And for those of you that don't really know me very well or may have just stumbled across my page or something that I've posted, I've been running my own businesses for the last eight years, I've been studying coaching for 10 years. Previous to that I worked in retail. So I had a, I learned a knack for dealing with people from a customer perspective and also attain, I worked my way up to a national sales manager role and got to a point where that felt pretty empty, and it was time for me to take a new direction. So I worked. My first business was working with youth and if you can work with teenagers, you can work with anyone because those guys are brave. Be honest, and nothing gets past them.

So this is just going to be a talking head one of me going through the book and going through the questions last time, I tend to do with screen share with webinar Ninja, the whole thing like fell to pieces. So it's just easier. You'll be busy writing anyway, because my goal for you, guys, for everyone who's here is to create some potential some new beliefs, to get some new ideas on how you're approaching your business, be able to identify some gaps. And heads up at the end, I'll tell you about one of my programs that I have on offer. I think that's a fair energy exchange. And then we'll finish up and like I said, you can always get in touch with me at my Facebook page if you have more questions as well.

Or you'll have my email for the new people. What this does this also as you want to my mailing list by signing up to this, if you don't want to stick around on my mailing list, he gets me emails etc, etc. I'm not going to get up If he wants to click on unsubscribe, but if you do decide you want to hang around, my goal is with my mailing list is to literally the message value. And then every now and then tell you about ways that you can work with me. But for me, if you've invested the time to be here and to be on my list, it's very important to me that you guys get value. So that's enough of that.

You're here, either live on the call or you're listening to the recording because you have a passion for helping people. Your coach, you may still be studying coaching stills figuring out the steps of setting up your business. Or you could be in a space where I've been doing it for a little while, but I need to freshen up I need to get a little bit more snazzy with what's going on. So if you're any of those people, you are definitely in the right place. If you're on my Facebook page, you will see how passionate I am about helping coaches. Now one of the first things that we're going to have a look at in our book is The Isn't expectations and what are you found it through?

Awesome. What's important to us with our business because we go along to coach school, we get out, do our training, we learn all these amazing tools. And in all of the hustle and the bustle of the study and the learning, sometimes we can forget a Why, why we did what's important to us, what's driving us to break with tradition, and actually set up a business and a business helping people. Because, for us, that feels really natural. But for a lot of people like and I know with my family, they're like, Yeah, why do you want to help people with it problems and stuff in don't have enough in your room. So for a lot of people, it's a very foreign concept, right?

But when we're busy, like, got to learn all the stuff in the themes, sometimes we lose track of our why and so on. First Page, we have a look at our values and our expectations around coaching. So some of you may have done values elicitation and values work in your study for coaching. So you'll understand what I what I mean. But values are those like single word descriptors or short phrases that really sum up and drive our behavior in what actions we take in our day to day life in certain areas of our business or relationships or however that looks. So when we're looking at a business and in the context of our coaching business, what are the results that we want to get what what work do I want to do in my business?

What's important in that, what do we value? So in that it could be I value connection, I value wealth creation. I value healing my pain. by serving others. So those values, the important thing with those, and as you're sitting there listening to this, or if you decide to maybe jot down a few notes and then go and do it separately later, is you should be able to come up with at least half a dozen different values and different really important meanings for you doing your work. And then when you put those things in order, those top two, three values, they should be something that you're doing every day in your business.

Now, the reason this is important, it's going to drive our behavior is going to be the reason we keep getting out of bed in the morning and doing what we do. So for me fun in my business is hugely important. As soon as things start getting weighed down and getting really heavy and serious. That's when I just want to sit out in the backyard with the cats and walk away and do nothing. And when it gets really bad that's when I think about going back and getting The job. So I need to find ways in my business when I'm working with my clients and when I'm working on my business to make it fun.

So that's why I do lots of Facebook Lives on my page, and do creative offers and all that kind of stuff. Because to me, that's fun, right? So just take a moment and think about what's important in the context of the results in the work you do with your coaching, or what you want to do. And write some of those down or share some of those in the in the chat because I'd actually really love to connect with you guys more while you're here. And then what are your values? Because the beautiful thing values is that everyone's a different and they all have different meaning even if we use the same word.

So if anyone would like to share, give you a couple of moments healing. Healing is a massive thing and I know the work that you do soon I know how powerful the work and what you want to create is. Healing is a huge thing. That's why most people come to a coach. And that is why a lot of us get into coaching. And I know for myself working with teenagers for six years, that was a huge part of me healing my Wounded Child from my childhood and teenage years.

One thing I'd like to highlight here as well for us to consider when we're writing in our values, where does money come in? Now, I'm a mindset coach, personal development business coach. And what I've noticed is there's a lot of coaches out there, because we don't value money enough to make it an important part of our business focus. So Deb loves helping others. See how they can be awesome. Oh my god.

