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The Million Dollar Plan (Step-by-Step Roadmap) — Transcript

by Taki Moore · 7,419 words · 1,049 segments · language en · Watch on YouTube

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0:00Hey, Taki here. I'm going to walk you
0:01through the million-dollar plan. The
0:02quickest way I know to get you to a
0:03million dollars a year and beyond as a
0:05coach. Do two things. Uh what are the
0:07phases in the journey? What does the
0:08path ahead look like? And then second,
0:11what are the key pieces of your
0:13marketing, your sales, and your delivery
0:14it's going to take to help you build a
0:15seven figure lifestyle empire. I've done
0:17this for me, done this for hundreds of
0:18clients. Got about a billion dollars in
0:20client revenue under our belt so far.
0:22and literally hundreds and hundreds and
0:24hundreds of clients to uh a million
0:26dollars a year, a million dollars a
0:28month, a couple at a million dollars a
0:30week. Stay tuned. I'll show you how it
0:31works. Growing a coaching business
0:34looks a lot like this when you think
0:36about the the phases involved.
0:38Obviously, we all start at the bottom of
0:39the mountain. Every coach starts at zero
0:41and our job is to get as close to the
0:42top, as high up the top as we want to
0:44get. Businesses like these grow, I guess
0:48like all businesses, in ones and threes.
0:50And what I mean by that specifically is
0:53you're going from 0 to 10k a month is a
0:54journey. From 10 to 30 is a journey.
0:57From 30 to a mill is a journey. From 1
1:00to 3 is a journey. And 3 to 10. So it's
1:0210 30 1 3 10. They all start with ones
1:06or threes. They're the significant
1:08milestones. And what I find is every
1:09time we hit one of those milestones, uh,
1:12something breaks or the model needs to
1:14tweak. Either the delivery model or the
1:16marketing and sales engines. Okay. So,
1:19let's let's build this out together. So,
1:21what are the what are the revenue
1:22levels? Well, obviously we've got zero
1:2410k a month, 30k a month,
1:28uh 1 mil, I'm talking about a year. You
1:30could call it 100k, but a mil a year, 3
1:33mil a year, and 10 plus. And we've got
1:35clients right up this spectrum. About a
1:37third of our clients are between 1 to 5
1:39mil uh a year and 1 to 5 mil a month.
1:44So, um we've got good experience taking
1:46people all the way through. Okay. How do
1:48you start? I don't know where you are on
1:49this journey right now. You're probably
1:50already going, "Well, that that one's
1:51me. I'll get to you. I promise." We all
1:53start at the same place. We start at
1:54zero money or below zero. Haven't made a
1:56dollar yet in
1:58startup. Startup's really fun. You know,
2:00you get this idea. Um, you're excited
2:02about trying this coaching thing. You're
2:05doing it in your uh in your spare
2:07time on the side around other stuff,
2:10playing the game. It's fun. It's
2:12exciting. Good place to start. Not a
2:13great place to stay. I'm going to skip
2:14that cuz I'm assuming you're beyond that
2:16now. our next phase between zero and 10k
2:20a month we're really in survival
2:24mode 10k most western countries like 10k
2:28is like you minimum like I can live
2:31money we're probably doing this
2:32part-time around other things again
2:34getting to 10k is the first milestone
2:36because that's the place we can go okay
2:37this is my main gig now and I'm on the
2:39journey so we've got a program called
2:41clients which helps people get to 10k a
2:43month that's how that works once we hit
2:45the 10k threshold we're out of survival
2:47and into stability. Stability because
2:50we're kind of over the the magic 10k
2:53number. It's kind of a misnomer because
2:55if you're at 10 uh you know 10k you you
2:58got a handful of clients. It only takes
3:00one bad week and you lose you know one
3:01two three clients on a bad Wednesday
3:03afternoon sending you text messages and
3:04emails. They never talk to you um in
3:06person. But you lose a few clients and
3:08you're back under the line. So we want
3:09to get from 10 to 30 as quickly as we
3:10can. A lot of coaches get stuck there.
3:12Um because for all of these lessons, the
3:15thing that got you there isn't the thing
3:16that's going to get you where you want
3:17to go.
3:18Um we'll talk in a minute about uh what
3:21are the right next things, the projects
3:23at each stage, but one of the big
3:24mistakes is that coaches up the top are
3:27still doing or in the middle rather are
3:28still doing the stuff that got them to
3:30say 30 and they're not the things which
3:31will get them beyond. And then you got
3:33people down the bottom looking at what
3:34the gurus are doing saying I should be
3:35doing that. No, no, no. They're doing
3:36the right business for their stage. So,
3:38it's really important that we gauge the
3:39stage and then we pick the right
3:40strategies. Um, stability, you know,
3:43let's call that it's a full-time gig.
3:45Now, if you're doing kind of 10, 20, 30k
3:46a month, it's probably your your main
3:49deal. Businesses get stuck here if they
3:52don't change the model. What happens is
3:55they hit the next phase, which is called
3:57success. Uh, everyone looks at you like,
4:01"Wow, how you doing that?" You know, 30,
4:0240, 50, $60,000 a month. That's amazing.
