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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 four of the Sold Out Sales System Summit. We are talking about predictable audience growth. And I'm so excited to talk about this. I know this is a big topic. I know this is a big pain point for a lot of us. It's like the thing that all of us feel like we need to do. Grow our audience, get fresh leads, get fresh faces, get new people in the door. We, we are going to, I'm going to kind of give you what I think is my unique Take on how you can grow your audience in a way that doesn't feel like such a chore for you. So I think you all are really going to like what I have to share today. So today is going to be all about building that steady, reliable flow of new people into your world. Can't wait to get into it. As a reminder, enrollment is open for my 12 month mastermind sold out group programs. I have a very special done for you. Launch build, bonus. There's a completely ridiculous bonus that we're doing where we're going to build your whole launch for you. All that will be left to do is kind of just fill in the blanks. And I just want to say I have been having some great conversations. We've had new clients joining. I've had lots of applications. Spots on my sales call calendar are filling up. Okay. If you think, especially if you think you want to talk to me, please do not wait to apply. Okay. I'm not going to be able to extend, you know, access to the bonus or any of that stuff. You have to have your application in and either be enrolled or at least have your sales call booked. Okay. And the deadline is going to be after this weekend, so Sunday is your last day. But go ahead and get that in. Especially if you think you want to talk to me, which I would love to have a full next steps call with you just to kind of assess your situation. You can be the judge of whether or not this is the right thing for you. But if you think you want to talk, it's totally fine. If you have hesitations, I don't expect you to be fully decided. It is a decision call. But if you're curious and you want to talk it out, you even just get my perspective on how to move forward, that is available for you. So it's Steph crowder.com/apply. And I'm very, very excited for the people I'm going to be working with this year. Okay. So like I said, we will also be doing live audits and coaching, so definitely stick around for that. Today you are going to learn why selling to your existing audience will eventually stop working and what to do instead. Okay. I've had conversations this week, both publicly here on the summit and also in private with people who are reporting that selling like used to work for them. And it's been really quiet. This often has a lot to do with are we filling the top of the funnel with new people or do we just continue talking to the same people over and over again? Okay. We have to talk about the growth mistake that almost every established business owner makes and keeps making. So very excited to share that with you. I'm going to teach you a bit about a strategy that I call the growth flywheel and how your most. This is great news. I think your most powerful marketing tool is actually already hiding inside your business. We're going to talk about what it is and how to tap into it, and then we'll also touch on this concept I have called the visibility roadshow, which is a simple quarterly system for getting in front of fresh and aligned audiences. Okay, you guys excited to learn about audience growth? Let me know. I had a feeling this would be a topic that a lot of you guys are like, I need this one. Okay. All right. In case we haven't met, in case today's your first day in the summit or you're just new to me, I'm Steph Crowder. I am a truly terrible sales rep turned sales training director. I was almost fired from my first job in sales. I truly was pulled into a conference room and put on a performance plan. I really had no idea what I was doing, but I figured out how sales works, and I became a sales trainer, then a sales training manager, then a sales training director. And I have taught sales to thousands of people before I became a entrepreneur. I have hosted lots and lots of podcast episodes. My current podcast is called Courage and Clarity. I've been a business sales and Life coach with 10 years in the industry, over a million in revenue. Uh, lots of people think of me as your group program girl. I'm who you come to if you want to start, sell out or scale a group on any, any topic under the sun. And I'm also a mom. I have a lot going on. I only work about 15 to 25 hours a week. Just this morning, I was at Donuts with grown ups, with my son at his school. It's the most important job that I have, and I really love helping people fulfill their mission on this planet with whatever time they want to work. Okay. It's definitely a core belief for me that we should be able to do meaningful work in the world without having to overwork and put in 80 hours a week all the time. Okay. Okay. So if you have ever said any of these things, you are definitely in the right place today. I don't have time to focus on growth right now. I have clients to serve. Right. I'm just so busy work, like, working with my clients. Right. I'm just so busy, like, you know, doing other things in my Business, like, growing my business. Growing my audience is the thing that just, like, keeps. I just keep kind of pushing it off. Right. Or you might be saying, I just need to grow my audience, and then everything else will click. A lot of people point to audience growth and the size of their audience as the reason that things aren't working. It's really tempting to have the thought, like, well, if I just grow my audience, like, if just. If I just add more people, just, like, dump more people into my world, like, then I'm gonna start kind of magically making sales.
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Or you may have said, I'll focus on visibility once this launches behind me, or once this busy season is behind me, or once my kid gets married or whatever you have going on. I'll focus on that later. Right. Let me know if any of you have said anything like this. When it comes to growing your audience, audience growth tends to be something that is like a someday project for people where they're like, I don't really know how to do that, so let me just go do other things in my business, and hopefully, hopefully people will just kind of come find me. And hopefully I'll sort of stumble upon something that grows my audience. Right. Yeah, I have delegated that and no longer have. Oh, is anybody else having audio issues? Let me know. Can you guys confirm that you can hear me? Okay. Somebody was saying that they are having audio issues. I just want to make sure that's not me. You can hear me. Okay, good, good. Okay, thank you. Just want to make sure. Thank you. Oh, resolve. Okay, thanks. Yeah, Jill said, I have delegated that and no longer have any idea how it's going. Yeah. So that's. The other thing is, like, even having a handle on. On how this is going. Right. So be honest. Does this sound familiar? Any. Any of these pieces? Growing your audience has been on your to do list for months, maybe even years. You haven't been happy with growing your audience with how that's going. You tell yourself you'll focus on it after. Fill in the blank, this next launch, after things slow down, after you get organized, but then after never actually comes. Okay. You might be so focused on serving current clients and running your launches or selling that you've completely lost track of filling the top of the funnel. I see this all the time where people are just launching and launching and launching, but when I ask them, what are you doing to meaningfully grow your new faces? Most people cannot answer that question. So if you have a good system for that, if you were like, no, we are Filling the top of our funnel. Tell me in the chat, because it's pretty unusual. Then when enrollment opens, you're launching and selling, but mostly to the same people, which is fine. Like, sometimes it takes a long people a long time to convert. Nothing wrong with marketing to the same people over time. But you also need to be adding to the top of the funnel as well, and it might be feeling harder every round to meet your goal. That's something that a lot of people have shared with me in terms of their own businesses. So if you relate to this, it's not a discipline problem. This isn't something that you like. Oh, I keep saying I'll do it and then I'm not doing it. That's not what's going wrong at all. You're probably just don't have the right approach to growing your audience. And so that's what we're going to fix today. So let me ask you. I need you all to tell me to weigh in on the chat here. Who here would say that client work is your favorite thing to do in your business? Do you wish that just serving clients would bring in more sales, like, kind of automatically? Would that be really cool for you? Jill says yes. With, like a million exclamation points. Yeah. Julia says yes. And even though I've grown my visibility a ton, I have not gotten them into sales, only into social media followings. Exactly. So, yeah, Julia says that would be awesome. Yes. This happens a lot where we. That's why it's a myth and kind of like a misconception to think, like, if I just grew my audience, my sales would automatically get better. But we see this all the time. I've worked with many clients who who have, like, actually quite a large following, but they cannot figure out how to convert or convert well. So it is not enough to just have a big audience. Okay. Like, then they arrive and it's like, what's actually happening from there? Okay. So a bunch of you are like, yes, this is me. Yeah. So a lot of people tell me this because many of you are what I would call experts or practitioners or healers or, you know, people who are just like, you love your craft, you love what you do. You know, you could help people on your subject matter. And you're like, wouldn't it just be like, I just wish I could just work with my clients and that I didn't have to, like, spend all of this extra time trying to figure out how to sell. If I could just be in my corner with my clients, that would Be the best. A lot of people do tell me that. So if that's you, you're definitely not alone. But this is going to be really good news. If your answer was yes, what if attracting a new audience was not actually separate from your client work? What if it. This is one of the first, like, problems we need to blast through is a lot of you are seeing client work over here and selling and marketing over here. Very disparate to kind of separate things. But what I want to ask you is what if you considered that attracting a new audience could be a natural extension of your client work? Okay, here's the great news. The answer