Podcast

Dec 16 2020

How to Use “STORIES” to Land More Coaching Clients

How to Use "STORIES" to Land More Coaching Clients

Written By Dino Gomez

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In today’s episode, we’re going to talk about one powerful strategy to land more clients.

Let’s get into it now. Hey guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1. All right, guys, one super duper powerful strategy to land more clients in your coaching business. All right. And actually, even if you’re an agency owner as well.

OK, here we go, guys.

It is all about storytelling. All right. And here is why. There’s an old cliche saying that people buy from people they know, like and trust. All right. and I actually would like to update that. I even asked my business attorney if I could trademark this slogan. He said it’d probably be tough to do, but that’s unfortunate. But remember where you heard this first.

I believe there’s four reasons why people buy it. All right.

I think people buy from people they know, like, trust and relate to. All right. You might have heard me talk about this in another episode, but the relatability factor is absolutely huge.

Right. Moms are more likely to take recommendations from other moms. Dads are more likely to take a recommendation from dads. Bearded dudes are likely to take a more recommendation from a big bearded dude on what’s the best grooming electronic hair clipper device to make your beard look awesome and remain awesome. Right. Because they relate. They like things in common. All right. And so people buy from people that they relate to. Right. And they’re more likely to buy it.

Like this is how you can beat the gurus guys is because if you are able to demonstrate to your audience that you have a lot in common with them or that they can somehow relate to you in one way, shape or form, they’re going to choose you over the guru just for that particular reason. All right. And so this is how you beat the gurus. This is how you eliminate your competition. It’s all about being yourself. All right.

And the way you do that right is you got to tell stories. People love stories. All right. And so I’m going to tell you guys a story right now. All right. It all starts about let’s see, this was about 10 years ago.

I was twenty three years old and my buddy, who is living in Shanghai, China.

All right. And so he’s like, dude, you need to come out here and visit me. He was out there teaching English for six months. All right. He’s like, you got to check out the city. It’s freaking awesome. The food’s incredible. Everything’s super cheap. Like way to try one of these pot stickers. It’s insane. The noodle dishes are amazing. I was like, I’m sold.

All right, I’m coming. All right. So I booked my flight and everything like that.

And it’s like twenty three hours or some some got off flight. And as long as I’m right and I fly over there solo, I’m single at the time and you know, he picks me up at the airport or whatever and and make it to his apartment and hang out.

We get to Shanghai, China. Right.

And so he’s an English teacher, so he teaches for about four hours a day. He’s got classes. And so the very first day, like the very first day there. Right. He’s like it was Monday or something like that. He’s like, OK, you know, I got to take off. I got four hours of classes.

He’s like, but here’s a map of Shanghai, China, which is a pretty complicated city, I will tell you to navigate. He’s like, but, you know, you can hop on this this train system here and then it’ll take you this train system here. If you do that, I’ll take you over the Bunday, which is like the cool river, and you’ll be able to see all the stuff. And like, that’s a tourist spot and like a place to definitely grab photos and all the things.

Right. And so I wasn’t going to just sit around in his apartment and wait for him to come back and be my tour guide. I was like, no, I want to get out here and see the city. Right. I want to check things out. I want some noodle dishes and whatnot. And so I attempted to follow his instructions and I took one train and I took the second train and I made it there.

I made it to the main central area and, you know, a lot of tourist shops and things of that nature and took in all the sights and saw the cool river and took a lot of photos and sat down for a great lunch and had a beer and some noodles. And it was just awesome. Right of freedom like this on a Monday in the middle of the week. Right. You know, most people are working and I’m halfway across the world enjoying noodle dishes.

It’s like the other digital nomads dream. Right? And so I’m just like, wow, this is just so cool. And I’m having such a blast and learning so much and, you know, sticking out like a sore thumb for the most part and in terms of looks and everything. But just having an incredible time. All right. And all of a sudden four hours goes by. And I was like, OK, I should probably get back to my buddy’s apartment so we can catch up, make plans for dinner or something like that.

So pull out my map and I’m like, OK, well, I should technically just have to take the two trains, you know, that I took here back. Well, you know, everything is written in what I will call Egyption, but all the signage and everything is written in another language that I cannot decode and so I will quickly got spun around and forgot where I needed to go to get to the first train station.

And so I, you know, no big deal. I just walked up to this friendly looking couple and tap on the shoulder and say, hey, with my map looking like a super tourist, a backpack on and all the whole thing, how do I get to this railway railway system? And they both look at each other and just shrug and say, sorry, you know, we don’t speak English.

And so I was like, OK, no worries. And I go tap another 10 people on the shoulder. Pointing to where I’m trying to go, can you get me here? And, you know, same thing.

And so then real quickly, I realized, I’m kind of in a spot, OK, this is going to be interesting.

I was like, all right, here we go.

The adventure has officially started, you know, well done. And so then what happens is I sat there for a moment and I’m thinking, my heart’s starting to be a little bit faster because I was like, OK, I’m lost. And then halfway across the world in this massive city and with millions of people and have no idea, you know, how to get in touch and how to get back to my buddy’s apartment.

And I forgot what the deal was with cell phones out there. I forget whether I didn’t have service on or I hadn’t picked up my special SD card or something like that quite yet. So, like, I couldn’t call him, that wasn’t an option. All right. And so I had to figure this out on my own. So I located a couple tourist shops and I thought, ha, the tourist shops.

Right. They probably speak English. Nope, they certainly did not. You come in and I like, grabbed a piece of gum and then check it out. And I was like I pulled out my map and I was like, can you get me here and you know, look at each other.

Nope. You know, no speaking. we don’t speak English. And I was like, OK, all right, thanks. And so I’m really sitting there racking my brain, like, how in the hell am I going to get back to my buddy’s apartment? Like, this is not good because again, it took me about 30-45 minutes to get out there. So, like, I know I’m like far away on the other side of town, essentially.

And so, yeah, a little bit of panic for a moment.

But I was like, nah, everything will be fine. And and so, yeah, I continued to go tap people on their shoulder and visit these tourist shops just in case one of them spoke English.

And finally.

Right, I get to a little tourist shop and the guy goes, I can get you there, but it’ll cost you. And I was like, OK, how much? And he’s like, I think either said fifteen or twenty dollars and things are cheap out there. And I was like, really, man, you’re really going to pull this on me.

And, you know, that’s what I was thinking. But at the time I was like, I don’t care. Like I just need to make it back. So I was like, sure, here’s 20 bucks, take me there. And so he said something to his wife, who was the other shopkeeper. And so she was going to take over and then he just, you know, waved his hand to follow him. And so he walked me about, fifteen minutes where, like, that train station was.

And I got on the first train station. And it’s been a long day because, again, I’d been traveling for twenty four hours the day before and my sleeping schedules off didn’t sleep well the night before but was excited to get out of town. So nonetheless, this part of the day, 4 or 5 p.m. in the afternoon, I’m pretty exhausted. All right. And so he gets me to the train station. So I hop on and I sit down and I fall asleep.

So I fall asleep on the subway or on the train railroad railway system because I’m just exhausted right now. My sunglasses on. So it’s not like you can tell I’m sleeping, but I have my sunglasses on. Maybe you could tell because I’m slouching back in the chair or something like that. But anyways, I get woken up by one of the train guys, a conductor or something like that. They have the cool hats.

I got woken up by one of those guys and, you know, he points that I need to get off and I wake up and I look and the train is completely empty. And now I realize that I literally took the train into the end of the train station, like where they parked the trains at the end of the day, it’s over. So I missed the connect, you know, getting off to get on to the next connecting train that was going to run horizontally and, get me towards my buddy’s place.

All right. And so I was like, OK, crap, here we go again. Right.

And so anyways, make a long story short. After a lot of running around and things of that nature, I make it back to my buddy’s apartment. And it was a huge relief and forever lives as an amazing story. I have some photos on my Facebook page of me in Shanghai, China, and it was a blast, but.

Crazy day, crazy story, but I wrote that post on Facebook, I told that story on Facebook recently, and then I ended my post by saying, hey, has anybody else been lost in a foreign country before?

