How to Build a $10K Offer in 10 Minutes

You're listening to the Vault Unlocked where the real secrets of success are revealed. Every episode, one founder, one confession, one strategy that created income scale and unstoppable growth. The code is cracked, the Vault is open. And we have John today. I said okay, I'm ready. Yeah, you're ready. Yeah, yeah, today we have John here who is going to show us she is masterful at creating offers. Works with coaches, consultants, anybody that is selling a high ticket offer online. One of the biggest challenges that I have seen in the marketplace personally when working with six, seven, eight figure teams is it is they think it's the system. They think it could be a salesperson issue or this or that. But usually it comes down to my eyes is the offer. Not even the copy so much is the actual offer, the right message to the right person to the right offer when I know when those three things meet up, that's when it becomes powerful. That's when it becomes scale. A lot of people we were talking about this early before we started is you can have the fanciest funnels. You can have the most integrated systems. You can be spending money on all these teams and it still doesn't work because the offer is off. So today the master is here. We're not going to talk about it. We're actually going to go through it. We're going to build Kavon an offer. Go through the steps by step because what we said last time in the podcast, you said how long does it take you? You said 20, I said 20 minutes. It takes people sometimes, months to try to figure out. Kavon, I'm going to raise this. I'm going to build you one in 10 minutes maximum. How's that? Raise the bar. Let's go. Okay, cool. Let's get started. Okay, so we got an offer. We got an offer. Let's get started. Who is your offer for? You don't know this yet. Let's say you kind of think it's for for now. Okay. Yeah, so let's talk about me right now. So right now, I gave a little bit quick history, right? Usually my offer, we were doing, it was a full done for you integrated agency system, where I would come in, work with six, seven, figure it out. So if you're doing 100K a month, we'd take you to a million dollar a month. But part of that was me actually hiring the sales people, coming in your system, helping you with the marketing, helping you with the reporting, all of that, managing, recruiting, everything. So it was a lot of heavy, heavy lifting, a lot of service, service base. I'll be straight. I'm burnt out. I'm done doing all that work for these people because what's been happening is, I we've had situations where you get them from a million, sorry, 100K to a million, they get sold, we get kicked out. You get them to 100, like we had one situation we worked with zero. We took the guy from zero to a million dollars a month. After three years, he decides, I want to retire, I'm done. But all the hard work, my team, so now my team, my sales team are sitting there, we're sitting there, take it, gone. Side, other bad clients come in, get us to build it all. And then they say, I'm going to take it inside. After all, the heavy lifting is done because as you know, you're just like a million dollars a month. Just a second, you're getting people to a million dollars a month. What kind of profit is that? That's, yeah, yeah, yeah. So the one thing that I do is like my brand is kind of 100K to a million dollar a month. Profits anywhere, I mean, it's coaching, it depends on all their back end, right? So we can be anywhere between time. Not a lot, 10% for me, but still, but if you're making a hundred, that's true. But if you're, ah, you see, I just realized something. I can get people to 100K at very, very, very, very high profits, not doing all that. So they're almost making the same amount as making a million or a hundred K without ads. Yeah, it, I get it all in all the pants. Like, you know, we taught like it, like we had like, I mean, yeah, it all, it really all the pants. Like, you know, we've had companies that are doing 40%. I mean, we're talking 40% profits. Good. They're making a million. That's 400K. Awesome. Fantastic. Yeah. Yeah. Oh, for sure. Yeah. Okay. So, yeah, this thing, do you still do this for some people? So I'm now, this is why I was like, I'm like, this for this, I want to figure out, ah, how can I get, how can I offer, given offer to people who need this? That scale where it's not me having to come in and do all the heavy lifting, but I can't come in and give the knowledge and let and, and, and be the eyes. So architect, aka, how can I be the architect versus the question? Okay. Now I have a question. If I create this offer for you and you like it, you might want to hire me for the rest of it, right? To build, you know, to build this out. If it isn't that funny, I'm pitching on the podcast, guys. Okay. I love it. This is why I said that. Okay. Okay. Okay. So let me, okay. This is the deal. It's for, okay. So the who is his coaches and consultants? Is that it? It would be my expertise is like coaches, consultants. Anyone that's how I sign a high ticket, you know, ah, five, ten, yes, my, it's also my, my, my, my, but I do coach just people know, people that have lower high ticket and they've just started as well. Okay. So I get it. How much, how much does it cost you per month to do these services for one client? All the manpower and everything. That's a lot. Like my margins are very small. How much are they paying you per month to do this? Oh, on, okay. So, great. So on a decent average client pays me 50, 60K. All right. I want to be very clear. Cut half that goes away. Yes. Be as good as my closers. Yes. 50% goes to my closers. So let's take easy number. 