has that problem that they have
• 16:31
  to wait and wait and wait. So like, yes, it's not to say
• 16:34
  that even with a wait list, you can't make sales.
• 16:35
  You absolutely can. It's just there's a lot of
• 16:38
  instances where people and businesses that I've seen have
• 16:40
  lost sales because they don't have offers available when
• 16:43
  people want it. So I'm more of the thought
• 16:45
  process of why don't we have as much as we can.
• 16:48
  Now, there always is situations where open and closed is warrant
• 16:52
  guaranteed and it's really specific to the situation.
• 16:54
  But generally speaking, it would be better for this situation
• 16:58
  based off what you have here with your membership, I would
• 17:00
  recommend to have that be Evergreen and with your
• 17:03
  membership having promotions in between where you create surges
• 17:07
  of sales. So the example that I give to
• 17:09
  people with this is it think about your favorite pair of
• 17:11
  jeans. Your favorite pair of jeans may
• 17:13
  be sitting right now on a rack somewhere and their normal
• 17:16
  price, let's just put arbitrary number on them, they're $60.
• 17:19
  The $60.00 pair of jeans is on the rack right now.
• 17:22
  You could buy it today, but that same pair of jeans is also going
• 17:26
  to go on sale at some point, IE promotion, which is naturally
• 17:30
  going to create an aspect of urgency.
• 17:32
  You're going to get an e-mail into your inbox saying come now,
• 17:35
  everything's 50% off in store and you're going to go, and
• 17:38
  those jeans are going to be 50% off.
• 17:40
  You're going to get them for $30.00, but you have a window,
• 17:42
  It's only available for two weeks.
• 17:44
  It's a limited time sale or you can only use your coupon during
• 17:46
  these weeks or your points or whatever it might be.
• 17:49
  All different stores have different ways of doing it.
• 17:51
  But the same thing is true when it comes to your offers.
• 17:53
  Because the reality is people in your audience will buy those
• 17:56
  jeans at $60.00. And there's also people in your
• 17:58
  audience who will not buy those jeans unless they're $30.00.
• 18:01
  And what I mean by the jeans is your membership.
• 18:04
  Your membership can be available all the time.
• 18:07
  And it can also have surges in promotions where you have a
• 18:10
  specific offering and it doesn't have to be a discount, but
• 18:12
  there's a specific offering that's made for a limited amount
• 18:14
  of time and that creates a surge of sales, IE people wanting to
• 18:18
  press go on it because of that. And so the thing that I usually
• 18:23
  do is try to run surges or promotions around our Evergreen
• 18:26
  offers on average, not always, but on average once a quarter or
• 18:30
  once every six months to create a surge of people, but then also
• 18:34
  allow as people have pain points and problems for them to come in
• 18:36
  consistently. What I think I would say during
• 18:38
  the Evergreen periods, the promotion periods are easy, but
• 18:41
  the Evergreen periods, it's really a matter of you also
• 18:44
  making sure that you have intentional marketing that's
• 18:46
  queuing your membership to be top of mind.
• 18:48
  It just there on a sales page with no actual attention being
• 18:52
  drawn toward it is not going to be great because it's just going
• 18:55
  to be something that people have to kind of naturally discover.
• 18:58
  And so that would also be something I'd be very conscious
• 19:00
  of is the marketing you have that's pushing toward the
• 19:03
  membership consistently. Like what does that look like?
• 19:05
  Now you also have the other aspect here of I'm considering
• 19:08
  having tiers to my membership. Do you think that I need to be
• 19:11
  offering tiers of different support and I get asked this
• 19:13
  question even not in connection to memberships.
• 19:15
  I get people asking me, do you think I should have different
• 19:18
  tiers of support for my offers? And here's my honest feedback.
• 19:21
  No, I don't. I don't think that you should.
• 19:24
  And the reason I say that is I think depending on the offering,
• 19:29
  you have to be very careful that when you go to sell one version,
• 19:33
  which is like the VIP or like the elevated support or like the
• 19:36
  premium version, that when you do that and when you sell that,
• 19:41
  you have to be very conscious that you're not unselling the
• 19:44
  other side, which is the fact that if someone is buying your
• 19:48
  membership at its normal price, let's just say, again, arbitrary
• 19:52
  #47 dollars a month, and they're like upgrade now and get
• 19:55
  one-on-one support and all of this for $97.00.
• 19:59
  You have to be conscious in the marketing.
• 20:00
  It is possible to do it. The reason I always try to kind
• 20:04
  of caution against it is because I don't see it done very well
• 20:06
  most of the time. And so because of that, I really
• 20:09
  often times see that people's marketing makes me feel like the
• 20:13
  $47 I'm kind of getting gypped or I'm getting less.
• 20:16
  Then I'm not getting the same experience because I'm not
• 20:19
  upgrading. And so we don't want people to
• 20:21
  feel that if they don't upgrade that they're basically getting
• 20:24
  any lesser of an experience inside it.
• 20:26
  To do it effectively is a lot more a matter of how you're
• 20:29
  marketing it more than anything else.
• 20:31
  So those are my thoughts around membership on the open close
• 20:34
  cart versus Evergreen and then also when it comes to tiers of
• 20:37
  support. OK, next question.
• 20:40
  So funny as we're talking about this, when does ITI open?
• 20:43
  So ITI is, and if you guys haven't heard of the ITI, we'll
• 20:47
  go into this at some point, a full on story about it.
• 20:49
  But ITI is basically the umbrella of our business.
• 20:52
  And so ITI stands for impact income and ITI is the umbrella.
• 20:56
  So think about it like the Coca-Cola, OK?
• 20:58
  And we have different sections underneath that.
• 21:00
  We got the Cherry Coke, we got the Diet Coke, we got the Coke
• 21:02
  Zero, We got all kinds of different selections underneath
• 21:05
  that. But the main umbrella is ITI.
• 21:07
  So we have ITI Foundations, which is currently on wait list
• 21:11
  right now. So if you want to be added to
• 21:12
  that, it's for anyone who's newer in business.
• 21:14
  This is going to be a program that we're coming out with that
• 21:16
  is kind of being revised and is going to be probably one of our
• 21:19
  lowest investment things that we offer to date in our business.
• 21:23
  2, we have our VIP days, which is really an intensive offering,
• 21:26
  which is an ITIVIP day. It's an intensive experience
• 21:29
  with myself. Third, we have our ITI
• 21:31
  Accelerator Mastermind, which is a six month mastermind for
• 21:34
  anyone looking to scale. And 4th, we have ITI private
• 21:36
  mentorship, which is one-on-one coaching with myself.
• 21:39
  And so with those ITI being open, really all of those offers
• 21:44
  are Evergreen, which means that they're always technically
• 21:47
  available if you want to enroll. Here's the thing you want to be
• 21:50
  aware of #1 as I said earlier with this question around
• 21:53
  memberships, we do do promotions.
• 21:56
  So there are going to be times where we have a surge.
• 21:58
  We do not announce when they're going to be.
• 22:00
  We just have surges once in a while, sometimes twice a year,
• 22:03
  sometimes once every quarter. It really depends.
• 22:05
  We have surges where we have certain promotions.
• 22:07
  So for example, the most recent one being if you were to join at
• 22:11
  that time, instead of getting it for six months, you get a bonus
• 22:14
  month complimentary, but you had to take action during that
• 22:17
  window. And so that's like one of the
• 22:18
  examples of something we've done.
• 22:20
  Now the other thing that's also a big part of this being quote
• 22:22
  UN quote open is availability. We do not just let any any
• 22:27
  endless amount of people inside of this program.
• 22:29
  This really is for any of our programs something we're very
• 22:31
  protective of the experience of it.
• 22:33
  And so because of that, we also do have capped enrollment,
• 22:36
  basically meaning even though you can technically join any
• 22:39
  time, you may have a deferred start date because we don't have
• 22:43
  a space for you to slot in. So basically how it works is as
• 22:46
  people leave the program, we add other people to the program.
