March 21, 2026

Ep 181: [Workshop Replay] Sell The Promise First So Your Program Funds Itself | Guest Expert: Melissa Camilleri

Ep 181: [Workshop Replay] Sell The Promise First So Your Program Funds Itself | Guest Expert: Melissa Camilleri

Send us Fan Mail This is the replay of the LIVE workshop Melissa Camilleri facilitated with Tiny Marketing last week. We show you how to pre-sell a group program so you get paid before you build, using a simple MVP instead of months of recording and guessing. We also dig into why human feedback and community matter more than ever as AI makes information cheap. • pre-selling as paid proof of concept to reduce risk • shifting from 1:1 time limits to one-to-many scalability ...

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Season 5

Send us Fan Mail

This is the replay of the LIVE workshop Melissa Camilleri facilitated with Tiny Marketing last week.


We show you how to pre-sell a group program so you get paid before you build, using a simple MVP instead of months of recording and guessing. We also dig into why human feedback and community matter more than ever as AI makes information cheap. 

• pre-selling as paid proof of concept to reduce risk 
• shifting from 1:1 time limits to one-to-many scalability 
• starting with what already works in your client process 
• identifying the “hump” that becomes a focused mini-offer 
• designing a minimum viable product that delivers outcomes 
• choosing a format learners will actually use 
• keeping launches simple with connect collect deliver 
• what you do not need like pre-recorded modules or fancy pages 
• handling low enrollment and still delivering value 
• positioning expertise beyond AI with support and community 

Melissa Camilleri


Check the show notes to get started. 
Go to challenge.saranoelblock.com. 
It’s at standfortheand.com slash sold out. 
You can book yours through the link in the show notes. 
Sign up and be part of the next masterclass by going to events.saranoelblock.com. 


My Booked Out Blueprint starts with a private 45-minute interview where I learn your business, your goals, and what’s actually holding you back. From that, I create a custom roadmap showing your best route to booked out—no fluff, just clarity. It’s $397, and if you move forward into Booked Out in Six, that $397 is fully credited. Book Yours Here.

Are you tired of prospects ghosting you? With a Gateway Offer, that won't happen.

Over the next Ten Days, we will launch and sell our Gateway Offers with the goal of reaching booked-out status!

Join the challenge here.

Join my events community for FREE monthly events.

I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy.

Join the community here!

Support the show


Schedule a Booked-out Blueprint >>> Schedule.
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Join my event group for live events >>>Meetup


00:00 - Booked Out Blueprint Offer

01:39 - Show Welcome And Who It’s For

03:08 - Why Get Paid Before Creating

04:22 - Quick Audience Poll On Scaling

06:01 - Melissa’s Background And Credibility

08:22 - Outcomes First Instructional Design

10:11 - Gateway Offer Challenge Break

12:22 - Why One To Many Scales

17:54 - Fear Of Failure And Pre-Sales

21:22 - Step One Start With Your Process

32:37 - Step Two Build A Simple MVP

43:19 - Step Three Connect Collect Deliver

45:02 - Case Study Workshops To Membership

48:21 - What You Don’t Need To Launch

52:11 - Free Offer Suite Mini Course

54:39 - If Only One Person Buys

57:51 - Selling Expertise In The AI Era

01:03:23 - Community Learning And Final Wrap

01:06:07 - Closing Offers And Meetup Invite

WEBVTT

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If you're tired of guessing how to get booked out, I've got something for you.

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My booked out blueprint starts with a private 45-minute interview where I learn your business, your goals, and what's actually holding you back.

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From that, I create a custom roadmap showing your best route to booked out.

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No fluff, just clarity.

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It's only$397, and if you move forward into Booked Out in Six, my uh six mission program, that 397 is fully credited.

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Check the show notes to get started.

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Welcome to the Tiny Marketing Podcast.

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I'm Serena Block.

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This show is made for solo consultants who want to get booked out without burning out.

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If you've ever thought, I just want this to feel easier, you're not alone.

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Around here, we focus on simple, sustainable growth that actually fits into your life.

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So growth feels doable instead of overwhelming.

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Hello.

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Hi, what a great car.

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I know I want to love that song.

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So thank you everyone who's joining today.

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This is Melissa, and she is the co-founder of the Impact Incubator.

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She helps booked-out soul openers and microbusinesses add one-to-many group learning experiences to their offer.

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And I'm super excited because we really align on the fact that you should always pre-sell your offers before you build them.

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Don't waste your time.

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Don't waste your time.

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No.

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Today we are going to get into how to get paid to create your group program.

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And I know a lot of you, at least the people in Booked Out and Six, you're experiencing that where you're starting to get to that point where you need a group offer in order to scale higher than your booked out point, and you don't know what the next step is.

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And this is it.

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So I'm going to remove myself and give Melissa the stage, and I'll add your presentation right now.

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Amazing.

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Thank you so much for having me, Sarah.

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I'm super excited to chat with all of you about there are very few hills that I'm willing to die on.

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But this one is that if I could, I just wrote this on LinkedIn.

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If I could shake every creator or slowpreneur, um, small business owner, consultant who gets this idea, you know what?

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I should create a group program.

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I should create a course.

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I should create, I should host a retreat, I should blah, blah, blah, whatever.

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Um, I wish I could shake people by the shoulders and say, first get paid and then go and create it.

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Um, and so this is one of those hells that I'm willing to die at because if I had a dime for everybody who came to me at some point and said, well, this would have been great, but you know, I've already spent tens of thousands of dollars and a whole year of my life trying to put something together.

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Oh my gosh, like it just breaks my heart.

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So this is get paid to create your program.

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This is um a training that my co-founder, Angela Greaser, and I um get most requested because it is such a um a prevalent topic.

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So I'm curious to know a little bit about why you are here, what made you sign up for this training?

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So if you could type in the chat the number which is most reflective of you.

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So, number one, you're a consultant or a coach or an author, agency owner, speaker, strategist, designer, et cetera, et cetera, looking for a new way to monetize or expand your work beyond just more one-to-one.

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Because if you're working with Sarah already, you're booked or nearly booked, and you only have so many hours in a day, right?

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So you don't want to hire more staff necessarily.

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You're just not sure how you can like create maybe more blank space on your calendar and or more financial flexibility.

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Um, or is it number two, you have a successful business and have thought about creating a group offer, but haven't really been able to divert resources to actually make it happen, meaning you're so in the weeds with your clients that to think about like, okay, now how am I going to siphon off some time in order to create this thing?

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Like, you just haven't really wrapped your head around that yet.

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Or is it number three?

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You're an expert in your field and you've tried launching some sort of group learning experience in the past, but you haven't gotten the results or the clients you needed, and it left you feeling a little bit deflated.

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Or number four, something else.

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And if it's something else, I would love to know what that thing is.

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So um, Sarah, I oh wait, oh, there we go.

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Now I can see the comments.

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Okay.

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Um hey, so lots of ones.

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This is great.

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So when Sarah and I came up with that, you know, that we were gonna do this training um together, we thought that that might be the case, that you're already to a point where you're getting booked out.

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And it's like, all right, now what is the next step?

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And we we definitely believe that this is the next right step.

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So a little bit about how I got here.

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This is also a picture of me, obviously, but also with my co-founder Angela.

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And we're actually teachers first.

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Both of us, uh, our educational background is as educators.

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We're both credential teachers.

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And we ended up leaving the classroom in at different points in our career to focus more on um building our own business, but we never left the teaching part behind.

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So, together, we have 28 years in digital marketing and entrepreneurship.

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I started a business as a fundraiser for college scholarships to my students back in 2011.

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So we like to call ourselves the internet dinosaur grandmas of the world because we were when we first started online, having businesses online, we were doing our marketing through blogging.

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I mean, but this is pre-Instagram, pre-TikTok, pre-I mean, maybe LinkedIn was around, but certainly not really for the greater economy.

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It was very corporate, if it was even around at the time.

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So we really focused on blogging.

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So you can tell, like we've we've seen a thing or two in digital marketing.

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And together, we have generated or helped our clients generate over$60 million in revenue.

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Um, some of those clients have been really big name internet celebrities that you probably have heard of, that maybe you've taken some of their courses.

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Um, and lots and lots of one-to-one clients who are maybe like the unknown rock star, the undercover rock stars, you know, in their industry, where they're sort of flying but below the radar, and more people need to know about their good work.

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We continue to meet more and more people who fell into that category.

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Like, have you met so-and-so?

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Oh my gosh, she's so smart.

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She published a bit about such and such, whatever, and she's still working with people only one-on-one.

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It's time to expand.

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And so that is our sweet spot of the people who we work with have a really great idea.

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They worked plenty in one-on-one scenario.

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So they've already tested their IP plenty of times.

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They know their process works.

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And now it's like, how do we get this to reach more people in a way that allows us to work together as you know, work to have your clients work together through something as a group?

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There's lots and lots of different models.

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You've probably experienced some of them as a learner yourself.

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So we do this through what we call our impact framework.

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And this is just um setting the stage for how you get paid.

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But what Angela and I focus on in our impact incubator, which is our signature program, is we start with intentional instructional design.

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That does not mean we're building out modules, we're hiring a video crew to record ourselves reading a script.

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It's actually we're thinking um from the very beginning, what are the intended outcomes of even doing this at all?

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And that is where we have all of our clients start.

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What do you want your learners to actually walk away with from this experience?

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What is the promise that you're making?

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So we're going to get a little bit more into the nitty-gritty of that, how you can use that concept of intentional instructional design as a way to get paid.

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Um, and then we work through the messaging and positioning and marketing of that offer, how we have a really people center centered sales strategy without the like fake urgency and weird countdown timers.

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Because when a lot of experts come to us, they are worried that when they start moving more into, let's say, a B2C space where they're selling to the general consumer that what they've seen in the past is like this really pushy sales thing.

00:09:07.449 --> 00:09:11.689
And they they just want to do good work and they're not really feeling that.