50K client. Yes. I now have 25K. Yes. You know, the play with, but now I have all my operational business expenses. So on 50K, I might see if I'm lucky. Got it. Okay. But the battle work, I want to be very clear. I have to do to make 1012K just does not make sense because I know I can sell a coach on your side. I'm going to fix this. Okay. Yeah. I get it. That's why I never started an agency because coaching is so much a better model and all the agencies I know end up consulting. All right. So this is the thing. Now I'm getting it. All right. So we need to create a consulting slash coaching. It's going to be for coaches and consultants. I get that. That's my whole niche. Okay. So let's figure out what is the promise of what now let's we're not going to build the offer yet. I first want to know we're going to do it backwards. We got the avatar here. What's the promise? What it is and you don't think about how you're going to do it yet. What do you want to give them but not do it all for them? The message of the promise. Just the promise. I'm going to. So let's pretend you don't know what the author is like I'll tell you. I'll tell you what I'm going to do. What happened? Okay. I just need to know what is the result they're going to get from working with you. Yeah. I was going to say I'm going to tell you it but I know I'm just thinking of was I playing this game and all of that. What I'm going to do for them is not what they want because it's selling what they need to get what they want. Right. So what's actually going to happen when they hire me is I'm going to come in and I'm going to you know I somehow figure out how to audit them without me having to be the person that's sitting doing that and in that audit meaning a K I'm going to look at every they're marketing their systems their all of that and I'm going to find every hole in their business. If I don't find every hole I'm going to find the two or three holes that is going to make them the idea if the invest 10k I'm going to give them 100 grand. I'm going to find you 100,000 so I'm going to 10x your investment in 30 days. I'm going to show you where you can do 30 days. 30 days that's the promise in 30 days you are going to not scale because that's the wrong word and people are using that incorrectly. You are going to build their business in 30 days. You can't say how much we don't know that. So you're going to build there. You're going to okay you are going to get them more high ticket clients within 30 days. Correct. I'm going to help them unlock 100,000 new sorry 10x their investment in 30 days in their in business without more need. Out more need. Oh you're not even really. So you're going to what if what if it's somebody that's a new coach and they don't have like a mailing list or anything. So I want to so so this is I love that we're having this conversation. I'm not dealing with this. So if we needed to do new coaches that the different story I don't actually want to deal with new coaches to be honest with you. I rather I really do want to stick with the people that are doing like you know I say 100 grand a month but at least they're doing 50 60 70 K months. They're a little they they're a stab. Okay. These are these are these are these are these are these are these are these are these are people like me. Okay. So or more even all right. So you are going to do an audit first of all and you're going to figure out how you're going to find money without doing any lead generation. Yeah. Okay. How are you doing that? You're going to do it like looking at their email list and mainly. Exactly. I'm going to look at a love it. I'm going to look at well my expertise is first look at their sales team right. So they like again these people have sales teams 100 percent and I'm going to be looking first at their like clothes like what's the show up right what's the clothes right. What's the or a appointment average order about like let me show me your dashboards. How do you know how many sales are coming how do you know like all this stuff show me your CRM. Once we look at that how many people do you have in your CRM okay what's the messaging okay what's like what what you know when someone books a call what happens where's he where's you know what we look at all of that and 99 percent of the time it's never great great. I have something you're going to cry when I tell you this I'm my salesperson I'm the person that brings in the money all of it because it's just so much easier for me to sell and it's pretty high ticket right. So I don't love the posters that I hired in the past I just didn't like that commission breath. Well that's because okay so this is why okay I want. I need I think this is so important for you to understand this and like anybody listening that's in your position to understand this because I've been doing this for 10 years we've done my my my agency we've done over 375 I was putting numbers out there 375 verified million dollars okay with all my clients I've I've worked and hired and built over a hundred different sales teams I was part of a back co-founder to company zero 38 million and I'll tell you this work with all these coaches all these people they always think it's the closures full and it's like it's not what it is yeah and let me tell you that why say it's not it is it's not because you didn't set up the right system and have the right pro like sales process for a closer to I dream it to be in what you did what most tell what most you're getting me all fired up now well most coaches and consultants do is they look at the closer as they're safer they think if I bring in a closer my life will change and if you're waiting for a salesperson I don't care how good they are you bringing me in solely as a salesperson to solve your problem you're going to fail because I've never built or seen a business win because you brought in one hot shot salesperson and that's where it's because you have people out there I'm not going to I'm not going to mention names but Shashmorgan who are saying I'm going to give you a setter and I'm going to give you a close or you don't pay and he's they're selling it out there like everyone's like oh I need to fix my business and it's like no that's actually going to probably just fuck your business I've had the same argument with coaches for six years now they're like I just need a plug in a closer I'm like actually know you know what you really need to do you need to sell your own stuff that's what you need to do is sell your own stuff yes okay so now we're talking about different levels so that that level there I want I want to add this because of the actually in there I tell that that that's a lower level like not lower that's a newer business like person who's still not like I scared us out of my stuff my simple question if you can't be well that's because the best salesperson I should be able to sell your offers you now you don't have to sell it forever but you got to sell the first 2030 and if you can't sell the first 20 expecting another so an outside