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Lead Generation Review and Feedback

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158
TheFutur
Published
May 25, 2021

Mo Ismail hosts a lead generation review and feedback session for the pro group.

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OK good morning, everybody. Good to see everyone here, we have some work to do today, so I'm glad to see your faces. We're going to push the introductions to the end so we can get busy. Ok? this is call number one. 58 for the record, Alex, we're starting to call right here. I have my squad, my co facilitators, my generals, Anna Lee and Alec here in the building. So I'm going to start sharing my screen here. And getting it started can. Can you all see the keynote? Yes OK, perfect. OK, so call 158. This is called technically number 3 of the lead generation series, and today what we're doing is a review and feedback session. So I just finished the book at the end of last week, the workshop book. So this is me applying what I've learned to the best of my ability. So if it's a little rough, I'm open to feedback. Anna Lee and Alec are also monitoring the chat and keeping everything in line as I go through what we're about to go through. So the primary learning outcome for us is to if I press play, do you guys see it? Can you still see it? Yes OK, perfect. The primary learning outcome today is to green LiDAR lead generation technique to then leave the call and be able to implement it. OK, so we've done the homework on a technique that has potentially made us buy use that same thinking on our own business, our own clients, the problems that we solve. And from that, we're supposed to create our own technique. Now, the agenda for today, I know from last time there was a little bit confusion about the definition of lead Gen versus sales. So we're going to try to get a unified definition on that. So everyone knows the playground that we're playing in. OK the second thing is, what inspired your legion, so the first breakout session is going to be partnered, so was the second one and the first one is going to be for you to go over the homework. So the person who's your partner understands how to give you the best feedback and how to review the second breakout session is going to be pitching your lead generation technique to your partner and them also giving you feedback. And then the end is going to be a group Q&A and discussion. So let's get right into it. A lot of questions, the last time I was like, are we selling, are we generating leads? Just so we the lead generation is a process of attracting and converting people that are either prospects or strangers, and to someone who becomes interested in your company, product or service in this section, you are not selling anything. Sales is the process where money is exchanged for goods and services. So for the sake of this entire month and for the sake of this call, we're talking about lead generation. So what is a lead generation technique, a lead generation technique is in the process of generating leads. It's a specific means to attract and capture that person. Usually a lead generation technique is identified as one to many. So you're not having a phone call with one person, but you have, let's say, a Facebook ad that's targeting many people of the same kind. A sales technique, on the other hand, is it means during the sales process where you're qualifying, nurturing and trying to close that lead so that stranger has become a lead once they've become a lead. Now you're transitioning into the sales process. This is one to one. This is something like a phone call and meeting a demo. So example lead generation techniques, and this is what we're trying to create from this call. Something like a webinar, a landing page, marketing video carousels on Instagram. As you know, David talis, he just that's all he creates. Just maximizing on the carousel ads, whether they be Facebook, Instagram pay per click Google and email form or a lead magnet. A sales technique, on the other hand, is the way in which you handle objections, how you're asking questions, are you doing it sarcastically? The way in which you nurture the prospect after they become a lead? Maybe you run a demo on your product, maybe you have a meeting, you write a proposal, you go over the proposal and then you finally close the deal. Let me get some thumbs up if this is being clear as to far like the difference between the two. OK, good deal, because I can't see the chat just yet, I realized I think one of the things that gave us a lot of confusion on this is Chris asked us to break down an ad that we then bought, and some people were thinking like, what made me buy? And it's like, OK, and that was kind of talked about sales and Legion. The ad is Legion. You buying is the sale. So I think answering that question, some people got a little confused. That's actually a perfect comment that'll segue straight into what the breakdown. So let's look at the entire journey and this. I like to use the HubSpot inbound journey to understand this. So you have a stranger that you attract, you attract through organic or paid content. What we mean by organic is that you're not paying for them to see it. This is something directly on your profile. This is maybe you made a shared post on someone else's profile you wrote for a website. Paid content is things like ad. They then go from strangers into a visitor, and a visitor is now warmer than a stranger. They know who you are. They know what you do. They know what you're about. We want to convert that stranger. Using some form of conversion, lead generation, technique or tool that could be a funnel, a landing page, a specific call to action. This is where you've probably put your email for a free PDF where you're being converted from a visitor into a lead. Now you're in their system, you're in their ecosystem, you're in their world. And from there, their goal between lead and customer is to close you. Now they do this by prospecting, you're probably getting an email right after you download that PDF. You may get a phone call, you may get a DM. They're prospecting you. At that point, they're nurturing, and ultimately they're trying to close for you to become a customer. Now this part right here between attract and convert is the lead generation portion. This is the one to many. This usually falls under marketing. The closing part from lead to customer is the sales part. This one is a little bit more short term. That's why when Alex said, we kind of talked about all of it, all of this falls under the customer journey. So you can go from Legion to sales. And I think the reason why we covered both is one of the questions that came up at the beginning of the month is like, how do I get three leads, like in 30 days? To do that, you would actually mix lead generation. And you would have to I'm sorry, you would have to sell versus legion, but for the purpose of how we get three clients. Yes, how do you get three clients in 30 days? You would want to do short term actions, which is selling and not lead generation. But for the purposes of this call, we're talking about Legion. However, I do want to add a caveat if you need to close deals quickly in the short term, and this is where some people were wondering like, well, can I sales prospect instead of legion, you should be absolutely focusing your efforts on sales prospecting. And what that means is cold calling, emailing and social selling, which is in the DMs. But for you to do this effectively, you have to know the client that you want to talk to. So this exercise that we did last week, whether you need to Legion or prospect, helps you get into the head of the person that you're going to be talking to and then make a decision based on where your business is at. If you can go long term and do lead generation, that's wonderful. But if you have to cold call, I'm sorry. If you have to sales prospect immediately, then that's what you should be doing. OK so to recap from last week, what we did is we are deriving a lead generation technique from what has worked on you to create for your own business. Now the main objection that I heard when I was in some of the breakout rooms, what has worked on me will not work on my clients. Now, though, that's a subjectively good thought and I respect it usually in sales. What happens is three things people get to know you. They then like you, then they trust you. I maybe thinking that, OK, I bought because they gave me a Facebook ad, but my clients usually buy from emails. Let's take away the actual medium and reverse engineer. What made us know the business that we bought from, like the business that we bought from and trust the business that we bought from. So and then replicate it through a particular medium that we would be able to deploy effectively and that would resonate with them. So what you're really reverse engineering is not necessarily the technique that they used, but how and what they did in that technique to make you buy and then take that same thinking process and put it into a technique that you think you can handle and that would resonate with them. Thumbs up if this makes sense or if I'm going, OK, perfect. So the rules of this workshop, I want you to keep an open mind. OK, some of you, I know, have probably done a lot of this Legion and are really good at it. And if there's any concerns about how the workshop went or how last week went, please reach out to me or Anna Lee or Alec and give us your feedback so we can continue to improve. But while you're in the workshop, keep an open mind. Suspend disbelief. Once we get to critical on the things we're doing, it's hard to reach the outcome that we want. So I want you to suspend disbelief and feel like a lot of things could work. We're just trying things here to make sure that we at least get started. Stay present in the workshops that you're doing sorry in the breakout rooms that you're doing. And then at the end of this, just make a small one meet one week commitment and trying. We're already this is the second week that we're going to try something. Last week we did the homework. This week we're going to launch this thing. Ok? good thumbs up, good, I can see your perfect. OK so part one, here's what we're about to do. We're going to get into pairs, this is the setting, the foundation session. One of you is going to be a speaker. One of you is going to serve in the capacity of a coach. The speaker is going to spend 1 minute providing context on who they will be targeting and how they plan on helping them. Basically, you're going to give the coach a summary of your homework so they understand how to best help you when they read about the lead generation technique. As a coach, the person listening, you're two minutes after they speak for a minute is to uncover the challenge that