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Hello my friends. Welcome to today's podcast episode. I have a special treat for you. I'm really excited about this. If you didn't know, I have been hosting all week long the Sold Out Sales System Summit, my five day free summit and it has been going amazing. It has been so much fun and I think the attendees have been getting so much out of it. And I wasn't planning to put the replays on the podcast just because I wasn't really sure if it made sense. But I have since decided. Surprise. We are putting all of the episodes onto the podcast. But here's the deal. They are only going to be here available in the feed through this weekend. So after this Sunday, March 22, all of these replays are coming down from the podcast. So if you want to listen, prioritize listening, take me out on some walks, take me out in the car, but make sure you get your listening done because after Sunday these are coming down. And of course enrollment for sold out group programs is open right now. You're going hear about that in today's replay. You can go to Steph Crowder.com apply and get yourself all applied so that we can talk so that you can secure this amazing bonus that I'm going to be telling you all about and I cannot wait to connect with you soon. Let's go to the show. 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. Welcome to day three of the Sold Out Sales System Summit. I am so excited to talk to you today about predictable launches, what that means, why it's something that will absolutely transform your business when you figure out how to have launches that actually, reliably and predictably bring you the results that keep your your group programs and any offer sold out through the year. Okay, one thing I want to say right off the bat, and I'll try to repeat this throughout, if you are somebody, some of you, many of you who are watching this utilize launches in your business. What I say launch, what I mean is like kind of similar to what I'm doing right now. Like this is a launch, right? Where it's like you're kind of enrollment is open, card is open, it's only open sometimes and you're launching it. You're trying to fit fill an offer that is a launch. Some people call it a campaign. Okay. If you have a business where that's not how you sell, anytime today that I use the word launch, I want you to switch it out for the word sell. Okay? So however you sell, everything I'm going to teach you today applies. Okay? So if you don't do launches, maybe it's something you want to do in the future when you start scaling, you will need to learn how to do launches. But if you're not at that point right now, you could just, we could, we could call this predictable sales, how to make predictable sales. Okay. So. So this will truly be relevant regardless of where you might be right now. Okay. So welcome to day three. Today is all about how you can build launches that you can actually count on. And I'm so excited to teach this to you. I also just want to give a huge shout out to the people who have already joined me and decided to go ahead and enroll. We have been welcoming new clients the past couple of days into sold out group programs, which is my 12 month mastermind. It's open for enrollment right now with a very special, never before seen, slightly unhinged done for you launch build bonus where I'm going to build your whole launch for you and all that will be left to do is to kind of fill in the blanks. So if you are thinking about it, it is Wednesday. I want you to go ahead and apply. Okay. Even if you're not sure, even if you're like, I don't know, like I don't want to waste Steph's time. I want you to know that having a next steps call with me is designed to help you figure that out. I do not expect you to be 100% sure. The point of having a conversation with me is to determine if it feels right for you. And that's something that we can discuss. So you can go to Steph Crowder.com apply. My bonus is only available through Sunday of this week. Okay. This is also a limited capacity experience. I don't have unlimited capacity, especially when it comes to my calendar. So if you think you want to talk to me and even just figure out if this could be for you, go ahead and apply so you can pick a time that works for you. When I'm out of next step sales calls, my calendar will be full. Okay. So Steph crowder.com apply. I can't wait to see your application. You can ask the people who've already done sales calls with me. I promise I don't bite. And hard selling is just absolutely not my thing. So I'm really looking forward to talking to those of you who are considering it. Okay, here's what you're going to learn today. We're going to talk about why your launches have been feeling like a gamble. Okay. When you go to sell, you're like, I don't know, is it going to work? Like, like, I hope I get lucky. Okay, if you feel like that, we're going to talk about what's causing it. And spoiler, it's not your audience size. Most people are like, oh, if I just had a bigger list, if I just had a bigger audience, it would solve all my launching problems. It's not the case. Not when you're messaging and not how you're approaching your launch is off. Okay, so we'll talk about that. We're going to go over the real reason that people do not buy even when they love your content. Okay. You may have had this experience of people being like, oh, and by the way, tell me in the chat if this is you when people are like, I love what you're doing. I love your content, super cool. Love your podcast. But they're not actually buying from you whether you're in a launch period or just a general sales period. Tell me in the chat if that's an experience that you have, because I hear that from a lot of people. Dr. Ebony says all the time. Yes, yes. Multiple of you are saying that that happens to you. Yeah, very normal. And we're going to fix that today. Or talk about why that's happening so you can really troubleshoot this in your business and get on the right track. We will talk about the difference between a launch that convinces and a launch that inspires. I think you all are really going to like this because I know you all do not want to be in that beggy, sort of like convincing, desperate energy. We're going to talk about how to stay out of that in your launches. And we'll also talk about how to use a launch event, typically a webinar. This summit is a launch event. A challenge is a launch event. We're going to talk about how to use launch Events to make buyers come to you, magnetize them to you without you feeling salesy or pushy. Okay, so let's get into it. If we haven't met, in case today is your first day of the summit. I'm Steph Crowder and I'm so excited to have you. I keep thinking about, I know you all have so much to do in your busy days, and I'm just so honored that you are spending time with me. Whether you're here live or you're catching the replay. I am just like, this is like just an honor of a lifetime. I love being here. I was a terrible, terrible sales rep on a performance plan. Terrible at my job, cold calling in a warehouse selling coupons on the Internet. And I went from that to being the sales training director of that same company. And I learned all about sales psychology and how to have a sales process, and I taught it to thousands of people since then. That was 10 years ago. 11 years ago now. I have hosted well over 500 episodes of different podcasts. My current podcast is called Courage and Clarity. I'm a business sales and certified life Coach with over 10 years of experience and over 7 figures in total revenue. Some people think of me as the group program girl. I'm who you come to if you want to have a scaled group program. You already have one and it needs fixing or you want to have one. I've helped hundreds of people start sell out and scale groups on all topics. And I'm also a mom. My most important job, I have two kids. I'm very, very. I have a very full life. Okay, I've been joking. I'm teaching this entire summit in my husband's office in the basement because we have like crazy home renovations going on because we had a big leak. There's a lot happening here. So I only have 15 to 25 hours a week in my business. I'm very passionate about helping business owners have the business of their dreams while having plenty of time to parent the way they want to parent and live the way that they want to live. Okay, so that's me. So be honest. Okay. Does this sound familiar? Okay. You have been spending most of your launch energy or selling energy explaining and justifying your offer. Sometimes might even feel like defending your offer. Like, here's why it's worth it. Here's everything you get right? If you do webinars already or you do any kind of trainings in your business, you pack them with so much content that people leave being like, that was great. Thank you so much. But they aren't compelled. Like, they aren't moving. Okay. You might be wondering why people who seemed so, so interested didn't end up buying. And you might be launching and selling in a way that feels like you're performing, but. And it kind of feels like this weird, like, sensation of you auditioning for clients instead of it feeling like a chill invitation. Okay. You. If you have an open cart period, you end it feeling drained, not necessarily proud. And even if you. It got a good result, you're just exhausted. Okay. And every launch might feel like starting from zero because there's just no system and it's just an endless amount of effort. So tell me in the chat if there's any of this that resonates with you. I'm willing to bet that it sounds somewhat familiar to some of you who may have tried launching before. Angela says. Yes, exactly. Right. So, Mo, the truth. The truth is this. Even though they don't mean to, most people launch from a place of trying to convince. Okay. One of the first things I learned on my sales training journey was how to go from convincing to consulting. And it changed my life. Okay. And it applies to online business as well. So we're going to talk about how to do that. Most people spend the whole time telling people how great their offer is. Right? Here's everything you get. Here's why it's worth the investment. Here's what other people have said about it. Here's why now is the right time. Right? And the truth is, and I'm not saying this as a gut punch, it's just honest buyers can feel that convincing energy. They can feel it. Okay. And the problem is it creates resistance instead of desire. Okay. And of course we want to create desire when we're launching and selling. And it just reminds me of, you know, back in my sales days, we always called this when somebody wants it, like, so badly, they want the sale. We called it does desperation breath. It's like if you're sitting next to somebody and their breath just smells really bad. It's like the desperation is like radiating off even if you don't want it to be there. So we're going to talk about how to