Yeah, we're talking about values God, so connection and connection to self. So is that for you and is that for the people that you work with, so they connect to themselves give you a moment to rise. But it's the understanding these values and the things that driving us in implementing them into our data at day action that's going to help us really fast track and move our business along faster. So for healing, for example, you know, and I go through stages where I don't have any one on one clients. That doesn't happen as much these days. But if healing is important, if you don't have anyone to heal, okay, work on healing yourself.

Because that's going to add to your experience as a coach too. So check in with your values and see where wealth and money in those Jody's done the work on itself and yeah People do look externally to heal and fix themselves. It can be very frightening for people have to go in and dig deep. And here's why a lot of my relationships, like with partners don't work because I want to go deep and I want to dig in and I want to heal. And you know, we have to be compassionate and understanding for those people that want to sort of sit where they are. And working on yourself is definitely an ongoing thing.

If anyone ever says to me, oh, I'm good. Now I'm healed. I'll be like, really, let's keep going. It's a playful, fun, I have fun with it. And when you don't know who you are, and when you confused or when you're just existing, that's a huge thing out in the world. And this is another reason I'm actually really passionate about supporting coaches, is because the world needs us.

And we need to get out there. And if that means we have to work a little bit harder and healing some of our beliefs. Let me help you do that. Let's push through that stuff that stops us so we can take our message out to the world. Now, the final question on that first page is what do I do to prepare myself for work? Do you guys have like a little ritual before you go on a call or before you start work for the day?

I know for me, like if I've got a big thing on, like if I'm training NLP, for example, for the half an hour before, I'll go have a drink water. Quite often I'll lay down and meditate or nap for like 10 or 15 minutes just to revive. before today's call, I went and had the most amazing kinesiology session. We need to work on our self care consistently. But before you're getting on a call, do you have little ritual to set yourself up for success? Because that's anchoring in the feeling of certainty when you get on that call, and you're good to go.

Because it's like I've set my intention. I've drunk the water, God lights a candle, excellent. set an intention takes a deep breath and ask for divine guidance. Beautiful. And when you follow those rituals, I love that. You'll find that when you're getting on the call, especially if you're new to coaching, you'll become because you have this consistent process and you're anchoring in a way of feeling in a way of being.

I really encourage everyone to create a ritual for themselves. Even if it's just like five minutes of deep breathing or five deep breaths or, you know, have the glass of water, you know, meditate with a crystal, whatever it needs to be, but find that ritual to help you get going. Did does stretching she meditates, goes to the bathroom. Yeah, I know. I sat down to do this and then I'm like, I don't think I need to go but I'll go anyway because I had a big drink of water before. Yeah, because it's about us removing distractions so we can be fully present for our client as well.

So my phone goes off. Unfortunately, I have my office spaces open. And unless I lock the cats outside or in a bedroom, I can't always control the cats. But they're a good omen to me, they'll come in and panda was he just sitting on the other chair just before I started, so tell the family what you're doing open the windows, get the fresh air, those rituals are important. So I love that you guys have had a system in place. Now we're going to move on to the next page.

So this is this is Nish and what do we stand for and what's important to us, you know, our business, and I may have deleted that last question in the book that you've gotten. I know when we start coaching, I used to be like this, but I want to help it ever Free one. But one of the reasons we niche down is to make our marketing message clear. So people know exactly how we can actually help them. I see a lot of coaches out there that put really generic message out that oh, you know, I'm a coach, I can help you. If you're not happy with the live come talk to me.

Well, not happy with what like I'm happy with most of my life that there may be this one thing that really bugs me. So this is why we have this this niche document. Now this document in this book, this is only about a quarter of what I take my, my paying clients through. And somebody asked me about this once and it's like, well, my paying clients pay for it. So I can't give you everything but I want to give you an introduction. And if you use these, this will be enough to really help you start getting Lia on your marketing and connecting to people.

I didn't understand me. When I was doing my coaching I got I did my certificate for and got told. Oh, that's okay. Ravana Yes, sir. I probably should tell everyone that they need Chrome for webinar Ninja, not Safari. We're talking about Nisha at the moment and it's important.

I was told during my certificate for that, your code, she can help anyone and everyone and you know, that's fine. So it took me ages to get clients and it wasn't until I fully committed to working with teenagers, that I was able to articulate a clear message, but I didn't realize that I was niching I was just like, I'm just helping teenagers. Because cool. You know, I like to make my life hard. Sometimes. Those of you who are teenagers or who will wants to teenager will probably understand that.

So this is why we do need now this is like a This is just a small sample test. But this is enough to get you started. Now, when you're looking at the age of the person you want to help, there's two ways you can look at that. Now you can look at where you were five years ago. And quite often, that's actually a really good way to start, when you're not sure exactly who you want to help, because you know, the journey that you've taken over the last five years, so that gives you the confidence to be able to work with people in that. And this is why now like, I feel like I'm in a good space where I can actually call myself a business coach.

