Money Breakthrough Method Certified Coach Training Program Training Call

Money Breakthrough Method Certified Coach Training Program Training Call May 2, 2012 Call Transcript

Hello and welcome, everybody. This is Kendall. My apology for being a minute late. We had a little power surge thing and I had to redo some stuff with my phone to make it work. It s indicative of what s going on. The atmosphere is electric with springtime, change and upleveling. There are so many exciting things happening with my business and for many of you, so I m not surprised my phone went wacky. Welcome to our Money Breakthrough Method call. Let me give you a quick scheduling update. Then we re going to talk about different ways of offering all of the Money Breakthrough Method content. We have eight different ways to share with you. I m really looking at today s call as marketing call Part 1. In our call next week on May 9, we ll be doing the marketing Part 2. That s going to be on pricing and how to attract ideal Money Breakthrough Method clients. I really want to work with you on some pricing strategies and give you some tips about pricing MBM. I have some tips and things to make sure you avoid. That s going to help you a lot. Our last call is supposed to be on Wednesday, May 16. One of the exciting things that happened is just last night I was invited to attend an invitation-only, exclusive event in New York, so I m going to be traveling that entire week. We are going to reschedule that MBM call. I ll double-check with the calendar. You guys will get an email about it. Renee is on holiday this week, so we have not had time to start juggling my calendar. I think what we ll end up doing is just having our final call the week after. That ll actually be great. It s actually a benefit for you guys because it ll give you a little time to go out and get some paying clients as well. I think that will be advantageous. I m super excited. I ve not been to New York in years. It s going to be a short trip, but I m really excited about it. We won t have a call on Wednesday, May 16. We will have an email coming out for you on Friday. Renee returns from her holiday tomorrow, so she and I will do that scheduling and get an email out to you. I also recorded a bonus call answering a lot of the questions that have come in. That link will be going out to you as well as soon as Renee is back. We did have a couple of questions come in this week, so I am going to answer them. Then we re going to dive into our content, which is how to offer MBM. We ll complete by opening it up for general Q&A at the end. I know you guys are going to have some questions. I already know what the biggest question is regarding how to deliver MBM. I ll be talking about that, and then opening it up so you guys can ask me questions as well. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 2

This question is from Joan. Joan wrote, As we grow into our higher selves, will we see our primary or secondary cards changing? I don t think so. I think that these patterns are so ingrained in us from childhood that they re always present. What happens is that as you grow into your higher self, you recognize your patterns and see where you get triggered. You become very savvy with yourself. Then what happens is these situations that would often come up and cause a lot of drama or trauma in somebody s life just stop happening. They don t happen as frequently or with the same level of stress or drama. It s because you re catching yourself earlier and keeping things clean as you go along. That s what happens there. She also wanted to know how to use the cards to create coaching exercises. This is a bigger question. There are actually some calls that I did last year. I don t remember how many, but I think it was about a dozen calls that I did over a period of a year with MBM where I went through different exercises with the cards I m going to make a note and talk to Renee about making those available for you. We re going to make those calls available to you, so I wouldn t spend a ton of time creating a lot of exercises because I ve done a lot of that for you. I don t get too worked up as to which card is dominant and which one is secondary. It s not quite that critical. It s just important to know which one or two cards are really predominant for somebody. The exercises revolve around how that disempowering behavior is showing up for them, and then through the empowering actions and gifts, creating a very specific action that they re going to take that s different. One of the little tricks that I like to do is for somebody to pick an empowering action that they resonate with the least. That s the one that I want them to do because it s the one that has the greatest potential for a breakthrough for them. You can do things like having people list three to five ways that the disempowering belief may be showing up for them in their life, and then an action step they can take on each of those. There are a lot of little things that you can do. They are super simple and incredibly impactful. You can make exercises on the front of the cards. There are three keys for each card. I m looking at the Recognition card. It says developing trust in respected authorities. For example, what s a way that they tend to discount somebody who is a respected authority? The Recognition card is silently thinking, I know better. I m going to do it my way. They re really into proving themselves that way and having a misplaced sense of displaying independence. That often backfires on them. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 3