4:05How you doing it? You're like, it's
4:06actually really hard work because what
4:08happens is while the the numbers are
4:09there, the dollars are there, most
4:11coaches in this phase are working not
4:12full-time, but they're working like
4:14overtime, working really really hard. I
4:17want to come back to a couple of the key
4:18places where the model needs to change
4:19in a
4:20moment. Uh, from
4:23success, we hit scale a million bucks a
4:26year. You're in the less than 1% of
4:28coaches, whoever makes it. And um
4:31somewhere around this like 6070
4:35$80,000 a month mark, my relationship
4:38with time and like effort and results
4:40really changed. We went from like
4:41working really hard to money time. I
4:44felt like everything I touched turned to
4:45gold. I had momentum now. I dialed in my
4:47you my my message down here. I'd done
4:49the reps. I knew what I was about. I
4:51have I found my voice, my main channels.
4:53The offer was good and scaling. And we
4:54just hit money time. It just takes off.
4:57Um, the one thing that gets people stuck
4:59in scale is often you can get to a
5:01million dollars a year off like jazz
5:03hands and personality, but you can't
5:05triple it off jazz hands and
5:07personality. You need some some
5:08structure, some team, some support, some
5:11systems. Otherwise, like you want to 10x
5:13your business, but you can't 10x your
5:14workload. Uh, the final layer here, 10
5:18mil plus, you like we're basically
5:20talking about going from a mil or two or
5:22three to a million bucks a month. Um, we
5:25call it
5:30significance. Significance. And, um, you
5:33can take it two ways. It's either, hey,
5:34look at me, I'm kind of a big deal. Wow,
5:35look at them. They're kind of a big
5:36deal. Or the way I do, this is a chance
5:39to make a real impact, uh, and lead lead
5:42my market, make a dent in my part of the
5:45world. Uh, significant difference for
5:48for you, for your team, for your
5:50clients, and for the industry. And we go
5:52from like, you know, spare time, money
5:54time to free time. Either free to goof
5:57off and build a lifestyle business,
5:58that's what you want, it's awesome. Or
6:00to build an empire and you're freed up
6:02to work on the sweet spot, you know, the
6:03genius zone of your business. So this is
6:05the journey that we've taken people
6:07through over the last
6:09uh 15
6:11years. And uh what I'd like to do right
6:14now is going to highlight a couple of
6:15places where people typically get stuck
6:18uh and then show you how to diagnose and
6:19fix yours.
6:22Uh, obviously here we're talking
6:26money and here we're talking
6:30time. The biggies are
6:33um getting to
6:3730K, right? Um, getting to 30K 30 to
6:4130K. It's uh offer locked in, simple
6:45marketing that's working. We start to
6:46play with ads, simple stuff. I'll show
6:48you in a in a moment.
6:50um and a delivery model that doesn't
6:51keep you broken and it doesn't break you
6:54rather. And when we hit a million
6:55dollars, I find people get stuck at
6:56the$1 to2 million swamp if they don't
6:59have subsistence dialed in. Otherwise,
7:01like it's jazz hands work and the hands
7:03get tired. Um so, like I said, we've
7:08been doing this for 15 years, helping
7:11people break through this model. What
7:13I'd like to do right now is take you to
7:14the iPad, show you the how-to, so you
7:16can look at your business and go, "What
7:17needs work? what's great, where do I
7:19focus next, and what's the system that I
7:21need to apply to me. Cool. So, um, come
7:23on over and I'll show you how it works.
7:24All right. Hey, sorry to interrupt
7:26myself and yourself. If you've seen
7:28enough and you want to find out a little
7:29bit more about what it looks like to
7:30work together, send me a message on
7:31Instagram, uh, Takimmore, just, uh, send
7:34me the word tacos. Uh, that'll be our
7:37little secret code that I know you've
7:39seen this video, and I'll send you a
7:40quick doc with the details of what it
7:41looks like to work together. Do that.
7:43I'll see you soon. So, let me walk you
7:44through the million-dollar plan. This is
7:46the quickest way I know to get you to uh
7:48a mill or two or three. Uh and it'll be
7:5112, 24, 36 months depending on where you
7:53are right now and how high you want to
7:55grow. Let's call it a million bucks in a
7:57year as a as a target. So, this is the
8:01this is the plan. We want to start with
8:02the sweet spot. What's the goal? We
8:04always start with like, are we aligned
8:05on outcomes here? Uh the most important
8:08thing here is my goal for you and if
8:12this isn't aligned you should click out
8:13of this video and go find somebody else
8:15is that we build a 7
8:19figure
8:21lifestyle
8:24empire.
8:26Oops. And what I mean specifically is
8:28this. Uh in the old days you used to
8:30have to choose am I building a lifestyle
8:32business or I'm bu building an empire.
