Latest / WOC and Allies: Business and Career Realtalk with Elaine Lou Cartas / 103: How to Make Consistent Income Without A Big Social Media Following

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103: How to Make Consistent Income Without A Big Social Media Following · WOC and Allies: Business and Career Realtalk with Elaine Lou Cartas

• 0:00
  SPEAKER_01: What if I told you that you don't need to be famous or have a big following to make money consistently?
• 0:08
  SPEAKER_01: That there's a strategy on how you can create your business sustainably and authentically.
• 0:16
  SPEAKER_01: But not everyone does it.
• 0:18
  SPEAKER_01: I mean, let's be real, we see a lot of people do copy and paste models.
• 0:22
  SPEAKER_01: There's a trend, everyone's following it.
• 0:24
  SPEAKER_01: And I'm not even talking about trending on social media, but even trending on marketing or how to do business.
• 0:32
  SPEAKER_01: So I talk about how you can make consistent income in your business your own way.
• 0:38
  SPEAKER_01: I share my story, my mistakes, and lots of lessons learned.
• 0:44
  SPEAKER_01: So shout out to Rise Credit Union for having me do this talk, which ended up being like a group coaching session for entrepreneurs earlier this week on Tuesday.
• 0:56
  SPEAKER_01: And this is the exact replay of the talk.
• 0:59
  SPEAKER_01: So let's drop the beat.
• 1:02
  SPEAKER_01: Hey, I'm Elaine Lu Karthas.
• 1:04
  SPEAKER_01: I'm a business and career coach for women of color and allies.
• 1:08
  SPEAKER_01: LA Weekly awarded me the number one thought leader, and Apple News named me one of the top five business coaches.
• 1:16
  SPEAKER_01: Done doing the most as a woman of color or ally, and you want to create your own definition of success and happiness.
• 1:25
  SPEAKER_01: Well, grab your coffee, tea, or boba, and let's do some business and career real talk.
• 1:34
  SPEAKER_08: All right.
• 1:50
  SPEAKER_08: MSN recognized Elaine as a top business coach.
• 1:53
  SPEAKER_08: Apple News awarded her as a top five business coach.
• 1:57
  SPEAKER_08: And LA Weekly featured her as a number one thought leader.
• 2:01
  SPEAKER_08: Elaine has worked with over 10,000 clients in 58 different countries, helping to scale multiple six, seven, and even eight figure businesses.
• 2:10
  SPEAKER_08: Elaine also coaches VPs in Fortune 500 companies and has online courses with LinkedIn, USC, Penn, John Hopkins, and Brown to name a few.
• 2:21
  SPEAKER_08: Most importantly, Elaine's clients have a life beyond their work, taking vacations and being presents with their families and themselves.
• 2:28
  SPEAKER_08: I'm happy to announce Elaine is going to take you all through the next segment.
• 2:32
  SPEAKER_08: How much time do I have?
• 2:34
  SPEAKER_01: Okay.
• 2:35
  SPEAKER_01: Hi everyone.
• 2:36
  SPEAKER_01: Okay, so first off, how many of you like free?
• 2:39
  SPEAKER_01: Free 99?
• 2:40
  SPEAKER_01: I know, you're welcome.
• 2:41
  SPEAKER_01: So I want to piggyback on both of my fellow speakers, Elibut and Claudia.
• 2:47
  SPEAKER_01: So for those of you that want to create a business plan, write this down.
• 2:51
  SPEAKER_01: New Women's Business Center, which is based in LA.
• 2:54
  SPEAKER_01: They do three workshops to create a business plan, and they use a platform called Live Plan.
• 3:00
  SPEAKER_01: So you just input all the information and then it spits it out and it's free.
• 3:04
  SPEAKER_01: You're welcome.
• 3:05
  SPEAKER_01: I'm just so giving, right?
• 3:07
  SPEAKER_01: So that's one resource.
• 3:09
  SPEAKER_01: You have to do all three workshops to have access to that digital platform.
• 3:13
  SPEAKER_01: So know that.
• 3:14
  SPEAKER_01: Second is as Claudia was talking about formations, SBDC LA.
• 3:21
  SPEAKER_01: So look that you could just Google it.
• 3:23
  SPEAKER_01: As Claudia was mentioning, sign up for the newsletter.
• 3:26
  SPEAKER_01: There was actually a workshop on for doing a formation for LLCs today at three, but don't worry about it.
• 3:32
  SPEAKER_01: If you missed it, there will be more.
• 3:34
  SPEAKER_01: And then the Economic Development Collaborative, Google VAT, they also do free LLC workshops.
• 3:40
  SPEAKER_01: So I've been in business for seven years and I have learned to be scrappy.
• 3:45
  SPEAKER_01: And prior to that, I was a former fundraiser.
• 3:49
  SPEAKER_01: So I raised, I worked at Pasan City College, and in six months we raised over$1.1 million for 557 scholarships.
• 3:58
  SPEAKER_01: No matter where you feel about things and the political climate, I used to work in political campaigns doing fundraising.
• 4:05
  SPEAKER_01: I'm born and raised in California, but I have lived in Iowa, Indiana, Montana, New Mexico, and Massachusetts.
• 4:10
  SPEAKER_01: And from zero dollars to raising a million dollars, I was able to do that.
• 4:14
  SPEAKER_01: And here's the huge difference with my beginning entrepreneurs for versus more advanced.
• 4:20
  SPEAKER_01: I am not an influencer.
• 4:22
  SPEAKER_01: I don't have a million followers.
• 4:24
  SPEAKER_01: People don't, I don't have a big name.
• 4:26
  SPEAKER_01: Actually, I don't want to be famous.
• 4:28
  SPEAKER_01: I want to walk down the street and get my Starbucks coffee.
• 4:33
  SPEAKER_01: And I think that is the best life to have.
• 4:35
  SPEAKER_01: And if you want to be famous, that's cool.
• 4:36
  SPEAKER_01: But I think we have this idea of what we think we need to be like, but the reality is how do you want to live your life?