You could have them think a respected authority who they can gather information from. Just have them go take action there. You can hear that these are very simple exercises. Off the top of my head, that s what I would do. In these other calls and transcripts that we re going to make available, I give a lot of different exercises. Some of them are really creative exercises. They re very fun and really powerful. We ll make sure that gets made available to you. Joan also wanted to know about purchasing additional cards. Once we complete the course and you are certified, there is a secret area that you haven t seen yet that has the ability for you to order card sets. You can order them in bulk and have them all sent directly to one address. They come beautifully packaged. Everything arrives just beautiful. Let s say you have 20 people in a course. You can order 20 different sets, indicate an address for each one, and we will drop ship for you. That s all explained on that page. If some of you have a class coming up really soon and know you need the cards by a certain date, I would suggest emailing us at MBM@IAWBC.org and letting us know that to make sure. We always have stock, but if you know you have something coming up fast, then I would email us and let us know so that we can process your order early and make sure that we have those cards for you in time. We ship five days a week. When they get placed, most orders are shipped within 24 hours, or 48 hours at the latest. We ship extremely quickly. Her last question is, When do we introduce the cards in our coaching program? I m going to talk a little bit more about that today and some of the different ways that you can deliver MBM. I ll be going through that with you as well. We had a beautiful email from Veronica Drake. It wasn t a question. It s funny. That used to be my last name for about 16 years. I was Kendall Drake for many years. Thank you so much, Veronica. She wrote this beautiful email to us about how she has totally dismantled her business, started from scratch through the Niche Breakthrough Secrets, and is rebuilding her niche according to the prescription laid out by me. She writes, I am beyond thrilled to announce that today alone from converting discovery sessions I signed three VIP clients totaling over $3000. That is just so exciting. Yay! She said, I aspire to go out and serve my little/big corner of the world with all of the integrity and love I experience from Kendall. I love her from the bottom of my heart. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 4

Thank you so much, Veronica. When I read that it brought tears to my eyes. I really appreciate you letting me know that. I m thrilled that you are out there spreading your joy and gifts to the world as well. That s what I m here to do for you guys. It s to give you the marketable content and the support and confidence to go out there. Just like I m helping you, each of you will help others. That s very cool. The last question that came in was from Charma. Charma has a question specifically about coaching. I know that Charma is new to coaching, as are quite a few of you. She has a question about handling the coaching call. Let me just read you the question and then I ll answer it. Charma writes, In each session, the client confirms the action steps they ll be taking before the next session. Yes, that s true. Then she s curious about when or if we ask them to update us on these commitments. Is it in the celebration step, or do we not ask them and leave it up to them to share their successes if they choose? No. You do not leave it up to them. People are very quick to forget what they ve accomplished or done. They re very quick to say, Yes, I got three clients, but I didn t get this one thing that I really wanted. They ll just skip right over the fact that they got three clients, as an example. Richard calls it hitting a speed bump. It s like they hit a speed bump and don t even stop. They fly over it. In the very beginning of this course, I gave you the coaching call template. Go back to the template and you ll see that it does start with the what s working? question. That s the place to have celebrations. The other thing you can do, especially if you re working with a fairly small number of people, is if they say they re going to do something in 48 hours or something like that, ask them to email you. Say, Please email me. I m going to expect your email by Friday afternoon at 5:00. You can write a note that you re expecting that from them. This is creating accountability. To me, accountability is also enhanced by knowing somebody cares and that somebody out there is noticing whether you get the work done or not. You can post things on the MBM forum. If you re in our Stars program, we have a very active Stars forum. It s a great place to make yourself accountable and say, I promised my coach that I would do this in the next 48 hours. I want the Stars community to hold me accountable. It works extremely well. For those of you that were at LEAP or saw my ezine last night, we had about 30 people in attendance, but we had nearly 50 people win our first annual Stars Achievement Award. That s a phenomenal percentage of people in our Stars program. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 5

It s for achieving anything from their first $5000 month to their first $10,000 month and above, first $100,000 year, multi-six-figure year, and even seven-figure year. That s a phenomenal number of people that qualified to win one of those Stars Achievement awards. A lot of that happens because of accountability. You want to hold you client accountable and give them a support structure that s going to help them do that. Charma s other question is in regards to the flow of the coaching call. Her question is one that I often get asked. Let me just read it to you. Even for those of you who are experienced coaches, this is a good reminder of how to run the call, particularly with something like MBM where there is a lot of content. Charma asks, When I approach the call, I know the content I want to share, which is typically the next step of the MBM process. Yes, that s true. The client then provides the information on what breakthrough they re looking for and we work on that. After this part is complete, should I move into the pre-planned content even if it is not 100% related to the breakthrough that she just had, or should I even be adding additional content at this point around this specific breakthrough and wait until the next session to go through the planned content? You have to play this a little bit by ear, but here s what I would suggest. It is perfectly fine to offer new content that has nothing to do with the breakthrough that they asked for and just got. That s fine. You take care of what they wanted. Sometimes what they wanted is going to be handled in the content that you had prepared. As you get more experienced and more fluid with MBM and coaching in general, you re going to see how you can integrate some of that. Let s say that the breakthrough is on whatever it s on, and then you had something else planned altogether. Usually what you can do very easily is say, Great. Now I have something new I want to give to you that s going to help you in a new and exciting way. You just introduce it like that and off you go. The clients will love it. If you re 25 minutes into a call, don t introduce anything new. You re at the end of the call and they just had a breakthrough. Don t kill the buzz. Don t always feel obligated to deliver what you had planned on. As long as it s clear in each session that there was a breakthrough and there s something that feels new, you re fine. What I said in the beginning of our training is that if you go for two calls where you re not introducing anything new because the call is entirely consumed with what the client is bringing, that s a little bit of a warning flag to me. On one hand, it sounds great because the client is getting what they need. On the other hand, what it doesn t set up is the feeling of anticipation. Let me give you a very quick example. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 6

