The Middle of Funnel Strategy for High Ticket Coaches — Transcript

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1. 0:00This is the middle of funnel
2. 0:02masterclass. This is episode two of the
3. 0:0450-minute masterclasses. How to turn
4. 0:06followers into perfect high ticket
5. 0:09clients. For those of you that don't
6. 0:10know who I am, my name is Gabe
7. 0:12Nnovictim.
8. 0:13I've contracted two and a half million
9. 0:15dollars using the same system. I've also
10. 0:17helped
11. 0:19a great amount of other people do the
12. 0:20same. I work primarily with individuals
13. 0:22that are scaling up to 50k to 100k a
14. 0:24month organically with their Instagram
15. 0:26and YouTube. Fitness coaches, uh
16. 0:29money-making coaches, business coaches,
17. 0:30tattoo coaches, barber coaches, real
18. 0:32estate coaches, get sober coaches, you
19. 0:34name it. If you've got an offer, I can
20. 0:36help you scale it.
21. 0:37Anyway, guys, so
22. 0:39this concept is essentially what I
23. 0:41consider like a regeneration method. All
24. 0:45right? So, it's something that feeds off
25. 0:46of itself.
26. 0:48And essentially, this is like the
27. 0:49distribution framework to look at how we
28. 0:52want to take an idea
29. 0:55and turn it into multiple different
30. 0:57parts of content. Now,
31. 0:59so, here's the thing, right? Cuz we're
32. 1:01going to we're going to get to this
33. 1:03section right here in just a second. So,
34. 1:06when it comes to an idea, right? This is
35. 1:09actually where most people get content
36. 1:12wrong. Is that they're shooting ideas
37. 1:15from their hip.
38. 1:16Right? Now,
39. 1:18I want to draw something out so you guys
40. 1:20can understand the difference, right?
41. 1:25So,
42. 1:26when someone
43. 1:29makes content and they go, "Okay, well,
44. 1:33I'm going to make content based off of
45. 1:35what I think
46. 1:37my ICP or what I think my prospects need
47. 1:39to see or need to hear, right?" And this
48. 1:42is what we'll be called
49. 1:44speculation.
50. 1:47Right? And essentially, this is like a
51. 1:50this is like
52. 1:52guessing.
53. 1:54Right?
54. 1:55When you're speculating, you're
55. 1:56guessing. no certainty.
56. 1:58What we need
57. 2:00is we need
58. 2:02articulation.
59. 2:06Right?
60. 2:08And the articulation of the thing only
61. 2:11comes from experience.
62. 2:13All right, so you need to focus more on
63. 2:15articulating what you're trying to say
64. 2:17versus speculating on what you think
65. 2:20people need to hear. Now, to get into
66. 2:22more detail about what this means
67. 2:24is
68. 2:26when we have an idea
69. 2:30we want to make content about our
70. 2:32experience
71. 2:34with that idea. We don't want to
72. 2:36speculate on what we think our followers
73. 2:38need to see, what we think our buyers
74. 2:39need to see before they sign with us.
75. 2:42We want to be certain.
76. 2:44Now,
77. 2:46this line over here essentially
78. 2:49indicates
79. 2:52And this will be like point A to point
80. 2:54B.
81. 2:56This is like an entire direct message
82. 2:58conversation.
83. 3:00You could consider this like
84. 3:02where the call gets booked and closed,
85. 3:04or if you're closing it in the DM.
86. 3:06This is essentially
87. 3:08the process of a conversation. Now,
88. 3:11somewhere along the lines you guys are
89. 3:12going to get this when you're in your
90. 3:14your you know, your your messaging your
91. 3:16followers, your messaging your Instagram
92. 3:17stories, you're having conversations
93. 3:19with people that are essentially in your
94. 3:22funnel. They're in this middle of
95. 3:23funnel.
96. 3:25Right? They're literally in your
97. 3:26Instagram stories, they're hanging out
98. 3:28in your content.
99. 3:30But when you try to have conversations
100. 3:32with them
101. 3:33it goes cool, it goes cool, right? You
102. 3:35think you're getting somewhere, and then
103. 3:36boom.
104. 3:38You have an objection.
105. 3:40Okay? Now, what happens is a couple
106. 3:42things, right?
107. 3:44Coaches get
108. 3:47emotional.
109. 3:49Right?
110. 3:51They get
111. 3:53uh
112. 3:55scarcity, right? They feel like there's
113. 3:57not enough.
114. 3:59And then another thing, too, is
115. 4:02they actually
116. 4:04can't get, and I'm just going to draw
117. 4:05like a
118. 4:10This is like
119. 4:12This is the technically like supposed to
120. 4:14be a medal.
121. 4:16You get the idea, right?