to audience growth is already happening inside your business. Okay? Most people think audience growth means going out there, wherever out there is and finding new people. But. But the most powerful growth engine you have is already running, and it's happening inside the work that you're already doing with your clients. Isn't that exciting. You're already doing the work. You're rendering services, you're coaching, you're helping people. You're fulfilling your agreements, and you are actually going to be able to tap into that much better to create audience growth. So let's talk about how we're going to do that right now, inside your offer, inside. If you have clients, people are having breakthroughs, right? Results are being created. Stories are unfolding in real time. Like, good stuff is happening, right? And most business owners let every single one of those moments evaporate completely. Okay? So you might be somebody who's serving beautifully. And I find that, like, a lot of times, the more talented you are, the more this is true. But you're doing it pretty silently behind the scenes. And the busier you get with your clients, the more silent you are, just kind of on the back end of your business. Okay? Another thing that happens is lots of results are being created in your program or with your offer, but you're not really tracking it or you're not really clocking it. And so it's kind of happening without you even realizing it or. Or maybe just even realizing the extent of it, right? And so I see this all the time, especially in really advanced businesses, where it's like every single time a client has a breakthrough, a result, a success story is a golden sales and marketing opportunity. And most people let it completely dissolve because you're busy, or maybe you don't know how to harness it, or, you know, you just kind of are like, yay, clap for. Clap for that person, and then you kind of move on. That's what we're going to fix today. So I want to introduce you to my concept that I have called the client growth flywheel. This is where we are going to put sales and marketing together with your client delivery. They are actually part of one system and they feed each other. So let's talk about it. Let's say you launch, okay? You enroll clients into your offer. You go out there and sell. You do a buzz blitz launch. You. Or you just, you know, go do some kind of sales campaign, and you enroll clients into your offer. Cool. It's a group program. It's one on one. It honestly doesn't matter. You enroll clients into your offer. Okay. Then of course you're going to serve them. You're good at this part. You're great at this part. You do your best work and you stay really close to their journey. Okay? Now here comes the part where most people miss is the third step we're going to talk a lot about is mine. You're mining, like, gold mining. You want to capture results and wins as they happen, not later. How many of you all are like, oh, shoot, this client's graduating. I better get a testimonial, right? Or, oh, yeah, that person's off boarding. Like, I wonder if they'd write me a review. That's how most people do it. Would you agree? That's how most people do it. But it's wrong, okay? It's wrong and it's missing a huge, huge, huge opportunity to capture stories when they're actually fresh and exciting. So that's what we're going to talk about. Number four is showcasing. So you want to be sharing stories that build belief and new people. So. So if you watched day three yesterday, predictable launches. We talked all about the window of possibility and creating belief. One way you can do that is by showing what is possible from your previous clients. And I have a podcast episode too, if you want to hear more about this. It's called possibilities over promises. It's never about promising. So and so lost £80. And you can, too. It's more, especially the more you showcase. And you'll showcase very different results. Right? Like, if you're a health coach, this person lost 80 pounds. This person has an energy surge. This person put their Crohn's disease into remission. Right? None of those are promises, but it is creating this, like, beautiful tapestry of possibility. And when you create a tapestry of possibility, it creates incredible belief for people because they're like, huh, I wonder what would happen for me. I wonder if what would happen for me If I worked with her, that is exactly what new belief sounds like. Okay. And we can do it by showcasing. Number five is attract. So the cool thing is when you have people in your audience who have been watching your success stories and taking in your case studies, they will arrive to your next event, to your next sales call, whatever the case may be. And they will already be warm. Okay. And then you go to launch again and you will have a bigger, warmer, more ready room. Okay. Does this make sense? New concept, brand new, never before taught here. It's been living up here and I talk to my clients about it all the time. But I'm curious what you guys think about this because it's actually a total game changer. Yeah. Yes. And I love it. Yeah. Exactly. Powerful mindset shift. Yep. And that's a good point too, Julia. You said group public following by 25,000 organically and 1,000 new email subscribers, but not really buyers. That's the other thing I want you all to be thinking about is it's not just about attracting a new audience. It's about attracting. It's about attracting buyers. Right. There's a huge difference. You can attract an audience of people who are just looky loos. Right. Who are just like, okay, that's cool. Versus how are we actually attracting new clients and new buyers? Yeah. Don't wait until the very end to ask for a testimonial. Huge. Yeah. Yeah, exactly. I'm going to do a post today about the program session we had yesterday. I never would have thought to do this. Isn't that so interesting? I hear that all the time. We're going to talk a lot more about that. But every single day in your business, there are moments that are happening. But behind the scenes, you are. Here's the thing. I never want you to forget this. After today, you are already doing the work. You are already spending your time and your energy and your brain cells. Why not use it in your marketing? Why not use it to create new clients? Okay. So let's talk more about this mining. Gold mining is the part that everybody skips. Okay? Your clients are getting results right now because you're good at what you do. I know you are. The question is, are you truly capturing the those results? Mining means staying close enough to your client's journey that you notice the moments worth sharing. So as an example, the week that somebody hits a milestone they didn't think was possible, we want to tell that story in the moment. Okay. The DM that says I have to tell you what happened. Right. The coaching Called breakthrough that had the whole room resonating. The first launch that worked, the first client enrolled, the first time something clicked. These are the types of moments that you're looking for. So the question for you to ask yourself, after every coaching call, after every, you know, if you're a website designer and you are turning over a new design, right, you want to ask yourself what just happened in that room that a future client needs to hear about today. It's so easy to do, right? You can be like, okay, I just hopped off a coaching call. And like, and you can make it totally anonymous, right? If you want, you can be like, and somebody asked a question about, you know, this moment that they screamed at their husband for not doing the dishes. And I want to talk about that, right? So that is content going back to content. Like, one of the things I tell my clients is you will never run out of content ever, ever, ever, if you use these client moments to fuel your future content. Okay? Okay. So this strategy, I want to introduce you to, this strategy that I call mine Shine and Sign. Okay? Mind Shine and sign. It's a three step strategy for exactly how to capture case studies. Okay? So the mind step is to extract the full story. So this, what I just was talking about is like inspiring content based off of what you're doing with your clients. What I'm really talking about right now is like collecting great testimonials. This is a question I get a lot from my clients. They're like, how do I get a case study? How do I get people to give me compelling stuff? I want you thinking about mind, Shine and sign. Okay? So when you're mining, you're like, oh my God, so and so just had a transformation. I want to capture it. Think about mining. You need to extract the full story, not just the win. Okay? Not just so and so, you know, drop 10 pounds. We want to actually extract their whole story in an interesting way. You need the details that make a future client think, that's me or wow, I resonate with that. Oh my gosh, that's so interesting, right? You, you're not just celebrating, you are capturing. Okay? And you need to be capturing in a format that creates belief for new people long after that moment has passed. Okay, so that's the mining step. The shining step is shining a spotlight. So then you shine a light on the story. Not just a vague, I'm so proud of my client. Right? That doesn't really do anything. You need a specific, vivid and believable account of a real transformation. Not generic not glossing over it. Details. Okay. We are nosy individuals. We want to know the good stuff. So you have to have a process for capturing that. Right? So this is where your clients result stops just living in your coaching relationship and starts living in your marketing. And then finally is sign. So this is where you're using it to sign new clients. Right? So the right story told the right way to the right audience does one thing, it makes your next client see themselves in your last client. So now we're back to the flywheel, right? And there's a complete step by step process for executing all three of these stages so that every client result becomes a case study that can live on your podcast, in your content, in video, on your sales page, and in your marketing for years. Okay, so mind Shine and Sign. This is new. I think it's. I mean to toot my own horn, I think it's kind of brilliant. I love mine Shine and Sign. Okay, so let's see this strategy in action because this is what we help our clients with and it's just game changing. So this is a life coach for working moms. This is Caitlin. I think I talked about Caitlin a little bit the other day, but I had to share the way that we did mine, Shine and Sign for Caitlin. So Caitlin, before being in SO GP was in a client drought. She had only signed two clients for the whole year. And she said that she was hiding behind confusion about her messaging and working too much on activities that didn't actually generate income. Back to our money making activities for Monday. Overall, she