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Carey: Hello everyone and welcome officially to the core
training Q&A call. I’m Carey Peters. It is you and I this evening, ladies and gentlemen. Stacy is on another training call. So I have just a few
announcements before we begin. First, Happy
Halloween. I hope everyone is enjoying the holiday. It’s actually kind 60 degrees and raining here in Chicago.
So I don’t know; hopefully it won't be raining tomorrow so the kids aren’t rained out of trick or treating. But I hope you’re having fund with your family and your friends and your loved ones. And if you like to dress up, I hope you’re having fun with that too.
Another announcement: So we are just going to be in San Diego in eight days. I mean we’re just gonna go. We’re gonna do this thing and have this event. I think it’s going to be absolutely extraordinary, and we’re excited to see a lot of you there.
And for those of you who we will not see at the event live, I just want to share with you to save the date for November 12th. That’s gonna be the day that we start releasing a free video training series about the transformational coaching method. So if you are not able to come to the event for some reason, but you want to learn about that coaching method,
November 12th is when that video series will be
released.
Also for those of you who are thinking like, well, I’m gonna come to the event. It is sold out, however, there are cancellations at the last minute. So if you do want to be on a wait list for a cancellation or if you have any questions about the event at all, you simply e-mail us before at Holistic MBA dot-com. I think that’s all.
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Our next call for Core is going to be on November 11th, and that’s when we’re gonna release a module
two lesson three. We have a week off in Core due to the TCM live event. And just a reminder that the content that was covered this week was a lot about business systems that save time, energy, and
sometimes sanity. [Laughter].
We’ve talked about processing payments. We’ve talked about stick strategies and helping your clients to stick with their decision to work with you instead of freaking out and having buyers remorse, and a bunch of other things. So of course if you have questions about any of this weeks content, you’re welcome to ask. If you have questions about anything, you are welcome to ask.
I said this one last week’s call, but I’m gonna repeat it here because I think it’s important. And that is that if for some reason you are still working on your high hoof, if you’re still working on your niche, that’s okay. I don’t want you to feel like, oh my gosh, I’m so behind. I should have had this handled. I
promise you that we have had clients that have worked with us for years; it took them a year to figure out their niche.
Once they did it, they were off and running. And actually they were doing great even before they figured out their niche. But you don’t have to beat yourself up if you feel like you haven’t landed on the exact perfect thing yet. You’re here on this call to have us help you out with whatever it is that you might be having trouble, whatever you might be stuck, whether it’s the wrong pricing or niche or newsletters or scheduling your time, any of that. That’s what this Q&A call is here for. You don’t have to worry that your question is like dumb or someone is gonna be judging you about your question – none of that. We don’t have any of that here.
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We just have an open place, a safe place, to ask any questions that you may have. So let’s go ahead and just take a moment. We have a small call today so it can be nice and intimate.
So let’s take a moment to just jot down for you something that’s going well. It’s always so
important to appreciate what I going well. Chances are there is something, whether it’s in your personal life or your professional life, or maybe even both? And then you want to jot down what it is that you want to know or understand or feel from this call tonight so that you can move forward in whatever way that might be for you.
For some of you that might be getting a client, for some of you that might be getting out your
newsletters, for some of you, it might be raising your fees. For some of you, it might be starting to think about information products, which is of course is coming module three and four. Whatever it is for you, wherever you feel stopped or slowed down or perhaps stuck, that’s what we’re here to help you with. By “we”, I mean Stacy in spirit and me.
[Laughter].
So let’s go ahead and press *2 if you would like to work with me. And if you’re on the webcast – I see a couple of you there, simply type in your question. Type in what’s going well for you, and I will definitely address that. As a matter fact, Lauren, I already see your question. And we’ll get to that in a moment. So let’s start with a live call and we’ll go to last four digits 3365.
Diana: Hi. This is Diana.
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Diana: I’m great. Thanks. Okay. So what’s going well? I
did session number five with a client last night, and it was amazing. It was on sabotage, and I was really impressed with it. You know, it’s funny how
sometimes you can look over those outlines and think maybe this is too simple. But then when you experience it, it’s quite a different thing, and it went very well. And I think the client was pleased with it, and so was I, so that was a positive experience.
Carey: I’m so glad to hear that, and thank you for sharing
that. It’s such a great point you make that it’s such an easy thing to look at the outline for some of the sessions and think this can't possibly be effective. Where’s the magic? [Laughter].
Diana: Yeah.
Carey: I don’t see it on the page, but then you go and do
the work with the client, and it really can be so powerful.
Diana: Yeah. And it’s been exciting also kind of a fun thing
to experience is that with the one particular client, every session, whatever the challenge is, it’s the exactly the topic that night. [Laughter].
Carey: That is so funny.
Diana: It’s pretty cool. Yeah. It’s petty nice. So, anyway,
that’s my positive. The area that I have some questions is in the group coaching, and it’s really kind of establishing what comes first, like the chicken or the egg type thing. Do you secure the place first, or do you make the marketing fliers first, or do you start working on the program first? It’s kind of like they’re sort of interlinked, and it’s sometime a little difficult to sort out how to prioritize that.
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Carey: Sure. That’s a great question. So if I’m
understanding you correctly, you want to understand how to prioritize and getting things prepared to offer a group program, whether it’s securing the location or working on the program itself, or actually offering it to people.
Diana: Correct.
Carey: Great. So here’s what we recommend, that what
you want to prepare and focus on preparing are the things that are required only to offer the program. So in other words, you wouldn’t necessarily secure a venue. You wouldn’t create all the session outlines or anything like that. You simply just want to know what is the title of the program, what’s the result that the program is offering, what’s the – we call it the big idea of the program.
In other words, if it’s a weight loss program, like what’s the new spin that you’re sort of putting out – you, individually, are putting on it because you teaching weight loss is totally different than me
teaching weight loss is totally different than someone next to us teaching weight loss. So understanding the big idea, and then you want to understand what the steps are that you’re gonna be taking people through in each session. Have you ever listened to the recording yet on signature systems?
