Full Transcript: MOTM #521: Business & Bullshit with My Bestie – Part 4: Asking for the Sale

[Transcript starts at 2:06]

Maestro: Hello, friends, Maestro and Jill Fit here, bringing you the fourth installation of our favorite episode series, Business and Bullshit with my Bestie. I'm watching the screen right now and I'm like, this is why my screen grabs look crazy. Like, why am I the most animated person? I look like a Muppet over here.

Either way, welcome back to the show, folks. If you're listening to FitbizU, if you're listening to Maestro on the Mic, if You're watching on the YouTube, you are in the right place. Like I said, this is the fourth installation installment, Whatever you want to call it, of business and Bullshit with My Bestie.

This is a special little four part series that we're doing. Why? Because we can. First episode, we talked about doing the thing. Second episode, we talked about standing out in the space. Third episode, we talked about the nuts and bolts of online business. And today we are talking about selling. We got a banger of an episode in store, but first I'm going to flip it on over to Jill for a little commercial.

Jill: I love this because it feels like the news program, you know, like you welcome everybody and then you're like, let's hear what's going on with the traffic. So I'm the, I'm the announcement person. So y'all I'm excited. We did mention this. Um, I think we did mention this maybe on business and bullshit number two and probably number three as well.

Uh, and I think it actually is going to be in the show notes for episode number three, but we decided that, um, we're actually going to be doing an open house for people who may be interested in legacy. So we do have a wait list. You guys know, we've been talking about that. If you are not on that interest list for legacy, which is our upcoming business container for intermediate plus business owners. We're going to be opening enrollment October 29th for those on the wait list. You can go to Jill fit free. com forward slash legacy dash wait list to get on the interest list. And if you're already there, great. Maybe you want to hear us just chat a little bit more about legacy specifically.

We're going to be doing that on Monday, October 30th in what we're calling the legacy open house. So we're not going to do a whole bunch of like, education and webinar style stuff. We really want to get to know you guys and hear about what's going on with you and your business and really just honestly see if legacy is a good fit for you.

So if you have questions or you want to run things by us, this would be a great place to do it. So you can go to jillfitfree. com launch 2024. That's jillfitfree. com forward slash launch. 2024. Do you want to tell the people back to you on the weather back to you, Bob? Oh, I forgot. That's your, that's your thing.

Maestro: That's my thing. 

Jill: Do you want to tell the people about the open house? 

Maestro: I would love to do that. Uh, so we flipped it up a little bit, flipped the script a little bit this year. And traditionally when we are launching legacy, like Jill said, We want to kind of get, get, um, we want to corral the people. This is a little free business lesson because this is business and bullshit.

When you're selling something, it's great to corral attention, corral the people, get the people that are interested in one spot, one space, and then you can talk to them and sell to them. This year, we wanted to add something. Traditionally, we've done it, we've sold through a wait list and… One of the things that you folks will learn as you move through business is that selling these more advanced programs and selling to more advanced users is actually easier than when you're selling to very, very beginners.

So this is actually not some like super crazy launch for us, but this is our fourth round through. We do have a very solid, solid wait list going. But we were like, Hey, let's do something else. Why not? Right? We know that the method that we've done is tried and true, and we will talk about this in legacy as well, that you don't have to just change shit to change shit.

If it's working, it's working. And then if you get to a place where you're like, I can predict things, there's certainty with this, but I want to add this and see what would happen, then you can. Which is where we're at for round four. So this time we decided to do what Jill has named and called an open house.

And the whole goal here is for people to, I'll say it, convince themselves, right? We're not looking to chase people and be like, Oh, you have to join your, it's the best, like, come, you must join this thing. We want to say, Hey, we have this thing that we know fucking works. We've put 60 plus, it goes to 70 I want to say at this point, people through it.

We know that if you follow the curriculum, if you put in the work, you will get the results we want to see. You want to present that information to you, and then we want you to see if you would be a good fit. So instead of doing one on one calls or things like that, we said, let's have an open house.

People can come in. We'll talk about the structure of legacy. It's all on the sales page as well, but if you want to hear us talk about it, you want to see our energy even more, we'll talk about the structure of legacy and then we'll give you a kind of 30, 000 foot view breakdown, if you will, of the anatomy of a successful launch. Because that is really what you're going to get in legacy.

One of the things that makes this program stand out to me is that you're actually going to learn shit, plain and simple. This is not just like a purely like mindset, rah, rah, like you could do it kind of program. You will get strategy. You will get tactics. And we also want to expose you to that before the program, because some people are like, I don't want to do that.

I don't like that. I don't think that that's what I want to do for my business. And that's fucking amazing. We want people that want to be there. We want people that we know we can help. So we are opening up or extending the offer to have, uh, come join us on the 30th. It's. You have to register so we know who the fuck is coming.

Uh, but we're going to talk about what Legacy is, break it down, go through the structure, and then you folks can ask us the questions and say, Hey, this is where I'm at in my business. Do you think this would be a good fit? This is where I want to go. And if it's not a good fit, we'll tell you. Because we do that in the application process as well.

Jill will probably at some point make fun of the application process. My side, my role in that. I got the papers all around, everything on the table. 

Jill: Y'all, she comes over to my house with a stack of paper. I'm like, we not saving trees? What are we doing with this? One time a year, Jill. But we, I have a massive coffee table.

We spread it all out and we literally read line by line every single person's application. Um, and the application isn't super short. We want to know about your business and we really want to make sure it's a good fit. Uh, and we do turn certain people away or we, we give them something else to do or give them some homework or another place to go, if we don't, if we're not confident that we can help them. So when you guys, if you're thinking about coming to the open house, um, you don't have to prepare anything. Don't be like, Oh no, they're going to call on me and I'm going to be nervous and whatever, literally just show up. That's it. And you don't, we're not expecting anything from you.

You don't have to prepare anything. Uh, just come and listen, even if you don't ever want to ask a question or whatever, like low barrier to entry, uh, for everyone who signs up, we, we will send out the recording, but if, of course, if you want to speak to us directly on that call, you need to be live. So go ahead and check the link in the show notes.

And, uh, I can't wait to see you there. 

Maestro: Amazing. Amazing. We'll circle back at the end of this episode. 

Jill: And that's going to be a week from when this drops.

Maestro: Oh, yeah. So if you're listening to this the day that it drops, the 23rd, it's going to be an actual week from today. So. Podcasting world is so weird because you record things before things go out and then it's like in the future but the past and you're like, it's happening at some point.

What did we say? It's happening at some point. Speaking of happening at some point and it already happened at some point, episode three of this, we recorded in person, which was awesome. I haven't edited it yet because we're recording this before it comes out, but it was awesome and we have heard all of you, you folks are like, do it, make this a show, make this a show.

I'd still love some more affirmation if you want to send it our way, but, uh, we hear you. I'm going to leave it at that. We hear you. Feedback has been great so far. It's just phenomenal. Folks are just, it's been great. So also thank you for those of you that, uh, That did write in or DM, everybody's been 

DM'ing.

I

 a lot 

Jill: of you have shared it. A lot of you guys have shared it on social too, 

Maestro: I really really, really cool. So today we're going to talk about selling and I think I'm going to actually bookend this episode with, we received two questions, none of them to the… Google doc, nobody submitted that way because Jill told you to DM me.

So it's fine. I got the DMS and I'm good. Cause I can, I'm actually on the computer today, but I'm going to bookend this episode with the questions and then we'll take the second one. I think it'll tie in well, but I think this makes sense to start off with, with everything that's going on and then we'll talk about selling.

All right. So question, she said, Shante question for your pod with Jill. What encouragement can you offer to keep posting on consistently to keep posting consistently on Instagram and doing all the things on brand while the world is crumbling around us? Serious question because I'm over here wrestling with myself every single day.

Hey, go grab my free thing. Meanwhile, the real world is out there worlding. You know what I mean? The struggle is real. 

Jill: It really is real. And we're seeing, especially right now, I'd be interested in your take on this. I think you have a really good take on this. 

Maestro: So Jill and I have talked about this regarding other, back when racism happened in 2020.

If you, you know what I'm talking about? I know that I say it in jest, but like, that's when it exploded, right? Like racism has been there, but like racism was a big thing in 2020. And Jill and I talked extensively about that and showing up and what's kind of expected of influencers. And at the end of the day, number one, you are not required to comment on anything, you can share whatever you want. You have the opportunity to use your platform in a way that resonates with you. But there is no obligation to do that. And I sat with that for a while as a black person during all that. I was like, what the fuck do I got to say about like, do I have an opinion here?

And like, is someone expecting me to say something? So on, you didn't really ask this, but on this one, the one hand, there is not an obligation. There's an opportunity if you are educated on it. If not, there's, do not feel like you need to like, go and have this big opinion on things like that is not there.