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And that is not actually what we teach at all.

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So it's it's kind of perfect in that way.

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Um, we work a lot on assessment and feedback.

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How do we know that our clients are successful?

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What do they have to demonstrate?

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How do you know if you've been successful beyond just the financial resources just by getting people behind a pay uh behind the paywall?

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What needs to happen in your business so that you can.

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Hey there, amazing founders.

00:09:41.850 --> 00:09:44.090
Ready to take your business to the next level?

00:09:44.329 --> 00:09:47.769
Join our Gateway Offer Challenge and watch your sales soar.

00:09:48.090 --> 00:09:52.569
In this challenge, you'll get many Gateway Offer trainings to perfect your offers.

00:09:52.730 --> 00:10:01.129
Learn how to structure your documentation so it sells for you, create buzz around your offer, and identify eager clients with our sales training.

00:10:01.449 --> 00:10:06.329
Plus, get exclusive outreach templates that take the guesswork out of prospecting.

00:10:06.490 --> 00:11:09.720
And because selling should be fun, we've gamified this challenge.

00:11:09.960 --> 00:11:12.279
Who can sell the most gateway offers?

00:11:12.680 --> 00:11:17.879
And let's not forget, you'll also learn how to effortlessly upsell to your signature offer.

00:11:18.040 --> 00:11:19.080
Ready to level up?

00:11:19.240 --> 00:11:21.480
Join the gateway offer challenge today.

00:11:21.639 --> 00:11:23.240
Your business will thank you.

00:11:23.480 --> 00:11:27.159
Go to challenge.sara noelblock.com.

00:11:27.960 --> 00:11:38.680
That is C H A L L E N G E dot S-A-R-A-H-N-O E L B L O C K dot com.

00:11:43.000 --> 00:11:47.320
Um also consider this, you know, your launch as a success.

00:11:47.560 --> 00:11:51.800
Um, we work on your facilitation and we work on all the tech and systems that scale.

00:11:51.960 --> 00:12:03.800
So this is what we do in our impact incubator, where we actually have a three times return on investment guarantee when you work with us, or we work with, we continue to work with you for free if um until you get that guarantee.

00:12:04.040 --> 00:12:15.560
So, in this particular training, we're taking just a little teeny slice off of that big tie, and we're gonna be talking about um getting paid before you ever create a single module.

00:12:15.720 --> 00:12:37.879
Um, so we're gonna learn today why a pre-sale strategy is the best kept secret of most successful course and program creators, how you can get paid, um, proof of concept that funds the creation of your program, course, or other group offer, and the simple steps that you need to best track your offer for revenue and client results for long-term success without any guesswork.

00:12:38.600 --> 00:12:50.680
So, according to um the poll at the beginning, many of you have um have already booked out or are close to booking out with your one-to-ones.

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And that's like this top half of the screen is your resource-limited offers.

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You can deliver incredible results, but there is a finite number of who you can serve because there is a finite amount of time in which you can serve those people.

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We have 24 hours in a day, and you probably don't want to be working all 24 hours.

00:13:12.680 --> 00:13:21.000
Like, we also are, I think we find our way into entrepreneurship because we are really interested in more time flexibility.

00:13:21.320 --> 00:13:25.000
But what you can find is that, like, okay, you're super busy.

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This is great, you're making money, and yet why are you working so hard?

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Like, you may even be working more hours than you did in corporate, and that is not the business.

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So we're looking at one-to-many offers, not getting rid of your one-to-ones, but figuring out how to incorporate one-to-many offers so that you can multiply your resources.

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We call these force multiplying offers, where you can serve many people at one time, you save your time, and you can generate potentially more income.

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Um, you may already know this piece of it, but this I really like showing this slide to help us start thinking through the different kinds of offers we can host in our offer suite in order to maximize our time flexibility and our financial flexibility.

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So, you know about DIY products, right?

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It's the lowest touch point, the lowest price point.

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It's like a done for you course where you just like click and somebody checks out, right?

00:14:28.519 --> 00:14:31.879
And then you don't, you're not worried about the live delivery of it.

00:14:32.040 --> 00:14:33.960
Um, somebody could just download it.

00:14:34.120 --> 00:14:36.759
They can download a workbook, they do it on their own.

00:14:36.920 --> 00:14:46.120
You're never really interfacing with them beyond like maybe some automated emails, but it's really like hands-off as far as you are concerned.

00:14:46.360 --> 00:14:57.000
That's really different than the other side of the scale or the other side of the spectrum, which is DFY done for you, which is where most of you probably are in the process, right?

00:14:57.240 --> 00:15:06.680
Because you're doing this like really um hands-on client one-to-one work where um you're serving one client at a time.

00:15:06.920 --> 00:15:08.440
So can you type in the chat?

00:15:08.519 --> 00:15:18.600
I'm curious, those of you who are joining us live, if you can type your signature offer, the thing that you are are offering right now, which category does that fall into?

00:15:18.759 --> 00:15:20.600
Like your main thing that you're marketing.

00:15:20.759 --> 00:15:25.560
Is it DIY done with you where the client does the work, but you are guiding?

00:15:25.720 --> 00:15:27.800
Maybe there's some live interaction.

00:15:27.879 --> 00:15:30.200
It's usually a mid-price point.

00:15:30.519 --> 00:15:34.200
Um, or is it done for you where you're doing all the work?

00:15:34.519 --> 00:15:34.840
Okay.

00:15:36.200 --> 00:15:39.879
Okay, so I see decorze dev, you're doing mostly DIY.

00:15:39.960 --> 00:15:40.920
That's awesome.

00:15:41.159 --> 00:15:41.480
Okay.

00:15:41.960 --> 00:15:44.360
Um, the prepare and leader, hi.

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We're doing done for you, Jenny Magic, um, better change, done with you, done with you, done for you.

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Okay, cool.

00:15:51.240 --> 00:15:54.600
So many of us are falling into these two categories.

00:15:54.759 --> 00:16:01.879
And I would say my scalable group offer in my own business is a done with you offer.

00:16:02.040 --> 00:16:11.960
It is the highest price point because our clients are getting strategic consulting and support, but a lot of it is also client driven.

00:16:12.120 --> 00:16:20.440
Um, and it's usually these two areas right here, done with you and done for you, that you can charge the highest amount for.

00:16:21.159 --> 00:16:26.360
Um, and and still find some scalable, some scalability.

00:16:26.519 --> 00:16:27.560
I think that's what I should say.

00:16:27.639 --> 00:16:30.279
The scalability in this done with you area.

00:16:30.440 --> 00:16:36.600
But group programs often um show up under DIY or done with you.

00:16:37.240 --> 00:16:43.720
Okay, so here's just some examples that you can you can take a picture of this if you want to, just sort of wrap your head around it, right?

00:16:43.879 --> 00:16:48.840
DIY pre-recorded, downloads, easily mass-produced products.

00:16:49.080 --> 00:16:54.680
Um, books fall into a DIY category, like you're doing all the work up front, and then it goes for sale.

00:16:54.840 --> 00:17:00.680
You're not going to make a ton of money with books, but it is a good way to get your yearning out there done with you.

00:17:00.759 --> 00:17:11.319
You can see it's a little bit more intensive where your client is doing some of the like a lot of the of the load, but you're also there guiding.

00:17:11.399 --> 00:17:14.119
And then done for you is like the services you're used to.

00:17:14.440 --> 00:17:14.759
Okay.

00:17:15.240 --> 00:17:20.519
So why aren't more entrepreneurs launching group offers?

00:17:20.680 --> 00:17:31.720
I mean, I could have told you this, this is, but this is an actual stat from Teachable, a learning management software that you have probably participated on or seen or have heard of from 2025.

00:17:31.879 --> 00:17:33.799
It's um a fear of failure.

00:17:33.879 --> 00:17:51.559
And I would actually go so far anecdotally, like I don't have any staff on this, but just from my own experience in working with clients, it's a fear of what if I put so much time and energy into this and potentially financial investment and nobody buys it.

00:17:51.799 --> 00:17:53.480
And that's the big fear of failure.

00:17:53.639 --> 00:17:59.240
Or what if I I blast this out everywhere and only one person signs up?

00:17:59.480 --> 00:18:02.279
I mean, if you can relate, can you type a me in the chat?

00:18:02.440 --> 00:18:10.920
I'm curious if like you've ever felt like, yeah, I haven't done this yet because I don't, I don't want to invest all that time and money if I don't know it's actually gonna work.

00:18:11.080 --> 00:18:13.720
I mean, that's that should be all of us, right?

00:18:13.800 --> 00:18:17.880
Like, I don't want to invest time and money on something that I'm not certain is gonna work.

00:18:18.200 --> 00:18:21.880
So that is where the pre-sales strategy comes in, right?

00:18:22.120 --> 00:18:29.960
Because it's minimizing our risk of failure because you're getting paid proof of concept before you invest resources and fully creating your program.

00:18:30.600 --> 00:18:43.320
So if you have ever participated in like quote, a beta round of something for free, can you type a one in the chat?

00:18:43.480 --> 00:18:47.960
If you've ever been a participant for free in a beta test, quote unquote.

00:18:48.280 --> 00:18:57.640
Um, if you have ever offered a beta test, like if you've already if you've ever put together a product and you're like, I'm gonna just offer this for free.

00:18:57.800 --> 00:19:00.120
I need some people to go through it to give me some feedback.

00:19:00.280 --> 00:19:01.720
Can you type a two in the chat?

00:19:02.120 --> 00:19:04.920
You've offered a free beta test.

00:19:06.040 --> 00:19:06.360
Okay.

00:19:06.760 --> 00:19:07.160
Yeah.

00:19:07.480 --> 00:19:08.440
Sarah, thank you.

00:19:08.600 --> 00:19:09.640
You're trying everything.

00:19:09.720 --> 00:19:10.600
I mean, same.

00:19:10.760 --> 00:19:12.520
I've done it both ways as well.