solve for that so you don't. It doesn't feel good. I know, I know you all resonate with that. I know we've all been there. I've been there many times. It's very normal, but it is optional. You do not have to feel like you're having to convince people in your launching and in your selling. Here's what I want you to know, convincing doesn't work because you are just making it about you, okay? When you are in convincing energy, you are accidentally making it about you, okay? And that doesn't make you a bad person. That doesn't make you selfish. It's actually very human. We as human beings are living as the experience of being ourselves. It's very, very like we are, we are self centered beings. Not self centered as in selfish, but our existence centers on the self just naturally. And so it's very normal in the selling relationship for you to accidentally be making it all about yourself. And they're not actually asking you, is this worth the money? Do I like this person? Is this coach smart enough? A lot of you are feeling like you have to prove and perform your expertise in order to sell someone, right? But if you think about that, if you're focused on performing how smart you are and performing how competent you are, you're not actually making it about the other person. You're making it about yourself, that track. So anytime you feel yourself slipping into that convincing energy, if you're like, oh, I just feel like I'm kind of desperate. I feel like I'm like, you know, in that sort of like place of lack, I want you to think to yourself, oh, like silly me, I just made it about myself again. Oh, I'm trying to prove myself. I'm making it about me. As soon as you shift to how can I make this conversation and this entire launch about them, you will feel that convincing energy just radiate like, just like dissipate. It will just dissolve. Okay? The real questions all buyers are asking, are these what they're actually asking? Even if it doesn't sound like this, these are the questions behind their questions. Is this possible for me? Okay. You may even hear people say this. They'll be like, I think you're great. So and so. I think you're awesome. I just don't know if I'm going to be successful. Okay, so they're not doubting you. The doubt is in themselves. Okay? They're also asking, do I believe I can actually get this result? Do I believe in myself enough to do this, to try this, to take this leap? Okay. Does this person understand where I am right now? Can I trust that this is the right next step? Do I believe in myself enough to follow through? If people are telling you like, oh, I just don't follow through. I just need accountability. That is a belief issue in themselves. Will this be the moment I soar or will I just Let myself down again. I cannot let myself down again. There's so much shame that people have from trying and failing. Okay, notice that every single one of these questions are never about you all. It's about themselves, me, I, me. So it's like in the selling relationship sometimes, like if, if we are self centered, they are self centered too. They're thinking about themselves and how they are going to show up. Okay? They're very rarely questioning you and your expertise and how awesome you are. They probably think you're great. Right? The doubt is about themselves. And here's the kicker. No amount of fear feature listing and telling them how many calls they get and telling them how many, you know, like bits and bobs they're gonna get, that will not solve this. That won't fix it. Because at the end of the day, they still are not in belief of themselves. So more calls aren't gonna fix it. Right. So how do we fix it? Is the question we're gonna answer next. So true. I'd love to know how we can help their belief. Well, guess what? That is exactly what, what we are talking about today because that is what a great launch does and that is also what a great sales process does. So however you're selling, this is what you need to be focused on. Okay, can we talk about over teaching? I think this is going to be a little bit of a mind blowing moment for some of you guys. A lot of you are over teaching and I want you to know that it is just another form of convincing. Okay? So when you pack your webinar or your live training with as much value as possible, you are trying to perform your competence. You are trying to show them how smart you are and hoping that that makes them buy. It's another form of convincing. Okay? People leave saying, wow, that was so good. I have 17 pages of notes. Let me just go try this myself. Okay? And then you wonder why a room full of people who loved your stuff didn't buy. If you are having the experience of feeling like people are like, thank you so much, that was great. And then they're not buying. It is very likely that there is over teaching happening and I want you to understand today why over teaching is actually not in service to your people. Okay? It's not generous. We've been taught that it's generous. It's not helping them. Okay, we'll talk about why. So here's what happens when you over teach. You gave them enough information to feel temporarily satisfied. It's like you took the edge off of their Pain, but. But not enough inspiration to take action. Okay? You gave them enough. Just enough information to feel temporarily satisfied, but not enough inspiration to do anything to change their circumstance. Okay? And I love thinking of it this way. I want y' all to write this one down. They left feeling informed, not transformed. Okay? You feel the difference in that. Information does not motivate buying decisions. We have to alchemize something in people in order for them to do something different. Teaching more is just convincing dressed up as generosity. Is that like a gut punch to anybody? I'm seeing ouch. I'm seeing mind blown emoji. Yeah. And listen, I want to be so, like, empathetic here. I know that many of you, a lot of the people I work with and talk to and are in my audience are teachers and healers and helpers. It's coming from a good place. But when you really look at this, you start to see, oh, I'm not actually helping people when I'm not spending my time motivating them to do something that's going to meaningfully change. It's like a band aid. It's like we've just given them a band aid instead of, like, it's like a band aid for a bullet hole. It's just not going to hold. It's not going to hold. Okay? So here's what people actually need from your launch. They don't need more information about it, and they don't need more information about your offer especially. Okay. I mean, yeah, they need to understand your offer. Absolutely. But here's what they need more than that. They need to see their own potential. Okay. They need to feel deeply understood, like you are describing their exact situation back to them. Okay. They need to feel hopeful, like the result they want is possible for someone like them. They need to feel curious, like there's a different way that they haven't tried yet. And they need to feel ready, like this is their moment and they don't want to miss it. Okay? That's not a feature list. That's not a. Here's everything you get, okay? That's not throwing in more calls or lowering your price. These are feelings that people have to feel. You have to understand. People make buying decision based on emotion and justify it with logic. So all of your calls and your pricing and all the good stuff in your offer, that's how they're justifying the decision. But the decision is coming from a place of emotion, okay? So creating that feeling consistently and on purpose is a skill you need to learn, okay? And if you'll have any. If you're not sure you want to push back, go ahead. You can do that in the chat. But this is the key. So we're going to go into it a little bit more now. You might be thinking, I don't want to be fluffy. I want people to know that I'm the real deal. Okay? You might be thinking, I have a reputation for incredible teaching. I don't want to compromise that. You might also be thinking, if I give them a lot for free, aren't they going to think, gosh, if this is her free stuff, wow, I wonder what her paid content is. This is. This was taught about 10 years ago. For those of you who've been around for a long time, they use. This is what we used to say, right? This is what used to be kind of pedaled is like, just show them, like, value, value, value, value. And that's going to make them believe that you have what it takes to educate them. It's a logical thought. But let me show you where it goes wrong. Here's what actually happens. When you over teach in a launch, people leave with a long list of things to implement and no support to do it. Okay? So they're out there. It's like you've sent them into the woods with a map. Bye. Don't get eaten by a bear. Right? Then when they fall behind, and they will, because life, they will use your content as a new thing to beat themselves up with. Here's what it sounds like. They'll be like, God, I couldn't even do her free stuff. I can't pay for, I can't sign up. I'm just gonna fail at that, too. Now you giving them value has actually sabotaged your sale, right? Because they're like, I couldn't even keep up with her free thing. Like, I couldn't even get that done. I really suck. They use that as evidence of how much they cannot accomplish because it was too much, right? Instead of thinking, imagine what's behind the paywall, imagine what's in her program. They think, I can't even keep up with the free stuff. I'll definitely fail inside her program. Okay, so you haven't created a buyer. You've created someone who feels behind before they've even started. And maybe you all have this experience attending somebody's event or being part of somebody's launch. I know I have. Where I've been like, whoa, the fire hose, like, slow down. Right? And I definitely don't buy in that circumstance. Okay? The highest service you can do for someone who needs your help right now is not to teach them everything you know, because first of all, it's not possible. Right? Your job is to help them believe that change is possible for them and that you are the guide who can get them there, okay? That belief is worth more than any tactic or framework that you can hand them to for free. That is going to fail for them, right? Belief in yourself and being like, you know what? Like, I'm ready to do this. Like, I want to make a change. Let's freaking go. Like, I want to prioritize this. I want to get my health in order. I want to write my book. I want to change jobs. I want to get a promotion. Like, I'm ready to prioritize this, right? That's what we. That's our job in a launch and in a selling relationship is to get somebody to that place, is to help them find their way there, okay? Then they're actually empowered to be your favorite kind of client who comes in and is like, let's go. I'm ready. Like, I. My belief is high. Like, let's freaking do this. Okay? I want to talk to you. I'm a. Look at the chat