Platinum Program Secrets Bonus VIP Call Part 1

Transcription

1 Hello and welcome. I m Elizabeth Purvis of MarketingGoddess.com and this is your special bonus training, How to Make $1,000-10,000 In One Day with VIP Intensives and Virtual Workshops. I m really excited because in this training you re going to learn exactly how you can earn more in a single day than you may have ever made in a single month before, which is pretty cool. And even cooler is that you get to do it in a way that your clients love and helps them get incredible results. The how, of course, is the VIP intensive or the VIP day. So let s jump right in here. What is a VIP day or a VIP intensive? A VIP day, it s very simple. It s anytime you re spending concentrated time with someone or a group and you re focused on a specific topic. It s an intensive where you walk them through whatever it is they need to do. A lot of the times you re actually helping them do the work on the spot. Do the work on the spot. Most of the time this is taking place over the course of a day. Now, one thing that s very important about the VIP days is that you re focused on a specific topic. This is what separates the VIP day in the way that I teach them from the VIP days in the way that a lot of professional consultants and some of the gurus do them. The way that this is mostly done or it s been done up until now is like this. The coach or consultant is there, their client shows up and the coach or consultant says, What do you want to do? That s really exhausting first of all, and it s also a recipe for over delivering because it leads to a lot of customization. And also a lot of bending and adapting to what the client wants. It s really, really easy when a client has made a significant investment to go into this pleaser mode, or to never feel like you re doing enough. This is not what you want. Instead, by focusing on a specific topic you practically guarantee that you don t over deliver. You set the agenda, you re going to be walking your clients through a specific process that you created. So your clients will understand the scope from the outset and they re going to get what they need. So a VIP day is anytime that you re spending as concentrated, focused time and it s either with an individual or a group. You re focused on a specific topic. So why are these such a great revenue stream? Why are VIP days so awesome? Well, a big one is credibility. When you create VIP days on a specific topic you gain instant credibility. They get attention and you start to become known for certain things. Another really cool thing is that when you create VIP days on a certain topic you can then deliver them over and over again in a number of formats. They re very, very flexible. They re a great way - and this is one of the [1]

2 things I love about them, they re a great way to test out what you re doing. You can use the VIP day format as a way to test and try out some of your material. It s a great test run for your signature system, or for a small piece of your system. One big mistake that many coaches, practitioners and healers struggle with is waiting to get everything perfect before they go out there and get clients. It s far, far better and you re going to make far more money when you take it in chunks. Put something small together and get it out there with a few clients, and then you course correct. You can put your system together, have a couple of conversations and go get a new client. That way you get paid to create your system, you get paid to develop your material. You re going to discover a lot of new information that you would never have before and your client is also going to have an awesome experience. Now, another benefit is that there s really just very little lead time to market. You don t need to do a lot. If you do have a list, even if it s a small list, you can send a few s to get some strategy sessions and you can have your VIP clients booked within a week or two. It s really that simple. Or have them on your calendar, just have them on your calendar all pre-paid and ready to do. You can also get VIP days at a networking event or a workshop. Anywhere that you just have a conversation you can go get a new client. Another benefit is that there s no travel. There s no travel - or rather I should say there doesn t have to be any travel. A benefit for doing them virtually, we re going to talk about how to do them virtually, is that there s no travel. It s really just a telephone, making sure you have a way to get people their homework before their day and that s it. Really, really simple. And you can see that those are extremely low overhead and they re practically pure profit really. Another benefit is that they re incredibly easy to sell. They re incredibly easy to get clients to say yes to. It s very, very doable, for example, to create a VIP day for $1,997. That s $2,000, or somewhere between $1,000 and $2,000 and get clients at that level. That s where most of my clients start at. The numbers go up from there. Truly if you are used to under charging, if you re not used to charging premium prices for your services, VIP days are a beautiful way to do what I like to call stretch your money bucket and to get your feet wet with the idea or the concept of doing high end programs. So if you really want to offer platinum programs but you just have some doubts, if you re going, Can I really do it? Will clients really pay? and things like that, start with VIP days. VIP days are a high end offer and you can structure them to lead right on into your platinum program. In other words, you book a VIP day and then at the end of the day you re going to be making an offer to continue working with you. Your platinum is the offer. If you want to offer platinum but [2]