• 22:49
  And so basically as the slot opens up, that's the slot that
• 22:51
  you get slotted into when that's going to be when you reach out
• 22:54
  to me. It could be that it's next week,
• 22:56
  and it also could be that it's a month from now, or it could be
• 22:57
  as two months from now. So the best way to know,
• 23:00
  frankly, if I'm going to be really direct with you, just
• 23:03
  reach out to me. If you're thinking about going
• 23:04
  into coaching, if you're thinking about joining ITI in
• 23:07
  any you're thinking about AVIP day, you're thinking about
• 23:09
  accelerator, you're thinking about private mentorship.
• 23:12
  I always recommend people to reach out to me.
• 23:14
  My DMS are always open. And really my goal honestly is
• 23:17
  just to tell people, Hey, here's what I think of your business.
• 23:19
  Here's what I would do if I was going to support you.
• 23:21
  And here's what I'd recommend of our product suite for you.
• 23:23
  And if you feel like that's something you want to do, then
• 23:25
  amazing. And there's no pressure.
• 23:26
  I always I literally had somebody message me.
• 23:27
  They're like, I don't know, like I'm thinking about doing it in
• 23:29
  like 30 days. I'm like, girl, I'm not going
• 23:31
  anywhere. Like I'm going to be on the
• 23:32
  Internet for a long time. So if you feel like you want to
• 23:35
  put it off, like that's totally up to you.
• 23:38
  I'm not going anywhere. And I don't really do a whole
• 23:40
  fake urgency thing unless there's an actual promotion that
• 23:43
  we're doing that genuinely is going away.
• 23:45
  But the offers are not going anywhere.
• 23:46
  So we will be here when you are ready to to move and to scale.
• 23:49
  OK, So what is your, what is your biggest fear?
• 23:57
  I would say the number one thing that comes up for me and I'm
• 24:01
  just not gonna filter it is like not achieving my potential, not
• 24:04
  achieving the potential of what I have in me because I'm like,
• 24:11
  why am I getting emotional about this question?
• 24:13
  This question is stumping me. I'm sorry.
• 24:16
  You guys have a little moment over here.
• 24:20
  My biggest fear is that I don't achieve what I had in me to
• 24:26
  achieve and in any bucket, like I think health wise, am I
• 24:32
  achieving what I could do? Like could I do a triathlon?
• 24:35
  And I'm just not 'cause I'm not really tapping into that part of
• 24:38
  myself. Could I be a better, you know,
• 24:42
  leader to our team? And I'm, I'm not and I'm missing
• 24:46
  a piece of my potential and I'm not tapping into that.
• 24:49
  Do I have potential to do something greater that I can't
• 24:51
  even see right now? Like do I have the ability to be
• 24:53
  a best selling author? And do I have the ability to be
• 24:56
  this like massive stage wide speaker?
• 24:58
  And like, do I have the, these things that are in my future
• 25:02
  that I just, I'm not tapping into my potential of?
• 25:06
  And I think that's my biggest fear because I think, you know,
• 25:09
  even in starting this business and, and getting into this
• 25:13
  pathway of my life, it wasn't something that I first saw for
• 25:17
  myself. Like it wasn't like I didn't
• 25:18
  foresee any of this happening. Like this was not like I was
• 25:21
  like, you know, 10 years old being like, I want to be an
• 25:23
  entrepreneur. Like it was never something that
• 25:25
  I had thought was going to be where I ended up.
• 25:27
  And so I think because of that, it started to break my brain a
• 25:30
  little bit of like, are there a million things that I probably
• 25:33
  could do and could achieve that? I am capping myself in believing
• 25:37
  that I could do. And I would hazard to guess the
• 25:40
  answer is yes, that there are things I'm capping myself in
• 25:42
  even to this day. But I think it's my biggest fear
• 25:45
  is like looking back and feeling like I wasted my 30s or I wasted
• 25:49
  my 20s or like I could have done that.
• 25:51
  And like I didn't push myself. I didn't stand for myself.
• 25:54
  I didn't speak my truth. I didn't, you know, take that
• 25:56
  big scary risk. I didn't take that big action.
• 25:59
  And you know, I, we did call this an unfiltered episode.
• 26:12
  You guys, I had something happen recently where in my personal
• 26:16
  life that I'm not quite ready to share yet, but I will at some
• 26:20
  point. And it hits on this, which is
• 26:23
  the fact that like I was, I was scared I was not going to hit my
• 26:26
  potential and I had to make a really hard decision because of
• 26:31
  that, probably like the most difficult decision my whole
• 26:34
  life. And, you know, I, I think that
• 26:45
  there's so much that we can do and be and become.
• 26:50
  And I think that a lot of that is on the other side of doing
• 26:54
  the scary thing and speaking your truth or taking a scary
• 26:57
  action or taking the leap on the business and, you know, doing
• 27:01
  whatever that thing is in front of you.
• 27:02
  And, you know, I'm so thankful for whoever asked this question
• 27:07
  because not hitting my potential falls into every bucket.
• 27:10
  And I'm assessing it daily. Like I mean daily.
• 27:12
  Like I look at the friends I'm around, I look at the business,
• 27:15
  I look at the actions, I look at my health, I look at my mindset.
• 27:18
  And I'm like, where am I capping what I'm truly capable of?
• 27:22
  And you may be at this place where you know you can do it.
• 27:25
  You know that you can be in a certain type of friend group and
• 27:30
  you know you deserve that type of friend, or you know you
• 27:32
  deserve that type of relationship, or you know you
• 27:34
  deserve that kind of health or body or mindset or business.
• 27:38
  And yet you stay. And yet you stay stagnant.
• 27:42
  And it's interesting because we're like, why do we do it?
• 27:46
  And frankly, the reason we do it is because we're safe, right?
• 27:49
  So my biggest fear is to stay in safety because it feels good,
• 27:55
  not because it actually serves where I'm supposed to go.
• 27:58
  And it's a very difficult thing to navigate tapping into your
• 28:02
  potential. But I think for me, it's 1000%
• 28:06
  my biggest fear by far. Because, you know, every day
• 28:11
  that passes, it's time we're losing, right?
• 28:13
  Like at the end of the day, the clock is running whether we
• 28:15
  realize it or not, or we're going to focus on it or not.
• 28:18
  And yeah, such a good question. And thank you guys for having
• 28:23
  and holding space for me to have that moment just now.
• 28:26
  What is your biggest fear? Not hitting my potential.
• 28:30
  And thank you for whoever asked that question 'cause that was
• 28:33
  extremely therapeutic for me and hopefully helpful for somebody
• 28:36
  else as well. On a total non sequitur, a total
• 28:41
  total shift change, how would you market for a graphic
• 28:45
  designer total pivot? You guys, I'm sorry, this is
• 28:49
  what happens when we do Q&A episodes.
• 28:50
  How would you market for a graphic designer?
• 28:52
  So one of the things that I think is important for graphic
• 28:55
  designers is that people need to see your work, like the work is
• 29:00
  with peace for itself and I think the work and the process.
• 29:03
  So the work being like, really, when you're a graphic designer,
• 29:05
  you're an artist, right? When you really get it down to
• 29:08
  its basic essence, you are an artist.
• 29:10
  And so it's the ability for you to translate someone's vision
• 29:12
  into the art that they're looking to create.
• 29:14
  And so that's why I say it's about the product, IE the art.
• 29:17
  And it's also about the process because the product, if I'm
• 29:20
  going to hire someone to do my graphics, the only number one
• 29:23
  thing that I'm initially discovering them on is
• 29:25
  aesthetic, which is the fact of like, can they actually achieve
• 29:28
  the artistic, you know, expression of what I'm looking
• 29:32
  to have? So if I want lux branding, can
• 29:33
  they do that? If I want, you know, like artsy
• 29:36
  and playful, can they do that? So like you will look to see
• 29:40
  that this person can execute the level of the expression of the
• 29:43
  art that you're looking for. But the reason I say, obviously
• 29:46
  that's the outcome you're creating, but the process is
• 29:48
  also important because I can tell you as somebody who's done
• 29:50
  a lot of different design work in our business, one of the
• 29:53
  things that I think is really a part of that is getting someone
• 29:57
  who understands your vision, right?