in a second about this concept that I have called the window of possibility. Okay? Here's what I want you to picture. The most powerful thing you can do in a launch or in your selling is to crack open a window. I want you to imagine that when people come attend your launches or attend any sales, like a sales call, for example, this window is, like, sealed shut, okay? And they're, like, not believing in themselves. Like, I've tried everything. Like, I. I suck. Whatever. Your only job is to just help that window of possibility start to crack open. That's your job, okay? Not to hand them the answer or overwhelm them with information that they do not know how to implement, okay? Because this is such a gift. Once someone sees something in themselves, they can't unsee it. So even if they don't work with you, you've given them actually a tremendous gift. They're like, wait, oh, my God. I thought that I keep yelling at my kid because I'm a terrible person, but it turns out I've been yelling at my kid because I don't know how to regulate myself. Like, oh, okay, it wasn't me, right? Like, you crack open the window of possibility when you. When you shift someone to seeing things differently, okay? So this moment of recognition is worth so much more than how many calls are in your program, right? Or how many Rounds of feedback they get or whatever that, like, actually gives me, like, a little, like, a little heart flutter, right? Like, to have that window of possibility. Like, oh, my gosh, like, it's like a life raft where it's like, I've been. I've been looking for this. I remember when I came back to business, Some of you know that I shut down my business in 2021, and I was really successful, and it was scaring the crap out of me. And I didn't have a coach at the time, so I shut down my business. When I came back a year later, I was determined to do it differently. And I remember when I hired my business coach, I was like, oh, my God. Like, I remember feeling so. Like, I have a place to go. This person's gonna help me. They're gonna be answers. Like, I don't have to do this by myself. There's. There's a process I can follow. I'm gonna figure this out. And it. I don't think I'd be sitting here if I hadn't had that. So that's the power of. I mean, first of all, it's the power of amazing coaching, but it's also the power of the window of possibility. Here's what you want them to feel. Oh, that's why I haven't been able to figure this out. Okay. It's not because I suck. I've just been approaching it wrong. Right. I've been trying to solve the wrong problem. There is a different way. There's something I haven't tried yet. I really want to know more. Okay. That's what we're trying to create with the window of possibility. So when we have a launch that convinces versus one that inspires, here are the differences. A launch or any kind of selling that convinces. Leads with features and price. Justification. Okay? It focuses very hard on the offer and convince. Trying to convince you how great the offer is. It's just focused on trying to overcome objections. Okay? It feels like pressure. It over teaches to try to prove competence. And ultimately, it creates resistance versus a launch that inspires leads with their situation and their potential. It focuses on their transformation. It dissolves objections before they ever even form. Yes. Before they form. It feels like possibility instead of pressure. Okay? It has nothing to prove. It teaches just enough to spark clarity and action. And instead of creating resistance, it creates desire. Okay. You guys see the difference? It feels completely differently when you're focused on inspiring. So when your launch is built around inspiration instead of convincing, here's what it looks like. Your Audience feels so deeply understood that they think you wrote, you wrote your launch content just for them. Like, that's how deeply it resonates. People come into your launch event already leaning forward. They're curious, they're hopeful, and they're open. You're not bracing for objections. You're painting a picture of what's possible and letting them self select. Do they see it or, like, are they. Do they want to be part of the vision or not? The right people say yes with energy and excitement, not reluctance. You close the cart feeling proud of how you showed up, regardless of your numbers. And. And because it's a system, you do it again, and it gets better every time. Okay, so let me see what y' all got for me in the chat. So you're right. Yeah, totally. Let me know what. What else. What else you guys think about this? Are you taking it in? I'm getting some comments. Yeah. You're telling us what you're doing right now, making us feel so understood. Yeah, but think about it like, I exactly. Like, I am definitely the magician, like, showing you. And I'm. I hope you can kind of see the example. Think about, like, if you've tried to sell and you've tried to do webinars and you've tried to do launches, and it just hasn't worked. I could sit here and be like, here's everything to put in your webinar, guys. Here's exactly how to do it. Right. But the more valuable thing is for you to be like, oh. Oh, my God. Okay. I have been feeling like I have been in this convincing energy. There's a different state that I need to shift to. Yeah, I know. I can't fax my way to sales. Yeah, you can't. Right? Facts will be part of it, but it is a different game. Right? Yeah. Yeah, totally. So we're going to get into that next. Someone said how to teach just enough that's challenging to know what that looks like. It is a skill, and luckily, there is a framework for that. So we're going to talk about that. Okay. Opening the window of possibility is not an accident. It isn't charisma, and it's not luck. Okay? There is a structure to it. There is a proven way to build a launch event that makes your audience feel seen before you ever mention your offer. Shifts how they understand their own problem, shows them a future they want specifically, vividly and believably, and moves them from maybe someday to. Okay, I need to prioritize this now. Like, this was lit. This was number 10 on my list. It's number one or it's number two or, you know, it's like, it's. It's something I'm ready to tackle now, not just something I can keep putting off. Right. So that structure and how to build a full launch around it is exactly what I teach inside of sold out group programs. We call it Buzz Blitz. And we have a framework called Converts that I'm going to tell you more about. So there is a framework that I teach for webinars that I call Converts. Okay. And every letter in Converts is. It's like an acronym, right? So like C. Oh, and, and I want to, I want you to know that these are the things that that framework teaches you to do. The. So if you, as you figure out how to teach in a way that accomplishes this, this is what you're focused on. You want to focus on make it on helping them feel immediately seen and confirming that they're in the right place. That's the first thing. And you can, you can go back and like watch the summit and watch me doing, doing it in action. Right? That's the first thing I do, is assuring you like you're in the right place. Right. If you felt abc, this is for you. Okay? Um, they understand their problem differently than they did when they walked in. So that's something for you to focus on. Is when they come to your event, they should leave with a different understanding of what's actually happening. Oh, I thought it was blank, but it's not that. It's. It's something different. It's something I haven't tried. Right? Oh, okay. I understand my problem differently now. So like, remember on Monday if you were here, if you watch the replay when we talked about predictable plan and I taught you about money making activities, right? That helped you understand your problem differently than when you walked in. You walked in thinking, I just need more time, I just need more hours. I just need to be more efficient. I just need a better planner. Right? But what you walked out knowing was I need to be focused on money making activities. Okay? So you see how I did that, I helped you understand what the actual problem was. Okay? And I did teach you something, but I didn't sit here over teaching and trying to convince you that I know that I'm like the perfect person to solve all of your planning problems. Okay. People should vividly picture what their life looks like on the other side. So I've been talking to a lot of you privately on my sales calls about having clearer Results. So helping people, it's not enough to just be like, oh, you know, we're gonna work on. We're gonna work on, you know, your kids behavior, okay? Versus being like, we are going to create a more peaceful household where people are not yelling at each other and where there's harmony, okay? That helps people picture what is possible for them. Some of you here are relationship coaches, right? Help people picture a marriage where they're connected, where they're not fighting all the time, where there's harmony, okay? They hear your story in a way that makes them believe it's possible for them too. So a lot of times we share our story and. And it feels like a bio sheet, and that's not really doing anything for you. Versus I always love to share my story, for example, of like, when I was terrible at sales, because I know that that's an experience a lot of you all have had where you just don't feel like you're very good at it. You hate it. I mean, I was almost fired for it. So I like to tell that story because I know a lot of people resonate with the experience of feeling really bad at sales, and I was absolutely terrible at it. Right. So I could tell you a story about Steph Crowder, my biography, but it's like, it's not interesting if it doesn't create relatability for you. Right. That's not something that you can resonate with. Okay? So you also want to create your launch event in a way that's going to directly overcome people's objections. You want to face. You want to hit those head on. Okay? So in the Converts framework, one of the things we do is we have you call out what their arguments are likely to be. You might be thinking, well, I don't know if I can fix my marriage because my husband's not on board. Right. Whatever the case may be, we're going to address that in your launch event, okay? You want them to receive just enough hope to want to take the next step without overwhelm. Because if you overwhelm them, they're not going to make any progress, and it's not going to be in service to them. If you overwhelm them, there's no change. Okay? If you overwhelm them, they're just going to disengage and go back to their patterns, which doesn't serve them, okay? And ultimately, they need to be presented with a clear, confident invitation to say yes. So that is what your high converting launch event should feel like. And there is a step by step process for that. Okay. I want you to think about how, like, go back through. For