party to sell you and it's broken which we do know then comes to your expertise that offers broken if they if they can't sell it or they don't believe that they can sell it that means they don't even believe in what they're offering and they're in the wrong business in the first place I could I could give you a virtual hug right now because I've been saying the same thing for years and years and years and they go I don't need you Jean I just need to plug in a closer I'm like you don't even know how to sell your own stuff and your offer sucks so let's go back to your offer so so this is the challenge if you say I'm I'm going to come in I'm going to consult you and I'm going to piss you off and I'm going to look at everything you're doing wrong I you know indirectly I'm saying this right and like and like I was playing along with the messaging this week was just like you don't bring me in to feel good you bring me in I won't use the word to scale but you bring me in because you want to make revenue you want to feel good you're not go to Tony Robbins go get slappy tapy Tony Robbins will give you that you're not coming I'm giving you hard truth and the hard truth which is you don't want to hear it starts with you as a business owner because you're a direct reflection of the results you get and the reason you're not at a million dollars a month is because your identity is not a million dollars a month because your identity isn't there you're not operating there you don't have the system you don't have the places so you'll never get there I'm going to show you after $375 million and working 100 the right systems you need to play so when you go get a closer guess what happens you don't need a 10 out of 10 but you were telling me you were telling me you had a client at one point who the offer was so bad they couldn't sell it it's the offer was just so bad well I've had I've had okay no I think I was telling you this case no so the latest story I working with this this new client of mine doing about she was doing about 50 60 on the sales level and the company like so webinar low ticket was another 40 so they were around on average 90 100 thousand dollars a month now this is going to take just a minute without ads without ads great little ads mostly mostly YouTube channel she the one thing she did I'll tell you this the one like undeniable is she did the opposite she built the audience first so what does that mean she went and got all the PR position herself as the expert the stages books all of that like that is that you couldn't like not a lot of money to change there she's done everything she could do that right there so she's just organic and then a little bit of ads and she doesn't know like she thinks she knows she has no idea how much is coming from ads versus organic again what I will come in and be like we you don't scale yes you don't know that like because I had one other client so I know who was spending 90 thousand dollars a month on ads to find out but we're making you know making 500 thousand 600 thousand so you think that makes sense when they actually got the right reporting in and got the right metrics losing money the right data in the 90 thousand dollars was less than 10% of us so what was it from the rest of our tells you oh you're kidding you didn't even know he didn't for two not even worth doing the ads it's no you in that case no but no the question is is like oh my god you're willing to spend that let's go leverage the shit out of that let's go so this one this other one that I was just talking about before I wanted you to know this because it's insane she was selling I mean I could say she was selling X and Y I want I want you to understand how the dichotomy was just insanity imagine I was selling you I'm trying because I don't want to give you I can't give it too close imagine you came to me and you said cave on I'm a business owner and I need you to just hire me a salesperson okay so I'm I'm saying I will give you a salesperson book a call but my team is selling you no no no you don't need a salesperson you need no hobby of business coach let's show you a business coach of course like completely opposite would you agree like like like like like so what was the what's the person doing more or less she's a coach she was she was she thought she was like I was like yo you have all these people coming in that want X but you're trying to sell them why we need to sell them X sell them why they're here they're not ready I know why why I'm gonna guess later she was selling some sort of manifestation man manifesting in mindset that's not what they needed is that it that they all want to sell the manifestation right I know what you're saying I'm gonna put it this way okay so imagine somebody is I'll just say she works with people who are dealing with narcissists and going to a court battle it and and and she's the one the best in the world at this so she so the people that are coming through the phone are like I'm beaten down I'm a curtain I'm losing my kids the court systems not right listening to me the lawyers are not listening to me hey I was X I'm gonna show you exactly how you need to set yourself up for success I've handled this how to how it's phenomenal phenomenal offer and why blah blah blah but they would get on and so you know that person because it's very I want to explain that person is I know they're they're they're they're not they just want they just I need to like they don't need woo woo it's not about we're gonna make you about but they would get on and they're selling them a business coaching offer meaning let us show you how you can help other people that's insane that is that is like going into that's like going to divorce lawyer and they say actually we're gonna get you some babysitters that's 100 100 thank you okay let's move on because I come in on the guy that comes in and goes and you're making a hundred grand I'm very unhappy okay let me show you how you're gonna make a million let me show you make a million aren't all isn't every single client wanting a refund at that point from her from me no oh yeah I guess what the refund rate this this is why I'm saying to you okay she was getting a million refunds so she wasn't making a hundred K because they're all getting refunds so she was not making a hundred well no even after refunds so some people thought okay I love