Diana: Yes. It was great.
Carey: Oh, great. I’m so glad you found that helpful. So,
essentially, you, of course, take Stacy’s program and do it as a group format. If you wanted to create something, take elements of the program, elements of maybe the program, you were trained in from your school, or elements from another modality. You can put together a signature system for your group.
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And basically all you need to do is outline what the steps are and what the benefit is of each step, so people can really see like, hey, all along the way, I’m getting benefit. And in the signature system
recording, for those of you who have not listened to it yet, there is actually something in there, a
handout called the simple program constructor. And the constructor really shows you how to list the benefits of each step. Because people, not only do they want to know the big idea of the program, but they also want to know all the different things that are gonna help them along the way in each step. Is that making sense?
Diana: Oh yeah. It's making great sense. Because I think if
that’s what you’re referring to is when you physically take a step forward, is that what you are refereeing to?
Carey: Mmm-hmm.
Diana: Oh, that was amazing.
Carey: Oh, I’m so glad – yeah, it is extremely helpful. And
it makes it so much easier. So much easier. So basically you’re just showing people here is the title of the program, here’s the system I’d be taking you through, and essentially if you were to translate that to closing the deal conversation, whatever system you create are the steps to cross the river, if you recall that from the closing the deal training?
Diana: Yes.
Carey: So the system would equal then the steps across the
river. Then the next thing you need to know is what is the price point. Is there a full investment; is there a positioning price; is there a payment plan, and how you’ll take payments.
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Carey: So those are really the only elements you need
because you want to focus on making sure that people actually want to invest in the program before you secure the venue, that way you’re not on the hook for any costs. For some reason if people don’t want it, you know, who knows? And, also, you haven’t put in a whole lot of enormous like blood, sweat, tears, time, and energy creating like these beautiful materials for each session, and if nobody wants the program, that’s gonna be heartbreaking.
Diana: And that makes sense to me. Here is the one
question I have. So I would make some kind of marketing flier based on that information. Is that correct?
Carey: Yes. You know what I’d actually recommend. This is
a great question. If you’re in level one of your business, I would recommend making a world
document of that, and just turning it into a PDF file. It doesn’t have to be like stunningly designed by any means. My first things were certainly not.
But if you happen to know somebody who is good at graphics and they’re very affordable or free, like if you – some people on the call might have kids who are great at designing things on computers.
Wonderful. If you don’t, don’t worry about that. But yeah, a word document and then turn it into a PDF, and that’s gonna be the best way to do it.
Diana: Yeah, and I’m fine with the designing of it. I’m
pretty computer illiterate. But I guess my question on that would be wouldn’t they want to know where it is, if it’s a physical – would I just pick a part of town – right, I’m in a valley, and it’s a very broad area. And even though I could say “scenic”, that could be 50 miles…
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Diana: Yeah. And so do I pick an area where – do I do a
little of the footwork anyway to kind of get the general idea where I want to go, and then…
Carey: Yeah. If you get a general idea of where you want to
go so you can give people some – because if you say “scenic”, they might live in Scottsdale; they might live in Tempe; they might live – you know, who knows where.
Diana: Yeah. Exactly. [Laughter].
Carey: And they may or may not want to drive 60 minutes
to get this thing, right.
Diana: Right. Exactly.
Carey: Yeah, I think it’s really in that circumstance, and this
is for everyone who lives in a city that’s fairly sprawling, and especially like I used to live in Los Angels, and it was a similar kind of thing. You could definitely say location, TVD in Scottsdale, or location TVD in whatever area. But then you’re not locked in.
Diana: That’s a good idea. I know I had another question.
Oh, I know. My other question, and I hope I’m not asking too many questions.
Carey: No, no, you’re fine. We really do have a small call
tonight, so people don’t be shy. [Laughter].
Diana: All right. [Inaudible] for groups, now I know the
days and the hours that I personally want to work, but that may not necessarily be the ideal group attracting hours or days. And maybe I’m being too general here and just say, for example, I don’t know what the ideal day is or the ideal time for running a group. Let’s say it’s a 12-week group meeting. Would it be weeknights, weekends, weekdays, and that kind of thing? And is there some magic day and time that’s better?
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Carey: Yeah, that’s a great question. Like is there some
magic day and time that’s better for running a group program. And I would say that the answer to that is the first thing to do is look at who is your idea client. For example, if a lot of the people that you’re
working with or your ideal client is like hard driving CEO entrepreneurial women, whether they work in an office or at home, or whatever, during the day might be tough. And like a 7:00-8:30 time on a Tuesday night might be really great for them. But if your ideal client is a mom, especially of young children, that – I don’t know, you wouldn’t want to necessarily get in the way of bedtime and bath time and all of that. You may want to have something that’s either like 8:00 to 9:30, or something that’s, you know, 10:00-11:30, something during the day. So the first question to ask is what is my ideal client lifestyle like, and when would be best for them. And you definitely – I hear your question about, well, what if – what’s best for my ideal client is a Tuesday night, a 7:00-8:30, and I don’t necessarily want to work Tuesday nights. I think in that case, what you would have to sort of – at least what I would be thinking is, okay, well, what the next offer from this group program? So once you offer, Diana, what do you think is your next initiation might be once that group is complete?
Diana: It would be a detox.
Carey: So once the group has completed this 12-week
program, you would offer a detox, and then what might offer next after?
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Carey: And here’s – I’ll just give you a test. I won't make
you work for it. [Laughter]. This is your time. It’s supposed to be easy. So what I’m getting at is that, you know, one thing that of course you might have heard us say is that once people work with you in one program, you’re inviting them into the next step. And likely, even after your 12-week, there may be some people that want to work for you privately, and maybe they need additional help.
Maybe they need deeper coaching. Maybe they are dealing with self-sabotage, maybe – whatever the case may be. They may want to work with you privately. So what’s important when you’re making decisions about when you want to work, to some degree, there is a level of strategy involved in the decision, and the strategy usually revolves around what is the next offer. So do you have a price point in mind Dana for this group?
Diana: You know, I really don’t.