3 you kind of want to take it in steps and you want to just challenge yourself and take it step by step, VIP days are a great way to do it because you re going to experience how simple they are to sell. Let s talk about some of the different ways to deliver VIP days. You can do them in a group, privately, either live or virtual. Let s talk about the virtual private VIP. These are probably where you re going to start. They re where I recommend you start because they are so simple. You need very little equipment. You need a telephone, a headset, a way to record your calls and that s pretty much it. It s entirely done on the phone and you re going to be hopping on and off the phone all day. These are also the easiest to schedule. You can talk to someone today or tomorrow and if you both have room in your calendar you just put it right on there. I have lots of clients who ve done just that, and I ve done just that. They don t require any travel. Private virtual VIP days are where I suggest you start. That s what they are. They re just on the phone, you and the client hopping on and off throughout the day. Now, group virtual VIP days is just like a private, except you re leading a group. So you ve got three or five or ten or even twenty people on the line instead of just one. Again, very simple. Very, very simple. You would do them just like you would any other teleseminar class. And again, these are great for testing out your material. You can market them like you would a teleseminar course. But instead of doing four classes over a couple of weeks, you do it all in one day. One of my private clients, she s been using this format to develop her signature system and it works really, really successfully. She s been able to test her system with a good number of people in a very short period of time and develop the material in a short period of time by giving these group workshops. Also a thing about group VIPs that you want to remember is that they re highly leveraged. So you could easily put one together on a specific topic and you could charge $1,000. You could do that. You could charge $1,000 depending on the topic, depending on what you re going to be covering. That s entirely possible. We re going to be talking about one of the reasons why these are so valuable to your clients. It s because they get things done quickly. They are investing in the speed, right? So you could do a group VIP day for $1,000 and if you got ten clients in there that s $10,000. That s not bad, right? Or you can start a little lower. You can start at $297 or $497. These price points do very, very well. Get a few people in there and that s a nice little chunk of change. What [3]

4 is also cool about them is that then in those packages when you re doing group VIPs you can offer a breakthrough session or a strategy session of some kind and in that offer your private platinum in that session. We alluded to this a little earlier but I ll tell you, that is a huge golden nugget right there, that strategy that I just gave you. You can literally make tens of thousands of dollars with that one strategy alone, and that s what happened for my client Sharon Desjarlais. Let me give this to you now just to get you thinking. What you do is you create a group VIP day on a specific topic. A group VIP day. Virtual is a perfectly fine way to go. Include in that package a strategy session with you. So you enroll people at $297 or $497 or whatever it is for your workshop, and then in the strategy session or the breakthrough session that you do as a follow up, you re offering your longer term platinum program. You can design your platinum program so that the VIP day is kind of like the first little piece of it. So it leads right on into the platinum. That s exactly the strategy that my client Sharon used and she got nine private platinum clients all at once. That was a multi-multi-multi five figure launch for her. It was really, really cool. You can also deliver your VIP days live. These are great, again, especially as a lead in to your program. Or even as part of your platinum. As part of my platinum, for example, my clients come out to Portland and they spend two days with me in a two-day VIP day experience. Again, when you re designing your platinum program, chances are very good - well, one of the things you definitely want to include is some kind of intensive experience with you. Most of the time, not all of the time, but most of the time it s going to look like some kind of VIP day if it s a private or some kind of group retreat if it s a group. Let s look at why these VIP days are so valuable to your clients and why it is that they are so pretty simple to sell. The first reason is focused attention. It is such a gift to your clients to get to have you for a full day. I m pointing these out because I really want you to get how valuable this strategy is. It s not just for you, it s for your clients as well. This is a big reason why, that focused attention. I will never forget one of the very first VIP days that I ever did was for a phenomenal coach. You may have heard of her. Her name is Carey Peters. She and her partner, Stacy Morgenstern, run a company called Holistic MBA. She and I did a VIP day on one of my core processes, the Get Clients In 30 Days process. We created an irresistible program for her and we created a launch strategy. I remember her saying, Elizabeth, it s just so awesome to get to spend an entire [4]

5 day focused on me and my business. If you think about it, it s just a huge gift for someone. So the first reason is focused attention. The second reason is that your clients get in depth, personalized help. They get you focused on them for an entire day to create a specific outcome. That s huge. That s really, really huge. They get your help. And that leads to another reason why these are so valuable. That is that the speed of results. So your clients are investing in speed. They want an intensive where you can help walk them through whatever it is they need to do, and that you re helping them do the work on the spot so it gets done, it gets done, right? So when you create a day designed around a specific outcome and then you help them do the work and they leave the day with part of the work done, you can see how valuable this is. That s a big reason why VIP days are so simple to sell. You re really creating a huge amount of value very quickly. Speaking of easy to sell, again, part of the beauty of this is you don t need a huge following. You don t need a long list or even a list at all. You just need to have a single conversation with one person to get a client, and that s it. With a group VIP day, here s another idea for you. You can easily include it as a bonus for whatever group programs you re doing. I ve done this many, many times and my clients love it. It really increases the value of your program. For example, for my Goddess Business School program I include several VIP day workshops. In this last time that I delivered it, I included a copywriting workshop where I shared my own personal process for writing copy. I know that my copywriting is one of the things that my clients really like and really value and want to know how to do. I know I have at least a few people in that program that told me they actually signed up for the program because of that workshop. They wanted that workshop as a bonus. One of the ways to inspire action on the part of your potential clients is to include a bonus that they can t get anywhere else. A VIP day is a great way to do that. You re probably wondering, Are VIP days really a full day? We re talking about a day. Is it really a full day? Are you going to be on the phone with someone all day? The answer is no, you re not. In reality, they are about four to five hours of coaching or consulting time, plus breaks. Personally, my virtual VIPs don t run longer than six hours and that s when the break is included. What s funny is at the end of that time the client feels really done and energized. It s like we know there s natural completion and they re also ready to hear about what the next step is, which is really cool. [5]