those of you who do whatever you're doing in your selling, whether it's a webinar, a live event, sales calls, look at what you're doing and ask yourself, where am I not doing these things? Like, literally, you could go line by line and be like, where am I not validating their experience? Where am I not hitting their objections head on? Where am I not focused on painting a picture of what's possible for them and showing them that there's a way there. Right. So I do want to show you this strategy in action and what can happen when we really focus on this. So this is one of my clients. This is Melody. Melody's an executive coach, and Melody's story is crazy. She's been on the podcast. You can listen to her. But she joined the Soul Docker programs Mastermind at a place where her revenue was down 80 to 90%. So I've been having conversations with some of you who are like, things are not what they used to be. Things used to be great. I used to be selling, and now they've stopped. I have helped a lot of people in the Mastermind in that circumstance. And the great news is it's not the economy. It's not that people aren't buying. Okay. It's that you are likely using outdated strategies and you just have to update them. That's it. That's all that's happening. Okay. So Melody told me that it was getting harder and harder to sell people into her group program. When we met, she felt really annoying and pushy when she was showing up during a launch, and her goal was just to meet or maybe modestly exceed last year's revenue. Okay. After implementing the Converts framework, learning how to do buzz blitz launching, and working with us in the Mastermind, Melody started consistently selling out her group 40% over her goal. Okay. She actually had to add a cohort to meet the demand. She launched a second group program with us on a different topic and got 100 clients in her first round. Was really fun to be part of that. And she didn't just meet last year's revenue, she doubled it. Okay. And Melody's a high earner, so when I say she doubled it, it was very significant. Okay, so how did this happen? Melody really focused on implementing what we've talked about today, that Converts framework in her launch. So she didn't have to keep trying a bunch of new strategies. She just had to learn how to execute the right one. At a very high level. So here's what Melody has done. She shows up to coaching calls very consistently, and she gets coached on her real problems, not just hypotheticals. Melody is somebody who raises her hand. I coach her every single week, okay? I know her business very intimately. This is how I do things with my clients. She has submitted her assets again and again. I give her line by line edits to her email until her copy was converting. And now she is an absolute pro at writing sales emails. I have to work really hard to give her edits because she's gotten so good. But when she started, she wouldn't mind me saying, I don't think I had to do. I had to tear them up. Okay? So now her copy is converting at the level that her offer really deserves. Okay? She learned how. She learned to make her offers clear, clearly, proudly, and without shrinking, because she stopped trying to convince Vince people and just started inviting them. She mastered the art of the launch event and uses converts for her webinar. So another thing we do, and I've done many times with Melody is I do reviews of people's webinars. You send it in and I go through it and I say, I don't like this. I don't like that. Here's what you need to change. Okay? We've done that many times with all of Melody's webinars. And the turning point for her was really not working harder. It was learning how to run a launch that opens that window of possibility Instead of trying to talk people into buying. That's really what started to move the needle for her. I want to share more examples of folks in my program just because I have had so many conversations with people who are like, my enrollment has slowed down. I used to sell well, and now it's not working. Okay? This is my client, Renee. She had her previous launch when she joined sold out group program. She had three clients. And in her very first Buzz blitz launch, she didn't change her audience side. She didn't change anything else. She enrolled to 15 people in her group. Okay? So she had slowed down to three enrollments without changing her offer. We didn't change her delivery, her curriculum. We literally just focused on installing Buzz Blitz, which we're going to talk about more on Friday, by the way. That's what Friday is all about, is my Buzz Blitz process. And we customized it to her unique business message in just one launch. Renee 5X, her launch during her busiest season. She's a professional performer, okay? And she wins huge auditions, and she's A mom. So Renee is a really great example of somebody who pops in and out of the Mastermind. She uses us when she needs us. Other times she's running her busy life and she's still gotten a killer return on investment. Okay, I want to also tell you about my client, Richard. Amazing success story from Richard. Richard was at a point where he was really starting over and had a over 100k group program launch within just two months with us. It was a crossroads moment for Richard. He literally said on my podcast, it was do or die. Our bank account was running out of money. He had experienced the power of group programs in his own life as a participant in a fitness program for men. And he thought maybe I could start something like that for my people. Which he had an audience of dentists. He had had a dental podcast. And so he joined SO GP to learn everything that he needed to get it going. And ultimately 20x his investment in the program very quickly. Okay, last story for you. This is Michael, and I want you to also notice the different topics. So Michael teaches architecture software. He came into so GP doubled his price and went from five enrollments to 19. So he told me when he came into the program, he felt very much in the messy middle. He hadn't figured out how to grow and things were not feeling consistent at all. Right off the bat, he used Buzz Blitz and got six enrollments in the VIP waitlist period, which is a piece of the process. It's week one of my process, which instantly covered the cost of the Mastermind. He forexed his investment within five months by trusting the process, following the framework and curriculum, and really committing and getting a lot of coaching. So his approach to marketing has shifted and he's way more focused on moneymaking activities and it definitely shows. Okay, so inside sold out group programs, you get the complete framework for building a launch event that opens that window of possibility every time. So like I said, that framework is called converts and it's yours when you join us. So it's a step by step, step structure for your entire launch event built on sales psychology. Every element is intentional, from how you open to how you close and everything in between. It's battle tested across hundreds of launches in every niche imaginable. It's very plug and play. So you bring us your offer and we will help you with the architecture, especially if you get that build launch build bonus that's available through Sunday. So you'll never again have to stand in front of a room full of people who loved your content and then you watch Them walk away without buying which Hertz. On Friday we are going to talk more about the full system that surrounds your launch event which is the emails, the content, the five week architecture. We call that buzz blitz. But first I want to just recap everything that you get in the Mastermind. So if you're thinking about it, you go ahead and apply so we can talk. We specialize. This is my specialty. We specialize in creating high converting highly valuable launch events like webinars challenges. You kind of like what we're doing right now, right? You using converts inside sold out group programs. So we will help you discover. We'll help you land. Sorry. On a lead attracting launch event that people cannot wait to attend. We'll teach you all the steps of how your webinar should flow and for the first time ever, when you get our summit bonus, we will build your framework for you. Which is insane. It is insane. Okay, I showed you lots of faces of folks who've come before you inside of sold out group programs. Just to recap, I know we've talked about it this past couple days, but in case today's your first day here, everything you need to build, launch and scale is inside of sold out group programs. So the full curriculum how to build, fill and scale a group that sells out consistently inside our step by step curriculum. You will be able to do all of the stages getting your clients running, your first launch, scaling to 100K250500 and beyond. It's never generic business coaching. We will know your business in the Mastermind as long as you help us get to know you. Every module is built around your specific challenges and all of these strategies that I teach work for one on one as well as group okay feedback. You get up to four pieces of feedback every single month from your sales page, your emails, your podcast titles, your 90 day plan, your webinar slides. And you will receive very thorough feedback with notes, fixes and what to change. Group coaching. I coach two days a week. It is me on my calls as I always say, unless I'm sick my kids or sick or I'm on vacation. And you will bring your real problems. We'll talk them out, you'll listen to other people get coached and if you can't be there live, you can catch up with us on the private podcast which is absolutely a fan favorite. Lots of our clients say that this coaching is better than any one on one that they've had unlimited one on one written coaching. So you can write into us, myself and Haley who is A trained copy coach and a very experienced, very, very experienced writer and an experience. She has a lot of experience on the client delivery side of big of big business. We are always here for you. And I'm in there every day responding to questions. So is Haley. And we will answer any questions you have about what's going on in your business. And if it's three o' clock in the morning, it's midnight and obviously you want instant answers. We have hey Stuff, which is our fully trained bot. She's got my brain downloaded and can give you lots of. I mean, my clients are like obsessed. Hey, Stuff has been very popular. That can really help you out. And you'll just never be starting from scratch. So you get all of the email templates, the Buzz Blitz launch system, and our Converts Webinar FR framework when you join us. So we've talked about the on ramp to help you get clients on demand. The start phase, where you're gonna get your first group together. The sellout phase, where you're really gonna learn to launch like a pro. That's where we're gonna cover everything that we talked about today with Buzz Blitz and the