• 29:58
  So like getting somebody who can be able to take the clarity of,
• 30:03
  you know, what you have right now and decipher that to be
• 30:06
  like, hey, here's what I hear you saying.
• 30:07
  And you'd be like, Oh my God, yes.
• 30:09
  So for me, I would also be accentuating the process portion
• 30:13
  and having testimonials or reviews or case studies speaking
• 30:16
  to the fact of like the client knew they wanted AB and C and
• 30:20
  then this is what we got them. And like showing people how
• 30:23
  basically the language that's in their head is something that you
• 30:26
  understand and with that, that you can support them with to be
• 30:30
  able to get the outcome that they desire.
• 30:31
  And so I think graphic design, the thing that I think is really
• 30:34
  important around that is that you have to show people the
• 30:36
  products that you have to show people what you can do.
• 30:39
  Because frankly, a lot of the time in design, whether it's
• 30:41
  even graphic design, web design, brand design, any of those
• 30:45
  things, they all are going to still stem around the fact that
• 30:48
  I need to know that you can create what it is I'm looking
• 30:50
  for. So number one, do you understand
• 30:51
  what I'm looking for? And can you comprehend that and
• 30:54
  show me examples of when I say this, what that looks like?
• 30:58
  And then most importantly, show me examples of what I'm already
• 31:01
  looking for. And so I think those are the two
• 31:03
  main things that when someone's searching for you, they really
• 31:06
  want to know and feel with full confidence that you can do that.
• 31:09
  So that's why I would say for marketing to a graphic designer.
• 31:13
  All right, I'm pivoting from a done for you marketing agency to
• 31:15
  going into coaching. And I'm struggling with
• 31:16
  messaging my existing done for you clients are not ideal
• 31:19
  coaching clients because they'd rather pay to have someone else
• 31:21
  do it versus learn it themselves.
• 31:24
  Any suggestions? So basically how to pivot your
• 31:26
  your messaging from done for you marketing to coaching.
• 31:29
  How do I make that shift? So here's actually the fun one
• 31:32
  on this one. It's actually technically the
• 31:34
  same because the outcomes that people want are to basically
• 31:39
  have the same thing. It's the identical thing.
• 31:40
  So like for us, when we talk about marketing, we think about
• 31:42
  the three pillars of outcomes. So the number one pillar is
• 31:45
  visibility, second one is to nurture, and 3rd 1 is
• 31:47
  conversion. So when we look at marketing
• 31:51
  success, those three things are what people want to achieve.
• 31:54
  There's only two ways in which people achieve that.
• 31:56
  We'll do it for you or let us teach you how to do it.
• 31:59
  The thing that is important to recognize is that when it comes
• 32:03
  to coaching, coaching is just a different call to action on the
• 32:06
  exact same message. And frankly, this is also why we
• 32:10
  have people that we support who have both.
• 32:12
  Like we have people who have agencies and they also offer
• 32:15
  consulting on the same profile, on the same marketing channels
• 32:19
  like Instagram, TikTok, whatever it might be.
• 32:21
  And the reason they're able to do that is because the problem
• 32:24
  the person is looking to solve is the same.
• 32:27
  They want to get visibility. They want to know how to nurture
• 32:29
  their audience. They want to convert people to
• 32:30
  clients, but the process in which they're looking to use to
• 32:35
  solve that problem is different. And we've seen this also be
• 32:39
  really good in pairs together. We've seen people who've come
• 32:42
  into coaching for marketing who are like, teach me, teach me.
• 32:45
  And then when you teach them, they're like, Oh my gosh, this
• 32:47
  is so much. I just want someone to do this
• 32:48
  for me. Hello, agency.
• 32:50
  Or people go into agency and they're like, man, this really
• 32:53
  feels like, I feel like I kind of know what you guys are doing
• 32:55
  now. I feel like I get the gist of
• 32:56
  it. I would love for you to teach me
• 32:58
  your approach and how you guys are doing what you're doing and
• 33:01
  IE, Hey, agency shifts into coaching now.
• 33:03
  So like they can be very complementary inside the same
• 33:06
  business. It's not that you have to
• 33:08
  separate them or that you have to choose one or the other.
• 33:10
  You can also keep both. But the thing that I would say
• 33:12
  when it comes to your messaging is actually that the messaging
• 33:14
  itself is not actually all that different.
• 33:18
  Because when people are hiring you as an agency or they're
• 33:20
  hiring you for coaching or consulting, it's still is with
• 33:23
  the goal of getting the same outcome.
• 33:25
  We still want to see visibility. We still want to see nurturing.
• 33:28
  We still want to see converting happening.
• 33:31
  It's just when they see that are you responsible or are they
• 33:35
  responsible? And so the main thing that we've
• 33:37
  done with people in instances like this is we've literally
• 33:41
  just said the call to action is the different thing and the
• 33:43
  accentuating of introducing the service is different.
• 33:46
  So of course, as an agency, you're like, listen, like this
• 33:48
  is what we did for our clients when we managed their account.
• 33:51
  That's agency messaging. The other one would be this what
• 33:54
  we did for our clients when they learned our framework, right?
• 33:57
  So at the end of the day, it's still like very similar, like
• 34:02
  they're, they're sister messaging kind of thing.
• 34:05
  Like they're very, very, very close.
• 34:07
  It's just more the process and the intention of why someone's
• 34:11
  going to invest is going to be different.
• 34:12
  And so then when we're positioning the offering, we
• 34:14
  want to keep that in mind as well.
• 34:16
  So personally to me, I would say the call to action and the
• 34:19
  introduction of the product and the process is the biggest
• 34:22
  difference in how you're going to take the existing audience
• 34:25
  you have right now and go from agency into coaching and
• 34:27
  consulting. The thing I want to encourage
• 34:29
  you about though, is the fact this is actually a fairly
• 34:32
  seamless transition because I actually have had multiple
• 34:35
  clients who've done this and we've taken their audiences from
• 34:40
  literally at a place where they're like, I'm only agency
• 34:44
  and shifting them into an all consulting, all on the same
• 34:46
  platform. Just by making tweaks to, again,
• 34:49
  the call to action of what the promise is of how you're gonna
• 34:51
  help them to solve their problem, the process of how
• 34:53
  you're gonna help them to solve it.
• 34:54
  So that's the tweaks that I would make.
• 34:56
  But I want to encourage you. Don't feel like you have to
• 34:57
  start over. Don't feel like, Oh my gosh,
• 34:59
  this audience is not who I need. There are things and changes
• 35:02
  that you can make that will take shape pretty quickly if you were
• 35:05
  to integrate them. OK, So what are the first top
• 35:07
  things that you would do in starting an online service
• 35:10
  business? OK, well first thing I'd say is
• 35:13
  we have an episode that's literally dedicated to this.
• 35:15
  It's, I think called something along lines of what I would do
• 35:18
  if I started my business over again in the sense of like what
• 35:20
  I would do if I was starting from scratch again.
• 35:21
  So if it was me, I would go to the episode and take some notes
• 35:24
  on that because it goes through a couple of these core things.
• 35:27
  One of the things I would do immediately definitely is
• 35:29
  marketing and social, like getting yourself to get on
• 35:33
  social, start to build brands, start to build people to kind of
• 35:35
  like know that you exist because you need to have attention in
• 35:39
  order to generate sales. So like no one can buy from you
• 35:41
  if they don't know that you exist.
• 35:43
  So anyone who's like, I want to make sales online, I'm like,
• 35:45
  great, get posting because it means you need to start getting
• 35:50
  visible by somebody in order for them to be able to purchase from
• 35:54
  you. So that's like the very simple
• 35:55
  first step. Now after that, I think get
• 35:57
  clarity and there's kind of like some a couple PS that I would
• 36:00
  ask you about S #1 what is the problem that you want to
• 36:03
  ultimately solve for people? So what is the thing that you
• 36:06
  want to help people to be able to get the outcome of?
• 36:09
  So what problem are you solving? 2 Who's the person that you want
• 36:12
  to speak to that has that problem?
• 36:14
  So is this a specific type of stage of person?
• 36:17
  Is this specific type of avatar of person?
• 36:19
  Like who is the person you're speaking to?