6 That s what you want. You don t want people so filled up that they have to go away. We re going to talk about this when we talk about breaking down how to run your day. The idea when you re doing the stand alone days is that your client is energized, they re ready, they have something done and they can also see the value of continuing to work with you. Let s talk about how to pick the topic of your VIP day. Your VIP day is designed around a specific topic. How do you pick that topic? Part of the entire VIP day appeal is that people are getting something done quickly. They re getting momentum, they re getting a problem solved or a challenge done fairly quickly. So you want to create something that is easy for them to say yes to. I want to point out here, too, when we re talking about the topic that I m not asking you to choose a niche at this point. If you struggle with that you can just relax here and breathe a sigh of relief. I have a philosophy born out of lots of experience working with spiritual women entrepreneurs. I call that philosophy but a next step. Not a niche, but a next step. It s true, your clients are not all one. Right? You re going to be specializing. But in order to do that in a way that really serves you and your clients, you need to get into action and you need to get some information. So your VIP day is one of the ways that you can do that and you can pick a topic and get some feedback. You also may have heard around this niche thing and I want to point out that your biz is going to grow. Your business is going to grow as you grow and your niche is going to shift. So what s important is that you get into action by choosing the next step - a specific challenge that your ideal clients want solved and you know you can help them with. I just wanted to mention that because I know that a lot of people listening to this struggle with niche. Just know that whatever you settle on for your topic is just for your VIP day. It s not for your whole business. If you ve crafted your unique system or your signature system, you already have the makings of a really awesome VIP day topic. So it might be that your signature system, it might be that it lends itself perfectly to an entire day. So in other words, your signature system or your unique system might be something that you could take your clients through in a day. So for example, my Get Clients in 30 Days system, that s one of my systems, I can take people through that in a day no problem. [6]

7 Another alternative, or rather your system might be larger. If your system has lots of steps and is more extensive, then what you re going to want to do is pull out one topic with specific outcomes to design your days around. Let me give you an example. One of my mentors, Kendall Summerhawk, she has a system that she teaches her certified coaches called The Money Marketing and Soul Blueprint. It s very extensive. It s got eight modules. It can be delivered over the course of a year. One of the modules in there is called Branding with Archetypes and another module is called How to Charge What You re Worth and Get It. Now, each of those is like a little mini signature system inside her whole bigger system that she has for her business. Each of them can be delivered in a standalone VIP day or virtual workshop. Each of them can be delivered on their own. And guess what? Each one is a perfect lead in to taking someone through her entire system. It s a perfect first step for people to go through, get some immediate value, get a problem solved. Then they re ready for the next step in the bigger, bigger picture. A lot of people ask me, Can I have more than one signature system for my business? The answer is absolutely. This is one of the ways that you get to do that. Many people, myself included, I m in the process of creating systems for my entire business when I look at the path that my client travels through. What s the start, what s the middle, what s the end? All of that is made up of different systems. So the key for picking your topic for your VIP day is that it s specific, that it s focused, that it s something that your client can go through in one day. Let me give you some ideas here on how exactly to choose your topic. The bottom line for this is that you want to get your information from your current clients, your past clients or your potential clients. One is you want to really pay attention to whatever it is that your people are struggling with. You ll know it because you keep hearing them say it over and over again. So my Get Clients in 30 Days System came from a couple of places. It came because it was the system that I used to finally get my business off the ground and get paying clients. And then I noticed that my clients were all like, I need to get paying clients right now. I need the shortest, fastest, directest path. I ve been spinning my wheels. I need to get clients in the next 30 days. Right? Makes sense. Kendall s best selling How to Charge What You re Worth and Get It is the same thing. People kept saying to her, How do I charge what I m worth? How do I know what to charge? So what are people coming to you for already? That s one method for picking your topic and it s really important. [7]