• 4:44
  SPEAKER_01: Like I was doing projections, and my first six figures for next year comes from five B2B clients.
• 4:51
  SPEAKER_01: That's 122K.
• 4:53
  SPEAKER_01: You know, you probably never heard of me before this event.
• 4:55
  SPEAKER_01: I'm not a big name, but I just want to let you know it's possible for you.
• 4:58
  SPEAKER_01: So during my session, I want to focus on coaching.
• 5:02
  SPEAKER_01: I did read the survey, and that's a huge thing I want you to hear is feedback.
• 5:06
  SPEAKER_01: So the feedback I got is I know, I know there will be networking afterwards, but I want you guys to get to know each other.
• 5:11
  SPEAKER_01: And also you probably want to break from me now that it's been two minutes.
• 5:16
  SPEAKER_01: So I would love for you to go into two to three groups, well, two to three people, and talk about two questions, and I'll put two big white papers.
• 5:24
  SPEAKER_01: What's your biggest challenge when it comes to making money?
• 5:27
  SPEAKER_01: And maybe you are already making money, maybe it's a how can I make more?
• 5:31
  SPEAKER_01: And then the second question is what is your biggest challenge when it comes to digital presence?
• 5:37
  SPEAKER_01: So for the first 10 minutes, we're gonna do that.
• 5:39
  SPEAKER_01: The next 20 minutes we'll do coaching, and I let people know I am not a motivational speaker.
• 5:44
  SPEAKER_01: If you feel inspired, great, but I care about action plans.
• 5:48
  SPEAKER_01: So the last 10 minutes we'll do an action plan.
• 5:50
  SPEAKER_01: So can you get together in two to three?
• 5:52
  SPEAKER_01: And if you are alone in a table, feel free to move over.
• 5:57
  SPEAKER_01: And I have a timer, so I'll let you know countdown.
• 6:00
  SPEAKER_01: In addition to that, when I put the post-it papers, I have post-it notes that I will hand out.
• 6:05
  SPEAKER_01: If you could put what are your biggest challenges challenges, and then put it up on the pieces of papers, that will be great.
• 6:10
  SPEAKER_01: Okay?
• 6:11
  SPEAKER_01: Thank you.
• 6:12
  SPEAKER_01: All right.
• 6:13
  SPEAKER_01: Okay, because like I said, I'm Santa Claus and I want to give you presents.
• 6:17
  SPEAKER_01: So the other present is I have a consistent customer's workbook, so you could scan this QR code, or it's here too.
• 6:26
  SPEAKER_01: All you gotta do is just put your name and email address.
• 6:28
  SPEAKER_01: So I'm gonna go straight coaching.
• 6:31
  SPEAKER_01: All right, what are your challenges getting clients?
• 6:33
  SPEAKER_01: Money, more marketing, access time, connecting with experienced team of specialists, time, educating clients, turnover, society's expectations, lack of knowledge, price points, getting you by clients.
• 6:48
  SPEAKER_01: Who wrote society's expectations?
• 6:50
  SPEAKER_01: Please elaborate.
• 6:51
  SPEAKER_01: That's really fascinating.
• 6:52
  SPEAKER_01: I love that you said that.
• 6:54
  SPEAKER_05: That's how you said earlier, where you're not an influencer.
• 6:57
  SPEAKER_05: I am not an influencer.
• 6:59
  SPEAKER_05: I like you say, I just want to grow Star Wars, get my cup of coffee, not get like a moparasi all over.
• 7:06
  SPEAKER_05: I just want too long, you know, for everybody to see how it is.
• 7:11
  SPEAKER_05: So this is a protein that is added to your hair, and with part of time, you use it.
• 7:16
  SPEAKER_05: So the protein is still adding your hair, and it helps it heal, grow out, leave it straight for three to six months.
• 7:23
  SPEAKER_05: Depending you keep up after care, it is really professional, and you just keep up retouching that consistency.
• 7:31
  SPEAKER_05: Yeah.
• 7:31
  SPEAKER_05: So um, that's what I use the expectations I see that my competition out there overcharge is, elaborates a little bit too much when it's not like they're giving it.
• 7:43
  SPEAKER_05: You have to go to Paris to get it really well done with the same thing, you could get a key, you could get kind of a so I'm curious.
• 7:51
  SPEAKER_01: Does anyone feel the same way with Guadalupe?
• 7:53
  SPEAKER_01: Like, I was I was looking to this groom, I was like, I don't I awkwardly tried the TikTok dance, and unfortunately I didn't delete it, but it was so awkward for me because I was like, oh, everyone's doing it.
• 8:04
  SPEAKER_01: Like, why am I doing it this way?
• 8:06
  SPEAKER_01: But anyone feel the same way, like I don't oh, I have to post five times a day.
• 8:11
  SPEAKER_05: Oh, you have to follow a trend.
• 8:12
  SPEAKER_01: Or follow a trend, the voice.
• 8:15
  SPEAKER_01: Okay, do you want to know how I raised like a million dollars for each campaign that I did?
• 8:19
  SPEAKER_01: It's actually not rocket science, but anyone, please show your excitement.
• 8:27
  SPEAKER_01: Okay, I'm gonna tell you it's really simple, like really that's it, but I will also say there's a mindset block on it.
• 8:34
  SPEAKER_01: So when I worked with elected officials and when I worked in the nonprofit sector and worked with board members, I'm gonna kind of date myself.
• 8:42
  SPEAKER_01: Each one of them, I worked through the Rolodex.
• 8:44
  SPEAKER_01: Does anyone know what a Rolodex is?
• 8:46
  SPEAKER_01: What is a Rolodex?
• 8:48
  SPEAKER_00: It's a fan round business parole.
• 8:52
  SPEAKER_01: Before iPhones, uh it's like an address book, and if you don't own an address book, it's like looking through the names.
• 9:00
  SPEAKER_01: But so in the fundraising world, we called it Rolodexing.