Because after eight years in business, I've learned a lot. So I can share knowledge from my perspective, gender, the reason we pick agenda is because how you communicate to a man versus a woman, two very different ways of communicating. Now you might be able to help both men and women. So that means you're going to need to do this document twice. Because the man's A man's motivation is going to be different to a woman's just generally how it is, you know, relationship may or may not be important to you to the work that you do. If you're a relationship coach, you probably want people that are married or in long term relationships.

Or if you want to work with the single people to help them get into a relationship, see even there, that's breaking it down even further because the message of how you help is going to be different. Now kids in what people make or business turnovers. That depends, you know, so for me, I'm really like, I have amazing clients. I have heaps of parents, and I love them to bits. And you know, they've got kids, but because I know most of my clients have kids, I can structure my business around as much as I can to support them with That. So not always doing calls at 330 in the afternoon, for example, doing them a bit earlier or doing them later in the evening.

So understanding like a family situation that can be really important to how you deliver your work. Now, the next section is what we call psychographics. Some people might know them as meta programs. And this is just you use these things to decide how to position your message and what language to use. as coaches. You guys will understand language.

I did so I didn't realize you dropped out. Okay, we're all good. Now we're on the right platform. Sorry about that. It's a good lesson for me to put in the thing login on Chrome. So this psychographics is the motivation are they moving towards what they want?

Yeah, Firefox is another one as well. And I'm moving towards what they want away from that problem. They money motivated. So we work across the road. And we pick one of each. Because how you talk to somebody who's moving towards their goal is very different to how you're going to communicate your marketing message to somebody who's money motivated, right?

Details focused, big picture focused, strategy focused. A detailed focus person wants to know everything about your offer. They want all of the details where a big picture person is just going to be like, yep, cool. Give me an overview. Boom. I mean, I'll learn as I go.

Strategy, people want to know the steps, like strategically, how you're going to get them from A to B. Proactive, reactive procrastinator. What kind of person do you want to work with? Now internet savvy, noob. And geek sometimes that confuses people. So I'll explain that internet savvy people they know that they need to change from Safari to Google Chrome. A new person will be going my things not working.

I guess I can't watch it. And again, just knows it. Everything all about like the techie people, though, if I had a geek on here right now, they'd probably be able to tell me why. What how to do screen share on webinar ninja. It may or may not be related to you. But this is important if you want to do online courses.

Now, I work with a few tech noobs. I know there's a few people that I've worked with that really struggle with the technology for the online stuff that adds to my workload. I aim for the internet savvy people. I don't want the gates or the tech heads because I have a superiority complex. I want to be the best I want to know the most so I don't want to take personally saying oh yeah, but it's this but it's that but it's right. So if any of you have done shadow values work that will make perfect sense.

Then we look at like quality, cost and time conscious. You know, a quality person is going to be looking at what you're delivering from a quality perspective. cost conscious, they can be aware of the budget and the cost around it. And the time conscious people, if I have time conscious people on this call, and I've said it's an hour and it goes through an hour and a half, they're going to be annoyed, as well as time conscious. People need the structure and to know when things are in advance the timeframes of how things are going to work. Now an introvert or an extrovert or an activist, generally, most people work with the kinds of people that they are because it's a comfort thing, but I actually I love working with either the extroverts or the activists.

I am by nature an introvert I have learnt to be extroverted when I need to be. I love activists because they're so passionate and they fire up and extroverts their energy lifts my energy so you can pick who you want. Right? Now we take the following questions, who and what do they care about? So whoever you're your ideal client Is what do they care about what's important to them? community family, making the money make a bank is one of my friends calls it going to detail with these questions because this can be reflected back in the copy that you use.

You know, if you're a woman who's passionate about raising happy, healthy kids and you want x y Zed for your family all of a sudden from that question you've got copy so when you're starting to market and share your your products, you can connect with people they know that you're talking to them and what is their pain? So this is the problem that you saw this is allows you to gain awareness on what you can be offering them I don't like pain marketing. I don't like when something's Oh, and you're this and you're hurt. You're that you're broken anymore. Oh, and that annoys the heck out of me. You can acknowledge the pain, Hey, you know what, you've spent your whole life fighting against the system and you're tired now.

But guess what you don't have to be. I work with women who are ready to step away from the exhaustion and step into their full power. So something like that purely from acknowledging the pain but being able to flip it and turn it into a reason for them to work with you. And then, you know, how do I solve that problem? This is clarity for you. Do I run a coaching session?

Sure, but what's in that? How do I solve it? You can go deeper with this. How have I solved that problem for myself? Because then that gives you insight in how to work with your clients even more at an even deeper level. So you've got a little niche thing there.

I help my niche to solve the problem lie because when you guys have the clarity around How do you do it what you do and who you're helping, it makes it easier for you to go out and find people to serve. Because you don't have the worry of your hind brain feeling uncertain or doubtful or fearful or wanting to distract you because it doesn't know the next steps. I want to go into a whole heap of brain stuff right now, because that may be another training. But does anyone have any questions about that? Sometimes I feel like I get a little bit ranty, about about niching because I know from past experience that a lot of coach training equips you with skills, but it doesn't teach you these important things as well. So if you have any questions, please please type them in.