8 I also want to give a little shout here to the body workers. This just came to me. If you re a massage therapist or cranio-sacral therapist or you do some kind of hands on energy work, one way to look at this is symptoms and conditions. What are the symptoms and conditions that your clients keep coming to you for again and again? Are they always coming for back pain? Are they always coming for migraines? Back pain or migraines or fibromyalgia or something else. Whatever it is that they re coming to you for, you can design a VIP day around those symptoms and conditions. Now, a second method for figuring out your topic is to call a few past clients and do a little informal survey. So it s just one-on-one conversations with a few people. Do more than one of them, though. Have three, four or five conversations. You re going to get a really good feel for this. Another method is to do a survey. If you have a list, you can use a tool like Survey Monkey. I use surveys all the time and I love them because I get so much information. You can ask in your survey something like, What is the number one problem you would most like to solve regarding X? So it could be, What is the number one problem you d like to solve regarding your love life? Or for me it s creating a six figure business. What s your number one challenge with whatever it is that you do? Another question you can ask, and this is a really, really great question, is this. You can say, If you could have one hour with me to ask anything about X, what question would you ask? So again, X is being your area of expertise. So if you could have one hour with me to ask anything about growing your business, what questions would you ask? Or if you could have one hour with me to ask me any questions about improving your relationship with your husband or wife, what would you ask? Now, if you re unsure of what to offer, if you really have no idea you re going to get tons of ideas from these questions. Here s a really powerful bonus tip on the survey. I ve created literally tens of thousands of dollars in new business from this doing this myself in my own business. One thing you can do is to offer in your survey the opportunity to have a breakthrough session with you or some kind of free session with you, just for completing the survey. So not everyone s going to get that session of course, but of the people who respond you select up to ten, or some number. For example, one survey I did I basically said, Everyone who responds gets a free report and from everyone who responses I ll select ten people with whom to gift a breakthrough session. It worked really, really well. [8]

9 What you re going to get when you do that is a ton of information in the survey and then you can also easily see who are the best candidates for your program, who are you most likely to be able to help. So you want to pick your topic. And even if you re a little bit unsure, just do your best. One of my core beliefs, and this really helps me take a lot of risks, is that literally it s not possible to make a mistake. What would you pick if you couldn t make a mistake? What I mean by that, my core belief is that you can t make a mistake that s so dire that you can t recover from it. I just don t believe that at all. This is not a big deal. Just pick a topic. What topic would you pick holding the belief that you can t make a mistake? Pick that. Another tip for you if you re planning to create a platinum program, again, choose a topic from your signature system that s the natural lead into your system. So with Kendall her coaches, we take people through the Money Marketing and Soul Blueprint over six months or a year. Many of her coaches do that. So Branding with Archetypes and How to Charge are the perfect standalone topics that easily lead into a program where the larger problem is doubling or tripling the business in a year. The platinum is the next level of service. It s the next step in your system to be taught and implemented. That VIP day is kind of a gateway into that. Let me give you another example of this. Let s pretend we ve got a health coach. Let s say that the first topic is How to Create an Optimal Kitchen to Eliminate Adrenal Fatigue. So let s say someone is experiencing tiredness, moody stuff, they can t sleep, classic symptoms of adrenals that are burnt out. Well, a kitchen makeover can be the VIP day. The kitchen makeover can be the first step where you re working with the health coach and you re going to makeover your kitchen and set up system so that you ve got everything in place to easily eat right for adrenal fatigue. So that s the VIP day. Now, what does that lead into? Well, it could very, very easily lead into a six month program where the coach is working with them to lose 30 pounds or whatever it is. See how that works? So they get the quick momentum, they get some results, they get in action, they get that jump start and then it leads right into the transformation. Here s another way to look at your VIP experience and the topic. Are you helping them get started? Are you helping them master a specific skill? If you re helping them get started, the kitchen makeover would be an example of that. Other VIP days, you could help them master a specific skill. So a sales trainer might help someone master the enrollment conversation or might [9]

10 help them master how do they get more leads, how do they get more people coming to them. That s another example. Or are you taking them through a process step by step? So my Get Clients in 30 Days is like this. I take them through the process. Here we talk about what s your topic that you re going to be focusing on. Next is we re going to create your program. Next is we re going to create your launch plan. Finally I m going to show you how to have an enrollment conversation. That s the process. These are some examples. They re different ways that you can go. A lot of times people will ask, Which one of these is right? What s the best way? The answer is they re all right. They all work. As long as you have a clear outcome for the client and it s something that they really want help with, they re going to be happy, you re going to be fine, they re going to want to sign up for more with you, it s fantastic. You re going to be learning and refining for the next time. So pick your topic. Now, let s move onto content. Once you have your topic it s pretty simple to create the content. I m going to share with you how to do that. You ve got your topic, right? You ve got your system. So you want to section that content into three to five simple steps or modules. Each of them is going to be about minutes long. If you have a signature system, you re good. Most of the time it s going to be that you re taking people through that system step-by-step over the course of your day, again if you re going through a standalone, unique system that can be covered in a day. If you re doing one topic then it s that step in the system. You want to section that down into the three to five simple modules or steps. Once you ve got the sections there you want to create some activities to get your VIP day clients into action. So in each of those little sections in the day itself, you re going to be doing some teaching, you re going to be talking and sharing content, delivering information. And you also want to create one to two activities to get your clients into action. For example, you could do a practice role play. There could be exercises that you physically walk them through, asking them to complete assignments during your VIP time. You ll be delivering these during your day. Once again, let s give an example of this. Let s say we re creating a VIP day for a fridge and kitchen makeover. You re going to be walking them through cleaning out their kitchen and their fridge. Let s say they re going to go sugar free. This is for the adrenals gal. One of the ways that you heal adrenals is to get rid of all the sugar. I m just kind of making this up. I don t really know from this exactly, so pardon me my nutritionists in the room. [10]