you so much I actually needed that help but okay I'll become a business coach that's hilarious yeah she must be very very persuasive well she was I tell you she has every she how she has the branding but she herself and here's the great thing is I want to be very clear she wasn't doing this on purpose like she wasn't like there was no one to manipulate like she just didn't even know this was happening she had no idea like you don't know you don't know you're like like she didn't didn't take time to slow down and actually lift going underneath the hood that's what I do the architect I go under the hood and go okay let me understand everything I mean know who it and and and like to find out too like her not only she's making this money the closers on the team were not good those are the first time in history where it was right okay no and sometimes oh yeah okay but sometimes it is but I'm just curious somebody sees an ad and says oh my goodness I'm going through a court case I want to hire that lady right and then they come in and she's some and she's teaching them business coaching how could she not know that her offer was not what she's giving I mean how could she not know that it's a little bit more cognitive than that but okay let's move on I want to build you an offer like let's go back yeah so let's okay so the thing is you want to be now you're still doing this all done for you you're still doing that's what you're doing I can't get out of it I'm stuck I keep getting caught into it and it's like it'll be all right okay but I got you covered I got you covered what okay this is this is it'll be all right on the night okay so this is the deal you want to ease out you can't do it overnight because you can't just stop what you're doing and you can't say I'm not working for you anymore so you want to ease out of this offer slowly by offering something else in the future and eventually it will weed out until you just have a few okay and then you will yeah so I'm at that point I want to be very clear right now just so everyone understand I'm at that point right now I got my three clients that are that are now being ran by my managers I'm done I am not bringing on any more clients like that I'm now going how to like take all these years of information and be able to do it at a level at scale okay this is what you need to do you need to create a coaching business now out of this and you need to make sure that you aren't going to be actually doing that but you need to start getting a stable of people you got to look at every single operation that happens okay there's you you're going to be the coach okay and then you're going to say okay what else do we do for them okay we have closers so we are going to point them in the direction of these good closers now you got you and I'm just going from one to the other closers and then you've got maybe some content people and you know I'm not going to go through it all but I know you have many many you have many functions that you need to list out in a list to have you done that before you have right good you have your list and you just say okay I'm going to be the coach slash consultant I'm going to also hire other coaches that are going to handle these places because you don't want to do all the coaching because that's also a trap okay so you're going to get and there could be people on by the way the people on your team can be those coaches because they work with you and they know what you're doing so you can actually make all of your service providers that you have in house I'm guessing right they can now if they can can do this they can now be the coach of that particular thing operation that needs to be done so now you're shifting all of the service providers to are now coaches and consultants in your coaching team does that make sense okay and then you're like might three you're saying I'm shifting the three managers I have into coaches because they see then you don't have to teach people your system you already already know it so you're saving so much energy and time not training all these other new people on this is the system and this is what we're doing we already know what we're doing you all you all do you want to be consultants in my coaching business they're going to say yes heck yeah and you're all sharing the coaching and it's a group coaching program so here's the offer group coaching program I'm thinking you're going to need probably six months if people are going to like have to get help to do it themselves am I correct oh if you're consulting on them doing themselves with help of plugging people in or is it a year I know okay so I don't want to make say you're saying if I hire somebody if I bring someone on no if you're and if you're yes say I'm a client and you don't want to do it all done for you but you're going to now get and this this needs a bit of building okay yeah I would say I would say this depending on their speed like I have people that operate quick and the ones that make excuses I can do it 60 I would say this is truly 90 days then then we're going to make it six months for people that have life happening and children so we're going to say six months because 12 weeks is not a lot of time I have a 12 week it's my accelerator so you're going to say six months but in your marketing I'm not even talking about the marketing let's not even go there let's just build the offer okay so we now have a six month because then it gives builds in time where people have to get things done and they might not you where some people are yeah yeah now this is the beauty of this offer you can now do the six months and these coaches don't even need to be that far ahead anymore because you're not doing it all for them so you now opened up your market to coaches that maybe aren't just starting but aren't at 100k months because it's still going to work so now we've opened the market up now there's more market make sense because now you're not doing it all for them so I'd say it's got to be six months give people time you're going to do a group this is the offer the group one-on-one offer group you're going to have I don't know you work that out I can work with you on that if you want because I know how to do this down but let's just say it's group we don't know how many we don't know how many sessions per week yet but there's going to be some sessions