• 36:21
  Three, what is the process in which you use to solve that
• 36:26
  problem? So kind of to the earlier
• 36:27
  question, when we're looking at the process, the process is like
• 36:29
  are you doing this through an agency?
• 36:31
  Are you doing it through consulting?
• 36:32
  If so, what is your approach in the agency or the consulting?
• 36:35
  And what's the lens that you approach the solving of the
• 36:37
  problem from that allows it to be unique to you?
• 36:40
  So what is your unique approach in the process of how you solve
• 36:44
  their problem? Number one is problem, Second is
• 36:47
  person 3 is the process in which you solve it. 4th, we're going
• 36:50
  to be looking at the actual promise, which is the outcome
• 36:54
  that you ultimately want to promise people when there's
• 36:57
  somebody who invests with you. So the promise being where's the
• 37:00
  outcome? Where's the destination?
• 37:02
  Where do they end up as a by product of taking action with
• 37:06
  you. So there's the PS and then also
• 37:08
  we're going to look at, you know, really outside of that
• 37:10
  getting one consistent sales process.
• 37:13
  So I really believe in kind of like the the power of 1 when
• 37:16
  you're starting your business. So one platform, one offer, one
• 37:19
  person, one sales process. Like you really need to have
• 37:23
  singularity of focus to really move the needle when you're
• 37:26
  first starting your business and getting things moving.
• 37:28
  So that's what I would say when you're first starting an online
• 37:31
  service based business. What software apps do you
• 37:33
  recommend when you're first starting coaching?
• 37:34
  The cheapest ones, and I'm going to be honest with you, the
• 37:37
  cheapest ones mainly because you don't like you don't want to
• 37:40
  make the business too fancy, too complicated before you're really
• 37:44
  ready for it to be. And frankly, people often times
• 37:46
  make the business more complicated than they need to
• 37:48
  make it just because they think that that's going to be the
• 37:51
  thing that helps them to grow. And what I mean by keep it
• 37:53
  cheap, keep it simple is like you probably just start will
• 37:57
  have a bunch of separate lower priced or lower complexity
• 38:03
  platforms and then eventually consolidate all of those into
• 38:07
  one larger platform. So like, for example, when we
• 38:10
  first started, we were like connecting automations between
• 38:12
  e-mail to payment processor to etcetera.
• 38:15
  And that was because like, you know, we were trying to do the
• 38:17
  the the path of these resistance.
• 38:18
  We were trying to do the thing that cost the the least amount
• 38:20
  of money. But what we ended up doing
• 38:23
  eventually is consolidating all of that into one main platform
• 38:25
  that we use today, which is Kartra.
• 38:27
  So, you know, things like of that would be the way that I
• 38:29
  would look at it, I would go the path of least resistance.
• 38:31
  The benefit of most of these software platforms for anything
• 38:34
  offering wise project management data, any of those.
• 38:38
  Often times they have a feature where you get to have like 1
• 38:42
  portion free before you pay. So like, you know, for example,
• 38:44
  I think it's like Teachable or think effect, they have a
• 38:48
  ability to create like one course or one product before you
• 38:51
  actually pay to host your products there.
• 38:53
  And so that's what I would be doing is looking at how you can
• 38:56
  leverage those when you're first getting started.
• 38:57
  The platforms we use today, if it's helpful, we use Air table,
• 39:00
  we use click up, we use Cartra, we use Dubsado.
• 39:05
  I think those are the main ones. We use web flow for our website.
• 39:09
  Yeah. So like those are not the ones
• 39:11
  that I started with. Some of them we've maintained
• 39:13
  like air tables been around for a while before click up.
• 39:15
  We had a sauna, you know, cartridge been around for a good
• 39:18
  amount of time now. So, you know, it's just, it's
• 39:21
  really something that I think the software should develop as
• 39:23
  you scale. I don't think you need the Super
• 39:25
  complicated software to begin with.
• 39:27
  I think it's something that you want to keep simple and then
• 39:29
  complicated as it needs to be complicated because it's
• 39:32
  required to help you to grow. OK, so as the next question,
• 39:34
  what do you do when a launch flops?
• 39:37
  Do I launch again or do I make it Evergreen?
• 39:39
  OK, so I would say first defining what is a launch flop
• 39:42
  in the sense of like, did it genuinely generate no sales?
• 39:45
  Did it generate not as many as you had hoped?
• 39:47
  Like let's just say your target was 20, but you got 10.
• 39:49
  Like what? What does it mean by flopped?
• 39:51
  Would be a curiosity that I have.
• 39:52
  But I think what do you do when a launch basically doesn't go
• 39:55
  the way you want? The first thing you want to do
• 39:56
  is you want to assess your launches because your launch is
• 39:59
  going to tell you things like there's actually information in
• 40:02
  launches that don't go well. That will help you to know how a
• 40:05
  launch can go well. Things I'm looking at are did we
• 40:09
  do market research and tease and test to our audience before?
• 40:11
  IE did you already have an understanding of knowing that
• 40:15
  you had a certain audience in your world before you ever
• 40:17
  pressed go on it, for example? I had on my list that I wanted
• 40:21
  to run and it's still on my list.
• 40:22
  I ended up moving because I had, I'm a personal thing that
• 40:24
  happened this year. So I end up moving it business
• 40:26
  wise. But I had an event that I wanted
• 40:28
  to host and it was going to be like a conference basically.
• 40:31
  And so this conference was something that I had not even, I
• 40:35
  was like, you know what, it's an idea that I had.
• 40:37
  I put it as a test to my audience immediately to say,
• 40:39
  like, if we were to do an event, do you want to be added to the
• 40:42
  wait list? And it was like, boom, had a
• 40:43
  bunch of people. I was like, great, that's proof
• 40:45
  of concept to me that what I'm wanting to create is something
• 40:49
  of interest to the people who are consuming me.
• 40:51
  Great. That's what I need.
• 40:52
  And so I look at making sure anytime I go into launching
• 40:55
  something that I have some aspect of clarity of whether
• 40:58
  people actually want this and is it something that people will
• 41:00
  consume and will buy. And so that's something I always
• 41:03
  want to make sure of. Is it, did I test?
• 41:05
  Did I do any research before or did it kind of just like put
• 41:07
  this out Willy nilly when I went into launching as well?
• 41:10
  I'm also looking at did I effectively tease it?
• 41:12
  Did I effectively create momentum before I actively sold
• 41:15
  it to create interest around it and to create eyeballs that were
• 41:18
  locked in on my launch? I feel like we need to do a
• 41:21
  whole separate launch episode because I feel like a launch
• 41:24
  episode breaking down how to effectively launch would be now
• 41:26
  that my brain is going probably something that would be good.
• 41:28
  So you guys can DM me, let me know if that'd be helpful for
• 41:31
  you. If you're like, yes, I want to
• 41:32
  launch episode, Literally just say, hey, Kate, I would love a
• 41:34
  launch podcast that will help me to give a thumbs up to let me
• 41:37
  know that launching would be something you guys want to
• 41:38
  learn. So what do you do when a launch
• 41:40
  flops? Look at the market research,
• 41:42
  look at the testing, look at whether you teased effectively.
• 41:45
  And then during the launch itself, IE the active selling
• 41:48
  portion, I'm looking at messaging.
• 41:50
  And what I mean by messaging is, are we speaking to the pain
• 41:52
  points and the desires of what our ideal client wants?
• 41:54
  But then most importantly, are we doing so in the buyer type or
• 41:57
  the lens of the type of audience that we have?
• 42:00
  And I want to share with you a little insight here too,
• 42:02
  because, you know, I had a Black Friday launch, which we do every
• 42:04
  year, by the way, we do a big promotion on Black Friday every
• 42:07
  single year for all of our programs.
• 42:08
  And during Black Friday, this past Black Friday, we were like,
• 42:12
  what the heck is going on? And I have this rinse and repeat
• 42:16
  structure that I use for Black Friday.