Okay. The same way that if you were in person, like you wouldn't just be like, I'm just going to go walk around yelling things. Like if you have an opinion, if, if it directly affects your affection anyway, and you want to speak out by all means you use your platform always, not just when something is happening, you use your platform in the way that feels best for you.

The second part of this is that when things get lifey and this is in any, any like part of the spectrum for me, my default is gratitude. If you need to take a step back and be like, I can't post, this just doesn't feel good. By all means do that, right? Your business is not fragile. Like you'll be okay. If you're like, I want to show up, what can I do?

Well, one, you can ask people directly involved. Like, what can I do? There's plenty of resources out there. And two, my default is always. gratitude. So if I make the situation like a little bit more benign, I think it's a little bit easier to conceptualize this. One of the things that I know that I would feel guilty about is if I was walking around in the middle of the day and it's sunny outside, I would feel bad that there's other people at work.

And I'm like, man, there's like people inside at their desk. Like they have to be at work. They don't want to be there. Like they're trying to work 18 jobs. And I feel really bad about that. And then I was like, but me just sitting here feeling guilty doesn't change their situation. It doesn't help their situation.

And for me, the best thing that I could do, the way that I felt like I could contribute was to express gratitude and to express gratitude for the things that I have. And the fact that I could be out, you know, walking in the middle of the day. So for me, the way that I keep showing up or the way that I, one, it's because I want to, I never feel forced to, and two, I will always default.

Jill: Yeah. No, I mean, her question, it sounded like to me, it was around like, how can I energetically show up if I'm literally like just sad, you know, or I'm angry or I'm frustrated with what's going on in the world. And you know, obviously right now we're, we're, um, recording this during what's happening in Israel.

But, you know, it could be anything. School shooting, right? Like, I mean, there's like, there's an infinite number of things that can really hijar hijack our mental, emotional capacity. And all of that's valid, by the way. Any of that is if it hits you and you're like, well, it's, it's a small thing compared to, you know, I don't know that it really needs to be competitive.

I don't think there has to be a competitiveness to like what's worse or, you know, whatever you feel inside is valid. And so I think. It's okay. Like Shante said, and that was what I was going to add, which is take a break, you know, and be like, I just can't show up today. This feels forced. This feels, and if you're promoting your lead magnet, or even if you have like, you can, that's the beautiful thing about having your own business.

You can always change it, change the dates, change the timing. If it doesn't work for you because of what's happening in real time in the world. Push it back a week. It's not going to make or break your business. That's the best thing about being able to have flexibility and that's why you have your own business.

I also will say this from a perspective of, let's just say you, um, you know, you had a launch planned and you're like, I really need to make money cause I need to pay my bills. You know, one of the things I do think about is you can use your platform to talk about social issues or not. That's totally up to you.

And, and again, I don't, we can get into like the performative nature and all these kinds of other things and the guilt and the shame and whatever. But I think about someone who works at Starbucks. They still go to work when things like this happen. So if your work is online and you have a launch plan because you need to make money to pay your bills, you still have to go to work, you know, like, so.

That's how I see it. If this is your job and it's 100 percent online, people still go to Target and they work their shift. People still go to Starbucks and work their shift. People still go to a corporate job and work their shift. The reason we question ours is because it's so front facing. And that's where sometimes I think that's where the rub ends up being.

Right. Cause you would never question like, should I go to target and should I go to my shift at Starbucks? You would never, most people wouldn't question that, but we question the online stuff because it is so visual and so, so visible. Um, you know, and so I just, I, you know, at the end of the day, you need to make money.

So if you had a launch planned, I think it's okay, probably to push through unless just from a mental emotional standpoint, you don't have the bandwidth and you don't want to. And that's of course, always in your. 

Maestro: I've, I've been noticing people how they, you know, show up and I have someone, uh, in my audience who I worked with for a bit and she's just been really, really affected by this and she's just been transparent with it.

That's how she showed up. Not because she's like, I gotta stay consistent and here's my, here's my solution. She was just like, this is what I need in this moment, which is to share this online and to share my, how this is affecting me and to share what I'm going through, what I'm experiencing and what maybe you are experiencing and, you know, here's my, my.

Here's my, here's what I'm offering. So how you use it, how you show up is up to you. And I love what y'all said there as well. If, if you need to take a break and you need to step back, then you step back. I am actually thinking of Danny J. I was in the shower last night and watching stories as TV. I just put it in the corner and Danny J poppe up and she was like, Uh, supposed to do a webinar three years ago. What do you think? I might do it today. And I was like, love it. I love it. So life got real lifey, real fucking lifey for DannyJ and her mom, uh, they found a brain tumor and so she was supposed to do a webinar three years ago, like as of yesterday.

And she was like, I realized why I didn't do it. My mom got diagnosed and then I had to, I dealt with life, everything. And so three years later, here she is being like, Hey, I still know this stuff, this stuff is still helpful. Do you want this stuff, right? That is, like Jill said, the beauty of online business.

You have that flexibility and you can lean in or lean out as you choose, right? So thank you for the question. Great question. Really, really good question. So that ties into the episode, which is about selling. I am of course going to pass the mic to you. This is one of Jill's, I would say this is like, in my mind, this is Jill's expertise.

Jill can sell and I say that and part of me is like, I immediately need to say, but not in a sleazy way. And it's not to put qualifications, you know, qualifiers on it, but like, I don't know who listens to the podcast. Maybe you never heard of Jill. And as soon as you hear the word selling, you're like, well, it's bad as salesmen.

What do you say to folks, Jill, especially your beginners or just anyone kind of mindset that's like, I hate selling. What do you say? 

Jill: Right. So first of all, like a few things here. Number one, chances are you hate selling because you're not good at it. I mean, at the end of the day, we like things that we're good at.

In fact, a lot of our legacy students, by the time they graduate, they're like, I love launching. It's so fun. Like, because they see it as Some, uh, skill, right? So if you've just said to yourself things like I hate selling or I'm bad at selling or selling is gross or it's annoying to my audience or whatever, uh, chances are you're just not good at it yet.

And, and that's okay. That's part of the process of getting better at this skill. I will actually challenge what Maestro said. Yes, I, I think when we talk about selling specifically, we're talking about that period of time when the cart is open. But what I want you guys to start to think about is that selling actually happens way before the cart opens.

And when Shante says that this is my thing, maybe she's talking to, I know she's talking about like when the cart is open, but here's the cool thing about selling y'all. So much stuff happens and so much of the success of a launch happens before the doors even open. So for a lot of times, like, you know, you guys are listening to this podcast, maybe you listen to part one, part two, part three.

Maybe you're on the interest list for Legacy. Maybe you're thinking about coming to the open house. Maybe you've been listening to this podcast for years or you've been following Shanté or myself for years. Y'all, all of that's part of the process of eventually deciding if you want to join us for Legacy.

So we'll technically have the doors open for legacy for five or six days, but so much of the people who will end up joining us will have probably made the decision to work with us way before the carts open. And so I want to kind of remind you guys that when we talk about selling, really, we're talking about building relationships.

We're talking about building relationships. Like, you know, weeks out, months out, years out, I just, um, finished our, we just had our biggest launch at Jill Fit ever with our most recent FBA launch. And yeah, we had our, our doors open for four days. Y'all, we, we basically, you know, we asked people to make a decision.

There's a deadline. We have people make a decision within four days, but we had a ton of people have been falling for years. And so, and we had done this, we had actually launched this previously earlier in the year. We had a lot of new people come into our community as part of the launch earlier in the year did not purchase, but then spent the next six months with me getting my emails, following on social, listening to the podcast, and then they purchased this time.

And so I want you guys, instead of thinking about selling as like this disgusting, gross, give me money. I'm greedy. I'm going to take your money. Also remember that people like buying things. Y'all, people like buying things and it's a win win for everyone when someone is literally excited to buy your thing and you know for a fact you can help them.

Why would you deny someone the opportunity to put themselves on the hook for a transformation? When we launch FBA, I'm not in people's homes being like, so you got to press that buy button. Let's go lady. Like what do you click? I'm not even like- you know, like to me, it's not about that. People are like, I just purchased.

I'm so fucking excited. So why would we feel bad about selling when someone is literally thanking you for making a product available to them? People are literally saying, thank you for letting me give you hundreds or thousands of dollars. Then we have to look at that evidence. So you can't just make up in your mind, this idea that selling's gross.

When, when the reality is people love buying stuff and people, you know what people like buying better than buying stuff? Getting a transformation. And to me, when you put skin in the game, whether that's time, money, effort, energy, and actual dollars, that's when you really get the transformation. So why would I, why would I ever deny someone the opportunity to change their life?