• 9:03
  SPEAKER_01: We'd go through contacts A through Z, and we looked for two types of people.
• 9:08
  SPEAKER_01: We looked for one, who's a possible ideal client, or two, who's the connector?
• 9:13
  SPEAKER_01: And this is what every single client, whether they're an elected official, nonprofit board member, or client, tells me, I don't have a rate network.
• 9:20
  SPEAKER_01: I'm like, I'm going to challenge you, listen to whatever music you want.
• 9:23
  SPEAKER_01: Maybe it's Taylor Swift, maybe maybe it's Beyonce for 90 minutes and go through your contacts, A through Z.
• 9:29
  SPEAKER_01: And I got paid a ton of money sitting down with elected officials.
• 9:32
  SPEAKER_01: Okay, who's John?
• 9:33
  SPEAKER_01: Oh, he was my law school friend.
• 9:35
  SPEAKER_01: I was like, oh, so does he know your dream is about running for ABC?
• 9:39
  SPEAKER_01: Yeah.
• 9:39
  SPEAKER_01: I'm like, oh, we're gonna call him.
• 9:40
  SPEAKER_01: What?
• 9:41
  SPEAKER_01: Why?
• 9:41
  SPEAKER_01: Because your dream's happening.
• 9:43
  SPEAKER_01: You're like winning now, so let's go call him.
• 9:45
  SPEAKER_01: So go A through Z through your contacts, two people.
• 9:47
  SPEAKER_01: Now you're not going to pitch.
• 9:49
  SPEAKER_01: So in the nonprofit sector, wait, I think some of you are in the nonprofit sector.
• 9:52
  SPEAKER_01: Raise your hand, anyone?
• 9:54
  SPEAKER_01: Yes, okay, we spoke.
• 9:55
  SPEAKER_01: Before we do campaigns in terms of messaging and marketing, we have to connect with our stakeholders, our community members, and donors, and we ask them questions.
• 10:05
  SPEAKER_01: We want to raise X amount, call it the impact campaign.
• 10:09
  SPEAKER_01: So we met with our donors, what should we raise money on?
• 10:11
  SPEAKER_01: Oh, the School of the Arts, Health Sciences.
• 10:14
  SPEAKER_01: They literally told us what to raise money in, so then we can update the messaging in all of our brochures and websites.
• 10:20
  SPEAKER_01: And because we're having the conversation before, and because we didn't have something perfect and we were involving them, they threw money at us.
• 10:28
  SPEAKER_01: They're like, oh, you're doing a fundraising like event for scholarships because my daughter actually passed away from cancer and she was an artist.
• 10:36
  SPEAKER_01: I'm gonna give you$25,000.
• 10:38
  SPEAKER_01: Because we started the conversation beforehand.
• 10:40
  SPEAKER_01: When I became a career coach, I used my fundraising skills with A through Z, talked to people, and I asked these questions, and it's all in this QR code.
• 10:48
  SPEAKER_01: But what are your biggest challenges in your career and business?
• 10:52
  SPEAKER_01: What support have you tried what didn't work?
• 10:54
  SPEAKER_01: Why did you always come to me for advice?
• 10:56
  SPEAKER_01: Secret, I became a career coach because I wasn't getting paid for it.
• 11:00
  SPEAKER_01: People always came to me for advice.
• 11:02
  SPEAKER_01: Like, wait, what if I just make this as advice?
• 11:04
  SPEAKER_01: Um and then I would talk to my friends and my old interns.
• 11:07
  SPEAKER_01: Why did you always come to me for advice?
• 11:08
  SPEAKER_01: Like, because you knew what to do.
• 11:10
  SPEAKER_01: Like, oh, I'm thinking of creating a business.
• 11:12
  SPEAKER_01: Oh can you help me?
• 11:14
  SPEAKER_01: So, like, I always and the holidays are a perfect example.
• 11:17
  SPEAKER_01: Who knows who to go to for tamales?
• 11:22
  SPEAKER_01: But like, that's what I mean.
• 11:23
  SPEAKER_01: Like that name comes to mind, and you could use that simple concept when it comes to your business.
• 11:29
  SPEAKER_01: The reason why I feel like a lot of people don't do it is because we see Instagram and Facebook and TikTok and all this stuff.
• 11:39
  SPEAKER_01: But if you want stats, 1% of your population sees that.
• 11:44
  SPEAKER_01: I actually like doing email marketing.
• 11:46
  SPEAKER_01: If people are gonna find me on social media, I try to get them.
• 11:49
  SPEAKER_01: Little tip and hit, that's what I did.
• 11:50
  SPEAKER_01: It is QR code.
• 11:52
  SPEAKER_01: I want to build a relationship with you after the event within the property that I own, which is email marketing.
• 11:57
  SPEAKER_01: And actually, a stat is 20% of people open your emails.
• 12:02
  SPEAKER_01: So if I'm gonna choose 20% of emails as opposed to one to two percent on Instagram, I'm gonna choose a 20%.
• 12:09
  SPEAKER_01: And it's different models.
• 12:11
  SPEAKER_01: So let's say you have a low-tier service or product, it is a numbers game, but I've just decided, you know what, I want to be like an Ivy League and liberal arts school where I work with a limited number of clients.
• 12:22
  SPEAKER_01: Look, I'm tired.
• 12:24
  SPEAKER_01: I don't want to work all the time.
• 12:26
  SPEAKER_01: That's why I don't want to be big name and I don't want to be famous.
• 12:29
  SPEAKER_01: So I want to work with X number of clients that I want to work with.
• 12:33
  SPEAKER_01: But I want to hear from you, what are you taking away from my coaching so far?
• 12:37
  SPEAKER_01: Anyone want to share?
• 12:38
  SPEAKER_01: What are they taking away for their business?
• 12:39
  SPEAKER_01: Because I care about action.
• 12:40
  SPEAKER_01: So actually, this is good.
• 12:42
  SPEAKER_01: If all of your friends are coming to you for your problems, whether it's hair or yoga and meditation, what are constant patterns and themes you are hearing from them?