00:19:12.680 --> 00:19:20.680
Um, been a participant in a free one, and um a I'm gonna actually go back to this slide for a second, and um have hosted a free one.

00:19:20.760 --> 00:19:25.720
And the thing is, beta tests are great for you in theory.

00:19:25.880 --> 00:19:26.920
It's keeping you busy.

00:19:27.080 --> 00:19:32.040
You feel like, oh, great, I'm getting some feedback in exchange for people going through this for free.

00:19:32.200 --> 00:19:45.560
But what we sometimes, when when we're feeling really vulnerable for doing something new, like launching a group program if you've never done one before um and been successful at it, it can feel like any feedback is good feedback.

00:19:45.640 --> 00:19:56.520
But here's the thing: if you are not getting feedback in the form of somebody willing to pay for this idea, it's actually too expensive a feedback.

00:19:56.600 --> 00:19:58.280
Like you, it's not worth it.

00:19:58.520 --> 00:20:07.480
The best feedback you can get is somebody saying, I will part with my cash in order to experience the thing that it is that you're providing.

00:20:07.720 --> 00:20:26.040
So offers that are pre-sold have a five times higher conversion rate than offers that were not pre-sold, meaning that if you're just out the gate saying, This thing is going to, you know, join now and and we start Monday or whatever.

00:20:26.360 --> 00:20:30.280
You're cricket and nobody is ready to start on Monday.

00:20:30.360 --> 00:20:43.080
However, if you have planned a way to really um get paid first, then the the pre-sale actually does its job to help you to have a more successful launch.

00:20:43.240 --> 00:20:48.520
So here are the three steps to design and execute a profitable pre-sale offer.

00:20:48.840 --> 00:20:54.200
The first thing is don't reinvent the wheel, which is really um reassuring, I think.

00:20:54.360 --> 00:21:11.960
Step one is to start with what you're already doing, it lowers the risk and increases your probability of success because you know that with your one-to-one clients, they are already getting success because you're using what you already know or have and do, and you're not starting anything from scratch.

00:21:12.120 --> 00:21:25.320
So, what that looks like is something that you already have practiced with your clients executing, something that you've already helped your clients get results with.

00:21:25.560 --> 00:21:29.160
Um, your people already know you for doing this.

00:21:29.320 --> 00:21:50.200
So maybe you have, you know, you're posting on LinkedIn, you have an email list, you're doing your marketing somewhere, maybe you have a podcast, and your audience that has gathered, no matter their side, no matter the size of your audience, sort of have a feeling that this is, yeah, this is like kind of along the same lines of what you're doing.

00:21:50.360 --> 00:21:54.680
And you're already getting paid to do it, it's just in a different format.

00:21:54.920 --> 00:22:06.840
So, some questions that you can ask yourself to decide, okay, well, there's no way I can teach my entire process start to finish that I'm doing with my clients.

00:22:07.000 --> 00:22:09.400
It's it would take way too long, it's way too hard.

00:22:09.480 --> 00:22:17.720
And I'm the one who has the like, they're not interested in coming to me to learn how to design all this stuff themselves, for example.

00:22:18.120 --> 00:22:29.640
So, what can you teach from what you already do or a little sliver of your process to quickly and profitably get maximum results for your client?

00:22:29.880 --> 00:22:33.720
So why do people come to you, but really?

00:22:34.280 --> 00:22:36.680
Like, I would love for you to answer this in the chat.

00:22:36.840 --> 00:22:45.320
Like, people come to you probably to do the thing on the surface, but really they're choosing you because of the way you're doing something.

00:22:45.480 --> 00:22:47.640
So take a second and think about that.

00:22:47.880 --> 00:22:49.080
Why do people come to you?

00:22:49.160 --> 00:22:57.080
I would say people come to me for instructional design support and marketing and messaging for their group program.

00:22:57.320 --> 00:22:58.680
But why do they really come to me?

00:22:58.760 --> 00:23:03.000
Why do they choose me over another person offering something similar?

00:23:03.160 --> 00:23:10.600
Because none of us are like, I mean, I've I would be shocked if any of us are doing something that nobody in the world is doing, right?

00:23:10.680 --> 00:23:14.040
Um, I think people come to me really because I have a teaching background.

00:23:14.200 --> 00:23:23.160
I think people come to me really because I understand how vulnerable it is to be an expert at one thing and being brand new at another thing.

00:23:23.400 --> 00:23:32.360
I think people come to me really because I am an excellent coach and they they know that they're gonna.

00:23:32.680 --> 00:23:33.960
To be seen and not just a number.

00:23:34.040 --> 00:23:38.760
And I put a lot of energy into helping my clients.

00:23:38.840 --> 00:23:40.680
I just dumped a huge water bottle.

00:23:40.840 --> 00:23:42.440
Uh okay.

00:23:42.680 --> 00:23:51.800
So Sarah says, I have found that people come to me because their leads are down, but they really come to me because I've been there and experimented until I rebound, exactly rebounded.

00:23:51.960 --> 00:23:55.880
And so they often I think this is true of most people.

00:23:56.120 --> 00:24:01.960
And this might be a question you have to like kind of ponder today as you're driving around or you're on your walk.

00:24:02.120 --> 00:24:02.680
Ponder this.

00:24:02.760 --> 00:24:03.720
Why do people come to you?

00:24:03.800 --> 00:24:06.280
But really, why do they come to you?

00:24:06.520 --> 00:24:09.960
Um yeah, because you've been in their shoes.

00:24:10.120 --> 00:24:11.080
I think that's most people.

00:24:11.160 --> 00:24:18.200
They want to feel like, am I uh nobody wants to be made to feel like they're an idiot when they're down, right?

00:24:18.520 --> 00:24:23.640
It's like I'm a smart person, but I'm experiencing a dip in this area.

00:24:23.800 --> 00:24:31.800
And so I think learning from somebody who has been there before is really, really, really powerful for most people.

00:24:31.880 --> 00:24:33.800
And I think that that's reflected here in the chat.

00:24:33.880 --> 00:24:36.840
Like Shannon is saying, because I have been in their shoes and they trust me.

00:24:37.000 --> 00:24:40.200
The prepare leader is saying because I have experience in supply chain.

00:24:40.360 --> 00:24:43.720
So the training comes from a place of empathy of what they're going through.

00:24:43.880 --> 00:24:45.160
Um, yes, all of this.

00:24:45.240 --> 00:24:52.840
Um, Sarah says, people come to me because leads are coming in, but they aren't letting enough meeting, they aren't getting enough meetings with people to convert them.

00:24:52.920 --> 00:24:54.600
Okay, so you guys get it.

00:24:54.920 --> 00:24:58.280
Here's um another question to ask yourself.

00:24:58.680 --> 00:25:02.120
When these people do come to you, how are you helping them?

00:25:02.760 --> 00:25:07.560
What are the steps in your process from the moment that your client pays?

00:25:08.280 --> 00:25:09.400
What happens?

00:25:10.040 --> 00:25:11.240
And map that out.

00:25:11.800 --> 00:25:18.920
Now, I'm is that something that you all do, Sarah, Sarah Buck, I'm asking you this.

00:25:19.000 --> 00:25:22.600
Is that something that you like where you're mapping out a process in booked in six?

00:25:22.920 --> 00:25:24.920
Sorry to put you on the spot.

00:25:25.560 --> 00:25:27.320
I just realized I'm muted.

00:25:27.560 --> 00:25:32.840
Um, what we do inside booked out in six, the first thing is a booked out blueprint.

00:25:33.080 --> 00:25:38.520
And we map, yeah, we map out what our offer suite looks like.

00:25:38.680 --> 00:25:40.520
What does that staircase look like?

00:25:40.680 --> 00:25:41.080
Yeah.

00:25:41.400 --> 00:25:45.560
From the lead magnet all the way to the upgrade offer.

00:25:45.800 --> 00:25:46.360
Yep.

00:25:46.600 --> 00:25:46.920
Okay.

00:25:47.160 --> 00:26:02.440
And then once somebody actually is working with you within that offer, do you cover that, like, does do you help your clients map out what that process looks like, or is that on the client to like already know that?

00:26:02.680 --> 00:26:03.800
Like their framework.

00:26:04.040 --> 00:26:07.960
Their framework, but like the second somebody checks out, what's the next thing that happens?

00:26:08.120 --> 00:26:08.760
They get an email.

00:26:08.840 --> 00:26:09.800
What's the next thing that happens?

00:26:09.880 --> 00:26:14.680
They have like an intake call or or something, like, and then how do they have a delivery system?

00:26:15.000 --> 00:26:18.200
Yeah, they're with the working on that.

00:26:18.520 --> 00:26:18.840
Okay.

00:26:19.320 --> 00:26:30.600
So what I have found in working with um many solopreneurs, experts in their field, is that they have not yet documented the process.

00:26:30.760 --> 00:26:49.720
And maybe, maybe they have like, in so much as that they've automated some of the pieces, but like their own process of sitting and listening with to a client, figuring out what the problem is, and then under diagnosing and understanding what the solution is, and then executing on that solution.

00:26:50.040 --> 00:27:00.520
If you have not mapped out that process for yourself after the client pays, this is a piece of homework for tonight or for whenever you have a second.

00:27:00.680 --> 00:27:01.000
Okay.

00:27:01.400 --> 00:27:11.640
Um, because your group program is somewhere in that process, most likely, if you're not already sure what it is that you could be teaching.

00:27:11.960 --> 00:27:14.360
Um, so those are the questions.

00:27:14.440 --> 00:27:15.720
Why did it come to you really?

00:27:15.880 --> 00:27:17.080
How are you helping people?

00:27:17.240 --> 00:27:20.360
And what results do they get after they work with you?

00:27:21.000 --> 00:27:23.960
Okay, here's a couple other questions that you want to ask yourself.

00:27:24.040 --> 00:27:27.160
And you can totally take pictures of these slides if that's helpful for you.

00:27:27.320 --> 00:27:30.520
But what's the most challenging part of your process for your client?