And that's literally how I see it. Maybe that sounds used car salesman to you, or maybe that sounds a little bit shady to you. I don't know, but. An honest salesperson like Shanté or myself or anyone who's selling something, maybe you're listening to this, it should be a win win for everybody. In fact, if you're talking to someone or you're in a, in a funnel of some kind, or you're in a sales situation as the potential buyer and you're feeling shame or guilt or coerced or someone's telling you, uh, making you feel bad for not being so ready to purchase, f*cking run y'all. That stuff doesn't even work anyway. So the idea that if you're going to sell, you have to completely change your personality into like a snake oil salesman, that's, that shit doesn't even work anyway.

Right. People can see through the super cheesy. We're slashing prices. Come on down to the lot today. Like, that's not what selling is. Selling is organic, start to finish. It's transparency, start to finish. It's win win, start to finish. And it's the way we level up.

Maestro: Absolutely. I love, literally, everything that Jill said in there.

And one of the things that I'm thinking of as she's saying this. My guy, Sean Pastuch, has mentioned this because Jill was talking about when you're, when you sell with integrity, right? And that's kind of the word that triggered. My guy, Sean Pastuch was talking about this other day on, I don't know, maybe his Instagram, something like that.

But this concept, this idea of imposter syndrome. I fucking hate talking about it, but we're going to talk about it. I bring it up and I hate talking about it. But one of the things that we see with imposter syndrome is that perhaps a better name for depending on the person, might be that you have an integrity issue where you're like, I don't feel that this is in my integrity to sell this thing because I don't know if I can get a result for someone. That's fair. Y'all, you just fucking started out. One of the things that Jill said about, you know, our legacy folks is that as they go through the program and they, they get the skill, they, they acquire the skill set of, you know, the transaction, right? They were, we were also working on the relational side of things. We're working on what happens before, right? Because legacy is six months long,, like Jill said, the success of any launch is determined by what you're doing, six months, click six plus months beforehand. Folks in legacy develop that skillset, but they also get people through their program and when they get people through their programs they get results and then they have belief.

They're like, oh, this thing is good. I thought it was good, but like, I wasn't a hundred percent sure because I'd only taken like myself through it and like, you know, a handful of other people. But suddenly they've taken 20 people through it, 30 people through it, 40 people through it, you know, it compounds and then you have this conviction and you're like, yes, I can get people through, I can get people results and suddenly selling feels a whole lot different to you, right?

I was going to say selling becomes easier. It does. But if I, the thing that's more important that it will feel different to you, because you're just like, Hey, I have this thing and if you want it, and you want what's on the other side of it, cool. Would love to have you be a part of it. If you don't, that's also fine.

My guess is that a lot of people like Jill said, have been exposed, have been on the receiving end of like really grimy tactics, cool part. You don't have to sell like that. You don't have to show up like that. You don't have to be an online business like that. You get to choose what you do. 

Jill: And you're the and you're the one who actually said it was this first time I've heard it, how they reach you is what they will teach you. And it always surprises me how many people purchase based on or enroll in something based on a sales call where the person is saying all the right things. So, for example, let's say you're scrolling on social media and you see someone who's like, Hey coach, do you want to triple your revenue in the next 90 days?

And you're like, yes, I do. And you click on the ad and you know, it sets you up with some kind of calendar link. And then you get on a sales call. You don't know this person, relationship with this person. They just said the right thing to get you hooked in. They spoke directly to your insecurities, spoke directly to your desire.

You get on the phone with that person, no relationship, and they're like, so tell me about your business and then they start going into like, well, you know, if you really want to change your life, then there's no way- you have to invest in like what you think you're going to be like. And they start doing all these, sometimes it can feel like these shame inducing, um, feelings of like, almost like they, they, and they teach this in certain schools of thought, like get people to doubt themselves, get people to, you know, get them to a vulnerable place, push on their pain points to the point where they're almost like, I've even heard people say if they cry, they buy.

So for example, if you get in a situation like that, you might purchase because you're like, this person just thinks, I mean, I'm, I'm just not going to ever be successful if I don't do this thing. Cause that's the goal of the sales call is to get them to think that this is the only one right way to do something.

So then you purchase it. And then what do you think you're going to be 

Maestro: doing? That's what they're gonna teach you. 

Jill: You're gonna be doing sales calls just like that with that script. So you have to filter it through. Could I see myself launching like that? You know, and one of the best things about legacy and just to obviously, like you guys know, like we're being fully transparent with you guys, we're talking about legacy a lot where, you know, we're, we're really trying to get you guys to see if it's going to be a right fit for you. Not that you need to do it, but if it's a right fit and part of legacy is like, we want you to feel good selling. We want you to believe in what you're selling. And we also want you to be in abundance.

If you're on a sales call with someone and you're having to like overcome objections and, and you have a script that you're working from and stuff, all of a sudden this is not feeling good. All of a sudden you're just like, I don't like this. And how do you think you're going to show up to those sales calls or sales situations when you don't like it or you're dreading it even.

And so many people, I don't want to say fall for this cause I don't want you to feel bad if this has happened to you. Like that's, so I would probably say, if you're in a sales situation, look at the energy of what's happening and ask yourself, do I like this kind of selling energy? And could I see myself recreating this in my own way?

And that really is how you could vet a potential business coach or potential business mentors. Like how did they reach me? That's what they're going to teach me. 

Maestro: Jill, can you back it up a second? And I'd love to hear, uh, you spoke. Briefly, FBA recent launch, four days. Can you talk a little bit about the evolution of how long you keep the cart open?

Cause we also see people that are like, I sell for one, exactly one month. And I'm like, So can you talk about that? 

Jill: Yeah. And I understand the psychology behind wanting to keep the cart open for a long time, because there's this idea and I, I do want to validate this in a way, especially for my more beginner students, when I say I launched for four days or the card is open for four days, that's probably two weeks of promotion.

Like just crunched into four days. It's a lot. And it's what I consider to be a more advanced way of selling because you have to do a lot. So I have, you know, I have an executive team of five people. Like we have all hands on deck. We call it Super Bowl week because we're like everyone's hands on deck.

And so that's all we do. Everyone on the team works like 60 hours a week, but just during that week. And we do that twice a year. And so for us, if you are like, it's just me and I'm kind of new, and I have three kids and I, you know, and you, you're just going to have to decompress the launch a little bit because you won't be able to have as many touch points in four days as someone like I could.

And so I actually teach and we teach this in legacy. We teach the 11 day launch formula. And this seems to be the sweet spot for most of our clients because it's enough time to educate, to do two things. Number one, educate them what the offer is. That takes time. People are like, what is this thing? You posted it one time.

A lot of people aren't going to purchase right away because they're just like, okay, what is it? They're going to maybe open the email. Maybe they're going to click on the link, open the sales page. You're going to see the sales page is long. And they're like, okay, I'll come back to this later. Right?

There's going to be an evolution of things that need to happen. They need to see it maybe a couple more times. They need to read another post about it. They need to see some, uh, you know, success stories and need to see some case studies and testimonials. So this is a process that the first half of the launch really is just educating people on what the offer is.

It's brand new with the visibility issues on social media and stuff like that and email mark depending on what your open rates are. We don't know that everyone's going to be seeing every single piece of content. The second half of the launch is now closing the sale. First half of the launch is educating, right?

You're teaching on what it is. You're, you know, you're presenting what we call companion content. There's maybe some education in there. There's some insights in there. There's some stories in there with the call to action to be, to go to the sales page. And the second half is like, shit or get off the pot.

Second half of the launch is like, okay, now you know it, you've seen it, now it's decision time. And so the reason why we have a little bit longer is because all of that's happening over that course. So I'll give you guys, so four days, I don't teach this, the four day cart open even to my mastermind students yet, because like I said, I do feel like it's a little bit more advanced.

We do 22 social media posts in four days. We do 21 emails in four days. We do not teach that in Legacy, y'all. So if you're like, already freaking out, like, I barely send one email a day! Don't worry about it. We're not gonna, I'm not gonna ask you to do that. Our, our clients have really successful launches sending like, one email a day, posting once or twice on social, y'all.

It's gonna be completely doable for you. But, We, but think about like the four day cart open is kind of like, you know, the 11 day on steroids. So I don't necessarily recommend that quite yet. Um, but for the 11 day seems to be the sweet spot. Now the key is this, and you say this quite a bit, there needs to be a deadline.

You know, it's not like we're, it's not high pressure sales. It's not like I'm going to be mad at you if you don't purchase, but I do want you to make a decision. If it's going to be no, make a no, right? Just let's close the loop, which is why. I do think that launching for a month doesn't give people enough urgency, scarcity, or just heat to make a decision.