Converts framework. And then we get into scaling where you really start to put everything, like creating that rinse and repeat system where you can start to hand it to an assistant or, you know, be able to take on more clients and get to how you can scale however far you want to go. Plus lots of bonus courses about messaging, audience growth, scrappy selling, and so much more. Okay, so everything you get inside of sold out group programs, the investment is 8k for the whole year. This is a $25,000 mastermind that I run for 8k. At this time, we do have a payment plan available. You get all of the curriculum twice a week, coaching work reviews, the sales hotline, which is unlimited written feedback. Our community is incredible. All of your launch assets, from the templates to Buzz Blitz to the Converts webinar framework and 90 day planning, which we talked a lot about on Monday. We review those and give you feedback to help you feel really clear. You will never again wonder what you're supposed to be doing. Okay, so I'm gonna look at the chat and the questions in a second. So if you have questions or you want to say something, please do that now because I'm going to be looking in just a second. I want to make sure you know about my done for you launch build bonus. This is insane. I've never offered this before. You have to apply and either enroll or have your Call booked. Your sales call with me by the end of Sunday. Okay. I would not wait. I'm having a lot of conversations with people and if you think you want to talk to me, I'd love for you to get onto my calendar. So I will be giving you a fully built launch including your launch event. Okay. Titled and fully outlined with the Converts framework. Your launch email topics including five weeks of emails backed by sales, psychology subject lines and exactly what I think you should email about and your content plan. So I will select podcast topics for you with high converting titles and I'll also give you a customized to you social media plan with all of your angles chosen and everything scripted. You just have to go out and execute it. Okay, so stephcrowder.com apply is where you want to go to get your application in. I would love to talk with you. If you're thinking about it, you're not sure that's what the call is for. It's a decision call to help you feel really great about whichever way you want to go. So my sales calls are available now through next Friday on a first come through, first come, first serve basis. My doors closed, close, close. Next Friday you will get your free bonus time with the private podcast with my materials right away as soon as you join. And then we're officially kicking off your year. Your year begins on Monday, April 27th. Okay, what questions do you guys have? And then we are going to get into our audits and some coaching. Okay. Missing. Okay, I'm going to answer this question in a second about the launch event. Yeah. So all of the details about the payment plan are available there on the site. If you just go to stephcrowder.com apply, that's all detailed there for you. We do have a payment plan available to help fit your budget. And then. Okay, so on the pieces of content feedback. So this person said, I have concerns, I won't know what to post the rest of the time. I don't know if you mean like post, post where? Oh, of content feedback. I see. Okay, so if you're talking about for example, like having your social media reviewed. Well, first of all, if you were like, let's say you were wanting to get your social media posts reviewed, you could put an entire month of of your posts into a document and that's one submission. Okay. If you want to just do one post at a time and send that in, then yeah, that's going to be your four pieces of content. But by all means you could put like we review people's monthly plans for their content. And that's one piece of feedback. The program is also designed to teach you how to do things like create, you know, better social media content. So we're going to teach you how to do it. You don't necessarily, necessarily need to get every single thing you ever put out there reviewed by us. We were happy to. But the idea is to really give you the framework so that you can take it, make it your own, and go out there and execute it. Not to mention, inside of Buzz Blitz, for example, we have, like, literally almost, I think, over 60 templates for emails specifically that could also be adapted to social media. So that's a lot of different ideas for you right there. Like, those are already written for you. So that's going to get you really far as well. Okay, other questions, and whatever y' all got, put it in the chat. Okay, so question from today's training. The launch event is meant to attract leads instead of be a key offer, question mark. So the launch event, it's. Okay, good question. So a launch event, like a webinar, for example, is designed to do a few things. The number one job, though, is to. It's essentially like, okay, so I call it my take on launching. I call it Buzz Blitz. And the reason I call it that is because it is designed to be a blitz. It's like a sprint. And it's designed to really, like, create a lot of buzz in your business, to get people thinking about your solution, to get their attention on it and to kind of warm them up, educate them about the transformation that you want them to have. Yes. You're also going to educate them about your offer so that they understand, like, what they need to know in order to take that next step. But the launch event is really designed to be like a sales event at scale, if that makes sense. So we have clients that are using webinars to sell out their group programs. We even have clients who are using webinars to sell one on one. I've done that myself. I've done a webinar, and then the offer was working with me one on one. So it's really designed to, like, let's say, for example, you're going to do a webinar, you're going to choose a topic that is really, like, hitting the mark for the people that you want to work with. Then they come to your webinar, they learn they have that window of possibility cracked open for them. They're like, oh, my gosh, yes, I want to do this. This is what I've been waiting for. I'm so excited. And then you're also inviting them, so there's that invitation. It's like you teach them why what they've been trying hasn't been working. Where they're going wrong, what's at stake. Okay. And then the invitation is like the natural next step. It's the natural solution to what? Like the problem that you brought up in your training. So let me know if that answers your question, Heather. Cool. Yeah, Good. Okay, cool. What other questions do you guys have? Some of y' all are quiet. What do you think? What are our thoughts on today's training? What kind of questions do you guys have? Also, if you. We are going to be moving on to the audit and coaching part of our training. So if y' all want coaching, please raise your hand. Especially if I haven't coached you yet this week. I would love to coach people who've not been coached. So raise your hand. It's an awesome opportunity to get some coaching from me. We can talk about what you've been doing, if you've been doing webinars, if you haven't been doing webinars, just what you're selling, what your selling process has been so far. And if you want to, you know, if, if anything I taught today is like, got you asking questions. You're not sure how it applies to you. Yeah, raise up your hand. Where my volunteers at? Y' all are shy. Let's. Let's see ya. I'm just taking a look at my questions, too. Okay. Question about. You can also. Yeah, you can also put it in the chat. I understand some of you might not be in a place where you want to come off mute right now. That's totally fine as well. I am. I do have a question in the chat. I'm going to answer in just a second. But questions that you, that I have for you all would be if you are already doing launches or webinars, I would love to know, like, you can walk me through, what are you teaching and how is it working when you're in a launch, what does most of your content focus on? And specifically for those of you who said that you had a launch where people said they loved it but they didn't buy, I would love to hear about that. For those of you, a bunch of you were resonating with that, where you're like, yeah, I feel like I talk to people about my idea or I teach a webinar and people say they love it, but they didn't buy. We could talk about that as well. Okay, question about topics for podcast topics. Where do we research them? So this is a great question. I love to think about podcast titles in the same way that you want to think about SEO. Okay, so, like, if people. You know, when people go to Google and they type things in, what are they actually searching for? Like, what are the words that they are using? I don't think enough people think about their podcast titles like this. Right. You're not thinking to yourself, like, I mean, really? That's the behavior that a lot of people. That's the behavior that a lot of people do on podcasts. They'll open up their podcast app and be like, I wonder if there's any episodes out there about how to cure my. Like, how to manage my diabetes. Right. Like, diabetes management might be something. I don't know exactly what they would search. Dr. Ebony. I'm just thinking about our conversation from yesterday, but you really want to start to think, like, how does your ideal buyer behave? What are they looking for? Would be one question, and then the second thing would be, how can you title your episodes in a way where if somebody came across it, it's really hitting on their problem? So they're like, oh, my God, yes. Like, you know, maybe for you. I know yesterday we really talked about, like, I honed in on, like, wonky metabolism and sluggish energy. Those could be podcast titles. So it could be, like, the real reason or, like, the. Like, yeah, the real reason your metabolism is slowing down in your 50s or something. Right? Or another one would be. Let's see, with metabolism and energy, it could be, like, the three. Like, the three fixes for low energy that everyone misses. Okay. So notice how it creates interest. I'm like, oh, I wonder what she's gonna say. Like, I. Oh, it's a. It's, you know, an energy fix that everybody misses. Like, what could that be? So it's doing a couple things. It's hitting on their pain point right there in the title, like, how they're presenting symptomatically. Like, that's. That's interrupting their daily life. So we want that to make it into the title. And then it's also stoking their curiosity. It's making them want to listen to it. A lot of you all, when I look at your podcast titles, a lot of you are kind of giving away the punchline of your episode in the title. And it's like, if you tell me the big, exciting moment in your podcast, I don't need to listen to it because you just told me in your title, so don't do that. Child free adult