said she felt stagnant in her business. That was her word. So. So after. And she's still with us in SO gp. But her transformation today is she sold out her one on one coaching offer. That's where we started. She added her first group without having to do a launch. Then she hit her best goal in her first public launch and is now scaling an alumni group program that she's been working on. Okay, so I want to talk about how Mind, Shine and Sign filled Caitlin's offer because this was really cool. So after going from client drought to fully booked out one on one with a wait list, Caitlin was ready to put her first group program together. So here's exactly what happened. She pulled three people into her first small group and she did not have a launch to do it. Okay. She focused. This is, this is the key. She focused on getting 100% client results. She's like, I've got three clients, I'm going to knock it out of the park. With these three clients. Okay. And that is exactly what she did. 100% of the people in the program got their transformation. So she was able to send an email. What a killer subject line this is. In her first launch that said 100% client results. That was her subject line. Right. She used the Mind Shine and sign framework to capture compelling case studies. So we teach our clients, how do you get a case study? What are the questions to ask? How do you lay that out in a way that is actually interesting and compelling? Okay. And so she did that with all three of her group program participants. And then she. That was. Went onto her podcast and was in her marketing. Okay. So. So then when she did her first Buzz Blitz launch. Buzz Blitz is my framework for launching. I'm teaching it tomorrow. She exceeded her best goal for a new client. Sold. So documenting and sharing truly interesting and helpful client stories helps sell out her offer. And it also. This is the other thing. It makes you feel like a badass, right? When you see, like, when you hear your clients case studies. It's one of the number one things I do in my own launch. I. In fact, I have new client case studies on my podcast this week. And you go into a sales window or a launch being like, I. You remember yourself. You're like, I. Like, it's so easy. And I'm sure some of you, maybe many of you relate to this. Like, it's so easy to discount the value of our own service. You're like, am I even that good at this? Like, is this even worth it? Like, that's very normal to have those thoughts when you capture your case studies. It could put the little spring in your step. You're like, okay, this is awesome. Like, people are getting results. Like, I wanna. It makes you. It actually makes you wanna go out and sell more because you're like, hell yeah. Right? Kind of back to what we've been talking about all week of, like, what will make you wanna sell is remembering how much you're helping people. So every time I capture a case study, I'm like, oh, my God. Oh, my God. It's time for me to go sell my mastermind. Because I need more people to experience this. That helps me so much in my selling relationship. So you see how it's connected. Very, very connected. Yeah. So it bolstered her confidence about the work that she does in the world. Too many of you guys are not doing this, so you don't know how it's going with your clients. So you're like, am I. Is this is this even good? You need to have it for yourself as much as anything else. Okay, just another example. I actually love this example. This happened recently. My client, Melinda, her, she has programs about ancient Egyptian hieroglyphs, which I think is so cool. She created client stories and use them to sell out a group program. So she does not have. Well, she has a podcast now. It's brand new. But when she did this, she didn't have a public podcast, but she'd been running her two group programs, one as a course and one is like a kind of more advanced program. And she had run them many times and she'd accumulated a lot of success stories. So she used Mindshine and Sign and worked with us to capture those client stories, put them on a pop up podcast, which was brilliant. And she put that podcast out into the world. During her recent launch, her client stories answered many of the most common objections. So this is the other thing is your client success stories become like a part of your sales team. Like they're like you by extension. Because she has stories, if somebody comes to her and is like, I don't think I have time to learn hieroglyphs, she's like, oh, I have a podcast about somebody who was able to do that even though they didn't have time, or somebody who feels like they're too old to learn. Oh, I have a podcast about somebody who thought that too, or I'm too young, or whatever the case may be. When you have a client story that addresses your key objections, it's so helpful. Right? Okay, before I go to the visibility roadshow, let me actually go back. I want to see you guys have put some things in the chat and questions. Yeah, you're different when you're feeling awesome. Absolutely. Yeah. You show up differently when you're feeling awesome. Okay, let me see about the what I have here in my Q A. When you share the testimonial, do you share the how? Great question. It's really not about the how. No, it's about like, it's really about telling a super compelling story. So it's. You have to have a good framework and a good system for getting people to tell you a story that is compelling. Because what happens. I learned this when I was becoming a podcaster. This is actually from the journalism world. When you ask people to tell you a story, most people give you a very generic, boring version. It's just like human nature. We kind of like, we skip. We skip stuff because we kind of feel like. Let me get to the point. But that's not what you want in your success stories. You want the details. You want the hard moments. You want the. You know, like when you watch a movie, there's like a cadence to it, right? So you want to be thinking about that. When you're capturing testimonials, do you give the client a form that asks the questions you want answered, or do you write it and ask them to edit? So we have a whole process for how we do this. I actually prefer. Prefer doing it with an interview, even if you don't have a podcast, Although I love putting it onto a podcast. But I actually am a big fan of recording my testimonials on Zoom because they can be disseminated into so many different places. You can put them on your podcast, you can put them in video, you can put them on your website. You can put it. Pull out their words, you can get the transcript, and then you. It's their words you can just take and kind of edit into a cohesive testimonial. So that's how we teach when we do mind shine and sign. That's how we teach our clients to do it. Because people, generally speaking, written testimonials respectfully, just are not that compelling. They just don't stand out the same way. Right. It's like, Christy was great, you know, and it's like that. Like, that's nice, but that doesn't tell the story of what actually happened. Okay. Okay, great questions. Keep them coming. Feel free to keep them coming. But we're also going to talk about another strategy. So that was really about using your client results and the current client work that you're doing to grow your audience. Now we're going to talk about. Just touch on a second strategy that I call the visibility roadshow. So with a visibility roadshow, you want to think about getting in front of new people on purpose. Okay, so the growth flywheel that I just taught you with those steps, right, that's your internal engine that turns client results into marketing. Right. But the flywheel really compounds when new people are finding you. So it still leaves us with the question, how are new people going to find us? Your client success stories can pull in new people, but what we really want to focus on is adding what I call a visibility roadshow. So with visibility roadshow, you want to think about having a quarterly system for getting in front of what we call borrowed audiences. So borrowed audiences is what it sounds like. It's an audience that's not yours. It's getting on somebody else's podcast, is presenting in front of Somebody else's audience. It's doing collaborations, right? Other people have eyeballs. You have a chance to tap into them. This has been for those of you who've been rocking with online business for a long time. We've been talking about this forever, and it is still the best way to grow. And so you want to think about how to get in front of more of those audiences. People who have never heard of you but are looking for exactly what you do are hiding in those other people's audiences. And having a visibility roadshow that you do quarterly will help you to do that in a strategic way. Because here's what makes it different than what most people try. Most of you have probably heard, yeah, go be, you know, go get on people's podcasts. Do collaborations. Okay? But here's the problem. Most people are doing it randomly or reactively. Okay? It's not. I should probably do a collab. A collab with somebody. Okay? That's not a visibility roadshow. It runs on a schedule. It's planned in advance. It's tied directly to your launch or your sales calendar, whatever you have coming up next. It is literally, I see it as, like, an extension of my launches is I need to be going on a visibility roadshow in between my selling periods. Okay? It's designed to bring warm and aligned people onto your bridge. Remember, we talked about the content to client bridge. You got to get people onto that bridge. And so you want to get people onto that bridge, ideally right before your enrollment opens. Okay? Most people have no system for this at all. They're like, oh, if I get on somebody's podcast, like, yay. Right? But you don't actually have a system or a process for repeating this in a quarterly way and having benchmarks that you are trying to hit every quarter to grow your audience. Okay? Most people wait for the opportunities to come to them. Oh, if somebody asked me to be on their podcast, I will, right? Or maybe I've seen this a lot, too. You try to burst into visibility mode. You're like, oh, shoot, I have a launch coming up. Or, oh, shoot, I. I want to sign more clients. And then you're trying at the last minute, and it's already too late. Okay? It has to be strategic. So all of this only works if the people that you attract have somewhere to go when they find you. Okay? So you see how it's all connected. It's just like what Julia was saying. You can bring a bunch of people into your world, but if you don't have a clear kind of like, this goes back to what we were talking about on day two. What is the bridge? If you bring a bunch of people to the. To the. The beginning of your bridge and then you have a broken bridge, they're all just falling