came up for them when General sorry, when generating that technique and how you can best help after you're done being the coach. You switch roles, you become the speaker, they become the coach. This is how it should ideally look like in the kind of questions you want to ask. I'd love for somebody to screenshot this and send it off as a file to everybody. That'd be great. As a speaker, you want to cover who your prospective client was. What problem were you trying? Are you trying? Are they trying to solve? How will you benefit them and what makes your solution unique? These are probably the key questions out of that whole homework. As a coach, we want to use the Coaching habit formula. What was want to uncover? What was the real challenge for them when creating this lead generation technique after they finished the homework? And then you want to ask specifically how you can help them when you review their version? OK, and they need to give you what they're looking for. So not second breakout session, you can give them exactly what they need. What I saw yesterday in the study Hall is sometimes these breakout sessions just turn into conversations. Conversations are surface level work. We've got to do the deep work and the hard work today. So at the end of these breakout rooms, this is ideally the outcome that you should have as either the speaker or the coach. As the speaker, you should have been able to give a 1 minute summary of your homework and say, OK, you don't have to do it perfectly. Work through it. Get it out of your head. Try to try to summarize what it is you did. As a coach, you should have specific things written down that you can reference back to the speaker. The primary challenge, which is that the speaker experience when creating their Legion and then try to bring up 2 to three things that they need help from you from. They say that they need help with before they're ready to launch. OK, I'm going to stop sharing here for just a second. Where's my mouse? Escape room? OK, before we jump into this thing, please unmute and ask me anything before we get to these. Here we go. Hello, can you hear me? Oh, what's up, chris? What if I didn't do the homework? What if I'm not prepared? Beautiful get out, get out. Leave! this is a good question. If you did not do the homework and are not prepared, I'm going to share my screen one more time. Hold on. There it is. I want you to use this time to do the homework with your coach. So instead of summarizing the questions, I want you to try to answer these same exact questions. And the coach is there to help you overcome your assumptions and try to dig deeper into you, don't have to answer all of them but go through the homework with them. Does that help, chris? Sure OK. Any other questions? Well, maybe you could run through it as like a very, very quick, not the full timing of it with somebody just to give an example of what it might look like. What would the breakout room look like? Correct? I can walk through it because it's six minutes and I don't want to waste too much time in the Yeah. I'm not saying to you the whole thing, which is literally like, here's what you might ask. Here's how they might respond, then go in. You would do it right. So you want to spend 1 minute as the speaker literally explaining as the coach, you're not doing anything but listening, taking the notes that you need to be taking. And then once that 1 minute is up, you as the coach start asking the questions. First question is now that what you know, what was the real challenge in creating your lead generation technique? And then they'll tell you you'll take your notes. And then the second question is, how can I help you when we review your technique? Where do you maybe where do you need help when reviewing your technique? Does that answer, alec? Yes, I think that's a good template that's really simple. And again, if you some of you are much more seasoned in the coaching and the asking questions and the listening. So those are two questions that I wrote from the Coaching Habit that will help guide the conversation if something comes up based on how you listened and the notes that you've taken. Feel free to ask that as well, but those are kind of parameters to guide you in asking the questions. OK, any other questions? Speak now. Oh, hey. Oh, sorry. I'm sorry, go ahead. I'm just, Neal, I feel like I landed in the moon, so I suppose that for the first time I can just be watching because obviously I'm totally unprepared. But this is very, I mean, very, very interesting. But again, I don't have time. I didn't prepare anything. So I suppose that you don't mind if I'm here only as a voyeur. 100% That's perfect. Yes if you're new, welcome again, please watch. And at that point, let can. You would only have to serve as the coach. If you're new and you haven't done the homework. And this is new territory, you are automatically the coach in the Senate. And if there's two of you that are new, that unprepared to get to know each other, tell each other what you guys do, that's fine, too. OK Yes. All right. Let's get going. Mo, I'm going to set up the breakout rooms here. I say boom, boom, boom. It's going to be 27 or 26 rooms. Yes, Alec can use. Can you share the right link? I think I couldn't. I'm going to create the rooms. Make sure that everybody has two people that links should take you to the unit. We're going through right now that I just shared, is that working? No, not for me. The first screenshot that somebody shared was not the right one. So so if you share the right one, so people don't get confused, ok? Beautiful your total time is 6 minutes. Three minutes for one person to be the speaker, two minutes for the other person to be the coach. And then when you switch roles that the speaker will have another minute to speak and then the other person will have two minutes to coach. So six minutes total. I will let when to switch partners. I will let when we're about to bring you guys back. Well, Mo just misspoke. It's 1 minute to speak right, mo? Yes 1 minute to speak, two minutes to coach. OK, there you go. Switch and switch. All right. I'm breaking you out and moderators will be jumping in and out. Well, me and Chris will be jumping in out of rooms because Anna, Leon and Alec are still here. OK and opening. Because sorry, I'm a little late. So we're recording. All right, mark, go ahead. Thank you for being a solid co on that one. OK, guys, welcome back. We're going to dedicate just three minutes to discussion group discussion before we transition on to the next thing. So I'd like for three people to raise their hands and answer the following question that I'm about to put in the chat. So you can just raise your hand right now. What was the one key takeaway that you gathered as a coach from listening to the speaker about generating a lead Gen technique? What was the one key takeaway gathered from listening to the speaker about them generating a Legion technique? Did somebody on mute? Who admitted? Konstantinos, you want to go? Yeah, yeah, Yeah. OK, before you go, before you go, you have 1 minute. OK, and I'm timing you go. What was very interesting for me to understand is that there are niches out there that are really never have explored, you know, because some of the hospitality industry and I was talking to ancho, which is this is a great person, and I just realized there are so many potential and opportunities out there. You know, there are so many creative challenges in between, but the opportunities to go out there and reach out to New markets and new niches, at least for me, was eye opening that small time frame that I had with them. It really opened up my eyes and my mind that there are so many niches out there that you can reach out with your services. So my takeaway is that there was a very specific needs that I never heard and I never knew it was existing. And it was quite creatively challenging. So I found this. I find this fascinating. That was my takeaway. Jennifer, thanks, Kahn. Does anyone have a takeaway? If you don't know how to raise your hand, you go to participants and just raise your hand, and if not, you can just. Unmute Emory. Yeah, Hi. Hey she says, go for it. Yeah, go for it, go for it. You got it. My one key takeaway was that lead generation. It sounds obvious, but it's just it's a numbers game. So my partner mentioned that, you know, he's just starting up his freelance design business, and he pulled like all of his contacts from LinkedIn. And out of those 1,000 plus contacts, he only got one job straight off the bat. And that, to me, says that, OK, you really have to be trying to push lead generation as much as you can and trying to just get those pump those numbers up to try and be able to make it to that sales process and close clients. That was my key takeaway. And, Mo, do we respond to the key takeaway, so we just let people flow? Would you like. Go ahead, respond. OK I wasn't paying attention, who was talking, but I heard what you said the whole time. Sometimes it's dangerous to come up with a story based on one piece of evidence. OK, because this person did 1,000 things and they only got 1 lead. Doesn't mean that that's how it's going to work, because there's lots of ways to do this. Gary Vaynerchuk is famous for saying something like this. He's like, you know, basketball. I love basketball, but this basketball has cost me a lot of money. This basketball has blown out to Achilles heel. So to me, it's worth nothing. It's worth less than nothing because I've had two surgeries and I've shortened my, my, my life span because of playing basketball. But that doesn't mean the basketball doesn't work. You give it to LeBron James, and it was worth a couple of billion. So just be mindful of that. Just because Facebook ads don't work for somebody doesn't mean they don't work. Just because social media marketing doesn't work for somebody does not mean it doesn't work. OK so we gather evidence and we have to just listen and we postpone forming the narrative because it's dangerous. That's all I wanted to say. We got Pedro and Sean with a hand up. Yeah before peter, before Peter or Sean, do we have any female leaders that would like to share their experience in the breakout room? Just want to give some space for people that. Take a little bit, maybe longer to hit that hit that hand or hit that unmute, you know what I mean? So OK, peter, go for it. Sorry, I forgot to unmute. I learned that. With with coming up with Lee Gen, there's research that needs to be required and sometimes that can lead to dependencies. So without understanding specific types of information, it's hard to actually continue until you conduct that research and maybe even go and ask them questions. In order to do that, you might have to do a little bit of cold calling in order to get that information at first. Doesn't mean you can't use warm