11 Let s just say that you re cleaning out the kitchen with your coach to go sugar free. The first step may be where you re educating them on all the places where sugar is hidden in the kitchen and they don t even know it. So a lot of foods contain sugar or stuff that s a lot like sugar. People think they re eating healthy when really they re not. That might be step one. That might be the first step. Where is the sugar hiding and lurking in your kitchen? An exercise might be for them to go through their pantry or to look at the food diary to see where their sugar is. See how this works? Then maybe the next step is where you do the big purge of their fridge and their pantry. In this step maybe you re delivering some content. Then you re actually walking them through the process. You re walking them through getting out that garbage bag and throwing everything away. Have them walk it out to their trash can in this symbolic purging ritual or whatever Then the next step might be where you help them with personalized menus to replace all the stuff that they threw away. What should they be eating instead? You help them find good substitutes and you help them create shopping lists that they can just take to the grocery store. Maybe that s another step. Maybe that s it. You can hear how we re chunking down the process here and that the end result is that they ve got a kitchen that is sugar free and they have systems that support them without feeling deprived. That s a quick example, just off the top of my head. If you have a signature system already created and you can fit it in a simple day, again you can go with that. Now, one big caution here. You want to beware of the urge to over deliver. I want to give you a mindset that s going to help you. I get this from my mentor Kendall. She credits her mentor for giving it to her. So here s the mindset for us chronic over deliverers. You don t have to give them everything you know. You don t have to give them everything they need. You don t have to give them everything you know. You don t have to give them everything they need. Now, these mindsets are really key to help keep you relaxed and your clients relaxed and getting results. So overwhelm doesn t lead to action, okay? It tends to lead to more stuck. Beware of the urge to over deliver. When you re walking someone through your process, let me just speak to this for a second, and there s a lot of information that you could be delivering, another example is enrollment conversations. I have a gal who s in the process of creating her VIP days around empowering people and helping them in their enrollment conversation. That s a huge topic. My gal has developed her system but even within her system it s a huge topic. She could be there for three days. What I [11]

12 coached her to do and what she wants to do instead is to really listen to what s going on with the client. Listen to the client s situation and then pull out the pieces from her vast knowledge to help that client and to create that personalized script for the client. So you don t have to give them everything you know and you can take what you know and use some discernment and give it to them. You want to just cover each of the steps, that s it. You want them walking away with something awesome and yummy at the end. Another no-no here is customization. This isn t incongruent with what I m sharing with you here because what you don t want to do is make up the whole VIP day from scratch, from the beginning for each client. That s really, really exhausting. Be looking at where are those places that you re tempted to customize, you re tempted to spend three hours preparing. Stay away from that because you find, and a lot of times people go into this place of, My business is different. All my clients are different. Totally customized. There may be some personalization within the steps. You ve kind of heard me describe with my enrollment conversation gal, but the same basic steps are the same. The same basic steps are the same. The difference is that you re using your expertise in the moment to support that client with the work. You re not starting from scratch. Now, remember they re going to want more at the end. You want them happy and ready for more, happy and complete and ready for more. There is more for them in your next level of program. This actually leads to our next point here which is how to create a compelling VIP day offer. How to create an offer for your VIP day. Let me go ahead and give you a very simple, proven blueprint for a VIP day package. Let s say that you have your steps designed for your VIP day. You ve got your basic content you re going to teach and the activities. You ve got that. The next thing you want to ask yourself is, What assignment can you give them to help them hit the ground running? What can you give them before the day to help them get into action? This is great because clients will already be making progress, even before the day. It s another tremendous way to add value. For example, if I were doing a Get Clients in 30 Days VIP day, I might create a bonus audio training to help them choose their problem and the solution and create their signature system. In fact, I do have that audio training and I give it to everyone at the beginning so they have that at the outset. Choose their problem and solution, create their signature system. That s really important work for someone to do before we start to work together live. Even if it s just in draft form, they get started on that before they arrive. It s a jump start. Clients love it. [12]