This week is my Diamond client coaching week. I follow the same coaching template. I asked my client what she wanted to make sure we had a breakthrough around in today s call. She said, I want this, this and this. She had about three things. I already have some things that I m working on in my business. My Diamond clients really get up front and center access to what s going on for me in my business. It s almost real time, and they love that. I knew that I wanted to share something with her that I m really excited about in my business with a new strategy and mindset. When she said her three things, I said, That sounds great. I have some things that are new and exciting that I m doing. I want to start to introduce them to you. I think it s going to tie in with what you re talking about as well. She said, That s great. She was really excited. It was something as simple as that. Then I wove it in. You just want to keep them thinking, Wow! What is Kendall up to next? It gets them excited to find out what you have in store for them. That s an important contributor to the dynamic of a successful and longer-term coaching relationship. This is the thing I want you guys to really understand. Even if you re doing it brilliantly, if all you are doing in your coaching calls if responding, that s just a polite way of saying reacting. It s being more of a passive, reactive form of coaching as opposed to being proactive. If all you re doing is being reactive and responding to what they bring, I can tell you right now that the client relationship will be shorter. That client will not stay with you as long. You have to be more proactive. Whether you realized it or not when you first signed up for MBM, that s one of the huge benefits of this course. It gives you such an incredible wealth of content that you can be proactive with them for a year with all of this content, even in small pieces in each coaching session with your client, and not run out of content. I hope that answers that question, Charma. The last part of her question is, Is it okay sometimes to just offer tools and resources without asking them what the breakthrough is that they re looking for? Not quite. Here s how I would do that. If you really want to take control of that call and just give the content that you want to give them on a call, that s fine to do on most calls. What I would do is say upfront in the call, I have something brand new and exciting that I want to coach you through today. It s going to help you create a breakthrough around such and such. You re telling them what the breakthrough is. You re not skipping that they re going to have a breakthrough, but you re not asking them what it is that they want. You re actually telling them, Here s the breakthrough. Here s what this is going to be about for you. Trust me. They re going to get super excited about it. I would love it if a coach did that with me. I would think that was pretty cool. That takes care of those questions. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 7

I want you to look at this as a marketing call Part 1. It s focused on eight creative ways that you can offer MBM. A lot of these ways are going to sound familiar to you. There will be teleseminars, workshops and VIP Days. I know that the biggest question people have at this stage in the training is, What content do I put in? How do I make it all fit? Let me take care of this upfront so that you can relax, listen to some of the ideas I m going to share with you today, and be able to apply your creativity and particular interests to how you put together these offers yourself. We all know that there s a boat load of content here in MBM. Many of the modules don t fit conveniently into 30-minute sessions. There s too much content in each module. This is a good thing. In my company, we always talk about a good problem to have. This is a good problem to have. Even though there s the method itself plus the five modules, and you d think that s six calls, you guys know by now that there s no way. We re on the phone for 90 minutes. I m teaching it and going through it rather quickly. There s no private coaching happening. You can imagine that with private coaching it would take a lot longer. This is easily 90 days of content, and maybe even a little bit more. It s 90 days of coaching somebody a couple of times a month. That s about six sessions. At half an hour, you can t do it. It s just too much content. I know people who have done it in 90 days, but they ve been 60, 75, or 90-minute sessions. It s really about six months worth of content. It s a great problem to have. I know you guys get excited and want everybody to have everything and to follow it as it s designed. The truth is that people don t need all of it in order to be incredibly impacted by this work. Let yourself and your client off the hook and relax a little bit. I m going to give you some tips as we go through, but I want you to give yourself permission to select out pieces that fit, flow together well and make sense. Even more importantly, they also create desire for your client to want more. I ll give you an example or two about that in just a little bit. Let s talk about VIP days. I m not going to go through a full training on how to give a VIP day here. I did a whole course on that. It s VIP Day Quick Profit Secrets, which is a very in-depth home study course. You can download that. By the way, as IAWBC members, you get a special coupon. It s a $100 coupon you can use if you buy that through the IAWBC Success Store. You can buy VIP Day Quick Profit Secrets that way and use your coupon, so that s great. I want to point out a few things that are specifically related with MBM. In a VIP day, whether it s delivered live or virtually and whether it s a group or individual, the content you re going to select 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 8