Otherwise, I'll move on to the next page. niches niches developing, it's taken time to find it. Awesome. So you understand it and you're looking for it. What I would suggest to get started To start finding people to help, if you're still not 100%, clear, look back to where you were five years ago, and help that person. And that will get you started.

Yeah. And so you found a way you found a way out of that. So, and this is another thing and I'm, I'm going a little bit off topic, and I am keeping an eye on the time. But what I would suggest and I did this with a program, I worked with a teenage girl who was self harming And believe me, and I just coached it because I just knew how to coach it right? And then somebody's like, how did you do that? How in six months, did she stop self harming and start eating?

Because I'm not I'm not a food coach. I don't work with people on that. So I stopped and I'm like, okay, I went back through my notes and worked, worked back and all of a sudden I had a program So, and we'll talk about programs in a couple of pages just let's park that they hope that how to communicate, I'm just reading reminders. thing, I have my niche for getting my message across of how and why man struggling with without having a sales conversation with each and every person, often so it reminded you're in the brain injury when we do our call next week. Let's talk more about that. We are going to talk about the sales conversation in this as well.

But when you're clear, so I'm at the stage now people know, I work coaches, I help businesses and I help people build courses, right? People know that about me, they can come to me, because I'm so clear on who I am and how I show up online. That people coming to me now going, I've been watching your videos, I've your message is really resonating with me. I feel like you did that video just for me. And now they're coming to me and saying I want to work with you? How can I work with you?

And that's the goal of your marketing of being clear on your niche. The message that you're sending out every day online, is to get people. So you don't have to go every single time. Tell them every single thing that you do. People are like, I know, you help coaches, what's your coaching program? And then you just talk about the program without actually having to sell them because people are already sold.

They're already excited about coming away video. Does that make sense? Sorry, I'm, I get very excited about this stuff. All right. Next Page systems checklist. One of the biggest mistakes I made with my business and even my new business because sometimes I'm a slow learner.

And sometimes I just don't want to have to deal with technology with my systems. Start looking at your systems now and start going, where am I at? What am I next things to implement? It's so important Payment System start with PayPal do PayPal me you can do that PayPal fees you know that kind of sucks but have a payment system to get started CRM so you know you can get a free version of MailChimp so when people come up with with a set of popular my newsletter and even starting out just once a month, send out a little update send out a tip. Like I said at the start you guys if you weren't already on it, you now go on my mailing list. Have a look at some of mine.

See what you like about it. See what you don't like start building your list. Stop building relationship with people. And I use it up to invoice seriously. I've just set up zero I'm still using a manual type in a Word document that I PDF before I send out. Lisa had that list building How are you building a list?

Do you offer a free thing to people in exchange for their email. are you tracking your money? That's a huge thing, a way to get out of a way to get my money mindset moving was to start tracking my income daily. And when money wasn't coming in journaling on how I felt when money did come in, acknowledging how I felt celebrating that money coming in, and after my kinesiology session today, I went and spoke to spoke to the lady and I was just like, I finally feel like I'm in this really effortless state of flow. But you've work to get there. So money is a big thing.

Whether you have it or you not. You need to start tracking and working on that. huge thing. That is the system in itself, your social media, how are you showing up on social media? What's your next step? Are you are you calling We are on who you are.

So once you know your niche, you can start talking to them on social media coaching system, do you have a system? And we'll talk a bit more about that in packages. But after like, I think I've been coaching for seven years. I ran it I wrote a group program called resource trust. And everyone trusted everyone pooled their resources. It was a low low cost program is group coaching.

There's three people on the call. We pooled our resources, they placed their trust in each other. And I had a set coaching process. Week One intention, week two this week three that week for that, too. Do you have a system because if you have a system set up instead of just free coaching every week and waiting to see what comes up, sometimes that can give you more confidence to be able to get out there and find clients, especially if you're new to coaching. It's like what because that was the biggest thing, right?

What am I going to say? What am I going to ask them? What do you say? Oh, that's like we'll prepare. Just say I've got a from depressed to impressed program that I run. It's six weeks of coaching.

I'll take you from here and we'll take you through you and that is your suit. If you want to use that, please take it and run with it. It's my gift to you because I love you. So, but having that and go week one is this week two is that week three is this week four is that you can either run it as a coaching thing, or you can just run it like with individuals. And you know, even if you charge $47 a week, six weeks done, you getting money coming in, you're serving you're using your two tools. putting that money aside.

I created a program called resource trust, which was a group coaching program. So you know, you can build any of these things. from using the tools that you've got, do you have appointment booking? How do people connect with you? I only set up acuity this year, about three months ago. Why I waited so long?