00:27:30.680 --> 00:27:37.560
I when I first started um in my first group program, I was teaching, this is back in 2013.

00:27:37.720 --> 00:27:50.120
So internet grandma dinosaur, like I said, I was teaching people how to develop relationships on Instagram, not dating relationships, like for their product-based businesses.

00:27:50.520 --> 00:27:54.200
And um it, I actually thought, what a stupid idea.

00:27:54.360 --> 00:27:55.560
Why would anybody pay for that?

00:27:55.720 --> 00:28:05.480
And it was actually the encouragement of a friend that said, you've grown your brand on Instagram, and so many of us are out here struggling, have no idea what to do.

00:28:05.720 --> 00:28:08.120
How are you getting all of these collaborations?

00:28:08.200 --> 00:28:08.920
Blah, blah, blah.

00:28:09.080 --> 00:28:10.280
And I said, I don't know.

00:28:10.360 --> 00:28:15.720
So I wrote out what I was doing on Instagram.

00:28:16.040 --> 00:28:20.120
And I gave her an email that had like 20 steps in it.

00:28:20.360 --> 00:28:23.160
And she goes, This is a gold mine.

00:28:24.280 --> 00:28:29.560
You need to package this up, make it pretty, and sell it as a course.

00:28:30.040 --> 00:28:32.280
And I'm like, what a dumb idea.

00:28:32.440 --> 00:28:33.960
Who cares about Instagram?

00:28:34.120 --> 00:28:35.960
Like, this is so stupid, right?

00:28:36.120 --> 00:28:37.640
Don't ask me to predict the future.

00:28:37.720 --> 00:28:38.680
I know nothing.

00:28:38.920 --> 00:28:47.400
Uh and so I did this, and that course was delivered so simply, may I tell you?

00:28:47.640 --> 00:28:54.120
It was one email a day, automated on MailChimp for 21 days.

00:28:54.360 --> 00:29:01.080
The original price was$47 in its life cycle, it peaked at I think$127.

00:29:01.800 --> 00:29:13.560
And that one email delivered one a day for 21 days, the 21-day Insta course netted a quarter of a million dollars for myself.

00:29:13.960 --> 00:29:17.320
I mean, it wasn't all at once, and I have three kids, so it didn't get very far.

00:29:17.480 --> 00:29:21.720
But still, that that's like not that's not a little bit amount of money.

00:29:21.880 --> 00:29:23.880
And it ran for three years.

00:29:24.120 --> 00:29:24.440
Okay.

00:29:24.760 --> 00:29:25.800
It was very cheap.

00:29:25.960 --> 00:29:28.200
I had thousands of people who went through it.

00:29:28.520 --> 00:29:38.920
And the reason that I'm bringing this up is because I tested first, would anybody want it before I ever made a lesson?

00:29:39.640 --> 00:29:42.920
I said, here's about what you're gonna learn.

00:29:43.080 --> 00:29:52.920
And there were enough people in the market who said, I want that, that as the emails were going the first time around, I was like, okay, well, I know what day one is.

00:29:53.000 --> 00:29:56.360
I better go write that email so I can send it out on day one.

00:29:56.680 --> 00:29:58.280
Like that's literally how I did it.

00:29:58.360 --> 00:30:03.400
I was just like a couple days ahead of everybody else and got and got great feedback and then reiterated.

00:30:03.640 --> 00:30:13.560
Okay, so what I found during that process is that I had assumed that anybody who was coming into my Instagram course would have an understanding of who they were selling to.

00:30:13.640 --> 00:30:16.840
They would have an understanding of their ideal client because they had a business.

00:30:17.080 --> 00:30:18.920
And that was on day two.

00:30:19.160 --> 00:30:24.200
That tripped up like 95% of participants.

00:30:24.360 --> 00:30:27.720
I had no idea that that was going to be a stumbling point.

00:30:27.960 --> 00:30:35.480
I bet there's something in your process that is super like it's the hump to get over for your clients.

00:30:36.360 --> 00:30:44.200
And if you can't think of that, like, does anybody have a uh something in their head where you're like, this is definitely the hump for my clients?

00:30:44.360 --> 00:30:45.640
Like, this is the one hard part.

00:30:45.720 --> 00:30:46.920
Like, I can already identify.

00:30:47.160 --> 00:30:48.680
If you can identify it, I want to know.

00:30:48.760 --> 00:30:51.320
Like, just say yes, I can identify what that hump is.

00:30:51.400 --> 00:30:54.520
I know what the most challenging piece of my whole process is.

00:30:54.840 --> 00:30:58.920
That might be a mini course in there.

00:30:59.080 --> 00:31:05.960
It's the thing that you wished would make the process so much easier when they're working with you at a higher level.

00:31:06.120 --> 00:31:37.880
If they would have done that thing or completed that thing or known that thing before they came to you, it could be like a prerequisite course that people are taking so that when they do um accelerate to your highest offer, uh the highest rung on your offer ladder, they will already have that understanding and that knowledge because they have practiced that one component or they've gathered those components to be able to hit the ground running when they get to that highest paid offer.

00:31:38.040 --> 00:31:49.480
That's a great solution for a course for you, or a course, or a training program, or something like a group learning experience, where it's just one little sliver of the entire process.

00:31:49.640 --> 00:31:51.400
So that's something to think on.

00:31:51.640 --> 00:31:55.720
Okay, so that's all step one is what is the thing gonna be, right?

00:31:55.800 --> 00:31:58.680
Is to really understand what it is that you're you're gonna do.

00:31:58.840 --> 00:32:01.480
Step two is designing a minimum viable product.

00:32:01.560 --> 00:32:29.240
This is just basic like business speak and MVP, but your MVP is the shortest, smallest, most compact thing that will is quick and easy to launch, that you can actually generate active market data, meaning like you already know where those ideal clients for that particular product or that particular um um group offer are gathered.

00:32:29.320 --> 00:32:31.080
Like you actually have a market.

00:32:31.400 --> 00:32:39.480
Um, it you know you can be profitable from doing it, like because it's not going to be this really big, overblown 12 module.

00:32:39.560 --> 00:32:52.680
I need to get a whole production crew and rent a studio so I look so good and get hair and makeup, like that's way too much overhead for a minimum viable product that can come down the line if you if you so choose.

00:32:52.920 --> 00:32:59.720
And then you're able to actually generate real results for your clients in a short amount of time for one tiny little thing.

00:32:59.880 --> 00:33:02.920
You're solving one tiny little problem for people.

00:33:03.080 --> 00:33:11.800
So, in the the example of that Instagram course that I was talking about, it was quick and easy to launch because it was delivered via MailChimp over 21 days.

00:33:11.880 --> 00:33:13.240
It was all the way automated.

00:33:13.400 --> 00:33:20.360
It was, I was able to generate active market data because I was around a lot of other product-based business owners.

00:33:20.440 --> 00:33:27.000
I had already networked in their communities and they weren't buying my jewelry, but I had something I could teach them.

00:33:27.160 --> 00:33:40.520
So a ton of my friends, ton of the people in the Facebook groups I was in, telling people that I was networked with locally in my hometown, were product-based businesses and they were all very interested in also growing their brand on social media.

00:33:40.920 --> 00:33:43.880
And then can I can it be profitable?

00:33:43.960 --> 00:33:45.880
Yes, it was just I was already paying for MailChimps.

00:33:45.960 --> 00:33:48.600
So it was just my time and it wasn't that much time to begin with.

00:33:48.760 --> 00:33:51.000
And then was I able to generate real results?

00:33:51.160 --> 00:33:52.600
Well, absolutely.

00:33:52.680 --> 00:33:54.840
Like if they did these things, they would find success.

00:33:54.920 --> 00:33:57.240
So that that was all okay, check, check, check.

00:33:57.320 --> 00:33:58.360
There's my MVP.

00:33:58.520 --> 00:34:03.000
It minimizes your risk by starting with a small but stable foundation to build upon.

00:34:03.160 --> 00:34:07.160
So a paid workshop is a group learning experience.

00:34:07.320 --> 00:34:16.039
Let's say you have a hundred people paying you a hundred dollars for a workshop that you deliver in one hour.

00:34:17.000 --> 00:34:21.079
That is multiplying your time and really multiplying your money.

00:34:21.240 --> 00:34:24.039
And it's only taking an hour for the delivery of it.

00:34:24.119 --> 00:34:28.039
You see, so a paid workshop is a really good, like juicy group offer.

00:34:28.199 --> 00:34:35.400
A short email course, like I said about that, the 21-day Insta course was great because it's not requiring a ton of overhead.

00:34:35.559 --> 00:34:40.440
You can do the work once and test, like it are is anybody even gonna sign up for this?

00:34:40.679 --> 00:34:43.800
And if once they do, then you can go ahead and build that thing.

00:34:44.119 --> 00:34:44.440
Okay.

00:34:45.159 --> 00:34:49.559
So your MVP is actually your bridge of success.

00:34:49.719 --> 00:34:55.320
And you probably already know this because you've designed offers before, but I think the visual is really good.

00:34:55.559 --> 00:35:02.760
So where the client for your minimum viable product is right now is their point A.

00:35:03.159 --> 00:35:15.559
And your job with this group learning experience is to get them to point B, which is where they want to go, their future status, what they've already accomplished, what they've been able to do.

00:35:15.719 --> 00:35:19.079
And that bridge of success is where your offer lies.

00:35:19.319 --> 00:35:21.000
And so, Sarah, this is great.

00:35:21.159 --> 00:35:35.959
MVP examples would be boot camps, challenges, workshops, email course, anything that like, even if it's a small, like like in like an audio training, like it can be really, really tiny.

00:35:36.119 --> 00:35:41.799
Um, it can be, it can even be like a robust workbook or something with like an audio.

00:35:41.960 --> 00:35:50.679
I've done that before where I've had like a little audio link inside of a PDF that sort of walks people through what a process is in a PDF.