And the comment section went nuts. So many people are like, oh, my gosh. Actually, several people said, I have been lost in Shanghai, China. And I was like, OK, good.

I’m glad I’m not the only one. I’m not an idiot if everybody is getting lost out there. But everybody came up with the coolest stories people were posting about being lost, having their wallet stolen, and being in another country where they don’t speak any language. So they don’t have money, they don’t have their ID and they don’t know where they are. And they don’t speak the language like It was really cool by all the stories and stuff come out like that.

But I share these stories on Facebook and on this podcast and stuff like that because I love to travel.

My wife and I, besides covid normally travel for about two months per year to normally Southeast Asia. We really like it out there, but we made it to Europe last year. And but I’m consistently releasing stories, sometimes business related, sometimes just stories of my personal life. And the reason I’m doing that is I’m giving my audience a chance to connect with me. Right.

Because so many people commented on that post and say, I love traveling. Right. Or I also got lost while traveling and things of that nature. And that’s what the relatability factor is. Right. Like that’s something that the gurus don’t have on you.

They don’t have your stories. All right. And so you want to share stories. Guys, this is how people can connect with you. Like, I honestly hired my business coach based on a story that he told about how he likes to go to, likes a certain type of music and likes to go to a certain type of show.

All right. And I was looking at a couple of different business coaches. And then he wrote, I saw a couple of posts from him that were non-business related. He writes business post and then business related Facebook posts. And then he wrote a post about my personal life story and things of that nature and how he likes certain type of music. And then I like that same music. And I was like, OK, boom, that is my coach, that’s my coach.

Like, we have so much in common. And, you know, he had a very similar resume, so to speak, to this other guy. I was considering as a mentor, but I was like, no, I resonate with this guy a lot more like I think it’d be cool to hang out with him and stuff. All right. And that right there, guys, is the relatability factor. All right. And that is how you can make your competition irrelevant.

Start telling stories, any story, how you landed your first client, how you got started entrepreneurship.

Oh, you know what happened with your first coaching client? A mistake you made.

If you tell stories of a mistake you made. Right, make sure it’s what I call a story of triumph. So it is OK to share stories of mistakes that you have made as long as they are past tense and you also overcame them. All right. Because a big mistake you coaches make is and that people make in general that do any type of use, any social media for business related purposes as they might have a bad day like, oh, my gosh, I got in a car accident today.

And today sucks. Like I’ve seen those Facebook posts before. And what happens? The comment section blows up because people care. All right. We feel bad for you. Oh, my gosh. I feel so horrible for you. I hope everything turns out OK. Right. So the comment section blows up and and people. It’s proven right that we get a surge of adrenaline or, you know, that kind of like an OxyContin like shot when we have people like that comment a lot on our poster for post does really well.

Engagement rap wise.

Well, I want to make it clear, guys, there’s two different styles of posts and they serve different purposes.

There’s engagement style posts that are supposed to get engagement, OK? And that’s the entire purpose of it. And then there are business posts that are, you know, testimonial posts or offer posts or other types of posts that are, again, supposed to build your authority and otherwise make sure that your audience knows there’s an offer on the table for you to help them. All right, now. But you don’t want to do the pity post, all right?

Because nobody wants to hire a mentor who looks like things are their life is in shambles. OK, so it’s OK to have off days. Nobody’s perfect. I’m certainly not perfect. Not sure if you heard one of my previous episodes about how I in college was diagnosed with schizophrenia from doing too many drugs, but like I’m, you know, human as well. But you can tell all those stories as long as you have overcome them. And so I’ve also shared a previous episode that did really well.

It’s actually one of the most listened to episodes on this podcast, which is a massive sales mistake that I made last year. I talk about the mistake I made, but also how I fix the mistake. So another thing, another cool tip for you is to realize people love hearing just as much about mistakes to avoid as they do things that are working right now. All right. And so when. You make a mistake in your business as a coach, you don’t have to freak out, like if you recently one of our clients, she made a huge mistake pricing her program wrong by giving it away for free to some people and not to others.

And then it backfired on her kind of and she was freaking out about it. And I was like, hey, everything’s going to be fine.

Like, here’s how we’re going to handle this situation. And then I was like, but make sure you journal this right.

And I’m always telling my clients to write down and journal everything because guess what this is going to become an amazing story and piece of content for you to share later.

Right, because everything’s going to work out. And later on, this is something for you to share to your clients. Here’s what not to do. Don’t give your program away for free to old clients and then charge new clients a high ticket price for it because, you know, X, Y, Z reasons. Right? And so I was like, you know, we’ll get through this. We’ll handle this right now. But just know that this is cool because, you know, everybody makes mistakes.

The best thing you can do, right, is record it as a memory so that you can teach it later as a story. Right. And you can literally this would be a great Facebook post or a Facebook live or an email or a podcast episode of Here’s a Mistake I made, you know, selling my coaching services and here’s what not to do. And here’s what I did to fix it. Now everything’s fine. All right. And so those are called Stories of Triumph, right, where you talk about a mistake I made and how I overcame it.

People love that, but don’t do the pity posts and and write stories. Guys, tell stories about your life, tell stories about what you’re interested in, tell stories about your family, about your childhood, about your 20s in your 30s, in your 40s and your 50s, tell your life lessons, things that you learned, mistakes that you made and overcame. And because that’s how people can relate to you.

And recently I wrote a post, another strong post to write. I think we’ll save this for another episode. We’ll dive more into it. All right. And so I’ll save that for another episode. But there’s all these different pieces of content that work really well to make you stand out as an online coach. And that’s what you want to do, guys. And so the relatability factor is huge.

Make sure you give your audience a chance to relate to you. All right. So if you’re doing Facebook lives and you normally do them from your office, that’s awesome. But try and do some Facebook lives when you’re out exercising, going for a walk, when you’re on vacation, when you’re with your family, like give people a glimpse, an opportunity to relate to you, show them your pets and your house if you’re willing to, and things of that nature like people really love.

It’s why reality TV does so well. Right. People want to know, like and think. It’s so cool to see behind the scenes of what a celebrity’s life is really like. Right. And so that’s what we want to do, is we want to we want people to be able to relate to us, to really understand us, to feel like they know us. Right. And that will increase your sales, make it so that, you know, that’s a huge marketing angle that distinguishes you from your competition because your competition is going to have different stories and different interests, different likes, all the different things.

And some people are going to be like, nope, I like Dino’s stuff more and I relate to this dude way more other people are going to be like, nope, I like the guru stuff more and I like his stories and his resume or whatever it is. Right. But that’s how you beat the gurus guys. That’s how you land clients. Right. You’d be surprised. You think you have to land clients by always talking about business.

You have just as high a chance, if not higher, higher chance of landing clients by writing a really powerful story and being vulnerable, showing you are human right. Because people love to go like, you know what? I went through the same thing. And, you know, I appreciate what you said there. That really helped me out. I know you’re my coach now because, you know, that’s what I’m going through.

And I saw obviously how well you’re doing now after having gone through that. That like is so freaking powerful guys. I can’t say that enough. So that’s what we have for this episode, guys.

That is called the relatability factor. As a reminder, people buy from people they know, like, trust and relate to.

All right.

So give them a chance to relate to you by showing your goofy self, your weird self, your unique self, your cool self, whatever it is you’re confident self or your insecure self.

Show yourself so that people have a chance to relate. All right. So that is it for this episode.

Guys, as always, keep doing you and have an absolute blast with your online business. We got some fire episodes coming up, so make sure to stay tuned, hit the subscribe button so you get notified when they come out.

Hey, Dino Gomez here. And if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheatsheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right, so that is it for this episode guys, we will see you in the next one bye bye.

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Oct 25 2020

Why Aren’t You Making More Money

Why Aren't You Making More Money

Written By Dino Gomez

[Free Training]

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.

Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

Why aren’t you making more money, all right, guys I’m in a goofy mood today, but we’re going to break this one down, so let’s get started.

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing a seven figure online coaching business. And we are about to get started in 3 2 1. All right, guys, why aren’t you making more money? Seriously, this is a fun question in a roundabout way. It you know, anybody is not making more money or is stuck at current income level or something like that really comes down to just one thing.

