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- [00:00]
A
Foreign. Welcome to the Courage and Clarity podcast. I'm your host, Steph Crowder. I'm a former sales training director who's helped thousands of entrepreneurs earn a living doing something they love over the past 10 years. On your journey, you'll need the courage to be bold, to take risks, and to do what looks crazy on paper. You'll also need the clarity, the brass tacks, simple strategies that actually work. And on this podcast, we deliver both in equal measure. Oh, and by the way, we've got absolutely no time for bs, gross marketing tactics or get rich quick schemes. Just sustainable business strategies for good humans with big dreams. If that sounds like you, you're in the right place. Let's go. Brian, welcome to the podcast again. Great to have you.
- [00:53]
B
Thanks. It's so good to be here. Be back.
- [00:55]
A
I love it. Okay, tell us about you and your business, how it is that you earn your living.
- [01:00]
B
Absolutely. I am an author and certified relationship coach who helps you clarify your values and then build right fit relationships and exciting sex lives in line with those values. And I'm also the co founder and co host of the Queer Theology podcast, which is the longest running LGBT LGBTQ spirituality podcast. And there's also an online resource hub and community.
- [01:24]
A
I did not know that. Fun fact about. About the podcast.
- [01:26]
B
Yeah, yeah, that's amazing.
- [01:29]
A
You mentioned being an author. That is also a new development. So tell us a little bit about your new book.
- [01:34]
B
My first book came out in September. It's called Love beyond monogamy. How polyamory can enrich your spirituality, faith and relationships. And so it's. It's Polyamory is in the subtitle, but it's really about all the different ways that we can love inform meaningful relationships. Whether you're polyamorous or in an open relationship or monogamous yourself, the valuing all of the different people from your past, present and future. And then I have a second book coming out with my queer theology.com creative partner next September, which is called Reading the Bible through queer Eyes. And it looks at a bunch of different passages from the Bible, from the Jewish and Christian Bibles with a queer perspective to see when we bring our full selves to our sacred texts, what new insights does that unlock in these ancient texts? And also what sort of agent wisdom is there to apply to our modern lives. And so that's coming out by Harper one in September. Next September.
- [02:27]
A
So exciting. I love it. Very, very cool. Okay, so let's talk a little bit about, you know, your journey recently in the sold out group Programs Mastermind. So we have worked together in the past. You were in the Mastermind when it was still called the Messy Middle, specifically with your partner. Business partner. We were working on queer theology primarily at the time. A little bit different this time. So tell us. You can, you know, maybe talk about how things have evolved. I have a number of clients where, you know, we've worked together in the past. They've kind of gone out on their journey and then I always love when, when folks want to come back and we work on some new goals. So when you decided to join the Mastermind, what was going through your head and how did you come to that decision for yourself?
- [03:12]
B
Yeah, absolutely. I. The. The Mastermind was, was like, registration was open, was closing, like right. A few weeks before my first book was coming out. And I had already had in my mind that as the book was like near and coming out, I would be able to stop focusing on writing the book. Writing the book and start shifting back to taking on more clients. I'd sort of put taking new clients on pause to work on these books. So I like, had written down on my like, plans for the year, like restart my coaching program, like one on one and a group and. But didn't have specific plans. And so actually I had somehow I had like fallen off both of your email list and your podcast subscription. And then an Instagram ad for an episode of the podcast popped up on my feed and I was like, oh, Steph, like, I love her. Like, let me like check out what she's up to. And that's when I realized it was like the very, very end of right about to start. And I was, I listened to an episode or two on the airplane back from LA and I was like, I gotta get it on this side. I think I messaged you like from the air, like, is it too late? Can I sneak in? Yeah, because I, I have. Having done this in the past, I know it is sometimes hard to be on your own. And so having some like, structure, some accountability, especially also in the group, just some like, inspiration of different people doing it different sort of ways. I felt like it would help me make sure that I actually go into the post book season with plans and a process.