beneficiary choices. Do they matter? Heather? I'm guessing that is a podcast title idea. I would say that is. And this is a great example. Too much like jargon, essentially. Oh, great, Megan. I'm so happy to hear that. You're so welcome. I'm so glad that this has helped you in terms of even just selling one on one. Okay, sorry, I got distracted by the comment. So child free adult beneficiary choices is just too jargony, essentially, right? Like, if I'm new to this world, I don't know what a lot of those words mean. So you just really need to simplify it. Let me see. How could we simplify it? Child free adults beneficiary choices. How to. Okay, this would need to be cleaned up. I'm going off the top of my head, Heather, so bear with me. But something like how. Okay, this is too long. We need to shorten it. But like, how to decide, like, who. I don't want to say the word beneficiary. So it's something like how to, like what to even make it simpler. What to do with your estate if you are a child free adult. Or how do you pick? I don't want to use the word beneficiary. How do you pick? How to pick where your legacy is going if you don't have kids? Does that make sense? Okay, let me get to your question, Eileen. Sorry, I have to scroll up. What kind of mindset work do you recommend, if any, if any, for business owners that are struggling to sell or make sales? So my question, Eileen, I know you have to go, but if you can quickly type in the chat for me, what is. Where is the struggle coming from? So this is good. Anytime we want to do mindset work, anytime we're coming up against a block where we're like, I'm struggling to sell or make sales, I want to know where the struggle is coming from. He's a good coaching question. Right? So it's like, where, why? What? What? Why the struggle? Do we feel annoying? Do we feel unclear? Do we feel like it could be so many different things? But my very short answer is, you're probably making it about yourself. Remember how I said that? That was like, that's what I always come back to. If you were to make it about. So you feel unclear, become obsessed with the people you help. Become obsessed with their journey. Become obsessed with the results that they get, y'. All. I keep showing you guys slides of, like, my Successful clients. I am obsessed with their results, right? I'm obsessed with their journey and helping them, and that's why I showcase it, because we get clients such amazing results in the Mastermind, because I'm so dedicated to helping them on their journey. So if you feel unclear, get more interested in what that client journey actually is. It's the spotlight effect. It's not about me. It's about the people I hope to help. Yeah, totally. I always say, like, it's very dramatic, but if somebody were dying in the street and you had the medicine in your pocket, you would never just keep walking past them. That would be insane. Right? You'd be like, let me help you. And so a lot of people are like, steph, that's really dramatic for, you know, selling my ceramics or something. But the. The reality is, in every single industry, people are absolutely, metaphorically dying for the result, for the solution, for the transformation that you're able to bring them, and you're keeping it to yourself. Like I always say, like, not selling is selfish. Right? And so it's like, sometimes I don't feel like getting up and selling. I don't feel like getting up and promoting myself. But I know that if I don't, somebody's not going to be in my room who could have their life changed. My clients have quit their jobs, changed their lives. Like, if I don't wake up and sell, somebody's gonna miss out on that. That's selfish. Right? And so I really like to think about how. Thanks, Eileen. And that, folks, is Steph's coaching magic at work. Yeah. I mean, when I make it about the people that I want to help, I fly. I fly out of bed. I'm like, I'll sell. I'll sell this thing all day long. If it means that I get connected to somebody whose life is going to change, who's going to be able to scale their business, who's going to be able to double their sales, quit their job, all these cool things that have happened. None of it happens if I shut up. None of it happens if I'm not here selling my heart out, right? So I have to do all the mindset work required. And by the way, lest you all think that I am just like the sales guru who always. Who never has mindset stuff. My clients know, I journal every day all my trash, thoughts about myself, about my program, about everything. And it is an active. It's. It's a muscle that you have to learn. And we talk about this in the Mastermind, too. How to coach yourself, how to manage your thoughts, how to show up when you don't want to, how to become the person with increased capacity who's able to hold it all, who's able to have a summit for 400 people when my house is literally getting ripped apart and not have it be dramatic. Right. That you got. You all got me on my soapbox. But that is the mindset work, right? Yeah. Eileen said this isn't about me. I don't have to convince anyone. I need to get obsessed about my ideal client. Yeah, absolutely. Yeah. I'm so glad. Thanks for. Thanks for your question. I saw more questions. Please feel free to ask more. I can't believe none of you guys want to raise your hand. You're welcome to. Let's see. Okay. I have had that happen a lot. And people just wait till the next free launch event since I've been doing this for seven years. Okay, Julia, thank you for this. Exactly. Yeah. So I think what Julia is referencing is people saying when you say, I, I've had that happen a lot is they're like, this is great. And then they don't take action. Right. They just wait till the next free launch event. So this, to me, would be that sign that we are over teaching. Right. People are like, this is the best thing ever, and they don't take action. Yeah. Yeah, exactly. So what we need to do, what we want to do is we want to. I would. If I. If. If I were your coach and you were my client, I would want to go through your trainings and your events, and I would be. Look, what I would be looking for is where can we optimize this for getting them to take action? If we could rethink your whole event, you can still teach them some amazing stuff. I over teach and over deliver. I get that feedback every day from my content. Yeah. Across platforms. Yeah, exactly. So what you need to learn to do is. It's, like, mind blowing when you learn it. And it's. So it just starts to change all of your results is how do you let your launch events do their actual job? Right. Your launch events, like your webinars or your, you know, free challenges or whatever are not meant to make people think they can go do everything for free by themselves. That's not actually helping them. Right. Your events should give people all of the information that they need and all of the possibility and the inspiration in order to feel like, you know what, gosh dang it, it's time for me to actually prioritize this. I've been sitting on this, I've been trying it myself. I've been waiting for my circumstances to change magically. Like, that's what happens when people are waiting. Is there when people say, like, I'm gonna, I'll think about this, I'll do it later, what they're actually thinking is, I'm going to change nothing and hope I get different results. Right. That's what we're doing when we wait. I'm just going to change nothing and hope something magically changes. We all know that's not how change works. Okay, so if anybody's hearing me today and you're like, gosh, like, is that really, like, really what this is what we're supposed to be doing with our launch events? Yes. If you want to actually help people change, they're not going to change if you teach harder. In fact, it's probably the opposite. Right. So if what you actually want to do is help people, which I absolutely believe it is in your case, Julia, and probably everybody here, if we want to actually help people, then we have to help people figure out how to do something differently. How to make a change, how to take on a new project, how to say yes, how to raise their hand, how to make this a priority so they can actually get the transformation that they really want. What do you think about that, Julia? I would be curious to hear great advice. You're welcome. I also had three sales calls yesterday. Honestly, sort of ended up in a coaching session. Yeah. Yeah, that happens all the time too. Yeah. Then they don't need the help. Okay, so that's another thing we didn't cover today, but I teach a five part sales call process that teaches you to go from convincing to consulting. And with the way that we run sales calls and sold out group programs, it teaches you how to help people make a decision about working with you. Right. Not pushing them, not convincing them, never coercing. But what you really want to focus on with your sales calls is how to come up with a three part plan of how their work with you would look in your program. So when I do my sales calls, I am listening and asking questions and I'm coming up with a three part plan. First we're going to do this, then we're going to do that, then we're going to do this and we reflect that back to client or prospect and make sure that we have the right plan. And that is what helps them be like, yes, that's what I want to work on. Okay. But there's a specific way to run a sales call that does that. It is different. And, like, people who come into my mastermind are like, I have never felt like this about sales calls before. They feel so natural. They actually feel helpful to people. We want to be converting our sales calls at a hundred percent or close to it, and you have to have the right framework in order to do that. Cool. I'm glad it resonates. Um, I saw a question earlier that I just want to go back to. I swear I saw a question from somebody. Maybe it was in the Q A. Okay, Christy, I'll call on you in just. Oh, here we go. I'll call on you in just a second. Oh, yeah. Question from Mara. Hi, Mara. What's an example of giving away the punchline versus just creating curiosity? Okay, great question. Let's see if I can come up with an example. Okay. On, like, the, the teaching topic of today, like, if I was going to make a podcast that was kind of about today's topic, if I said you're convincing instead of inspiring in a launch, that gives it away. Right. Versus if I said the real reason your launches don't convert, it's not what you think, that would be an example of a podcast that creates curiosity instead of telling you the punchline. Yeah. I've joined too many programs where I struggle to implement sales techniques because I feel allergic to it. Yeah. Yeah. Okay. I think I. I. So, yeah, this is something I hear all the time. So thank you for sharing this. I struggle to implement because I feel allergic to it. When we feel allergic to a selling strategy, that is a sign of resistance. Right. That's a sign of us being like, oh, I. It's not