I don't know. Actually, I do know but that's a whole other story. It's a whole other belief system around that. Set it up where in your processes and systems can you make it easy for people to connect with you and work with you? acuity rocks doesn't it Romana I think you can get a $10 a month thing or there's a you see it? Why acuity it's one see.

I can send you out links to these this stuff in an email because I'll send you an email after this is all finished anyway. sale system. We're going to have a little bit of a chat about your sales system and how do you manage client records. I have everything stored in Dropbox, but what I find Because I use zoom for my client calls, I let them record them, so they can keep a video of it, I can keep the audio order of it. I just keep a few simple notes. And all of a sudden, I'm not having to do spend another half an hour writing up an email of notes from the call for the client.

Okay, the points written down of what I need to follow up. But stuff like that, like that technology, like how can you make it easier for yourself? Any questions from that? That's, that's systems, you've got the checklist, go and have. Go and have a look at what you've got. Now, you don't have to do all of this all at once.

Like this is not designed to overwhelm you or like me, you just keep doing it the hard way, the manual way. But it's designed for you to reflect like if once a week you focused on one These things in a couple of months your systems would be sweet. And systems are designed to make life easier. Even though they can be a little bit annoying to learn at the stop all acknowledge that and I'm just making a note or send out the links to acuity I'll send out some links to if I have some things that I use or can recommend, I'll send you out a little update email for all of those as well. All right, systems we love them. And I know really awesome person, he can do a systems review for you as well.

And as Laura, she kicked my button, She's the reason I now have a payment accounting system, and I now use acuity. So all right, packaging packaging, I was thinking about this in the car on the way back from the kinesiology session, and just how important this is. Now I'm going to hold it up. So if you don't have the workbook in front of you, so what you can see. I mean, this is this is how my packaging that I've been playing with my packaging, and this is kind of how it can look. So you can have different levels of service then.

So bronze has got a couple of things, silver has a few more things, gold has a lot of things. Now I have lots of I have different programs that I run, etc, etc. So you can package things up like this. Now the reason we do it in a visual way like this with the ticks and the crosses, is the mind likes to pattern match, and the brain is like going, Okay, cool. Well, I could have all of that, or I could have some of that. That's how much it is.

Or maybe I'll go in the middle and then I can have the sort of the middle range, right. packaging is awesome and I've undervalued it for years and it's once again, this And like the end of last year, you know, major turnaround for me. They're having a look at your services. Now I do understand. I've been doing this for a while, so I have lots of stuff, right? But if you're if you're coaching, right, so you might have, you've learnt how to do the grow model session.

So that's a goal setting session. So that could be one thing that you do, you then might also have, you might have done an op, so maybe you can do a belief change or a like to dislike, then maybe you have also done some work with crystals. So you know how to do an intuitive crystal reading. And then you might use cards, you might also have a sticker for a business. So you break down the skills that you have the tools that you've learned. Now I suggest write them all out, write down every single coaching thing that you can do.

Like so if you've studied in all pay, like I know, some of you guys have studied in okay with me through the life coach Academy, there's like about, you know, 30 bazillion NLP tools alone, you might have done CBT stuff you might have done one, just listing the stuff that I've done, you might have done particular trainings around purpose. So list all of that, and then start looking at going well, what sort of a logical package that I can make from that. And then, you know, put it in the order of like, start to the first step. And then all of a sudden, if you get six or eight things down, all of a sudden, you've got a package. And then people people have the three time convinced that they will face in a three time condenser. So they've got three different things to choose from.

All of a sudden that's easier. Now, you can also I sell individual programs, which is what what I do. And I'm going to talk about one of my programs at the end of this, that sometimes having that package, like when you're confident and ready to sell that is going to get you a bigger return on investment from just looking one session, obviously. But you know, my goal is to move from short sessions to get people to sign up to work with me for a year to the brain MRI for years, my 30 courts for years, squad goes for six months. So we had that long term relationship and value there. But I'm not worried about all of my three sessions with reminder finish this like finish this week.

What am I going to do for a new client and income? That's a bigger picture approach. But start thinking about these things because this is your business. How do you want to set it up? There's no right or wrong. And if you go like Well, I'm just going to like put people into three sessions to start with And then have the next thing ready to offer them do that like do what feels good for you?

I'm not here to tell you right right otherwise but I want you to start thinking about it and start considering because a lot of coaches we well I did the same thing you get your qualification and then you kind of like crap what next huh? So have a look at that and start playing with the packages now I just put gold silver bronze for the name like you can come up with with anything going for time cool always styling through this alright now the last thing is selling and selling and sales are not a dirty word. I love getting on the phone and talking to people really hearing what it is that they need this day and age a lot of people hide behind email and a lot of people you know want to chat via messenger and you know if somebody has like a really hot late and they're like you know what I've seen you stuff I want At Sign me up, great, sign them up.