13 With that kitchen makeover, have them complete a food diary for a few days. If you re a body worker and you are going to be working on their back pain, have them document where is the back pain, when is it happening, how does it feel to them, how does it feel in their body, what does it look like? You can go through all the modalities. There s all kinds of pre-game homework. You want to do this again, not for your client but also to support you. In my VIP days when I do them, I like to have a lot of information because that s how my creative brain works. I like to have a lot of information in there swirling around so that when I m there with the client I can just - it s started to come together, it s started to gel. My homework is designed to support me in that and it also gets the client moving, too. Now, if you can t think of a pre-game assignment, if one s not popping to mind, don t worry about it. You can leave this out. You don t have to do it. I like to do it. It s also what s called a stick strategy. It s a way to get clients involved with you. It s a way to after they ve made their investment that they re involved and they re not - you get them into action and you get them engaged so they re not scared of backing out. All right, so the pre-game homework. Next you want to ask yourself what bonuses or checklists or templates or done-for-you material can you easily include? Now I highly, highly encourage you to think in terms of done-for-you material. This can be really simple. It doesn t have to be hard at all. If you think about the donefor-you materials that are provided for this bonus and provided for the class, if you purchased this or are receiving this bonus training with a class, there s done-for-you material in that class. Think about that. A lot of it is really simple but remember that what s simple to you is often extremely valuable to the client. So you might be thinking, It s just this checklist. Who cares about this checklist? Who cares about this checklist of bonus ideas? Your client cares. That s an example from my business. I ll tell you, I look at that bonus list and I m like, Everyone knows this already. Well, a lot of people don t actually. It s really important. We take that for granted. We take that for granted that everyone knows what we know because it s so second nature. But the stuff that is so simple for you, that s what s so valuable to others. That s your zone of genius. That s your brilliance, right? The irony is that most women under value it and don t do that. So really ask yourself, dig deep. What done-for-you materials, what bonuses can you give them? You want to think about that. With the bonuses you always want them to be in alignment. You don t want them to be junky bonuses. That s not what I mean. I mean like bonuses that don t have anything to do with your topic. Remember, this is about simple and streamlining and not overwhelming your client. So [13]

14 don t include things that aren t relevant and definitely don t pad on the bonuses. When you start to pad on lots and lots of bonuses and heaping on the bonuses, clients actually start to have some concern in their mind like, Is this really worth it? Why does she need to pile on all these bonuses? Isn t the training enough? You don t want your clients thinking that. So you select bonuses that are in alignment but you start to think about, What are the bonuses that I can include? What are the extras that I can include? Then you want to ask yourself, What results driven homework assignment can I give them when the day is over to get them into action? Again, this adds value. You want them taking action on whatever it is they learned from you. Okay? So think about what s their next step. You want to give them something, the next step. That s usually pretty obvious. If I were doing Get Clients in 30 Days, the next step is go get a client. Go get the client within three days or something, right? So what s the homework assignment? I also like to include a follow-up celebration or check-in session. This is where you re holding them accountable to taking action. That s huge. We re going to talk about that a little bit more, about what to do with that. I like to include, especially for the virtual days, recordings of all calls. Recordings of all calls. This way they get to go over it again. My philosophy here, part of my come from with the recordings, first of all everyone just loves it. There s going to be too much for them to absorb. You want to have them present during your time. But I also like to really think about how can I give them everything that I need to duplicate their results? Like when someone comes to me for Get Clients in 30 Days, what do I want to put in there so they can duplicate the results? If you have a product of your signature system that s a perfect opportunity. So they ve got the system there and the product and then they re getting it from you. You can use this blueprint here for either a private virtual or group virtual or a live private live VIP day. Let s go over how to structure your day so that you stay relaxed, are high energy and really you ll see with these outlines that one of the things you re doing as well is the day is structured so you give them a phenomenal experience and lead them toward taking the next step with you. Let s go through one of these outlines here. You ve got two sample outlines. One is for shorter chunks and the other is for a little bit longer chunks. I ve used both very, very successfully. I tend to like to use the one with the longer chunks, just FYI. That one s my personal preference. But it s totally up to you and your material. Let me just step through this one with the shorter chunks. Really what I m about to say applies to both. [14]