• 42:17
  It's the same every year. And I was like, this is so
• 42:20
  weird. The response seems a little bit
• 42:21
  different. I can't quite put my finger on
• 42:22
  it. And come to find out that the
• 42:24
  buyer types in my audience had changed since the previous
• 42:27
  November. What I mean by that is that the
• 42:29
  stuff we were putting out was very tactical, very strategic,
• 42:32
  very outcome driven, specifically spoke to a certain
• 42:34
  type of buyer. But with that buyer, we also
• 42:38
  recognize we didn't have that person anymore because what I
• 42:40
  did is I put out basically like bait, if you will, to my
• 42:43
  audience to test my theory. And when I did, the response was
• 42:47
  significant. We got flooded with DM's and
• 42:48
  applications and I was like, OK, so if that's the case, then all
• 42:52
  the messaging of what we created was in the lens of, let's just
• 42:55
  say The Color Purple, when instead we actually need to be
• 42:57
  in the color blue. And so the pain points and the
• 42:59
  outcomes were the same, but that we needed to approach it from a
• 43:01
  different lens. And so because of that, we went
• 43:04
  kind of and edited the marketing that we had established or
• 43:07
  created because we knew that we needed to have it in the lens of
• 43:11
  something that people really wanted in the sense of like the
• 43:13
  flavor of what they needed to have it in.
• 43:16
  And so with that being said, I would say also looking at your
• 43:18
  buyer types and making sure that you're speaking to them
• 43:20
  effectively is also going to be super important.
• 43:23
  So that do you have the same pain points and outcomes #1 and
• 43:25
  then the lens in which you're approaching that, is that the
• 43:28
  way that they need to have it approached for the type of
• 43:31
  buyers that they are? So to your question of should I
• 43:33
  make it Evergreen, No, Just because you have a launch that
• 43:36
  doesn't go the way that you want doesn't mean you just
• 43:37
  automatically put it on Evergreen launches our
• 43:40
  information. They are marketing data.
• 43:43
  And so really what it comes down to is knowing the data to look
• 43:45
  at and really knowing how to make decisions off of that data.
• 43:48
  And so obviously, like without knowing the specifics of exactly
• 43:51
  what you mean by it flopped. That would be my initial
• 43:54
  recommendation of things that I would start to consider.
• 43:57
  And I have also, I want to tell you had people who have launched
• 44:00
  a product and it didn't get anything, IE they went to quote
• 44:02
  UN quote launch it or promote it and it didn't generate a lot of
• 44:05
  sales for them. And then they went in with a
• 44:07
  more intentional launch strategy and adjust the messaging and
• 44:10
  understood the buyer types and the teasing and the testing and
• 44:14
  in doing so sold out the offer. So don't feel like your offer
• 44:17
  just because it's not selling during the launch isn't going to
• 44:19
  sell. Often times when we're seeing
• 44:22
  the launch not work, it's not always because people don't want
• 44:25
  the product. It can sometimes be the way in
• 44:27
  which we're promoting the product.
• 44:29
  OK, next question is how specific should a niche be?
• 44:32
  I keep hearing mixed opinions about niching down or niching
• 44:35
  up. So I would actually say that you
• 44:37
  should have a more specific niche to the earlier portion of
• 44:40
  your business. And then as you progress, you
• 44:42
  can go more general. So I want you to think about,
• 44:44
  you know, OK, Like Jenna Kutcher, many people in the
• 44:47
  online world are familiar with her work.
• 44:49
  She actually started in the photography space.
• 44:51
  It's like that's what she was known for when she first got
• 44:54
  into the online world, did blogging and had a lot of her
• 44:56
  brand being developed and established.
• 44:59
  The thing that I would say when it comes to her growth, you'll
• 45:01
  see that she does a lot and covers a lot more topics now,
• 45:05
  dives into a lot more things now.
• 45:07
  That's because she's built community and brand.
• 45:10
  She's built connection with her audience and she's built people
• 45:13
  understanding and her authority and with that what she can speak
• 45:17
  to. So as she scales, she can go
• 45:19
  wider and wider. You'll also see is, but for
• 45:21
  example, like Tony Robbins, he can talk about money, he can
• 45:24
  talk about relationships, he can talk about business, he can talk
• 45:26
  about really any of the categories because his authority
• 45:29
  and understanding of his expertise in his industry is so
• 45:32
  clear to the people who know him now.
• 45:35
  But all businesses typically will start with one core niche
• 45:39
  and then expand over time once that initial person they speak
• 45:43
  to or the product that they launch has been kind of like
• 45:46
  verified is what I mean by that. So like for me, I basically
• 45:49
  initially started with only a specific stage of business and
• 45:52
  now I help a variety of stages. So like, I only used to help
• 45:55
  people who were just beginning in business and I also only used
• 45:58
  to help coaches. That was the only people that I
• 46:00
  used to support. Now I help people who are
• 46:02
  starting all the way up to frankly, like, you know, $8
• 46:06
  million businesses. And with that, it's a big
• 46:09
  spectrum. And in that I'm helping all
• 46:11
  kinds of different people now. Yes, I help coaches and
• 46:13
  consultants. It's part of the business we do.
• 46:15
  But it's actually not even the majority of what we do.
• 46:17
  We have agencies, we've got service providers, we've got
• 46:20
  wedding planners, we've got, you know, lawyers, we have
• 46:24
  naturopath clinics, we've got authors, we've got all kinds of
• 46:28
  different industries. And that's something though that
• 46:30
  took shape over time. If I had said, hey, anybody who
• 46:33
  wants to start a business in any industry, come work with me.
• 46:36
  It, it wouldn't have worked initially because I didn't have
• 46:38
  the initial brand recognition and understanding and proof,
• 46:42
  frankly, of the variety of people that I could help.
• 46:45
  And so because of that, you want to start getting the proof to
• 46:47
  start and build the momentum. And then over time, you can go
• 46:50
  wider and wider if you want to. OK, so next question is I'm
• 46:55
  struggling to scale my agency past 10 to 15 K months.
• 46:57
  I'm stuck in the client work all the time.
• 46:59
  What is the best way to hire a team and have them learn what
• 47:02
  you do or what you know so that the quality is not affected?
• 47:05
  We, by the way, are a content and funnel building agency.
• 47:08
  So by the way, very, very common when it comes to agencies and
• 47:10
  service providers. They're like, I am stuck in the
• 47:12
  weeds with clients, Kate, and I can't get out of it to work on
• 47:14
  my business. I'm always in it.
• 47:15
  So I'm not working on it. Very, very common.
• 47:18
  Starting to initially hire. Well, one of the first things
• 47:20
  you have to actually do is you have to service engineer how
• 47:23
  you're doing what you're doing. A lot of the time what I see
• 47:25
  with agencies, which is a big mistake, is that people have
• 47:27
  people come in and just shadow them to basically say like, just
• 47:31
  watch me do what I do and then learn it.
• 47:33
  You want to be able to teach it. Scalability is really only a
• 47:36
  matter of what you do and what can be replicated to be done by
• 47:39
  somebody else. Because if it can only be done
• 47:40
  by you, it's not really scalable.
• 47:42
  And so the first thing we would want to do is actually build a
• 47:44
  framework to understand how you do what you do so that we're
• 47:47
  able to then teach that to somebody else.
• 47:49
  That would be one of the first things is building out an
• 47:51
  intentional framework that we can teach to a team member.
• 47:54
  Now who that team member is. When you're first hiring
• 47:57
  somebody, you probably are going to want like a Jack of all
• 47:59
  trades to start. You can't go specialist out the
• 48:01
  gate. What I often tell people with
• 48:03
  team is when you're first hiring team, team is often going to be
• 48:06
  generalist, IE people who have the ability to be a little bit
• 48:09
  of like a chameleon in your business.
• 48:10
  They can be a little bit fluid in the ways in which they
• 48:12
  support you. And so when you have that over
• 48:16
  time, you will then shift into going into more specialists
• 48:19
  where you have like people per departments, you have client
• 48:22
  managers, you've got the marketing person, you've got the
• 48:24
  salesperson that takes shape as the business develops.
• 48:27
  But you're not going to want to hire only a salesperson because
• 48:30
  then frankly, all the client work is still on your side.
• 48:33
  So if I was going to hire, I would probably have someone to
• 48:36
  help you with client delivery 1st and make sure that they have
• 48:39
  an understanding of how to effectively support the clients.