leads, but, you know, sometimes you have to talk to people. You haven't before. That's that's a valid point, so there's a combination between the two. Once you've done this homework, you probably have a good description of who your perspective client is and you're going to generate a lead or you're going to create a lead generation technique that you hope works. If it does work, then now you have leads. If it if maybe it doesn't, you at least have a profile for people that you can scout on different social media platforms that you can then do what Peter saying where you request that you maybe want to talk with them and understand the reality of their problem and then do that worksheet over again with their comment and their feedback, like the real problems they're having, why would your solution actually benefit them versus the made-up ones that we hypothesized? OK, Sean, I see your hand. I'm going to get back to you at the end man because we need to keep pushing. Is that ok? Perfect OK, I'm going to share my screen again. Dr. total. Perfect bomb. Wow, OK. So the goal for that breakout session was for you as a coach to really understand what they're trying to solve as a speaker and vice versa, if once you became the coach after becoming the speaker, understanding that so whenever they pitch you, the lead generation technique, the things to identify, to help them, for them to be able to launch it now for last week's homework. I did it with Rodrigo. And the reason why I did it together is because I didn't feel like I could be objective with my answers when it came to the homework. So I want to go through the breakdown of what I learned with Rodrigo as I was doing the homework and how it might be helpful for you guys as you continue to revise the worksheet and then implement your lead generation technique. The first thing, the sorry, the main challenge that I heard from a lot of people in the study Hall yesterday was narrowing down the answers. It felt like it was just endless. Like I could just write a paragraph, a piece, and then I was overwhelmed and I didn't know what to do with those answers. So there was difficulty filtering through the process. And I think that's why having your PGP, if you don't have a PGP, just reaching out to somebody in the group and saying, let's do this together. So I want to talk about the setup the first thing. That we decided on is we were not going to complete the exercise alone and that the partner served in the capacity of a coach and a client. So the coach challenged my assumptions as I was giving answers. So Rodrigo challenged my assumptions and asked deeper questions. So the answer is that I would get was given was not surface level and that I didn't maximize my entire effort on one thing, like Chris had just said, because sometimes we'll come up with the first idea and it says in the workshop book that people come up with the first idea and then they go on and build the entire thing around that idea. So the partner was there to stop you and ask you to think deeper. When they put on the client hat, they gave you perspective as to whether or not the answers that you were giving were valid answers from the perspective of the client can be very hard to be empathetic. When we think about the people that we're serving, so having somebody there would be like, well, if I was this client, I don't know if that would really work on me or I don't really know if that's my problem. I'm more frustrated about this. So we got deeper about what the experience of the client is. And then before we even started, we asked ourselves two questions what is the one thing that we want to offer with this lead generation technique? Because Rodrigo has a full video production business, so he offers everything from commercial to social videos, and he can't tell everything that he does in one piece of lead generation technique. So what was the main offer that he wanted to have across to the people? And then what's the outcome that we hope to gain from this exercise? So the first thing we did is. We added a question, which is what is the primary offer? We have to know what it is that we're going to be giving to these people or to these strangers or these leads. So whenever they come upon the lead generation, they understand exactly what it is we're offering them. So I broke down the offer based on our notes into four categories. The actual deliverable, like what would they be getting from you if they did business with you? And for Rodrigo, it's a 30 second spot. What does the deliverable do, so the function of that deliverable, the deliverable for him, it highlights a product or business. For our industry, as far as video, we want to put the price up front, so what will this cost or how will you find out the price with them? This is something that you want to potentially put up front for the people that you're serving. And then what's the value that they get? The value that Rodrigo's content or Rodrigo's deliverable is, is that it's low risk and it's a quick turnaround for this particular offer. Now this may not be everything in your business, but it's the offer that's associated with that lead generation technique. So what made the exercise much easier is that we already had a pretty clear idea of what we were hoping to give the person that's watching or consuming this lead generation technique. At the end of it. We then went through the questions. But to narrow down the answers to the questions we really put on our thinking hats of being a coach and a client, so the first answer he gave me to this was local small businesses. So as a coach or as a client in that moment, I had to ask, well, what kind of small businesses, if you just create a piece of Legion for any small businesses, you're going to get everybody and their mom and you're not really qualifying anyone that way. So asking him, like what kind of small business are you trying to serve with this offer? And then he made it even more specific, he said. Local skill trade, small businesses, so skilled trade are people that are like in carpentry, roofing, plumbing. And then I ask, well, out of the skill trade small businesses. If you were to put your finger on a client so you can potentially go look at their website or go or go call them or go whatever. Who would it be? And he narrowed it down to these five. So they're all skilled trade, but particularly ones that sell a service or sell a product, so electricians, hvac, roofers, contractors and restoration. Well, we found really helpful is that if you can make the prospective client like if you were to make a mood board for a prospective client and it's like, oh, it's an electrician, that's who I'm talking to or it's a CEO, that's what I'm talking to. It makes it much easier to fill out the rest. So we use this formula of digging deep 3 times across the entire exercise. The problem? What problem? So I'm going to go through these a little bit quickly because you guys have the worksheet. But for him, the initial surface level answer was figure out how to market to their business. OK, but the problem they're actually trying to solve is market to their business without spending too much money, that's a different kind of problem. OK, now specifically, if you were to put your finger on it, what is it? They want to test out marketing for their business with low risk. So aside from spending too much money, they actually just want to dip their toe into marketing for them. So for you, if you use the three step from surface all the way to putting your finger on something, it made the exercise much easier while having somebody with you. Then we asked the benefit, so how will this benefit them? Immediately, it was like, well, they'll have a piece of marketing collateral. OK, well, then they'll have a versatile piece of marketing clutter so they can use it across many different avenues and mediums. And the last thing is like, oh, they have a versatile marketing collateral that's low risk since it's a since. It's not an insane amount of money to spend on it that they can test and benefit from to get better at marketing, since that's their main problem. And the last thing is like, how are you unique while he was like. Well, I'm reasonably priced and I have a quick turnaround. OK, he said, well, I'm actually unlike other videographers or other production companies because I have marketing know how I have a background in marketing, I understand marketing, I know SEO. And then it's like, OK, I'm fair fast, and we have videographers that know how to market. So when we went through this, we created a filter. This became his filter before generating the or before creating the lead generation technique. Those four answers specifically, plus how might I best showcase this to a prospect? Gave him his lead generation technique. And what we kept saying throughout the session is like the answers to these questions could literally serve as the copy for whatever lead generation technique you make. If it's a video, you're kind of saying these things directly. So we use this formula to be able to narrow down out of all the answers that we've given throughout this worksheet. And then he came up with the best way for me to target are the best way for me to generate leads is through a 15 to 30 second targeted Facebook video ad using the answers of that workshop as a filter for my script to book a 15 minute consultation call. So we are able to take all of these the brain dump of answers, narrow them down, ask what's the best way that I can create a lead generation technique to then create one? OK to stop right there. And then open it up to questions before we transition on to part two of the workshop. So feel free to unmute and ask questions to Chris or I or Rodrigo, even since that was the breakdown. I have a question, though. Mm-hmm Did you focus anything about the client's needs and trust? Or did you just talk about the technical part of it? Yes, we do. So we did the whole worksheet, I highlighted those four aspects because to me, those were the most important, but in the worksheet there is, are they aware of the problem? Why would they feel like you're a good solution? So we did that same technique of three times on each of those questions. And we did like they would trust him because he's going in with something that's not as high priced, but also he has market know-how and he could if he wanted to upsell them in managing the whole thing. So for Rodrigo's point, it was leaning in with the low risk and helping them trust him because he has that market know. So we did that just that same thing on every question. Does that answer? I feel like I rambled there a little bit, just so we don't forget about that. We talk to people and yes, a lot about building trust and not about how to reach them with technical solutions. Right, right. Yeah yeah, Yeah. Sorry go ahead. No, no. Go