- [04:43]
A
You know, there's so many, like, great little tidbits in what you just shared. I would be remiss if I didn't take the opportunity to kind of picket. Something that we talk about a lot in the Mastermind and I think I talk about publicly on this podcast as well is the idea of what I Call launch magic, where when we're launching or we're selling something, we. I think it's so normal to be kind of trying to like, quantify, is it working? Right? Like, you know, how many likes am I getting on Instagram? How many opens are my emails getting? How is this going? I always call it trying to read the tea leaves. And I always encourage my clients to believe that there is something called launch magic happening in the background that you can't see. For example, one of your previous clients sitting on an airplane listening to your podcast because they happen to see an ad is not quantifiable by any measures that are out there. And so when I got the message from you, I was so excited, but didn't see it coming at all. And it's interesting how when we're selling and launching, we really discount that we. We start to even give up. I've been talking about this a lot. This, like, quiet quitting where it's like it's not working, nobody's paying attention. And there. I always encourage people to, to lean into the belief that when you're putting yourself out there and you're being highly visible, there are so many connection points and so many people discovering you and rediscovering you. Because the reality is people on your list, they fall off your list. We unsubscribe. I have unsubscribed and resubscribed to my favorite coaches things so many times. And, you know, people come back into your world and it's like, if I hadn't been being highly visible in that moment, we wouldn't be working together right now. And so I just love when I see real life examples of. I'm always talking about launch magic, and I'm like, these people probably think I'm totally unhinged, but I have so many examples of how that really is the case. So it's really cool that it played out that way.
- [06:33]
B
Yeah. And I have a few of mine own from this past month.
- [06:36]
A
Yeah.
- [06:36]
B
Yeah.
- [06:37]
A
Awesome. I want to hear those too. Speaking of this last month, let's talk about what's happened because it's been really fun. You are someone who came into the program and I think, you know, we have a whole year together and you, you've gotten a really fast start in terms of your goals. So let's talk about you came into the program. Let's talk about what your goals were and how things have unfolded so far.
- [06:58]
B
Yeah. So I start, I think that I started in August and I do like my life planning and Fiscal year on an October through September cycle. So I only have like two months left in my year. And so I. What I wanted out of those first two months was to really sort of like hone in on who my, like who am I serving and how am I serving and getting back into the process of like my messaging and my sales calls. Cause I'd fallen a little bit out of practice. And previously most of my clients were gay or bisexual men in relationships with other men who were like in open relationships. And it was very sort of like brass tacks. The book deals with a much wider range of people. And also through telling some of the stories leading up to the book, I knew that my audience was more than just that. And so figuring out how much does spirituality fit into it? How much is. Is it like specifically for people who are open or polyamorous? How much is it for single people versus in a relationship? And so the first two months were kind of just sort of like re getting to know my people, clarifying that messaging, maybe trying to like make a sale or two, but like a lot of like relearning the skills. I watched your sales calls training and your coffee chats training and I took notes in my notes app on screenshots. I've got like all of it. And so that was like the first two months was sort of like a reset. And also like that was like I was on vacation, my book was coming out. So I was also sort of planning launch parties and dealing with all of that at the same time. And then for my 90 days that started just a few weeks ago, I really wanted to get six new clients locked into a three month coaching package. And then I had a few audience goals as well. And like tied to that was like a revenue goal as well. So I sort of was. That was the next stage that we're currently in.
- [08:54]
A
Okay, so when you came and just, just to make sure I've got it right in terms of the specific details, when you came into the program, as far as your one on one coaching, which is what we've been working on, we'll work our way towards a group, which I think is a good moment for me to remind folks who may not know that, you know, the program is called sold out group programs. But I have a number of clients who are not just working on groups. For a lot of clients like Brian, we are kind of working our way there. And I have plenty of clients who are using all of the strategies that I teach for one on one coaching as well. There's a Number of reasons to pursue that. First you know you need fewer people, you can get more client results and then start to build up your demand and sort of like parlay that into a group. So Brian's an example of someone who is really taking these strategies and making them work for the goals that he has right now, even though we're not in a group format at the moment. So I think that's important to point out as well. But when you came into the Mastermind, I think you said you had one group coaching or sorry, one on one coaching client, right?