and use is basically the same. How much personal attention somebody gets is where the distinction happens. Let me give you an example. Let s say it s a virtual VIP day. You d want to plan on four to four and a half hours. That s standard. It s four to five short calls within that four to four and a half hours. There are different ways to mix and match the content. I want to give you one example that could work very nicely and I know people have done successfully in the past. It s to cover Modules 1, 2 and 4. That s Healing Your Family s Money Legacy, Forgiving Debt and Other Guilty Money Issues, and Claiming Your Money Power. You can select a couple of tiny and really specific actions from Module 3 and insert them in there. For example, you could ask somebody to start tracking all their money on a daily basis. That s a great thing, always, to have people do. When you re doing Claiming Your Money Power, you might have them open a savings account. You can select some things to do. Module 3 is a lot of very detailed, practical actions. I personally think it s fantastic. It s where I started with my own money breakthroughs 15 or 18 years ago. I did start with those practical actions and then built the mindset around it. I didn t even know back then what the word mindset meant. I wasn t aware of it. Those are really great, but a little goes a long way with that in a VIP day type of setting. That s an example of how you can pull together the content. Keep in mind that less is more. Particularly if you re doing a VIP day group, it is better for people to have the opportunity to ask questions. You want to be able to have the opportunity to select someone to demonstrate with. I ve modeled for you a particular teaching methodology of explaining how to do something, walking through it, giving some points around it, and then demonstrating it with somebody from your audience. I love that teaching style. In a private VIP day, you re not demonstrating it, obviously, because it s one person there with you, but you re actually walking them through it together. You re explaining the exercise way less and instead just walking them through it. With any of the charts or the debt forgiveness letter, you could have them go through it. You d be coaching them through completing it with you on the phone. That would be a very beautiful experience. They re definitely going to cry. That gives you an idea of how to do that. People will often ask me, Do you do the method? In a private setting, you re absolutely going to end up doing the method. In a group setting, you may or may not do the method. One of the options you can do is offer a bonus session. This is particularly if you have smaller numbers. If you have 100 people in a program, this gets a little tougher to do. This is a strategy I 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 9

would suggest doing with just about all of these eight different ways of offering MBM. As a bonus, offer a private Money Breakthrough Method coaching session. In the coaching session, you re going to need to experiment. One option would be to do the method and then make an offer for an upsell. You could also treat that coaching session more like a pure discovery session and make an offer for an upsell. I m going to come back and talk more about that in just a moment. Let s go back to VIP days. With the VIP day, you always want to be paid up front, before you deliver it. I would highly recommend including the Money Type cards. The cards are beautiful. You guys see that. They re really impactful. People get really excited about them. You could have that as a bonus, whether it s an individual or group VIP day. Just make sure that you plan. If you plan on having 10 or 20 people in your VIP day, order that number of sets of cards and ship them yourself. It s tough for us and more expensive for you if you order a set today and say, My class starts the day after tomorrow. Can you get them there for me? Yes, but we re going to have to do it overnight to guarantee it, and then it s more in shipping. We fulfill promptly. I m not 100% sure how they get mailed. I think it s US Priority Mail. It gets delivered promptly, but it still takes a few days. Don t leave yourself to the wire with that. That s a mistake. You want people to have the cards. No, we do not allow you to allow people to download versions of the cards. We want to protect the copyright and the integrity of these. If you download them, they re going to pass them around to everybody. That s a problem for all MBM coaches, and we don t want that to happen. If somebody is handed a physical set of cards, they can t go to Kinko s and copy them. Kinko s won t let them do it because it has copyright right on it. Kinko s will refuse to let them copy it. You want to make sure to preserve the integrity of that. When you re doing a VIP day, whether it s group or individual, and this is easiest when it s individual, you want to keep a list going of things that your client or clients are saying that really start to clue you in that there s more that they re struggling with. For example, maybe you re talking about debt. We ve had people in this course come on the line and ask some questions, particularly around the debt area. They start talking about their spouse. We ve had that several times. It s very common. If that comes up with your client or group of clients, make a note of it. This is information you can use later on to point out for people, Here are some places you ve talked about that are causing a breakdown, rather than a breakthrough, in your relationship with money. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 10