122. 4:18They actually don't help their prospects
123. 4:20get to their end goal. Now,
124. 4:22how do we take this
125. 4:25and then make this into content? Cuz
126. 4:26what essentially what you have to
127. 4:27understand is this.
128. 4:30At the core of every objection,
129. 4:34right?
130. 4:36Every objection
131. 4:40is just a
132. 4:42limited
133. 4:45belief.
134. 4:47Right?
135. 4:48Your buyers,
136. 4:52the ones that have given you money,
137. 4:55they have the
138. 4:57new
139. 4:59adopted
140. 5:02belief.
141. 5:04I I know you can like barely read that,
142. 5:05but
143. 5:06Now, why is this important? Okay? You
144. 5:08have to understand that at the core of
145. 5:10every objection, every point of
146. 5:11resistance, is going to be a limited
147. 5:13belief. Right? For example,
148. 5:16you know, you got a coach who's a coach,
149. 5:18which makes no sense, right?
150. 5:19You're a coach that thinks you're going
151. 5:21to do it on your own, right? You sell
152. 5:22coaching,
153. 5:23right? But then maybe you're watching
154. 5:25this YouTube video, and that's all you
155. 5:27That's as far as you go. You never spend
156. 5:28money on coaching, right?
157. 5:30Your belief system essentially says that
158. 5:32I don't believe in coaching.
159. 5:34I believe that I can do this on my own.
160. 5:36Which is a fundamental
161. 5:38limited belief or a flawed belief
162. 5:40system. Because
163. 5:42we already know, hey,
164. 5:44you're not going going to the goals that
165. 5:45you want without working with a coach.
166. 5:47And that's the reason why there's this
167. 5:49resistance in the DMs. So essentially
168. 5:51what we need to do
169. 5:53is we need to take the limited belief
170. 5:57and we need to install the new belief
171. 6:06into the content engine.
172. 6:09>> [snorts]
173. 6:09>> All right? Now, the idea that I had
174. 6:12before was
175. 6:15Okay.
176. 6:17If you don't believe in coaching, you're
177. 6:19not going to be able to sell coaching.
178. 6:21It's a limiting belief. Or if you go,
179. 6:23"Well, I'm going to start next 3 months.
180. 6:25I'm going to start next 6 months."
181. 6:26Right? It's a belief system that says,
182. 6:28"I have more time than I actually do."
183. 6:30Right? It actually keeps that person
184. 6:34from reaching their goals.
185. 6:36Right?
186. 6:38We need to inject that new belief
187. 6:42into the content engine
188. 6:44and essentially say
189. 6:46If someone says,
190. 6:47"Well, look, I you know, I sell coaching
191. 6:49but I don't believe in it." We need to
192. 6:51take that idea
193. 6:52and essentially what we need to do is we
194. 6:55need to explain to them, "Hey, why
195. 6:57coaching is so important?" The belief
196. 6:59that I have is for example, I've spent a
197. 7:01quarter million dollars on mentorship.
198. 7:04So I have the I have a full belief in
199. 7:05I've I've turned 250k into 2 and 1/2
200. 7:08million dollars. It's a 10x return.
201. 7:10Think about that.
202. 7:11Now, what I end up doing and and and you
203. 7:13could do this multiple ways. You can do
204. 7:15text, you can do voice.
205. 7:18What I like to do is
206. 7:21take that idea
207. 7:22and start voice memoing or writing it
208. 7:25out in text.
209. 7:26Flesh out the idea, right?
210. 7:29Tell the story of like, "Hey, this is
211. 7:30before I start, you know, before I was a
212. 7:31coach or this is when I had this
213. 7:33limiting belief."
214. 7:35Right? And then I installed this new
215. 7:36belief and that's when my life changed.
216. 7:39You want to turn that into long-form
217. 7:41content
218. 7:43and then distribute this
219. 7:46to Instagram in three separate ways,
220. 7:47okay?
221. 7:49We have
222. 7:51lead magnets,
223. 7:53which are essentially just clips from
224. 7:55the long-form YouTube video.
225. 7:57We have what's called the micro VSL,
226. 8:00which is a essentially a
227. 8:03compressed video sales letter in real
228. 8:05format reels format using a hook, social
229. 8:08proof, actionable
230. 8:10actionable advice, and a CTA to the
231. 8:12long-form
232. 8:14content. And then we also have the
233. 8:16Instagram stories, right? This is like
234. 8:20the
235. 8:21three selfie videos that you could make
236. 8:24regarding this topic
237. 8:27led to a YouTube call to action. So, you
238. 8:30can kind of see the trend here, right?
239. 8:32In all of these, this starts with a big
240. 8:35idea, a main idea,
241. 8:37and then we can extract multiple angles
242. 8:40and formats out of this one idea.
243. 8:44But this idea is not just a random idea.