But for a lot of people, they need to actually speak to you to be confident and reassured and know that they're making the right purchase. So I just outlined a little, little sort of foundational process for building up a little script, right for getting on the phone. Now, before everyone goes, final script, there's a couple of reasons that we deal with sales script. consistency of coal consistency of value on the call. If you know, I do this call, I follow these steps. Everyone is going to get that same consistent result.

You're going to feel confident getting on the phone. Because before I and I don't use it, I don't have to stick with this script. Now. I'm really comfortable with the process and you know how I really want to share share information with people and connect with people. But to start out with writing out a little sales script is actually going to help you. Because if you're not worried about the next thing you're going to say or thinking, what do I need to say next?

Then you're going to be I would be really present in the call with people and really hear what it is that they need, and really offer them the right thing for them. So this script so this is, this is what what I roughly what I do, so always do an introduction to the call, hey, you know, because sometimes I'll have people's phone numbers, I'll call and say, Hey, Hey, Mike, you're on my list. I've got your number. Where are you at? Do you need some help with anything? Now a lot of people go into a sales call, purely with the intention to sell and that's when things fall down.

If you go into a call with somebody with the intention to serve, you're going to get a message Much more congruent outcome for both of you. Because when you're going to call I have to sell I have to sell that's needy, that's focused back on you. People will pick up on that energy. I used to get told by my former sales trainer please note former that if somebody didn't buy from you on the first call, they were never going to buy I call bullshit on that. bs belief systems I'm in belief systems go into a call with somebody with the intention to serve and if they like you and make what you want, they are going to buy from you. It's not about a hard sell.

We're gonna brainstorm the bid package your online course sitting on it for weeks not know, Romana why, you know, speak to me soon Ah, like anyway. All right. So here's the system. So this is All it is it's a system to allow you to connect with people offer value and then talk to them about what you what you can do to help them further right. Is there an Iran cool with that? You introduce the call.

Hey, it's Trudy from treaty Pavelski trainings How you doing today? You're on my list. And I had some time to call people randomly today. So I put I'll call you randomly. How's your business going? And I'm actually interested when I do those calls.

I'm interested, I want to connect with my list. So this is why we build a list, we build value, and we build connection, right? Find out what they need. build a rapport. Yep. So you can vouch for that.

Have a conversation with them. Now I call people sometimes and they're like, yep, I'm all good. Like, sweet. Well, can't read the emails and hit reply If you need anything, right? I'm not going to attempt to force somebody to buy something they don't need. Because you know what, three days later, they'll want to refund Why do that?

Why waste my time like that and why? waste their time like that, and have to go through all the rigmarole of refunds be find out what the problem is offer them value with a solution. Now there is a lot of people out there that say if you're doing discovery calls, don't give them solutions don't give them value. I don't like that. I think there needs to be some sort of takeaway in any call that we have with a prospective client. They have to get valued, they've given you their time.

And to me, if I can get on the call with someone and teach them something, or show them something, they're going to trust me more. They're gonna be like, Wow, she knows her stuff. I want more of that, right? offer value with the solution. Ask them if they want any more help. It's like, Okay, so I've helped you with your program names too.

And you're ready to start building that now. And you're like, Oh, yeah, you know, I think I'm good to go look, Do you need any more help with that? Yeah, actually I do. Then you share the offer, like See, see, it's actually just a really nice conversation that you're having to help people and then share your offer. I do one on one business coaching like dah, dah, dah, dah, dah, it's these get that, you know, does that sounds like something you'd be interested in? And they're going to go Yeah, sure how much and then you tell them the best.

Now that there's going to be objections, not everyone is going to just go Oh, yes, and throw themselves in your arms and go, yes, I'm gonna buy all of your stuff. There's going to be objections. And you handle those. You give people solutions. Sometimes people will say, Oh, you know, I've got to check with my husband. Now, that's considered an objection in some circles.

I think that's respect. But anyway, depends on who you talk to. Or people might be like, I don't have all of that money. Could you do a payment plan? How can we help you get the money? Also solutions and work through people and if they don't want to, they don't want to not personal.

It's not you. This is the biggest thing about people getting on the phone and talking and selling their products is the fear of rejection. Whether it was oh, my God, my mission to serve people, you know, chances are it's just not the right time. People are busy we have big lives with flooded with courses and programs and trainings online. So just go Okay, great. Well, maybe I can touch base with you a little bit further on down the track, keep reading my emails, keep in touch.

But that's the biggest thing about people not wanting to get on the phone is because they're scared of rejection. And it's not personal rejection. It's never personal. People don't want your thing because either they can't afford it. They're not ready for it. They're not quite prepared to make the leap or maybe you haven't built enough rapport.

And that's why at the start of the call, build the report, offer the value show people your knowledge. And show them that you actually really do care. So that is the difference. Most people won't get on the phone to talk to people. Most of my people that have signed up with me probably about 70% I've gotten on the phone and had a conversation with them and reassure them that what they need is what I offer. So yeah, so that's the that's the business of coaching.