ahead. Go ahead. Right how what would this whole thing would spend about three hours together going over all of this? So we did talk about their actual needs and what they were looking for and what was the hesitations and what the solutions would provide for them. So this wasn't, you know, he pretty much just broke this down in a summary of very quickly or something that took us three hours to go over everything. Wow OK. Yeah, we definitely focused on the trusting aspect if I were referring back to the beginning of the workshop. How are they going to know us? How are they going to like us? And then how are they going to trust us? For sure? And the big part of that was when I create the lead generation technique. What I'm talking about is that I understand that they don't just want a cool video from him is that they want to know that you understand that I'm a small business. I don't have a lot of money and I want to test marketing out because I know it works. And if you're able to say that, then they're like, that person understands me, and what they're offering may be of benefit to what I'm trying to solve. So absolutely Yes. We focused on the emotional part, for sure. Good Thanks for the question. Jordan, you had your hand up. Yeah, I just. Real quick on when you do the three steps. And you take the deep dive into each question and try to trim the fat on it 3 times, be more specific. My question would be how specific is too specific when you're trying to, you're trying to find that balance between the niche customer, as well as getting the coverage that you need to be able to find the leads. Oh, exactly how deep of a dive, how niche is too niche? Yeah, that's an excellent question for I can only share from my experience of what I did with Rodrigo, but we tried to be as open minded as possible, so once we got to the third iteration, we stopped. So when this is talked about in the coaching habit, like he'll say, ask what else 3 times and then that is probably a good, safe bet because there's been like psychological studies on 3 to 5 is a healthy margin to not go any deeper than that. So at the third answer, we suspended disbelief literally and said, OK, is this the real challenge? And then once we got to the third one, we moved on. So I know that answer is probably not the best, but we literally stopped at 3. And because once you go back and reflect on your own, you may be able to shred the fat a little bit more. But we were able to also filter the third answer because we knew what the offer was. So that was helpful too. So that's why we started with the offer, because once we got to that third layer of the answer, it's like, does this fitting to the offer and is this fitting to the person we're trying to communicate with? So that's what made it easier to stop it 3 as well. Awesome, thanks, Emma. Does anyone have anything to add to share to this before we move on, this is the time to kind of discuss and. Questions feedback. I mean, I have a quick thought mine was just that realizing you need to have the right conversations in the right space, so I do editorial work, commercial work, education and coaching. I'm starting to separate those out and make different accounts. So my primary Instagram is for my traditional signature work, but I literally just started the new account for that. Those different conversations. So I think having the right conversation in the right space completely changes like Emily was saying, how we connect with these different people because they are people and having the right conversation and the right way probably helps convert that lead to a sale. Yeah, and I think one of the questions on the worksheet was like, where would you find them? And I think that's a testament to your feedback there. It's well, I'm not going to be talking to somebody if they're not located there or if it's not the best place to have this conversation, right? So definitely. Linda hi, there. Hey one of the things that I wanted to share was I did use an interview technique because I'm swapping, switching my niche. So I called a couple of people that I already knew in the community development economic development field, and I had a list of questions that I went through and asked them when I was done with that, I. From their answers and not having a clear understanding. I then went back to my questions and tweak them and added questions so that I actually come up with a better pain point that they are having, like what their real challenge is And that I haven't conducted the cold calling part of it yet, but I believe that will help when I do. So I wanted to share that as far as developing the interview process for these people and having the other thing that I wanted to say is that. I intended to talk with this, these people for five minutes, and the first woman I talked to was on the phone for 35 minutes because she was excited about being able to unburden what it was that her challenges were nice. So your partner was an actual prospective client or a past client, and you just use those questions to talk to them. Yes well, not my partner today. Right last week. These are the things that I did last week, and I did share that with Peter this morning, but it was exciting. So awesome. So you just went straight to the person that has the information. You were just like, answer these with me. That's incredible. Yeah my PPP told me, well, why don't you just call it ask? And I was like, let me try. Very nice. Thanks for sharing that. Any one last person for us to move on. My question? Yes oh, maybe you just had like that question she called the previous client and figured out the pain point. If your client profile has changed now and you are targeting new kind of a client, how do you figure out their problem? I'd love to hear. I was looking for start up companies on the CEO and founders, but they have smaller budgets, so I'm transiting to the medium level company who has budget and who wants to build their brand. But I don't know them in person, so I can call them and figure out the pain points, so what would you suggest? How do I understand their pain points and how do I reach out so I can make my content accordingly? I want to pass that. Yeah, please, please. I would say I didn't. I didn't know the person that I called because I am pivoting my niche. So this was someone that I had actually met at a networking event and just found that the person that was on the phone for 35 minutes found that she was in the niche that I wanted to target, so I didn't know her. But you had her phone number and you just met once to network. I had never seen the person. I'm just trying to figure it out on LinkedIn. New connections, those founders or CEOs. So how do I understand what other current pain points are? And then how do I target my content to create so they get the solution? So that's what I'm unclear about, and I'm looking strong, I would say, to find a place where you can actually meet someone and get a business card or the other thing that I've done is join groups on LinkedIn. Where the people in my target niche hang out, so I've joined those groups. And I get to see that's how the other person that I called. That's how I knew the other person that I called. And do you need a premium account to join groups? No thank you. I know Alec is actively sales prospecting right now. I'd love and I would ask anyone else if I knew that. But Alec, can you share with Asha maybe what you're doing to answer that question? Yeah well, really help Asha right now. Actually, there's a video Ben burns made. I'm trying to find the exact link. I'll get it into the Facebook after the call, but he literally goes through how to reach out to somebody so he goes through reaching out to somebody that he doesn't currently have a relationship with. But you identify something you can agree on. You reassure them that it's not a sales call and then you send them a message. So I've done this on Twitter. If they have DMs open, you know, you just send and I actually usually do this. I record a video. And so far I've had like a 99% response rate, which is, is this a video like this? You'd be very honest and genuine and you go, like, hey, I saw that you're in this industry. I happen to also do this. I really love that you have this thing here. In fact, for me, it's video games like I play through it, like six times I noticed you were the publisher for it. This is not a sales call. I'm not trying to get any information or money from you, but I would like to take a second of your time if you would let me buy you a digital coffee. I would love to just ask you a couple of questions about your ideal clients and who you work with, and then some of the struggles you might have or that your developers might have. Boom, that's it. And then you just leave it on their doorstep. You send that email. How do you send that video? So like on Twitter, you can literally attach a video on email. What I'll do is I'll throw up the video as a unlisted link on YouTube, and it will show up in the email if it's a YouTube link because Gmail likes YouTube. Obviously, if it's LinkedIn, I don't know if you can send an attachment right away or not. I'd have to. I haven't. don't do too much with LinkedIn because once again, game developers are typically just live on Twitter, which is something I've been having to get over is like people have been talking about, like, go where they are and it's like, oh, gosh darn it, I hate Twitter, but that's where they're at. So yeah, so that's if you can't send a video. No worries. You could just do it. It'd be a text, but that's what I do thinking how to send on LinkedIn because my target audience is mostly hanging out on LinkedIn. I think LinkedIn would do the same thing with the preview, where it will show your face and they'll know that it's, you know, but just in the bio, like in that little thing, I'll send you the Ben burns video, but literally it's like, this is not a sales call. I'm not asking you for any money. I just want to talk. Yeah, thank you. That's not. OK awesome, rod and Charles, I see your hand is up. I'm going to table that for the end group discussion is that OK, so we can get people into breakout rooms? Wonderful I got your names down. Don't worry, Chris, do you have anything to add before I move on? I do, but I'm going to wait. Let's wait. OK, perfect. OK all right, sharing my screen of a boom. Was that? OK part two. Dum dum dum. Look at the left side of screen, don't look at the right just yet. We're going to get into the same pairs once again. One of you is going to be the speaker and the other is going to be, that should say, client, not coach. The speaker will spend 1 minute pitching their Legion technique to the client. The client will then spend two minutes sharing their reaction to the technique and provide feedback. The way this would go is the speaker will spend