Comfortability, like when you’re comfortable, like there’s there’s no reason to make more money. If there’s not a specific reason for you to make more money, you won’t make more money. And and it’s an anomaly to me, the entrepreneurs that are able to do 50 million, 100 million, five hundred million, because there comes a point where you like you reach a threshold where you have everything that you could possibly want in life with the amount of money you’re making.

And it’s at that point, you have to dig really deep, like super deep to figure out and your motivation for going to the next level. It’s got to be outside yourself because honestly there’s been surveys done. Once you make like a half a million dollars a year and you basically like more money, is going to bring you more happiness per say it. And it’s not to say that money equals happiness, but it does equal more comfort and more self-expression, like when you have money to travel or to have your dream home or to buy your parents home or retire your parents.

Those types of things like that is going to bring you some additional level of fulfillment. It doesn’t guarantee happiness. And some of the happiest people I know don’t make much money at all. But it does allow more self expression and creativity because there are things that you can do with with money. Now, with that said, why aren’t you making more money? Well, I want to tell you guys a little bit of an interesting story here.

OK, so I bring you back in time a little bit. We’ll jump in the time machine. So I was like twenty five years old and I was living in Mission Beach, San Diego. If anybody’s been to San Diego, Mission Beach is like this really hip, cool surfer town. I lived a block from the beach and it’s kind of like a young person’s like dreamland. There’s little bars and restaurants everywhere and the beach is right there with white sandy beaches, great surf and great weather in San Diego.

And I was down there till about like twenty five years old or maybe twenty six. And then I started to kind of outgrow it and that’s kind of a progression that you see amongst younger folks living in San Diego as they tend to start often and the beach areas, and then they graduate, so to speak, and move downtown for their late 20s, 30s, maybe early 40s. And then they settle down, you know, get married, have a family.

And so then they move into like the suburbs. And so that’s like that’s kind of like the traditional thing that happens in San Diego now anyway. So I’m living in Mission Beach and I’m kind of getting to that age where I’m like, all right, yeah, I’m done with the little beach scene, party scene thing. And so I decide, OK, I want to move downtown. And because that’s where more of like the professionals are and people more my age and so forth.

And I’m single at the time, about three years into my business, maybe four years into my business. And so I find this apartment that is in a skyrise downtown, twenty eighth storey overlooking all of San Diego. Like the most incredible views from from my balcony and the building, the complex was amazing. Right. Underground parking security. It’s gated key codes to get in and out for elevator shaft because there’s four different towers. There’s pools on the top on the rooftop so that you can get sun and have views over the entire city.

Like, I mean, it was really, really nice place. I was like and had a gym and like everything was like, OK, like, I have to get this apartment and, you know, I have to I’m a bachelor. And like, this seems like the ultimate bachelor pad and whatnot. And so I went for it like it was way outside my budget of what I like to spend on rent but I went for it.

And I’ll never forget the first two months after I moved in there because it was a stretch for me. All right. And so it got me out of my comfort zone because I got in there and I was really excited about it and everything like that. And I think for the first like month or like two months, like, I worked relentlessly on my business, like every single weekend, like day in, day out, like nothing I would do is go to the gym.

I wasn’t really even, you know, using the fun activities that downtown San Diego has to provide, which is like there’s Petco Park Baseball Stadium and there’s all these like, you know, just restaurants and cool things going on and I was staying in and grinding because I in the back of my mind, I’m like, hey, if I lose a couple clients and this is back when I had an agency, if I lose a couple of clients like I, it’s going to be really tight, you know, paying rent.

And I don’t want to get kicked out and all this stuff. So that was in my mind, so I was like, OK, I need to sign some more clients and like build up my bank account a little bit more and have a cushion just in case. Right. So I was grinding. And so because I put myself kind of in a corner in a situation where I had to make more money. That’s exactly what happened.

I landed a bunch more clients and business was growing. And after two months there, I had a lot, you know, a good chunk of money in my bank account. And so I was comfortable and once I was comfortable, then I tailored back my work schedule to like a normal 40 hour work week. And I started really enjoying, like what downtown had to offer as a 26 or 27 year old kid, that single running around the city and stuff like that.

And so I started doing that right, because I was comfortable and then business was still growing throughout the year, slow and steady, but still growing. It was still a six figure business and then all of a sudden at the end of the year my accountant tells me, hey Dino you need to spend a bunch of money. Otherwise, you know, it’s essentially going to you need to have more expenses on your P&L sheet.

Otherwise, essentially, you’re going to be paying a lot in taxes. And so I invested in a five-figure mastermind where I eventually met my wife but here’s what’s crazy and I told this story earlier, but I invested in that mastermind. Right. And that was scary because I put down 10 grand for the mastermind. And what happened, though, is it immediately put me back in a corner where I was outside my comfort zone. So I was like, all of a sudden my bank account goes down by 10 grand and I’m like, OK, I really need to make sure this mastermind pays for itself.

So I went through the training and attended to all the calls and everything like that and listen to the mentors and follow their lead. And within like six or seven weeks, I landed a fifteen thousand dollars a month client. All right. And that client stuck with me for three years. All right. So over the course of three years, that client paid me over four hundred and seventy thousand dollars and we had an amazing relationship. What broke us up was that they wanted to eventually bring all of their marketing in-house.

And I was handling everything for them. And they were growing really rapidly. And they’re like, finally, they’re like corporate, like, hey, we need to actually have this in-house now because of our growth. But again, it was that me being uncomfortable like it put me in all those positions to grow because otherwise I would have just been hanging out and things are good. And this is proven, guys, time and time again, like it is statistically proven that the more children you have, the more money you make naturally, because you have to feed them like you have to feed your children.

So if you have eight kids naturally your brain will figure out a way to make more money to be able to support a family of eight or nine. That is literally proven. So that is wild. Right.

But that’s exactly what happens, is that when you’re back’s against the wall or when you burn the boats like you are going to make things happen. And so if your business isn’t growing right now or if you’re comfortable, get uncomfortable, like that’s where the fun stuff happens. And I like to do it cyclically, you know. I will do something to make myself really uncomfortable. So our business grows and that’s why it grows every single year.

And then there’s a period of time where you get uncomfortable and then you work a little bit harder and you make things happen and all these types of things. And that’s where all the growth happens. And then after that. Right, I like to have a vacation or I like to slow Tailor back my work hours and focus more on my fitness and things of that nature as well. And so the reason you’re not making more money right now is because you’re comfortable, like and everything magical in business and in life happens outside of the comfort zone.

All right. And whether that’s how you met your significant other, you took a chance. You put yourself out there like it always happens when you’re outside your comfort zone. So really challenge yourself to ask yourself, like I asked myself consistently, like, am I comfortable? And if so, then I look at my business numbers, which actually look at every single month. But if I notice businesses is not growing at the speed at which I want it to grow, then I go, how comfortable am I right now?

And then I realize I’m pretty comfortable. All right. I need to do something to make myself uncomfortable so that we grow faster. And so that’s the way I always look at things and it’s different for everybody. Some people have a certain number in their head and they get there as far as the amount of income they’re making. And they’re like, OK, now I’m good. Now I just want to, you know, grab a sailboat and, you know, float away or a float it away, and float in the pool, whatever it is.

Right. But if you’re not making more money, guys, plain and simple, it’s normally just because you’re comfortable. And so you’ve got to find ways to consistently get yourself out of your comfort zone and so to relate this back to coaching, right, like if you if you’ve always wanted to start a coaching business, start one, like, go for it. Right. And then you have to ask yourself is what is worst-case best-case scenario. All right. Let’s just say you want to start a coaching business because, you know, it’s a business model that scales infinitely and you want to impact your client’s lives. Right. And it’s better to teach a man to fish and feed them for life.

Right. You want to do all those things, but you’re scared right in the back of your mind. You have imposter syndrome. You don’t know if it can be good enough. What if you know what if people don’t sign clients like, you know, what other people think? If I start calling myself a life coach, like, you know, do I have to be a perfect human being? There’s all these things that you might be wondering and you want to do, like, just do it, guys.