I don't care if it's just, no, make a decision. So I think that a month is too long and honestly, it's going to exhaust you as well. I like launching in this way because it feels like interval training. It's pushed really hard. Push hard. Rest hard.

Maestro: If you're hearing that and you're like, but I like steady state cardio, 

Jill: then you need, then maybe evergreens for you.

Maestro: I'm going to say, no, don't do that. So this was me thinking I, that's how I'm built. I'm like, yeah, I could just like, keep going. I prefer like to be here, but the, what you're going to be here for in this steady state is giving. You're going to give like that all fucking year and just be like, I'm giving, I'm creating, it's the best.

And then you're going to have short bursts and you will be so fucking grateful that you put boundaries and parameters on this thing that you only have to be quote unquote selling and promoting in this way and asking for the sale or asking for the transaction for this short amount of time, like I.

We've gone through it a zillion times. I tend to like get with my one on one clients- I tend to get a lot of people that are creators more and they're just, I want to create, and I'm like, me too, but also you need money. So when we go to sell things, let's just put this, these confines on it. Not just for the audience folks, but for you, it will help you out.

It allows you to show up better. One of the things that I see with this also see what this demographic, which maybe is you listening to this is what I call maybe marketing and they're like, well, maybe if I leave it open, like someone will see it, there's like one person. No, no, let's go and put parameters on it and make sure that people see it because we're doing the most that we can within our capacity.

And then when it's closed, it's closed. And guess what? You're going to run that shit again in however many months or in the next quarter, two quarters away from that, and then you'll get the people in then. So it is. Go ahead. 

Jill: Yeah. And I, you know, and here's the thing too, is. I like selling, but I don't want to sell all the time.

So if you have, I kind of think about it in terms of like catabolic and anabolic phases in your business. So the majority of the time, probably 90 plus percent of the time in your business is going to be anabolic phase. It's going to be building, it's gonna be growing, it's gonna be building your list, goodwill, relationships, like trust, all of that stuff because you're giving, giving, giving so that you, I don't want to say earn the right, but in a way earn the right to then ask, right?

To then like, at some point be like, Hey, if you want more than just what you're seeing on social, listen to this podcast, there's a chance to take the next step and you invite people to do that. Actually, someone messaged me yesterday and said, you know, what do you think about evergreen versus, so if you guys are listening, you don't know what that is.

Evergreen just means something that's available all the time. So, for example, Shante has a maestro meeting. And people can go to her website at any time and enroll in one of those. She's not always actively promoting it, but you know, probably if she did on a poster, she might get a couple of, you know, bites and people probably come in, but she would probably get a lot more if she put some parameters in place.

And she was like, Hey, I'm just posting, you know, Maestro meeting only available for the next five days then it's not going to be available til 2024, she would get a whole bunch more sales. But she doesn't have the urgency about it. So someone asked me, and they said, what's better? Evergreen open all the time or open and close cart launch.

And one of the things they said, and I kinda, my ears perked up, she said, um, the benefit of evergreen is you make more sales. And I was like, actually no, you don't necessarily. I mean, you can, if you have a huge ad budget and you have, you know, and you have, uh, the, what's it called? Like the business tech sort of proficiency to tweak and test pages and, and just a ton of stuff, right?

It's a whole different business model. And she was like, you make more sales then. I'm like you don't though. In fact, you make a whole, you wait in and, but some people don't like the sort of ebb and flow of, you know, one month I make 20, 000 and the next month I make 5, 000. And so I don't know how else to say it except you need to have good money management to realize that.

That's why I don't like monthly. There's nothing that irks me more, you know, but to say people like I need to make 10, 000 a month. Are you at 10 K months? I'm like. That's such a fucking arbitrary number. Like I had a client who like two days before the month was over, she's like, I need to make 10, 000. I need to make two grand in two days.

And I was like, why? Right? You don't have to, you don't have anything right now. So I like to look at revenue on a quarterly basis. And if I'm going to have a revenue goal, usually it's per quarter. And even that I don't live and die by. So you might have a month, if you're going to be doing the launch model, like Shanté and I teach, you might have a month where you just absolutely have a huge launch and you have make a ton of money, and then maybe you make, I don't know. Maybe you make 30 percent of that or 40 percent of that in the next two months while you're still back to building, back to building the goodwill and you're in that anabolic mode again. 

Maestro: If you folks are listening around the edges there, what Jill was saying about this person comes to her, one, Jill's answering things.

No, take note of that. Number two, person comes in and is like, Hey, this is my, my thought. This is my problem. Jill's going to give it to you straight. We're both going to give it to you straight, right? We're not trying to take your money. That's why it's a fucking free DM conversation. But there is, there is, if you're only looking at your own business and you're only looking at the things you want to be looking at, and you're only looking at things that you want to be doing, then you may think that like, this is the way.

But if you go to someone, Jill works with hundreds of people each month and has been doing this for, she actually just, actually, happy belated birthday, JillFit. Thirteen years. Told you folks, she invented Instagram and the internet. Jill has worked with, do the math on how many people that's been, you see patterns, you actually have objective data.

So when this person comes in and is like, oh, you make more sales, we can think that, we know this. I know that we have a lot of people in this audience that are into fitness, into nutrition, things like that. We know that we as humans are horrendous, horrendous at guesstimating things. How much we're actually eating, how much we're walking, how much we're exercising, whatever.

When we start tracking, we're like, Oh, now I see. So oftentimes that happens with sales too. You think like, Oh, I'm getting more. But if you actually were to write it down and then you'd have to do an experiment and try the other way, you'd see, Oh, actually there's a difference there with this. And this drives me crazy because I'm not like this.

Put, put, look in the mirror and think about how you purchase things. Most folks are last minute Lucys. Drives me crazy because I'm like first day Fred. I'm like, okay, so I need this thing right now. Can I, can I get it yesterday? Great. So this is why putting boundaries on things. It's helpful for people.

They are busy. Like Jill said, they open the email and they're like, this is kind of long. I don't know. I think I need it. But like, uh, my kid's yelling. I got a soccer practice. I got this other fucking thing. They're not seeing near, like, the feel stuff. It's like, Oh, everyone's seeing everything. And like, I'm bothering them.

They're not seeing any of it. No one's seeing anything. And they need that, that notification, like, Oh, this thing is going away. And that's when people buy the majority of people. So think about you listening to this. There's a good chance you buy that way as well. So think about that within your own business and how you're creating opportunities for your people to buy from you.

Jill: I call that, what you touched upon. I call it the attention differential. And this is one of the hardest things in business, especially when you are launching and when legacy, we talk a lot about expectation management. We talk a lot about numbers so you're really ready. There's this misconception.

I believe that internet businesses is so wild and it's so unpredictable and it's so uncertain and you never know what's happening. And, and what we do in legacy, not only do we help you get your, have your biggest launch ever, but you, we put, there's a lot of predictability. In fact, we just had, um, Joy, who's one of our students this year, she did a little like testimonial blurb for us.

And she said, like it, I get like business is predictable to me now. It's huge. So we talk a lot about numbers and things like that to help you not feel so chaotic during your launch. But one of the things that does kind of come up and you mentioned it was this idea of the fact that because it's our sale and it's our product or service, it's all we're thinking about.

Maybe it's something you've been preparing for weeks, if not months, you're getting ready for your launch, you're, you know, you're doing all these new things that you've never done before. It's feeling really like a lot. It's feeling a lot, but maybe it's feeling draining. And so you open the cart and you're like, okay, let's go, let's see the sales come in.

And exactly what happens is what Shanté just said, which is that like, they want to read it. They want to look at it, but life and they open it up and they keep their sales page, your sales page open on their browser all week long. And it's not until those last chance last day cart closing closes in a couple hours expires at midnight when they start to see those messages.

They're like, Oh yeah. Okay. Let me go back and look at that. Right. And so I literally will say, Hey, if you've had the sales page open on your browser all week long, and people are like, how did you know? And that's one of the biggest challenges is the differential and attention. Your attention is all in this thing, right?

Cart is open. You're sitting there, uh, you know, refreshing your PayPal account and you're like, where are the sales? And I just posted something. Surely they're coming. And what happens is launching is more like a, it's more like a slingshot. It's like the whole launch, you're sort of pulling it back like this.

And then the last 36 hours you release it and it's like, boom. And all of your efforts, all of the cumulative efforts, the posts, the stories, the emails, everything comes to fruition. On that last day, it's not uncommon for us to do. We just did 40 percent of our sales in the last 16 hours of our launch. So you can imagine how those middle days might've felt to us.