off, right? So this is all very connected. And like I said, we talked about it on day two. When somebody discovers you through, for example, a podcast interview or a collaboration, the first thing they're going to do is go to your profile. Okay, no pressure, but you gotta be thinking about this. Somebody. I heard somebody say a while ago, and it really stuck with me that something like your Instagram profile, or for some of you, it's Facebook. For some of you, it's LinkedIn. That is like your online business card. Okay? Whenever I, like, hear about somebody or I hear a podcast, I'm like, wow, that person's great. The first thing I do is I go find them on Instagram. Right? Again, some of you, this is Facebook, depending on your audience. Some of you, this is LinkedIn. But you have to be thinking about, like, what. How are we creating a welcoming invitation? If I see this all the time, where clients of mine will be like, I just got on a huge podcast, huge opportunity, right? Hundreds of people are going to be listening to me, and I'm like, cool. So, like, where are we directing them? When they hear your episode, they're like, huh, I don't know. My website girl. No, that's not going to get it done, right? So many people are going to just fall right off. I'm curious if you guys have run into this. Most people don't really think about this. They're like, well, isn't that what my website is for? Not exactly. We kind of are right back to, how are we going to hook them into our world? What's the call to action? So you have to ask yourself, what are they going to find when they arrive? Okay, I would love to see client results and stories. Whoa. This person's experienced. This is not their first rodeo. I will tell you, some of you have been asking me this week, like, what's the deal with people's sales being down? And I've shared with you, there's a lot of reasons for that. People are using outdated strategies that don't work anymore. Buyers are being really discerning. They're absolutely buying, but they're doing more due diligence. One of the ways that they are using their discernment is client results. Nobody wants to be a trailblazer. Nobody wants to work with somebody who doesn't have Some kind of experience or some kind of credential or some something to substantiate your like, offer. Right. Back in 2020, you could be a cowboy who throws up an online course about the ukulele and you could sell it, but that's not the reality of where we're at. And I don't say that to be discouraging. You can have, I share, I've shared this with people privately, but myself and many of my clients had our strongest revenue years ever last year. In 2025, I had at least eight people in sold out group programs have their first ever six figure year last year. Okay. And that. So it's absolutely possible. But you have to understand that people are shopping with a, with more precision. They're like, you got me in 2020 when I bought your course about the ukulele. Right. Nothing wrong with ukulele, by the way, if you're, if you can show that people get results in your program. So that's what we have to be thinking about is what are the client results? What are the stories that are going to create belief and show that you're legit. Okay. You want to have a clear point of view that makes somebody say she gets it, he gets it, they get it. Right. And an obvious next step. So a podcast to binge, a wait list to join, a way for them to raise their hand and be in conversation with you. And so the flywheel and the visibility roadshow bring people to your door when you put these together. Okay, so here's a really simple way of thinking about it. Your clients can come from both directions. Our growth flywheel is all about shining a light on your current clients and on your success stories. So this will help you grow from the inside out. Right? You're taking what you're already doing in your business. You're telling stories about it, you're making it compelling and you're pushing it out to the world that's inside out. And then with visibility roadshow, we are working from the outside in. Okay. We're going out there into the world. By the way, networking events. Networking events would be another example for some of you. I have some clients who do like in person lunch and learns in person speaking. These would be examples of outside in. When you put the two together, you really have a comprehensive strategic plan. Plan for growing. And you will solve the problem of being like I keep saying I'm going to grow my audience, but I'm not really doing anything to meaningfully change my, my, my audience growth gap. Okay. When the Flywheel is turning, and the visibility roadshow is on your calendar doing its job. Here's what happens. Your client work feeds your marketing. Every result, breakthrough and win becomes a story that attracts your next client. Okay? So new people find you every month through those borrowed audiences. They're warm, aligned, and curious. Okay? Every launch goes out to a bigger and fresher room than your last one. Your audience gets to compound over time. Growth builds on growth, launch after launch. Okay? Serving your clients and growing your business are no longer two competing demands. This is the problem a lot of you are having is you're like, so busy working in your business, you're like, crap, I haven't marketed in six weeks. Right. You're seeing them as disparate when actually they're connected via the cycle. And so when you solve for all of this, you stop feeling like the best kept secret in your niche and start feeling like the obvious choice. How many of us want to feel like the obvious choice in our niche? Right. Okay. Yes. I think it's important. And just reposting what I sought or interviewed for attracts clients even just to repost. Absolutely. These are great reminders. Yeah. I go on people's pages all the time and can't. Thank you for saying this. I go on people's pages all the time and can't figure out what they do or how I might work with them. This is so great. Like, again, this is one of those examples of, like, we can't see our own. Like, we thank you, Julia. Julia said you really know what you're talking about. Steph, so impressed. Thanks. I've been doing this a long time. I appreciate you, but we really can't see our own blind spots. Right. It's like when you go to somebody else's page, you're like, what the heck? How do I work with them? I have to jump through 16 hoops. Forget it. Forget it. Right? Versus when it's our own stuff, we're like, oh, I'm not actually being that clear myself, but that's really instructive. When you have that experience as a buyer, clock that.
- [38:59]
B
Right?
- [38:59]
A
And be like, next time you find somebody where you're like, wow, she made it really easy to book with her. Or, wow, she's really, like, shouting about her offer. I want you to study that. That's one of the best things we can do in business is study. When you see somebody doing it. Well, clock it right. When you see somebody who's making you jump through 17 hoops, I'm always like, who can I sometimes it's big companies too. I'm like, who can I email in their marketing department? Like, this is too. This is too hard. It's too hard for me to join your thing. Right. And so I think it can become really interesting when you start looking at it that way. Okay. There was something else I wanted to see, I think, in the Q and A. Should you have an Instagram account as your actual name or your business name? Honestly, it's preference. I don't think it matters. What's more important than your Instagram account name is your bio and is your bio clear and optimized and like we were talking about, like, it's very obvious what you do and how to take the next step with you. I have been courage and clarity on Instagram. I'm now, hey, Steph Crowder. Like, I've been both and I don't think it makes a huge difference. I kind of lean. It depends on. It also depends on your business. If you're a coach, I sort of lean towards your name just because your name's never going to change. And I think name recognition can be good. If you're doing something that's more. That's not. You're not like an individual coach, then maybe you lean more in the direction of a, of a company name or something. Okay. So I want you to imagine finishing your next launch and immediately knowing that your next one's going to be bigger. Okay. It's a great feeling. Not because you worked harder, but because your flywheel is actually turning right. Your clients are getting results, which feels great. And you're capturing those stories. New people are finding you every week and stepping onto your bridge so they can start walking across it. Okay. Your business is growing. This is the best feeling. Your business is growing even on the days you're not actively even trying to grow it. It's just part. I want you to start to see it as part of your business, part of your every back to the sales hygiene. Right? It's just like part of what you do every day. It's connected to what you do every day. That is exactly what we build inside sold out group programs. So inside. So GP you get what I call the audience growth playbook, which is the complete system for turning your client work into your most powerful marketing and for building that quarterly visibility roadshow that actually gets it done. Okay. So inside. So GP we teach you how to mine, shine and sign with step by step questions to ask to generate those brilliant case studies. Okay. We teach you how to showcase those stories in a way that creates belief, not just celebration. Celebration is great, but it doesn't create sales. How to identify and pursue your visibility opportunities that reach your ideal clients. And how to build that quarterly rhythm that keeps your funnel full in between your launches. So you will never again finish a launch or or get off a sales call and wonder where is the next one going to come from? Because you have a process. It's not random. You're not hoping and praying. You have a system for it, right? So as you may know, Sold Out Group Programs is open right now. This is my 12 month mastermind that is designed to help you build to 100k, 250k, 500k and beyond. My favorite way to do it is with a scalable group program without working around the clock, missing out on your life or staying stuck trading your time for money. Everything you need to build, launch and scale your group program that sells out. You can also use these tools for other offers like one on one. I've been talking to some of you about that because I actually see one on one as like part of the pathway to a group. So a lot of people do that as well. Right? So inside so GP you get the full system, everything you need to make to really progress. Right. So we start with the on ramp. For some of you who are in the on ramp phase, learning how to master your client demand. You could start in the start phase where you're starting your first