8:35Uh those days are long gone. Every
8:37business is a lifestyle business whether
8:38you think about it or not because every
8:40business impacts your lifestyle and say
8:41here's what I want for you. I want more
8:43money. I want more meaning. Want more
8:44freedom. Uh we can get this thing easily
8:47to a million or two or three or more in
8:50a way that as the business gets bigger
8:52your life gets better. And it will look
8:54different for you know for you depending
8:56on your goals whether you're after a um
9:00something that's like uh1 to $3 million
9:03you know maybe up to $5 million. heaps
9:05of lifestyle, heaps of profit. Um, uh,
9:08like Sean, the dude came to us as a DJ,
9:11wanted to build some cash so he could
9:12like DJ full-time. Uh, got his business
9:15to a mill and a bit a year, uh, in a few
9:19hours, a few hours a day because every
9:21night he's out somewhere in the world,
9:24you know, creating music, playing
9:26parties. I'm not a I don't know idiom,
9:28but like making the crowd go bananas,
9:30okay? But he's built this thing that's
9:32perfect for him, and that's that's the
9:34goal. He doesn't want a big team. He
9:35wants something um a couple of million
9:37bucks, lean, profitable, heaps of time.
9:39Or you might be more like Tony who wants
9:41to build something bigger, bigger team,
9:43significantly more profit. You know,
9:45eight figures revenue, tons and tons and
9:48tons of profit. And his version of free
9:50time, yes, he's got a ton of time off,
9:51but it's he's in his sweet spot role.
9:53And what excites him right now is
9:55creating u having the team that grows a
9:58business so that the team the team gets
10:00wealthy as the business gets bigger.
10:01It's super exciting.
10:03um or Steph uh Steph got to a million
10:06bucks with us uh in black belt uh year
10:09ago and uh look built a big business
10:12loved it. It felt a bit heavy team-wise
10:14and time-wise and so she's like
10:15redesigned it around the idea of lean
10:17and simple and now they'll do I think
10:19like this month they did just under 250k
10:24uh in Rev in 20 hours a week and her and
10:27a hubby and their dog run the business
10:29from a caravan as they travel around
10:30Australia. So whether you want uh 1 to 5
10:33mil a year um in rev healthy profit lean
10:37team lots of time or you want to go 1 to
10:405
10:40mil a month or somewhere in between the
10:44goal is lifestyle empire you know it's a
10:46lifestyle empire because three things
10:49happen three things are true of you and
10:51the business and the three kind of
10:53outcomes we want are
10:56uh number one that there is
10:59tons of
11:03both revenue and profit. Uh number two,
11:06got a hair on my iPad here. Uh number
11:08two, that
11:10there's meaningful work. You're doing
11:13work you love, making a difference to
11:14people you really, really care about.
11:15And number three, that you do those two
11:17things
11:18while
11:22you're three. Okay? So that as the
11:24business gets bigger, life gets better.
11:25That's the sweet spot. And so here's the
11:27question I've got for you. Does that
11:29connect with you right now? Either I
11:31want something big but heaps of profit
11:32and lots of time or I want something bit
11:34more boutique, a bit a bit smaller, a
11:36bit leaner and a bit more agile, lots of
11:38profit. Either way, if money freedom is
11:40the goal, this is the conversation worth
11:42having. So, there are three things which
11:44get in the way of this kind of business.
11:47Uh, three problems that most coaches
11:49bump up against. Uh, there's a marketing
11:51problem, a sales problem, and a delivery
11:53problem. the marketing problem is that
11:56your um lead flow is
12:01poor. Just not enough new leads. So if
12:03you go, you know, if I think about the
12:05inbound and the leads in my world, is it
12:08a trickle, a flow, a flood? Do I have
12:10enough leads to grow and grow fast? Most
12:12coaches, the answer is no. Lead flow is
12:14a real issue. Um the second problem are
12:20uh leaks in sales. So either they're
12:25they're awkward at sales and don't
12:27convert like they want to or they were
12:28really good and now there's a team
12:29running the sales and people aren't
12:31buying or frankly the sales process is
12:33over complicated and and there's like
12:34blockages and leakages and people don't
12:36go from like curious to committed in the
12:38simplest journey possible. There's a
12:40bunch of problems there. And the third
12:42thing is that most coaches are frankly
12:47overworked. So no leads, no sales, no
12:50time. That's what we're here to fix. If
12:52any one of those is true for you, then
12:53let's talk about the
12:54solution. On the on the uh marketing
12:58side, the lead side, our job is really
12:59simple. I'm going to zoom in here a
13:01little bit. Uh what we want is to run
13:04some
13:06systems. And the first marketing engine
13:08we first engine we got is our marketing
13:10engine. It's called attract and the we
13:12know we've done this right when we're
13:13getting
13:15leads every
13:19day. Okay, leads every day. That's the
13:22first milestone. Uh when we work with a
13:24client, we're trying to build this
13:25lifestyle empire. The first milestone is
13:26how do we get leads every day? The
13:28second milestone on the sales side of
13:30things is that uh you we're in the
13:32convert
13:35area is that we've got uh sales
13:42every week. So every every day new
13:45people are coming into our world. Every
13:46week people are joining and buying.