That s a great way to illuminate for people, in an authentic, graceful and very accurate way, where they have some issues. It s going to help to create desire for them to sign up with you to help them in additional ways. It might be through additional VIP days, a 90-day or six-month coaching program, or whatever it is that you re offering as your upsell. That s a great tip I just shared with you. That s all I want to say on VIP days. You get a sense of it. The main thing is to not try to cram all of MBM into a single VIP day. That s just too much content. Let me talk for a moment about upsells. I have to come up with a better word. I really dislike that word. It s a marketing word and is kind of crass, but it s clear what it is. The mindset I want you to have is that you always want to be thinking about what s next. Those of you who are in my Stars coaching program already know this because we talk about it all the time. You don t want to wait until the end of one thing to be thinking about what the next thing is. That s not great planning. It s going to contribute toward creating a lot of up-and-down, episodic income. I want you, instead, to think about it at the beginning of offering something. Let s say it s a group VIP day. I want you to know ahead of time, when offering your group VIP day. Let s say you want to have a group of five people, which would be awesome. That s semiprivate, actually. I want you to think ahead of time about what your upsell is. What is the next thing that you would ideally like people to flow into so that you can continue helping them? Maybe it s a 90-day or six-month private client offer with you. With smaller groups, like a five- or 10-person VIP day, a large percentage of those people will flow into an additional, longer-term group program. That s a little tougher to do. Let s say it s 10 people, and they say, We want more. Realistically, only maybe four will sign up for something more. It s roughly half. Just be mindful of that as you re planning. You always want to be clear what that next piece is. Let s say you re doing a private VIP day. What s the next piece? It s a 90-day or six-month private with you. It could be one year. That s fine, too. If it s mostly focused on MBM, 90 days or four months would be a great, natural next offer. Keep that in mind as we go through. Let s talk about another way to offer MBM, which is as a private client. In my notes, I have it as a private high-end or platinum client. This could typically be, for an MBM type of material, three to six months. A simple structure for this would be coaching them two times per month. You could have a kickoff call that was a 90-minute session. What would be great in a 90-minute session is to start with the cards. Have them look over and talk about the cards. Help them identify which is theirs and start to create a list of where they give away their power. How is that exactly showing up for them? 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 11

I ll give you a tip on this as well. Any time that you help your prospective or existing client calculate what the cost of that disempowering behavior really is, it cements the value in them hiring you. Let me pull out a card. I have them right in front of me. This tip I m about to share with you is huge, by the way. It s huge because it s going to help you have really highly motivated and satisfied clients and convert clients more easily. I m going to pick the Love card. I ll just randomly pick something. Let s use hides hurt feelings rather than speaking up. I would say to my client, When you look at this, what are the top two or three things on this list that really stand out as, Yes, that s me flags? They might say, I hide my feelings rather than speaking up. I never speak up for myself. I would ask them a few questions to find out more. I d say, Can you give me an example? That s one question. Say, Can you give me an example of a time recently when you didn t speak up? They re going to give an example. Then I would gently but persistently ask them a couple of clarifying questions because I want to know how that is costing them. It is costing them in some way. Maybe if they have a job, it s costing them because they re not seen as powerful during meetings. What are the consequences of that? They re getting passed over or get the really crappy projects and are working really late. They re not seen as somebody who could advance. If they could advance, what would that be worth to them in increased salary? They might say, That would be worth another $10,000 or $15,000 a year in my salary. You d say, Hiding your hurt feelings and not speaking up is actually costing you, at a minimum, $15,000. Do you see how I just ran through that so quickly? That s what you want to do. If somebody is an entrepreneur, it is even easier. There are so many different places where they re not speaking up is costing them a loss of business, income and opportunities that lead to new business. I call this putting a pencil to it. I love my little mechanical pencil. I have a fancy mechanical pencil I use at my desk. You want to put a pencil to it and calculate it out. Then you also have something really powerful to coach them on around it. They can see the value and think, If I start to break through here, this is going to be so valuable. They ll be so grateful to you for helping them illuminate that. That was a huge coaching tip. I can t unmute the call, but I can energetically feel several of you thinking, That is really cool. Let s go back to the ways of delivering MBM. In your kick-start call with a private platinum client, do some work around the cards that way, and then do the method. You re going to probably 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 12