[Crosstalk]
Carey: Here is why I want to illustrate this, and that is let’s
just say that your group is gonna be $14.97. We’ll just make that up, and for the purposes of math, I’m gonna say 500 bucks because I will multiply much easier that way. And let’s say you have, I don’t know, ten people in your group. So ten people times 500 bucks is 5,000 right, or 500.
Lori: Yes. 5,000. Yeah.
Carey: I’m really terrible at math.
[Crosstalk]
Carey: So you would be making $5,000.00 from the group,
and for anyone at the gun club who is listening going that’s not the right math, hang in there with us. I’m actually just gonna make sure that’s right.
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Yeah, 5,000. So let’s say two of those people from that group decides to work with you privately – maybe even three. And let’s say your private program is a $14.97 price point. Let’s just be
conservative and we’ll say it’s two. That’s gonna add $3,000.00 onto your revenue.
So from your group, you’re not just making
$5,000.00, you’re actually making $8,000.00. So when you’re thinking about it from a strategic point of view, and these numbers grow as the numbers of clients you serve grow. So are you’re thinking about the strategic decision of going like, okay, this is going to contribute to revenue going forward, maybe some people work with me privately, maybe some people go into the detox, whatever the case may be. You would really just have to ask yourself if is it
worth it to me to spend a Tuesday night from 7:00 to 8:30 – is it worth it for this particular
circumstance. The other thing that you would have to do if your answer is yes, then I would suggest that with your group, what would do is put really strong clear boundaries around when people can contact you so that even though you’re meeting in the evenings, that people understand if they’re able to e-mail you for support.
First of all, in a small group, if they’re able to e-mail you for support, that you can even just say, like, my office hours are 10:00 to 4:00 Monday through Thursday. If you e-mail me on Thursday after 4:00, you’ll hear back from me on Monday. But you’re really setting up strong parameters and boundaries with people, and stick to those. It’s really tempting when a client emails you at like 7:00 at night, and you’re checking your e-mail to want to be like, oh, I just want to answer. [Laughter].
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But you want to stick with that because if you’re making a decision to work in a time period that you don’t necessarily want to work, boundaries are important all the time. But it becomes doubly important when you decided to do that. Is that making sense?
Diana: Oh, that makes wonderful sense. And that’s great
for me because I like to have those clear boundaries.
[Laughter].
Carey: Definitely. And I just will say for some people who
are listening, it might feel – it might not be you, Diana, but I want to mention this just in case it’s coming up for anyone, that we can feel sometimes like we need to be available all the time for people, and that we want to be their personal guide and we want to be there for them.
And I think that intention is wonderful. It’s just what ends up happening, and Diana, maybe one of the reasons you like clear boundaries is that not
everybody is gonna be contacting you all the time, but as the number of people that you serve grows, it becomes extremely challenging to keep up with e-mails. If there aren’t clear boundaries set around how and when to contact you, it really can drain you and leave you tired for the work that you’re
supposed to be doing at the highest value to the clients.
So for anyone who is feeling concern about sharing a boundary like that, about e-mail communication, I actually want to share with you something that is somewhat counterintuitive. But if you look around at examples, you’ll probably notice that people with really clear boundaries garner a lot of respect. Have you ever noticed that, Diana?
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Carey: Yeah. Like when someone tells you, like, “Here is
how I work. This is how I do such and such. This is how this works. This is how this works. This is how that works.” You go, okay, cool, and then you, like, internally, you are sort of secretly going, wow, they’ve really got their stuff together. Like, okay, these are the rules. This is how it goes.
Diana: And I respect those rules.
Carey: Exactly. And you’re totally going to respect those
rules, and your clients will do the same.
Diana: That’s wonderful. That really helps a lot. That’s
very helpful. I appreciate it.
Carey: Sure. Any more questions about this group?
Diana: As long as I have freedom to use up your time, is
that all right?
Carey: Sure. We can take one more. Sure.
Diana: Okay. So help me see through the strategy of let’s
say I have a 12-week weight loss group, I was thinking they would go into a detox next, or I could do the other way around, and I could do a detox first, and then offer the group weight loss. I guess I’m not sure which is better, or is the detox even good to have in that scenario. What else might be an option.
Carey: Tell me this – yeah, when you’re thinking about your
group program, what do you think about like what the big idea or what your excited about teaching people about weight loss. Tell me a little bit about that.
Diana: Well, when you mentioned earlier that this may not
be our permanent niche market that resonates with me because I really don’t know.
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But I picked the weight loss because it does seem like that’s going to speak to more people, and I can talk to them really, and which I’m finding in the
individuals coaching that I can bring up digestion and other things. And my problem is I don’t really know what my niche market is, so I’m kind of a starter niche here.
Carey: Okay. Love it. So here is what I would recommend.
I would recommend one thing that you could do, and first of all, I really commend you for embracing the starter niche concept and not putting pressure on yourself to have the ultimate niche now. Because you’ll learn so much from just working with people about what you like, about results they get, etcetera, and you’ll discover your niche along the way.
So I would recommend – there are a couple of things you can do. One, you already mentioned you can start with a detox and then move people into a 90-day group. So they’ll do a group detox, then they’d move into a 90-day group. Or you could start with a group detox and then move people into private
coaching with you, which may be even more
lucrative for you. The decision maker there would be what’s your – what’s most important to you. Is it the income or revenue that you generate from
private clients, or is it the experience of working with a group.
If the income is most important to you, then you would move people from your detox into a private program. And if the group experience is most important to you, then you would move your group from your detox into a group program.
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Carey: So that’s one option. Another option is – and I won't
give you too many options, I promise, because I don’t want it to be confusing, I just want you to know that you get to do this in a way that feels exciting and kind of fun for you. So another option is to have actually have the detox as part of the12-week program.
So you could almost, you know, make your – from a marketing perspective, you could almost make your group program, if you were doing a 90-day thing into three phases. And there are popular diets that are out often do this. I’m sure you’ve seen this, where phase one is like – you know, you might even call it like “fast results” because that’s gonna be the detox part. And maybe your detox is, you know, however long it is.