13:48That's the second milestone. When we hit
13:49that, we know that we're on track. And
13:51then on the on the uh delivery side,
13:59oops, deliver. What we want is we want
14:03the the way to get out of overwork is we
14:05want to set up a business where um
14:08people's results are not dependent on
14:10you and your time. It's dependent on a
14:12system. Okay? And what we want is we
14:14want clients
14:18oops who
14:20stay for
14:24years. When we've got leads every day
14:27and sales every week and clients who
14:29stay for years, the business gets simple
14:30again. And that's what we're after. So,
14:32what I want to do right now is walk you
14:33through the how-to, uh, show you the
14:37some of the missions, the projects that
14:38we run with our clients to help make
14:40those things happen. Um, because if we
14:42can get a simple recipe of, you know, 1
14:45plus 2 plus 3 equals leads every day,
14:47and that's a core problem for you, then
14:49I want to show you, you know, how that
14:50can work. On the same side of things,
14:53we'll show you, you know, 4 plus 5 plus
14:556 equals converting sales every week.
14:58Now, we've got a sales engine that's up
14:59and running. So, let me walk you
15:00through. I'll give you a couple
15:01examples. And what we want to do is I'll
15:03I'll tell it to you, but the most
15:05important thing here isn't that you like
15:06learn a model and draw a shape. The most
15:09important thing is we use this like a 3D
15:11scan of your business, like a CAT scan,
15:12I suppose, like an X-ray. And so, for
15:15each one, I'll tell you what it is. I'll
15:17show you a quick example. Uh, and then
15:20I'll ask you a question. I'll tell you a
15:21statement. I want you to score yourself
15:22like you're at a traffic light.
15:25Uh, and you're either going to be, you
15:27for each one of these statements, you'll
15:29be like either
15:32green, this is a real strength for us,
15:34we're solid, or yellow, it's okay, could
15:38use an upgrade, or red, this is a real
15:40problem I could use some work on. And
15:42what we what we do once we've got our
15:43colors mapped out, we're just going to
15:45be able to diagnose your business. Go,
15:46this is the first thing that we need to
15:47work on together. Is that
15:49cool? So, uh, let's get started.
15:57Um blue. Okay. On the marketing side,
16:00the problem to solve is poor lead flow.
16:03The milestone to hit is leads every day.
16:06We want to do three things. Uh first
16:07thing on the menu is we need to
16:10build your
16:15audience. Uh frankly, whatever however
16:18many people are in your world right now
16:20prospect wise. Um, think about email
16:22list, Instagram, Facebook, live social
16:24audiences, etc. podcast, YouTube
16:27subscribers. The bigger the audience is,
16:29the easier it gets. It's as simple as
16:31that. Uh, big audience equals easy.
16:33Small audience equals hard. Our job is
16:35to build the build the audience. Uh, one
16:38of the core tools we use for this is
16:39just called audience amplification where
16:41we take uh, we've got a system of
16:43organic content and then we uh, we run
16:47traffic to organic content. It's really,
16:50really simple. you don't need to be
16:50fancy, clever ads. And what it does is
16:52just built a big fat audience of people
16:53who uh like you, follow you, um engage
16:57with you that we can move automatically
16:59into sales process. So audience, the
17:02audience amplifier is the how we do it.
17:05And um Laura does an incredible job of
17:07this. If you check her out, uh Laura
17:08Higgins u Insta, you'd see that she's
17:11got uh an amazing social presence, a
17:13super engaged audience. the audience is
17:15growing uh every single week and every
17:17day people are commenting to go from I
17:20just found you to I'd like to find out
17:21more about working with you because
17:22she's running this audience
17:23amplification piece super super well. So
17:25the question I got for you is this. When
17:26you think about your audience, do you
17:30have a consistent flow of new leads
17:32coming into your world every single day
17:34from organic and lowcost paid
17:36strategies? If you do um and it's solid
17:39and you love it and it's consistent
17:41enough, that's a green. If you're doing
17:45okay, but it could be better. That's a
17:47yellow. And if it's a bit broken and you
17:49just want your audience to be bigger,
17:50let's call that red. Love it. As you go
17:52through this, just to either color coded
17:54or just write G for green, uh Y for
17:56yellow, R for red as we go. Okay, I'll
17:59just mark that. I'll mark that red cuz
18:01for a lot of people it's a problem area.
18:03Okay.
18:05Number number
18:07two. The second big piece. We've built
18:09an audience. Now what? Second piece is
18:12really simple. Our job is to
18:15lead your
18:17market. I mean two things. Firstly,
18:22uh I want you to show up as the leader
18:23of your space, right? It matters. Uh I
18:27think about our space in the in the
18:30coaching world. I'm the mayor of this
18:31town. I want you to be the mayor of your
18:33town. So, we need to lead your market.
18:34That means you take on a leadership role
18:35and your job is to coach your market,
18:37not just your clients. Uh the second
18:39piece of this tactically speaking is we
18:42need a a bridge between the content you
18:43put out and the sales process offers
18:46pipeline that you've got. We don't just
18:48want to like share content, but we want
18:49to lead people to your offers. Okay. Uh
18:53you know who does
18:54this incredibly well is uh guy I've been
18:58working with for a long long time, a
18:59really dear friend. His name's Dan. You
19:01Dan Martell. You've probably seen him on
19:02the internet. Uh, I think he just hit a
19:04mill a million Instagram followers, a
19:07million subs on YouTube. He's been super
19:08super consistent. He does two things
19:10incredibly well. Number one, he shows up
19:12like the leader of his market, helping
19:14people in the areas of, uh, of business,
19:16uh, health and fitness now and mindset.