We were like, hopefully people are reading this shit, right? Like we're just, we're sitting there, we're just doing the thing. And so when I say that some, that's some of the most challenging parts of a launch is you're never in charge of when people buy all you can do. Is all the things, right? So we will literally, we lay out a template.

Hey, do as much of this as you possibly can. The limit does not exist to how many posts, how many stories, whatever, go in, go hard, do as much as you possibly can know that you left it all on the field. And then the launch ain't over till it's over. It's just not. And then we close cart. And then, you know, Shante and I teach you guys how to debrief and we do all that stuff to make it better next time, but it's, it's not linear.

And that's one of the biggest challenges is, is all you can think about. And it's barely on the radar of any of your clients. It's barely even scratching the surface of where they're at. 

Maestro: Barely, barely. When you, when you grasp that, it's a game changer. Right. And for the people that are noticing when I was in the fucking Dr.

Seuss quote of those who mind don't matter or those who matter, don't mind. And those who mind don't matter. I'd like the people that notice it in a good way, they were going to be like, we don't care. Like it's fine. We either want it or we don't. I get an email every day, sometimes two from Ramit, and I'm like, I'm not like, fuck this guy.

Get out of here. Like I signed up for your shit. If I don't want it, I could unsubscribe. But also I'm just like, this is not for me. It's totally fine. And I am noticing, whereas majority of people are like, I'm fucking busy. I didn't even see that thing. I get a million emails. I'm not even checking my emails.

So remember that when you're selling. I will also say we don't have this on our sales page. Uh, we talk about, you know, getting your, having your biggest launch, introducing predictability, uh, building a legacy business. I, this is not flash in the pan success. Uh, but I can promise you, we can promise you that you, if you are in legacy, it means that we believe we can help.

We know that we can help you. We know where you're at. You will never have a launch where no one buys. Like, that's like, mind boggling to me when people are like, I I launched this thing and no one bought and I'm like, what? You shouldn't have launched that thing. And this is not like judgment or shaming or anything like that, whatever the caveats on it, there's strategy to this, there's predictability to this.

And like we spoke about earlier about creating that container of interest and corralling people. I mean, like, Hey, do you want this? Will you buy it? I'm not going to make it till you've raised your hand and said, I will buy it. And then from there, you can think about typical conversion metrics and have a rough estimate of like how many people will buy.

But it's never going to be zero because if that is the case, we will be like, you're not making that thing because no one wants it. Right? So if that's been on your mind, you're thinking about launching, I can promise you with full certainty, you will not do a launch during legacy where no one buys, that's not, that's not a thing, right? Cause we know the interest. We make sure that you have the interest. And like Jill was saying from the beginning, selling starts months and months and years before this, right? We will teach you that as well. Even if you don't sign up for legacy, think about this, building that trust, having those relationships, having those conversations.

And then when you go to launch, it's actually quite predictable and far easier than you think. Um, big thing that, um, I'm looking, 

go ahead.

Jill: I think it's important to point out when we talk about selling too, that you and I do sell differently. And I think this is a really important point for anyone who may be thinking about joining us for legacy.

You know, we're going to show you a couple of different iterations and by the way, we have people who do it more your way and we have people who do it more my way. We have some people who do a combination of the two. So it's not going to be this like super formulaic. We're going to have to, we filter everything, you know, we filter everything through like, what's your, um, you know, what's your like mental, emotional bandwidth, you know, like we're going to, we're going to look at what kind of launches this.

So, and, and Shanté said at the very beginning, and this is very like sort of meta business lesson, the way we launch legacy is sort of what we call, I mean, it's a chill launch, like you said, it's very like low stress for us. Because it is a more advanced container and the ironic thing is that beginners or newer coaches or newer online business owners, they're the ones who are the most scared to invest because they've never invested before.

And they're also the ones who need the most help. Right? And so that's not to say we've all been a beginner. Those are the people who probably should be investing the most and they're also the most reluctant and scared to invest, but people were looking for a legacy, whether or not they've, they've purchased from a coach before they've had a, most of them have had experiences with a coach before, but they know that this is sort of a non negotiable thing that they would have to do to get to their next level.

And I want to validate that not everyone has to get to the next level all the time. You know, you might have time, especially if we're talking about legacy business, sometimes you're just cool coasting. Sometimes you're like, you know what, I'm actually good. And so you'll know when the time, when you need to invest in mentorship, or you have to go through or think about joining something like legacy, when you're like, I'm stuck.

I don't know where to go from here. I feel like I've plateaued and I need an injection of strategy. And sometimes we don't know what we don't know. So we look around, we mentioned this, I think on the last episode where you kind of look around and you're like, how is this hard? I've had a lot of people lately I've been talking to who are like, I've never had a coach and I just tried it on my own.

And then they get into something like FBA or legacy and they're like, mind is blown. I'm like, how would you know how to do this? Right. But we don't know. We don't know. And so I will say that there's a lot of factors that go into how you launch. So when, when we help you launch, we have to ask, is this a front facing, like, signature offer launch. That's going to look completely different than more of a back end launch, which would be something like for us legacy because it is more advanced. So Shante's Instagram intensive. That's her signature offer for me. FBA. That's my signature offer. We have a lot of people come into legacy.

You have done one or both of those things because they know they're ready for the next step. So we don't have to spend our time talking about why investment is important and we don't have to spend our time being like convincing or Yes, elucidating the value. It's like, Hey, you either want it or you don't. You know, us, you've been here, you've been listening, you're in our environments, you're either ready or you're not.

So I'm not, and I know you are too. We don't convince, right? It's about you deciding that you're ready. And so maybe you have some things from a backend launch. Maybe you have something, let's take a membership that you're getting people into from a other program or a one on one thing or something like that.

So there's a lot of different ways to sell, and we're going to share with you multiple different ways. And we're also not going to make you do the most if the launch doesn't require you, do the most. If it's going to be a chill launch, let's let it be chill. So many different options. 

Maestro: I'm going to back it up for two seconds to what Jill said that, that she and I sell differently, but we still sell within the same values and with integrity.

So that's the coolest part. If you're listening to this and you're just like, you have some sort of feels around selling. What I want you to take away from this is that there are a zillion ways to sell and when I say a zillion ways, I mean strategy and tactics and they can all be within your values, right?

Jill and I, the reasons, one of the reasons we work together, we work together so well is because we have like basically the exact same values and we're thinking about that when we're talking, you know, when we're inviting people to, to Legacy and who we're working with and how we're showing up and how we're, how we're encouraging that person to, to show up, right?

So something to think about there. Jill.

Jill: What are our values? Do we…

Maestro: We haven't gone over that, but actually say, where did we share that? I'm like, we just heard an email about that. 

Jill: Yeah, no, I hit you up and this is a little bit of a business lesson too. I hit Shanté up and I said, you know, we should, this is actually part of messaging.

So in legacy, we do talk about messaging. Messaging is sort of, it's the frame that you create. So for example, it might be talking about someone's pain points. It might be talking about when I say pain points, I don't mean like, you know, pressing up, making people feel bad. I mean just like stating their current struggle or their current frustration doesn't have to be this like massive misery.

It's just like, what are the, what problem do they want solved? And when we talk about that, it's like, what, at the end of the day, what are some of the values? are a great way to segment out who's right for the container, you know? And so I said that to Shante, I'm like, Hey, what are your, what are your personal values?

So we can say, Hey, these are the legacy values. You either are similar and the way you are, or you're dissimilar in the way you are. And neither one is right or wrong, but knowing what your values is something we actually do in legacy in the beginning, it's a great filtering tool for your clients. So I'll just give you a quick business lesson here.

If you are selling and you're in the middle of a launch, you might want to do a post on your values and who you are as a person and what people can expect energetically when they work with you. So be unapologetic about, Hey, this is exactly who I am. And I'm unapologetically looking for other people who are similar, because if you are the same kind of person and you're like this energetically, then let's fucking go.

We're going to make magic together. And if you're not, there's probably a better coach out there for you. And it's when I, even when I say that you guys probably are getting a hit of like, wow, that's. That's like really an abundant way to look at it. And it is. And that's where if you're selling, remember y'all, we're not trying to sell everybody.

We're trying to sell the right people. Like you don't want a problem, like the wrong client. And I'm not saying that I'm not going to say a problem client because there might not be a problem client for another coach. You don't want a wrong fit. You want to turn away people who are not a good fit. I promise you, you will absolutely regret taking someone in just because it's quote unquote money.

So instead when you say hey, here are my values that is number one really compelling. That messaging alone is compelling. People go, oh, she's just owns it you know, she knows who she is. She knows who she's looking for and she doesn't need every single sale. She's looking for the right sale. And so I would encourage you to either have an email or a post that that talks about your own values.

And so I hit up Shanté. I don't know if you're gonna find it And I said, like, what are our, what is the legacy values? 