Like, absolutely. Just go for it, because that’s where just crazy, awesome things happen. And if you play worst case, best case scenario, OK, worst case, you go for it and it doesn’t work out well, like you’re going to be fine.

Like the world’s not going to end and you’re not going to lose relationships and stuff like that. Persay like everything will be fine. So play worst case.

Best case scenario. That’s how I when I was twenty two years old, I left my nine to five job is that this was after the economy really wasn’t that good at the time. And so I was kind of lucky to have a job directly out of college for a marketing agency. And within six months I quit and I was like, nope, I’m not happy here. And it was such an easy decision for me to make because I got hired immediately out of college because I had an online marketing skill set.

And so I played worst case best case scenario because I was sitting there talking to some friends and some people and they’re like, dude, no, you’re lucky they didn’t have most of them didn’t have jobs yet right out of college, like it was taking people like up to several years to get a job out of college back when I was 23, because this was when the economy wasn’t good. So the job market was horrible.

And so people are like, dude, you’re lucky that you have a job like you better hold on to it. And I was like, nope, like and the reason it was so easy for me to say that and I was able to say that confidently and feel that way confidently is because I played best case worst case scenario. OK, best case scenario, I all of a sudden love my work and enjoy every single waking up every single day and don’t have to commute and can do what I want on my lunch break and whatever it is.

Right. And just be happy. Right. What was the main thing. And travel whenever, whenever I wanted and still run my business and all those things. I was like, so best case scenario I have like this really the dream job, awesome life. Worst case scenario, I fail and after three months I’m out of money and I go get another job somewhere because I knew that I could get hired quickly. I was previously hired very quickly.

I knew I had the skill sets. So if if you think about it like that, guys, and you’re considering like launching a coaching business, like play what works best case worst case scenario, worst case scenario doesn’t work out. Cool. You continue doing what you’re doing right now. Best case scenario, you crush it, you love it, you start landing clients, your business is growing. You see how infinitely big your coaching business can scale to.

Right. and all these amazing things start happening and you start having more personal enjoyment and fulfillment with your work because, you know, I don’t know about you, but agency work sometimes isn’t always the most exciting and fun thing that some of the client demands can be outrageous. But, you know, working with coaching clients and actually seeing them transform and their business is growing and how you’re you’re literally passing on a skill set that they’ll be able to have for the rest of their lives and then potentially pass on to their clients.

And this whole cool ripple effect thing. Right. Like the best case scenario is, massive. Right. So the upside is massive. And so the way you want to look at this is like is, you know, opportunities to swing for the fences. Right. With very little downside. So like the richest people in the world, like the Jeff Bezos and those types of characters, they don’t gamble that much in business.

They just take very calculated risks. And they normally, over the course of their business career, they only take like between 10 and 15 calculated risks. That’s it. They’re not constantly doing a bunch of different things. They just wait and they go. Huh. If I try this out, the downside of this. Yeah, well, you know, I would just go back to what was working previously and the upside of this, it would change everything.

We’d add an extra hundred million to our business. Right. those are the types of calculated risks that these billionaires take. That I study and that’s their thought process is like, OK, if we try this out, it doesn’t work like Facebook, like, OK, if we try and beat Snapchat and have a Snapchat feature on our platform and nothing happens, what’s the downside of it? OK, we lose 20 million on the development of it or whatever, you know, and. But do we lose users? Nope. OK. Does anything else happen? Nope. We just lost some time and we lost 20 million. OK, what happens if it absolutely crushes it as a feature people love. Well then all of a sudden we take over the actual amount of time people are on the platform because they’ll be coming over from Snapchat and so the upside of that is massive, like time on site, on time and user engagement on Facebook would skyrocket, which increases their advertising dollars because there’s more impressions and more users.

And so the upside of that is massive. So that is a gamble that they would take. Like this is how Mark Zuckerberg thinks as far as which features to add. Right. And so it’s just a really interesting thing. Right. Is that the amount of money you’re making is really based on your comfort level and the risks you take. You should just be always doing like risk versus reward. And if the reward is massive, swing for the fences, guys like go for it.

Absolutely go for it. Right. Because here’s what’s cool about business that is unlike anything else. All right. In sports and my favorite sport is basketball. So I will make a basketball metaphor. In basketball the most you can make with shooting a basketball is three points. All right. If you get fouled on a three point shot, you also get a free throw. So it could technically be a four point shot, but that’s the most you can make four points and technically able to say three points if you hit a three pointer.

All right. So you take a shot. Best thing that can happen, you make three points. All right. So it’s limited as far as like what you get out of going for it for taking a shot. All right. Now, compare that to business. When you go for business and you take a shot on yourself, there’s no limit to how many points you score. It’s not like you nail it and you’re like, OK, you got three points.

It’s like, no, if you nail it, you could have a million dollar business in six months. You could have a ten million dollar business in a year. If you nail it, there’s an infinite right. So it makes sense to absolutely always go for it in business because the downside is pretty small. Something doesn’t work out. You’re like, OK, well, I learned right. And if it does work out, then you’re like, boom, you take off and it’s your rocket ship and everything is changing dramatically in all aspects of your life.

So when you look at the risk reward there, guys like swing for the fences because business is the only game where you can score an infinite amount of points with, what you’re doing. There’s no cap to it. And so that’s the way I look at it. And that’s kind of also when I’m looking at my business and going, OK, why aren’t we at five million? Why aren’t we at ten million?

You know, I’m looking at OK, well, how comfortable am I right now and am I taking calculated risks?

So those are just some thought processes and stuff that hopefully help you guys to realize how much opportunity you have, especially in the online space. It’s the ceiling is uncapped, like you can work from anywhere. You can reach people globally, online. It is a dream come true era that we live in with the Internet. Like they could not do any of this. You’re not like it’s not like you have a retail shop and your customer base is limited to the people that live in your city.

No, you’re online. You can reach millions, if not billions of people with your message. Right. It’s unlimited capped potential. So much potential. So guys go for it. Swing for the fences. Right. There’s an infinite number of points you can score. It is not like basketball or baseball. In baseball, you can only with one swing of the bat. If the bases are loaded, it’s a grand slam. You get four runs and business.

You swing for the fences and you hit a grand slam. It could be millions and millions of dollars. All right. And so that’s what I have for you guys for their hope. That’s like kind of a little motivational thing with tied in with some stories and tied in with some thought process. But take calculated risks. Swing for the fences, guys, because at the end of life, you’re always going to wonder what if. Right. and, you know, swinging for the fences and stuff like it.

It beats any TV show there is out there, you know, besides the Fresh Prince of Bel Air. But that’s what I got for you guys today. We’ll wrap this episode up. But as always, guys, keep doing.

You have an absolute blast with your online business and enjoy the journey.

All right, guys, much love. We’ll see you soon. Hey Dino Gomez here, and if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos and cheat sheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five star review where every single month we choose one lucky winner to win access to one of our coaching programs.

All right. So that is it for this episode, guys. We will see you in the next one by.

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Oct 25 2020

A Masterful Facebook Ad Secret For Online Coaches

Written By Dino Gomez

[Free Training]

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In today’s episode, we are going to talk about a masterful Facebook ad secret we’re bringing out the ninja, the samurai swords, the guru-ness, everything. All right, let’s get into it right now.

Now, this is a story all about how am I?

Hey, guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing seven-figure online coaching business. And we are about to get started in 3 2 1. All right, guys, guru’s samurai swords, ninjas, Facebook, ad secrets, let’s dive into this. All right, guys. So when it comes to Facebook ads, there is a strategy that I stumbled upon, as everybody else says.

I don’t know. It just came to me.

And because we’ve been running Facebook ads for, gosh, almost five years now, gosh, time is flying by.

Flying by. But, yes, I mean, here’s the thing.

So there’s so much discussion in the coaching industry about, you know, using just organic marketing versus using Facebook ads. And you know, my belief system on it is very strong when you’re as a new coach, start with organic just because it’s free. Right. And you can get a lot of feedback and you can build a Facebook group and you could grow your Instagram or you could grow your YouTube channel and build your following and drive traffic there and get clients there.

