Social Media Decoded

Episode: How I Warm Leads Before They Ever DM Me (Without Posting More)
Host: Michelle Thames
Date: November 17, 2025

Episode Overview

In this episode, Michelle Thames breaks down her method for turning social media followers into “warm leads” who reach out ready to buy—without constant posting or overt selling. Michelle challenges the conventional wisdom that more content and endless tutorials are the answer, explaining that true lead warming is energetic, strategic, and anchored in clarity and connection rather than volume. Her philosophy offers entrepreneurs, creators, and brands a more sustainable and personal approach to building influence, trust, and sales through content.

Key Discussion Points & Insights

1. Rethinking "Warming" Leads ([01:08])

• Most common myth: To warm leads, just post more, teach more, or explain more.
• Michelle’s take: “That’s not warming, that’s exhausting. Who has time for that? Not you or me, right? Real warming is energetic and strategic, not tactical.”
  (Michelle Thames, 01:56)

2. The Real Reason Followers DM Michelle Ready to Buy ([02:12])

• It’s not about posting volume: People are ready to DM because Michelle’s content creates a sense of understanding and trust.
• Key strategies:
  • Repetition of identity, not just of content.
  • Developing a recognizable, consistent point of view.
  • Becoming part of the audience’s routine: “I'm already in their head and I'm already part of their routine. You can't fake that. That comes from repetition of identity, not repetition of content.”
    (Michelle Thames, 02:24)

3. Warming Is NOT About Teaching—It’s About Trust ([02:47])

• Core approach: “Warming leads is not about teaching. It's about training your audience to trust your perspective.”
• Methods Michelle uses:
  • Tone, consistency, and storytelling.
  • Sharing her unique lens and frameworks—without giving away the full blueprint.
  • Focusing on the “what and the why,” not step-by-step “how.”

4. The Value of Clarity over Content ([03:34])

• Why Michelle doesn’t share everything: “They don’t know my frameworks, they don’t know my systems, they don’t know the tech or the steps. And I don’t say them on purpose. I give you the what and the why, not the here’s exactly how to do it. Because the how depends on your brand, your audience, your messaging, and your stage of business. That part, that's VIP territory.”
• Result: People appreciate simplicity, feel supported, and value personalized help.

5. Podcasting & Brand Patterns: The Hidden Warming Power ([04:00])

• Most people see visible posts and miss the real work: “The posting is surface level. The warming happens in the podcast, in the emails, in the point of view, the brand patterns, the consistency of message, and the way I connect the dots that no one else connects.”
  (Michelle Thames, 04:08)

6. Why People Really Buy ([04:26])

• Key insight: “People hire me not because I teach marketing, but because I see their business differently than they do. And you can't mimic that. You can't copy it, you can't reverse engineer it from Instagram.”
  (Michelle Thames, 04:28)

7. The Heart of Warming: Clarity, Not Content ([04:40])

• Memorable line: “People buy from people who can articulate their thoughts better than they can. And that’s what warming really is. It's not content, it's clarity.”
• Results of correct warming:
  • Audience comes pre-sold
  • DMs convert in minutes
  • Content feels lighter
  • You stop explaining your worth
  • Offers feel aligned and not forced
  • Sponsorships and higher-level investments become easier

8. What VIP Days Offer ([05:11])

• Michelle’s pitch: Real, custom strategies tailored to each business—not generic templates.
• “If you want the details, just DM me the word VIP on Instagram. No pressure. Let's just have a conversation.”
  (Michelle Thames, 05:25)

Notable Quotes & Memorable Moments

• “Real warming is energetic and strategic, not tactical.”
  (Michelle Thames, 01:56)

• “You can’t mimic that. You can’t copy it, you can’t reverse engineer it from Instagram.”
  (Michelle Thames, 04:28)

• “People buy from people who can articulate their thoughts better than they can. And that’s what warming really is. It's not content, it's clarity.”
  (Michelle Thames, 04:40)

Key Segment Timestamps

• 01:08 – Show start, setting up the question: how to get DMs from pre-sold leads
• 02:12 – Why repeating identity, not just content, is the real “warming”
• 02:47 – Warming leads means building trust, not teaching tactics
• 03:34 – The importance of not oversharing; the value in high-level clarity
• 04:00-04:40 – Where the real lead-warming happens (podcasts, emails, brand messaging)
• 05:11-05:25 – Invitation to VIP strategy session

Summary

Michelle Thames invites listeners to scrap the exhausting cycle of endless posts and tutorials as their main lead-warming tools. Instead, she opens up her approach of building trust, identity, and clarity through strategic, high-level content and consistent communication. It’s not about teaching every step for free, but about making the path feel clear and the solution supported—so that by the time followers DM, they’re already “sold.” Her methods are embedded in her podcast, email, and unique point of view; and she showcases how proper lead warming can lead to faster conversions, better clients, and a lighter, more aligned content experience for both creator and audience.

Action Steps for Listeners

• Reconsider the belief that more posting equals more clients.
• Focus on building an identity and a consistent, trustworthy perspective online.
• Reserve detailed “how-to” guidance for paid offers; lead with the “what” and “why.”
• Use brand touchpoints (podcasts, emails) to deepen trust and connection.
• For custom strategy help, consider connecting with Michelle for a VIP Day.