19:20Um, but he showed up consistently taking
19:22people on this journey, leading people
19:23in direction. And number two,
19:26strategically, every week, if you watch
19:28his stuff on socials, there's bridges
19:30into the offers. Okay, that's exactly
19:33what we want. I met Dan when he was just
19:35getting started thinking about becoming
19:36a coach and look at him now. He's
19:38crushing. So, the question I've got is
19:40kind of twofold. Again, this is a red,
19:42yellow, green for you. Are you leading
19:44your market, showing up as the leader of
19:46this tribe of people? And number two, is
19:48there an obvious direct link between the
19:50content you've got and the next steps
19:51you want people to make all the way
19:52through to becoming a client? Green,
19:54yellow, red, mark it down. Let me know
19:56what you come up with.
20:00Okay, let's call that yellow maybe.
20:02Next, the third step in getting leads
20:06every day. It's one thing to have people
20:08um in your audience and following stuff.
20:10We need to like deliberately have them
20:12raise their hand for for more. And so
20:15the the third piece of this puzzle is to
20:20generate demand.
20:25And so every every single week, we want
20:27people raising their hand to find out
20:29more about working with you. Not just to
20:31download a lead magnet, raising their
20:33hand and entering a seamless, hopefully
20:35automated sales process together. That's
20:38the goal. So this is a great client
20:40called Matt. He actually used to be the
20:41barista at my local cafe in Sydney. Um
20:44super good guy. Started the coaching
20:46business. Reached out like, "Hey, is
20:47this thing a real thing?" I'm like,
20:48"Hunderc legit. You can do amazing
20:50here." Um hit a million bucks last year,
20:53July. and um you know for the year.
20:56Super proud of him. Uh just did
21:00two 248
21:03um this month last month rather. Uh
21:05super super proud. All done off organic
21:07content using this demand generation
21:09system. It's incredible. It's like 400
21:11people I think a day opting in
21:13organically giving email address and
21:16entering sales process. It's boss. So
21:18the question I've got for you is this.
21:19When it comes to your demand generation,
21:22do you have uh multiple offers, multiple
21:25front doors for the product you've
21:28got? One product. Good. Multiple offers.
21:31Great. Uh do we have multiple front
21:34doors to the product we've got? And
21:35every single day, people are raising
21:36their hand to find out more. That's
21:39either a green or a yellow or a red for
21:41you. Score it. And we're just going to
21:42once we've done we're going to zoom back
21:43out and have a look at our map and go,
21:44"Hey, how are we doing here?"
21:47Most people are okay if they're putting
21:48out the content piece. They're not super
21:49good at getting the getting the people
21:51to raise their hand and want more. So,
21:53I'll mark that red. Okay. When we can
21:57build an audience, lead our market and
21:59generate demand, we get leads every
22:00single day, the attract bucket, attract
22:02site is fixed, and we don't have a poor
22:03lead flow problem anymore. We're on our
22:05way to seven figure lifestyle empire.
22:07Oh, let's have a look on this side over
22:09here on the sales side of things. Again,
22:11the goal is sales every week. Three
22:13things we we want to do.
22:15First, uh, first thing we want to do is
22:18we want to
22:19craft our
22:22offer, your offer wants to be so clear
22:26that only an idiot would say no to it.
22:29An idiot or a non-qualified person. And
22:31so, the the test is this. We call it the
22:33silent offer. Uh, if you're in a room
22:35with a prospect, neither is you allowed
22:37to talk. All you're allowed to do is
22:39write your offer down on a sheet of
22:40paper, slide it across the table at
22:42them, they pick it up and have a read.
22:44And they either nod, "Yep, I'm in. Let's
22:46do it." Or, "No, I'm out. I don't want
22:49it." If we put that in front of 10
22:51people, how many would say yes? For most
22:53people, the offer doesn't sell itself.
22:55It needs a lot of sales, a lot of
22:56explaining, a lot of like, you know, arm
22:58twisting, a lot of
23:01voodoo. It's hard
23:04work. So,
23:06uh,
23:08Oops, that's Matt. We talked about Matt.
23:09This is Maria. I love Maria to bits. Uh
23:13got her to a million dollars and uh I
23:16think now she does like half a mill a
23:18month, something like that. Uh and all
23:20of the offers are completely handsoff.
23:22Uh she made a decision, had a had a new
23:23bub, wanted no sales calls, no sales
23:26team, uh no delivery call, like no group
23:29coaching, no nothing in her calendar. So
23:31now her job is to create content and
23:34build offers that sell themselves. It's
23:36super impressive. I mean, she's got a
23:38ton of free time. Business is super high
23:40margin. It's very lean. I think it's
23:41like uh her and her sister, maybe a
23:43couple of VAS. It's a good little biz.