the 1 minute saying things like what the technique is. Who's it for? Where it will live? What about it will make it generate a lead? And what they hope the outcome to be at the end of that technique? As a client, all you're doing is listening for that 1 minute and you're at the end, you're going to give feedback if you were the client and exposed to this. How did the technique make you feel? This is the emotional part. This is the no. One liking part. What would be your reaction to it? Are you doing what it's meant for you to do? Are you going to add your email? Are you going to click the CTA or are you going to do these things? And then at the end, how might it be improved, if at all, for a better outcome. So somebody can just screenshot this and send it in the chat? That would be fantastic. For those that have not created a Gen technique or have not finished the homework, as Chris said, either get to know each other in the breakout room or complete the homework. So when you leave this call, you can dive into your lead generation technique. OK to avoid just talking in the breakout room and not getting anywhere, but getting that deep work, the outcome that you should have as a speaker is you should have been able to pitch your lead generation technique for 1 minute. When the coach is giving you feedback and having conversation with you, you need to get right down notes, did the client understand and have clarity on your technique? Did the outcome that you want actually happen? And then you should have written down the two to three areas of improvement that they give you before launch. So you can take those areas of improvement and apply them to the lead generation technique that you're making as a coach. You should decipher whether you have clarity on the lead generation technique and its objective. Give them a clear answer on whether or not you would take action and then provide them with two to three pieces of feedback for the speaker. OK is this clear before we move? OK, I'm going to stop sharing the screen. I see all of you. Does anyone have a question about moving on before we jump into the breakout rooms? Peter, go ahead. So when for the speakers, all these questions that you put under it, like, for example, what about it will generate leads? Is this to like creating leads for the client or are you just. So I don't understand, say, one more time. Sorry how would we go about? We're just pitching to the client, right? And the questions under the speaker section, that's just. We don't do word for word, we kind of just use that as a guideline of how we would actually pitch it. Great question. Yes Yes. If you're only these are thought questions to guide your pitch, you want to try your best to cover these things. You're not like answering them. Properly yes, good question, so your pitch would be guided if there was an outline. This would be the outline for your pitch, Yes. Oh, got it. All right. Thank you. Yeah Thanks for the question. Other thoughts before we move enter the breakout rooms. Rodrygo, is that your hand up from last time? For now? Last time. OK, cool. OK, I'm breaking this out. Total six minutes, just like the last time. Let's see who only has one person. China move to revive. At move to. OK, perfect. I'm opening the rooms, be free. I'm back. Hold on one second. There's some people that were new, so I'm going, OK, we are recording again. OK, guys, we're at the homestretch before we transition into the Q&A portion or the open discussion portion about all of this. And what we're going to be doing next week. I just posted the reflection question in the chat, and this is for the people that well, for anyone who had the lead generation technique. Where did your lead generation technique fall short based on the feedback you got? And how will you improve it? So where did your lead generation technique fall short and how will you improve it? If you can just jump on and share on that? So OK. Should I just jump in? Hold on one SEC. Mahi, and then who else? Well, Alex, Alex, perfect. OK, so, Alex, keep your hand raised in the chat and then or in the participants, so it'll be my Alex and then Abhishek go for my. Yes although we all know that CD is important, I just realized that I hadn't really thought about what my CPA should be, how it should be. And when Sean pointed it out, I realized that I have to think about it in much detail. What made the CTA go missing for you originally before, when you were making the lead generation technique? It didn't go missing, but I didn't realize because I am not used to doing videos, I didn't realize that I have to also focus on wording it correctly. It's not going to be like a post to be that simple. And I also have to look at not selling something. So, Yeah. good. So having the partner made you realize, like as a client, they didn't know what to do at the end. Yes and I also realized, like when you went through the details of how you did it along with Rodrigo, that's when I realized that even Chris had asked me in the post if I'm having a pep in the group, but I mentioned a friend who has a lot of control over me, so I'm generally working with her. But having someone from the group also is a very important thing, at least for me, I think. Wonderful do you feel like you have what you need to launch this thing soon within the coming week? Yes, I do have everything. I just need to get out of my comfort zone and do it. Hell yeah, that's awesome. OK, good. OK Thanks for sharing that, Alex. Yeah, so for me, the biggest challenge, I feel is frequency. So in the last week, I gained some clarity on what I want to do and how I want to do it, but it's a battle of. Trying to put out as much as possible I carousels versus making them look good or basically as close to perfect as possible, so I'm trying to I must I know that I don't is better than perfect, but. Yeah, frequency is a big thing. When you say frequency, are you referring to the frequency of output, like the things you're making, ok? Yeah David, can I rope you in here, Mr Carrizal king? Can you maybe share a little insight as to is there ways to go about resolving this problem. So he can output more? How can you just remind me of the problem, please, because I was like half hearing on this conversation? Yes so the problem is being committed to publishing carousels frequently on LinkedIn. Mm-hmm So what is the challenge? Now, the challenge is generating ideas and not focusing a lot on the visuals, but rather on the message. Mm-hmm OK, so for generating ideas, I love using the idea from David Baker to collect 20 of the most common questions you get and then answer those using your own insights. So not just, you know, looking it up on Google, but like, add something that's of personal experience to you and then focusing on like to get getting it out. What has helped me a lot in the beginning is I forced myself that I only have 60 minutes, and at the end of 60 minutes, I either have had to publish the carousel post or I just had to delete it. I was like my own, my own thing, and it's really easy. Like, it really quickly cut down the production time from four hours to 60 minutes, because then, you know, I had to know like, OK, I'm halfway in my time and I'm only done with like two slides, so I just need to keep the speed up. So that would helped me the most. And it's usually good to especially if you're designing for Instagram, you only have like 10 slides, so make sure that the first few slides are really easy to swipe through. So you can just put on a few things and then make the end heavy. So then you don't have to design a really heavy slides, which is like two heavy slides at the end. And then you just figure out some kind of story that leads to the end. Thank you. That's super valuable. Regarding David Baker is, is it the book or is it the video or the principle? By all three he has, he has the book, the business of expertise. And then he was on the show with the future with Chris. He told that there as well. OK, I'm going to cut I'm going to cut this short because I feel like we're getting nitty gritty, but that's excellent. Also, there is a unit in the Facebook group for this exact exercise. The 20 is like showing your expertise as the unit, Alex. I would start there and that'll probably be your Mecca for content. And then you can go on to publishing and something that Chris taught me that'll make it really easy on you. Unless if someone is not doing what you aspire to do, then you're in dangerous territory where you're like, you're inventing a whole new wheel. So maybe you don't have an audience like Chris or David, so find somebody that's doing something very similar to you and look at what their audience is asking and maybe use that as part of your 20 most common questions in your field. OK, Mo, go ahead. How long is this? Call an hour and a half. So you have eight minutes left? Yes are we getting near the finish line? Yes OK. We're done. Q&A is next. So oh, we're done. OK yeah, Yeah. Yeah, we're so Abhishek. And then we'll transition over to Q&A because that was our three people for the feedback. OK, so I ended up creating a Facebook ad and creating a landing page and went live with those things, and I started to start. I got like around 11 to 12 pixel clicks on My side, but I didn't generate a lead out of it, so I presented those problems to Adam. What Adam showed me is like I was targeting on demand services, but I didn't need down to particular services, so I should have like probably landing page. Page could have been the same, but I should have created different ads to target, target different sort of businesses. So for example, if I should have targeted restaurants in a different way, probably hospitals and nearby spas, salons in a different way. So like the content should have been very much specific. The ads should have been very much specific so that when they drop on the landing page, they are pretty much clear about what they're getting from those. They're pretty much the relation between the ad and the landing page is pretty much clear. And the second point, which he talked about is like, I can get a lot of references from big players already out there, how they are putting up the content. Just take a look at how they have done the content and you'll get a lot of idea how they are. They have been targeting these businesses, so you won't have to reinvent the wheel. Just go out there, take a look at these things and you will get a lot of ideas from how they have been doing it so far. So thank you, really. Thank you very much, Adam. Excellent OK, Chris, do you have your mic on? How do I do? No, no. I don't have anything to go for it. Well, OK. Well, that is the end of the working session of the workshop. We're transitioning into just group discussion general around what we did today and what you may need moving forward to be able to launch. So