And then phase two might be like, you know, now what do I eat to keep getting results. Phase three might be like what’s next, like, how hot can I get?
[Laughter]. I don’t know if you would say that at all. [Laughter]. That may not be your language at all.
However, what you’re basically setting up for people is that there are three sections of the training. It’s actually similar to Core in a way, the stream module, that you are gonna get a specific result in each section, and the sections build on each other. Now, what you would do then is if you’re phase one is the detox, then your phase two, if you were using Stacy’s materials just for example.
You could start with session one, and you could just being that, you know, what you do want and big moffa group, which actually can be really fun and really inspiring. And then you could move through Stacy’s sessions for your next two phases, and then when people come to work with you privately, you would be just taking them through – are you coming to TCM Live?
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Diana: Yes. Uh-huh.
Carey: Oh, sweet. You’re gonna get lots of exercises there,
[laughter], and you can take people through for the
deeper work that they might want to if they come to work with you privately after the group session.
Diana: Love it.
Carey: What is nice about this structure, Diana, if you
create it this way, once you run it, once or twice, you’re gonna kind of work the kinks out and all that, but you end up having a signature program then that starts to gain momentum and gain a reputation in your local area, and people start to tell their friends and they start – because they’re gonna get fast results.
But then you know what’s gonna happen is once they get fast results, they are gonna hit a wall and self-sabotage in some way. But they are still in your program so you get to work through that together. And so I mean this is the kind of program that can gain a lot of momentum locally, and that all the speaking that you do, all the networking that you do, any local press that you do, if you’re ever on the news or on the local radio and local magazines, you’re talking about this particular program. Now this is a starter niche, so you may or may not want to take it that far, but the structure of it is something that has really good staying power.
Diana: Right. I think it sounds great. I really appreciate
the information tonight. This is very good. And I’m really glad that we can get transcripts. [Laughter].
Carey: Yeah, exactly. This is definitely what the transcripts
are for because when you are the one getting like all the download of information, there is no way to write fast enough, and you want to make sure you get everything.
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Diana: Right. Thank you so much. I really appreciate it.
Carey: You are so welcome. Okay, let’s go to last four digits
7313.
Lori: Oh, hi. This is Lori Buerger.
Carey: Hey Lori.
Lori: How are you?
Carey: I’m fantastic. How are you?
Lori: I’m good. So today I had client session right before
this call. She’s actually my next-door neighbor, and this morning at 7:00 in the morning, I saw her raking her leaves frantically. And I decided to use this session on relaxation and cortisol levels with your eating and breathing, and it went pretty well. It’s always surprising to me though how much faster it goes when I’m actually working with a client than when I’m in the skills lab.
Carey: [Laughter]. Oh, interesting. So you’re saying you
notice the work with a client goes faster than when you’re practicing in the skills lab?
Lori: Yeah. And I think it’s because I’m trying not to use
the script, and when I’m doing the skills lab, I kind of can read the script because I’m on the phone and no one can see me reading. But when I’m one-on-one with a client, I don’t want to look down at the script so a lot of it just what I remembered, so some of it I probably skip over. But I also incorporated the chewing example. I have her a carrot just to show her how to slow down on the chewing. It worked well. I was very happy with it.
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Lori: So what is not going great is – so befriended a
woman at the place where I workout about two months ago because she is a woman who left corporate America to start her own business. She does something completely different in health coaching. But I started talking to her at the place where I work at, and I said can I please have my coffee with you because I’d just like to get your take on what it’s like leaving corporate America and
working for yourself, and just because this has been a huge transition for me.
So we agreed to have coffee and we sat down at Starbucks and we talked, and we really hit it off and became friendly just from that conversation. And she really gave me a lot of insights and let me explain to her about my business. And then two weeks later, we did it again. And I got an e-mail from her – that was on a Friday, the second time we sat down, and I got an e-mail from her on Sunday that said, you know, “I thought about you and your plan all
weekend, and I want to do this with you. When can we get started?”
So without intending to, she became one of my clients, and became [inaudible]. So we sat down for the first session, she definitely was interested in it. She paid me a check. It was great. I gave a food plan. She stuck to the food plan for two weeks. She sent me a text saying she was down seven pounds. I tried to stress that it wasn’t about the scale; it was about being healthy and so much more.
I saw her at the gym – you know, everything is great; everything is good. We were supposed to have our second session on Monday of this week, and she said to me last week, “My stomach has been hurting. I’m not feeling well. I don’t know what’s going on. I ate gluten and I think that was bad, and I’ve been in distress.” And then I said okay.
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She’s like, “Well, I’m gonna have to cancel my appointment on Monday because I’m going to see the doctor.” So I said okay. So since then, we’ve scheduled it three times and she keeps blowing me off.
Carey: Uh-huh. And when you see her – I mean have you
seen her at all?
Lori: I saw her Monday at the gym, but then she was
going to see the doctor in Philly. She told me that the doctor ran all these tests, and they wouldn’t know what was going on with her stomach. But we keep rescheduling and she keeps blowing me off saying that work is crazy and busy.
Now if she was just a client who I had no friendship with, and wasn’t part of the gym, I would say, look, you know, I believe that in order for this to work, there’s accountability on this part. This isn’t judgment, but it just seems like you have a lot of moving parts and you are really busy, and maybe this isn’t the right time for you to be doing this program. You know, because it’s stressing me out.
Carey: Yeah, I can hear.
Lori: Yeah. And I don’t have a problem giving her back
part of her money, but I just don’t know if she’s gonna take it the wrong way and be like, “Wow. You’re giving up on me.”
Carey: Yeah. This is great. I really appreciate this because
not only is it a great question business-wise, but there is a personal attachment, and this is applicable for all of us because we do end up working with acquaintances, friends, even family sometimes. So when things don’t pan out, it can get awkward fast, and how do you best deal with that? So my question for you, Lori, is what outcomes do you want to occur here?