• 12:51
  SPEAKER_01: What are words they're using?
• 12:53
  SPEAKER_01: Because I think so often we think, oh, chat GBT will tell me.
• 12:58
  SPEAKER_01: But if you literally people are telling you you could use those words to market yourself.
• 13:04
  SPEAKER_01: So majority of my business when I start about 90% is referrals and also know your numbers.
• 13:09
  SPEAKER_01: 50% of my sales comes from Google SEO and 40% from referrals and reviewals.
• 13:16
  SPEAKER_01: The reason why I decided to do Google SEO is because it's important to look at just some trends that are happening.
• 13:22
  SPEAKER_01: People started telling me who are not referrals.
• 13:24
  SPEAKER_01: I was looking for a woman of color coach.
• 13:26
  SPEAKER_01: I'm like, huh, interesting.
• 13:28
  SPEAKER_01: These are people, not referrals.
• 13:30
  SPEAKER_01: If people are using that keyword, why don't I title myself that?
• 13:36
  SPEAKER_01: And then I titled myself that.
• 13:38
  SPEAKER_01: By the way, Rice found me because they were looking for diversity.
• 13:42
  SPEAKER_01: And guess what keywords they used?
• 13:45
  SPEAKER_01: So, but what I'm trying to say is listen to the feedback you're getting, and then how can you market and message that?
• 13:53
  SPEAKER_01: And then I'm gonna go back to the notes here.
• 13:57
  SPEAKER_01: Getting you right clients.
• 13:59
  SPEAKER_01: I remember I was talking to this table about it.
• 14:01
  SPEAKER_01: Do you want to elaborate on that?
• 14:02
  SPEAKER_01: What do you mean by getting you right clients instead of everyone?
• 14:06
  SPEAKER_01: Or this group.
• 14:07
  SPEAKER_01: Okay, can you please share?
• 14:08
  SPEAKER_00: Oh, we were just sharing that you're not all your clients are gonna be for you.
• 14:12
  SPEAKER_00: Like you said, like either you don't want to take on too many clients or they're not the the market that you want to serve.
• 14:24
  SPEAKER_01: How many clients have you gotten so far?
• 14:26
  SPEAKER_01: Or are you starting right now?
• 14:28
  SPEAKER_01: No, okay.
• 14:29
  SPEAKER_01: So using the A through Z list, I would say put contacts and contact them.
• 14:34
  SPEAKER_01: You're not trying to sell, you're gathering information.
• 14:37
  SPEAKER_01: Like, hey, I'm wanting to create a service about this.
• 14:40
  SPEAKER_01: I know you've come to me, but I just want to gather information.
• 14:43
  SPEAKER_01: Right?
• 14:44
  SPEAKER_01: And make sure there are people that you if there is someone like them, you would want to work with them, if that makes sense.
• 14:51
  SPEAKER_01: Like, so what do you sell?
• 14:52
  SPEAKER_01: Or what do you want to sell?
• 14:53
  SPEAKER_01: Or you're not sure?
• 14:54
  SPEAKER_01: You're not sure yet?
• 14:56
  SPEAKER_01: Actually, perfect.
• 14:56
  SPEAKER_01: That's how I started.
• 14:57
  SPEAKER_01: So I want to start my own business.
• 14:59
  SPEAKER_01: What I did was like, I know I want to do some service.
• 15:01
  SPEAKER_01: So I actually asked my friends, hey, I want to start my own business.
• 15:05
  SPEAKER_01: Not saying I'm trying to sell to you, but what would you buy from me?
• 15:08
  SPEAKER_01: And so I got the actually, can you be a health and fitness coach because you lost 20 pounds?
• 15:13
  SPEAKER_01: I'm like, no, because I enjoy working out, but I don't want to teach people.
• 15:18
  SPEAKER_01: And then people are like, how about a career coach?
• 15:19
  SPEAKER_01: I was like, huh, that's interesting.
• 15:21
  SPEAKER_01: So I would just ask people, but ask people you feel safe with.
• 15:25
  SPEAKER_01: Because I also know in the beginning of your business, like it's a very vulnerable topic.
• 15:31
  SPEAKER_01: And I also know people will judge you, but I just want to remind you, those people that are judging you, that's them not you.
• 15:36
  SPEAKER_01: Because you're triggering them, and it's your it's not your fault that you're triggering them.
• 15:40
  SPEAKER_01: They're just triggered that they're not going after their dreams.
• 15:43
  SPEAKER_01: What was resonating?
• 15:44
  SPEAKER_01: Go ahead, Amber.
• 15:45
  SPEAKER_01: Amber's a client of mine, but what was resonating?
• 15:47
  SPEAKER_04: When I first started my business, you know, we have a lot of like self-doubt.
• 15:52
  SPEAKER_04: You know, we feel like, oh, maybe they're not my client, or you know, things like a lot of things both in our mind.
• 15:57
  SPEAKER_04: But what I'm getting from this is quality of our quality because when you first started business, especially when you have a bad relationship or anything, you want to take every client, right?
• 16:07
  SPEAKER_04: Like, oh, thousand here and two thousand there.
• 16:09
  SPEAKER_04: But that doesn't mean that they're the right thing because you end up spending more time and energy servicing clients that are not for you.
• 16:15
  SPEAKER_04: So I love that they said that you're not here to be famous, you're not here to have a money client, you're here to have maybe six or seven core clients that are bringing you, you know, consistent business.
• 16:25
  SPEAKER_01: And so because I have a high premium to charge, I think about, and this will transition to digital presence.
• 16:33
  SPEAKER_01: How is my ideal client gonna want to like get the education?
• 16:38
  SPEAKER_01: So I'm not gonna dance on TikTok.
• 16:40
  SPEAKER_01: I'm Filipino, but for some reason I do not have the dancing gene and I don't have a singing gene.
• 16:45
  SPEAKER_01: So that's not my strength.
• 16:48
  SPEAKER_01: But what I will say, so Sampa's Cosby, Sampa is a Filipino American modern restaurant.