group. Some of you are in the sellout phase where you have a group but it's not filling consistently. And then others of you do have a group program that's doing okay, but it's really time to scale everything. We have clients at these different stages in the program. Plus you get bonus courses like Same day Sales, which is my foundational sales training program that will teach you the art of getting quick sales. Okay, we have coaching available two days a week. It's me on the coaching calls. You come see me, I will know your business. I have a steel trap. I cannot remember anything in my personal life. I have a terrible memory. But for business and probably because it's all just going towards business, I know the weirdest things about my clients because they I just remember them. Okay, so weekly live coaching on your real business problems. Feedback. So expert reviews on your sales pages, your content, your emails, your webinar slides, your 90 day plan. We give very detailed feedback. I go through my clients webinar slides, I leave comments, I tell them I don't like this, you need to change that. I help them make Their webinars, so much stronger emails, all those, all these things. In order to really strengthen them, we have our hotline, as we call it, which is our sales train team, including myself, we are just one ticket away. You just write into our portal, it's unlimited and we are here to give you written feedback Monday through Friday. And if you are outside of Monday through Friday and you need a faster answer, our hey Steph fully trained chatbot is coaching my clients around the clock and she's doing a hell of a job. I have to tell you. People will be like, here's what hey Steph said. And I'll be like, man, that was pretty good because she's trained on 30,000 pages of my IP. Okay, you have the community, a room full of serious business owners who are not going to let you stay stuck. Our people are the best. And then you also get when you get to the launching stage, some of you are already there, many of you are already there. You get the full buzzword system, which we're going to talk about a lot more tomorrow. Over 55 done for you. Email templates, my Buzz Blitz launch system, the Converts webinar framework, everything that you need to get your launch done. And of course we have that bonus available through Sunday where I will build your launch for you. Okay? The result is 100k, 250k, 500k and beyond with a scalable group program that you love. So everything you get inside of the mastermind is here. All of the curriculum, two times a week, weekly coaching, your work reviews, unlimited written coaching, our community, all of your launch assets, 90 day planning, all of the good stuff, the investment for this, for the full year with me as your business coach is a K. Like I said, this is comparable to a lot of the 20k, 25k masterminds that I see out there. And it's currently $8,000. I don't know how long that will be the case. And there's a payment plan available as well. Like I said, I'm having lots of great conversations. So please do get your application in. If you are thinking about it, you're considering, I don't expect you to have your decision made, but if you want to talk, we got to get that taken care of so that you can get onto my calendar. Okay? The done for you launch build bonus. Very, very excited about this. You have to be applied and enrolled or at least have your sales call booked by the end of the weekend. Okay, So I will give you my fully built launch including your launch event, webinar or five day challenge titled, fully outlined for you. Your launch email topics. Five weeks of emails backed by Sales Psychology. We'll give you subject lines written specifically for you and topics chosen for your emails. You'll just have to fill in the blanks. We'll make it very easy for you to do that and then your content plan as well. So podcast topics. If you have a podcast, I'll choose the titles for you. If you want to do social media posts as part of your launch, I will choose angles for you and write scripts. Okay, so all you'll have left to do is fill in those blanks and we will teach you some, some fast ways to get that done. If you would like to do it as fast as possible with efficiency. Okay, so it is Steph crowder.com apply. If you want to have the bonus, which I highly recommend, make sure you've got your application in and you're enrolled or you have your sales call booked by the end of the weekend. I have times available next week. So even if you would just have it booked for next week, as long as it's on the books, you're good. We are closing the doors. Next Friday you get to onboard with your free bonus time with my materials. You can start listening to the private podcast or the coaching calls and then our mastermind year together will begin on Monday, April 27th. Okay. Okay. What kinds of questions do you all have? Thank you. Such glamorous photos of you. Yes. Kinsey. Kinsey is one of my current clients. We are doing a full curriculum revamp upgrade. So this is what I'm working on. That's going to release on April 27th. Yeah, yeah. For payment plan information, please go to stephcrowder.com apply. It's all on there. So we have the payment. We have the pay in full option. We have payment plan. It's all. It's all right there. Even before the application. It's there. Yep. Mm. Somebody asked about this earlier in the week too. So I do just want to mention if you are somebody who wants to start on the payment plan and then pay off your balance early, that's an option as well. So you can, you can, you can do that too. And if you do it within the first six months of the program, we will honor the pay in full bonus and all of that good stuff. The pay in full price.
- [48:05]
C
Cool.
- [48:07]
A
Okay.
- [48:12]
C
Yeah.
- [48:14]
D
Love it.
- [48:14]
A
Thanks. Otherwise. Okay, let's see. I think I saw something in the Q A too. What questions do you guys have? Okay, I think I've answered everything in The Q A. Do we have questions about today's training, about. Audience growth, or if you are somebody who wants to raise your hand, you can just do the hand raise emoji. If you would like to do some live coaching around, I want to keep the conversation to audience growth specifically for today. Jill, I see your hand. I'll call on you in a second. I probably have time for two or three people. Um, but if you want to raise your hand and just tell me what you've been doing for audience growth, where you've been going wrong, I want to use this time to kind of help you identify what might not be working, the kind of diagnostic to give you a sense of, like, where you might need to start fixing things. Okay, Jill, let me call you up. Anybody else, put up your hand. So I know that you can kind of be my next in line. Julia, I'll answer your question in just a second. Hi, Jill.
- [49:26]
D
Hey.
- [49:28]
A
Hello. How are you? Good.
- [49:29]
D
How are you doing?
- [49:30]
A
I'm great. Good to see you.
- [49:31]
C
Good.
- [49:31]
D
Yes, thank you. Likewise. This has been great Summit.
- [49:35]
A
Yay.
- [49:35]
D
So I am. I sometimes remember to take a photo of me with somebody I'm coaching. I have all those top of my funnel is free coaching sessions. And then I try to feed them into something paid. And so sometimes I remember to take picture, sometimes I post it. I feel like the post that I was going to work on after this based on your suggestion was to like, put all the women from our first headshots from our first session of our. Of a program that we started yesterday on and just say what a great session it was.
- [50:10]
B
Any.
- [50:10]
C
Like, how.
- [50:11]
D
What are your thoughts about just posting it and saying like, this was a great coaching session or this was a great session, number one of this program. Like, is that enough?
- [50:21]
A
So it's not terrible. I mean, it's. I have a mentality about posting and about content, which is basically like, it's never a bad idea. It's sort of like I. I'm somebody who believes and some people will disagree with me actually, but I'm somebody who believes it's never a bad idea. Like every time we post, you know, great coaching session, or for me, this week, for example, at the summit, every day I'm just trying to make sure I at least go on stories and say, like, it's day one, it's day two, it's day three. Right. To me, it reminds people and it keeps you top of mind. Like, that's half the battle that we don't realize with our content and with our presence. Online is people are just busy as hell. We're just busy and forget. And we mistake other people's busyness for, oh, they don't like me. They don't think it's compelling enough. They're not interested. No, no, no. They just literally got so busy. So I like to be somebody who reminds a lot because I just feel like it's, you know, I. I've share. I share this a lot with. With my clients. You've probably heard me say this, Jill, that there's like, just insane marketing data about how many times we have to hear marketing messages. It's like 88 touches or something, guys. It's like 88 times before somebody's like, you know what? I think I'll book a call. So those of you who are like, you know, putting it out there once or twice, and you're like, womp, womp. Yeah, you got 85 more to go. And so I think that it's helpful to just like, those subtle reminders are better than not. Now, on the scale of how much heavy lifting that particular post is doing for you, I'd put it pretty low just because all it's really doing is what I just said is creating the, like, awareness. Oh, she does coaching sessions. Okay, cool. Let me file that away. What would be better would be the mining that I talked about. So, like, what's one golden nugget moment? That's like my favorite hack where I'll just, like, I'll jump off a coaching call and be like, okay, this thing happened on my coaching call today. And again, I'll anonymize it. I don't give away any identifying details, but I'll be like, somebody on my call today was telling me about a sales call that they bombed, right? And I'll just talk about it and be like, here's what we like. I'll ask myself, what does the. What would help my audience about this story, right? And then there can be a cta, which is like, if you want to be in the room next time, here's how, like, I. For me, I would say, like, get on the wait list for the next round of sogp, right? Like this. We do this every single day, two days a week. Like, this is just one of many conversations that we have. But I want you guys to imagine doing that, like, every day or multiple times a week, people will start coming to your platform to be like. They will start associating you with golden nuggets and be like, every time I go to Jill's platform, you know it's like I'm learning something. I'm getting something from it, and it starts to plant the seed of, like, I want to be in that room too. So that would be better.