a week with different people coming in and they turn up on the group and then they're going to get a certain number of one-on-ones because people really need that and that's what makes it a grand slam offer is someone on one okay yeah so somebody is going to do that big first one to do the audit and it's funny you said that because each coaching offer that is good always has an audit one-on-one at the very beginning of working together okay so somebody get they got a one-on-one audit they get various group I don't know exactly how many all right it's six months and basically the promises we're going to help you set up your business to get to 100k months not million 100k months why because most people earn at 100k months and they would die to get 100k months and it's going to be very hard for you to get them to a million when you're not doing everything yourself agreed so the goal is 100k months and beyond I'm just giving you some marketing copy ideas as well which I don't normally do but I like you cave on okay so that's the offer now the offer that's a great offer have I heard something sort of similar yes but they're not as good as no no way I'm not done yet I haven't finished with the offer yet cave on patience man so now we're going to go through the problems of this offer because I just created an offer on purpose it's not done yet on purpose as a learning thing good offer it's not good enough yet why because it sounds a little similar to other offers that I know of okay so what you need to do is you can make it an offer that nobody's I'll tell you there's this person that's famous I won't mention names and they have a similar kind of offer it never works okay even though he has a good name never works most people that work with them go oh yeah it's definitely not what I thought it was he makes tons and tons of money good guy you know who it is um but but it never works and everybody's like well I did get good sales and you're just teaching them how to close yeah totally no exactly yeah so that's a direct competitor of mine and I'm trying and that inspiration of that is how can I do it better not at much scale no you don't be as big because I wanted that I want to do it better and if anyone comes through they can't say exactly anything shit that they've been saying over that we're profits than I would want personally for all the people working in that company okay there's a lot of ad spend okay now now the thing is oh yeah that's business coaching as I said you can coach with me if you wish after I create your offer because I can help you with all that okay the point is now we have an offer it's pretty good dang it you're gonna coach us and it's gonna now now you need a promise now what makes an offer great is it's better than all the other ones out there you know what I have in my offer I don't have guarantees because you can't do that you're not allowed to the FTC over here it's against the FTC standards you can get sued so what did I do to get around that I created agreements in my contract agreements in a legal contract that if they don't get to a certain point by that time they keep getting coached until that happens so I'm gonna give you your verbiage right now in your contract I want to hear it it is if John has not reached a hundred K month by the time the six months has elapsed Jane will get to stay in the program at no extra cost until that happens now here's the caveat she must however do the work in the contract yeah I know they didn't just say that that's that's I know that like that but you know but your listeners are actually listening it's not I know we're doing this but they're listening and I just gave them I gave them a gold mine by saying that outlining yeah you did you're right you're right you're right so I'm I know I'm helping you but we got to keep think about your listeners man okay hey bro bro man yeah yeah thank you for that correct I love it I love it let's go back here did everybody just hear that okay okay just because I knew because I knew and knows that there's ways to absolutely no guarantee you're not seeing me I'm doing the quotes yeah don't use the word guarantee and eliminate that from your vocabulary from now on cave on because Canada and America the Canadians also can't do that because we're all dealing with each other and the FTC reaches into Canada believe it or not okay they do they've even reached into Europe yes if you get big on me we think it's only million dollar coaches but they made an example of somebody that wasn't million dollar coach and sued them to show everybody you're not safe okay yes interesting I heard I heard it was between and a hundred they like if your business is doing ten or a hundred million because at a hundred million after that they don't want to go near you because they obviously want your lawyers that's two people favor by saying that we don't know and I also have a coach that I'm that knows all about this he coaches on this all right now he personally I asked him personally I said hey is he is did he person go through it just recently yeah I'm not gonna name I'm not gonna name it so I we know that is I know there's more more than we know we know more than what he coaches on this now I actually have his book I was the first person that got his book but any who I asked him I said hey I don't guarantee anything anymore and he goes you can't and I said I know I said what about this verbiage he said that is brilliant in a contract just make sure that you honor it and I of course I'm going to honor it I would never not honor my word in a contract he said it's brilliant because it's not a guarantee it's just a term of service then he's just a term in the contract you never promise don't call it a promise don't call it a guarantee say I have a term of service written right into my contract that states that you've got to reach this or bust or we have to keep coaching you until that happens and they go really yes so that's a you that is a good USP because they always say what if it doesn't work for me I'm because their mindset could be a bit low what if it doesn't work for me I don't see myself as a million dollar coach and you're like that's okay because you've already qualified them that you wouldn't take them as a client if they didn't have it in them correct so y'all know you know they're gonna be able to do it they're not