• 16:52
  SPEAKER_01: They're one of my former clients, they were former dancers.
• 16:56
  SPEAKER_01: How they grew their business, and they've been featured in like NBC, LA Times, they're growing rapidly.
• 17:03
  SPEAKER_01: But how they grew their business is their dancing community.
• 17:06
  SPEAKER_01: Like dancers will tell other dancers, they do events, like that's how they built it, and they love Instagram and TikTok, so that works well for them.
• 17:14
  SPEAKER_01: For me, I have a premium service.
• 17:16
  SPEAKER_01: I'm not cheap, I'm expensive, but how is that ideal client gonna want to get education or learn more about me?
• 17:24
  SPEAKER_01: It's through long form content.
• 17:26
  SPEAKER_01: So I have a podcast, so people get to know me, and I might sound like I'm bragging, but I know when I talk to people, they fall in love with me.
• 17:32
  SPEAKER_01: So my podcast, one, and then two, I do emails, and in my emails, I put gifts so I make it fun and entertaining.
• 17:41
  SPEAKER_01: So that's what works for me.
• 17:44
  SPEAKER_01: But maybe you are a great dancer, and maybe Instagram or TikTok works really well for you.
• 17:48
  SPEAKER_01: That's great.
• 17:50
  SPEAKER_01: But what I'm trying to say is what can you do that is enjoyable?
• 17:54
  SPEAKER_01: So I'm gonna read the what are your challenges with digital presence, getting prospective clients to engage with content, not enough knowledge, getting lost in social media, consistent content, ooh, consistency, not waiting to put my info on social media.
• 18:13
  SPEAKER_01: Legacy leader.
• 18:15
  SPEAKER_01: I know what you're thinking.
• 18:16
  SPEAKER_01: Elaine, you have such good stuff here.
• 18:19
  SPEAKER_01: I want more.
• 18:20
  SPEAKER_01: So if you want more tips and advice for your business career in life, sign up for my gifts and gifts newsletter at ElaineLuke.com forward slash join.
• 18:31
  SPEAKER_01: That's J-O-I-N.
• 18:33
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• 18:37
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• 18:38
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• 18:45
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• 18:47
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• 18:50
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• 18:54
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• 18:57
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• 19:02
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• 19:05
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• 19:17
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• 19:19
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• 19:31
  SPEAKER_01: That's J O I N.
• 19:33
  SPEAKER_01: Alright, let's get back to the episode.
• 19:39
  SPEAKER_01: Actually, who wrote the Getting Prospective Clients to Engage with Content?
• 19:43
  SPEAKER_01: Who wrote that one?
• 19:44
  SPEAKER_01: Consistent content.
• 19:45
  SPEAKER_01: There's two of you that wrote that.
• 19:47
  SPEAKER_01: Anyone want to share what they meant with it?
• 19:49
  SPEAKER_01: Yeah, what did you mean by that?
• 19:52
  SPEAKER_02: My business is transitioning from just fashion to roughness.
• 19:58
  SPEAKER_02: Um rebranding.
• 20:00
  SPEAKER_02: And so consistently sharing what your updates are.
• 20:04
  SPEAKER_02: What are you doing with the brand how you use it?
• 20:07
  SPEAKER_11: That's my downfall, so I'm fully important person.
• 20:13
  SPEAKER_11: I don't have that much time to do.
• 20:14
  SPEAKER_11: I know what I want to communicate, but I haven't necessarily been gonna schedule, so I have to plan to stage.
• 20:19
  SPEAKER_01: Can I challenge you?
• 20:20
  SPEAKER_01: Because this happens to me where I'm like, let me hire out.
• 20:24
  SPEAKER_01: I don't want to do this.
• 20:25
  SPEAKER_01: But actually it's because it gets easy to be in the rat race of I need to talk to more people, I need to make more money, but actually having the consistent time to look at where are my clients coming from, how are they getting content information?
• 20:37
  SPEAKER_01: So in in the QR code, I have a spreadsheet of keeping track of your current clients, ideal clients, and then even seeing where do they come from, how do they like getting information?
• 20:49
  SPEAKER_01: Because how do you said a lot of your clients come from referrals?
• 20:52
  SPEAKER_01: Where are they coming from?
• 20:54
  SPEAKER_02: The flash business was all referral.
• 20:56
  SPEAKER_02: Okay.
• 20:58
  SPEAKER_02: Right now it's half a path for the uh Boolean yield meditation services.
• 21:04
  SPEAKER_02: It is partially a referral for the others or the people that I meet in person and at different places like as I said they teach.
• 21:11
  SPEAKER_02: So it's kind of half a path.
• 21:12
  SPEAKER_01: So knowing that it's referrals and then coming from relationship building, one is what you talked about earlier.
• 21:19
  SPEAKER_01: What are the words and patterns you're hearing people use?
• 21:21
  SPEAKER_01: Because that could be your messaging.
• 21:23
  SPEAKER_01: Second is as you're having conversations with people, you could casually ask, hey, if I were to educate or provide marketing, would you where would you get information?
• 21:33
  SPEAKER_01: Do you do Instagram, email?
• 21:35
  SPEAKER_01: You could ask them, but what feels good to you?
• 21:37
  SPEAKER_01: It's not just asking, but what feels good to you intuitively on how you want to create content.
• 21:41
  SPEAKER_10: I think asking is good.
• 21:42
  SPEAKER_10: You know, I think that's what I get a lot of feedback without asking.
• 21:48
  SPEAKER_11: So I think just listening, so some of the feedback and then be directed or has no one direct about it, rather than I will say, so I had a model that worked really well for me to get clients that used to do free.
• 22:00
  SPEAKER_01: Monthly events, and I had the whole model down.
• 22:04
  SPEAKER_01: I had a really good turnout right, about 70%.
• 22:07
  SPEAKER_01: Usually it's a 25 to 50% show up rate for events.