• 48:42
  So again, building up the framework of what it is that you
• 48:44
  you do with clients right now, how does your strategy brain
• 48:46
  work? How do you assess certain
• 48:48
  things? We actually will be discussing
• 48:49
  this in an episode coming up about signature frameworks and
• 48:52
  genius models on how to create this.
• 48:54
  So stay tuned for that. But I really recommend when it
• 48:57
  comes to building a framework that's going to help to really
• 49:00
  make sure that literally the way in which you think about things,
• 49:02
  the way in your unique way of doing it is actually teachable
• 49:05
  to somebody. It is teachable, by the way.
• 49:07
  It's just a matter of pulling that information out of you and
• 49:09
  making it into a model. And so I would give them that
• 49:11
  model. I would bring in somebody who
• 49:13
  can be in client delivery with you, but also has the ability to
• 49:15
  be fluid in supporting you in the other areas.
• 49:18
  And once that person's in, I would actually swap who the
• 49:21
  person is, who is the point of contact.
• 49:24
  So I would not make you the point of contact anymore.
• 49:26
  I would make that person the point of contact and you guys
• 49:28
  can work together behind the scenes.
• 49:30
  But to the clients, that person is their point person now.
• 49:33
  And so I would bring that person in as part of onboarding of new
• 49:36
  clients so that that person knows, hey, like this is your
• 49:40
  client. I'm behind the scenes supporting
• 49:41
  the team member, but I'm not interfacing with the clients
• 49:44
  day-to-day. Obviously if they need you, you
• 49:46
  can contact them or connect with them, but you don't want you to
• 49:49
  be in the day-to-day of the weeds.
• 49:51
  And so really the starting point of all of this though is getting
• 49:54
  clarity of how you do what you do, because only once you get
• 49:57
  clarity of that will you actually be able to understand
• 50:01
  how to teach somebody else to do the exact same thing.
• 50:03
  So I would say start with the team member, start with hiring
• 50:07
  that person based off of two things.
• 50:10
  The position that you need filled, IE the ability for them
• 50:12
  to be like a a fluid person who also very much is comfortable
• 50:16
  with communication with clients. But then also looking at the
• 50:19
  personality. We want somebody who's
• 50:20
  adaptable. We want somebody who has the
• 50:23
  ability to kind of respond to things as much as they are
• 50:26
  proactive. Because when you're first hiring
• 50:29
  and your team is not established, your processes are
• 50:31
  not established. Like you have a lot that's
• 50:32
  basically being created. You're gonna need a little bit
• 50:34
  of leeway. Like you're gonna need a little
• 50:36
  bit of a buffer because everything's not perfectly
• 50:38
  created. So because of that, you need to
• 50:41
  have somebody who can have that fluidity with you, who doesn't
• 50:44
  need everything perfectly precise in order to take action.
• 50:47
  Over time as your team scales, you'll have that, but for the
• 50:50
  first person, it wouldn't be something that you'll have
• 50:53
  established. So you want someone who has the
• 50:54
  the mindset of the perspective to be able to be fluid with you.
• 50:57
  Alrighty. And OK, I receive a lot of
• 51:02
  applications, but my close rate isn't as high as I'd like.
• 51:04
  I've been told it's a matter of making more high converting
• 51:07
  content, but wouldn't this be more of a sales versus a
• 51:09
  marketing issue? Oh my goodness, this is my
• 51:12
  favorite question ever. Like, and it's like, it's my
• 51:15
  favorite question ever because it really is the most
• 51:17
  misunderstood and it's actually the easiest to solve.
• 51:19
  So like, that's why the two things that get me excited about
• 51:22
  these questions, OK, when you are looking at marketing,
• 51:25
  marketing's job is to create interest.
• 51:28
  When I hear people say high converting content, no, no,
• 51:33
  content is not meant to convert people for you.
• 51:36
  OK, It's a catchy slogan. I will give it to all the
• 51:39
  marketers who are using that slogan.
• 51:41
  Well done, because it is a catchy slogan.
• 51:43
  The content that converts, that's not it's job.
• 51:47
  It's not it's job to convert people into you.
• 51:49
  That's the sales processes job, Content that converts.
• 51:53
  What they're really saying when they say that is content that
• 51:56
  brings in an ideal client who is primed to be potentially ready
• 52:01
  to buy, OK? That's really what people are
• 52:03
  saying when they say content that converts.
• 52:05
  OK, so marketing's job is to bring interest.
• 52:09
  The example I give to people is your coffee shop.
• 52:12
  OK, let's picture you have a coffee shop.
• 52:14
  If you have a coffee shop, marketing's job is to bring a
• 52:17
  lineup of people outside the front door.
• 52:19
  I'm creating a surge of interest because of the marketing.
• 52:23
  The difference of whether the person that coffee shop buys a
• 52:26
  coffee or buys nothing, buys a coffee, a doughnut, a sandwich
• 52:31
  and a water to go is all to do with the sales process, IE when
• 52:37
  they get there, IE you may have seen this at Starbucks.
• 52:41
  You'll go and get a drink in the morning and you'll say, great,
• 52:43
  I'm going to get a latte. They'll say great, anything for
• 52:45
  breakfast this morning. That's a sales process.
• 52:47
  That's not marketing. Marketing was the ad that you
• 52:50
  saw in someone's TikTok about Starbucks and it was the the
• 52:54
  board that they have at the time when you order that's marketing,
• 52:58
  them queuing you and asking you questions is sales.
• 53:02
  So when we're looking to say like, OK, like people are not
• 53:04
  converting, the way that I decipher this is how much
• 53:07
  interest do you have? If you have interest of people
• 53:11
  who are ideal clients. And what I mean by that are
• 53:13
  people that are at the stage of the problem that you solve.
• 53:17
  And they are the people who have the problem that you need.
• 53:21
  You do not have a marketing problem, you have a sales
• 53:23
  problem. So there's a line between these
• 53:26
  two sides and I am, it's something I could rant about for
• 53:29
  like 45 minutes. It's something that needs to be
• 53:33
  rewritten in the online world because there's a a wall between
• 53:36
  these two. Marketing's job is to create
• 53:38
  interest. I broke this down for a client
• 53:40
  yesterday actually. And I said sales is like a
• 53:42
  chain. OK, so picture a chain.
• 53:44
  A chain is a is full of a bunch of links.
• 53:47
  Those links are all pieces of important data.
• 53:50
  They tell us a story about what's happening in your
• 53:52
  business right now. And so if you have a lot of
• 53:55
  interest and they're not converting, that's not
• 53:58
  necessarily a marketing problem. Are there always marketing
• 54:01
  tweaks we can make? Sure.
• 54:03
  Can we adjust the buyer types? Sure.
• 54:05
  Can we speak about objections we're hearing on calls in the
• 54:07
  marketing? Sure.
• 54:09
  But generally speaking, if you're having people booking a
• 54:12
  call in the 1st place sliding into your DMS in the 1st place,
• 54:16
  it, it's happening because the marketing resonated with them.
• 54:19
  So very rarely is it going to be just a matter of marketing.
• 54:23
  The sales process chain and the links associated are all a
• 54:27
  different piece of data with a different story.
• 54:29
  So #1 let's just say an application funnel.
• 54:31
  So application to call booking, say you have that, if you're
• 54:35
  somebody who has that, your interest is how many people are
• 54:38
  clicking on the application. That's like link one.
• 54:41
  Link 2 is of the people who click on the application, how
• 54:44
  many people are completing it and finishing it?
• 54:46
  That's link #2. Link #3 is of the people who
• 54:49
  complete the application. How many people are going and
• 54:52
  booking a call or you having a drop off there of some kind?
• 54:55
  Great. OK, X amount of people are
• 54:56
  booking a call. Amazing.