244. 8:46This content idea isn't just shooting
245. 8:48from the hip. It's literally meant to
246. 8:51install a new belief into the followers
247. 8:53into the prospects. Guys, understand
248. 8:56something.
249. 8:57If they never adopt this new belief,
250. 9:01they will never buy.
251. 9:03They will never buy.
252. 9:04There are essentially
253. 9:08three to five beliefs
254. 9:10that your prospect hold ons holds on to
255. 9:14that when they believe that new belief
256. 9:16system, at that point they'll be ready
257. 9:18to buy. So, when people say, "Well,
258. 9:22I know the more content I make,
259. 9:24right? The more chances I have of
260. 9:26signing clients." Well, that's sure
261. 9:27sure, right? I mean, in a balance of
262. 9:29probability, if you post 10 times a
263. 9:31month versus 100 times a month, then
264. 9:33yeah, you'll probably sign more clients,
265. 9:34potentially.
266. 9:36The only problem is that there's no
267. 9:37intentionality behind the content.
268. 9:40So, the good thing about this, and this
269. 9:43is why it's called the middle of funnel
270. 9:44masterclass, is cuz we're not talking
271. 9:46about reels that are going to get
272. 9:48100,000 views, a million views.
273. 9:50Right? We're not talking about reels
274. 9:51that are going to get you 100,000 views,
275. 9:53a million views.
276. 9:55Right?
277. 9:56And I'm not even breaking down the
278. 9:58bottom of funnel. I'm not even really
279. 9:59breaking down the DMs. I'm just helping
280. 10:01you guys understand like, "Hey, look,
281. 10:03whatever objection you get, let's say
282. 10:05you message people and they're
283. 10:06ghosting you.
284. 10:07Right? What are we going to do?
285. 10:10Guys, um
286. 10:11the thing is is that people will ghost
287. 10:13someone that's trying to help them.
288. 10:15When a reality,
289. 10:17I knew that even though it was an
290. 10:19uncomfortable conversation with my
291. 10:21mentor, it was something that I needed
292. 10:22to do because it was the only way I was
293. 10:23going to get better.
294. 10:25Those people then,
295. 10:26in the DMs, they start to
296. 10:29essentially
297. 10:31adopt a new belief system.
298. 10:34So, it breaks this.
299. 10:38And I'm going to draw this green.
300. 10:40You break the belief and then you
301. 10:41install
302. 10:45the new belief, right? Which would be
303. 10:46right here.
304. 10:48This is the new belief.
305. 10:49This is what creates less resistance
306. 10:52from the open to the close.
307. 10:56Okay?
308. 10:59Inside of your DMs, every day, this is
309. 11:02really what it should look like.
310. 11:04You go into DMs and you just see.
311. 11:08In a perfect world, 100% of your
312. 11:10followers will convert. In a perfect
313. 11:12world, 100% of your followers would
314. 11:15convert. I want you I want to give you a
315. 11:17scenario for a second.
316. 11:19Let's just say that like I told you that
317. 11:21you could never have any new followers,
318. 11:23right? Only followers you have and you
319. 11:25got 689 followers, 16,000 followers,
320. 11:302,200 followers. You can never get a new
321. 11:33follower.
322. 11:34And I cap your direct message volume at
323. 11:36five a day.
324. 11:38Right?
325. 11:40Now, if that was the case,
326. 11:43then I would then look at this process
327. 11:45as an in in the DMs
328. 11:48as
329. 11:49well,
330. 11:50if I'm
331. 11:52opening my DMs every day, I don't have
332. 11:54to sit there and try to, you know,
333. 11:56walk around my porch and and and
334. 11:59try to ponder on what I want to talk
335. 12:01about. I can literally just go in the
336. 12:03DMs because my prospects are giving me
337. 12:05the exact content
338. 12:08that they need to consume in order for
339. 12:10their belief system to change so they
340. 12:11buy.
341. 12:13So, every day I'm like this, guys.
342. 12:15All right? And I'll even show you guys
343. 12:16with my phone.
344. 12:21>> [snorts]
345. 12:21>> I got my DMs open right here.
346. 12:25This is what the morning looks like for
347. 12:26me, right? I'm going in.
348. 12:28And I'm looking, okay.
349. 12:30Talk to a good amount of people.
350. 12:33For example,
351. 12:35if I open
352. 12:39really any random DM, but I want to make
353. 12:41this like a good one.
354. 12:43If I open really any random DM,
355. 12:45>> [clears throat]
356. 12:47>> I'm going to find
357. 12:49a point of resistance, right? So, I'm
358. 12:51not going to give this guy's name, but
359. 12:53I'm talking to this guy, right?
360. 12:56And essentially, he stops responding,
361. 12:58right?