• 22:10
  SPEAKER_01: So I would have about 70 people sign up, 50 people would show up to my events, and I would convert about five clients per event.
• 22:18
  SPEAKER_01: So that was consistent.
• 22:20
  SPEAKER_01: I was young though, I will say that.
• 22:22
  SPEAKER_01: And that also burnt me out.
• 22:24
  SPEAKER_01: And I'm sharing this because you probably feel this way where it's like, I don't like this model anymore.
• 22:30
  SPEAKER_01: It used to bring me joy.
• 22:31
  SPEAKER_01: Yeah, it changes.
• 22:32
  SPEAKER_01: Like I'm in just this different era, so I'm like, how am I gonna change this?
• 22:36
  SPEAKER_01: And I had to come from a place of curiosity.
• 22:38
  SPEAKER_01: What did people like at my events?
• 22:40
  SPEAKER_01: They liked the coaching, the interaction.
• 22:43
  SPEAKER_01: How can I do it in a way that feels energetic to me and kind of similar?
• 22:47
  SPEAKER_01: And that's what made me decide to do podcasting because it was the same type of energy that I liked.
• 22:53
  SPEAKER_01: But I see nods.
• 22:55
  SPEAKER_01: What are cut what's coming up for you in terms of what you possibly want to explore in your business?
• 22:59
  SPEAKER_01: Anyone want to share?
• 23:00
  SPEAKER_00: I saw you nodding, so sorry I'm gonna It's just the way that you spoke to you know, find what works for you.
• 23:05
  SPEAKER_00: I think that's kind of flipping it for me in my mind.
• 23:07
  SPEAKER_00: I would always like making it about the customer and their needs.
• 23:11
  SPEAKER_00: You're saying like find what motivates you and find what makes what feels good to you, and that's start from there.
• 23:17
  SPEAKER_01: And also, I don't have a YouTube for my podcast, I don't want to do the whole video thing.
• 23:22
  SPEAKER_01: I'm in my PJs with my hair button and no camera.
• 23:27
  SPEAKER_01: Because no, I don't want I tried tonight, okay, because I was gonna see you in person.
• 23:32
  SPEAKER_01: I put heels on, you are welcome.
• 23:35
  SPEAKER_01: I'm Filipino, usually it's like socks, but like I try tonight, but like do it feels good to you.
• 23:40
  SPEAKER_01: And also another thing, what I read in the post-it notes, there's two words consistency.
• 23:46
  SPEAKER_01: So it's really hard, but be unattached that it has to work and come from a place of curiosity.
• 23:53
  SPEAKER_01: So if you're gonna be consistent, if it is podcasting or if it is an email, then I suggest what's your consistency?
• 23:59
  SPEAKER_01: Is that doing an email once a week?
• 24:02
  SPEAKER_01: Okay, do an email once a week, and then after I always like doing 90 days, test trial it for 90 days and see what works, and track it.
• 24:10
  SPEAKER_01: So I have a whole spreadsheet on it.
• 24:13
  SPEAKER_01: I have a marketing tracker where it's like I look at the open rates for my emails, but that's vanity metrics, similar to followers.
• 24:21
  SPEAKER_01: The more important metric when it comes to email marketing is the click rate.
• 24:25
  SPEAKER_01: How many people are opening the click rate?
• 24:27
  SPEAKER_01: So, like I talk about followers, I have a seven-figure business, and I have, I think, 4,000 followers on Instagram.
• 24:33
  SPEAKER_01: I think I get like maybe five likes and five comments.
• 24:36
  SPEAKER_01: But most of my content that's popular on Instagram is my Muay Thai, because I do Thai kickboxing, and that has nothing to do with business.
• 24:43
  SPEAKER_01: And so here's how I've translated Instagram it's my reality television show.
• 24:48
  SPEAKER_01: I take a picture of my Starbucks coffee, that's it.
• 24:51
  SPEAKER_01: But I don't think I'm a big deal.
• 24:54
  SPEAKER_01: And how, and this is very millennial of me, how I treat my emails because actually, who had Zynga or Live Journal back in the day?
• 25:01
  SPEAKER_01: Anyone do Zynga Live Journal?
• 25:04
  SPEAKER_01: Thank you, Sabrina.
• 25:06
  SPEAKER_01: It was like blogging back in the day, like let me tell you about my high school crush, or like life is over because teenage hormones, like I loved blogging.
• 25:18
  SPEAKER_01: This is the same era as MySpace.
• 25:20
  SPEAKER_01: So because of that, I write my emails in that way.
• 25:25
  SPEAKER_01: I'm like, I'm failing in life because I didn't watch Wicked.
• 25:28
  SPEAKER_01: Like, I I make it personal.
• 25:31
  SPEAKER_01: And also with emails with open rates, sorry, you could be so this is why I know I love emails because I'm creative with it.
• 25:36
  SPEAKER_01: So this subject line had the highest subject line where it said, I had dinner with my ex.
• 25:43
  SPEAKER_01: Not all my whole my email list of a thousand people opened that because they are nosy.
• 25:49
  SPEAKER_01: And in that email, I said, I had dinner with my ex-boss.
• 25:53
  SPEAKER_01: And people, oh, I wanted to know the drama.
• 25:56
  SPEAKER_01: But I just I have a really great relationship with my ex-boss because she helped mentor me with my own business and just seeing her leadership at Pasanese City College.
• 26:03
  SPEAKER_01: But that's how I knew I wanted to do email marketing because it excites me.
• 26:07
  SPEAKER_01: But even like Instagram when I posted, like trying to post about this, I just didn't want to.
• 26:13
  SPEAKER_01: So I went to about five minutes where you're in the same group, and I want you to think of one action because I'm not a motivational speaker, I care about action.
• 26:26
  SPEAKER_01: What is one action you could do?
• 26:28
  SPEAKER_01: And I'm gonna give you some options.
• 26:29
  SPEAKER_01: It could be, I'm gonna look through my Rolodex and listen to Beyonce for 90 minutes, A through Z and two contexts.