Maestro: She sent me a voice note. Jill's the only person that's allowed to do that. Uh, she said, cause she speaks quickly. Like I can't with the slow speaking. I can't, although I know the iOS update, you can speed it up, but before you couldn't, and I was like, I can't, but Jill speaks quickly, but she hit me up.

And this was part of, I want to just like, take it back a second. I love this side of. We'll say of selling, of running a business. I love the, uh, marketing side of the messaging side. I love the copywriting side in terms of telling a story and what are we trying to make people feel? What would we like for people to feel?

What are we trying to convey? And so with this, Jill and I were talking about, this is an email that we were going to send out, uh, I think to folks that were on the, on the wait list and. The whole thing was, Hey, we want to show people this is what we're about, right? That's the, the feel, the tone of the, the email, the theme.

This is what we're about. If it resonates, we'd love to have you join us. If not, we're not here to convince you. So that's why Jill was like, Hey, what are your values? And I wrote down competency, action, integrity, self trust and authenticity. And I was like, I know action, like that's not a value, but action taking, whatever you want to do to like make it into verb, whatever that is.

Those are my values. And then Jill wrote back, L O L O L looks exactly like the Jill fit core values, and I just wrote back, duh. Of course, of course it does. This is why we work so well together. This is why we, it was a no brainer to work together. This is why it's been so easy to work together. This is why it continues to be, you know, so good to work together because of those shared values.

And when we are inviting people to join Legacy, that's what we're looking for. And yes, I can go to your fucking Instagram and I can tell. I can see, I can see what those, what your values are, 100%. So if you're wondering, like, do we ask that as on the question on our intake? We actually do not. We could, but for me, I am like, I'm going to go see what you're doing because action expresses value, action expresses priority, so. 

Jill: And this is also part of, like, when, if you guys listen to the second installment of Business and Bullshit, we talked about how to stand out. And one of the things we talked about there was this, this need, the fact that the space is becoming more sophisticated, which means that while there are more practitioners and coaches and trainers and professionals here looking for clients, there's also way more clients than there's ever been, which is a good problem, right? So because of that, the client to, uh, to coach matching system is even more specific than it's ever been. So that's how someone may make the decision to work with you or not.

It could be something as small as your values. You know, you might be saying the right things or whatever, but if you're like, Hey, um, you know, I have the thing that's going to help you have your biggest launch ever, but then their values are off. You're like, okay, that's, that's a no for me. And so this is a service to give your audience this information so that they have all the information they need to make an informed choice.

And that really is what selling is y'all. We talk about transparency, marketing, start to finish, give people all of the information. That's why we're doing like, we're literally doing an open house to be like, come and get all the information about legacy. Because we want you guys to be confident in your choice.

We want you to make a confident choice. We want you to be excited about your enrollment. We never want you to feel like, I will never say like, Hey, you're just never going to be successful if you don't take this next step. Like, if anyone's saying that, please run away. There's a million ways to have success.

But what's more important is, do you feel a connection to your coach? Do you feel like you, this person gets you? Do you feel like you operate on the same way? Do you feel like if they live next to you, you guys would hang out on the porch and, you know, have a drink together? Like how connected do you feel?

Because that's going to be the most important thing. Y'all, there are a lot of smart people out there. There's a lot of people who have made a lot of money who will be selling you. Whatever they did to make that money and that may or may not be for you based on the person, you know, they can have the best funnel, the best system, the best hack, but if it's not a hell yes for you, then it's a no and it's not going to work.

Maestro: Immediate no. Trust your gut folks. Lean into this. Like, you know, you know.

Jill: You know, it feels greasy. You know, it feels icky. You know, it feels out of alignment for you. And I fucking hate using words like that, but, but you do know me.. That's a whole other genre of business coach. 

Maestro: J. B., I'm looking at the time.

I'm looking at the time. I got, I want to bookend this with the question, uh, and bullshit, but the question actually, it makes sense. It ties into what we've been saying. And actually, before I ask the question, I want to zoom out folks and, and hope that as you listen to this episode, first of all, the episodes go by so fast.

It's so fun doing this with you. Like I'm going to go on a tangent. I talk about having a podcast. I think having a podcast is a business hack, but one part of that hack is that you have to have guests on guest episodes can be tough. Not that, you know, talking is tough for me clearly, but you have to like, make sure that you have the time for, to do it.

And then you're like, gotta like know something about this person and carry the conversation. So it's a lot more energy than just like doing a solo episode, but from a growth perspective, you got to do guest episodes. This is not a guest episode. This is a joint episode. And I'm like, holy shit, we don't have enough time, Jill.

We have to, we have to cut it. We'll do the next episode. So it's been so fun doing this, but I want to bookend this. Um, 30, 000 foot view. This episode we talked was about selling. That was like our kind of theme. Hopefully what you took away was that we didn't talk that much specifically about selling because like Jill said, it's everything that happens outside of the actual transactional period.

Like that is what's really, really important. And that's what we focused on unintentionally, but also because that's just how it is. That's the reality of selling, right? We spent like a small part. 

Jill: And also like, just to be super meta, like y'all are in a sales situation right now. You're listening to this.

This is part of a selling legacy, this, this four part sales situation you're in. 

Maestro: A sales situation. 

Jill: You personally are in. Don't look behind you. Don't know who's there. We got you. You're in the sales situation now. Roping you in. 

Maestro: That's my JB. You're still not gonna know what JB stands for. Folks, you gotta keep listening. One day I will share that with you. But the book ending here is. The second question that we received, which was, um, I'm just gonna read the whole thing. Person said, so I'm driving and listening to your podcast with JillFit and I had a question. Actually, I'm sorry, I know I'm going on tangent and I really see this when I do the editing of the podcast and I look at the transcript and I'm like, Jesus Christ, I'm all over the place.

But someone wrote in, someone DM'd and they were using talk to text and they were just like, love the, love the fit pod with you and Jason. Jesus Christ, this thing is writing Jason. And they didn't delete it. They just sent it. And I was like, that's fucking hilarious. So they meant love, obviously this podcast with JIllFit, but the person wrote, so I'm driving and listening to your podcast with JillFit, and I have a question. I don't know if you want to address it here in a podcast. Not at all. But I was curious, very kind how they phrased that. What is your definition of beginner, intermediate or advanced business or people in the, for people. I think that's for people in the online space. Are they hard metrics like number of followers or number of posts or years in the industry, or are they softer metrics like how your business philosophy or outlook on life and business integration has evolved?

Tossing it to you, announcer. Okay. 

Jill: So, I mean, there are. I don't really feel like these are super hard and fast. Although I will say from like a business perspective, if you are going to have different containers within your business, like if you have more, let's say a fitness professionals, listen to this and you have a specific program for beginners, you need to have qualifications for what would constitute a beginner.

So maybe say like, Hey, You know, you've touched weights before, but maybe it's been at least a year since you've been consistent at the gym, right? That would be a qualification. And so when I think about beginner, intermediate, advanced business owner, there's not so many hard qualifications. However, I will say, and we can get into like maybe more intermediate plus, which is what legacy is for beginners.

I typically think of usually within, and this isn't a hard rule, but usually within the first year or two of business, and I would say the biggest sort of hallmark of someone who is a beginner is, and by the way, you guys, beginners, intermediates, advanced need all different things, like from a business growth perspective, they need all different things.

And I'll just run through those really quick. Beginner just needs to do anything. Like literally, they just need action taking. That's pretty much it. They need action taking and they can see people like, I don't want you to do. I'm like, do anything, actually just do anything. Um, typically beginners, and it's not a bad thing.

Everyone starts as a beginner, by the way, a lot of beginners have a lot of mindset hangups. That's one of the biggest hallmarks of beginners, because this is all new for you. You're learning at such a rapid pace. A lot of my students will say, It just, I don't want to miss a minute of FBA because I know there's going to be so much good stuff because they're learning a new language.

I always talk about business, like a new language. And so if you're a beginner, it's almost like drinking from a fire hose. There's so much, you don't really have any reference points. You're just like, what's important. What's not important. Everything feels really high stakes. And so you. Oftentimes we'll need a coach who can help you be more discerning on what's going to actually move the needle.

And so, and also help you overcome some of the mindset, you know, challenges that you're having like imposter syndrome and, and comparisonitis and feeling not good enough and being scared to disappoint people or feeling judged or whatever those sort of things are so that you can actually just get out of your own way and just do the thing.

And so I think beginners, that's one of the biggest hallmarks there. And just like insider a little like, secret. A lot of business coaches don't like working with beginners. And I've heard people say that all the time because they go, number one, they're cheap. They're like, they don't spend money. And number two, they have a lot of these mindset challenges.