And you can you reach out if you so choose and you can do JV partnerships. And there’s a lot of different things and ways to get started as an online coach using organic.

But then at some point, you go, you know what, I want to scale, I want to get bigger.

I want consistency. I want predictability. Right. And that’s what ads brand new is predictability. Right. You can predict once you dial in your ads, you start getting data and start getting numbers. Organic doesn’t give you data. All right. So if you do organic marketing, you don’t know how many of your Facebook posts somebody read before they reached out to you and said, I want to become a client. You don’t have that data.

You don’t know which post resonated with them. If you’re not getting clients, you don’t know which content is not working or if there was a particular thing you said that piss people off and, turn them where you don’t have that data. But with Facebook or any type of online advertising, you have data that says why big brands use advertising is because you get data and it becomes a mathematical equation to scale your business. So that’s why I love Facebook.

Let’s dive into it and start with organic and then when you’re ready to scale, you go into Facebook ads. And this is what we teach inside of our mastermind’s seven-figure visionary and we help our clients out with their Facebook ads so that they crush it. And now let me talk to you. I want to share with you guys just one. And we have so many secrets when it comes to Facebook ads. But I want to share with you guys a really powerful one that will help you out.

All right. So with Facebook ads as with anything as with your opt-in page, even if you’re doing organic and you’re doing like you have a lead magnet just to build your email list and trying to figure out like, OK, what do people want? All right. It’s really quite simple what you can do. The first thing you should do is just ask your current audience. All right. So post on your personal profile and ask your audience which headline they like more, which sounds better to them, which one is more intriguing.

Have them vote for you so that you get feedback and data. Right. And so if you have a Facebook group you can do it in the Facebook group. You can do it in somebody else’s Facebook group. So let me give me an example with our first coaching program, which was teaching aspiring entrepreneurs Facebook ads. Now we mentor coaches. But with our first program, we were teaching Facebook ads. And so I was trying to figure out, OK, what should my webinar be about?

Right. I’m going to set up a funnel. I’m going to run some Facebook ads. People are going to click on an ad. Hopefully, they like the offer of what will be teaching on this webinar so that they’ll sign up at a high percentage and then we’ll deliver on that webinar and wow. And dazzle them. And afterward, they can book a call with our team to join our program. OK, and so I’m trying to figure out, OK, what should our webinar be about?

What should our hook be? What should our offer be? All right. And so I basically just pulled out my audience. I was like, hey, guys, what sounds better? There’s a couple of different ones I had. It was like the first one was how SEO experts can use Facebook ads to grow their business. I was like, that could be a headline. That could be the offer. That could be the hook. The next one was like how we landed 11 SEO clients in one month.

All right. So there is a different offer, a different hook. Another one we tried was how you can use Facebook ads to explode your business. That was another one. The fourth one was like how to start and grow a Facebook ad agency. So there is like another one. So we had those different, potential offers. Right. And an offer is everything. Guys, your offer is absolutely everything.

It is King. If you have a great offer, you’re going to make sales, you’re going to land clients. And so we have to nail this because and that the first thing you want to do when you’re building out some type of funnel with advertising or before you even create a freebie like a lead magnet before you create an. E-book or a PDF or video training series or anything that you would give away for free, first, make sure that people want that freebie before you create it because otherwise, you’re going to spend all this time writing an e-book or writing an actual book or doing a video series or recording a webinar.

And then nobody signs up to watch it because your offer was off. And so you have to know the offer.

So here’s the masterful guru, Ninja Samurai type of Facebook trick is this, basically just writing down what you think 4 different hooks, 4 different offers and then posting online and getting feedback from your audience on which one they like the most. And from that normally that is pretty accurate with the majority if you get like 20 or 30 people comment. Normally it’s pretty accurate what the winner is going to be amongst the crowd.

But to take it a step further, what we do is we will create our opt-in page for our webinar funnel.

And then what we will do is we will set up four different advertisements. Our first four ads and all four ads will use the same image and the only thing that will be different is the headline in the ad. All right. Basically our offer. All right. And so we will use those four different hooks and in four different Facebook ads using the exact same images and the exact same targeting, driving traffic to the exact same landing page.

All right. And what we are looking at first, is which of those ads has the best click-through rate? All right. And this is something that people don’t talk about. Click-through rate. You rarely hear that people talk about cost per lead and when they really should be talking about cost per sale. But most people talk about cost per lead like that’s the term that everybody throws around. So what we look at is clickthrough rate, because that means the images were all the same, the audience was the same, the ad copy was the same.

The only thing different was the headline, our main offer. And so we do that and we might spend 20, we might spend fifty dollars one hundred dollars on those four ads and just see which ad gets clicked the most. All right. Which one has the highest click-through rate? The one that’s most enticing. That is the winning offer. All right. At that point. Because if once the ad’s been shown to thousands of people and you see which one has the highest click-through rate, the one that people want to click on the most because they like it the most, then what we do is we go update our opt-in page.

All right, So, the opt-in page might have originally been like three secrets to run in Facebook ads. And then we were testing four different hooks in our Facebook ads, just like how I landed 11 clients with Facebook ads, how to start a Facebook ad agency. You know, three cool strategies with Facebook ads. So what we do is you always want to match the headline of your ad for the most part to the headline of your landing page so that there’s congruence so that somebody sees an ad they read the bold text that’s at the bottom of the ad.

That’s the headline. And the headline says How I Landed 11 Clients using Facebook ads. And we found that to be the winner. All right. And so once we know that was the winner, then we took that headline and we put it on the landing page. So people are scrolling on the news feed.

They see this ad that says how I landed 11 clients with Facebook ads and they go, wow, I would love to land 11 clients with Facebook ads. And we said we said in one month because that was something that we actually did. And so people see that and they go, wow, OK, I want to learn how to land 11 clients in one month using Facebook ads. So they click on our ad, they go to our landing page.

And what’s on the landing page? The first thing they read is how I landed 11 clients in one month using Facebook ads. All right. So there’s that congruence there. So we ended up with a very high opt-in rate and then we knew exactly what we needed to produce. As far as the actual webinar, we needed to talk about how to land clients. And so we basically put together a webinar where we gave away various strategies, not all of our strategies, but we gave away some very good strategies on how to land clients.

And then we said at the end of the webinar, like, this is the tip of the iceberg, which it absolutely was. And so if you want to learn our best-kept secrets and more of these types of strategies to land clients and grow and Facebook ad agency, book a call with our team and you can join our program. And so that’s essentially how it ran and how it operated. But that’s something that most people don’t do.

They will spend when I hear online coaches try their hand at Facebook ads without any experience ever and say I’ve lost thousands of dollars, it’s because they just don’t know these fundamental things to do and they’re normally throwing stuff at the wall, and they haven’t tested their hook, they don’t know they didn’t even pull their audience to see what their audience wants to learn about. And if you do those simple things, you get a ton of verified data and then you build your funnel from there.

And then you write in a script and record your webinar from there. And, you know, it’s going to resonate with what your audience wants and then you’re off to the races. All right. And so there’s a lot of other technicalities, of course, that go into running Facebook ads and email sequences and follow-ups ups and integrations and things of that nature. And we cover all of that inside of our mastermind and have a tech support team that helps our clients through that stuff, which I think is the coolest thing in the world.

But, guys, if you are considering running Facebook ads to scale your coaching business, do that right, test your headlines, and what your hook in your offer is. First, you’ll find your winner, and then from there, you build out the rest of your funnel. All right. so I haven’t heard somebody speak to that before. And that’s a tip, that strategy that we’ve been using. And it allows us to very quickly put up funnels and webinar sequences and lead magnets that hit home.

As I’m recording this episode right now, we are getting ebook leads for two dollars and fifty cents at scale. We’re getting 50 leads a day for two dollars and fifty cents each. Because of this technique, I knew exactly what verbiage to use and what offers people wanted and what to create my ebook around because I asked our audience, I ran some ads, I saw what people were clicking on the most, what they wanted the most. And then we developed the ebook based on what they wanted.

and so that’s pretty cool.