00:35:50.759 --> 00:35:57.960
Like there's so many ways to deliver to many people at once in a very small and contained way.

00:35:58.440 --> 00:36:04.199
So these are questions along the bridge of success that you're gonna want to ask yourself.

00:36:04.360 --> 00:36:10.519
The first one is what steps does do your participants need to take to arrive at point B?

00:36:10.920 --> 00:36:13.159
And you're going to backward map from there.

00:36:13.239 --> 00:36:14.920
That's how you map out your MVP.

00:36:15.000 --> 00:36:17.400
In what format can they best learn those steps?

00:36:17.559 --> 00:36:23.719
We have a client who coaches um middle-of-the-pack marathon runners who want to get better.

00:36:23.880 --> 00:36:26.440
And at first, he was like, Here's my MVP.

00:36:26.519 --> 00:36:33.159
I can do it in four modules, but um each of my modules is gonna be about an hour recording.

00:36:33.480 --> 00:36:36.360
And I need a uh learning management software.

00:36:36.519 --> 00:36:38.839
So I gotta pay for that and load all my modules in.

00:36:38.920 --> 00:36:48.679
And we're like, no, runners don't want to be sitting in front of a computer to learn from a coach and then go run.

00:36:49.000 --> 00:36:59.319
So instead, we are going to make this into an audio series so the runners can have this in their ears as they're running and you are in their ears.

00:36:59.480 --> 00:37:04.519
So you gotta really be thinking about who you're building this for and what format is best for them.

00:37:04.839 --> 00:37:09.079
We we work with people who say, Oh, my ideal client are busy moms.

00:37:09.319 --> 00:37:13.319
And so I am going to create this like very robust training series.

00:37:13.400 --> 00:37:20.360
And it's like if they're busy, they they don't have like there's gonna be kids hanging on and they can't sit there and learn in this way.

00:37:20.519 --> 00:37:30.279
So really be thinking about what is happening in your MVP's life in order for them to be able to consume this content and actually get results.

00:37:30.519 --> 00:37:37.480
Because I'm certain you have all bought a course that sat on your hard drive and you never touched it.

00:37:37.799 --> 00:37:44.519
I have, I certainly have many thousands of dollars worth because I think, you know what, this time is gonna be different.

00:37:44.679 --> 00:37:46.199
And you know what the result is?

00:37:46.360 --> 00:37:59.960
I end up feeling bad about myself and I don't ever spend with that person again because I feel guilty or ashamed that I wasn't able to um manage all of the things I needed to manage.

00:38:00.119 --> 00:38:03.480
And it's because it wasn't designed really for me to be able to manage it.

00:38:03.639 --> 00:38:16.199
All that that, like I don't think that course creators are nefarious by nature, but we do really leave something out when we're not considering who's the end user and how are they best going to learn, right?

00:38:16.599 --> 00:38:22.599
So think about how long of a timeline do I actually need to get people from point A to point B.

00:38:22.679 --> 00:38:25.559
For my email Instagram course, I said 21 days.

00:38:25.719 --> 00:38:27.000
It's like a little bit of a habit.

00:38:27.079 --> 00:38:30.759
We're gonna do one tiny little thing each day for 21 days.

00:38:31.000 --> 00:38:40.119
And um, it was the perfect amount of time because people weren't so like, I only have six more weeks of this thing to go through.

00:38:40.199 --> 00:38:40.839
And then I'm done.

00:38:40.920 --> 00:38:43.400
It was like quick, easy, we could do it on the fly.

00:38:43.559 --> 00:38:46.279
You don't have to like carve out a bunch of time to do it.

00:38:46.519 --> 00:38:49.719
Um, let price point is a win for everyone.

00:38:49.960 --> 00:38:57.480
So you definitely want to price it at a at a price point that is good for you for sure.

00:38:57.719 --> 00:39:07.400
But thinking about like the format contributes to the positioning of it, the um the simplicity contributes to the positioning.

00:39:07.639 --> 00:39:17.079
So pricing is such a huge, gnarly conversation for each individual, but this is something to really consider.

00:39:17.239 --> 00:39:28.199
Like, how do you price it low enough that it is a really juicy, great offer and really delivers on a promise?

00:39:28.519 --> 00:39:43.960
Because this is probably a lower price point than working with you at the very top rung of your offer ladder, which is your one-to-one, because it's there, because your clients will be getting the most access to you in a one-to-one situation.

00:39:44.199 --> 00:39:53.639
So if your um group program is a done with you or a DIY, it needs to be positioned in a way that makes sense with your entire offer suite.

00:39:53.799 --> 00:39:55.400
So your one-to-one is the highest.

00:39:55.480 --> 00:40:02.759
So sometimes our clients are like, well, my one-to-ones are$500 an hour and I want to sell this program for$1,500.

00:40:03.079 --> 00:40:11.239
And it's like, okay, well, then you're gonna need to bump up your one-to-one situation because it doesn't make, you know, like you don't want your offers cannibalizing each other.

00:40:11.480 --> 00:40:15.079
So these are all conversations that that you know come down the line.

00:40:15.319 --> 00:40:17.559
And then how can I use this asset?

00:40:17.799 --> 00:40:21.239
I'm sorry, how can I use this as an asset for other offers?

00:40:21.400 --> 00:40:26.039
We always want to think about in our client journey what's gonna come next for our people.

00:40:26.199 --> 00:40:27.239
Is it an upsell?

00:40:27.400 --> 00:40:28.360
Is it a down sell?

00:40:28.679 --> 00:40:30.440
Is it okay now you've gotten this?

00:40:30.599 --> 00:40:36.759
If you want to join the community where we're having these ongoing conversations, there's lots of different ways to do that.

00:40:37.000 --> 00:40:40.440
So this is one of our um clients, Dr.

00:40:40.519 --> 00:40:48.360
Christine Coleman, and she is a psychotherapist, a nonprofit founder, an executive coach for um women of color leaders.

00:40:48.599 --> 00:40:55.480
And um, when she joined her incubator or incubator, she was um seeing clients just one-to-one.

00:40:55.719 --> 00:41:03.159
And the most she could charge for an hour of her services was$150 an hour because that's what like the market could bear.

00:41:03.239 --> 00:41:08.119
That's like therapy in her um where she was living.

00:41:08.440 --> 00:41:13.719
And she's like, I I can't have like she had two little kids at the time.

00:41:13.880 --> 00:41:23.400
She couldn't have enough$150 an hour clients in a week in order to have this like very sustainable business without completely depleting her.

00:41:23.639 --> 00:41:27.559
So she decided to create this leadership program for women of color leaders.

00:41:27.639 --> 00:41:31.799
And then she priced it at$2,000 for her first round.

00:41:31.960 --> 00:41:33.400
She got 10 people to sign up.

00:41:33.480 --> 00:41:43.480
She made$20,000 and she delivered it one hour a week for six weeks in the evening when her when her husband was home taking care of the kids, you know, after he had gotten home from work.

00:41:43.639 --> 00:41:45.880
So it was flexible for her time.

00:41:45.960 --> 00:41:48.119
It worked with her life, it worked with the clients.

00:41:48.199 --> 00:41:49.239
It was only six weeks.

00:41:49.319 --> 00:41:54.119
It was$2,000 with a really wonderful um promise.

00:41:54.279 --> 00:41:58.440
Like her point B was something that these women really wanted.

00:41:58.519 --> 00:42:00.920
And she made$20,000 in her first lunch.

00:42:01.079 --> 00:42:04.759
Now, I don't know about you, but$20,000 is a lot of money.

00:42:04.920 --> 00:42:07.799
And you might be making that already with your one-to-one clients.

00:42:07.880 --> 00:42:10.279
And you're like, okay, so I just need to book another one-to-one.

00:42:10.440 --> 00:42:17.480
But I want you to be thinking about how much time it took her to earn that$20,000.

00:42:17.799 --> 00:42:30.279
Because even if you have really high-ticket offers in your offer suite, um, now she's delivering one hour for six weeks, and that becomes six hours total.

00:42:30.360 --> 00:42:34.759
And then she was making$20,000 because she's delivering it to many people at once.

00:42:34.920 --> 00:42:40.440
So this is where that time and um financial flexibility come into play.

00:42:40.679 --> 00:42:50.679
All right, the third step in getting paid is um to make sure your pre-side your, I'm sorry, your pre-sale is simple, quick, and agile.

00:42:50.839 --> 00:42:58.679
Um, and so what that means is that you only actually need three things to quickly and effectively take your MVP to market.

00:42:58.920 --> 00:43:03.799
You need a way to connect, you need a way to collect, and you need a way to deliver.

00:43:03.960 --> 00:43:07.559
So connecting would be where are you going to talk about this?

00:43:07.719 --> 00:43:17.880
I was talking to Sarah before we got on live, and um, she was saying that she was um sharing this on this workshop on Meetup.

00:43:18.119 --> 00:43:23.480
What a great! Like, I I don't know why I never even thought to put our free workshops up on Meetup.

00:43:23.719 --> 00:43:28.839
It's just like a whole new market of people who are looking for something that they don't know about you yet.

00:43:28.920 --> 00:43:30.440
So that's a great place.

00:43:30.599 --> 00:43:42.679
Oh, maybe you're connecting with people on LinkedIn or on Instagram or TikTok or Facebook or in your local networking groups or wherever it is that you're gathering people, you need a way to connect because you need people for a business, right?

00:43:42.839 --> 00:43:48.519
You need a way to collect, you need your a payment processor, some sort of checkout page or a checkout link.

00:43:48.599 --> 00:43:53.639
It could be as simple as like a PayPal link or a Venmo business link.

00:43:53.719 --> 00:43:57.480
I mean, I don't love Venmo for business, but that's that's a whole different conversation.

00:43:57.559 --> 00:44:01.000
But like I'm sure you already have a payment processor in place.

00:44:01.239 --> 00:44:04.839
And then you need an a way to deliver your thing.