I know somebody asked, is there homework for next time? There is no homework at this point. You use the combination of the past three calls to have your starting point lead generation technique and maybe use some of the things we did on this call to potentially have a call with your PPP and get nitty gritty on the worksheet. Don't feel let down if you haven't finished the worksheet. This call is for you to have it done and then generate a lead generation technique. So we're at the end. We're transitioning to the final group discussion, so I have three names that were pushed to this part. But Chris, I know you had something to add so we can start with you and then go with three. Start with them, ok? Sean, I know at the beginning you had something. Is he still here? Sean Bowes. OK Sean's out, I guess so, Charles and then Rodrigo. Uh, yeah, mine's sort of an observation, and yeah, I guess it's an observation, so something I noticed post-covid is there is that there's an increased amount of tension in my clients in the sense that they're getting desperate on how to generate more revenue. So when you sit down and have a discussion with them, it's more of give me the solution now like save me rather than before COVID was when sales were good and they had the patience to say, all right, how can I invest my money wisely in order to generate more sales? So there's that sort of disconnect of, you know, give me the answer or you're dead to me, but you know what I mean? Like, it's more of a difference in hierarchy, let's call it. And then actually something that I noticed Domino's did in terms of the COVID thing to at least which I used in the hotel sector is this sticker. don't know if you guys have this sticker on Domino's pizzas there. It basically says that you're the first person to touch this pizza, which has been, you know, cooked to this many degrees in terms of the, you know, bacteria. So when the pizza arrives in your house and it's sealed. In the hotel aspect of it was that we sealed the rooms after every checkout with this sticker, which you have to rip to enter the room. And that gave at least the feedback I got from my clients with it gave the people who were entering the room at least peace of mind, that this room has been cleaned and has been empty for a while before them stepping into the room, which in turn, helped them. So it was something kind of I saw somewhere implemented somewhere else and it was good. Very nice. Thank you for sharing that. That is that would be an answer for the last question on that worksheet about urgency. COVID is creating that kind of urgency and how can you manipulate the technique in a way that answers those questions? So awesome. Share Charles Rodrigo. Yes so the two things are going to bring up. One kind of goes into inbound marketing and the other one kind of goes into Alex. Question is there's a website called answer to public where you can type in a subject and it spews out hundreds of different, maybe not hundreds, but dozens of different ideas. And these are pretty much frequently use search terms, and you can start building content around on your website to start driving organic traffic to, along with unique carousel ideas. These are pretty much questions that people are asking that you could go purchase ideas for now for ashes. Question for the video inside your email. There's a great tool from Vineyard that's called go that you can embed videos inside of your email and somebody watches it. You get a notification of when they watched it, along with how much of the video they watched, and I think Wistia also provides something similar to this. Or soap box, Yeah. Correct so it's similar like soap, box or loom. So I'm not familiar with gloom, but yeah, similar to soap box, correct. But it gives you the data that they have watched this video or not. Exactly so I can do like 1 minute video and you know that at 30 seconds or something that they didn't finish watching that you wanted to bring up. You could leave the conversation from that point versus having to cover something in the video that they already know about. So like that? So strategy you're breaking. What did you say, last sentence? So I use that as kind of as a strategy of knowing sin a 1 minute video of don't watch the first 30 seconds when I pick up that call with them, I'll pick it up from that 30 seconds and moving forward. So like, I'm not covering something that they already heard me say. And got it. That's help. Thank you. Sure thanks, trigo. For the nitty gritty. Chris, I'm not seeing any hand, so you have the floor, sir. OK, so I wanted to open up to everybody. This is the broad question just to kind of take the temperature of the room to see if this has been helpful to you because it's been suggested by several people that we try to go step by step, work together, do the homework, have accountability and that's why we're doing what we're doing. So I'm just open right now to kind of just feedback to hear what you have to say. One thing I will have to say is this, and you guys heard me say something that maybe I should have phrased differently, but I just needed to send this message through you, which is this and it's just really just I'm a tough guy. I'm a tough instructor where I want you to do something. I need you to do something. I need you to take action because the action is the only antidote to fear and so many people, it's like, if you had done this, we would be here. I personally don't gel with that kind of thinking, but OK, so we're doing this now. I have to ask you, since there was relatively low participation in doing literally exactly what we thought people had asked for. I need feedback like do we need to do this differently? Do we need to do this more frequently, less frequently? What's what's the problem? What's the challenge? Help me understand because I want to get you guys to success. So I need your help here, please. I'm all ears. Personally, for me, I don't know if you guys can hear me. Yeah, OK. OK personally, for me, I mean, this was very helpful because I am new and developing my business. And so. This is I would like to see maybe not all the content, maybe like this, but sprinkled throughout like different educational stuff, but also like this practical kind of stuff. It really helps because as of today, like I just need to fine tune my I did an Instagram carousel and I just need to fine tune it and clear up the call to action at the end. And I'm ready to go. And it just. I think more of this would be great. Thank you. Who else? Well I think for me, this was a great boost. This is for the first time in my entire history of plus 3 years. So that in four day four days I created an ad, I created a landing page along with team. We developed it and we went live with that landing page as well, although it's not working, but we went light. So that was a great boost. Thank you so much for this one. I like everything that you said, except for the last sentence, although it's not perfect. Screw that you did it. That's the most important part. So please do not discredit yourself by saying that. Bravo hats off. You know, the amazing thing is, I know you guys, and this is going to sound like those crazy motivational things you are so capable of much more than you give yourself credit for. And all you have to do is just take that first step. The people who run marathons, they just think about eight minute runs, that's all eight minutes. And then the next 8 minutes and the eight minutes. They don't think about the 27 kilometers they have to run or whatever it is. Don't think about that. That's the stuff that kills you. Good job. Who's next? I'd like to pipe in real quick. This is my first time kind of getting thrown in this session, and I actually found it super helpful, even though I wasn't entirely sure everything that was going on. I tried to make it in the last session. There were some complications. Go figure. But yeah, and I really actually enjoyed, even though I didn't necessarily have an opportunity to do this homework, having the breakout rooms, having some of those questions asked to kind of brought up some really good, really good points for me. And, you know, one of the conversations, I think, kind of distilled down to sometimes we overcomplicate our own process and instead of actually answering the question people would have, we come up with our own script that actually doesn't answer the question if that makes sense. So that's kind of something I'm going to try to be more self-aware of now. Yeah, this is super helpful. I totally do this again. Even, you know, just kind of jumping into it. Not sure what's going on. It motivates me. It gets me kind of excited and ready to do something. Awesome, Jason. Thanks for jumping in here. It takes a little bravery to jump on one of these calls, especially when you're thrown in. I'm going to speak for some people. I'm sure people have been here for a couple of years and they're still feeling the same way that you're feeling. So don't worry about it at all. All right. Mo, who's next? We should pick somebody. OK Natalie has to go. Yeah, I'm talking on behalf of somebody else who sent me a message here. And she is new to the group and she wants to know, like if she never done any lead generation before at all. What one thing she can take away from this exercise and start doing. One small step do homework that. The homework, I think doing that worksheet will give you clarity on so many things your client, your niche and the problem you're solving, and once you have that worksheet completed, then lead generation will become a lot more clear. Or maybe the next question will be clear for you. That's where I would start personally. OK, so I'm going to add to this. OK, so this is a fill in the blank game. You guys ready? Don't say anything, just answer it in your mind. The number one most important thing in catching big fish is. What's the answer? The number one most important thing to catching big fish is. The real somebody might say the hook, somebody will say the bait, the boat that you're in, the lake that you're in. And the only answer that matters is where are the big fish? That's it. You could sit there in the most beautiful lake. And the best boat with the best bait, with the best rod and reel and tackle. And you got the cool hat on and the whole bit. But if you're not where the big fish are, you have zero chance of catching the big fish. So when Mo was saying, you need to know who the client is, this is the thing that we all avoid and I don't know why we really, truly avoid this. We we talk about empathy, we talk about imagination, but we show no empathy and no imagination. Think about who this person is and you can sit down in a room and just say, who would be my dream client? Well, write a little love letter, you know, you guys did this when you're 12 years old, I