So I wanted to share that with you guys because I hear so many people talk about how Facebook ads are super complicated and crazy and technical, and there are some technicalities to it to a degree. But you can have somebody help you and provide support with that, and especially if they know these types of little things to ensure that your funnel and your offer and your hook is good enough and will actually convert. All right. And so I hope there’s a ton of value for you guys.

I hope some light bulbs went off. If you’re somebody who’s already running ads of a cool strategy, you can use it. And if you’re not, you know, bookmark this episode so that when you are prepared to run ads, you can have a really fast start and absolutely crush it. And yeah, there’s just so many cool things that you can do with Facebook ads. We have people inside of our program right now that are running Facebook ads to grow their Facebook group and they’re getting group members at ten cents per group member, which is so crazy, so crazy to me.

But anyway, I just want to share that with you guys. That is it for this episode.

I hope they’re out that qualified and met standards of samurai swords and ninjas for you. But as always, guys, keep doing. You have an absolute blast with your online business. Much love. And we will catch you in the next episode.

Hey, Dino Gomez here, and if you enjoyed this episode, be sure to head on over to the secretsofCoaching.com for more resources, downloads, videos, and cheat sheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five-star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode.

Guys, we will see you at the next one, Bye-bye.

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Oct 25 2020

A Huge Sales Mistake I Made [Don’t Do This]

A Huge Sales Mistake I Made [Don't Do This]

Written By Dino Gomez

[Free Training]

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Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

In this episode, we’re going to be talking about a huge sales mistake that I made and I made it with my team and looking back, the bad one, guys. All right. So I’m going to reveal this to you guys so that you can learn from my mistakes.

So let’s get into it

Hey, you guys, Dino Gomez here and you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing seven-figure online coaching business. And we are about to get started in 3 2 1. All right, so here’s a massive sales mistake that I made, all right, and it was Growing Pains mistake.

And I’ll preface this by saying, you know, so basically what was happening is, with our first coaching program, we started raising the prices. We continually worked on making our program better and better. We are racking up testimonials. We had over 100 testimonials at this point. And so it was time to raise the price quite significantly. So we went ahead and raised the price to several thousand dollars. All right. And so we were at the point where, you know, in order to enroll people into this program as a sales call was going to be needed, people were no longer just going to go to a checkout page and buy an online course.

And I’ll talk about the difference between an online course and a coaching program in the future and when and where to use each. But we raised the price significantly. We made the program a thousand times better. We instilled a bunch of coaching that was otherwise missing from this course program so that people could get help with technical issues inside of their Facebook ads to account because we had a Facebook ads program. And so what I had to work on doing was develop a new skill set, which was training a sales team.

And so up until this point, I really had trained one person before on our team on sales, but I hadn’t trained and I used to run a marketing agency. So I trained them on how to sell for done for you services, marketing services that we would complete on behalf of the client, which is a vastly different sale than to sell somebody on your coaching services. So what I went ahead and did right. We raised our prices and I took the first wave of sales calls.

All right. Now, as an online coach, guys, you should always do this right when you are going to enroll people into your program because it’s a high ticket and you’re going to do it through a sales call. You need to sell your program first. Like, don’t just if you’re not good at sales, I think a major mistake is to run out there and just grab somebody who says I’m good at sales and then say, hey, sell my program because not being good at sales, like you got to be good at sales to be a good coach like it is a crucial skillset business to develop because you’re going to be doing webinars and you’re going to be on interviews and you’re going to be on camera and you’re going to be on videos and all these types of things. And so there’s an aspect to selling from all those different platforms. And so you want to learn and get better at the fundamentals of that.

All right. And so what happened here is we raise the price of my program and then I go ahead and I sell the first ten people into the program. And I didn’t go ten for ten. I think I did pretty, pretty well, though. I think we had like a 60 or 70 percent close rate when I was initially selling it. And that’s generally speaking, that’s normal. All right. It’s much easier to sell your own program than it is for a team member or somebody else to sell a program for you.

And the reason is that you can sell with conviction, because when it boils down to it, like I’m the one who put all the blood, sweat, and tears into building our program and so I like the hundreds of hours that went into that program and the late nights and the weeknights where I’m sitting there answering questions in the Facebook group and giving people, you know, 30, minute response time and spending time away from my wife, like all those different sacrifices, the weekends where, you know, whatever we’re doing, we’re out to lunch.

And I’m still on, you know, in the Facebook group answering questions like before I understood the importance of building a coaching team, all those types of things. So it’s very easy for me to sell my own program because I know how much went into it. And also, I literally threw recollection know the names of every single person and all of their results. So, like, no matter who came on the call, I could be like, you know, if they seemed similar to Sarah as far as their background, what their experience was, you know, all these types of things, I could be like, you know who you sound like?

You sound like our client Sarah and Sarah did this and she came from this and she felt this way and she was worried about this. But then we helped her do this and she got these results. And if somebody came on the call and they were like, Miguel and I would be like, OK, you know what you sound like, Miguel. You know, Miguel did this to address this. You know, like, I can go through the whole wrap it all off the top of my head because I’m the one seeing all the testimonials and posting them on our sales page and on our website and all these things like it’s all top of mind for me.

It’s much easier to sell when it’s your own program. All right. So it’s also important that you sell your own program before you bring on a sales rep, because then you can train them. Right? You can record your sales calls and then give them a flow of how the sales call should work. And it instills confidence in your sales team and your team members. Right. If you’ve gone ahead and sold the program at a very high, close rate before him because we’re able to say I can show them like proof and evidence like here.

Right. I’ve gone you know, I’ve closed six of eight people. The six of the first eight people. I’m going to hand it off to you now. Right. So this is what was happening, right? I’m. Bring it on a sales team and the mistake I made bringing on a sales team was, well, there was really a couple. But the main mistake that I made guys was that I naturally I love people and so I can, like, talk to people and jive with them.

And again, it was my program, so it was easier for me to sell. But what I had to do at this point was put together an actual sales framework so that our sales team could come in. That’s kind of like an S.O.P or standard operating procedure, and they would have that, so to speak, script. Right. And we don’t just have them read off a script, but at least have a flow of what the direction the call should go, what questions to ask and where and how to direct the call and what things to say and how to answer certain questions, those types of things.

So I was putting together that sales flow, that sales script, so to speak, for our team. And in that sales script, in that sales flow, I included a tidbit about how many videos and how many hours of videos and how much training was inside of our program.

All right. Now, that was a massive mistake because of the number one rule and actually I don’t know if it’s the number one rule, but one of the most important rules of sales is that you always sell the destination. Right. So you sell people what they want and then you give them what they need. OK, and so the example I always like to give people to really drill this home is that if you think of a commercial for a resort-like in Jamaica.

All right. What does that commercial show you? All right.

They show you visit Jamaica. They show you the blue and turquoise waters. They show you drinks poolside, they show you getting massages, they show you the trees.

They show you like kayaking. They show you snorkeling and scuba diving. They show you all the gourmet food. They show you the amazing amenities of the entire place. They show you all the great things about vacationing there at that resort in Jamaica. OK, so they are selling you on the vacation. They are not selling you on what it takes to get to Jamaica, which is what packing, which I personally am not a fan of packing, but it’s packing, doing laundry, finding a housesitter or a babysitter or dog sitter.

It’s going to the airport. It’s getting paid a ton of money for parking at the airport. It’s sitting in the airport for hours. It’s going through TSA and getting perhaps harassed. And it’s all this crazy stuff, right? All the stuff that happens. Right. It’s, you know, your flight is delayed. You’re crammed in this seat that’s uncomfortable for hours and can’t move. It’s either, you know, the person next to you as smells bad or whatever it is.

Right. All the stuff that I’m getting ridiculous with my exaggerations here.

But there is all that stuff that goes into actually going on a vacation and enjoying the actual part of travel. Right. And so they don’t show you the fact that you’re going to, you know, be fatigued from your travel and all those types of things. And they don’t show you the person packing and smiling. They don’t show you that right. They show you the turquoise waters and the beach in the sand and the drinks and the massages and the food and all that stuff.