15 You ll see that we ve got a virtual VIP day sample outline number one. We ve got five different calls. I want to say, too, that this can very easily be adapted to an in-person day as well. You re going to discover your own rhythm with these things. I ll tell you just from experience, these outlines are a place to get started but you re going to discover what works best for you. The principles, that s what s important. The very first thing you want to do in the very first call is you want to welcome them. You re opening here is really, really very important. You want to welcome them. You want to reaffirm why it is they re investing in this. You want to re-establish value. Again, it s like don t assume that people are going to - and I used to do this - just connect the dots and know why it s valuable. From their perspective they ve taken a leap, they re making this investment with you. You want to say to them some things at the beginning of that day why this is important. Why is it important for them to learn how to do their enrollment conversations? Why is it important for them to clean out their kitchen and completely free it of sugar? You can say, I want to welcome you and I m so excited because, blah, blah, blah. Because when you get your kitchen free of sugar, all kinds of these awesome things are going to start happening. So why are they investing in it? You also want to establish outcomes. Be really, really clear on your outcomes. You say - and this is my favorite phrase and those of you who have been on a conversation with me you ve heard me say this before. I say it in classes, too. I like to say, Let me share with you how this is going to flow. Let me share with you how the conversation s going to flow. Let me share with you how the day s going to flow. First we re going to do blah, blah, blah. Then we re going to do da, da, da. All the way to the end. Oftentimes in that day you re also talking about in those chunks what it is you re going to accomplish, what you re going to get done. In the first part of our day we re going to do XYZPDQ. Then we re going to take a break and then we re going to come back and do ABCEFG. Whatever it is. That s one way to do it. The three pieces that you re going to want to include in that first call is why are they investing this and welcome, establishing the outcomes and then describing how the day will flow. And then you teach them whatever step one is. Give them your content. You re working with them, you re delivering your content, you re teaching them, you re taking their questions. Then you ll want to give them a little assignment to do on their own. Whatever those action steps that you came up with were for the particular first step, you do them then. [15]

16 Then you take a break and again, this is like the length of the break is up to you. Honestly, I tend to find in these days that clients like to keep the momentum going. For me in my experience it s not from a, I want to get everything I can out of you, place. It is just like, Wow, we re in the energy, we re in the flow. Our creativity is going, let s just stay here. So I tend to keep my breaks shorter. Entirely up to you. Sometimes I do need to take a break. If you re someone who needs to unplug and recharge and maintain your energy, that break is there to serve you. Depending on the length of the break, depending on what s going on in your day, you may want to give them an assignment to do on the break or you may want to allow them to have a break, too. It s totally up to you. That first call tends to be about minutes and you want to keep that to be about minutes. Then the next call, when you come back for your next call here s what you want to do. You want to discuss the assignment. So if there was an assignment you want to discuss it with them and you want to ask them if they have any questions. Don t just jump right into the next piece of this. You want to do a little bookend of the first piece. Then you teach them step two and then you give them an assignment to do or walk through it together. And then you continue in this way for all your chunks. You come back, you discuss what you talked about in the last call, you teach the next point, you give the assignment. All the way to the end. In the last call you don t want to teach them any new content. I want to give you a big tip here. Don t teach anything in the last chunk. I want to share. You re not cheating them or short changing them or anything like that by doing this. Here s why. Think about this. You re in the day with someone. Your client has been off and on the phone with you. They re learning and implementing. You re walking them through stuff and they re getting a huge amount of value. Well, that last call is not so much about giving them anything new. There s going to be a temptation there. You might think, and I used to do this, I m going to give them something new. This is going so well. You want to resist that temptation. Resist that temptation. It s far better to use that time to answer questions, to cement and anchor the learning for them and lock in what they ve done so far rather than teaching them something new. It s actually going to be of more value to your clients. So you re answering questions, you re summarizing what they ve learned. Then what you want to do, of course, is make your offer to continue working with you in the longer term program. You want to do it in that last call where there s no teaching so number one they re not going to [16]

17 feel full and overwhelmed. You re answering questions. They re ready to take in some new information and that new information is about your offer. Now, if you teach on that last call they re going to feel full up. We want them to feel energized but still a little hungry for more. That s really what we re going for here. It s like when you eat a big meal and you feel sluggish, right? But if you leave yourself just a little bit under full then you actually feel energized. That s what you want to leave it with so you can make the offer. This is the secret to really giving generously and not overwhelming your clients. You want to give more but you need to hold yourself back and not do that. They re getting what they need. This is, again, a core belief that I have. One of the beliefs that I hold that makes me really successful is that clients will always get what they need. They will always get what they need and yours will, too, when you stick to this. That actually brings us back to the follow-up session that you re going to do. What to never include. Here s what not to do. You don t want to include more than one or possibly two followup sessions. This is not a 90-day program. This is a VIP day. This is not a 90-day program so I would recommend just including one session. I would recommend one. What you re going to want to do is at the end of your day you schedule that session. By that time you ve made your offer. If they re going to continue you just schedule it in as your first session in working together. But the bottom line is you want to schedule that session right away and you want to have it within ten days of your initial VIP day or that type of time frame. You really need to hold yourself to this. People will ask you to save it. They ll say, I don t want to schedule right away. I want to save it until I really need it. And that kind of stuff. Don t do this. Another thing you ll hear is, Let me get going and then I ll get back to you. Don t let them do that because when that s going on a couple things are happening. Number one, they re not going to be supported. So their chances of implementing go way down. Here s the deal. We all need accountability and support to stay in action. I am a boot strapper. I am an action taker. I am someone who it s like you don t need to kick my butt to get things to happen, simply speaking. I still need that accountability. I need to have that accountability. Or I start to lose motivation. You want to give them that accountability, create that container by having the session really quickly. Another reason why you don t want to let them save it is because during that time frame they re not hiring you. They re off on their own. You don t know what they re doing. You don t know what kind of results they re getting. Right? [17]