remember, like, imagine the most beautiful, amazing, intelligent, charismatic boyfriend girlfriend that you ever thought about and you start to think about this person, they start to become clear. How tall are they? What's their build, the color of their eyes and their smile, whatever it is, and you sit there and you think about this? And then through that, you find out a lot of people are not right for you. Like, what are they into? Are they athletic? Are they into sports? Do they have a funny laugh? Do they Snort when they laugh? Do they? What kind of activities do they do? This is the thing that we're all avoiding. I don't know why. I think it's because we're afraid, and part of it is like, we're afraid that if we just pick somebody, that means everybody else is not going to want to. It's not interested in us. But the exact opposite is true. When you start to narrow down, you start to know who this person is. I think Ashley was asking like, who was my target market? It's like you got to pick somebody you really do because as soon as you do, everything becomes really clear. Well, my ideal person is 40 plus years old. They run a multi-million company. In fact, it's actually more than $200 million in revenue. They're in the biotech space. That leads me where? Where's big biotech? Oh, they're probably mostly in San Diego, because that's where biotech is for a lot of there's a large congregation of biotech. If there's a lot of Silicon Valley startups, well, it's in Silicon Valley. So as soon as you start to figure out who you want to work with, who's your dream client, not just who has money, because that's a very short chase that's just like, who's beautiful for the moment? That's the problem. As soon as you do that, everything becomes crystal clear where they hang out, what they're interested in, what their values are, what their beliefs are, what challenges and jobs are trying to accomplish and get through. Everything becomes really clear there. So that was a long way of answering what Mo or had already said more succinctly than I did, which is figure out who your dream client is. Ok? OK, we have a lot of hands up this is awesome. I do want to say somebody wrote in the chat feedback, and I want to address the feedback very quickly because it's good feedback. He said the breakout time needs more time, or maybe divide it into two every time, and there was a little bit of stress when you didn't finish the homework by the deadline. That's good, even though that's perceived bad, that's good, that pressure in the breakout room. To do it in a minute, that pressure to have one week will overcome that perfection monster that we all have. And just something, even if it's not as great, that's good. And the thing is, this workshop is the first and you can continue it outside of the group with people and more people. So thank you for that feedback. OK, well, great. I want to ask a question before you pick somebody else. Go ahead. Just raise of hands. How many people know who their dream client is? And don't lie. Please just be honest with yourself, Aaron. OK, I'm going to scan this room. Well, I got this. There's no this. Come on. There's either this or there's not. Look at you. It's not a swimming competition. All right. So a couple of you, not that many. So we got to work on this. Like, how do we target somebody that we don't know? This is really critical. It's like, I want to give you a sniper, a gun, not a shotgun. Hit one target, that's it. All right. OK, Mo, who's next and we've got to do this fast because I'm your coach and call in like minutes here. OK, Priscilla, I'm choosing based on people that may have not spoken yet. So Priscilla. Well, the my niche is what is holding me back. I'm very conscious about that and I would love if other people in this group want to do something about thinking of our niches, I'm up for that. And then I think what's happening is this was from your prompt about there is a group movement. What happens if a new person comes in and there's that group movement where we're doing lead generation, but they are not ready because they just got in? So I think that's what's. A flaw of the system at this point is that group movement, but I don't understand you raise two things. One is you need help with niching down, right, finding your target market. OK, so that's one thing. We're going to try to limit these things to one challenge, one problem, one goal per person. The second thing is this group movement like, I don't understand that. What do we talk? It's just because I was reacting to the earlier prompt of when you were asking, like, how do you want to have a feel for the room right and how everybody is liking or not liking? I was just saying that for the new people that are coming in because when I remember being, you were following this group movement. And if you're not ready, to. There's so much for us to learn. And when we're like lead generation, we should have been really clear about our services and who we're targeting and how we want to do this. So if they're not ready? You cut out there at the end, yeah, that was a cliffhanger that was like an episode of Money Heist. If if I may. Do you mean that different people are at different stages in their business, and that's why there's the disconnect in terms of the group and individuals? Yes OK. OK that's all you. That's all you, homie. That's all. You add something to that because I'm fairly new. I'm fairly new. And when I just joined the group, I was overwhelmed. I didn't know what was going on, where to start. And I think just need a little bit of time to kind of get your bearings, figure things out and get to a point where you have a great BPP, which is really important. And then just go after it because now I'm like the most motivated that I've been in years and it just kind of like, you get plugged in. And then you just kind of join the flow at some point. Some people might take a little bit longer. Some people might jump in right away. But I don't think the group should slow down. As a new person, I don't think the group needs to slow down at all. So I just want. So I just want to like specifically explain my thought when I say group movement, because I know Chris, that you are wondering why there's not enough of us doing the homework and doing the work right? Yes and I just recall at some point when I call group movement movement and I've been in the group for over a year now, there was a whole movement at some point about creating passive income product, right? And this is where David just took off with his thing, which was amazing to see, right? And or maybe this was after when the Instagram movement. But what I'm saying is, there is a movement about passive income. There's a movement about Instagram now. There's a movement about lead generation. But if you are not read like I knew I couldn't participate in the passive income because I was not there in my business. I was not ready. I didn't know anything. So that's what I'm saying. Like, there is a group movement, but you are either ready or you're not for that movement at that time. Am I making more sense? Yeah, you're making total sense. So let me try and put this together here. I'm watching my time here. So, Tim, thank you for sharing that as a new member, there is this common thing that we hear of overwhelm. I'm curious to for those people that are new, I believe Els worked on how to reduce overwhelm. So there are videos that you watch and like, OK, you're going to get overwhelmed, please. Here's the thing. It's a buffet. Don't gorge yourself on the first day. And that's the problem, because it's there doesn't mean you have to eat at all. Actually, we advise you not to eat at all, to search for a problem that you're having and find the answers for it and the wonderful people annalee, Moe and Alec, they're here to help. They really are so lean into them, OK, because there's lots of resources here, we can plug into. Let's talk about the movement. And if I had the magic wish for you for this call, everybody, I would say, like, I just want to give you the courage to try. You will never be ready and said, this is binary. You're either ready or you're not ready. I'm going to tell you, since you brought up David's name, I don't think David was ready. I think, if I'm being honest. And I'm going to share it and David's like, oh, guys should not have joined us, call here we go again. All right, I'm just going to throw it out. David is not ready. He was ready to be a doctor to build rocket ships to Mars and to do all that stuff. But the beautiful part is when Dave heard an idea, it scared him. But he just decided, you know what? I don't care. Maybe I trust you. Maybe you're saying something that connects deep inside of my heart. And he had strong conversations with his parents, let's just say, dropping out of medical school. His future was uncertain. He doesn't have a background in design or social media marketing. He doesn't have any of those things. So he's the least ready that I can think of. Not, not totally, but the least ready I could think of as a person who's going to go do this thing. This is the beautiful part when we say, let's do lead generation and those of you guys that don't have enough sales, you don't have enough in the pipe. You got to just say, like, what the hell am I doing? I got to just try this thing. This is the part of suspending disbelief. And I know this like if we all like grouped together in one giant human pack and we tried to move a Boulder together, we can do it if we all push at the same time. We can do it and we can support each other that way. OK, Priscilla, I know you have an especially difficult life. I want to be sensitive to that because you're a mom, you're a wife, you have kids, you have a business. There's a lot of things going on. I know, and there are most definitely interests from the group that we try to address. That's what we're trying to do is to be good facilitators is when there's enough people who want something, we cannot ignore that. So we push. OK, now I want to add something, I want to add something I know that in the past, usually the topics were framed based on what Chris had found to be hot for him, as well as hot in the industry that he was in. Hence, some things like Instagram and content building now with multiple different moderators and the way in which we're scheduling the calls, we are taking the time to deep dive at the beginning of the month to service a majority led topic. I just want to say this from a logistics standpoint outside of the fluff. The majority led topic for this month was lead generation, and we're going to continue to get better at surfacing the majority lead topic. A comment that I saw in the chat was maybe I don't want to participate in the breakout rooms, maybe I just want to be an observer and we're going to make room for that. So when you're