There's a little back page there that tells you how awesome I am. If you want to type any questions that you have in airbases, I'm just going to do the energy exchange. Now I'm just going to tell you guys about squad, right? I'm relaunching my mastermind. And a lot of people come to me and they like they want to work with me one on one. And for 12 months, 12 months for 1212 1012 weeks coaching.

It's $3,000 to work with me and that's a huge amount for a lot of people and I Understand that so I created squad so like my mastermind you know cuz squad goals right Taylor Smith can have a squad so Taylor Swift can have a squad so can I and but I created that as a way for people to still have access to me one on one and still get value in a group coaching mastermind space. So squad is to one on one calls a month and two group calls a month. Now some mastermind groups go up to like 810 12 people I'm looking at for minimum six maximum. For some reason I have five in my head so I'm gonna, I'm gonna say the universe is telling me I'm gonna have five people join the squad. So it's, it's an opportunity for you guys to work with me if this is the kind of help that you need.

If you need help with your coaching systems, your processes if you Need help creating programs, I do coaching stuff, I do cost building stuff that can all sort of mix in together in squad because there'll be people across both genres coming in. There'll be a mix of business types, business people, it's pretty much I'm 99% Sure, it's just all gonna it's all gonna be ladies. And it's 395 a month for six months. So it's a six month commitment. Because working with people for that sort of long term, chunky amount of time, that's where I'm going to be able to give you the value. Now, if anyone signs up for squat this week, they get a bonus free call because I'm doing the seven day Fast Money challenge.

So that would be a 395 deposit. You get a free call in April squad starts at the end of April 1 couple of weeks of night. What I'll do because this is not this is not 100 So this is a free training for you guys to get to know me and get to a bit of an experience some of my my wisdom, what I'll do when I send out the email with the systems checklist tick stuff for you. So I'll set that up tonight, I'll set you out the invitation to join the squad. So you can have over the phone you can have a little Think about it. If you've got any questions, feel free to ask.

If you want to get on the phone and have a conversation, you're more than welcome to do that as well. But that squad Um, so I'm not seeing anyone typing any questions. Did you have any other questions about where you're at with setting up your business or your niche so I'm just probably probably watching this going, where is she looking? I'm looking at the questions. Does anybody need any help? MailChimp Alright, I'm not a MailChimp expert, but I know Somebody Natasha Berta.

I write that name down stalker in some Facebook group because I'm pretty sure it's her that has a YouTube channel, which has a whole truckload of videos that you can watch. And there's also an article, she's one of my clients and she's got a got her head wrapped around tech as well. Have a look for those two people and see, see if I can help you out with MailChimp. I use ConvertKit I've never used MailChimp before ConvertKit I was using Infusionsoft of all things. Confusion soft is what we like to call it in some circles. What discovery calls I used to do a lot of discovery calls.

In my last business. I have on offer a 15 minutes coach call and talk thing where people can connect. How did you go with discovery calls when you were first doing them? Were you confident in signing people up to that next level? Because that little script that's really good for discovery calls the offer the value takes you through that process of the discovery call. Just waiting for her mana to type in because to me, if you've done them before, and they there's no success.

They took up time from paid clients, okay, so that's a discipline thing as well. So I have time allocated In acuity, they have to book in those times or people don't get the call. And I have allocated that space. So it could be if this person comes around discovery calls, I don't mind them myself, because I'm comfortable offering people an upsell from that. If you have no paid clients, that's where you could say, Hey, guys, I've got time. I've got time today.

So if anyone wants to have a quick chat about how business in an intuitive business coaching session could work for you sign up here. Money blocks, yeah. But it's actually see your business your rules, right. So one thing you know, people who work with me find out is I'm very much a test to measure see what works see what feels comfortable for you. So that could be you might go Okay, well, you know what, generally on Friday afternoon, I don't walk in paying clients, because they're getting ready for the weekend. Okay, I'm going to allocate that space to free calls.

And they get 15 minutes. And you specify what it's for. So like what I said before, you could do the call, not sure if an intuitive business coach is right for you walk in for a 15 minute conversation. So then that's educating them around what a business intuitive coach does, not necessarily coaching them on the call. Does that make sense? Ramana.

Because if you feel like it's taking time away from other things, and it's, if you're not making money out of those calls, that's a problem. If people are coming to you getting something really cool for free, and then they're all going away. something's broken in that system. So that could be the upsell part of it. Because every time you do a call every time you do a free training, like I very gently offered you guys told you about squad, right? It's not a hard sell but you guys know now and I did that really comfortably to me that's that's an energy exchange.

It's like I can't just giving give without having the opportunity to receive back and totally understand feel like I'm getting the ones who don't want to spend the money. Okay. So then it's it's not a free session, it's not a brainstorming session, the name of it is wrong. An Introduction to in what intuitive business coaching could be for you or could been for you. That's educating them on the process and what it is that's not giving them a free session. To me a free brainstorming session, it'd be like, are you coming, I can come to you and we're going to come up with all these ideas for my business awesome.