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Lori: I want her to be successful. I want her to feel as
amazing as I know she can feel while she is doing this. But I don’t want her to –
Carey: Hold on, Lori, one second. One second, Lori. I’m
going to stop you right there, so one thing that I want to share with everyone because this is great and you’re doing fabulous. I really appreciate you playing along here with me. That whenever we are looking for an outcome for ourselves or for our client, one of the things that we always want to make sure is that the outcome is not dependent on anyone else because if the outcome is dependent on someone else, it puts in a completely – a real
difficult situation and a very anxiety ridden situation. And I know this is stressing you out, Lori. I can totally hear it in your voice. So absolutely I know that you want her to be successful, and you want her to have the best. I absolutely 100 percent believe that that’s true for you. And what I’m curious about for you is what outcomes do you want to experience? What do you want your experience to be in this
interaction?
Lori: I want it to be a successful one for my own selfish
reasons. I want it to work for her so that she can tell other people how well it worked for her.
Carey: Sure. Yeah. And what if it doesn’t work for her and
she doesn’t tell other people that?
Lori: Well, I mean if it doesn’t work for her…
Carey: Here’s the thing. Here is the thing. Hold on one
second. The outcome that you’re stating is still dependent on her.
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Lori: Right. Well, if it doesn’t work for her, it’s not my – I
don’t believe it’s my fault. She has to be
accountable for it. I mean I’ve used your tool as an analogy: the right program, the right support and the right accountability. I am offering the right program and I’m offering the right support. But I can't – she’s gotta have the accountability.
Carey: Correct. So the outcome that you want to have is
that in this client situation, and maybe in all client situations, you want a client who is willing to be accountable.
Lori: Exactly. I kind of don’t want to work with her
anymore because it’s stressing me out. I don’t need this stress. If she doesn’t want to do it – that’s fine. I’d rather just give her back her money and be like let’s be done with it and let’s just be friends.
Carey: Yes. So here’s what I would recommend. When you
have a conversation with her, is to do your best to – you want to be in a place of compassion and
curiosity with her when you have this conversation. I heard that it’s stressing you out, and you don’t want to bring that stress to the conversation with her. And I’m sure you wouldn’t, but I’m just saying that just in case, and also for everyone who is
listening.
Because what we want to do as the coach is be an observer, a curious, compassionate observer. Like, oh, it is interesting that this is how she’s creating this experience for herself. And it is absolutely part of how she creates experiences in every area of her life. And she may or may not be willing to change that. What you know is that for clients who work with you, they need to be accountable.
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And that when you share that with her, you want to come as mutual as possible of a place so that it’s not – it comes from a place of love and compassion, and not a place of potential like – confrontation is too strong of a word, but just no emotional trigger.
Lori: I don’t want her to feel like I’m judging her. I’m not
judging her. [Inaudible] doesn’t work.
Carey: Yeah. And you can say to her, you can even say,
like, I know we have a personal relationship. I don’t want this to feel awkward for you. I want the best for you. I want you to be comfortable and successful and all of that. And if this isn’t the right fit, and it’s seeming like it’s not, that’s okay. I’m committed to your happiness and our personal relationship, and this is secondary to me, and that way you are really getting into some rapport and trust with her, so that she really can say no.
And if for whatever reason in the conversation she is still not able to come out and say, “No, no, I can reschedule. I can reschedule,” then you would want to decide for yourself what’s the criteria that she needs to meet to continue working together. Say, like, okay, great. So we’ll set up the next session. We’ll do the next session. And if it works for us and we feel like it’s the right thing moving forward, we’ll continue on. And if it doesn’t, we don’t have to. Or you may decide as the conversation goes along, you may have a gut feeling of going, like, hmm, this person is just not ready, and that’s okay. And you could say to her if she’s like, “No, I’m ready. Ready.” But your gut is telling you she is not, you could say to her, you know, I believe you, and I believe that you are ready for change.
And I think I would be doing you a disservice if I sort of test you in this, in this coaching engagement, when I think that change might be elsewhere for you. And I am 100 percent a stand for your success.
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That way it doesn’t have to seem like you’re firing her as a client, [laughter], you know.
Lori: But here’s the thing. All of our back and forth is
either through text message or e-mail.
Carey: Sorry, I’m having a little hard to time hearing you.
[Crosstalk]
Lori: All of our correspondence, I mean unless we see
each other in person, it’s all through text message or mail. So I’m gonna have to do this through an e-mail because even the text messaging, she doesn’t really respond quickly when she doesn’t – I think when she doesn’t want to meet up with me.
Carey: You can do it by e-mail. That’s totally fine. And
that’s even really – it’s nice because it gets you an opportunity to write out what you think and you can even actually ask another Core colleague to read through it and just say, hey, does this sound like it’s coming from love and compassion, or does it sound in any way triggered because I want to make sure. I do that sometimes.
Lori: Can I ask you how you would start the e-mail, like,
how do you get into it?
Carey: How do you start it?
Lori: Yeah.
Carey: So that’s a great question. So how do you start an
e-mail like that, [laughter], besides saying, “This is about to be awkward.” [Laughter].
Lori: Right. [Laughter].
Carey: Yeah, that’s a great question. So you might put in
the subject line, “Here it what I’ve noticed…” and then you may say, hey – what’s her name?
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Lori: Joanna.
Carey: “Hey Joanna. I’ve been thinking so much about your
goals and the things that we’ve talked about. And here is what I’ve noticed. I know you are committed to x, y, z results in your life, and I think that’s – I’m so 100 percent behind that. And what I am noticing is that this scheduling sessions or making this
particular work is a challenge right now in your life. And so I’m curious, do you think it might be best if you were to focus on your doctor’s appointments and some other,” whatever things she’s doing, and work, etcetera, “And perhaps this isn’t the right time for this kind of work. I want you to know that value our personal relationship and I think –.”
You know, you may say some appreciation about her; whatever quality you admire or appreciate about her, and that my first priority is a personal relationship. “I want you do know that it wouldn’t hurt my feelings or be awkward if we decided this wasn’t the right time for this work.”
Lori: That’s great.