- [09:56]
B
Yeah, so I had one. There were a couple that have been with me for a really long time coaching client that were at some point when they first started there was like a package but they've been together for so long and renewed so many times that it was like, well you're buying like a four, like you're buying a, like a three month package on a payment plan. But you've been doing that like every three months for two years now. And then we just, I'd like suggested graduating them a few times but they had kept having new things I wanted to work on. And so at some point we just switched like I'm just going to bill you like per session like as you show up. And at some point I took down my sales call page because I was, I was sort of like burnt out on sales calls and didn't have capacity and I threw up like a calendar that was like, you can book a one time session if you want, I'll take your money but I don't want to like put really much effort into it. And so over those like the two years that I was more focused on the book and other projects, every now and then someone would book one session, they would come back two or three times often. And so like here and there a smattering of like mostly one offs or three offs, but only one consistent client. Right as I was joining someone had booked a single session. He was like, I could tell it was a totally right fit client and I think I might have already been in the Mastermind or maybe I like maybe not quite. And I had in my mind I was like, if you want to keep working together, like there's a pack, it's, this is the cost but there's a, I can give you a package. Um, so then I like circled back around with him and like was able to get him as like the first package. Um, and then from there went back to sales calls.
- [11:32]
A
Now fast forwarding a little bit and then we'll talk about how you got there. How many one on one clients do you have now?
- [11:37]
B
I now have seven one on one clients.
- [11:41]
A
Seven one on one clients. Amazing. Okay, how, let's break down how you did it because you are, you have been putting in a lot of work since you got into the mastermind. There's been a lot of different things that we've been working on together. What do you kind of like, what was your process for ramping this back up?
- [11:58]
B
I had a million coffee chats and I realized working with you and talking to some other folks, I was like, I just like need to get back in the weeds of it. Like, I have like lost a sort of like reminder that I know what I'm doing. I'm out of practice talking about it. And so I posted an Instagram story that was like, hey, I would like, would love to talk with folks about sex and relationships and like, what's coming up for you? Do you want to talk? And I put a little poll and it was like, hell yes, or I'm interested. And I got like a lot of responses, like a lot of responses to that.
- [12:36]
A
Yeah.
- [12:36]
B
And I also sent out an email to my list similarly that was like, you want to talk? If so, like reply and let me know. And I think I, I had not been getting very good email engagement whatsoever. And so I, I put a little like salacious. I think the subject line was like, want to trade question mark? And then the first line was like, not picks but like conversations. And then I love it. I then went into it and followed up with most people and like sent them a calendly link to schedule time to talk. And most of those people ended up getting hopping on a call at some point I was like, I've got more than enough. And so I started emailing back and forth a bit. Can like see if I could just get enough information over email or decide if it's worth hopping on a call or similarly by DMs. I did some voice notes back and forth before hopping on a call, but I probably did like 10 on Zoom, recorded coffee chats and just picked their brains. And it was mostly people I didn't know. A few people that I like, I recognize their name from Instagram and then like two former clients hopped on with me as well. And it's just like a really helped clarify what people are looking for. Helped me see some through lines. Many people had been like following me on Instagram and or knew me from my core theology work. And so to hear them reflect back Like, I really appreciate this about you or like, this is how I found you in the first place. Or like, I resonate with this part of your work was also helpful in terms of, like, where the, like, need or interest, like, might be.
- [14:08]
A
Yeah, totally. So the concept of coffee chats is something that we teach in the Mastermind to really. Just like Brian said, when you're. Especially when you're in a moment of having thoughts, like, I don't really know what people most want or what they would buy. Like, especially in your case, you were sort of like, I could talk about, you know, relationships is like a big topic. Like, how narrow do I go with it? What do people actually want to talk about? So one of the things we do in the Mastermind when folks are at a crossroads like this is to allow curiosity to kind of lead the way and just get into the mode, like you said, of like, getting people talking and just listening again. That's something that a lot of people, I think have been struggling with, that I've been talking to, where they're sort of like, I'm having a hard time getting people to even talk to me and tell me what they need. So what? Like, you mentioned it a little bit, but I'd love to just hear a little bit more as you started, like, extracting those insights and people did start to share. No, it's this for me. It's that for me. What was the next step from there? Or, like, what were you able to take from that and sort of propel you into more momentum?
- [15:14]
B
Yeah, I. So I honestly, I also, like, I don't have a sales page.
- [15:18]
A
Yeah, we should definitely mention that. No sales page.
- [15:20]
B
There's no sales page. I was like, I was like, I don't even know what to say on it because, like, there's so many different ways I could take this. And you were like, one of the great things about one on one is you can totally customize it. And so.