there yet but you know you're gonna get them there right like for instance I won't take clients that I can see that their mindset it's just so shot God bless them that even we have a mindset coach and a healer on my team okay even with that because I realize people need that I'm like no I don't think this person is gonna be I think the mindset is so I won't take them yeah they right yeah so let's let's let's because we're the listeners are hearing and I'm picking up everything you're putting down but I think we need to stop and just break that down a little bit what what are we talking here I'm gonna talk about it as in this emotional awareness there are people and people ask me what makes a really good salesperson is it our hard work is our mind to determine it's their level of emotional awareness and consciousness if it's a low horrible it's high powerful is a same way as business owners very now business owners stuck at a hundred or a minute wherever they're stuck at their conscious level is what I said kind of earlier is stuck with their identity now what I love what you said is and I true this there are people unfortunate and for it's this is very unfortunate that are emotionally at such a low level no matter what we do even if we give them all the skills and we give them the exact tools they will find a way to my podcast so I can say this they will find a way to fuck it up either directly or indirectly subconsciously or consciously because there's too much I don't use the word vague word but there's too much trauma that happened and they haven't done that work and they got to go do that work before they ever go bill so I just want to make sure people understand that because we aren't cycle you know some people have come in and they try we have a great mindset coach and some people have come in and ask to see her every week like it's like psychologist and I'm like whoa we are not psychologist she can't trouble for that I said we are not psychologists she is not a psychologist we are not licensed psychologists know you can't have a call every week about your emotional problems because we are business coaches right there's a support there but then it's been I'm like no oh no no no we cannot do that because now they're trying to make us shrinks this has happened a few times in my program because we're so good at that at the emotional support and I'm like we're too good at that oh she's changed my life can I just oh you mean like no no no no no go hire somebody yeah and she'd be going to go hire so there's that confusion now I have to say there is a time in my life or I was just too low traumatized you get it however and I knew I wasn't at a level like to you know be a million dollar coach at that point but I still did something I still operated and I just fought through and I dragged my fears behind me but most people cannot do that so you don't have to go fix yourself folks you just have to say will I just take a step forward and drag my fears behind me if I agree to do that sure we can work together make sense there you go okay so cave on do you want me to get through this to get you your offer and then we can always book a call privately and I'll go we'll go forward okay so here's the deal yeah let's do it yeah you got to have it that it's not sounding like every single offer and you got to realize you know that offer of that other person you got to be able to nicely punch holes in that offer okay you won't mention names there are other people that offer this but this is what we're doing differently I'm telling you how to sell it now okay and I always say I don't say oh there's this other coach I say you know I've heard about an offer like this and I say really do they actually have this oh no no they don't have that I'm like well then it's not the same offer is it like I have now I don't know if you want to do this but I'm going to tell you how to make this really irresistible you ready? Unlimited one-on-one coaching as much as they need the keyword not want need okay now I'm going to give you a secret here we have such great coaching that goes on in the group I have me we have four me and four three other coaches okay and they're all doing something different like we have a heart-based sales coach we teach heart-based sales very different style of selling because of that's just who I am we have a content and copy coach that used to run universal studios video content department so now I got the content of course I touch on that a lot myself we got the sales of course I coach on that you know in my session we've got also a mindset coach who's also a theta healer so we have and then we also have my head coach does a planning session every week so we got all this stuff dialed in okay that and I do a one and a half hour masterclass every single week so we turn up really strongly we have this agreement that my clients get as much one-on-one as they need guess what they don't need that much because we do such a great job with the group in fact we will sometimes reach out and say hey are you sure you don't need a call who needs a call because sometimes I'm like hey I haven't heard from that person book a call I will actually encourage that because my goal is not to make money and sort of hide from my clients like most people do you know that thing of let's let's and your competitor does do that I know that it's like oh we got all this but we hope you're going to use it and it's sort of this energy of hiding from the clients and sort of sending them away to do hard tasks it's like that just go build an email list really that's going to take a year by that time you're out of the program right there's been a lot yeah yeah yeah yeah there's been a lot of extremely bad behavior with coaching companies and by the way another coaching company that was complained about by hundreds and hundreds and hundreds and hundreds and hundreds of people they were also sued suit okay that wasn't a surprise to me because so many people complained about them okay that was kind I was in one of their programs when I first got online and the energy was you're here you've paid us now please just go it's like what you want help it was really really very very weird feeling because it was like wow I'm in the army now and it's like go do that and you know and I was like well I need some help it was almost impossible to get