Carey: And then you would say to her, you know, “Why
don’t you send me an e-mail or text, whatever is easiest for you, and let me know what you think.”
[Laughter]. That’s it. You can make it really simple
like that.
Lori: Right. Okay. And do I just give her back her money
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Carey: You know, I think that, yeah, you know, whether it’s
a partial refund because she did some work with you, or – you might even ask her. I mean you could even put it in her corner and say, you know, what do you think in this circumstance would be appropriate. She may even say, like, “Just don’t even give me my money back. I feel so bad.”
Lori: But you don’t think that she’ll be offended and she’ll
be like, “I just told you I was busy for work.”
Carey: Well, first of all – I’m sorry; you don’t think she’ll be
offended at what?
Lori: See, I’m afraid that if I say this to her, she’ll be like,
“Jeez, I just told you I was jammed with work.” I know that she is busy at work.
Carey: Yeah. Yeah. Just tell her, “I know. I totally hear
you. And it’s not like I am – I want you to
understand I’m not trying to pressure you. I want to help you get the change that you want. I just want to make sure that if this is it, great. We will continue to work together. And if for some reason it’s not, I just wanted to address that because I know we have a personal relationship, and I don’t want you to feel awkward with me.”
Lori: Okay. Great. Okay. I’m trying to write this down as
you’re talking to me. [Laughter].
Carey: Yeah, and, you know, again, hopefully the transcripts
will be up quickly. If it’s not, the recording, you’ll get this at about 30 minutes after the hour is when the recordings will start.
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Lori: Okay. Great. Thank you so much. It’s kind of
disheartening getting a client and then losing it. But I’ve been stressing because, you know, I just want her to be happy. I don’t want her to feel stressed that she isn’t living up to what I expect. Because it’s not about me – this is her journey. And at the same time, it’s stressing me out so much that I don’t want to do this.
Carey: Yeah, and I can hear that and that’s not the
experience. The same thing you want for her, you want of you as well. So the best thing to do is just with a loving, gentle, just openly being able to talk about it, and not in any way judging her, and not in any way making her wrong. Just bringing it out in the open, so you don’t have to stress, and she doesn’t have to stress.
Lori: Great.
Carey: Awesome. Thank you so much Lori. Let me just
quickly check the webcast here. So Lauren…hello in Vancouver; she is saying, “What is the best way to market when my niche carries a social stigma, and people don’t want to talk about it?” Lauren, that is a great question. So, again: “What is the best way to market when my niche carries a social stigma and people don’t want to talk about it?”
So Lauren, it would be really great if you could just give me a little more information about that on the webcast. I am curious if they don’t want to talk about it like in the general public, are there
organizations or places or associations, where groups of people who are in your niche are collecting,
coming together, and are you able to market to those associations or groups or organizations?
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That way you’re not necessarily talking – you know, if you’re talking to your neighbor Jill in the grocery store, and she says, “What do you do;” you could say, for example, “Oh, I work with anorexia and bulimia rehabilitation centers to help women who have been suffering from anorexia and bulimia to not suffer.” [Laughter]. Which is a terrible hot hook,
[laughter], at least the end part. But you get my
point.
So that you’re talking about an organization or an association or a – like some other thing versus like I help anorexics and bulimia; now your situation might be different than that. There might be more stigmas certainly attached to it. So go ahead and just jot in another – a little more contexts so we can help you even more.
Linda in Wisconsin, my neighbor to the north; she is asking: “Is it okay to share other people’s recipes at a workshop if you keep their name and logo on the recipe?” Can you have a – oh, there are three separate questions. So the first question, Linda, is: “Is it okay to share other people’s recipes at a
workshops if you keep their name and logo on it?” Yes, I believe it is.
If you want to go one step further, and you can ask the person, then ask them. Say, “Hey, it is okay if I share at a workshop, and I’d love to credit you. I will make sure that your name and logo is on the bottom of the recipe.” Your second question, Linda, is: “Can you have a business Facebook using just your name if you already have a personal Facebook using your name?” That is an excellent question. Quite honestly, I’m not sure. I think it might be – I’ve seen colleagues that have their name - like one of my colleagues is Elizabeth Purvis, where she has her private page, Elizabeth Purvis, and then her business page is Elizabeth Purvis fan page. It might have to say that.
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But I would actually post that question on the
Facebook page to get some feedback from our team on that.
And then your final question is: “Is there a certification after you attend the TCM event?”
Um…that’s a great question, Linda. So I’m assuming you mean if you attend the TCM event, at the end of it, do you get a certificate that you attended? And the answer is no. Actually, you don’t. We do have a TCM certification training, that, however, is about three and a half months in the length. We also have a mastery level certification and that’s about five months. So the training that we’re giving at the TCM event is not – it’s extremely helpful, but it’s not the certification itself. And hopefully that answers your question, and just type in if for some reason it doesn’t.
Julie is asking for suggestions for a venue for group programs, and she is not sure if this is a small group or a large group. Also, what do you think about mixing the group sessions with private sessions, possibly doing a private session first to get the goals and motivating factors. And possibly doing another one later in the program for a session on sabotage, and that can be added to increase the value. Julie, I love the way you’re thinking. It’s a great idea. I have actually done that myself, where in a group program, you add value by including a couple of private sessions. It’s a very good idea to do them at the beginning as a kickoff because when someone first invests in a program, there are so excited and they want to get going. And they want to talk to you. So it’s a wonderful idea.
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And then having another one later in the program for a session on sabotage is also a great idea because you know that people will hit a wall at some point. Depending on the length of the program, you may also want to add a third private session at the end or towards the end because in that session, you can make the offer to come work with you privately if that’s your next step.
So from a strategic point of view, not only are you adding value to the group, and by the way, you don’t have to do this for those of you who are doing group programs. It is something you can do, but you don’t have to do it. But strategically if from your group program, you’re going to be making people another offer, which of course because you’re in Core, you know that you are, you would add another private session at the end.