- [15:28]
A
And you don't even need a sales page to be sold out with one on one.
- [15:31]
B
Yeah, yeah, there's different sales page. Um, so I. I think I use that strategy of like, I was like, oh, people are responding to this, like, poll thing and let's talk. And so I started posting some more polls that were less like, let's talk and more like, which of these do you resonate with? Or like, I would share a story of like, I often see this come up for folks, like, does that resonate? Or I've been talking to people and I see these three themes coming up recently, like, which of these issues are you dealing with? And then just like, following up with everyone who responds with curiosity, like, tell me more about that or say more or, like, what's going on for you? And then just having, like, a natural conversation back and forth with them. And this is, like, one of the spots where I got a lot of coaching from you on.
- [16:18]
A
Yeah.
- [16:18]
B
Sometimes it felt really natural for me to be like, I could help you with this. Do you want to hop on a sales call? And sometimes I would be like, I know I can help them based on everything that they've shared. But, like, there's something about the conversation that I don't quite know how to ask them if they want to get on a sales call without. I don't know, I'm worried that I'm going to feel pushy or it's going to seem like it's coming out of left field or it's going to feel awkward. And so we work together on some, like, transition phrases that I could use by typing or by voice notes that really helped me bridge that gap from we're just sort of chatting to, like, let's talk seriousness. And I also started more and more frequently on my stories in particular, but also, like, a little bit my feed, like, really referencing, like, in my work as a coach with my clients and putting, like, every now and then, like, links to, like, hop on a call. Even if, like, no one's clicking on those links and booking sales calls.
- [17:14]
A
Yes.
- [17:15]
B
From those links, it felt helpful to sort of orient them in the. Like, you're not just, like, chatting with a friend. This is also work that I do. And that also then gave me confidence to say, like, do you want, Can I help you? And honestly, there was a little bit of, like, we came up with some scripts together, and I was just sort of like, I don't know, I still feel awkward, but, like, I'm just gonna say it. What's the worst thing that happens? Like, they ignore me. They say, no. Like, I can survive this. So there was a little bit of, like, feeling the fear, holding my breath, sending the message and seeing what happens.
- [17:44]
A
There's so much goodness in what you just said. And I think one thing that's really an interesting, like, flip for a lot of people is the idea that. I remember that call where we talked about, like, one of the things that could help you feel a little bit less, like, inviting them onto it. Like, if you're in a DM with somebody, inviting them onto a sales call could be less of, like, it's coming out of left field is to be more present with your offer and to be talking more about like the work that I do with clients. I think sometimes people will be like, I don't want to be too pushy. I don't want to be too self promotional. And something I've been able to reframe for myself and a lot of the folks I work with is, you know, it's actually like, paradoxically, the more you talk about that stuff, the more ethical you're selling really is. I get comments all the time from people who in my emails for my, when I'm launching, I am always talking about, this is sold out group programs. Here's the price, we're opening on this date. And I put that right up front. I get comments from people all the time being like, I love how you do that. It's such a breath of fresh air. I didn't feel like I had to jump through hoops to understand like, what. Find the damn price. And so it's interesting how sometimes like what we think is like too out there with your offer because we're like, oh, that's too like bombarding people. It's actually the opposite where when you're not being above board with how you work with people and then you're in the DMs and you make an offer that's actually more off putting versus if I've been watching your stories, I'm like, oh, that would make sense. Like I know he's, he coaches people. Like, of course, of course. Like, I'm expecting that now. Right?
- [19:15]
B
Yeah. And I will say also the coffee chats, like really helped with a confidence boost because there's something different about like talking real time with someone versus DMing with them that I got off every single one of those calls being like, excuse me, like, no, that's fine, you're good. Fuck. I could like really help these people. Like, I'm like, I know my stuff.
- [19:35]
A
Yeah.
- [19:35]
B
And so just for like, I was able to carry that energy into like in the DMs. Like, I like, I remember, like now I remember. I've like helped clients in the past. I've helped so many friends in these areas. I've like done it myself. Like, I know that I can do this and I enjoy the talking to them one on one on calls. And so it helps me sort of take that energy and feel less, I don't know, like imposter syndrome. Imposter syndrome when I'm texting with them. I think there might have been A time where if I would be like, before, I have that confidence and be like, well, this is what I do, but I haven't done it yet. It feels hard. Like you're. When you. When you're on shaky ground about yourself and your skills, it makes it that much harder to invite people to work with you. Where it's like, I can do this. I'm here if you want it. It's okay if you don't. Like, I'm going to be fine either way.