Right. So they show you all that stuff. So that’s what it means. You sell the vacation, so you sell people on what they want and then you give them what they need. OK, and so the same is true when you’re selling your coaching programs, right. You’re going to sell people on, hey, here are the results of what our clients are getting or here’s the transformation that we’re we’re going to work with you on to get to.

Right. And at the end of working together, you know, you’re going to be here. Right. a goal is to get you here. That’s what everything that we’re going to do, we’re going to fulfill our bargain as a coach, I’m giving you all the tools and resources and to get you there. And as long as you do your part, you’re going to end up here, OK? And so that’s what you’re essentially you should be doing in a roundabout way on your sales calls.

Now, what I included as a tidbit in our sales flow or our sales script for our team members that we’re going to do enrollment for us, as I included in the script for them to mention how many videos were in our program and in our Facebook ads program?

We have like a hundred videos, no joke, and we’re consistently updating the program and stuff like that.

But every time we figure out a cool new thing and Facebook is always updating with cool new advertising techniques and opportunities, we would be like, oh my gosh, like we need to get our members this.

And so we add a new video and or otherwise we’d end up with a new, you know, client campaign testimonial where we had a really successful campaign like, OK, I’m going to record this and show them exactly this case study of how we did this for our client in this niche. OK, cool. We did. We have another cool case study of how we use Facebook ads to explode this business and the other night, I’ll throw that in there.

So pretty soon our Facebook ads program is massive, right. Is just massive. And so our sales guys are on these enrollment calls and people are all excited because they’ve seen our hundreds of testimonials and so they’re excited to join. And the sales call is going well, and then all of a sudden our enrollment reps, they get to that part of the script, that little tidbit I included in there that says, yeah, and you get access to over 100 different videos, you know, of 10000 hours of Facebook as training or whatever it was.

And they lost a bunch of sales because of it. Right, and so it’s interesting, I was going back through I was listening to recordings because all of a sudden, you know, sales took a dip for a second. And I was like, is this normal or is it just because, like, they’re getting their groove on this or what’s going on? And I’m chatting with them as well and figuring out, hey, guys, where do you think people are falling off or where did the energy change on the call or what’s, you know, what’s going on here?

And they go, yeah, like, you know, it seems to be like right around this part, like towards the end, towards the price drop in the clothes and put it thinking about it,

And I was looking at it and I was like, what is going on? And then I realized when I was closing people, I never talked about how many videos were in the program. That wasn’t it. I was just talking to them about, hey, you know, have you tried an online business before?

Have you tried this before? Have you tried Facebook ads before? What worked for you? What did it what do you think you’re struggling with? What are your strengths and weaknesses? You know, like and I was literally having a conversation with them and because that kind of just comes naturally, to me, I wasn’t even realizing that. I was never mentioned how many videos were in the program. I was just talking to them about, you know, what their goals were, what they were struggling with, and what we’ve been able to do with our hundreds of clients.

And I would have, you know, be able to explain to them and show them all these different case studies and testimonials of our different clients getting results. That’s all I did. And then people would be like, what’s the price? I say the price. And they’d be like, all right, I’m in. And so I didn’t even realize because it’s just a thing for me that I was always selling the destination.

I was never talking about what it was going to take to get to the destination.

And I happened to include that in our sales script for our new team members, for our enrollment team. And so they were talking about the destination to get there, all the work to get there. And then sales went down.

And so once I realized that, I was like, oh, my gosh, what did I do? Right. So immediately rip that out. I was like, Guys, you never mentioned any of the stuff that’s in the program unless they ask and if they ask, then tell them, yep, this is how many videos are in there, right? You don’t need to watch all of them. And which is true.

And which is why and I kind of covered in a previous episode, I highly recommend with all your coaching programs, you have an onboarding call is because we didn’t want people to log into our program and feel overwhelmed when they saw basically 100 training videos. So real quickly, what we did was we gave everybody a one v one call and that would happen like the day they signed up, like, boom, get on. That won’t be one call now.

OK, and what our coach would do with them on that one v one call and this is Chelsea, who is just a rock star in our company is Chelsea would break down. OK, what experience level where they are at? What are they looking to do? What are their goals? And then she would literally basically custom design for them. OK, start with this module and then from there, stop and implement. Right. And then what you need to do is hop on the coaching calls.

Right. You don’t need to watch all the training videos, hop on the coaching calls. They will help you set up what needs to happen next. And she would tell them, I don’t want you to get lost. And in the video training, all right. Just watch these five videos then hop on our Tuesday or Thursday calls. Right. And let the coaches literally help you implement that so that you can launch your first campaign and then boom.

Right. Our testimonials skyrocketed even more because we started customizing the experience for our clients. And that’s something we recommend that you highly do inside your programs. If you’re unable to do that and you’re thinking, no, I don’t have the money or the cash flow to hire somebody to do that or I don’t have the time to do that myself. This is a reason to raise your prices. It allows you to do things like that and build a better program.

And we’ll talk about that as well in another episode. But that’s the big breakthrough I had was like, oh, my gosh, I gave our sales guys.

I told them to talk about one hundred videos and I scared everybody away because nobody wants to watch one hundred videos. Right. And so that I wanted to share with you guys.

Right. Just in case you’re having trouble with sales and enrolling people on the call, like putting together an actual sales framework that is specific for your coaching program is an art, and you can go and you can talk to sales coaches out there, like really great ones. I am not the best salesperson in the world or anything close to it. You can talk to the guys that are really good.

And it’s all about customizing a sales script according to the product and service and figuring out what works there. And so that’s why inside our programs, we have expert sales coaches who help our clients customize their sales script because it’s not just like, hey, download this script and it’ll work plug and play. It’s not like that. And so I always wanted to share that with you guys. In case you are having trouble with enrolling people over the phone, make sure you’re one you’re focusing on selling the destination.

Don’t talk about how many videos you have or those nuances. Right. People aren’t there to watch videos and stuff like that. They want just the end result, right. Everybody wants six-pack abs, but nobody wants to spend an hour every single day working out, eating just protein shakes. Right.

But you can say, hey, I can get you to six-pack abs if you’re willing to put in the work. And they say, yep, I’m willing to do whatever it takes. And then you say, great, you’re working an hour a day and you’re eating a protein shake and that’s all you’re having. Right. And so that’s what I wanted to share with you guys, was that major sales mistake I made, how we fixed it.

And then also just so that you guys, you know, the second kind of tip in there, right, was here’s how you customize your programs to make sure your clients get better results is literally have one v one onboarding calls, which was a game-changer for us.

And then the third step in there.

Right, is just don’t if you’re struggling with sales and you downloaded some script on the Internet, the ultimate sale script or whatever the Internet marketers are selling, just know it needs to be cut like it’s not as you might have some success with it if, you know if you already have some skills. But sales is something that we continually everybody should always constantly be working on and getting better at. And it really depends on what you’re offering and your niche and your audience and a bunch of different factors.

It should really be customized to you as well. So that is it for this episode. Guys, I hope that was super helpful. As always, keep doing. You have an absolute blast with your online coaching business and we will see you in the next episode.

Hey, Dino Gomez here. And if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos, and cheat sheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five-star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode.

Guys, we will see you in the next one.

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Oct 25 2020

What the 1% of The Wealthy Do [That NOBODY Talks About]

What the 1% of The Wealthy Do
[That NOBODY Talks About]

Written By Dino Gomez

[Free Training]

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Our scaling experts can help decide if you are a fit for one of our coaching programs. We have various programs for coaches are different experience levels in their business.

In today’s episode, we’re going to be talking about what the one percent of wealthy do that nobody talks about.

All right, guys, let’s get into it now.

Hey, guys, Dino Gomez here. And you are listening to the Secrets of Coaching podcast, where we break down the nuances of growing seven-figure online coaching business. And we are about to get started in 3 2 1. What the one percent of wealthy do that nobody talks about?

All right.

And this is an interesting one because there are so many books published, articles published, interviews, I don’t know a little bit of everything where everybody’s talking about what the wealthy do, what are their secrets and stuff like that, and the things that most people say. And there are definitely correlations I’ve heard so many times, time and time again, the wealthy, you know, the one percent, they normally go to bed really early and they wake up early.