And giving that away for free, I'll take a free thing. Can you can see the energy around that is very, very different. Now, you might not get as many people booking him for the free ones, but you're going to get people that are actually interested in how your process could work for them. And when I do the free calls, like, you know, I originally I was doing 30 minute calls, and I said to people, I'll give you really massively huge value. But at the end of the call, I'm going to spend five minutes telling you about how we could continue to work together if I think that it's applicable. Are you okay with that?

And everyone was like, Yeah, sure. Cool. Go couple people signed up for a few little random things here and there. I generally don't do a lot of free calls anymore, because I'm showing up so powerfully online now that people want to come to me and they coming to me asking how They can work with me. So that's another way like another reason it's like how am I showing up to attract the paying paying clients and I know we didn't talk about Facebook Lives or videos or anything like that but if you guys are on my business page all those Facebook Lives around coaching that I've been doing for the last two weeks everyone's loving it people are coming Oh my god your message great. Wow.

So practice doing videos as well. And reminded that's something that you can do you can do a video, what is a? What is an intuitive business coaching session? And why would you book one with me? And then if people ask what it is that you do, send them the link to the video and then have a little book like a booking thing where they can book in to either book a session or two. Yeah, videos.

You got to go just fight for mana. Get in front of the camera, get over it. That was the old moment. He didn't like videos. This was my rough and tough coaching. yet but look when you're adding value reminder and I we know each other I can I can give her a hard time like that.

So does that does that help everyone? Does anyone have any other questions? Did you get what you needed out of this training? Because I'm aware it's we've been here for an hour now and I know people are busy. And workshop. I love workshops, I miss running workshops, I want to do more live workshops.

I'm talking with a few people and maybe even running a little retreat and stuff. Workshops had the overheads though. So we've got somebody coming over from New Zealand for the unicorn bowl. And, you know, it was like, why don't you run a workshop while you're here? So to keep the cost down, she's running a low price one. We're running the workshop at One of the other organizer, we're running it at a house she's got an A big table that can see eight people can be really informal $97 something like that.

So if you have a space at home where you can run them at home and you're comfortable having them in your house, do that. I wanted to run games training out of my garage, but then my parents bought me a car. So it's got the car in there at the moment. Um, depending on what you're doing, depending on your niche or your niche, kind of want to get out of the house and come and do face to face. I know when I was really depressed getting me out of the house to go somewhere for worship that was probably going to be hard. so tight that teenage free pass for follow up.

Awesome. I hope people come in Mrs. Jones, so people coming over day Place. Okay, well, that's something that you can do when you get off the call. Come on, sorry, you can do it. Dad's got a question. Do you have ideas for workshops or simply define your nation and build the workshops?

I have so many ideas for workshops, and I've built workshops that were defined for my niche, and then nobody bought them. If you clear with your niche, and you know what their problem is, and you can stick into a process, that's like, I'm running a workshop on building workshops, and then people are like, I need to build a workshop, but I don't know how. Oh my gosh, Trudy is running a workshop on building workshops. Great. So if you can tie it back to niche, it is potentially going to be better well received. Because I wrote a whole I actually wrote the whole course.

And I ended up using it in the coach's brain MRI but I wrote a whole course around creating a Nordic language inductions and processes and guided visualizations and then nobody wanted it. So, yes, an online Etsy workshop totally not my biz, but a lot of clients use Etsy sold out. Perfect. Brilliant. So yeah, I would do market research and find out if people want it before I built it. This is like with Laura from New Zealand.

She put the post up if I run this workshop who wants to come along? Three people have already booked it in like, three days. emotional well being first aid kit. I like it. I like it. So yeah, put it out there get a vibe for it.

If people are like, Yes, I want to do it. Have the payment system set up so people can pay and then lock them in. To me when they say yes, because when people go away and think about stuff, that's when they change their mind. So someone's like, yep, I want to do it. Awesome. I'll send you through the payment link.

Done. Anyway, my lovelies, you've had me for an hour, I hope that's delivered massive value. I will send through that email it'll come through tonight because I've got a couple of other appointments. And I'm doing Facebook ads training for six. So it will come through this evening, you will get the recording webinar Ninja, I think once I hang up, you'll be able to access the recording pretty much straight away. And I'll also save it up on Vimeo or somewhere so you can access it there to any other questions.

Keep in touch. If you enjoyed it, it would be great if you could pop onto my business Facebook page and say thanks for the free training or something like that. Just so everybody who missed out is like Oh, I missed out I had to come to the next one. But it just helps like with reviews and stuff. If people come and search me, they can see what what I do and who I am and that people love me. Yeah.

Because I love you guys. So thanks for coming along. Thanks for the questions. Thanks for participating. And I will see you on my next free training. Bye