somebody on a phone like I had to beg and beg and beg and beg and beg and beg like three weeks yeah a 20 minute phone call with one of their assistant coaches they didn't know anything and I was like wow this is really but I was successful because I make lemonade at a lemons move on though how do you get a great offer you offer something nobody else is offering I know your your face pailed for a second but can you imagine you said it's as much one-on-one as you need they won't need a lot if the group coaching is it's outstanding and also if they can ask questions in the Facebook group whenever they want and somebody is actually answering those makes sense so now you have high support in the Facebook group you have high support in excellent coaches that know what they're doing and your team does okay high support and very quick answering quick answering questions and I have something that just puts it over the top you want to hear my secret one people can also text me minute people text me I'm just going to show you trying to get to it on Facebook Messenger whenever they want okay so actually there's yeah there's somebody asking a question so it sounds like the offer I'll tell you what it is fully accessible but I I have to be honest I have to I'm not trying to push back I have to be honest to you personally because I think it's great you both see the real the realness behind these is I'm still not seeing the sexy yet because I've seen all the offers I'm like remember back in the day no no no what I'm saying it's just an extra no it's an extra thing because people you know this they're at night going oh my gosh I need to ask a question I can't book a call with Sean right now yeah I can't wait for that call help okay help and it's great because it's just yeah it's saved so much booking of of coaching calls actually and by the way absolutely like one this is not my phone is not blowing up yeah it's not blowing up okay it's yeah and you and you here's what we do know you and I both know you're right I do know this because I've been in this they don't use it not all the time they don't they don't actually I'll give you a give you an example and that company we built from zero to 38 million part of the inner circle was we had something called the backbone and it was a red phone that we showed them it was red it was literally a red phone and we said whenever you're in distress like what this is a 24 seven phone you call this phone but you only get access to this phone if you're in x right you know I'm in calls we got we had in just so you know we had 10,000 okay I know why that didn't happen because it's scary it's an emergency I'm just saying I'm just saying my clients it's not an emergency hey John quick question I don't want to book a call for them yeah yeah no I just I well I was trying to say I wasn't actually going against what you're saying yeah that's very very like biopering no very very different construct emergency I'm afraid I don't want to bug them it's not an emergency so now the thing is you don't have to have all all you want coaching but when you say that they're like whoa you mean I can book as many calls as I want because as want they might want to be you know getting on a call every day to waste your time no it's as much as you need and they're like oh I get it because I need because I have something so that's now that's the offer needs a little bit more help so because we have to figure out exactly what those coaches are doing how many duh blah blah how many sessions but this is a great offer to offer coaches who are not million dollar coaches already you're actually saying I'm gonna make you a million dollar coach if you keep doing your hundred cave a month what are they gonna be a million dollar coach got it and then if they want to stay in an extra six months then they can stay in you resell okay but the thing is you have to get them to the hundred cave the six months or they'll be in there but it's no big deal it's mostly group so who cares right mostly group now the other thing is bonuses you got to think of two two C bonuses and I don't mean I mean to give you an ebook or I'm gonna send you my book or I'm gonna do something that we know as a bogus bonus and I have this thing people do what's called a bogus bonus it's not a bonus they're pulling something out from their program they were gonna give them anyway and they're taking it out and calling it a bonus and a lot of clients I've had and I said wait a minute were they gonna get that anyway oh yeah I said that is not a bonus that is this that's not honest that's not a bonus that's you pulling out something they were gonna get anyway and calling it a bonus what is something highly valuable it could be a fantastic book they need to read okay like psychosybrenetics that's a good bonus or an extra session of something that they would not have gotten okay like an extra something okay that's you never would have gotten and you can also offer more time in the program as a bonus you can say hey I'm gonna give you an extra month is gonna be a seven month program on certain cases yeah people like getting extra time so you now have the good bones of a very good offer because the offer is we will get you to 100k months within six months okay that just means 100k month by the way cave on so you have six months can you do that can you get people to 100k in six months okay well that's the right person but you're not gonna see yeah wait if it's a bit right so we're not we're good okay so this is a great offer it's an amazing offer because you're basically saying we're gonna get to at least 100k month in six months that so what do you think the price should be well I think that you could well I mean if you charge I mean if it's 10k that's a no-brainer because you're 10xing oh wait it's 10k because you're 10xing well yeah I would say 10k yeah 10x 10k so 10k yeah I mean they're gonna make more because they're gonna not go from zero and get 100k month they're actually gonna get more no they're gonna make way more than maybe not because you know some people don't make any money and then they all of a sudden make 50 and but what we do know it's more than 10xing by the way it's more than 10xing because if they're gonna get 100k month they're also gonna make other money hopefully you know in the five months so you're you're actually well the condition