- [20:26]
A
Yes. That is something that I learned way long ago, like in my groupon days working there that I really realized, like, as far as sales go, it's really, really hard, if not impossible to sell something when you're not in full belief of it. Right. Like, if you're not drinking the Kool Aid, you're not going to be able to pretend that you believe in yourself. So I think it is really cool and a great point that you were able to use those coffee chats to ground yourself and remind yourself, like, I know my stuff. I know what I'm doing. I know I can help people. It's not a surprise to me that by you being in that energy, you were able to attract more people so quickly.
- [21:00]
B
Yeah. And you have a training inside of solar group programs about sort of like the concentric circles of belief. And so I was like, oh, yeah, I really gotta, like, really start there and fuck myself up. And I would have conversations with my partner. Like, he knows I can do it, but just, I would just to say out loud to someone, like, I had a great call, I could really help them. I can see how this is all coming together. I believe in this. Like, this is gonna help people. Like, I'm not gonna say that to myself in the mirror, but to have. Whether it's a friend or a partner, to say it out loud to someone was like, just really reinforces in your body, like, oh, yeah, I got this. And this is. I think you say, like, selling is serving. Like, there's something about, like, I would be doing you a disservice to not offer you to work with me.
- [21:40]
A
Exactly. That's it for sure.
- [21:41]
B
That's the energy I'm bringing.
- [21:42]
A
I love that it's working. I love that. One of the things you also mentioned was you touched on, just briefly, the. Some of the conversations that we've had, like ironing out some of the kinks. And what you talked about was like, really granular, like, literally helping you come up with like, little turns of phrase or things that you could try in those, one of the things I think you did really well with getting coached was figuring out where in your sales process things were going off the rails and bringing that to coaching. I think the type of coaching that we, that I'm able to do with you all in sold out group programs is pretty rare from what a lot of people have experienced where you really are able to get like such a specific level of support. So can you just share a little bit about what that experience has been like to be able to get like that level of. I think that's just the elephant in the room for a lot of people is like, okay, I've joined these programs before. I don't know how much I'm going to actually see the coach. It's like a bait and switch where this one person sells it and then you never see them again. And it's all handed off to like other people in the program. I know that hasn't been your experience, so if you could share a little bit about that.
- [22:47]
B
Yeah, I mean I like I've been in other programs and I've also heard people talk where sometimes it's like, it's just all plug and play generic strategies or it's like all mindset, like no brass tacks. And like obviously you know your mindset and what you bring to it is a part of it, but it's like not the only thing. And so you're like let's talk like copywriting, let's talk sales language. Let's talk like sales psychology. And so to, for me to be able to say, I realize I'm really comfortable chatting with them in general. And once I'm, I'm really good at the fact finding part of the sales call and I'm really good at presenting the offer part. But I can't get from like chatting to the sales call or from the like explaining the program to the price. And so we were able to really like hone in on that on those moments and come up with, for me it was like transition phrases that felt authentic to my voice that also would like work in these like these scenarios. And so like really getting brass tacks on like say these one of these five things, I like, I have them written down, I look at them before my sales calls to be like, okay, here's how I'm going to say it. And so that has been super helpful. And also there is another coach in the program and I feel like she's, she's on it also. And so yeah, it's like there's, it's like two for the price of wine. There's.
- [24:10]
A
Yeah, that's how I look at it. Yeah, absolutely. One of the things you said towards the beginning of the conversation was that you had done sales calls before but were like kind of burnt out on them. How have you like, brought them back into your business? How have you sort of changed your mindset around doing sales calls again? Because it's, it's funny to hear you say that because in our coaching, I haven't really had to coach you on that. Like, you've really gotten on board with the idea of doing sales calls. How, how has that happen, happened?
- [24:38]
B
Well, I'm getting results. I think I, I know podcasts out of yours that I listen to. I think like today, like you either said like, you don't hate launching, you hate like not hitting your numbers, or you don't hate sales calls, you hate not getting the results.