like I either. And resistance comes from. There's a lot of places that resistance come from. Comes from. But what that tells me is that we didn't work through the core resistance. Underlying, whatever's going on for you is selling. So it's different for different people. For some people, they have to tangle with the visibility. Right. Because sometimes it's like, you know, selling requires you to show up, and that's really uncomfortable for women. We've been conditioned to sit down, be quiet, be good. Right. So it's uncomfortable that you're going to have resistance. You are. I think that's half the battle, Julia, is just to be like, you're not us. Like, and hopefully, you know what I mean when I say this? Like, a lot of people are like, oh, I'm just allergic to selling. And my thought on that is, like, everybody feels like that's not, like, a special thing. That's not just like a you problem. Like, you could say to yourself, like, what if that's just normal? It's like, what if before you go to the gym and before, like, you have no exercise habit, you're like, I'm just allergic to lifting weights? And it's like, no, you're just, you're not allergic to it. You just don't. Haven't built the habit, you haven't built the skill. So, yeah, you. The first few times you go, it's going to feel kind of terrible. You're not going to want to do it. That makes so much sense. So that's the first thing is, like, just validating that for yourself. Like, anytime we're learning a new skill, we're going to feel resistance. Another reason we feel resistance is because we're not sold on why it's worth learning. So when you're. You're seeing it in your head as optional, you're like, I don't. I'm just going to avoid this. But when you get on board with the fact that by refusing to learn how to sell and by refusing to learn how to sell well, you are literally blocking yourself from getting more clients, from helping more people, from fulfilling your purpose or your legacy or the impact that you want to make. A lot of people get on board with it when they're like, okay, if this is what I need to do to connect myself with the people that I can help, what's so scary about that? Right? And maybe I don't know what other programs you've been in. You may have been exposed to some sleazy, sleazy strategies that were not in alignment for you. Maybe that was your instinct saying, like, that's not for me. Like, I was having a conversation with a friend yesterday who was telling me about some of the strategies that she's seen are truly disgusting. Right? There is some gross selling out there, so that could be part of it, versus learning a sales process that just spotlights your skill set, that just connects you with the right people and feels really good. That's something a lot of my clients say is they're like, I never knew that selling could feel this natural. And let me tell you, some of my clients have had the hardest core resistance to selling, where they're just like, nothing has worked. Okay? So I think a big part of this is learning a process that just allows you to be authentically yourself. That's the thing. Can I say this? I feel like having a great sales process allows you, doesn't make you Be somebody else. It allows you to be more of yourself. It just allows you to be more authentically you and to show the world what kind of impact you can make. That's all great sales really is. Great sales is consulting. And what consulting really is, is helping connect the right people who have the right people problem with a solution that you help with. So a lot of it's mindset, a lot of it's strategy. We tackle it all in sigp. Yeah, I've already made over a million from when I do over teach and don't have to sell. Yeah, totally. I'm also the buyer who's like, I just want to buy. I don't want to hear more. Just give me the support. Well, if you're in a place where you feel like you just want to buy, it's because you are never going to want to buy. And nobody ever wants to buy anything unless we understand why, like, what the transformation is. So that just tells me that you're sold on the transformation or on the support or there's something that you're sold on. And some people get there faster than other people. Different people have different buying habits. Some people are really fast. Maybe you're one of those people, Julia. Other people are need a lot more nurturing through the process, and it can be hard to understand the person who's different than you. But a lot of people really need to have their hand held through the sales process. And that's something we have to think about. I think it's funny that you're like, I've already made a million from when I do over teach and don't have to sell. My thought there would be like, then this small change is just gonna. You're just gonna take off. You've already proven. Think of it this way. You've made a million the hard way. You've made over a million the hard way. Okay. Once you learn how to sell and you can make no mistake, like, great selling is still teaching people. It's still helping people. Every single day of this summit, I've gotten off of this, and people have been like, that was great. So I don't want you to think that, like, selling means that you don't get to teach, that you don't get to help people, that it's not going to be valuable. That is not what we're saying at all. It's highly, highly valuable. It's just a different kind of value. Right. And so, yeah, you can keep doing what you've been doing. A. I think it's Harder than it needs to be. B. It stops working at a certain point. That might be something that you're running into. So that's kind of what I would consider. Julia, you definitely should put in an application. I'd love to talk to you. Okay. Christy, let me call on you. Let's talk specifically. Let me see other questions we might have. Okay. If y' all have any more questions, you can put them in the chat. You can put them in the Q A. Christy, I'm going to call you up as a panelist, but I want to make sure. Let's talk specifically about when you're like, I think for you, Christie, just in our conversation so far this week, you may not have done launches, although if you have, you can tell me about your launches. But let's kind of audit when you are selling, what are some of the things that you're selling? Or like, what are some of the things that you're saying? How have you. What have you been doing in your selling relationship when people didn't buy? Let's kind of talk about why. So let me call you that. Call you up. Yeah. Julia. Exactly. Where'd she go? There she is. Hello. There we are.
- [72:59]
B
Hi.
- [72:59]
A
Good to see you.
- [73:00]
B
How are you?
- [73:01]
A
I'm great.
- [73:02]
B
Good. You know, I was thinking about something somebody told me once a long time ago, and it's helped me so much. She said selling is like walking around your living room with a plate of brownies, saying, would you like one? Would you like one? And I offer it to people, and if they take one or they don't take one, it doesn't say anything about me or my brownies.
- [73:25]
A
Right.
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B
It just says they wanted one or they didn't want one. So when I make my offers, I try to think of it that way. Like, this is. So I love what you're doing today, and I feel like you're blending the selling of your program with your teaching.
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A
Yeah.
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B
So closely that I can't tell which is which. Which is which is beautiful, right?
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A
Yeah.
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B
So I'm picking up on that, and I'm loving that. And I was going to ask you yesterday when we talked about short form to long form. My short form, you know, I'm doing posts and I'm doing tick tocks, and I'm doing all this. And what I have pointed them to in the past was to my private Facebook group, because the long content there is me going live every Monday night at 5. And I feel like that is a chance for them to get to know me, the real me. And Decide if they like me or not, if I'm a fit or not. So that when I get on the sales call with them, typically they're already sold. They've already, you know, decided that, yeah, I think this is a good fit. What do you think?
- [74:40]
A
I think it sounds. I like the model. I think it sounds a little bit like it's just a slight but really powerful tweak in terms of how you are viewing the live. So what you just said to me was, you know, I get on live to like, like, see if they like me, right? And it's like, just like I was teaching at the beginning of today's session. That's not actually how. Like, you said it yourself with the brownie analogy, right. Where it's not a reflect when people buy or don't buy. It's not actually a reflection of, were we good enough? Do they like us? Are we cool enough? Do they. Are they our friend? Right. You really want to foe. I would start to focus on how I love the idea of the live. Live streams, but how can we make the focus less about how do I make them like me and more about their problems and why they have the problems that they have and what are the mistakes they've been making when they try to. When they try to fix the problem. Right. It's like, oh, if you're always having these fights with your partner, you, you know, are thinking it's because a. But actually, this is where fights come from, right? And so helping them see, like, oh, that, like, I've been approaching this the wrong way or like, I've been waiting for my husband to change and I need to be the per. Like, whatever the case is, and then invite them to a sales call from there to be like, you know, if this resonates with you, let's have a conversation. We do this work much more deeply together in coaching. So it's no longer about what are their feelings about you? And it's more so, like, holy smokes, that's a problem that I'm motivated to solve.
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B
Yeah. Yeah, I like that a lot. And, yeah, maybe I said that wrong. I just. I guess I just think that you have to have some kind of fit with your coach. You have to, like, I. I'm sure that I'm annoying to some people, you know, because I'm a lot. And so I. I want to weed out those people who aren't my people. And the. The live, I guess, is a way to do that. But, yeah, I love that. Focusing on their personal problems. The other Thing somebody told me once for a sales call is that we have to understand their problem better than they understand it.
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A
Yeah, absolutely.
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B
I think that made a huge difference for me in my sales calls when they would explain to me what was happening in their marriage. And then I would come back and say, I totally get this and here's why this is happening. And they're like, like, you're reading my mail.