23:45Um because she's crafted an offer that
23:48sells itself. So, the question I've got
23:49for you is is
23:52that does your offer sell itself? Could
23:55somebody read it and go, I'm in, and
23:57give you money without the need to talk
23:58to you? Regardless of if you've got a
24:00sales team or a sales process, it wants
24:02to be good enough that people see it and
24:03say, "Let's do it." green, yellow, red.
24:05Score it out. I think people are
24:08getting Oh, yeah. Smart people are
24:10getting better at this. Uh, I'll mark it
24:12yellow for you. It might be green, might
24:13be orange, might be uh might be yellow
24:15or that might be
24:17red. Okay. Once we've got an offer,
24:20that's great. The next thing we need to
24:22do is just fix the fact that most
24:24people's sales processes are all over
24:26the place and they're clunky and
24:27confusing and messy. Our
24:29job is to streamline
24:36sales, whether you're selling uh in the
24:39DMs, whether you're selling with a
24:41Google doc, whether you're selling on
24:42calls, or whether it's kind of live
24:44event based or like Zooms or rooms, we
24:47need a sales process that is simple,
24:49that there's one clear pipeline that
24:50everybody in the business follows. This
24:52is how we get customers here. Okay? If
24:54you've got that, life is easy because we
24:56can optimize. If you don't, it's a mess.
24:58I've seen some new clients come with
24:59their they go, "Here's my pipeline, and
25:01it looks like spaghetti on a page. No
25:03wonder it's not working. It needs to be
25:05simple because it's simple. We can dial
25:06it in as many steps as necessary and as
25:09few as we possibly can is the secret.
25:11Okay. So, you want to streamline sales.
25:13Uh coaches in black belt uh and
25:15boardroom sell their stuff on calls or
25:17with chat and a dock. Um and then third,
25:20they'll use events. Regardless of which
25:22one you want, uh we want the process to
25:24be dialed in and uh and simple. This guy
25:27right here is Brian. He's a super smart
25:29cat. Uh, I think I met him when he was
25:3122, something like that. He was like, "I
25:33want to hit a million dollars by the
25:34time I'm 20, like three years later,
25:37whatever that was, 25. I might have the
25:39dates slightly wrong, but loosely that."
25:42And uh, he had the eye of the target. I
25:44just knew that he was going to do big
25:46things. Uh, hit a million dollars. I
25:48just talked to him on the weekend, so a
25:51couple of days ago, and uh, it just hit
25:53$10 million for the year. And the one
25:56big change he made was to sales process.
25:58It was all solved by chat. Uh relatively
26:01low ticket and high volume. Uh tweaked
26:04the offer and the price. Now it's uh
26:07people go from his Instagram audience to
26:08chat to scheduling a call with one of
26:10his team and they're crushing. They're
26:12on a tear. But the sales process itself
26:14when you dig into it is incredibly
26:15simple and really really efficient. So,
26:18the question I've got for you when it
26:19comes to your sales process
26:22is, do you have a a simple optimized
26:27sales process that is incredibly
26:30straightforward so that uh deals flow
26:33daily and people don't fall out, you
26:36know, fall out of the cracks or get
26:37stuck, lost, confused. Okay. Green,
26:40yellow, red. How are we doing sales
26:44processwise? Let's say, hey, I'm pretty
26:46good at that. Amazing. So, we've got a
26:49great offer. We've got the the most
26:51stream uh streamlined sales process that
26:53we can possibly get. Something that's
26:55going to take us uh from, you know, take
26:56people from curious to committed. What
26:58do we need next? Well, we've got the
27:00ability right now to make a sale anytime
27:02we want. But what we don't have is the
27:04ability to make sales at scale. And so,
27:07the third piece is we're going to drive
27:11campaigns. Yep.
27:15Uh if you're sales driven right now,
27:18you're probably working really, really
27:19hard. You can take a lot of pressure off
27:21the sales team by driving a weekly
27:23campaign. Uh what we want is the tool we
27:26use is called the offer cycle. And when
27:28you use the offer cycle, there's a
27:30campaign calendar at least 3 months out
27:33and it has for every week, here's the
27:35offer, here's the theme. And its job is
27:37to generate demand, move people uh move
27:39interested people into the sales process
27:40quickly so you can sign up clients
27:42minimum every week more often than not
27:45every day. Uh let me um let me show you
27:49an example. Oops, wrong example. Let me
27:52show you the right example. Yeah. Okay.
27:55So, I love this. This is an amazing
27:57woman called Deb. Uh works with Dance
27:59Studios and she came to our event in
28:01Fiji and uh it's 36 hours from London to
28:04Fiji. She flew uh economy class coach I
28:08think you call it in the states and but
28:11it was a long trip and then she had to
28:12fly all the way back. She learned a
28:13bunch of stuff including uh some of this
28:15office cycle stuff. Decided I'm going to
28:16give it a try. So she sends an email out
28:19to her audience and posts on social and
28:21just says hey I'm jumping on a plane. I
28:23got 36 hours. This is the offer. Uh like
28:26this is the this is the offer. This is
28:27the big idea. Uh and it expires the
28:30moment my plane touches down in London
28:32Heathrow airport. Okay.