- [24:50]
A
Yeah.
- [24:50]
B
And so like, I recognize also that I think if I was had been doing all these sales calls and I had no customers, I would probably be singing a different tune about my, my sales calls. But so there was an element of just like the results are happening. And I, I remember what we talked about was like, set the number. Because I was like, I don't know, three months and that's a big number to pay all at once.
- [25:13]
A
Yeah, we did some package talk. Yeah.
- [25:14]
B
So we were like, you're like, just pick a number that feels really easy for you to say and feels like a no brainer for them to say yes to. And I think you were like, just make it a thousand dollars. And I was like, well, I already, this guy paid 150, so like, I'm gonna tell him 1200 at least. And like he said yes. And so the next time I was like, I'm going to say 12:50 the next time. Yeah. And I've been sort of like inching my way up and occasionally been like. And I know that you're always like, get out of their bank accounts, but there are some times where I'm like, I know context. Like, yeah, money is tighter for this person. Like, I'm not, this is not the moment that I'm going to spring like my highest ever number or Right. Someone on the call. I was already like going to bump it up a little bit. Someone on the call is like, you know, I've got like plenty of money. And then I'm like, I will say my highest ever number today.
- [25:56]
A
Yeah.
- [25:57]
B
So, so there's an element of like starting with what feels easy and getting the confidence of closing a little bit, that has been helpful. And I think there's also an element of not being attached to any given sale. I have a part time job that I might have a partner in between that all those like it's enough to live off of. And so right now I don't like quote unquote, need it. And so there's an element of like, well, the worst that happens if someone says no. And I don't know, there's something about the way that I've been doing this sales calls this time around that just feels easier than. I hear that a lot before. Yeah, that it's. I go on without expectation. I go into be like you call it in the training, like sort of like gather all the puzzle pieces. And so I really like. It feels easy to sort of like ask them, ask them, ask them, ask them, ask them. And I think maybe before when I would do sales calls, I would maybe collect some of the pieces and help them like set the vision for their future. And then we'd be like, okay, well I promise I'll help you get there. And like if you join this thing. And what I really like about your process is there's an element of serving them on the call. So it feels like you walk away from this call with something rather or not you. It's been a valuable use of your time whether or not you join and you get a glimpse of like working with me. And when you're like, oh yeah, he really gets me, like those next three steps do make sense. It's sort of like a natural next step to work together. And so like I just feel good. Like I don't feel like it's a like a like shady sales call. I'm like, I'm gonna show up, I'm gonna help you. And if you wanna work together, I'll help you even more. So it's just like win, win, win across the board. So that sort of shift has been super helpful.
- [27:47]
A
I love that. And one thing that you told me, I think it was pretty sure it was before we started recording here. Was that for your 90 day plan where you're what, like two weeks into it and you're already hit your goal or close? Like tell us about that.
- [27:58]
B
Yeah, so I was like, I want to do six new clients. I think I, I think when I was like making the plan, I had like already signed one of those six. So I was like five more plus this one that just signed up.
- [28:10]
A
You literally wrote in your plan. I'm remembering it now. You when you submitted it, because I, I review everyone's 90 day plans, you were like, I'm scared, I can't do this. Or this sounds like a lot.
- [28:20]
B
I think one of my like areas for feedback was like, I don't know, like, is this like too big of a, like, is it too big of a stretch to go from zero to six? Um, and then I had like, all of a sudden I had like three sales calls in one day. One of them said yes on the call, one of them said yes a few days later. And then on the call, the third one said, I want to be with a coach, but I just moved last week so money is tight. Can we circle back in a few months? So I was like, cling, cling. And so I think by last week or maybe so it's yeah, like two weeks in basically, and I had booked five inclusive of that first one and at varying, varying levels. And so I knew based upon those and like some advertising commission that I get and plus that recurring weekly client, I was like, oh, like that's it. Like I'm. If I get one more, like I'm there. And so that's been really exciting. And also brought up his own set of challenges of like, I remember on one of our coaching calls I was like, I was expecting to take a long time. There's like this big rush. I'm feeling sort of like applying now. I have to have it all. I feel overwhelmed. All I can think. I have, like checked my bank account 25 times. Even though it's not changing, it just like felt like a rush. And so to, to have some like a people to celebrate with, to be like, oh my, how exciting is this? Like to put that energy somewhere and then also to have some like, okay, well here's how we channel that. Here's what you can focus on. Here's how to like keep the momentum going. Has been super helpful so that I don't get like lost in a excitement spiral or an overwhelmed spiral of how am I going to serve them or now I have to onboard them. So it's been also helpful to have you and the other coach to help me sort of figure it out. What does onboarding look like? What does setting people up for testimonials look like? I haven't done that in a while. And so now that we've got the sales, there's. There's still more support along the way from the program that I've been really appreciating.