• 54:58
  Next link of the people who booked the call, how many people
• 55:00
  are showing up and what was interesting is you'll see when
• 55:04
  you audit your sales process, the domino and you can just put
• 55:07
  DMS too, right? How many people message you in
• 55:09
  DMS versus how many people do you ask them a question versus
• 55:12
  how many people do you pitch the offer to versus how many people
• 55:14
  do they close Like there's, there's so many different ways
• 55:17
  of what those links can look like and it's very dependent on
• 55:19
  what your sales process is. So if you need help with this,
• 55:23
  by the way, slide into my DMS because I can give you all the
• 55:24
  voice notes and thoughts on this.
• 55:25
  But when it comes to the the links in the sales process, each
• 55:31
  of those is a piece of data. And so when someone's like Kate,
• 55:33
  like I just my sales, my sales, I'm like, give me the
• 55:36
  information, give me the data. And when you give me the data
• 55:39
  and I sort it based on the links, you will literally see a
• 55:42
  glaring obvious results of what the actual issue is.
• 55:48
  And so maybe I can't say depending on yours, maybe it's a
• 55:51
  marketing thing. But generally speaking, 9 times
• 55:54
  out of 10, when someone's having a sales problem, it's often
• 55:57
  because of something in the actual sales process or the way
• 56:01
  in which you're selling them in the DMS on the calls, how you're
• 56:04
  communicating the value, all those things.
• 56:06
  For example, I had a client who's an absolute just
• 56:10
  incredible human, incredible human, just smart, smart, smart
• 56:13
  business owner. She came to me and she had an
• 56:15
  offer and it was $4500. She's like, Kate, this thing
• 56:17
  does not close. And my last coach told me that I
• 56:19
  need to decrease the price because no one's going to pay
• 56:21
  that. And I was like, no, no.
• 56:24
  So I said, has anyone paid it before?
• 56:25
  She was like, yeah, but like very few people.
• 56:28
  And I was like, OK, but they have bought it.
• 56:30
  And she was like, yeah. And I was like, done.
• 56:32
  So I was like, sales process. We go under her sales pipeline,
• 56:35
  look at her application, look at her call booking, look at her
• 56:37
  emails that send people confirmations, all of that.
• 56:40
  We adjust that. Then I gave her coaching on her
• 56:42
  sales call itself of like how she was selling the offer, how
• 56:45
  she was communicating the offer, all this stuff.
• 56:47
  Tell me how this week alone, she messages me she's closed four
• 56:52
  people at the $4500 price point for that offer.
• 56:57
  Hello. It has nothing to do with the
• 56:59
  fact that it was the marketing. Her marketing has been really
• 57:02
  like, it's been adjusted and we're making refinements on it
• 57:05
  all the time, just as we are with my own marketing.
• 57:07
  But it wasn't the problem. The problem was the sales
• 57:09
  process. There was tweaks that need to be
• 57:10
  made in it. And when she knew what to do and
• 57:13
  she started executing those consistently, she's easily
• 57:15
  closing that price point now. And I'm like, so like, how do we
• 57:17
  feel about the price point? She's like, yeah, it turns out
• 57:19
  it closes perfectly fine. I'm like, exactly.
• 57:21
  So the thing of why I'm so passionate about this is I think
• 57:24
  sometimes people will assume and make these prejudgments
• 57:28
  basically of like, oh, it's this, it's this.
• 57:30
  And just kind of like assume or or close the chapter on
• 57:33
  something and say what must be a sales process, must be this.
• 57:36
  Your business is information. And even if this was a marketing
• 57:39
  issue and we weren't talking about sales, your business is
• 57:41
  information. And so it's really a matter of
• 57:43
  being able to know where you're looking for that information.
• 57:46
  And two, when you find that information, how to assess it is
• 57:50
  also something that's going to really massively impact your
• 57:53
  business. And so the same thing is true
• 57:55
  with marketing data. When someone's like, oh, my
• 57:56
  marketing's not working, your marketing has data, show me the
• 57:59
  data and I'll tell you what's happening.
• 58:01
  And so it really is the same with sales, the same with
• 58:03
  clients. Like all of it comes down to
• 58:06
  data. And so I really, I would say, be
• 58:08
  very conscious of the trap of believing that your sales
• 58:13
  process is always a marketing issue because they are not
• 58:16
  always connected. You can have great marketing
• 58:19
  that brings in a ton of people, but they don't buy.
• 58:22
  And that may not have anything to do with your marketing.
• 58:24
  It can also have something to do with your sales process.
• 58:26
  So remember that they're two separate parts of the business.
• 58:28
  They have to be audited separately before they can then
• 58:31
  be audited together and in connection to each other.
• 58:33
  OK. So what is the difference
• 58:35
  between private coaching with you and your group program?
• 58:38
  Trying to figure out which one is best for me?
• 58:40
  Good question. So really this is what I would
• 58:42
  tell somebody if they were on a call with me.
• 58:43
  And I would also say this to somebody who's in the DMS with
• 58:45
  me. If you join our accelerator
• 58:47
  Mastermind, that is going to help you to scale.
• 58:50
  If you join private mentorship, that is also going to help you
• 58:53
  to scale. Both of these do get you to the
• 58:57
  same place. You can still scale rapidly with
• 59:00
  both of these offerings. So don't think that just because
• 59:03
  you go into private, you're like, that's the thing that's
• 59:05
  going to 5X my business. But then the accelerator
• 59:07
  mastermind 2X is my business. They both rapidly scale your
• 59:10
  business. So there's no difference in the
• 59:11
  sense of the outcome. The only difference is the
• 59:14
  experience, OK? So how do you think about it is
• 59:17
  you're going to go to your favorite restaurant, this nice
• 59:19
  bougie restaurant, OK, One, you're going to park your own
• 59:22
  car. The other one is a valet park,
• 59:25
  OK. The only difference is the
• 59:27
  experience of hire getting to the restaurant.
• 59:29
  Both are eating the same food. Both are going to go to the same
• 59:31
  place and have the same great experience.
• 59:32
  The same thing is true when it comes to our programs.
• 59:35
  Private mentorship is really just for somebody who wants a
• 59:39
  very intimate experience. And the reason we call it
• 59:42
  mentorship and not coaching is because it is just that coaching
• 59:47
  is typically a matter of helping you with the situations that are
• 59:51
  coming up in the business and helping you to develop
• 59:53
  mentorship in private. Mentorship because I'm very high
• 59:57
  proximity with those clients. And what I mean by that is like
• 59:59
  they really have unlimited access to me.
• 1:00:01
  Like if they need me, I'm there. The reason that we call it
• 1:00:04
  mentorship is because in those instances, I am not only
• 1:00:08
  coaching them on their business, but I'm also mentoring them as
• 1:00:11
  business owners. And what I mean by that is like
• 1:00:13
  we're sharing a lot of personal stuff in those that allow them
• 1:00:17
  to get insight on mistakes that I made, things that I was going
• 1:00:21
  through. And like it's really like it's
• 1:00:22
  completely unfiltered. And because they're such high
• 1:00:25
  proximity, they're getting access to that unfiltered.
• 1:00:27
  It's still covered in accelerator, but it's just
• 1:00:29
  you're getting access to that at a different frequency, a
• 1:00:32
  different quantity than you would in accelerator because you
• 1:00:34
  just genuinely can message me day in, day out.
• 1:00:37
  So that's really the only difference I tell people, and
• 1:00:39
  I'm confident to say this, you can get the same results in
• 1:00:42
  either program. It is just a different
• 1:00:44
  experience in getting to the same destination.
• 1:00:46
  And some people have gone into private, it's because they've
• 1:00:48
  done masterminds or maybe they've been in a program before
• 1:00:50
  and like, I don't want to do that again.
• 1:00:51
  And that's fine. And there's also people that I'm
• 1:00:54
  like, listen, you don't need private.
• 1:00:56
  I will be the first person to tell you that you don't need
• 1:00:59
  private mentorship. If someone's like, yeah, like
• 1:01:00
  I'm open to a mastermind. Like what about this?
• 1:01:02
  What about that? By the way, guys, our our
• 1:01:05
  accelerator program is a hybrid program.
• 1:01:07
  It's one-on-one coaching and group support.
• 1:01:09
  It's not a group program. There's Slack messaging, there's
• 1:01:13
  one-on-one calls for coaching, there's group calls, there's hot
• 1:01:16
  seat coaching, there's panelists, there's guest experts
• 1:01:19
  who come in like there's really just all kinds of things.