want to do the method in your first private call with somebody. That s a great 90-minute session. You don t need to give them anything else. They ll have their Money Power Statement. What a gift! I wish I had an MBM coach sometimes. I m the creator of this, but I don t always get the coaching myself because I m the one creating it. I get it in the process of creating and using it, but it s not quite the same. I just think it would be amazing to have that. I ll have to ask Kailash. She s so great at the method. Then during their three to six months with you, you would walk them through all of the modules. You re going to use that basic structure that s in your coaching call template. You guys already know how to do this. That s there for you. Let me give you an alternative kick-start you could do. The Clearing Money Clutter is an awesome kick-start. It s fabulous and super exciting for people. Remember how excited you guys got about it. People love it. A third way of delivering MBM is via teleseminar. This is where you want to get a little creative. What I mean by that is to pick and choose. Select out the modules, and even within the modules, the exercises. Some of the modules don t lend themselves to breaking them apart and only delivering one part and not the other. In other ones, you could do that. You could break Module 3 apart. In a teleseminar, the basic format would be one module per call. Your teleseminar is probably going to be a 75-minute call. That s a great time period. That would work well. You could certainly remove some of the pieces from the action and accountability section to make that work. I would definitely offer a private session as a bonus to the people signing up for your teleseminar. Remember what these bonus private sessions are really for. They re to help you enroll people into the next offer. What is that next offer? My recommendation, generally speaking, is that it would be a private platinum type of client or VIP day. Let s say you have 20 people in a group teleseminar. You offer the private sessions. I don t have this written out, so I m just going to go through this off the top of my head. Let s be really conservative and say only 12 people take you up on that. Not everybody will. Of that 12, I m going to be super conservative and say only four or five decide to enroll in something else. I d love for the number to be higher, but let s just be conservative and say it s only four. Four people sign up for a VIP day, and your VIP days are $1,000 or $1,500. That s a huge amount of money. Then out of those VIP days, some of those people, at least one, if not two, will sign up for a longer-term program. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 13

There s a huge amount of income there for you by following this process. Once somebody is enrolled with you in something, have a conversation to find out how else you can best support them. Where else are they going to get stuck or challenged? Here again, with the teleseminar, you don t need to make this a six-month teleseminar course. That s an option. You certainly could do that, but you can keep it shorter and just do two or three modules from MBM. You don t have to do them all. I m going to give you a tip about that in just a moment. That s why I want you to be creative. It s not so much around creating the content. That has already been done for you. It s in choosing which content you want to mix and match. If it were me, I would pick up the telephone and call probably three or four people. I d say, I m putting together a special teleseminar training program. I have some great content I can select from to teach. I would love to know, of these five modules, which are the three that would be the most impactful and make you want to sign up for this course? I would do an informal survey that way. You can also offer MBM as a 90-day coaching group. That would be great. Somebody could say, What s the difference between that and a teleseminar? Some of it is semantics in what it s called, but typically a teleseminar is a little different than a coaching group. A teleseminar does not involve that much coaching as you go through. It s more, Here s the content. Let me answer some questions and do a little bit of demonstration. People are more or less on their own. The way I look at a coaching group is that it takes a little more time. There are more opportunities to ask questions and get spotlight coaching. There s just a little bit more time spent. It s more in-depth that way. People like coaching groups. Often, people with a coaching group will limit the number of people allowed in. That guarantees that just about everybody there is getting time. You can use the same thinking, in terms of designing a teleseminar, with your coaching group. Either way, I would get people engaged. A great way to get people engaged is to have a private Facebook page for your program. Ask them to post their exercises. For example, let s say it s Healing Your Family s Money Legacy and the forgiveness exercise. Have them post who it was they forgave and describe how they felt after they did it. What was the ritual? Did they burn the forgiveness letter? Did they shred it? What did they do for a sense of completion? That would be great. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 14