- [53:07]
D
I like that a lot. Yeah. I mean, there's always some great stuff that comes out of the coaching sessions, and I. Yeah, yeah. So just like, sharing. That is wonderful. I should have done that this morning. I had a coaching session this morning.
- [53:17]
C
Okay.
- [53:18]
D
So.
- [53:18]
A
Yeah, yeah.
- [53:21]
D
Turn my brain to that.
- [53:22]
A
And. And this is a good. I want to clarify something, too. This is a really great question from Angela, kind of borrowing from yesterday's training where we talked about the, like, the. Over teaching. So she said that's not considered teaching too much question mark. So it's a great question. So you do want to think about. You wouldn't want to get on your platforms and be like, let me share everything I coached on today. Right? Like, let me. Let me give everything like that I can think of. That's not the idea. It's really sort of like, what is one. What is one moment that people would relate to that would make them be like, oh, that's a conversation that I want to be part of. Right. Or like, oh, like, that's. That's something that I, you know, comes up in my business, or that's something that comes up in my marriage, or whatever your niche is. Right. So you don't have to even give that much. Like, I don't want you giving a dissertation on Instagram stories. It shouldn't be, like, a huge thing. I would focus it on, like, what is the key problem that somebody had and what is just one. One. You guys get one tiny little golden nugget. Like, the smaller, the better. I know it sounds like. I don't mean to be patronizing at all. It's just that sometimes, like, the smallest you can go. I. It's so counterintuitive. But the smaller the nugget, the more people are like, whoa. Like on Monday, when I was like, you don't have a plan. You have a pile. People are like, holy. Like, that's like, you know, instead of me being like, here's everything that needs to go on your to do list, you guys would have been like, like, that's too much, right? So small, small, small, small. Just something really small that makes them go. Like, I should. Here's your barometer. You should be able to consume it in the car line. Like, I'm sitting there waiting for the car to start moving. Right? One little thing. One tiny little thing. It is A good point from Angela that we don't want to be trying to teach too much.
- [55:05]
D
Yeah. Yeah. Okay. Thank you.
- [55:07]
A
Yeah.
- [55:07]
D
Really great.
- [55:08]
A
Yeah. You got it. Thank you. Okay. I. Kinsey, if you're still here, I'm going to call you up if you can. Yeah, I think. Just tell me in the chat that you're still. You said in the chat that you wanted coaching. I'm going to also ask you to help me answer a question, if you don't mind, because Kinsey is one of my clients who is. Like she said in the chat, I'll take coaching, but if you want to coach somebody else, I understand, but I'm going to. I'm going to go with Kinsey. Hold on a sec. I just want to do a little bit of shuffling around here. Okay, Let me go to Kinsey. Okay. Here comes kinsey. Hi. Hello.
- [56:05]
C
How's it going?
- [56:06]
A
Great. Great to see you. Will you help me answer this question? If being put on the spot. I know your son doesn't mind. Julia, this is very specific, but I'm just curious how you, like, what your thoughts are as a member of sogp. Julia said I can. I'm a private person and wondering what policies are in place to protect ip. I've been in other programs. Unfortunately, some content was stolen by others. In one case, a coach stole it. So I'm curious for your take on, like, how we, as a group, how people's ip. There are people within the same niche who are in the group. Like, how are people's ideas and IP respected? What's your experience, Ben?
- [56:46]
C
Gosh, I just feel like that's not the culture. Yeah. That you have created. Like, I. And it's so funny. I feel like I've. I've run things in a similar way where it's like you set the tone and you gather people together who are gonna, like, all be incredibly copacetic and kind and uplifting and supportive. And that's just like anyone new who comes in, looks around and is like, oh, I see how it's done. I see what we're gonna do here. And I don't feel like that's something that even crosses my mind in this context. Whereas, like, in a lot of other programs, I totally understand that feeling of, like, needing to keep everything close to the chest or, like, being worried that someone's going to do something, you know, that takes advantage of you or whatever. It doesn't even, like, occur to me that that could be the case. But I will also say that, like, I think you've Created an environment that is rooted in kindness and support. But you also run a tight ship. Like, you have high expectations of.
- [57:48]
A
I do. I do.
- [57:50]
C
Yeah. Like, you're, you're not messing around. And I think that's really incredible about you. Like, that's a big reason I'm, I'm drawn to working with you and have been for years now. Right. You know, I keep coming back because it's just like, it's a good spot to be. You know, you are so private with people. Like, I've. There have been times that I see your content also, and I'm like, oh, Steph's talking about me. But like, you would never know, unless you were me that it was me. Like, the issue that I brought up or like, you know, the niche that I'm in. Like, you know, sometimes you'll mention, oh, I've worked with boudoir photographers before.
- [58:27]
A
Right.
- [58:27]
C
It's like so specific. I know I'm. I know I'm that guy. But yeah, I do. I do feel like you set such a good model for like, how to exactly what you've been talking about, like, talk about your client stories and results while maintaining, like, aggressive privacy for us.
- [58:48]
A
Yeah. Thank you for sharing that. I know I put you on the spot. It was obviously not planned, but I, I do care very much about everybody in my space feeling safe. And that can be. It's one of the trickier things I think of running a group is like, you get different character. We have people with different world views, people with different backgrounds and experiences. And I think it all works to your point. That's always my hope. So it's. It's really wonderful to have you validate that, that it really is about. And I want you all to know this for those of you who have groups or want to have groups, and you do get to decide the culture of your group. Like, it is such a lesson in leadership where the way that, like the way you move is the way that they move. And so, Julia, I hope that answers your question. If you have any follow ups, let us know. But I think the long and short of it is like, it's just literally I've been doing this for years and years. It's just kind of a non issue, to be honest.
- [59:37]
C
Yeah. And I feel like if it were to become an issue, you would squash it so quick and so like, like thoroughly, but also so generously. Like, I don't think anyone would be like, oh, I'm in trouble, or like, I can't show my face around here. Anymore, but they'd just be like, oh, right, cool, thanks. Like, I just think that's how you do it.
- [59:56]
A
Yeah. Yeah, totally. Awesome. Okay, well, thank you for that. What are we talking about for you with audience growth?
- [60:03]
C
Yeah, well, you know that this is a thing I don't do great.
- [60:08]
A
Most people. Yeah.
- [60:09]
C
And I think it's a lot of people. But, like, you really blew my mind with weaving it into the quarterly, you know, landscape of your business. And I've just been really thoughtful. Like, I have a fairly. Like, my email list grows a bit, and my Facebook group grows a bit, and our Instagram is growing a bit, so it's not like anything is completely stuck, but we're not really pulling in fresh eyeballs very often. And I think email list is the one that I would extra love to grow. But I. I don't know. It seems like, you know, we talk about it on the podcast, we talk about it in Insta Stories, we link to it, Facebook group, all the things, and, like, we're just not really getting.
- [60:54]
A
Okay.
- [60:55]
C
Yeah.
- [60:56]
A
So when you talk about it and you link to it, what is the. What's the reason? Like, what are you saying as far as, like, why should they go? Like, what. What's the cta? I guess. Yeah.
- [61:08]
C
You know, I think that's probably a little weak now that I'm thinking about it, because I'm like, come get this. Awesome. Like, these stories or these nuggets are like, you know, Libby posts, does a Wednesday check in email, and we've been getting huge responses to her emails. So I have been posting sometimes, like, look how much people are loving the email list and that sort of thing. But I'm realizing, like, I'm kind of still just circling within my own people.
- [61:37]
A
Yeah.
- [61:37]
C
Is the thing. And our biggest. Our biggest growth period is when we're doing our selfie challenge.
- [61:42]
A
That's what I was just thinking. Yeah.
- [61:44]
C
Yeah. Because to sign up for the selfie challenge, you join the email list.
- [61:50]
A
Yeah. So, Kinsey, will you share. Speaking of that, will you just share. Julia has that. Can you share. Share your industry or anything about the work? I think. I think Julia means, like, what. Just so people have the context of what you do.
- [62:04]
C
Oh, yeah. I feel like I am one of your. Like, Steph can even work with this type of client because. So I'm a boudoir photographer and also a community builder. I run. It's called the Empowerment Studio. And it's all about enabling people to take up more space and be more seen and also exist in photos and you know, build and practice those patterns that are going to help them start living the lives that they want to be living rather than the way that they have just been stuck in the same groove for a really long time. So it's like, yes, it's photography, but it's also about a whole lot more than that. It's very big life pattern disruption. And yeah, so we're changing people's lives through photography.