• 1:01:22
  And so because of that, it's not a group program.
• 1:01:25
  It really is a mastermind. It's a hybrid of all the things
• 1:01:27
  I love about coaching put into one program.
• 1:01:29
  And so really the only difference is the fact that
• 1:01:31
  private mentorship is more of the one-on-one than the
• 1:01:35
  mastermind is. That's really the only
• 1:01:36
  difference. For example, in our accelerator
• 1:01:39
  you get a kick off of a one hour kick off call, whereas in
• 1:01:42
  private mentorship you get AVIP day with me, like an intensive
• 1:01:45
  day with me, you know, for example, inside of accelerator
• 1:01:48
  the calls are typically like 25 to 30 minutes and you book them
• 1:01:52
  as you need. And then with private mentorship
• 1:01:54
  there's really like a unlimited amount of calls and you also
• 1:01:57
  have bi weekly one hour calls that are pre booked.
• 1:01:59
  So like all of those things are really, they're small, small
• 1:02:01
  differences, but they really are just different pathways to the
• 1:02:04
  same destination. But thank you for asking this
• 1:02:07
  question. And of course, if you ever have
• 1:02:08
  any questions for any of you listening, if you're listening
• 1:02:10
  right now and you're like considering working with me, but
• 1:02:12
  you kind of have questions, but like, I don't really know which
• 1:02:13
  one's right for me, just slide in my DMS like I'll give you all
• 1:02:16
  the information in there. If you want to hop on a call, we
• 1:02:17
  can do that too. And I'm always happy to be an
• 1:02:19
  open book and just genuinely tell you what I would do to
• 1:02:22
  support you and what I'd recommend if I was going to
• 1:02:24
  support you with your business. OK, so to this last question,
• 1:02:29
  any tips for keeping business running and growing during a
• 1:02:32
  time where you need to prioritize yourself instead?
• 1:02:34
  Yes, good question. It depends on what you mean by
• 1:02:38
  prioritize yourself. Like as in like how urgent is
• 1:02:40
  that prioritizing yourself? Like is it like I'm in a crisis
• 1:02:43
  right now and like I really can't deal with this in a sense
• 1:02:45
  of like business wise, it's feeling overwhelming.
• 1:02:47
  That's a little bit different. We actually have an episode on
• 1:02:49
  that, by the way. It's about how to navigate a
• 1:02:51
  business during a crisis. So if you are in like a crisis
• 1:02:54
  situation, I really recommend listening to that because that's
• 1:02:56
  gonna help you to literally get a road map of how to navigate
• 1:02:59
  this time. But if you're wanting to run or
• 1:03:02
  grow your business in a time where you want to prioritize
• 1:03:04
  you, the thing I would say is that really Parkinson's Law is
• 1:03:08
  basically the fact that you're going to use up the time in
• 1:03:10
  which you give yourself. And so if you have less time to
• 1:03:12
  work on the business, IE you need to prioritize other things,
• 1:03:15
  it's not actually a bad thing because it can actually
• 1:03:17
  indirectly give you a way to learn how to operate the
• 1:03:20
  business differently. And it really means that if you
• 1:03:23
  give yourself a tighter container in which you're going
• 1:03:25
  to run the business, you're only going to fill that container.
• 1:03:28
  So you'll find ways basically to hit the outcomes in a shorter
• 1:03:30
  amount of time than you previously might have done in
• 1:03:32
  double the amount of time. And that's just because you're
• 1:03:33
  giving yourself a very strict container.
• 1:03:35
  This is also very much seen with moms who have kids.
• 1:03:38
  They had their first baby and previously in their business,
• 1:03:40
  they might have, let's just say, been working like, you know,
• 1:03:42
  10-12 hour days. And then they have a baby and
• 1:03:45
  they're like, I have 3 hours a day to work on my business.
• 1:03:47
  And they still get things done and they still grow the
• 1:03:48
  business. That's because they contain the
• 1:03:50
  amount of time that they were going to give to the business
• 1:03:53
  and what they were doing. And so that's also something
• 1:03:55
  that I would be very conscious of for yourself to look at now
• 1:03:58
  when it comes to growing it while prioritizing yourself.
• 1:04:01
  The other thing I would also say is make sure that you're putting
• 1:04:04
  emphasis on how you're going to take care of yourself first
• 1:04:07
  before you actually take care of the business.
• 1:04:09
  Because I think a lot of times people will really look at like
• 1:04:12
  the business needs this, the business needs that, and then
• 1:04:14
  they put their extracurriculars or their stuff after it.
• 1:04:17
  I actually want you to do it on the opposite way.
• 1:04:19
  I want you to focus on your stuff.
• 1:04:21
  If it's your family, your personal time, your, you know,
• 1:04:24
  personal activities, your sleep, whatever it might be, focus on
• 1:04:27
  prioritizing that and making that like a number one priority
• 1:04:30
  for yourself in the way you structure your business so that
• 1:04:34
  you're able to have that be the forefront and work your business
• 1:04:37
  around it. Again, like structure your
• 1:04:38
  business around your life, not the other way around.
• 1:04:40
  And then as well, the other tip that I would give you is also
• 1:04:44
  realizing that like this is actually a way for you to
• 1:04:47
  realize that your business is not structured the way that you
• 1:04:49
  need it to be. This is not for a season.
• 1:04:51
  This is not not like, oh, right now it's you said in your
• 1:04:54
  question, this is for me to run and grow my business during a
• 1:04:57
  time where I need to prioritize myself.
• 1:05:00
  Listen, you need to prioritize yourself in any season.
• 1:05:03
  You have to have the ability to prioritize yourself in any
• 1:05:05
  season. And So what it tells me is that
• 1:05:06
  the business is not actually structured for you to prioritize
• 1:05:08
  yourself. So I would also look at the
• 1:05:10
  strategy of how you've built it and say, if I wanted to make
• 1:05:13
  this long term, if I wanted to make prioritizing me an ongoing
• 1:05:16
  thing in my business, what's not working about the way that I'm
• 1:05:19
  doing things right now and what needs to be shifted, what needs
• 1:05:21
  to be adapted. And so there's many things you
• 1:05:24
  can dive into. Of course, my DMS are always
• 1:05:25
  open if you do have any further questions on this one, 'cause
• 1:05:27
  obviously it seems like you're going through a tough time right
• 1:05:30
  now. So if I can support in any way,
• 1:05:31
  definitely let me know. But those would be some of the
• 1:05:33
  initial things that I would start with.
• 1:05:34
  So on that note, my friends, that is going to be the wrap for
• 1:05:39
  today's Q&A episode. I am really, I don't know, but
• 1:05:41
  you guys, I'm loving these Q&A episodes.
• 1:05:43
  I really like the kind of like machine gun of questions and
• 1:05:46
  being able to dive into all different aspects of business.
• 1:05:49
  I feel like we touch on brand, we touch on marketing, sales
• 1:05:51
  team, money, mindset, all the things in one episode, which is
• 1:05:54
  I think why I'm loving these topics.
• 1:05:57
  So as a reminder, you can also get your question featured on
• 1:06:00
  our episodes and get those answered by myself.
• 1:06:02
  We do are doing these episodes as a feature unfiltered Q&A.
• 1:06:06
  So as we're doing these regularly.
• 1:06:07
  So if you do want your question answered, please be sure to go
• 1:06:10
  to our website. There's a podcast heading there
• 1:06:12
  for you and you can go and there's a form there where you
• 1:06:14
  can submit your questions to be featured.
• 1:06:16
  All of these are anonymous by the way.
• 1:06:18
  So we do not mention anybody's name.
• 1:06:20
  We don't mention any specific factors about anybody.
• 1:06:22
  This is literally just a way for you to get my coaching as if you
• 1:06:25
  were to ask me a question on a hot seat or Q&A as my client.
• 1:06:28
  Here's what I'd recommend to you or some of the things that I
• 1:06:29
  would say. So on that note, you guys, I
• 1:06:32
  hope you guys had a good time listening today and I will see
• 1:06:34
  you next week. And, as always, stay ambitious.