One of the exercises later on, and I forget what it s called, has the chart and, I have the courage to. The gift in this is. I think it s Claiming Your Money Power. It could be posting what their action step is. You want them to be engaged. People are going to get so much value the more engaged they are, plus you ll get great feedback. A fifth way of offering MBM is via a workshop. You could certainly do a two- or three-day workshop, but I would probably recommend just a one-day workshop. I would use the same outline as the VIP day. It s a great outline for the workshop. Also, just because somebody has been in a VIP day with you does not mean that they wouldn t come to a live workshop. Workshops have a very different energy to them. When people are live in a room, they re up close and personal with you. You have more time to work through exercises. A workshop is a great opportunity. Another idea is one I would do. If I marketed locally, which I don t, I would definitely be doing this. This is a longer-term commitment, but the idea is to have an in-person, monthly Money Breakthrough Method club. For example, you could keep this very casual. You could meet once a month. Maybe the first time they visit is complimentary or only $15 or $25. After that, they do need to sign up for six months of the club. You would keep the meetings pretty short, probably just a couple or two and a half hours. If it were me, I would keep the content fairly light. Hear me through on this so you ll see the strategy. I would keep the content focused a lot on what the issue is, how it s showing up for them, and why they need to solve it. You can just use the five modules as your guide, but it s not about you teaching so much. When you think about people gathering in person, it s really about providing a benefit for people to be able to share, Here s what s going on for me. You might be talking about healing your family s money legacy. I would love this. I would have a club where I d have some number of people, and knowing me, I d say 20 and get 50, sitting around in a circle and sharing. They d say, Here are what some of the stories were from my family. Someone else would say, Yes, mine too. This is what my story was. It would be having people really share and then guiding them through how it s showing up for them. What is it holding them back from? What s the cost? Have them write down the cost. Any time you get somebody to put a pencil to it and calculate what it s really costing them, this is an HC moment. That means a Holy crap! moment. That person is typically going to be ultra-motivated to make a change. What s the other thing they re going to be ultra-motivated to do? It s to hire you for additional help. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 15

Here s how you want to think about your club. The club itself is not necessarily a huge moneymaker, although you could position it with a little higher-end audience and charge more, and it could be a very nice income stream. I look at the club as really a feeder for something else that you would offer. What is that something else? It s Money Breakthrough private VIP time with you. In your monthly club meeting, you d share your what and why and have them really talk amongst each other. You would share a tip. For example, in Healing Your Family s Money Legacy, you don t have to walk them through the whole piece. You could just share a tip of, Who is somebody that you would really want to forgive? If you were to release that and forgive them, what could happen for you? That, right there, would be hugely impactful for people. Have they actually done the work? No, but they can see the possibility. I would make an offer at every single club meeting. I d be making an offer for the new people to join. I would not be at the front of the room saying, For those of you who are visitors, we d love to have you come back as a permanent member. That s totally weak and lame. It s not a great offer. You definitely want to make a stronger offer and have a helper or somebody there. If you have to do it alone, that s fine. It s not totally ideal, but it ll work. You have a conversation with each of those visitors and make certain that they re making a decision. They don t just get to float away. You have an order form, and they sign up there. They make a decision, yes or no, whether they re going to continue with this club. Here s another offer I would make each time in a club like this. I would mix it up a little bit to see what people resonate with and what isn t as interesting to them. I would definitely offer a private VIP and limit it. I would say, I have two spots open for VIP days this month. This is for you if such-and-such, or I have one spot open for a private platinum client. Make a higher-end offer at every single club meeting. Like I said, this is a longer-term commitment strategy. It s not something to do once and say, That didn t work. I m not going to do it anymore. This is something you d want to give at least six months of doing consistently. When done well, this can be incredibly powerful and really lucrative for you. The seventh way that you can offer MBM is to offer a Money Breakthrough Method evening. This is kind of getting into marketing, by the way. The last idea and this one right here are a little more marketing-oriented than just pure MBM content. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 16

This is a little different than the club in that it s a one-off type of thing. I d do it every quarter or couple of months. Two hours is about the right timeframe. If it s longer than that, people will have to go to the bathroom, and you re going to start to lose them, particularly women. It s a two-hour evening you would charge a very small amount of money for. It might be $10, $15, $20, $25 or something like that. The idea is that you want to have as many people as possible. Aim for getting about 30 people. It s like a mini demonstration evening, if you think of it that way. In Stars, there s an Inner Secrets call where I train you on how to do this in a lot more detail. You could do it during the day as well, but evenings often work. It depends on who your audience is. What you re going to do is structure it so that when you look at the five modules, you re demonstrating and talking about why each one is important. You re not just saying, The first thing is that you have to heal your family s money legacy. People don t go around saying that s what they need to do. That s not what s in the forefront of their mind. By not healing their family s money legacy, how does that show up for them regularly? What are three or four common ways that shows up for people in their lives? It might be episodic income. They make some money and never seem to be able to keep it. They feel guilty about not making enough, or they feel guilty about making more than the other people around them. It can swing both ways. Those are just some examples quickly, off the top of my head. You re talking about that, how this holds them back, and what the cost of it is. Then once this problem is solved, what gets to happen for them? You say, The way we do that is through healing your family s money legacy. You mention it, but you don t necessarily always lead with the name of the module. You re constructing your evening around this and really creating a lot of desire. You can give people tips along the way. They re not so much the how-to tips like, Here s how you go do something. Let me give you an example with the money buckets. People get excited when they hear about a money bucket. With that one, I tell my story about money buckets. When I looked at the time when I had the most money, there were three key things I was doing. I was tracking my money on a daily basis, and one of the things was the money buckets. I talk about how I have a simple system for creating the money buckets. Here s the cool thing about the money bucket. I would tell them, Everybody has a money bucket. It s just that some people have really leaky buckets. You want to know the correct way to set up a money bucket and how to make sure you don t have any leaks so that your bucket is whole and can hold as much money as you want to fill it 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 17