• 26:37
  SPEAKER_01: I'm gonna look at people that I could talk to to ask for feedback.
• 26:40
  SPEAKER_01: And there's questions in this QR code, the workbook I made.
• 26:43
  SPEAKER_01: Maybe it's two, you know what?
• 26:45
  SPEAKER_01: There's three people in my mind, I want to reach out to them.
• 26:48
  SPEAKER_01: I'm just curious, you know what?
• 26:49
  SPEAKER_01: You really like that I do yoga.
• 26:51
  SPEAKER_01: Like, how would you want to get information from you?
• 26:53
  SPEAKER_01: I'm thinking Instagram, TikTok, what is it?
• 26:56
  SPEAKER_01: Or what's the topics you want to learn from me?
• 26:58
  SPEAKER_01: Or if you're starting business, I just want to have my own thing, what would you pay me for?
• 27:02
  SPEAKER_01: But remember, you have that choice, so that's a second.
• 27:04
  SPEAKER_01: And then third is what is your consistent plan?
• 27:08
  SPEAKER_01: Maybe you do want to do emails once a week for three months.
• 27:12
  SPEAKER_01: It doesn't have to be once a week.
• 27:14
  SPEAKER_01: I have clients do it once a month, or maybe it is trying podcasting for three months.
• 27:18
  SPEAKER_01: What is it?
• 27:18
  SPEAKER_01: And it's coming from a place of curiosity.
• 27:20
  SPEAKER_01: So five minutes, if you could talk to the same group of like what is your one action item?
• 27:25
  SPEAKER_01: So we're gonna do five minutes because I care about actions.
• 27:30
  SPEAKER_01: If I could have one or two people in each table share what is your action item, your aligned action item, because it needs to feel aligned to you, and then what's your takeaway?
• 27:41
  SPEAKER_01: So I'm gonna start at this table only because Amber's here and you're my client.
• 27:47
  SPEAKER_01: What's your one action item?
• 27:48
  SPEAKER_04: Uh go through a list of all my contents.
• 27:51
  SPEAKER_01: Okay, what time and what day?
• 27:53
  SPEAKER_04: Well, the day is Wednesday.
• 27:55
  SPEAKER_04: So Friday morning at 9 a.m.
• 27:57
  SPEAKER_01: Okay, Friday at 9.
• 27:58
  SPEAKER_01: And what music are you gonna listen to so it's enjoyable?
• 28:00
  SPEAKER_04: I'm moving to RB.
• 28:01
  SPEAKER_01: RB, okay.
• 28:02
  SPEAKER_01: So Amber's been a client of mine for like six months, but I when I work with my clients, I'm like, do you want tiger mama mode or do you want like nurturing mom mode?
• 28:10
  SPEAKER_01: And I just tiger mama with her.
• 28:11
  SPEAKER_01: Okay.
• 28:12
  SPEAKER_01: Anyone else that wants to share at this table their aligned action item takeaway?
• 28:16
  SPEAKER_00: Same thing.
• 28:16
  SPEAKER_00: I have people that I'm thinking of that I'll just gonna ask them, you know, if you had to pay for a service, what did you what did you what are the three names that come to mind?
• 28:26
  SPEAKER_01: You could say their first names.
• 28:28
  SPEAKER_00: Ralph, Daniel, and Daniel.
• 28:32
  SPEAKER_01: Ralph, Daniel, Daniel.
• 28:34
  SPEAKER_01: Little tip when you message people to reach out to them or follow up or anything, do it like 8:30, 845 before it hits nine.
• 28:44
  SPEAKER_01: You want to do it right before the day starts, and this is a fundraising tip because when you get them at the end of the day, they're not gonna pay attention.
• 28:51
  SPEAKER_01: They're putting out fires.
• 28:53
  SPEAKER_01: And Tuesday, Wednesday is a good time because Monday, as you know, we had Sunday scaries and we're recovering from it.
• 28:59
  SPEAKER_01: Also, if you have like G I don't know about like teams, but if you have Gmail, you could schedule the emails and do it according to their time zone.
• 29:07
  SPEAKER_01: So if it's New York, you send that out at five.
• 29:09
  SPEAKER_01: A little tip, don't make it so obvious you scheduled it, so I do like 547.
• 29:15
  SPEAKER_01: And then what my boyfriend does, which is fun, he does area codes.
• 29:19
  SPEAKER_01: So he does like 818, 805.
• 29:22
  SPEAKER_01: He's like, What area code am I feeling at this time?
• 29:24
  SPEAKER_01: I don't know, just a tip.
• 29:25
  SPEAKER_01: Okay, one of you, what's your aligned action item?
• 29:29
  SPEAKER_03: Oh, line for 80% off on line meditation like that.
• 29:35
  SPEAKER_01: Yeah.
• 29:35
  SPEAKER_01: And you keep getting open-ended and ask, like, hey, I'm thinking of doing this, what are your thoughts?
• 29:39
  SPEAKER_01: Or even asking, if you want me to delve in deeper, what would it be?
• 29:44
  SPEAKER_01: So you can ask.
• 29:45
  SPEAKER_01: Um, I will say I do target market research.
• 29:48
  SPEAKER_01: I check in with my clients and ask for feedback once every six months.
• 29:52
  SPEAKER_01: And when I do that, I figure out how to improve my services so I could increase my pricing for new clients.
• 29:58
  SPEAKER_01: And then I get renewals because I'm about making money.
• 30:01
  SPEAKER_01: All right.
• 30:02
  SPEAKER_01: One or two of you that want to share a light action item or takeaway?
• 30:05
  SPEAKER_09: Okay, I'll share my gun.
• 30:07
  SPEAKER_09: I would like to reach out, do the bowl dice thing, reach out just some contacts that I made in the fast and um see if I could get some pundi to do my free event because I want to do the self-awareness workshop and I want to offer uh some of the activities I had in mind was like paint therapy, sound building, building meditation generally.
• 30:38
  SPEAKER_09: So uh I've talked to people in the past about this idea, and they sound very enthusiastic about it, and they told me it's such a good idea.