00:44:05.000 --> 00:44:11.159
So is that via audio clip that you hook up to your Google Drive and you send a link out?

00:44:11.319 --> 00:44:12.360
Is it via email?

00:44:12.519 --> 00:44:14.440
Is it on a live workshop?

00:44:14.599 --> 00:44:16.839
How are you gonna deliver this thing to people?

00:44:17.000 --> 00:44:21.559
Is it like some sort of digital download that gets emailed out to people?

00:44:21.799 --> 00:44:23.159
Those are the three things you need.

00:44:23.319 --> 00:44:23.719
That's it.

00:44:23.880 --> 00:44:24.759
It's so simple.

00:44:24.920 --> 00:44:27.000
It's like simpler than simple.

00:44:27.239 --> 00:44:28.599
Connect, collect, deliver.

00:44:28.759 --> 00:44:29.880
Remember those three.

00:44:30.119 --> 00:44:36.599
Um, this is our client, Missy, and Missy has um, she is a crafting influencer.

00:44:36.759 --> 00:44:40.519
If you didn't know that that was a thing, man, it is a thing.

00:44:40.839 --> 00:44:43.400
She came to us and she's a longtime client.

00:44:43.480 --> 00:44:47.719
She actually, I first met her in my Instagram course in 2013.

00:44:47.880 --> 00:44:52.679
And then she joined our impact incubator in 2023, 10 years later.

00:44:52.839 --> 00:44:54.759
And she was, she didn't tap in.

00:44:54.920 --> 00:45:02.759
She was making, she was hand making birds and gnomes and like home decor stuff, um, and shipping it out.

00:45:02.839 --> 00:45:07.880
And she was doing well, like, you know, 10, 15 grand a month in handmade goods.

00:45:08.199 --> 00:45:18.759
Well, she came to us and she's like, I love you guys, but I uh I can't I can't make the time to offer some sort of course.

00:45:18.920 --> 00:45:21.799
I am so busy making and shipping all of these things.

00:45:22.039 --> 00:45:28.440
Well, we're like, give us an hour for three weeks and we're gonna set up like some testing offers.

00:45:28.599 --> 00:45:31.480
We're gonna help you get paid to create your membership.

00:45:31.639 --> 00:45:32.360
So she came.

00:45:32.839 --> 00:45:34.839
So she's like, okay, what do I have to do?

00:45:34.920 --> 00:45:38.279
We're like, you have to get a Zoom account because you're going to present on Zoom.

00:45:38.360 --> 00:45:39.319
She's like, oh, okay.

00:45:39.480 --> 00:45:41.159
She didn't have a Zoom account of her own, right?

00:45:41.319 --> 00:45:43.319
So she paid for a Zoom account.

00:45:43.559 --> 00:45:46.360
And then we said, we're going to run this workshop.

00:45:46.599 --> 00:45:48.440
How much do you think your people will pay for this workshop?

00:45:48.679 --> 00:45:51.000
It's so long where you're selling and they're selling with you.

00:45:51.159 --> 00:45:52.440
She goes, I don't know.

00:45:52.679 --> 00:45:53.799
Why don't we do less than 20?

00:45:53.960 --> 00:45:55.480
We're like, great, 17 bucks.

00:45:55.719 --> 00:46:05.559
She sold out all 100 seats that she had on Zoom, sold out within like an hour, and she made$1,700 for a paid workshop.

00:46:05.719 --> 00:46:09.480
She's like, um, and I don't have to ship any product.

00:46:09.639 --> 00:46:09.880
Okay.

00:46:10.039 --> 00:46:11.159
So she did the sew along.

00:46:11.239 --> 00:46:12.759
She's like, let's try that again next week.

00:46:12.920 --> 00:46:13.559
She did it again.

00:46:13.639 --> 00:46:16.039
She charged like$22, I think.

00:46:16.199 --> 00:46:17.960
Um, a hundred people sold out.

00:46:18.119 --> 00:46:23.799
She bumped up her Zoom room to like$300 and she made a few thousand dollars.

00:46:23.960 --> 00:46:26.279
She's like, you guys, what is going on?

00:46:26.440 --> 00:46:28.360
I've never made money this easily before.

00:46:28.519 --> 00:46:39.799
We're like, yeah, because you're serving many people at once instead of like this person orders a bird that they paid$40 for, and you have to go and stitch it, and then you have to go and shift it.

00:46:39.880 --> 00:46:42.279
Like, oh my gosh, it was so crazy.

00:46:42.599 --> 00:46:46.759
So we took these workshops and used those as the basis.

00:46:46.920 --> 00:46:55.000
She got paid up front to create this membership by testing out paid products, little tiny paid products.

00:46:55.079 --> 00:47:05.559
So these sew alongs went into a membership and it became the foundation of a$39 a month membership where people will get online and sew with her.

00:47:05.719 --> 00:47:22.119
In her first launch, she sold 445 seats to this membership and she made$52,000 in recurring revenue with like all the different price packages that she had in her first launch because she had gotten paid first.

00:47:22.279 --> 00:47:27.239
She didn't go and pre-record a whole bunch of things and load them up onto some membership platform.

00:47:27.400 --> 00:47:31.480
She didn't even have, she wasn't even paying for Zoom until it was necessary, right?

00:47:31.719 --> 00:47:38.599
So this is the result of having an MVP first and getting paid before you create your program.

00:47:38.759 --> 00:47:42.039
So here's three things you absolutely do not need to get paid.

00:47:42.360 --> 00:47:44.360
Pre-recorded content, that's number one.

00:47:44.599 --> 00:47:45.319
Don't do it.

00:47:45.480 --> 00:47:46.599
Please, please don't do it.

00:47:46.679 --> 00:47:52.039
I actually just turned away a client yesterday who was considering working with us.

00:47:52.119 --> 00:47:55.559
And then she was started like for what she wanted.

00:47:55.639 --> 00:48:03.159
She was really, I'll just say like nickel and diming and seeing how much we could, how much work we could do for free.

00:48:03.319 --> 00:48:05.480
And I don't even entertain that at this point anymore.

00:48:05.639 --> 00:48:05.799
Right.

00:48:05.960 --> 00:48:11.559
And I was like, no, she's like, except I've already invested so much on my studio.

00:48:11.719 --> 00:48:14.279
I've already re you know, pre-recorded all the stuff.

00:48:14.360 --> 00:48:17.880
I'm like, ah, like I wish you would talk to us first.

00:48:17.960 --> 00:48:19.559
Like we would have told you, don't do that.

00:48:19.719 --> 00:48:21.000
Go sell it first.

00:48:21.319 --> 00:48:24.519
And then you can get all fancy, as fancy as you want.

00:48:24.679 --> 00:48:26.519
You do not need a fancy sales page.

00:48:26.759 --> 00:48:35.559
I have seen multiple people sell from a social media post, from a Google Doc, from just linking a checkout page to a simple workshop.

00:48:35.719 --> 00:48:41.000
Like you don't need a full-blown sales system at this point.

00:48:41.159 --> 00:48:43.239
And you definitely don't need a large audience.

00:48:43.400 --> 00:48:58.279
You do need an audience, and you do need to have in your mind that you have um created this for a very particular person and have real life people in your network that you know of who would need this.

00:48:58.759 --> 00:49:06.920
That I think is the biggest predictor to whether or not you're going to get paid, and then whether or not it's worth it for you to have a group offer.

00:49:07.159 --> 00:49:21.159
So here's a recap: you're gonna start with doing what you are already doing, really examining what is your process and what can I excavate out of that process in order to create this little sliver of an MVP.

00:49:21.239 --> 00:49:25.239
You're gonna design your MVP offer with your ideal client in mind.

00:49:25.400 --> 00:49:29.159
Always, always, what is the end result for your learner and what's in it for them?

00:49:29.319 --> 00:49:30.440
That's number two.

00:49:30.599 --> 00:49:33.639
And number three, you're gonna execute a really agile launch.

00:49:33.719 --> 00:49:39.559
You're gonna keep it super simple, really compact, really small, and you don't need to invest in any fancy stuff at the beginning.

00:49:39.880 --> 00:49:41.480
Um, okay.

00:49:41.719 --> 00:49:43.880
So here's your to-do list to get paid.

00:49:44.039 --> 00:49:48.119
Know what you're selling and know that what problem it solves.

00:49:48.199 --> 00:49:49.799
That's business 101, right?

00:49:49.960 --> 00:49:51.159
Know who you're gathering.

00:49:51.239 --> 00:49:53.559
I mean, who you're selling to and where they gather.

00:49:53.799 --> 00:49:56.839
Sarah was talking about this in my community um last week.

00:49:57.000 --> 00:49:58.119
It's the same idea.

00:49:58.279 --> 00:49:59.639
Like, where do these people gather?

00:49:59.719 --> 00:50:01.559
Do you want to go and speak in other communities?

00:50:01.719 --> 00:50:03.000
You want to do a podcast tour?

00:50:03.159 --> 00:50:04.119
Who are you selling to?

00:50:04.279 --> 00:50:05.079
Where do they gather?

00:50:05.239 --> 00:50:06.679
Talk about what people will get.

00:50:06.759 --> 00:50:08.279
What's in it for them?

00:50:08.519 --> 00:50:10.599
That needs to be number one.

00:50:10.839 --> 00:50:11.960
What is in it for them?

00:50:12.119 --> 00:50:14.519
I mean, not number one, but like really top of mind.

00:50:14.679 --> 00:50:17.239
And then put a start date on the calendar ahead of time.

00:50:17.400 --> 00:50:23.319
So what you can say is um uh doors are open for this workshop.

00:50:23.480 --> 00:50:32.119
It will happen on April 17th, a month from now, and you start talking about it and seeing how many people start paying.

00:50:32.440 --> 00:50:37.159
If nobody on April 17th has paid you, that's really good feedback.

00:50:37.319 --> 00:50:38.279
Nobody wants it.