And that actually would be a closing the deal
conversation, or for those of you who have been in the TCM deep dive, you could use the outcome frame. And you would be basically asking people what’s next? What would you like next? And then inviting them forward to work with you privately or in another group if you’re gonna be offering another group, whatever your next step is going to be. As far as suggestions for venues for your group program, it depends on your town. Like I’m here in Chicago – and that also depends on your ideal clients and what’s sort of easiest or nicest for them to get to. If your group program is like some sort of luxury high end thing, then you would do a luxury high-end location maybe at a hotel or something like that. Now if you’re in level one of Spotlight, and going into level two, that’s probably not going to be
cost-effective. So you could do something simple like maybe there is a – like I have a girlfriend here who has the Pilates studio, and I may ask her to rent that space.
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I think it’s like fifteen bucks an hour or something. Or you could go to an – I’m also very close to DePaul University, where I went to college. I could get a free space actually because I’m an alumni on their campus.
You could also do any kind of wellness center that’s around you, any kind of dance studio, yoga studio, whatever the case may be. The only change with Pilate’s studios and the other studios is whether or not they have chairs. If you are cool with your people sitting on the floor if the studio doesn’t have a chair, then it’s not an issue. But if you’d like to have chairs, then the studio might ask that you bring chairs in, which depending on the size of the group, it may or may not be a problem for you.
Okay, so Julie, Linda, Lauren, thank you so much. Oh, okay, so Lauren just wrote back in and she said, “My niche is the HPV virus, a sexually transmitted disease. Medical doctors are the only place I found that these women congregate. Docs don’t seem to be receptive to the emotional suffering that many women go through when diagnosed, so I don’t know how to get in with the docs.”
Yeah. That’s a great question. You know, when I think about that niche, Lauren, I think that you’re
[inaudible] to a certain extent. First of all, I’d be
curious to see – two things I’m thinking. First is your niche is actually really perfect for Internet marketing because HPV is something somebody is going to be searching at 11:00 at night, and by e-book or an information product or something-something because they can do it anonymously at home alone.
So you’re gonna be really excited when we get to module three of Core, [laughter], because that’s something you can build an Internet business around for sure.
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As far as the doctors, I would be curious to know – to actually do some research that instead of going to the doctor saying, “I help women with HPV,” you may want to go around to doctors that work – maybe a gynecologist, or whatever, that work with women that have HPV, and say that you’re doing an interview series, and you could do this anyway actually.
You could turn this into an information product, where you interview the doctor to say, “What do women who are diagnosed with HPV, what do they need the most help with?” And this way you get to know I would do this with like ten doctors in your area. You’ll get to know ten doctors. And instead of you going to them like trying to have them refer people to you, you’re actually really just asking like what – I’m curious for this research that I’m doing because I work with women who get this virus. And I’m curious when you diagnose patients, what do they need the most help with? What do they struggle with the most? What’s the most challenging for them? What’s the most painful for them? What do they say in the office? And once you’ve compiled that research, and that’s really like a 10-15 minute conversation with the doctor where you can either meet them in person or just talk with them over the phone.
And if it’s over the phone, ask them if it’s okay if you record it just because it would be easier for you to transcribe later, not because you’re trying to
incriminate them. If someone is uncomfortable with that, we certainly don’t, you know, don’t record it. But just for transcription purposes for you, it would be easy if you could.
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Once you get the information from the doctors about what their patients really struggle with, then you would create some sort of program that addresses that main challenge for the doctor’s offices, and say, “Look, this is something that I provide. You would a ____ coupon. You would say this might not be something that your patients ever want or need, but I’ve heard from a lot of doctors this, this, and that. They would tell them everything they discovered in their research, and we’d just say I’m really just the support for your work with your patient.” And that’s the way I would go about it with the doctors. But definitely on the Internet, I think you’re gonna rule.
[Laughter]. All right. Let’s go to last four digits
7032.
Emily: Hi. This is Emily.
Carey: Hey Emily. How are you?
Emily: Good. How are you?
Carey: I’m fantastic. Thank you.
Emily: That’s good. So what is going well is the program is
definitely helping me with clarity. I’ve called a
couple of times. I’m the migraine girl. I am creating a program for migraine sufferers.
Carey: Wonderful.
Emily: So I’m really finding clarity in creating my own
program. The question is I’m in the process of writing a book, and I feel like I’m three-quarters of the way through, but I really don’t know what the process is in terms of publishing or getting the book edited. So I’m just wondering if you guys are going to be touching upon that in core, and if not, if you have any suggestions.
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Carey: Yeah. That’s a really great question. First of all;
congratulations on writing your book. I think that’s so exciting. And are you enjoying the process?
Emily: Yeah, I definitely like the process. I like to write, so
I’m excited to kind of take everything that I’ve experienced, learned, and put it all together.
Carey: One thing I just want to ask you from a like a
strategy point of view, what is the book driving
people to or towards? In other words, does the book have a call to action? What’s the action that you’d be asking people to take in the book so that they would be able to get on an e-mail list of yours?
Emily: I never really thought about that. There is not really
a call to action for the book.
Carey: Cool. So is having – is marketing your business
online and maybe some time in the future doing teleseminars or videos or webinars and information products, is any of that appealing to you or exciting to you?
Emily: Yes, yes, yes, and more yeses. [Laughter].
Carey: Okay, great. [Laughter]. So here is what I want to
recommend, and this is true for anyone who is thinking of writing a book, that the book, itself, you actually want to consider as like a calling card. But the book is not the end that the book is really a mechanism to drive people to your online presence and opt into your list. And if you look at people who – it’s actually really fascinating that you asked this question; I was just a Master Mind in Palm Springs with – are you familiar with J.J. Virgin?
Emily: I’ve heard of the name, but not really familiar with
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Carey: Okay. She is a powerhouse nutritionist who is a
best-selling author. And Sarah Godfrey was another, and then there was Daniel Amen, I believe is another best-selling author. His wife was there. And there was a literary agent there, and they were talking a lot about – it was fascinating because there were some people in the room, who were New York Times best-selling authors, who hadn’t made a dime, and then there were some people in the room who were
New York Times best-selling authors that were
making a ton of money on their book.