- [62:54]
A
And yeah, really great, really great example of a business where you might be like, boudoir photography. How do you have a group? Like, I talk to people who are like, I don't know how I would have a group program. And we can get real creative with how we create groups. Your business is a really good example of that.
- [63:06]
C
Yeah, well, and it's so funny because I think, you know, there's a lot of boudoir photographers right in Kansas City. There's a ton who I really respect. And for a while I was like, how do I stand out different? You know, and I think, like, I do have certain differentiators. Right. I work really well with plus size and fat people and I work really well with the LGBTQ community. Like those, those are big, kind of distinctive qualities in a way. But that's still just like, I'm still a boudoir photographer. Right. And, and creating my group program. We are coming into our third round of it being sold out. By the way, Steph, I haven't updated you.
- [63:46]
A
Please update.
- [63:50]
C
I last came to coaching, what, like a week ago? Yeah, it was a week ago today. Yeah, a week ago today. And I was like, well, too bad. I'm not gonna get my group full this year. Like, I have the other two years and I think I had four or six people in at the time.
- [64:05]
A
Yeah.
- [64:06]
C
And we are, we are at 11 and my minimum was 10. So I've. Yeah, it's like what you said. You're like Kinsey. What if we just work on this current problem which is getting more people in instead of like wondering about those what ifs. And I just like turned up the volume and I have like another sales call tomorrow. I have one Saturday and I have one Tuesday next week still.
- [64:28]
A
So, so good. Yeah, they're sold out. Group. Yeah. Yeah.
- [64:32]
C
And. And I mean, to speak to your. To what I was saying before, like, I feel like having a group like this is a six month group program that centers of boudoir experience, but there's so much more around it. And I've been getting a lot of people in Kansas City being like, I have Never heard of a boudoir photographer doing this. I've never seen someone who, like, creates something outside of just the photo shoot day. And I'm like, oh, here's my differentiator.
- [65:00]
A
And Kinsey, share your price point for your group program, too.
- [65:03]
C
Yeah, I've got two different tiers for it that involve different levels of photography, but one is 3K and the other is 6K.
- [65:09]
B
6K.
- [65:10]
A
So when we're talking about 11 people, it's. It's significant, y'. All. Amazing.
- [65:15]
C
Yeah.
- [65:16]
A
It's such a good example of, like, Kinsey came to. You guys can. When you join sogp, you can come to coaching in a spiral. You can come to coaching discouraged. You can come to coaching wanting to give up. Like, that is work. It's very, very normal. I deal with it every. Pretty much every single day. And you can. That's. To me, like, those are the moments to raise your hand because you can be sitting at four people and then get what you need to change your circumstances. To be in a place where it's 11, that is amazing.
- [65:46]
C
And I've been through this cycle enough times with you where I've noticed, okay, two days before the launch is finished, I want to give up. And I think that no one cares about what I do and no one values it. And then it's like, literally that one coaching conversation, which was, what, 10, 15 minutes maybe, like, completely unlocked a new tenacity. And, yeah, it's been really cool.
- [66:09]
A
Yeah, I love it. I love it. Okay, thank you for sharing all of that. It's very relevant to people who might be thinking about joining us. Okay. But I'm sorry, back to you and audience growth. Okay, so one thing I heard you say, and just. Julie, I'll answer your question in just a second, so hang tight for me. I think one thing I heard you say was, like, we really would like to grow our email. Right? So I actually think this is really smart. When we're thinking about audience growth, we can try to grow a bunch of different platforms, but I think the best thing to do is. Is to just kind of focus on one platform at a time and get it, like, start to see it move the needle. What ends up happening is when we start growing one platform, typically it flows into the other ones as well. But, for example, if you're like, okay, email is really the one that we want to move the needle on, having that focus, you can start to ask yourself, like, well, what are all of the things that we could do to get more eyeballs on this, to make it more interesting, to make it more of like a. What's in it for me? As you were speaking, I love what you said about like the Wednesday check ins and if people are replying, really broadcasting that and being like you could get a reply or like we do this every Wednesday. Here are some anonymized examples of like what people are saying or whatever. It could be featured on your website. It could be kind of just like splash around in a lot of places where it's like you want to be on this email list so that you can whatever, fill in the blank, right? And it'll be different for different people who are here. But you really want to think about like what is the reason for people to be on something like an email list. You know, a lot of people will be like, join my newsletter. And it's like, you know, I don't necessarily want to just join a newsletter. So not that you would do that, but just as an example, a lot of people will. Well, that's kind of all we do. So I think really thinking about like how do you. We were talking about this in a call in SOGP recently where like people talk about freebies and lead magnets. How can you make the experience of being on your email list be like the, the lead magnet, right? It's like, it's so good. You've gotta be on this email list. We're not sharing this stuff anywhere else. It's like, you know, something about it that people really want to have the information or they want to have the experience of being replied to or whatever the case may be. So that's one thought. Another thought would be like, in the example of email, I have definitely had clients have success with things like email swaps. So you can get really creative where it's like partnering with somebody who has what I like to call an adjacent audience. So Kinsey, I don't know if you've heard us talking about this in so gp I keep sharing examples of like unexpected partnerships in terms of collaborations. So a friend, I always use this example. I have a friend who's a money coach and she did a crossover with a menstrual cycle syncing coach, right? Who, who talks about like your energy at different points in your cycle and they had a conversation about at what points in your cycle you should. What you should be doing with your money based on where you are in your menstrual cycle, when you should be investing in the stock market, when you should be saving. Absolutely fascinating. You would never think about that as a Crossover. Right. So we've been talking about like another one of our clients is a life. I talked about Caitlin today, life coach for working moms. She's been like, having some partnerships with pediatricians. Right. So, like thinking about people that aren't in your industry but you would have a crossover with. Who are people that you could like, you know, maybe you get to email their list and they get to email your list. I have plenty of clients who've grown their email list pretty meaningfully with something like that.
- [69:36]
C
Interesting. Yeah, I. That's giving me a lot of ideas because I think that there's people who are kind of boudoir industry adjacent lingerie shops or things like that. But I'm also like, oh, entrepreneurs or people who like, need to exist in photos and want to feel better about themselves, they can show up and.
- [69:53]
A
Yeah, yeah. So many, so many examples like that. I think that would be killer.
- [69:57]
C
I think the biggest thing that's shifting for me is just realizing that I've not been putting focus on this. And I, I think I've been like, running from one launch into the next or like recovering in between from the launch. And I've been replaying in my brain what you said in a recent coaching session of like, what if launching was not like, the easy part? Yeah, what if it was easy and what if it was like, not the, the like big energy pull because you just have leveled up in terms of like, you have that consistency. You're not having to do the big, the big, like, lift every time you're launching. So.
- [70:32]
A
Yeah, that's part of it for sure.
- [70:34]
C
Okay. I've got a lot to think about here actually, and I'll definitely, I'll. I'll percolate and bring back some things to coaching soon, so.
- [70:41]
A
Yay. It's great to see you. I'm glad you raised your hand.
- [70:43]
C
Yeah. Thank you. Ooh, set designers.
- [70:47]
A
Yeah. Yeah, that's a good idea.
- [70:49]
C
Okay, cool.
- [70:51]
A
Awesome. Thanks, Kinsey. Okay, so question that I got in the chat that I want to answer from Julia, if we have a long term, one on one coach, is this program overboard? Okay, so this is a. Is. This is a great question. My answer would be that I, I have had lots of clients either have one on one coaches that they work with or they're enrolled in other programs. And I think the answer is just understanding how this program fits with your support ecosystem, essentially. I am at big. You guys have already shared. I'm a huge believer in getting support. I have a business coach, I have a life coach. Coach, like, I'm stacked in terms of how I am mentored and supported, so I'm a big fan. And. And so I think that what you want to think about is specifically my short answer is it's definitely not overboard at all. I've never had somebody be like, hey, you know, what you're saying is too much in conflict with what my coach is saying. I think that having a long term, one on one mentor is different. And there are pros and cons versus being in a program like this where we have kind of a focused, we have a focus. And also this. I was actually talking to somebody about this earlier. This program focuses really heavily on increasing your skill in terms of selling and getting good at selling and getting good at filling your offers. Right. And so typically what will happen when somebody comes into the program and like, I think even just thinking about Kinsey, who I was just speaking with, I know Kinsey was in, I think some other, like, visibility group program when Kinsey started working with me again. So people can be working with other coaches. You can be in other programs. And I think it's, you know, using our own discernment to be like, if. If our coaches ever say something that is like, different from each other, what feels right for me, how do I take the best of both worlds? But I am.