So in a way, coaching a beginner, to me, I love coaching beginners because to me, like everything is so new that like even the tiny they're like I posted on stories and it's like, We celebrate every fucking thing. And it's, that's part is so fun to me. Them really building their self efficacy and seeing what's possible and everything is like so new and so, and scary, but really fun at the same time.

Um, and you, but you do need a level of patience. I would say intermediates are kind of over those massive mindset challenges. They know they're good. They have tangible evidence. They've gotten results for people. They probably have something that they've launched before. They have a signature offer of some kind.

They are an expert in what they do. They're not getting their certification right now. They have a philosophy that has been proven in some way, shape or form. Um, and they just. And so intermediates need strategy. That's the biggest thing they need. They've already been doing the thing like in, in legacy all, we're not going to be like, so have you posted on social media this week?

Like we're not going to ask that question. We assume that you're already doing the bare minimum to have an internet business. So a lot of what we focus on is like, Hey, let's actually put strategy in place. So this thing is just, we can blow the shit up. That's really what I feel like hallmark of, um, Intermediates need and then I'll just finish with advanced and then we can get into legacy advanced students.

They just need scaling. They need like help. They need team. They need more butts in seats. They need paid traffic. They need a lot more of those kind of things. They have the basic strategy. They've had success. Maybe they've run the same program multiple times and they're really just ready to level up.

They need help. They need to offload stuff. They need to delegate. They just have other things that they want to do and they probably want to get some of their time back. So those are the three big Uh, sort of groupings, what, how do you break it down?,

Maestro: I would say the exact same. I love that you have kind of demarcations there of what they need.

And what, one of the things that we're looking at with legacy is yes, what they need, and maybe the bigger thing that we look at with the applications and looking on social is that mindset piece. That is a huge differentiator to me between beginner and intermediate or beginner and advanced. You can have people that have quote unquote from outward, like, their metrics look like they're advanced. Maybe they're like making, apparently it looks like they're making a lot of money or they have a lot of followers or whatever. They have big numbers, but if the mindset piece isn't there, it is horrendous working with that person. I'm just going to say it, right?

Because that foundational things of having overcome that the mindset issues have, uh, having overcome, uh, imposter syndrome and comparisonitis. They haven't done that. Oftentimes we see this with people that maybe had like really fast success where they just went viral or like, they kind of, they have the pieces for the 

Jill: pandemic.

It was just like, they, like everything they touched turned to gold. 

Maestro: And so like, again, not to fault these people, shame them, judgment and like that, but to me, they are still actually a beginner and we will recommend a different program, even though they'll be like, but I'm too advanced for that. And I'm like, but actually you're not, because it is important that you have this foundation from the mindset because business, while it can be, uh, we can introduce some predictability to it, like Jill said, maybe this month you make 10, 000 and then next month it's 2000 or it's 25 and, and there's this ups and downs, if you can't manage that, you will suffer, not the struggle. You will suffer.

And that is, that's not what we want. That's not how you're going to build a legacy business. So one of the things we really harp on and that actually went out in the, an email we just sent to the waitlist is that differentiator and that differentiation. And that we are looking for that person that has worked through that.

Oftentimes we do see this kind of becoming an intermediate commensurate with time, because if you've been in the game that long. You've dealt with that shit. You've experienced this. You've experienced some highs and lows. You understand you have to just keep going. You've maybe done some launches. It didn't necessarily go the way you wanted and you've learned how to get clinical with things and manage your emotions with things and stay, you know, more objective about things.

So that is a big, big, big differentiator. And then, you know, rewind and hear what Jill said about the actual, what they need from like a tactical. Perspective, 

Jill: I, I would love for you to talk about some of the reasons why, or maybe like some people who we haven't taken on in legacy. I can name a couple right now.

So one of the things we do look at, we, of course, look at your social because that's where probably you're the most active and we don't look at your number of followers. It's not like really a huge consideration. We're not like, this person has 20,000 followers they're automatically in. We'll really look at the engagement. She wants to know because she's the branding person and she is audience building, community building, and does all of these things, great relationship building.

She's going to look to people who care what you're posting. She's going to look at like, is there a two sided conversation happening now? It doesn't mean we're looking for a hundred comments on a post, but like you can tell, do people actually care about this? Because if we don't have that foundation, we might have to spend a little bit more time building that because we're not confident that that can help you get your biggest launch ever.

The second thing is. We've had people apply who have had success only through paid traffic. And we haven't, we, and it's sort of like this, I call it like a duct tape business where you're like, I have an ad that turns into, it takes them through like a funnel and then there's like this, like countdown timer.

And like, and look, that's, that's a different way of launching. That's. That's fine. But that's more of like a numbers game. That's more of like, Hey, let's make it, let's look at, you know, like the techniques we work in AB testing this and whatever. And that's not our zone of genius, to be honest. Like we can talk about that and I have experience with evergreen funnels, but that's probably not, we're looking for people who really want to grow organically first.

And want to do this without ads first. Now we can talk about potentially sprinkling on paid traffic at some point, but we're, we're not going to take on someone who has a completely different business model. And I'll just say my, it's not my favorite, although we have had people in legacy like this. I think this is a harder, um, This is a little bit harder business model is the like only high ticket one on one.

So if you're coming in and all you have is high ticket one on one and you want more and you have maybe five coaches and you're trying to fill your coaches rosters and it's an evergreen offer, that's probably not, at least for me, I don't feel like that's my zone of genius, but if you're like, I want to transition into group and I want to start leveraging my time better and I want to like, I realized that I can't keep doing just one on one because I'm totally maxed out and I want to start moving into an open and closed cart launch model for a group program. Then we can definitely help. 

Maestro: I got anxiety when you said that model. 

Jill: I don't like the scarcity of, of that business model. 

Maestro: It's not. And then every month. That person be stressed out.

They're like, ah, the beginning of the month's coming around, payroll's coming around. I gotta find 20 more clients. I better like put on a webinar to try and get people 

Jill: feel so responsible for all of their coaches, making sure their coaches rosters are up. And, and look, I know that, that that is a business model for a lot of people.

And I, JillFit started that way, but we, after two years, we phased out of that because it wasn't sustainable. 

Maestro: No, no. I, I hope that you guys, your folks are listening to this. You're hearing that. At the day, we want you to show up in a way that feels good for you and build a business in a way that feels good for you.

And we are going to sell you and invite you to things that feel good for us, right? We're not going to be doing things that are out of integrity. We're not going to be saying like, Oh, we could still get them in. And like, no, cause that doesn't feel good. And we can't, we're not the best at helping you with that model.

We're going to stay within our zones of genius. We really lean into the. The personal brand. If you want to go bigger than that, you can, but starting off that personal brand, starting off with that organic model and then, and then growing from there, very much seeing what the person in front of us needs.

And if it's not a good fit, or you're not ready, we'll tell you. It's actually funny. I had a call today with Fran who is in Jill's mastermind. I just did a one off with her and Stacey. We were just chatting and. Fran. They're both. Yes. Fran and Stacey were both in Legacy. Uh, and they were talking, we were talking about the, uh, application, um, approach that we had and Fran was like, yeah, I got turned away the first year and I was like, I don't remember that, but yes, you did.

Right. If the person's not ready, if they're not a fit, we're going to tell you. And we were just like, Hey, she said she went into FBA, went through that, went into Legacy is now in Jill's mastermind and she's fucking crushing it. Crushing chick is crushing it, right? We're not here to just have transactions.

We want you to succeed. One of the things that Jill doesn't, in my opinion, talk about enough is how, what this means to her. What your success and what success especially of female business owners means to her and why she continues to show up and do these things and that's a big part of it. We're not just you're like, I'll take your money and make a make a transaction.

We genuinely care. 

Jill: We have had some dudes who are sure get upset that we don't. 

Maestro: I actually had a conversation with one today. He didn't get upset though He was like, so still like not, and I was like, no, we're not. 

Jill: Actually, this is a good point. We did have someone last year, andwithin the first month, she was like, I don't want to do business this way. And not because it was gross or greasy. She just didn't like being as like strategic as we were recommending she be. And she was like, I'd rather just do what feels good. And I was like, cool. Like if you're just that person where you're just like, you know what, I just want to put it in my body and see how it feels and, you know, I'm going to go with the flow and I'm going to go where the energy is and whatever.

That's not us. I mean, there's a lot of business coaches that are great in that way. Like everything needs to be lined up perfectly for you to move through and it needs to feel good 100 percent of the time and aligned. Everything needs to feel like energetic, then, then that's fine. We're probably going to, there was a little bit more, at least for us, you know, we wanted her to be a little more strategic because she just resisted.

And so. 