- [30:14]
A
Yeah, I, you mentioned the like celebrating our wins that I have to say that as the leader of this group, that is one of my very favorite things about the program is just the culture that we have of celebrating wins. And I've loved that you've shared yours. And we really do have people sharing multiple wins every single day. And just to see. I think it's really cool to be in a program where, yeah, like, your coach gets to see your wins, and that's awesome. I'll always celebrate my clients. But the way you all cheer each other on is really fun, too. We've had people launching podcasts and then going and leaving each other reviews on. On their podcasts. And because you see your mastermind peers at the calls, and then there are these celebrations. Everybody's, like, really invested in how everyone else is doing. And I don't know, I just think it's a really kind of special culture where. And plus, we have people across, like, so many different industries I think is part of it. Like, everybody's, like, so excited to celebrate when somebody has a win. So I just think I'm glad you brought that piece up, too, because I think you're right. It is important I talk about celebration as a sales strategy. There's actual research to support that. But sometimes we don't have a good place in our everyday life, other than our partner or whatever, where we can really go and, like, don't feel like anyone's, you know, responding with jealousy or, like, any negative emote. It's just, like, all positive. So I think that is a really cool piece of it, too.
- [31:31]
B
Yeah, it's really cool, too, because someone will post, like, I just signed a new client for 900, and someone else will post. I just had a client for $28,000, and the energy is the same. We're all like, yeah, you, Ross, like, you did it.
- [31:43]
A
That is something, too, that I'm glad you brought up. That it might surprise people is we really. We really have been able to create this space where we. We have people at all different levels. We have people who are like yourself. We're kind of just getting. Maybe did this kind of work in the past, just kind of getting back into it, ramping back up. We have people that are over 500k a year, and it all works because everyone's kind of running their own race, and it is, I think, an especially supportive group. So that's a great point, too. As we kind of start to wind down this conversation. Brian, what would you like to share with people who are probably listening to this? And, you know, in that space, that you were on, on the airplane kind of being like, okay, like, let me think about doing this. But maybe, maybe they're more on the fence. They haven't worked with me before. Maybe they've even had an experience that was subpar. What would you like to offer in terms of, you know, helping people make that decision?
- [32:33]
B
Yeah, I mean, I think that if you have a way to help people and you have, and you like, you know, I can help people in this way and I have helped them. It's not just sort of like I like to be a coach in general or things like passive income. Sounds amazing. Like if you have like a tangible thing that you can help people with and you've, I don't know, like made a buck from it, like, then I think like, you're in a good spot and I would just recommend hopping on a call with you because you're a straight shooter and so you'll like a tell them this is not the right time or check out this other program instead. Or here's the, like your prep work that you have to do to be ready. And then from there it's like, I just think that I, had I not done this, I, I don't think that I would be this far ahead this quickly. That there's something about the frameworks and the accountability and the support that, yeah, I could have probably figured it out on my own. I'm a smart, capable person. And also it just feels like if you've got a fire already, it'll pour gasoline on it. And if you don't have a fire, then you just have a pile of gasoline. So if you've got that initial spark, this will help you supercharge it. And I would just talk to stuff about it.
- [33:45]
A
Yeah, absolutely. I love it. Brian, please tell the good people where they can find you online, check you out and see all your stuff.
- [33:52]
B
I am. This is BGM, my initials all over the Internet. So this is bgm.com. this is BGM on all the social medias and YouTube. I'm most active on threads and Instagram, but coming back to YouTube and a podcast soon.
- [34:06]
A
Yes, part of our 90 day plan together. I love it. Thank you so much for coming on the show, Brian. Great to have you.
- [34:12]
B
Thanks for having me.