is as we're gonna 10x your investment right and if you don't work with you there you go 10x or more because it's a first not 100k total it's their first 100k month make sense so this is an amazing offer it's an incredible offer actually for 10k amazing when you start to sell it then you can raise your prices but for now 10k for that however are they gonna run ads yeah are you no you're gonna show them how to run ads uh you're 100k i dealing i dealing not ideally they're running ads i'm gonna make sure they're okay so then this is this then you have a market that is a bit different they're already running ads and you're gonna fix those that's even better yeah like i'm like yeah like i'm not going brand new like doing you want to run ads as i'm telling you like that's not like there's way too many coaches out there doing no actually that's my market i don't run ads okay so you now we're good now we've gotten clearer this is not the same market as me this is people that are already running ads but are not at 100k months yet right yeah like i said they're like these people are at least minimum you're doing minimum okay well then that that's that's then that is then that is your market with your salespeople you're gonna go after those people and you're gonna target those people right with your marketing and all all your stuff right okay i love it we're very very focused now the avatar is clients coaches that are at 50k months minimum who are already running ads boom that's it i love it and it's 10k and when you start to sell you charge more later there you go so then you the work that you're doing is you have closures the work that you're personally doing is you're just turning up for the coaching call every week you your other people are turning up so you're not doing that and you know if you want to really be good you make yourself available for them to text you that is very premium primo and it adds a lot to the offer that they have access to cave on why we have four minutes left i'll tell you why when people hear that i'm a multi-million dollar coach and i'm like hey and sometimes i'll say here's my cell phone when they're like i want to ask questions before they sign up they're like you're giving me your cell phone yes sure they're wow that accessibility is unheard of so i'm showing you how to be a rock star by being like me people like wow you're telling me john i can text you and not your assistant not your VA not no me me like wow i've never ever met a coach that's a multi-million dollar coach that goes anywhere near their clients okay so what is that it's crazy is that crazy is that crazy it's all busy is that like i don't want to talk to you yeah how how shameful is that like it's just they're too busy making the money and the churning and and and you know like doing all the things that you're helping them to do actually but they've lost their humanity in it and it's become that they come in and they get the closer and they never see the coach and then they'll get a whisper the coach on a group call and maybe ask a question if there's enough space because just thousands of people on there and and it's like well i'm in that person's coaching program but i've never actually spoken to them like wow now this is why i've kept mine smaller and more like manageable because i actually want to coach people and i actually worked out that my profits are way higher than some of those coaches that are making a million dollars a month oh hi and i'm i again another question this is good not question statement that everybody who's listening if you're the area in the culture thinking about it does not matter how much top money you make it's such a van in our world like i said the online world it's such a vanity number they're all vanity they're all revenue revenue no one gets a chance to vote revenue i care about your profit and you said that at the beginning how much profit and i loved it because i can say hey yeah we've done four million dollars a month but we spent three million dollars a month on ads and i spent another half a million dollars a month with my team and this so actually i made four million dollars but i only made a hundred grand this month okay well why not make a million dollars and make five hundred thousand dollars yes exactly exactly exactly you said it the lifestyle i have a tiny team yeah when a business sells they don't look at the revenue yeah they look at i have a tiny team yeah i'm not against ads but you know the ads thing i did spend a hundred k once testing ads and i'm like these did not work i got clients they were the worst clients they were make money online kind of people i was like oh my gosh and a lot all of them canceled their contract except for one okay and that was my insta guy but he came in and he didn't do the work but at least he didn't cancel the contract he paid up then didn't do the work so the point is you're better off having a smaller business with higher profits and sanity and not overworking than spending millions on ads where it's such low profit it's all this management and there's a there's a balance to you i told you i couldn't agree with you more right great okay von this has been amazing we should book another call if you want more help with that that's what i do yeah yeah i agree i agree we're telling them again anyone that i'm sure there's people are like all right where are they find me on my website john j a n n e oh m l oh are at well dot com and you know cave on you're going to put that in the the um and we also have the reviews page make sure you put the reviews page and they can book a call on there and i will take that own call myself because i'm doing my own sales still so um this was a special episode it wasn't the pitch me episode it was the show me episode and i just want to say thanks so much for showing us your expertise your knowledge and if i would say if i summed it up that there's anything anyone got out of this is a lasting we just talked about you're better off have any profitable business that is smaller with sanity than having a vanity business right i agree i agree thank you cave on i'll see you soon thank you yes and that was another episode of the vault unlocked where proven builder is real strategies and unstoppable growth happens subscribe now the next unlock could be your success the code is cracked the vault is open so