up with. The cool thing is that, as you learn this system, you fill up your money bucket. Then you get to create another money bucket. I might talk about it that way. I m just making this up off the top of my head, but I want to give you an example about using story and talking about money buckets. People like that kind of stuff. They think, I want a money bucket. Then you re making an offer. At the end of that evening, you re making an offer into a coaching group or discovery session. Discovery sessions are pretty much a sure thing. If you have some number of discovery sessions, you can convert those into either a group or a private platinum type of client. If you want to get experience and have to experiment for a while to get really good, I would say it s safer just to start off making an offer for discovery sessions and move up from there. Come to me in Stars, and I ll train you how to do it. Here s one more. Then we ll touch on a few other bonuses and open it up for Q&A. I know it s a lot of information today, but you guys are loving it. Here is the eighth way to offer MBM. There are more ways than this, but these are eight key ways. It s to offer MBM discovery sessions. This is what Vicky White did. She has a list that s pretty responsive. She has been marketing for a while and has a list that has been accustomed to buying things and investing with her on and off over the last several years. She put out that she had seven spots. Vicky, correct me if I m wrong, but I believe it was for discovery sessions. She had over 60 people respond. That s 60 people when she had room for seven. That s cool. It s not entirely unusual, by the way. If you don t have a list, you can still be networking. If I didn t have a list and was starting from scratch, I d be networking with entrepreneurs, particularly entrepreneurial women. Let s face it. Ladies have a lot of issues around money, and entrepreneurial women have a huge amount to gain by plugging the leaks in their money bucket and overcoming some of their disempowering money actions. I would definitely be focusing on that audience. You can offer Money Breakthrough Method discovery sessions. Let me be clear about something. In the session, you are not delivering content or the method. The only time I would deliver the method is what I said earlier, which is in a teleseminar or group VIP day. I would offer a private session as a bonus, always, and experiment with offering the method and doing the upsell after that, in that discovery session. For regular discovery sessions from a speaking audience, networking and things like that, I would definitely not do the method. That would be giving away way too much. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 18

Here s what you are focused on. You re definitely going to want to write this down. What you re focusing on in the MBM discovery session is revealing where your prospective client is giving their power away with money and what the cost of that is. I want you to really explore with them where they re giving away their power with their spouse, clients, family, debt, job, if they have one, and friends. Where are they giving away their power in terms of generating more income or with their team? That s a big one with entrepreneurs. Where are they giving away their power by being in denial with bills, money owed to them or money they owe to others? There is a whole long list of places you can explore. I would explore most and maybe all of them. You re going to have to be a little careful about the energy around this. You don t want the energy to get too serious or unhappy. Be a little careful here. Keep it light. Let s say they give away their power with their spouse. We ve already heard it from a few people here in this training program. They hold back from making more because they don t want to make more than their spouse. They re afraid of what that might do to their relationship. I know some of you are nodding your heads because you ve experienced it and know. You can say, I hear that s what you re doing. This is where it s going to keep the energy light. You don t try to solve it for them. That s not what the discovery session is for. What you do instead is say, If that were no longer a problem for you and no longer stopping you, how much more income do you think you might be generating? If they say, I don t know. It s a lot, say, Tell me what a lot is. Would you be making double, half again as much or triple? What do you think that might be? Really get them to give you a number. If they say, It might be 50% more, you can say, How much are you making now? Maybe they say, I m making $40,000 right now. You d say, You d be making an additional $20,000, so you d go from $40,000 to $60,000. That is a lot. That could just be the beginning, right? They might say, Yes, that s just the beginning. It probably could even be more. You d say, I m writing down $20,000 and maybe even more. Is that what you wrote down too? They ll say, Yes, let me write that down. They need to write these numbers down with you so they buy in that way. You ll go through and help them calculate or put a pencil to both the cost and opportunity. Those are together. That s what keeps the energy fairly light. It s still impactful, but it will keep them from feeling like they re in a pit. That s it. Then you re making an offer into a VIP day, private platinum, coaching group or whatever it is that you re going to be offering. That s what you re offering. 2012 Interna,onal Associa,on of Women In Business Coaching www.iawbc.org Page 19