- [72:47]
C
Okay.
- [72:48]
A
Kinsey says plus. Plus a therapist. Yeah, exactly. Right. Also seeing a therapist. And so I think it's not so much like, I don't know, I'm definitely of the mindset that I love to like, cherry pick from. I'm plugged into different groups, I'm plugged in with different support people. And I'm going to take like a best of all worlds approach. It's like the more the merrier. I genuinely don't believe that there's too much, like there's such a thing as too much support. I think we have our. I see it as like building my team. It's like I see my support people as like an extension of my team. Right. Like, there's. There. They are working for me on my brain. Right. They're helping me with my mindset, they're helping me with my business strategy. And so typically, I think working with me can really compliment any other investments that you may have made. And so it's Juliet or anyone who has this question. It's definitely something we can talk about. Somebody that I just had a sales call with earlier today actually was like, I'm in this specific program. How is your program different? And I was able to really Answer how this person's program fit really well with my program. Right. So that's definitely something we can talk about too, but I think I have no concerns about that and I definitely don't think it's overboard. Cool. Okay, I'm gonna call you up. I have like 10 minutes. I'm gonna call. I have a call at 3:30 Eastern. So I'd love to talk to you though. So I'm going to bring you up. And if anybody else has any other questions that you want to put in the chat, go for it. Or any Q and A. Hey, it's so good to see you.
- [74:22]
B
Yes, it's so good to see you too. I just married off my daughter.
- [74:26]
A
I saw that. Congratulations. I saw that on social media.
- [74:30]
B
That was exciting. Okay, so my question is about, you know, like we were talking about sharing people's things and, and, and sort of like the stories and whatever. And I'm very good at doing that. But there is something that's really sitting at me. First thing is that obviously all of my clients are very concerned about being anonymous. They're usually, you know, higher, higher people, like higher on the top. People that have followers of their own. They don't want people in their business. They don't want, you know, it's marriage advice. So it's also really private.
- [75:07]
A
Sure.
- [75:07]
B
Which I totally, totally get and respect. But when I was once part of, I hired a coach like many years ago and one of the things that really bought me in was that they had on their sales page or on their website, whatever it was, they had just the video of the zoom, just the reaction at the end where the person was like, oh my gosh, you totally, totally blew my mind like that. And it's like very short clips of real people saying like, I would never have thought to do that or wow, that totally, like, you know, whatever. Now I have those moments all the time when people come out of the meditation and they're like, I cannot believe what just happened. And like they're not saying what happened. They're not, you know, they're not communicating any of the private details. They're only like their face lights up and the way that they react, I wish I can capture that.
- [76:05]
A
Yeah.
- [76:06]
B
But the problem is I can't show their face.
- [76:09]
A
And do you know that for sure? Do you know for sure that they would always be a no on that if they knew that there was like a certain set of circumstances? Like maybe you're not even going to say their name or tag there or like, you know, you could always put that on your website. And you don't have to, you don't have to say their name. You could be like, this is my client. Right. And also would have no identifying details, nothing about their marriage. Just that moment of recognition. I was, I would approach people and be like, hey. And make no answer and be like, hey. I want you to know that saying no to this, like, I have a request. Our call today was so good. If you want to say no to this, there are absolutely no hard feelings. I, you know, I respect it fully, but because I want to be able to help more amazing women like you. And I want them to see what is possible in coaching. I want them to know that these light bulb moments are possible. And you had this beautiful moment on the call today. I was wondering, make your ask and then see what they say. And again, I would close it by saying again. Once again, if you want to decline, no problem. But it was just like such a great moment. I had to ask.
- [77:19]
B
That's a great point. I can always ask. Another option I thought of was like, what if I had it edited and like, made into the video? Sent it to them for approval.
- [77:30]
A
Yeah.
- [77:31]
B
So that they actually saw it before they said yes.
- [77:34]
A
Absolutely, absolutely.
- [77:37]
B
Because, like, as you're talking, I'm like, man, if I could just do that. The moment they get out of the, of the experience, like, those are the moments that totally. They blow my mind. Yeah.
- [77:49]
A
Yeah. Another thing you could consider doing for future is you could put this or a version of this in your. Do they sign an agreement when they start working with you?
- [78:00]
B
Yeah.
- [78:01]
A
So it's something you could even go over with them verbally if you wanted to. You could say, like, this is part of my agreement that, like, I'm putting here in black and white that if, like, that we may, like, do we have your permission to use pieces of our coaching calls for marketing purposes? If they do not identify, if there's no identifying information about your marriage and you could just get their approval up front and some people might be like, oh, I'm not really comfortable with that. Okay, we take them off your list. But I promise you a lot of people are going to be like, that's fine.
- [78:32]
B
Okay, cool.
- [78:33]
A
Yeah.
- [78:35]
B
Wow. Okay.
- [78:36]
A
Yeah.
- [78:37]
B
That got me excited.
- [78:38]
A
I love that for you. I think that will be really great.
- [78:42]
B
Yeah. Yeah, I'm excited. Thank God, by the way. I, I, I've been doing really well. Just like in general in life. We are, I don't know if you know, but like, we are now in a second war.
- [78:55]
A
Like, I do know that. Yes.
- [78:57]
B
I was working with you when the first war hit, so maybe that means
- [79:00]
A
you need to come work with me again.
- [79:05]
B
I was thrown for a loop the first time around, and then. And then now. It just. It didn't faze me. Like, we're like, okay, it's fine.
- [79:13]
A
We're doing it.
- [79:14]
B
We're.
- [79:14]
A
It's.
- [79:15]
B
It's still life. We're still functioning like the kids are home and, you know, we're in the bomb shelter, but we're still moving along. I've. I've been able to show up so differently because I've already had practice with you.
- [79:26]
A
Yes, we practiced that so much. I am so proud of you. I'm sorry you're in that circumstance, but I agree with what Kinsey is saying in the chat. You look so lit up. You can see it. You really can.
- [79:37]
B
Thank you. Thank God. Yeah, that was great. I. Yeah. I'm gonna come back one day. I just need to figure it out.
- [79:44]
A
All right, well, get your application in. Let's talk. Let's do it.
- [79:48]
B
Something to think about.
- [79:50]
A
Okay, sounds good.
- [79:51]
B
But I definitely highly recommend it. By the way, when I worked with Steph, I sold out, and I was expecting my baby, so.
- [79:59]
A
So good.
- [79:59]
B
It was definitely worth it. Highly recommended.
- [80:02]
A
Thanks back, and it's really nice to see you. Thanks for raising your hand.
- [80:06]
B
Pleasure.
- [80:07]
A
All right, everybody, I am gonna end us here today. Thank you all so much for being here. Amazing to have the opportunity to get to teach you guys. This was so fun, and I'm so glad it was helpful. A lot of you have said that it was helpful. You're so, so welcome. Thank you guys for being here. I usually say this on every training, and I don't think I've. Yeah, it is a good sign when people. I promise I did not ask. Ask anybody to come live and say anything. So I. I always appreciate my clients do that because they want to, but I. I've been saying on the other days, and I didn't get a chance to say this today. I just want to thank you all for taking the time to be here either live or for those of you who are watching the replay. I know how busy you are. I know how much is on your list. I know you have so many places you could be or people you could be watching. It makes me break out in full body goosebumps. Like it is never something that I take lightly that you are spending your precious time on this planet with me. So thank you. I appreciate you. This is the honor of my life to get to do this work. So thank you for being here and I'm so excited for tomorrow. Please don't miss it. If you can be here live, I'd love to see you. Tomorrow's gonna be the day where everything really comes all together. We're gonna talk about predictable sales systems. This is where I'm gonna get into Buzz Blitz, which is like my battle tested launching system. Even if you don't have a launch based business, there will be so much that will be for you as well. So I can't wait to see you guys there. Have an amazing rest of your Thursday and I'll talk to you soon. Bye.