18 So one thing is clear. Here s what I really want you to get. They re not going to get the same results that they would if they were working with you continually. People aren t going to get the same results without your help that they would with your help. We all know this is true. So you want to book that session for a quick follow-up. Also, by only giving them that one follow-up session, it keeps you from compromising your offer. In that session you can revisit your offer if that s appropriate. Let me give you a quick checklist of what you re going to need to deliver your VIP day. It s really, really simple and you ve got this in a handout as well. You need a telephone and a headset. You want to have an outline of your telephone sessions, an outline of whatever you ll be teaching. You want to have a recording service. The one that I use is Audio Acrobat. I love using Audio Acrobat. I love Audio Acrobat. It s really, really simple and it s really reasonably priced. You can also use Skype. I haven t used Skype yet but I know people who love Skype. It s really great for international clients. I have a lot of clients of mine who have international clients or they are international and they use Skype. It s really, really great. That s pretty much it. That s all you need for a virtual VIP day. It s really, really great. If you re giving your VIP day live here s what you want to have. There are a few tweaks here. You need a high quality location to meet and you want to have a really nice place to meet. Usually this is an upscale hotel, a spa resort. We have a really great spa resort here in Portland, just outside of Portland, that I love called The Allison. For example, retreat centers have a room to meet. Hotel suites or spa suites that have a table. You can rent a little suite in the spa or the hotel. A couple words about a meeting in your house. A big question I get a lot is can you meet in your home? I meet clients in my home and the answer is that it s up to you. But you want to remember that this is a platinum experience. You re creating a platinum experience here. You only want to meet in your home if it s really something that you can turn into a platinum experience in a way that s authentic for you. If it s clean, if there s no interruptions and really if it s in alignment with your brand. This is really important. I actually had kind of a disastrous VIP day experience. We met in this person s house or the house that this person was staying in at the time. I really couldn t believe it. It was dirty. It kind of smelled funny. It really was not platinum at all and I remember just being, Wow, for the money I m paying. That s not to psyche you out or anything like that, but just [18]

19 know and like I said, authentic to you. What s authentic to you and you want to have certain standards. This is platinum. So you also want to have lunch and snacks, or you want to have something to do for lunch. It s a VIP day. I highly recommend, unless you really need to take a break and disengage during that lunch in order for you to be strong and energized, that you enjoy the lunch with your client. A lot of coaches do that. It s really a personal preference and there s lots of different ways to work this. But you want to make sure that lunch is covered and you have a plan for lunch. Another thing I like for the live VIP day is transportation to and from the airport and the meeting location. So when my clients come into Portland to spend the day or two days with me, we always pick them up at the airport. We actually have a really, really cute bed and breakfast here in my neighborhood. We have a couple of really cute bed and breakfasts. One of them is really just gorgeous, like super nice, upscale. It s one of Portland s kind of premiere bed and breakfast establishments. In my neighborhood here in Portland it s very historic. We have a lot of these really old, cute arts and crafts houses. A lot of times my clients will stay in one of those places and in which case they can actually just walk. They can just walk over here if they want. But if they re a little bit further into town, I like to give them transportation to and from their hotel to my home. That s something that you want to think about. Yeah, there s some expense there but it really makes a difference. You want to be thinking about your expenses are going to be covered in your fee. And if you re really concerned about expenses then it s likely that you re not charging enough. You can take 20% of your platinum fee for expenses for things like this, and still have a really, really nice chunk leftover. That s a good kind of number to go by, 20% on the expenses. Also a couple of optional things here. Evening entertainment or a dinner out. I like to take my clients to dinner. And one to two nights hotel. Again, you can work that into your fee if that s what you want to include. If you don t include hotel or accommodations, you always want to make sure that you are prepared to answer that question, like where should people stay. You want to make sure that your platinum coordinator, your assistant or whoever s handling these details for you, and you want to have it be someone other than yourself, can support your clients and assist them in getting their accommodations booked. Now that we ve designed your VIP day let s talk about the one thing you must do that s going to make the difference between whether you sell out or sell nothing of your VIP day. I know that sounds pretty dramatic, but this is important. That key piece is your title. The last thing you want to do here in your program design is to give your VIP day a great title. It s really important and [19]