- [77:11]
A
Yeah, yeah, exactly. And I think the difference, like what we want to do on something like a live is so here what you're hitting on. We talk about this a lot in the mastermind too. There is a difference. I have an analogy for this I think you all will like. I call it sneaking spinach into smoothies. So this came from when My daughter was 2 and I couldn't get her to eat a vegetable to save my life. And so I talk about how the only way I could get her to have a vegetable is if I took spinach and put it into a delicious smoothie with her favorite foods, yogurt, peanut butter and bananas. She was like, getting her way, which is like, I want to eat something delicious. And I was getting my way because we actually put the spinach in that we know is going to, you know, do all the things that spinach does. But what a lot of coaches and a lot of business owners do is they put a heaping pile of spinach in front of their people and they're like, eat it. It's so good for you. Right. And it's like, imagine if I put spinach in front of my two year old daughter. She'd be like, flipping the plate. Yeah. So it doesn't matter how much we try to tell them, but you need to eat this. But it's gonna make you better. It's gonna make you healthy. It's gonna make you big and strong. They don't care. They just want it to taste good. And so in our marketing, we have to figure out, like, what is the spinach? That's like, you know, the stuff they don't want to do, but the stuff that they need to do. That's not what we should really be marketing on. We should be marketing on the smoothie, which is like what they think the problem is. Right. The problem they want to solve. You know, maybe the smoothie is like, get your husband to do the dishes. Okay.
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B
Yes, yes. So what they need is they need to change and become more respectful, but they want is for him to change.
- [78:55]
A
Yeah, yeah, yeah. So, I mean, I would lean into that all day and be like what to do. Your content should be like what to do if your husband won't change. Like, like how to get your, the relationship of your dreams even when your husband's refusing to change. Like really leaning into that. Like, I have another client who she's in the corporate world and her clients all insist that their boss is just the devil. Like my boss just sucks. Right. And so we really lean into that and say like, you know, you can't how to be successful at work even when you have an evil boss. Well, spoiler alert. The boss has nothing to do with it. Right. You don't control your boss boss. So what we actually need to do is help people conduct themselves in a different way regardless of who your boss is. But we lean into some of that because people are like, yeah, I do have a terrible boss. Right. So imbuing some of that into the front end of your it, it creates recognition for people where they're like, oh my gosh. Yeah, I want that.
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B
That makes a lot of sense. Tell me a little bit more. You were saying like this launch could be one on one coaching for you so you could be rather than promoting your group.
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A
Yeah.
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B
Be saying, come work with me. I have a three month program that
- [80:08]
A
I've literally done that. I, I did that with a launch event when I was first coming back to business. I had, you know, closed everything down so I didn't have my group running. And just to get re established, I did a webinar and I invited people. I was like, I have, you know, I think I had 10 spots at the time. I was like, I have 10 spots for, for one on one. Here's the transformation, here's everything we would do together. And I just sold that.
- [80:32]
B
And did you start when you started your group, did you start with maybe like a three month group, move to a six month to a year?
- [80:39]
A
Yes. You will see inside the Mastermind. I like people to do their first groups shorter just because there's going to be so like you just don't like you will learn so much when you do your first group. Anybody here who's done a group already knows like you will be like, whoa, that was different than I thought it was going to be. So I like people to start with an 8 week or maybe 12 week program so they can make changes and then eventually we can extend it. Yeah, like I used to do eight week programs that turned into six months and then finally now it's a year.
- [81:09]
B
And what would you say if I said, oh man, the idea of launches sounds so stressful to me.
- [81:16]
A
Yeah.
- [81:16]
B
Like this week are you just like, you know, and then the rest of the time you'll be nice and relaxed, but this week is like, yeah, it's so.
- [81:25]
A
I'm so happy you asked this question because I really want to address this. It is, you know, it's definitely a skill. And the thing is that's. This is why I love launches. The way that I teach them. Once you execute it and we get it working, this is what I mean when I say repeatable sales system. I am never reinventing the wheel. I'm never starting from scratch because I've done this so many times. Even though the summit is like, new and different in a lot of ways, in a lot of ways, it also isn't. And so at this point, this is something that I know how to do. It's something that I've gotten proven results over and over again. And a lot of my clients who've implemented this, like, time and time again, they just know that they can consistently rely on it. So it's not stressful at all. In fact, I was telling my clients the other day, I was like, I think non launching times are harder because I. Because I really do. Because the launch has become so predictable for me. It's like, I know what I'm supposed to be doing. It has a rhythm to it. Everything is planned in advance. Some of the harder work is when you're not launching. That's when I need to be, like, getting new leads and creating different content. Like, I actually think it's. It's harder launching. Once you know what you're doing. Launching can be the easiest time in your business. Truly.
- [82:39]
B
That is shocking to me.
- [82:41]
A
It's possible.
- [82:42]
B
So when you say predictable, do you, you know about how many people are going to come.
- [82:48]
A
Yeah.
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B
About how many people are going to book a call. About how many people are going to buy.
- [82:53]
A
Yes, exactly. And that's what I teach my clients to understand too. Yep. Wow.
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B
And yeah, the recipe sounds so appealing to me.
- [83:02]
A
Yeah.
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B
Because, you know, right now it just feels like, oh, I don't know what's working, but, oh, I got a client.
- [83:10]
A
You know what I mean? Yeah. Right. That is honestly what you just described. That is the exhaust. That's what exhausts. Trusts people.
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B
Yeah.
- [83:16]
A
Is the roller coaster. The roller. I don't feel like I'm on a roller coaster. That's the thing is, like, because I have a sustainable process for this and I have a repeatable process. Like, I know I've been talking all week about how My house is. I wish. I'll have to take some video. My house is literally being torn apart. And I'm just chilling. I'm like, this is fine. 400 people. No problem. Right? And it's because I have this system that has made it predictable for me. Yeah.
- [83:42]
B
Wow. Well, you have done a fabulous job and I've learned so much and enjoyed it so much. So thank you.
- [83:47]
A
Thanks, Christie. I appreciate it. You're so kind and you ask great questions.
- [83:51]
B
Thank you.
- [83:52]
A
Yeah, absolutely. Okay, I'm going to answer a couple more questions that I'm seeing here. One second. How do I. There we go. Okay, Julia. So, Julia, with your question, I would say go ahead and apply. You were talking about your timeline and stuff that you've got going on. Go ahead and apply. And we will figure out how. We'll figure out your timeline and how for how we could have a conversation. So, yeah, please don't let that. Don't let sick kids in spring break be the reason you don't apply. We can. We can figure something out. And that is so nice of you. You said, is there anything we can do to promote you during this window as a thank you for your teachings? You're really generous. If you all want to share about the summit, it's not too late for people get caught up. They can just go to Steph crowder.com summit. They can watch all the replays instantly. Obviously, we still have two days left of the summit, so I would love for anybody that you all know, that you think you know other business friends and people that come to mind when you think about what I'm teaching. The more the merrier. I think just having the opportunity to get to know and get to help more businesses, I'm. I hope it comes across. I'm really passionate about what I do. So I'm at. Hey, Steph Crowder on Instagram if you want to tag me or whatever. I would. I would love that. Thank you for the. For the offer. Any other questions today as we wrap up? I hope to see some of you soon in your applications. And this was awesome. I'm so glad. I'm so glad. Thank you, Dr. Ebony. I would love to talk to you more too, Dr. Ebony. Just putting that out there as well. If you're thinking about applying, I'd love to chat. I think you could be great. Yes. Heather says, can't wait to dive into the 30 day fast track. Heather's joined us as a client. I'm so excited to welcome her. I'm so glad, Jessica. Thank You. I'm really glad this has been helpful and awesome. Did you guys like today? Today was like kind of new content. This is the type of stuff I typically teach to my clients. So you never know how it's going to go. Teaching it to people who don't know me as well. Yeah, it was great. Okay, good, good. It might be the kind of training you watch twice to like let it sink in. But I promise the shifts that I taught today are life changing. Life changing, business changing. They will change your sales. You can, I want you all to know you can get out of convincing mode anytime you want. Yeah, yeah, yeah. Cool. Good. I'm glad. Today was clarifying. Awesome. Okay, well, thank you all so much for being here. We have two more days. If you're thinking about applying for sold out group programs, please do not wait, do not wait till the end of the summit because I want to make sure we have a chance to talk. If you want to talk. My spots are starting to go pretty quickly and we're filling up, which is super, super exciting. So please get your application in. I would love to chat with you. And I think that's it for right now. I will talk to you all soon. I hope to see you tomorrow. 2:00 clock Eastern Time. We are talking about predictable audience growth. I know that's a big question for a lot of you and definitely do not miss Friday. Friday is going to be the showstopper where we talk about predictable sales systems. We're going to get more into my multi week buzz blitz system and I think you all are really going to love that. Okay, I will talk to you guys soon. Have an amazing rest of your day. Bye.