• 30:49
  SPEAKER_09: So I would like to reach out to some of those people and see if I could get the funding just to do the first three event and and just invite people out to I could also I just want to challenge you.
• 31:03
  SPEAKER_01: Maybe it's not even funding, maybe it's using the venue space for free.
• 31:06
  SPEAKER_01: Like maybe they have a friend or a cousin that has a space.
• 31:09
  SPEAKER_01: Don't think it always has to be like, how can I get funding?
• 31:11
  SPEAKER_01: Do you know a space?
• 31:12
  SPEAKER_01: Maybe you have a cousin that has a candle shop.
• 31:16
  SPEAKER_01: I don't know, I'm making stuff up.
• 31:18
  SPEAKER_01: Can you introduce me?
• 31:19
  SPEAKER_01: So I have a former client who does Reiki and she does workshops and events.
• 31:23
  SPEAKER_01: And because she does Reiki, she has relationships with different people.
• 31:27
  SPEAKER_01: And be okay making new relationships.
• 31:30
  SPEAKER_01: Like if you buy candles from a certain place, like hey, who's your owner?
• 31:35
  SPEAKER_01: I want to get to know them.
• 31:36
  SPEAKER_01: You just never know.
• 31:37
  SPEAKER_01: Anyone else want to share here?
• 31:39
  SPEAKER_01: What your action item is?
• 31:41
  SPEAKER_06: I wouldn't have to change my mindset.
• 31:43
  SPEAKER_06: Having a day, an hour, 30 minutes, to a yard, that changed my set.
• 31:48
  SPEAKER_01: I would also say the 90 minutes to learn doesn't have to be about business.
• 31:52
  SPEAKER_01: Like I I've been on and off doing Muay Thai for 21 years.
• 31:56
  SPEAKER_07: I was sitting saying, like, the business-wise, there's both mentally, physically, it all connects.
• 32:04
  SPEAKER_07: It does all together connect.
• 32:06
  SPEAKER_07: So just she to that mice it a creating that connect with her to evolve into a better business.
• 32:15
  SPEAKER_01: That reminds me of like the lesson I learned beginning of the year.
• 32:17
  SPEAKER_01: So I do my thai, which is um Thai cake boxing.
• 32:20
  SPEAKER_01: It's the art of eight lens.
• 32:22
  SPEAKER_01: And my coach, he was just like, I know not all of you are gonna be professional fighters, but you're wearing my shirt, you're at my gym, you go to 24-hour fitness, you're working at the boxing bag, and you're and your style is shit.
• 32:34
  SPEAKER_01: That's my name on the line.
• 32:36
  SPEAKER_01: So I'm gonna teach you the right technique because my name's on the line.
• 32:39
  SPEAKER_01: And I needed to hear that because I need to end two partnerships.
• 32:43
  SPEAKER_01: After you said that and gave me that lesson, and it was just boxing, I ended two partnerships because it was so draining.
• 32:49
  SPEAKER_01: So that's another thing, whether it's customers, collaborations, people you connect with, how do you feel energetically?
• 32:54
  SPEAKER_01: Because it's also not about the money.
• 32:56
  SPEAKER_01: Sometimes you have to end a contract.
• 32:58
  SPEAKER_01: So that is my coaching.
• 33:00
  SPEAKER_01: If you need more support, feel free to reach out.
• 33:03
  SPEAKER_01: But I gave you this present, it has all the questions on how to roll decks and how to look at patterns with ITO clients so you get more of it.
• 33:10
  SPEAKER_01: So thank you.
• 33:19
  SPEAKER_07: So an update.
• 33:20
  SPEAKER_01: After the event, I actually got a request to work with an organization.
• 33:28
  SPEAKER_01: Actually, I got a couple of requests, but one organization in particular was like, oh my gosh, this could be a possible six-free project.
• 33:36
  SPEAKER_01: That means I'm up to possibly 200k in contracts already for the new year.
• 33:40
  SPEAKER_01: And I don't have a big following.
• 33:43
  SPEAKER_01: I'm not posting all the time.
• 33:45
  SPEAKER_01: I'm focused on creating my business my own way, which is building relationships, improving my client service for the best results, and working with at maximum 24 clients at one time.
• 33:59
  SPEAKER_01: Remember, you get to define your own definition of success and happiness when it comes to your business and more importantly, your life.
• 34:10
  SPEAKER_01: And for me, that's not doing the most.
• 34:13
  SPEAKER_01: That's why I only do two podcast episodes a month.
• 34:16
  SPEAKER_01: I was like on vacation last month, or I only did one.
• 34:19
  SPEAKER_01: So if you enjoyed this episode, here's four things that you can do if you feel called to do them.
• 34:24
  SPEAKER_01: One, if you can leave a five-star rating review, that would mean a lot to me.
• 34:29
  SPEAKER_01: My team and I created this podcast for accessible education for women of color and allies.
• 34:35
  SPEAKER_01: Each episode takes about four hours to create, takes me one hour to prep, and another 30 minutes to one hour to record.
• 34:40
  SPEAKER_01: Then my team spends another two hours to add it and market.
• 34:43
  SPEAKER_01: Two, because I care about accessible education, share this with a friend who's struggling on getting consistent income.
• 34:50
  SPEAKER_01: Three, do not forget to hit that follow button and subscribe.
• 34:56
  SPEAKER_01: When you hit that button, it allows the podcast platform you're listening to to know how important this podcast is to women of color and allies like you.
• 35:05
  SPEAKER_01: And fourth, if you need support in your career or business and you're interested in working with me, then schedule an introductory business and career review call with me.
• 35:17
  SPEAKER_01: I only bring in two to four new clients each month to ensure each client receives the results they deserve.
• 35:22
  SPEAKER_01: And you can schedule that call at ElaineLu.com forward slash call.
• 35:28
  SPEAKER_07: That's E L A I N E L O U dot com.
• 35:32
  SPEAKER_07: Forward slash call.