28:34So ask for Yeah. If you want find out
28:36more, do it right now cuz when the when
28:39I get off the plane, the deal's off the
28:41table. Okay. Made $60,000 on the plane
28:44and now only flies business class. Just
28:45bought herself a um a super nice chateau
28:47in France. Very very exciting. Uh so
28:50here's the here's the question I've got
28:51for you. When it comes to your your
28:54sales process, are you sales driven or
28:56are you campaign driven? Do you have a
29:00um a campaign calendar which for every
29:03week has here's the offer, here's the
29:04theme, uh that's designed to uh fill the
29:08pipeline and make sales easy every
29:09single week. You either do green, you
29:12don't red, or it's okay, but it's not
29:14really working yellow. Most people I
29:16talk talk to their marketing is super
29:19hoham and same same. uh and they're
29:23relying on sales people doing hard work
29:24to make sales instead of the system
29:27doing the heavy lifting so the sales
29:29people can just like the sales people or
29:31the offer doc can just like present the
29:32offer and get people
29:34in. Once we've crafted an offer and
29:37we've streamlined sales and we've got
29:39these campaigns happening every single
29:41week, what happens?
29:43Well, we've got sales every week. We
29:46fixed our leaky sales problem and we're
29:50got the the sales engine of our business
29:52dialed in. So, there's one more
29:54step and it's about how do we go from
29:56overworked
29:58uh and churning clients. I think people
30:01clients leave for two reasons. Sometimes
30:03it's the delivery and sometimes it's the
30:05product we're selling in the first
30:06place. If you like sell a short-term
30:08program, every, you know, every time you
30:11launch it, a bunch of people come in,
30:12they go through the six weeks or the 8
30:13weeks or the 12 weeks or the whatever,
30:14and then they just fall off the back.
30:16It's mental. So, every month you start
30:18back at zero. I'm a big believer in in
30:21uh monthly recurring revenue, getting
30:23clients quick wins, and having them stay
30:24for a long, long time. The way we do
30:26that is by designing a customer journey.
30:29So, let me show you our three steps
30:31here. the clients who stay for
30:33years. Number one, our first job, oops,
30:37first job is to
30:41design their
30:43journey. I want it to be abundantly
30:46clear to every client I work with that
30:48not only is there a plan for quick wins,
30:50you know, wins in the first week, wins
30:52in the first month, wins in the first
30:5330, 60, 90 days, that's obvious and
30:56that's a given, but also that this
30:58thing's got future. Clients leave when
31:00they run out of future. So what we want
31:01to do is design a visual model which
31:04shows them how we get the quick wins and
31:06how staying and paying and playing for
31:09years is even better. Okay, we want a a
31:12visual road map for people. So
31:15uh this guy here, Ryan Dice, he's a
31:18super good guy, one of the smartest,
31:19most humble, generous, uh clever people
31:22in the space. You might know him from
31:23digital marketer or more recently from
31:25his work at Scal at the Scalable
31:27Company. He's incredible and he's built
31:28this visual model which just explains
31:31here's the process, here's the outcome,
31:33and here's the steps along the journey.
31:35And when you do that, it gives prospects
31:36a ton of confidence that yes, I'm going
31:38to uh I'm going to get results here. So,
31:41I'm going to jump in. And it gives
31:42clients a bunch of confidence around I'm
31:44doing the right thing. This is where I'm
31:46at right now. This is the next step.
31:48That's the next step. And this is how it
31:49gets great. We want to design a a visual
31:52model. So, here's the question. Do you
31:54have a visual model and a road map which
31:57shows people here's how we get
31:59short-term wins and here's what we do
32:01over time to make the results get even
32:03better.
32:05Hey, well, do you do you do
32:09you regular agreement? You tell
32:12me. Most people, they've got either a
32:16short-term plan or they just go, "Hey,
32:17join my program and this is what we do
32:19each week and each month and it gets
32:20good somehow." It's not enough. Okay.
32:23Once we've designed a
32:24journey, the business will still depend
32:27on you. The client results will depend
32:28on you and your time and your energy and
32:30your effort.
32:32Unless unless we can
32:37package, your intellectual property,
32:40your
32:42IP. This thing wants to be so tight and
32:44dialed that a thousand clients could
32:46join today and get great results. The
32:49same kind of results they'd get if they
32:50worked with you one-on-one. And that
32:51doesn't just mean it's all in videos.
32:53means we need to be strategic about how
32:55we take you know the knowledge skills
32:57kind of tricks you've got turn it into a
32:59system. Uh we use a tool uh called
33:03planets and satellites which means that
33:05clients instead of having to watch
33:06hourong videos for stuff everything's
33:08broken down into a a 7 to 15 minute
33:11short training. One big idea, one simple
33:14action uh you like one big idea, one
33:17tool, one simple action step for them to
33:19take and they just follow the process
33:21and get incredible results.
33:24Um, this dude here does it better than
33:26anyone.