on these calls, maybe you're just listening, maybe you're just trying to understand, or maybe you're going into a breakout room with someone that has the same problem as you. But I just want to say we're going into the motion of doing it for what the majority has found problematic right now. OK, I want to tell you guys something. Since Anna Lee has surfaced many of the concerns because she's into multiple groups right now, so she's kind of my conduit to like what's going on, what's the vibe, the pulse? And then you guys are saying, we don't have enough work and this is going to be true, probably across the board. So what I've done and in my commitment to you guys is as long as this information comes to me, I will do my best. What I'm doing is I'm exchanging my time for a little bit of your money. So when you said, Chris, we need to know about sales and lead generation. All I've done is this deep dive. I want to show it to you, ok? Book after book. I'll tell you, I haven't read them all. I've read this book. OK, I'm getting into this book. I finished this book. I'm halfway done with this book. I'm going to get into this book. So what I'm going to do is I'm going to gather all this stuff and synthesize it for you so that it's just not me going on my gut instinct. I'm going to read the books for you. I'm going to watch the videos, I'm going to take the courses so I can distill this information down to you. It's quite interesting naturally, and I'll be rolling this stuff out in the very near future. OK, next question and this is the last question because I got to go. Mo, you want to? Thank you so much, so I just wanted to mention that it all started for me with the whiteboard session with learn anything in five steps and then it connected with free calls on lead generation. And I also had the amazing luck to be part of three groups that took on the homework. So what happened? The women's group Mo initiated the group, and even in the title call, we had discussion about lead generation, so it was a unison. Everyone was taking on the challenge, banding together to help each other, to challenge each other, to debate, to refine and actually take the step. And it it gives me it gave me hope. It made me feel embraced and hurt. And also in the tight-knit group, we went really deep. And it boiled down to what we perceive of as success, what gives us peace of mind and what gives us purpose. And it's a good way into just creating a lead generation tool that can also be applied to everyone in the world. So the big three things that came up is, how do we get peace of mind, what we perceive as success and what's the purpose? And if any of that helps I, I would be more than happy that I did something very nice today for a few people. Thank you. Thank you very much, louwana. That was very helpful. Mo, let's do a question and let's get out of here. OK do a question. Is there a question? Is there a question left in the group? So Emanuel had his hand up? Yeah Emanuel had one hand out. A lot of hands went down. Yes, someone some. It was right after Priscilla had made the speech, so I think everyone was feeling maybe something similar. Yeah I just want to support what you want to said because to me, it was this bookending week one. I kind of wrote it a bit in the chart, but week one with the intro and the just getting your feet wet and just moving to action a bit. And then there's a homework assignment. And then getting that together. I worked on this with Adam on one study group I worked on with Alicia and Adam on another study group, the Titan call with Mo, where we cleared up a whole bunch of questions like pre to this was like insane. And then the tie didn't call where we deep dive into mindset that ioana. Just the fact that we were all aligned and energizing and doing this together was extremely, extremely powerful and using the study groups to support the homework and just the work. What we're learning as a group was this was honestly it was the best week I've had ever since this. I can't believe how much material I've created. The biggest problem is obviously it's perfectionism and like, you know, narrowing down and what you talked about, Mo originally at the beginning, but I interviewed actually my my, my, my, my target market. I actually make calls on interview them. I wanted to be real clear as to what they wanted and then, you know, and then to try it on each other. So it was the whole roleplaying workshop I can't say enough about this week. I wish every week were like this week. OK, thank you very much, Manuel, does something you have a question, thank you for saying that. Appreciate you. Anybody else? That's it. Well, going once I had a question for you, Chris. OK that's how do you feel about all this? Like, I was curious to see how you were coming in last week. You're like, if you're dead to me, if you don't do this and then you come in this week and you're like, guys, it's OK. If you didn't do it, just enjoy talking to I'm like, what is this? What is this? Where did Chris go? Where did hard? All right. It's not really me. I feel like you. Are you getting it? We did. What's want to get a Pat on the back? OK OK, let me clarify, told the tape. Chris, replay the test. I will replay the tape. I will say this. I went to my wife. I'm like, honey, I think they want me to support and love them. And she goes, she looks at me right now and she's like, that's not you, baby. I will do that. I'm like, Oh god, I'm just not that person. It's not within me. It just not. I'm the drill Sergeant. Yes last week, what I said, and I hope the tape will prove it to be true. I don't know. I have asked Alan to edit it out. So I was like, we don't know if you weren't there. It didn't happen. OK, here's the thing is, I am just not this kind of person who is going to lean into this idea that, oh, if we just had this, if somebody would just tell us this and somebody literally tells you and gives you what it is you want and then you still don't do it, then I said, then don't talk to me anymore. I didn't see you dead to me, but just don't talk to me anymore about that thing. That's it. OK, because I just don't want us to do it's like, I need oxygen, here's the oxygen, I don't need oxygen, I need this other thing. It's like, I can't do that. It's just chasing things around and round in a circle. And it's like, oh, OK, this last week. Admittedly, this last three weeks has been brutal for me. I've got to be honest with you because the amount of prep and reading and getting ready for these things and testing and calling and just like, that's not working, it's a lot of work. So it's extremely disappointing. If you don't put in the work and it's like, what am I doing is for I don't need lead generation for myself. I don't need to niche. These are not my needs. So I will say this. I'm committed to anything that this group needs because I have time to do this. I just need to know what it is that you need. That's it. So if it works for you and it sounds like at least work for two people and you want to and Emmanuel, well, we got two people on the train and I'm happy for that. That's it. So I'm happy. I'm generally a very happy person. Alec, just to let you know, I'm happy. I mean, I'm really happy person. It takes a lot to make me not happy. But I'm also not a person who is going to infantilize people. You need to know that about me, ok? And I learned this term from my therapist many years ago. And she said, like, when you do stuff for your kids or your wife or adults, you infantilize them. And then I started to realize like, this was happening at work to everybody, come to you with a problem, and then you would solve it for them. And then what they do is they regress, they become less capable, they become less confident. So I'm that kind of person you're like, oh, tell me what? The next step? I'm like, no. If you've been able to formulate the question, then that means you can find the answer. I'll help you find the question. But after that point, you know how to find the answer. You literally just type it into Google and it will tell you 10 things. That's it, right? I don't know. Let's let's move on. That wasn't that was a question, but oh, I'm out of time. I know you have to bounce. Adam, is it a question or do you want to just say something? Go ahead real quick. Just like a reminder, Wednesday's program study halls. Six PM Callie 9:00 PM Eastern. And if you want to continue kind of what we were going on this call, that would be a good place to get an hour sprint then at least. So just a quick reminder. Thank you for that. That was awesome. I'm going to I'm going to update you guys on what's happening next week. So this call will have the deck. If you have not finished the homework, do your best to finish the homework, whether it's niching lead Gen, like understanding your client. This this is like deeper than just lead generation next week we have a sales prospecting. The only word I can use is tyrant. Like he has this process of reaching out to people and I mean, reaching out to 1,500 people a month, and he's getting like his close rate. He's also, well, you'll meet him, but that's what we're going through. So everyone shows how to sales outreach, how to prospect how to get leads sooner rather than long term Legion. So he will be walking us through his process and his methodology next week. And then Chris was telling me, if we don't need to jump to another topic next month, we won't jump to another topic, we will get. We will empty the well as much as possible to then move on. We will get closure around this. So the usual rough outline of the month is identify the problem at the beginning and then workshop toward like lecture and workshop towards the end with a guest speaker. So it may be lead again next month. It maybe not. Once we surface, we'll know. I want to end on this note. I want to end on this note. I care deeply about your success and I want you so bad to win. And I know so many of you guys are going through the many challenges that we're facing from the economic slowdown, from covid, from your health concerns from Black life matters to sustainability to conscious companies. I really, really want for you to win. And it's so it's like, I can't will it any more than I can. I can't fight the fight for you. I can't pick up the phone and do the calls for you can't do the design work for you. I just cannot. But I will do everything else short of that. I want you guys to use whatever energy and insights that you got from this call today in a couple of weeks in the past, and just use it to crush this week. Please go do what you need to do. OK, I'm out here. I got to run by you. Ready? that's it. Bye, everybody. Have an awesome ride. Thank you. Thank you. Thank you. Thank you. You're awesome. Oh, you're awesome. And if you guys don't do it.

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