00:50:38.360 --> 00:50:49.000
Or your messaging is off, or the offer isn't right, or the community that you're selling it to isn't right, but then there's no skin off your back because you haven't even done the workshop yet, right?

00:50:49.079 --> 00:50:53.159
You haven't invested your time or your energy or your money really.

00:50:53.319 --> 00:50:56.839
It's only that you put a date on the calendar and you start talking about it.

00:50:57.079 --> 00:51:05.000
So that is something I really want you to cultivate that like mindset of you're just always running experiments in your business.

00:51:05.079 --> 00:51:09.639
If that if something doesn't work, it doesn't mean you suck or you have failed.

00:51:09.719 --> 00:51:12.519
It just means, okay, well, this idea didn't land.

00:51:12.679 --> 00:51:15.960
So what needs to be tinkered with as a scientist?

00:51:16.119 --> 00:51:25.079
If an experience, like if your hypothesis does not give you that result, you go back to the drawing board or you make a new hypothesis and then you run a new experiment.

00:51:25.159 --> 00:51:27.480
And that is what we're always doing here in Disney.

00:51:28.199 --> 00:51:31.799
So that brings us to the next piece of the puzzle.

00:51:31.960 --> 00:51:35.799
And so I have actually a free mini course that you're welcome to download.

00:51:35.960 --> 00:51:38.920
It's at standfortheand.com slash sold out.

00:51:39.159 --> 00:51:41.480
That QR code should point you to it.

00:51:41.559 --> 00:51:42.679
It's totally free.

00:51:42.839 --> 00:51:45.319
There's a really robust workbook in there.

00:51:45.400 --> 00:51:49.480
Um, it'll help, you know, answer some of the questions that we talked about in this training.

00:51:49.639 --> 00:51:57.239
But sold out offer system is really looking at your entire offer suite, so inclusive of those one-to-ones that you already have booked out.

00:51:57.400 --> 00:52:07.559
And then how do you make sure that your offers are talking to one another and that you feel confident in selling those offers, in particular your group programs?

00:52:07.719 --> 00:52:16.199
So it's for people who are ready to scale beyond where they already are and to diversify their income streams with, you know, multiple streams of income.

00:52:16.279 --> 00:52:31.400
And this is another piece of the puzzle that Angela, my co-founder, and I really work with our clients on because we want there's been so many weird shifts in quote, you know, capital, all caps, the market, right?

00:52:31.960 --> 00:52:35.799
2020, when everything shut down, man, online learning.

00:52:35.880 --> 00:52:49.719
Like that's when many of you may have gone into this crazy world of digital marketing and leaving, you know, like your corporate positions or your more traditional roles and jumping into this online space that like we saw saw a lot of people doing.

00:52:49.799 --> 00:52:52.599
And so the market was like popping.

00:52:52.759 --> 00:52:54.679
It was hot for B2C.

00:52:54.920 --> 00:53:06.119
And then people started going back to work, people started getting a little zoomed out, and the market kind of shifted, and people were getting more savvy, and they're like, oh my gosh, I've spent so much money on all these other things and didn't get what I was promised.

00:53:06.279 --> 00:53:09.559
And so what used to work wasn't working anymore, right?

00:53:09.960 --> 00:53:29.639
And so we're always like, okay, if but if you have diverse streams of income in your business and you have a full offer ladder, when one bit of your market shifts, you have more stability because you're like a table, you know, essentially that has four legs instead of one main whale of a client.

00:53:29.799 --> 00:53:36.199
If they cancel their contract, you're not you're not out to see, you know, like you can still survive.

00:53:36.360 --> 00:53:43.799
So we really want to encourage um different income streams within your business, and the sold-out offer system helps you do that.

00:53:43.880 --> 00:53:45.159
So it's totally free.

00:53:45.400 --> 00:53:47.159
Check it out if that sounds interesting.

00:53:47.239 --> 00:53:50.279
That's sort of like the next step after this.

00:53:50.599 --> 00:53:52.839
And yeah, that's all I've got.

00:53:52.920 --> 00:54:00.199
So I'd so happy to answer any questions or um any comments, any feedback.

00:54:00.519 --> 00:54:02.039
Thank you so much.

00:54:02.839 --> 00:54:06.360
So everybody, drop your questions as they come.

00:54:06.519 --> 00:54:09.639
I have a couple of questions for you that I'll start off with.

00:54:09.880 --> 00:54:10.199
Okay.

00:54:10.440 --> 00:54:19.000
Um, so one question I get all the time is what if I only sell one or two spots in my MVP?

00:54:19.480 --> 00:54:20.679
Do you go on?

00:54:20.839 --> 00:54:26.679
Do you set a limit like I need to sell five in order for it to it to go on?

00:54:27.000 --> 00:54:27.319
Yeah.

00:54:27.480 --> 00:54:32.920
Okay, so the great news is that you're your own boss and you get to decide whatever you want.

00:54:33.159 --> 00:54:37.719
And the hard news is that you're your own boss, and sometimes you don't know what the heck you want.

00:54:37.960 --> 00:54:53.079
So um, there have been times where I put something out there and one or two people have purchased, and I go on as if there were one or two hundred people who have purchased because I want that video asset.

00:54:53.159 --> 00:54:54.679
Like if it's a workshop, for example.

00:54:54.839 --> 00:54:55.000
Yeah.

00:54:55.319 --> 00:54:57.079
I want to record myself.

00:54:57.319 --> 00:55:03.480
I want to be on and presenting without, like, and at least, like, let's say it's$100.

00:55:04.039 --> 00:55:09.319
I'm making$200 now to record a video that I can go and use somewhere else.

00:55:09.400 --> 00:55:11.079
Like I could use it in my marketing.

00:55:11.239 --> 00:55:16.279
It could be the basis of like I can go and live in a community somewhere else, and then I would go and try again.

00:55:16.440 --> 00:55:20.360
So I'm of the mindset if you got paid, you got paid.

00:55:20.519 --> 00:55:22.360
Like, go for it, go do it.

00:55:22.440 --> 00:55:28.920
It might be not as many people as you want, but it's still you're creating content for yourself.

00:55:29.239 --> 00:55:31.480
And you still got paid$200 to do it.

00:55:31.639 --> 00:55:32.920
When what's the alternative?

00:55:33.079 --> 00:55:34.039
Getting paid nothing.

00:55:34.199 --> 00:55:35.000
So I don't know.

00:55:35.719 --> 00:55:36.839
That's sort of my mindset.

00:55:37.000 --> 00:55:40.119
It's better to get paid by one or two and definitely don't cancel.

00:55:40.199 --> 00:55:42.839
If people want to give you money, give them what they paid for.

00:55:43.159 --> 00:55:43.480
Yeah.

00:55:43.719 --> 00:55:44.440
That makes sense.

00:55:45.000 --> 00:55:52.920
Maybe I had it where one person bought and it was more of a hot seat situation.

00:55:53.079 --> 00:55:56.039
So I ended up converting them over to a consulting call.

00:55:56.360 --> 00:55:59.239
And they ended up upgrading into my main offer.

00:55:59.639 --> 00:56:00.920
So it worked out.

00:56:01.079 --> 00:56:08.440
But I've had that too where like something has sold out and then another thing where one person bought, and I'm like, well, what do I do now?

00:56:08.679 --> 00:56:08.920
Yeah.

00:56:09.079 --> 00:56:11.000
That's such a great question.

00:56:11.159 --> 00:56:25.880
I just I love um the it to me, I always want to offer the person who goes, listen, I trust you enough that I forked over$100 for this or$5,000 or however much the offer is.

00:56:26.759 --> 00:56:30.599
I want to deliver so hard for that person.

00:56:30.839 --> 00:56:35.719
And then I love the idea then of you know, developing a relationship.

00:56:35.799 --> 00:56:38.519
So maybe they do end up in like maybe it's a trial.

00:56:38.599 --> 00:56:41.400
They're trying to figure out do I even like how this person works?

00:56:41.480 --> 00:56:47.719
And by turning them away, you may turn away a potential one-to-one high highest ticket.

00:56:48.039 --> 00:56:49.000
Yeah, absolutely.

00:56:49.239 --> 00:56:57.880
I mean, that's exactly what would have happened with that person who bought like the one hot seat and then she ended up working with me for like a year.

00:56:58.199 --> 00:56:58.519
Yeah.

00:56:58.759 --> 00:56:59.639
Oh, I love that.

00:56:59.799 --> 00:57:00.199
I love that.

00:57:00.440 --> 00:57:02.199
Oh, and okay, the prepared leader.

00:57:02.279 --> 00:57:06.279
I'm sorry I don't know your your real name, but I don't think that's Dre Given A.

00:57:06.679 --> 00:57:08.839
Um, your birth certificate.

00:57:09.079 --> 00:57:09.400
Yeah.

00:57:09.719 --> 00:57:11.880
The prepared leader, um, which I love that.

00:57:12.039 --> 00:57:17.559
Um, so since knowledge is at everyone's fingertips these days, have you seen a shift in the success of selling knowledge and expertise?

00:57:17.719 --> 00:57:19.960
The answer is totally, I have.

00:57:20.199 --> 00:57:21.639
And that's a good question.

00:57:22.039 --> 00:57:23.239
Yes, it's a great question.

00:57:23.480 --> 00:57:23.960
Tanya.

00:57:24.199 --> 00:57:25.239
Oh, hi Tanya.

00:57:25.400 --> 00:57:26.039
Hi, Tanya.

00:57:26.199 --> 00:57:31.079
And then how do you express to clients how offers like these add value beyond anything AI can provide?

00:57:31.239 --> 00:57:34.679
Okay, so I feel like these are connected questions.

00:57:35.159 --> 00:57:37.079
And I love, love, love this.

00:57:37.400 --> 00:57:55.799
So in the past, I would say pre-AI, um, the course slash learning industry, there was a lot of B2C stuff that um AI can turn out now in 25 seconds for free.