Emily: Hmm. That’s what I want. [Laughter].
Carey: Yes. Exactly. That is what you want. So what ends
up happening is that the book is really – you don’t make money from the book, itself. Where you make money is when people read the book – like did you ever read 4-Hour Workweek?
Emily: Yeah, I love that book.
Carey: Okay. This is a great example then. So Tim Ferriss
in the 4-Hour Workweek, if you’ll notice through the book, he is directing you to his website to get
resources that he is referring to in the book, whether it’s like financial planners or spreadsheets or – I’m trying to remember. It’s been a while since I’ve read that. But I went to his website and what did I do when I got there to get those resources? I entered my name and my e-mail address.
So I got onto Tim Ferriss’s list. So the 4-Hour
Workweek is about building his list. And what’s
gonna happen, and you’ll all learn this when we get into module three of Core, is that in Internet
marketing, when you have built your list and you’ve built a relationship with your list, you can offer them all kinds of products and services that they’re
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So migraine suffers, when they read your book, let’s say, for example, I’m totally making this up and this may not be something that you offer at all,
[laughter], but let’s say you have a list of foods that
are ideal for – or you list foods in your book, and then let’s say would you like recipes using these different foods? Go to, here is my website dot-com, where you’ll find seven days worth of recipes and 30 days worth of recipes, and a shopping list, and
whatever.
And people are gonna go to your site, and they are going to enter their name and e-mail address. They are gonna download that information, and they’re gonna go, oh my god. She is so amazing. This is the most amazing resource. And now that you’re gonna have her name and e-mail address, you’re gonna be communicating with her and following up on that relationship via email marketing, and you’re gonna do it in a not gross way, [Laughter], because for me, e-mail feels gross. We don’t teach it that way.
So once someone has bought your book and they’re a migraine suffer, they may put some of your tips and tools and strategies to work. They may try some things, but they may have questions. They may want more help. They may go, “Oh, I tried such an such, and it worked, but then it didn’t. I‘m not sure what to do.”
So one thing that you may have is for your readers, you may have a monthly like Q&A, like people, you know, maybe they invest – I don’t know, I am totally making this up, maybe nine bucks a month or
$40.00 for the year, or something like that, to have access to these Q&A calls, to have this migraine community, whatever.
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And then of course there are all kinds of, you know, group coaching programs, video series; there are all kind of information products you can create. And, again, we go into real detail with that in module three. Is that making sense as to how the book then becomes a driver for building your list?
Emily: Yeah, that definitely makes sense.
Carey: And, therefore, the book is really what is known as a
lead generation strategy. But you remember back to the beginning of Core when we had that six-figure practice task?
Emily: Yeah.
Carey: And at the top, there were all those lead generating
strategies; a book would be one of them. I can't actually remember if the book is up there or not. So the book, we have to switch our thinking from the book being the end, in itself, to the book being a driver. The same, I believe, with Dr. Hyman’s
books. It’s been a while since I read UltraMetablism, but that guy is pretty darn savvy. I can't imagine he’s not sending people to opt into his list.
Emily: Cool.
Carey: Yeah. So that being said, when it comes to whether
to self-publish or get a publisher and all of that, and how to find an editor, etcetera, would you like to move onto that section of the questions?
Emily: Yeah. You know, you were talking about that and I
totally forgot about that part. [Laughter]. So yes…
Carey: So here’s the thing. That’s not something that we
cover specifically in Core. It’s usually something that people are doing like in like level three, four, and five of their business.
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But you’re doing it now, and that’s great. What I recommend is that you don’t publish that book until you have an opt-in on your website. And you’re gonna learn how to do that in module three, and that’s coming up very fast.
Emily: Okay. Great.
Carey: Yeah, because the book is – you’re gonna be missing
opportunities if you aren’t sending people to an opt-in. And as far as an editor, you know, are you
looking to do an e-book or an actual like hardcopy or both?
Emily: Um…I hadn’t really thought about it. I would think
both. I’ve always wanted to write a book, and then I was like, well, why not write about migraines if this is the path I’m going on. I was thinking about this as a marketing piece and a teaser of my program.
Carey: Yeah. That’s a great idea. A fast way to get your
book out is to have it created as an e-book, and to do that, you simply hire – when I did my first
e-book, I hired someone who was an e-book formatter. You can find him on Elance, really, or Craig’s List. I mean people – it’s really about taking a word
document and formatting it in a specific way, and turning it into a PDF file. Or maybe some design elements as well, like a cover.
And the formatter should be able to do all of that. I think – now when I did this, it was in 2008-2009. And I think I paid her – the person that I hired, $500.00 to do it, just so you have some frame of reference. I don’t know if it would be even less expensive now because e-books are so much more popular.
Emily: That was Elance you were saying?
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Emily: Is that a site?
Carey: Elance. Yes, it’s a website: Elance dot-com, where
you can find all kinds of freelance people, graphic designers, editors, e-book formatters, and etcetera.
Emily: Okay.
Carey: Transcriptionists, everything.
Emily: Cool.
Carey: And as far as finding a publisher – because you can
always have an e-book created yourself. You can put it up on Amazon. You can put it up on your site. You can give it away all over the place. As far as a hardcopy, you can self-publish that as well, and have a printer print on demand, a service to print on
demand, I think is our little black book of resources, but I’ll tell you it’s Vervante, V-E-R-V-A-N-T-E. And, again, I think it’s in the little black book. You saw that?
Emily: Yeah, I think so.
Carey: They are a fulfillment house that basically when
someone orders the e-book and they print a copy. It’s a print-on-demand. It’s not like you go and buy, you know – get 200 copies of a book printed, and you have it sitting on your shelf. That doesn’t make any sense. So as far as getting a publisher, that is sort of the whole another ball of wax, and we don’t teach that in Core. I’m gonna give you two
resources for that.
One is Karin Witzig Rozell. You can look her up on Facebook, but she is spelled K-A-R-I-N, and her last name is spelled R-O-Z, as in zebra, E-L-L. she is a health coach as well, but she and her husband teach people how to write books.