33:28Um, joined us at I think maybe $7,000 a
33:32month, I think, a few years ago now. Uh,
33:36just under $3 million a month right now.
33:39Uh, he's a marketing savant. The guy's
33:41really, really smart. But what's made it
33:43possible is that they're able to manage
33:46a,000 clients simultaneously at $2,000 a
33:49month and help them get great results.
33:51They do it by the way they've unpacked
33:53their intellectual property and the way
33:55the client the client journey is
33:56designed. It's super impressive. So
33:58here's the question I've got for you. If
34:00your number of clients quadrupled
34:01tonight, so you wake up tomorrow
34:02morning, there's four times more clients
34:03than you had
34:04yesterday. What breaks? If nothing
34:08breaks, if the system can cope, if it
34:10could scale to four or 10 times more
34:12people uh clients and then all get
34:15amazing results because it's reliant on
34:17your system, not on your time, energy,
34:19effort. Let's call that a green. If
34:22everything would break, let's call that
34:23a red. And if it's okay, but it would
34:24need some tightening up, maybe some
34:26extra people and a few extra systems.
34:27Let's call that a yellow. Uh I like this
34:30maybe yellow
34:31here.
34:34Finally, we've designed a great client
34:36journey and we've unpacked our IP. It's
34:37packaged up so tight that people can
34:39just step their way through it. What's
34:41missing? The the last piece of this
34:42puzzle, the thing that makes clients
34:43stay forever is when we don't just
34:46deliver the product, but we choreograph.
34:53their
34:57experience. This is all the things that
35:00a client experiences that isn't watching
35:02your videos on the portal. So, I mean
35:05the client success touch points. Uh I
35:08mean the
35:10uh the reachouts from your team. I mean
35:13the cadence you've got which is a biggie
35:15uh the value rhythm that you have in
35:17terms of the cadence of what happens
35:19across a year in the timeline you know
35:21what what's the rhythm of that what's
35:23the monthly rhythm and what's the weekly
35:24rhythm we call it the value rhythm um so
35:26it comes down to touch points uh from
35:29your team cadence and then the client
35:32experience uh design like what happens
35:34live uh in a room on a zoom with you uh
35:39what's the experience feel like cuz
35:40people people uh stay in programs like
35:42for years because of uh results and
35:45because of relationship and our job is
35:46to maximize, choreograph, design, be
35:49intentional about those things. Uh this
35:52guy here is an absolute treasure. Uh
35:55joined us in a bit of a world of pain.
35:58Uh chose a niche together uh for him uh
36:01coaches hair salons. His name's Jason.
36:03Super great cat. And he's the most
36:04incredible
36:06uh experienced choreographer I know in a
36:10coaching program. So even even in the
36:13middle of CO when every salon in America
36:14was shut down didn't lose a single
36:16client. Why? Because he'd established a
36:18value rhythm and he was designing a
36:20client experience. It's amazing. So
36:22here's a question I got for you. Do your
36:24clients stay for
36:26years because of the touch points
36:28clients experience and the
36:29intentionality about how you deliver
36:31what you're delivering in your in your
36:33journey and in your IP. Green, yellow,
36:35red. Most people, yeah, some clients
36:39stay a long time, but most most don't.
36:42So, here's what we've
36:44got. We've got a map now of your
36:46business, a 3D scan. Thanks for
36:48watching. Uh, you know, thanks for for
36:50going through the journey together. And
36:52on it, you're going to have some greens
36:53and you're going to have some yellows
36:54and you're going to have some reds.
36:56If there were
36:58three levers we could pull, three
37:00systems we could install over the next
37:03uh 30, 60, 90 days, that would make the
37:07biggest difference for you. What are
37:08those three? I want you to kind of
37:09either circle them if you're on paper
37:11like I
37:15am. Whatever the three are for you that
37:17will make the biggest difference. Guess
37:18what we've just done? We've just
37:19identified the constraint. Behind each
37:21one of these areas, there are a set of
37:23tools and a set of systems for you to uh
37:26you know, playbooks to install, to plug
37:28and play, and get results in your
37:29business. So, regardless of where you're
37:31at on this map, what's yellow, what's
37:32red, what's green, the systems are
37:34simple. For each one of these areas,
37:35there are some strategies, some tactics,
37:37some tools, proven playbooks that we can
37:39install into your coaching business. If
37:41you want to find out more about working
37:43with us, just send me a message on
37:44Instagram. Use the keyword, just send me
37:46a message with the word tacos in it,
37:47ideally, all caps. That'll be our little
37:50word to that'll let me know that you've
37:51seen this video and you know a little
37:52bit about it and I'll just send you the
37:53details of how it works to work with us.
37:56You don't there's no funnel for this.
37:58You don't need to like book a sales
37:59call. I'll just send you the information
38:01like a simple doc. You can have a read.
38:02If it's for you, you'll know what to do.
38:04If it's not for you, I wish you all the
38:05very very best. Cool. Um, so you know
38:08what to do. If this has been useful,
38:10send me a message with the word tacos on
38:12it on Instagram and I'll see you in my
38:15inbox.

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