Right. And they also don’t check their email. They normally start their day with meditation. They normally wear the same clothes or make that basically an easy decision.

They basically keep as clean as possible. So their workspace is clean, it’s quiet. Nobody has access to them, they don’t give out their cell phone number.

So in other words, they’re like you cannot access them. They normally have somebody on their team that is like a block to reaching them. In other words, it’s a gatekeeper.

There are all these things we’ve heard before, but something I think is so interesting.

Right. And again, I guess this has been talked about a little bit, but I want to relate it to online coaching. Right.

Is I believe it’s Warren Buffett, but the famous quote saying goes like this When people are greedy, be scared and when people are scared, be greedy.

And that, generally speaking, relates to like how you invest in the stock market like and but generally speaking, like in a down economy, there’s a reason why the rich get richer. Right. Like whether there’s a down economy and the interest rates are low for real estate and stuff like that, the wealthy already have a ton of money in the bank. So what do they do? They buy more real estate because it’s on sale. And then all of a sudden the economy gets better again because the economy is constantly going up and down and all of a sudden they’ve doubled their portfolio and they have that many more assets.

Right.

And so, you know, that is a great saying and everything like that. And Warren Buffett is definitely a genius and knows what he’s talking about. But with online coaching guys, here’s what the like why online coaching is so powerful. OK, is I want to talk about the holidays, right.

Because we’re heading into we’re getting closer to the end of the year here. And so, you know, we’re getting closer to the Cyber Fridays and Black Fridays and buying season and all that type of stuff. At the end of the year, you know, where everybody just spends a bunch of money again.

So what does the one percent of the wealthy do? Well, when everybody’s looking to buy and it’s so interesting, like the concept of Black Friday, right? Everybody gets so excited about Black Friday. I get excited about Black Friday as well as I buy on Black Friday for sure. But what’s so interesting is that you know, everybody is getting excited to buy and to grab things at discount. All right. And what the one percent of the wealthy are doing, what the one percent of the top online coaches are doing is they go, oh, that’s right.

They start like rubbing their hands together like they’re going to make a little fire in their lap or something like that.

And they go, oh, my gosh, yes, we’re headed into Q3. We’re getting close to Q4. All right. Everybody’s pulling out their wallets. They are ready to buy. How can we sell to them? What should we sell to them? And so they’re thinking the opposite, right? When everybody’s looking to buy, you should be looking to sell. That is what the one percent of the wealthy do online is online. Well, coaches, right.

They go, OK, yes, Black Friday is coming up. They’re not like oh, my gosh, yes. Black Friday is coming up. I can’t wait to buy a program at a 50 percent discount. They’re like, nope, Black Friday is coming up. I can’t wait to sell so much. So many like my program and the heaps and tons and so one hundred clients into my program because I, you know, and I’m going to discount it or I’m going to launch a new program and say it’s a fifty percent off just during the launch or whatever it is.

Right. But that’s what the one percent of the online wealthy coaches do is they’re looking at what are people buying are prepared to buy or society’s told them it’s time to buy. And then how can we use that as a marketing angle to have something to sell to them? And so it’s a really interesting concept because and the reason I share this is for several reasons. One, if you’re an aspiring online coach, is a great reason to be an online coach is so that when everybody is ready to buy, you have something to sell.

Right. You want to. That’s what literally by definition, that’s what the one percent means. It means you’re doing you’re going in the opposite direction of ninety-nine percent of the population. You’re doing the opposite of what everybody is doing. So you want to start thinking like that. And so that’s a great reason to get into online coaching beyond the fact that by 2025 it’s going to be a three hundred and twenty-five billion dollar industry. The online info market, the online education industry is predicted to be three hundred twenty-five billion by the year 2025.

And the research group that put together and did these predictive analytics on.

It has been right every single time they’ve predicted what the online education industry is going to be. In 2015, they predicted what the industry was going to be worth in the year 2020, which is where we are in. And they were really close to predicting it right on the head, and so at 2025, they’re predicting it’s going to be worth whatever that number, as I said, I think it is three and twenty-five billion and by 2025

So it’s insane. Perfect time to get into coaching because the industry is blowing up. Now, if you’re already an established online coach, how can you use this. Well again, right as we get closer to Q3 and Q4, start thinking about and planning and preparing well in advance, what types of offers can you make to your market? And again, I’m not a huge fan of, like, discounting programs and stuff like that. I would not say I haven’t done it before.

I feel like there’s a time and place for it. What I really like to do instead is make our programs better and say that we’re raising the price and actually do raise the price. And I’d like to do it like that. But there has been a time when we run like a discount. We rarely do it. But if there’s a time to do it right at the time to do it is when people are looking and getting ready to buy.

And so we were able to have a six-figure two week period over, you know, through Black Friday last year because we were prepared for it because I was like, OK, Black Friday is coming up. Perfect. Everybody’s going be ready to buy what we deliver to them because they’re going to be ready to buy. So this is going to be a short one, guys, but I just wanted to share that with you. Right.

Like that should be all the motivation in the world to get into online coaching, especially if you enjoy helping people and you’ve done something before that even if it’s the smallest thing in the world that people have asked you, how do you do that or how can I get that result, then you should absolutely get online coaching. And if you’re already an online coach, right. Start preparing early for, you know, Q3 and Q4 when people are going to be in buying mode so that you can be in selling mode and have an awesome offer set up, an awesome funnel set up, all those little logistics.

And if you don’t know how to do awesome funnels and sales copy and all those different things and how to make all that stuff work, then definitely quick plug here. Definitely check out our programs because we do all of that stuff inside of our programs and have case studies and swipe files and give you the emails to use. We have copywriters on our team. We have coaches, Facebook ad coaches on our team, organic coaches on our team systems, and operation coaches on a team.

It’s all inside of our mastermind as a one-stop-shop to our coaching business. So there’s my plug right there. Oh, my gosh. But, you know, I love selling and I don’t feel bad about it because we work our butts off to make sure our programs get insane results and we have a ridiculous amount of testimonials. I don’t feel bad so and so I apologize for that, but not really because I like selling because the people that hop on board, we help them, and then they’re happy that we sold to them.

So I take back my apology, but I hope that’s helpful, guys. But again, I’m always looking for like, what is everybody else doing? How can I do it differently? How can I, like, be the complete opposite of what everybody’s doing? And if you can do that, you know, amazing things can come from it. So that’s all for this episode.

Guys, I hope you got a little bit of a couple of nuggets out of there as far as what the one percent of the wealthy do and how you should be thinking and changing your mindset around to be different than everybody else. Because, again, it’s math, right? In order to be in the one percent, you have to be going in the opposite direction of the ninety-nine percent and doing the opposite of what everybody is doing.

All right. So that is it for this episode, guys, as always, keep doing. You have an absolute blast with your online business.

And later on in the future episode, we’re going to get into sales and how to enjoy sales. Because you know what? I didn’t use to like sales. And I just and happily over here screaming and ranting and raving about my own programs and with a smile on my face.

And I want to help you guys be able to get to that level of confidently talking about and selling your own programs and without any shame and because you shouldn’t have any shame, especially when you believe that selling is serving, which I do, 100 percent.

So that is more to come. But otherwise, I hope this was helpful, guys. And we will see you in the next episode.

Dino Gomez here. And if you enjoyed this episode, be sure to head on over to the secretsofcoaching.com for more resources, downloads, videos, and cheat sheets to help you grow your online coaching business. All right. And if you picked up a cool tip or strategy from this particular episode, we would love a five-star review where every single month we choose one lucky winner to win access to one of our coaching programs. All right. So that is it for this episode.

Guys, we will see you at the next one, Bye bye

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What the 1% of The Wealthy Do [That NOBODY Talks About]

Written By Dino Gomez

[Free Training]

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts. ​

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.

What the 1% of The Wealthy Do
[That NOBODY Talks About]

Want Hands On Mentorship to Grow Your Coaching Business? Book a Free Strategy Call With One of Our Scaling Experts.