362. 12:58He says,
363. 13:00I sent him my offer. He says, "I'll let
364. 13:02you know. Thank you."
365. 13:04No urgency.
366. 13:06This person has been stuck at the same
367. 13:07revenue This This guy has a a baseball
368. 13:09offer. He helps people uh people with
369. 13:11baseball.
370. 13:13He's been at the same revenue since he
371. 13:14first started following me like 3 years
372. 13:16ago.
373. 13:17Right? Why do you think that is?
374. 13:20Well, there's no urgency.
375. 13:23You know, there's no urgency. So, if I
376. 13:25see that
377. 13:26and knowing this person watches my
378. 13:28Instagram stories every day,
379. 13:30you guys will refer to episode one and
380. 13:32you'll remember the
381. 13:34training I did about the window,
382. 13:37right? And essentially,
383. 13:41when people are in your Instagram
384. 13:43stories,
385. 13:45right?
386. 13:46It's a window into your business.
387. 13:49So now I'll go I'll make content I'll
388. 13:50say,
389. 13:52"Okay, people don't understand that it's
390. 13:55so much less about strat- This is my own
391. 13:57words. This is my own experience.
392. 13:59It's so much less important
393. 14:02that you have the proper strategy as
394. 14:03compared to moving urgently and
395. 14:05understanding the fact that time is
396. 14:07finite and you don't have a lot of it.
397. 14:09That's it.
398. 14:10If you had massive urgency,
399. 14:15and someone else had the perfect
400. 14:16strategy but no urgency, you would beat
401. 14:18them every time.
402. 14:20Why moving quickly
403. 14:22made me a millionaire. That's the idea.
404. 14:25That turns into the long-form content.
405. 14:27Then we get lead magnet clips from the
406. 14:28long-form YouTube. We make a micro VSL.
407. 14:33And then we also have our Instagram
408. 14:34story layups, where we're talking
409. 14:36Instagram stories, right? Where I'm
410. 14:37going to go
411. 14:39I'm talking about this YouTube channel
412. 14:41or or YouTube video,
413. 14:43and the topic was oh, you need to move
414. 14:45with urgency.
415. 14:47I'd start with one. I'd say, "This is
416. 14:49the number one thing that you need when
417. 14:51it comes to speed in business and what's
418. 14:53going to make you money." Right? Boom.
419. 14:54That's an Instagram story. I can put a
420. 14:56caption on that and I can post it and
421. 14:57then resave it and post it as a reel
422. 14:59later. Number two, I'm going to make
423. 15:01another Instagram story with the same
424. 15:03topic, but I'm going to start it as if
425. 15:05it were a reel.
426. 15:06Right? Say something along the lines of,
427. 15:09"Guys, uh you know, when I was 21 or I
428. 15:11was 25, I saw a lot of people that were
429. 15:14younger than me making money on the
430. 15:15internet and I realized well, it's
431. 15:16because they uh they were just moving
432. 15:18quicker than me.
433. 15:19Right? Number three,
434. 15:21why urgency is a necessity for building
435. 15:24a coaching business.
436. 15:25All right, just different topics,
437. 15:27fleshing out different angles.
438. 15:29But, here's where we start to create
439. 15:33an ecosystem
440. 15:36of identity shifting. Right? Because
441. 15:40underneath the identity is a belief.
442. 15:43Right? Men have have different beliefs
443. 15:45than women. Children have different
444. 15:47beliefs
445. 15:48than adults. Right? Maybe you have a
446. 15:51different cultural background. Maybe you
447. 15:52have a different job. Maybe you have a
448. 15:54different financial status, health
449. 15:56status, right? All of these things are
450. 15:58going to
451. 16:00should I say instill a belief system
452. 16:02into you that may or may not serve you
453. 16:04depending on your results.
454. 16:06When we can change their belief system,
455. 16:09and then we create an ecosystem of
456. 16:11content that is doing the job, the
457. 16:14number one thing that needs to happen
458. 16:16for them to buy.
459. 16:18That's when we master the middle of
460. 16:21funnel, and we turn followers into
461. 16:23perfect high-ticket clients. Guys, this
462. 16:24is episode two of the 15-minute
463. 16:26masterclass.
464. 16:27I don't know if it was 15 minutes.
465. 16:28Hopefully,
466. 16:29you want to get in touch with me, you
467. 16:30can apply below.
468. 16:32I only work with about 25 people a
469. 16:35month.
470. 16:36Regardless, if you're if you're lazy,
471. 16:39you don't work hard, you don't have a
472. 16:40coaching offer, I cannot help you.
473. 16:43But, if you do, you can apply below.
474. 16:45Also, I have a YouTube video below, $2.5
475. 16:47million masterclass. Check it out. All
476. 16:50game for you guys. Until next time.
477. 16:52Peace.