00:57:55.960 --> 00:57:59.480
Like a free version of Chat GPT could give you all the steps that you needed.

00:57:59.639 --> 00:58:04.679
And you don't have to pay an influencer$2,500 for 12 weeks of your time, right?

00:58:05.159 --> 00:58:19.799
So you may have noticed that that industry has shifted dramatically, like even in the last six months, where these big main course creators are like, well, and now we're not gonna do courses anymore.

00:58:20.039 --> 00:58:21.319
And you're like, wait, what?

00:58:21.480 --> 00:58:28.759
Like lots of famous people have internet famous people have pulled their courses.

00:58:29.000 --> 00:58:30.839
And I can tell you why.

00:58:31.000 --> 00:58:46.920
And I I have not seen this anywhere, but I guarantee, like, I would be willing to put money on this is that their sales have tanked because people got savvy and said, Well, ChatGPT, could you just create this into a course for me?

00:58:47.639 --> 00:59:00.039
And so, how do we still develop programs that people understand are not just um an AI experience?

00:59:00.279 --> 00:59:08.440
And that actually happens to be um as like how you are willing to show up.

00:59:09.000 --> 00:59:20.679
And it doesn't necessarily have to be lie, but the the thing that's happening with AI is that more than ever people want the human touch.

00:59:20.839 --> 00:59:22.440
And I'm sure you've seen that too.

00:59:22.599 --> 00:59:31.319
It's like, okay, I can very well tell when this is written by AI and when this is um generated by a real human being.

00:59:31.480 --> 00:59:40.920
And so I personally want to learn from somebody who has been in my shoes, from somebody who has had this experience so that I can ask questions.

00:59:41.000 --> 00:59:51.880
So as a learner, I'm actually pretty savvy now, where I'll say, like, I won't buy anything that I don't have at least the ability to ask the creator questions.

00:59:52.279 --> 00:59:57.079
They don't have to be there live, but I need to know, like, can I can I email you something?

00:59:57.239 --> 01:00:01.319
And I'm willing to pay more actually for that experience.

01:00:01.480 --> 01:00:03.960
Because remember at the beginning, I said, why do people come to you?

01:00:04.119 --> 01:00:12.759
And so many of you said, because I've been there and I know how to navigate that and I know how to be resilient and find my way out of that.

01:00:13.000 --> 01:00:15.159
That is what people are paying you for.

01:00:15.400 --> 01:00:21.319
It's not as much the steps, it's the like people don't want to be alone.

01:00:21.480 --> 01:00:23.559
They don't want to do things on their own.

01:00:23.719 --> 01:00:27.960
And it's really, really vulnerable to learn anything new.

01:00:28.199 --> 01:00:36.759
And so when you can show up as an expert in your field and mix that empathy of like, hey, I know what I'm talking about.

01:00:37.079 --> 01:00:46.039
You don't yet know about this thing that I know, and I'm here to bridge that gap human to human, people are absolutely still willing to pay for that.

01:00:46.199 --> 01:00:50.839
And I would say that probably the DIY market has suffered the most.

01:00:51.079 --> 01:00:54.519
Um, but the Dunwicking market, I think it's popping.

01:00:54.679 --> 01:00:58.519
So any any and which is great news because you can charge more for that.

01:00:58.839 --> 01:01:08.440
Yeah, I will second this because I've been buying more courses lately, but only if they're paired with like async coaching.

01:01:08.599 --> 01:01:10.360
Can I DM with with them?

01:01:10.599 --> 01:01:11.799
Can I email with them?

01:01:11.960 --> 01:01:14.119
Will they send me a Loom feedback?

01:01:14.360 --> 01:01:15.960
I'm looking for those pieces.

01:01:16.039 --> 01:01:25.159
And I also like when they have custom trained AI assistance to help me create things faster within that course.

01:01:25.319 --> 01:01:29.799
So I'm always looking for like those three things together when I'm purchasing.

01:01:30.039 --> 01:01:32.279
Yeah, I concur a hundred percent.

01:01:32.519 --> 01:02:05.159
I love um the point that you bring up about feedback because a lot of the DIY courses and white people have such a sour taste in their mouth after like a decade or so of these being like the really hot items that all of the internet celebrities have told us that we need to have in our offer suites and that many of us have taken and spent money on, is that you're creating like you're you're taking their slides and or their information, and then you're creating an isolation or you're you're implementing in isolation.

01:02:05.559 --> 01:02:11.400
And that is the worst way that we like we as humans don't learn best like that.

01:02:11.559 --> 01:02:23.880
We learn best in community where we have like if you think about like your own life as a student, you had somebody telling you, hey, a little bit to you know, or like coaching basketball, a little bit that's wrong.

01:02:24.920 --> 01:02:25.799
Yeah, that's wrong.

01:02:25.960 --> 01:02:27.960
Or here, let me show you how to do it right.

01:02:28.119 --> 01:02:34.039
And so we we that market is still absolutely popping.

01:02:34.360 --> 01:02:35.960
So I wouldn't I wouldn't worry about that.

01:02:36.119 --> 01:02:38.759
I know we're at time, so I'm I don't want to go over too much.

01:02:38.839 --> 01:02:41.799
Um, but I would love any other questions if you have a second.

01:02:42.599 --> 01:02:44.119
Yes, we are at time.

01:02:44.279 --> 01:02:45.880
We'll stand for a couple of minutes.

01:02:45.960 --> 01:02:58.759
And I just want to add to that point, if your course also has a Slack channel with it as a companion, that's another way that you can bring that community in and you can interact with each other.

01:02:59.000 --> 01:03:10.199
Because, like as you were saying, people don't want to learn in isolation, but also like this world that we're in, most of us here are solo consultants, it's lonely.

01:03:10.360 --> 01:03:20.199
So anytime you can find a community where you guys are going after that same goal and you can interact, it's going to add an extra element to that group offer.

01:03:20.839 --> 01:03:21.400
Agreed.

01:03:21.639 --> 01:03:34.519
Um a lot of times people will make the argument like, I can't provide the same level of um support in a group that I can one-to-one with people.

01:03:34.759 --> 01:03:38.360
And somehow a group learning experience is diluted from your one-to-one.

01:03:38.599 --> 01:03:40.839
And I could not disagree with that more.

01:03:41.079 --> 01:03:53.480
I have found that we, as humans, we are social beings and to learn in community with other people is a really, really powerful experience.

01:03:53.960 --> 01:03:59.639
And you probably have experienced it before where you've been in a program and you've made a friend for life.

01:04:01.319 --> 01:04:01.400
Right?

01:04:01.559 --> 01:04:06.920
Like think about your exactly, or college or you know, in your master's programs.

01:04:07.000 --> 01:04:13.799
Or I said one time I told my girlfriend the best part about paying$40,000 for a master's.

01:04:14.119 --> 01:04:20.279
Yes, I thought it was a great degree, but I got you as a friend because we got to go through it together and we wouldn't have met otherwise.

01:04:20.440 --> 01:04:27.000
And so there's there's so much benefit that comes of learning as as a group, you know, and just working that out together.

01:04:27.239 --> 01:04:27.960
Yeah, yeah.

01:04:28.039 --> 01:04:29.960
I'm 100% with you on that.

01:04:30.119 --> 01:04:38.199
Sometimes I have joined communities that I don't actually need because the people in that community, I wanted access to them.

01:04:38.360 --> 01:04:39.639
I wanted to get to know them.

01:04:40.360 --> 01:04:41.799
I love that you bring that up.

01:04:41.880 --> 01:04:45.799
That's a really strategic way of putting yourself in the rooms that you want to be in.

01:04:45.880 --> 01:04:48.360
And that is a huge part of business as well.

01:04:48.599 --> 01:04:49.239
Yeah.

01:04:49.480 --> 01:04:51.880
Well, it looks like we answered all the questions.

01:04:52.039 --> 01:04:54.759
Thank you so much for joining me today.

01:04:55.000 --> 01:04:56.119
You were amazing.

01:04:56.279 --> 01:04:58.119
This was incredibly helpful.

01:04:58.519 --> 01:04:59.079
Wonderful.

01:04:59.239 --> 01:05:00.440
Thank you so much for having me.

01:05:00.519 --> 01:05:03.719
And if anybody has any questions, uh, find me on LinkedIn.

01:05:03.880 --> 01:05:05.239
I'm at Melissa Camillary.

01:05:05.400 --> 01:05:07.639
Um, and there's not that many of us in the world.

01:05:07.719 --> 01:05:09.239
So C A Miller I.

01:05:09.799 --> 01:05:11.880
Here's just a note about the course.

01:05:12.119 --> 01:05:12.679
Thank you.

01:05:12.839 --> 01:05:16.199
So join yes, lowercase, type lowercase.

01:05:16.279 --> 01:05:23.639
I didn't realize that that was case sensitive, but it's standfortheand.com slash sold out.

01:05:24.440 --> 01:05:25.159
Awesome.

01:05:25.400 --> 01:05:26.839
All right, I'm ending the stream.

01:05:26.920 --> 01:05:27.639
Thanks, guys.

01:05:27.799 --> 01:05:28.440
Thank you.

01:05:28.759 --> 01:05:34.920
If this episode made things feel a little more doable, I'd love to help you take the next step with the booked out blueprint.

01:05:35.079 --> 01:05:41.239
It's a practical, low pressure session to clarify your offers, your marketing, and what actually moves the needle.

01:05:41.400 --> 01:05:43.559
You can book yours through the link in the show notes.

01:05:43.639 --> 01:05:45.639
You don't have to figure it out alone.

01:05:51.799 --> 01:05:53.480
Hey there, fellow founders.

01:05:53.639 --> 01:05:57.480
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01:05:57.719 --> 01:06:04.839
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01:06:05.079 --> 01:06:13.719
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01:06:13.880 --> 01:06:16.679
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01:06:16.920 --> 01:06:21.000
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01:06:21.239 --> 01:06:28.119
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01:06:28.199 --> 01:06:37.880
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