Maestro: Yeah. I think that you know, how people leave you is very telling as well. And she was like, I think you're both great. And she's like, I'll recommend you still. She's like, but it's not a fit for me. And I'm like, to me, when we're thinking about referrals and word of mouth and growing a business, that's huge, right?

We talked about this, maybe on the third episode, a second, I don't know. I don't remember one of them where even if you cannot get someone the outcome that they initially came in for, if they know that you have their best intention at heart, they will still tell other people, and you have still helped them in some way, shape, or form.

Ideally, yeah, you do get them the transformation, the outcome that they want, but a good member of this audience, physical therapist, you know, not every person is going to be like, I feel pain free, and I'm better. Maybe you have to refer them, maybe they, like I'm with you, I get surgery. They got to go to Anna, and like, have some voodoo done.

I don't fucking know. But you, having their best interest at heart. You're good. You're golden. They'll tell people about you. It ends in a very good way for all parties So 

Jill: Well, and I like that too because it is open and honest communication, you know when that person left and that by the way is the only person who's ever left Legacy and she did in the first month.

She was just like she didn't blame us. She was like y'all are great you know. And so that that is telling to she was like I learned a shitload and I also learned that I don't want to do business this way. 

Maestro: So I we're going to wrap this up. We're going to do the bullshit first, and then it's going to be back to you, Bob.

So you can, uh, give us another announcement and then we'll do the official wrap up. How does that sound? 

Jill: Sounds good. 

Maestro: I'm guessing you didn't bring a bullshit. I did. Okay. Perfect. This is the teamwork and I love it. Right? I love it. So today's… 

Jill: You just stay thinking about shit way more than me. You just, you guys know this, Shanté is a deep thinker, deep feeler.

I'm just like, oh, what do I have to do in the next hour? Okay, fuck. All right. Yep. I'm here. 

Maestro: It's true. It's true. I write it in my phone. So this, today's bullshit bullshit is, I would love for you to tell us, and especially kind of the second part of this, what happened. The last time we rode our bikes to Venice. 

Jill: Oh, jeez.

Hmm. I'm kinda embarassed by this story. 

Maestro: Even better! Why are you embarrassed by the story? I want you to emphasize the second part, when I was a vigilante. 

Jill: Yes, this is hilarious. But this is so on brand for you, I don't even know why I was surprised. So, basically, we used to go on bike rides, neither one of us had, e bikes.

And so we'd go like, you know, down the street a mile. And then both of us got e bikes. And so we're like, dude, let's cruise up to Venice, which is like miles away. It took us like an hour to get it. It took us an hour to get up there on an e bike. So we get up there and we put our bikes up and y'all, I lived in Venice for two and a half years.

If you've heard of Venice, California. . It's wild down there. It's wild. It just is. And there's like massive homelessness and I mean, it's just, it's wild. It's so eclectic and it's, and when I was living there, I absolutely loved it. So many different types of people and cool things happen all the time, whatever.

So anyway, we're at the boardwalk and we put our bikes up, uh, lock 'em up, and then I had my own lock. And then Shante, hers, it doesn't 

have our own lock and we. 

Maestro: Back it up. Jill, first of all. Yeah, I did. No, they didn't. You didn't this time. Not that it would have mattered because they would have cut that one as well.

They did they cut mine. They cut the extra one that I had. So just a time out. Jill will be coming with a lock. Did I not even have a lock? Jill's lock is like a shoestring. She's like, got it. And I'm like, all right, I'll bring the lock. I have a U lock because I also came from New York City where I'm like, they fucking steal your shit.

Two seconds. So how do you lock? But if you've ever had one of those U locks, it comes with a second, it's not a chain, it's like, it's like wire that you put so that they don't take your wheels. That's realistically what you use it for. So you block your frame to something solid with the U lock and then you put this like metal chain through your wheels, but you have a quick release wheel so they don't take your fucking wheels.

So e bikes are like the size of a car. So I'm like, I don't think I can fit both frames of the body on this U lock and To the pole. So I was like, all right, I'm gonna put mine like that. I'm gonna put the u the chain through the other two bike, the other her bike through my bike. I can see the bikes. We ate fucking outside.

I'm like, I can see 'em. We are fine . 

Jill: So then we, I go, I'm gonna go pay the check. I'm gonna go inside. And you go, okay, I'm gonna go on like the bikes. And so then I'm in there waiting in line to pay the check. And you're calling me. Yeah. And I'm like, why are you calling me? So I pick it up, I'm like, Hey, and I look outside, I can see you, and you're right there at the bikes and you just go like this.

Bike's gone. If you're watching on YouTube. No bike. The chain, the chain was just dangling. My bike is gone. Completely gone. Fucking gone. And I was like. You 

go, your bike's gone. And I was like, what? It was just there. It was literally just there. Dude, it's gone. So, and so this is how different we are. I was like, damn, that sucks.

You know, okay. I'll just call an Uber really quick. You know, whatever. I'll figure it out. Shanté's like, no, we're gonna make, we're gonna check and see. There's like three buildings around here. One of them surely has a camera. So we like hanging out at this place. I'm at this point. I'm just like, I just want to go home.

Like I'm done with this situation. Yes. I'll buy a new one, whatever. And then Shanté goes, no, we're going to check this. So we actually get fucking footage. It's like 30 minutes later, we get footage from the hotel. That's right there. They sent it to us and we're sitting there watching it. And we literally see a dude come by case, the bike came by, checked it out.

Same guy. And then it comes back like five minutes later, just a little snip and like within three seconds, three seconds snips and then walks off with a bike. Like you wouldn't even notice wild. And then I was just like, God damn. So then I go, well, I don't know, we're not going to find this guy, right? Like, there's no way we're going to find this guy.

It's gone. We don't know. It's, and so I'm like, well, let me call an Uber and I'll call like a Uber, you know, Excel or whatever. So we can stick your bike in there and you know, I don't want to make you ride home like an hour by yourself. And you go, no, I'll ride home alone. And I was like, what do you mean?

You're like, no, I'm going to go check out, check it out. I go, what are you going to check out? You go, I'm going to go see if I can find that guy with your bike. And I was like, what are you talking about? There's like massive homeless camps around. What would you even do if you fucking saw it? 

Maestro: I was going to look and then I would decide in the moment.

I would decide 

Jill: Dude, you're wild. Cause I was just like, yeah, I was like, yeah, come and just put the bike in the Uber, let's go home. You go, no, I'm going to look. And you were driving around these homeless camps looking for the green bike with them. 

Maestro: So Jill's explaining it, but the basket on it stands out.

Jill has literally, it's like a turquoise bike. It's, Big. It's a cruiser. It's like a big fucking bike. It has a basket on it, and I'm like, that thing stands out. Also, the person who stole it, not looking like the person who you expect riding this bike, I'm gonna go just do a little search , just a little searchy search.

I'm riding up, 

Jill: I'm gonna go check it out. Out. What are you checking out and you drive through the homeless camps of Venice. I was like, what were you gonna do if you did? 

Maestro: I was gonna call someone, Jill. I was gonna call someone. Yeah, no, but I didn't find it. But. 

Jill: So anyway, I did file a police support, that did not do anything, went home, immediately ordered a new bike.

Problem solved. Ordered a task, grab it, to put it together. And now we, uh, now I And! But I will not make that mistake. 

Maestro: She got a lock. She got, she immediately was like, wait, which lock should I order? And I was like, you need to get this U lock because the string… Isn't cutting it. 

Jill: You know what, man? I really appreciate how long you stick with problems.

The second something is inconvenienced, I'm like, okay, you gotta go. 

Maestro: Just riding around. Went up under the bridge. Didn't find it. Didn't find it. 

Jill: Didn't find it. Well, you know what? It really made me feel loved and cared for when you wanted to find the footage and you wanted to go search venice

Maestro: I wanted to see. We got the footage. Went to two places 

Jill: Actually let me know if you find it.

Bye You didn't uber Yeah, you're wild man, what are you doing? 

Maestro: Well, I felt bad so because I was looking at the we strategically sat outside. It wasn't yours so we can see but I couldn't see because the bike was, Jill was between me and the bikes. And so it happened like. Uh, we were outside and I was just like, oh my gosh, either way I didn't find him and I hope that bike served somebody who really needed it.

Jill: Yeah. I'm sure it helped somebody get around. Anyway, we'll make that mistake again. Lesson learned. There are consequences to going to Venice. That's my third bike stolen though. Venice. Venice though. It's Venice. What can I say. 

Maestro: People come here and they're like, can we go to Venice? And I'm like, if you want to get mugged. I'm not going up there.

We're staying down here, staying in South Bay. Unless I'm not, I went on one vigilante run. I'm done. All right. Back to you, Bob. Give me the closer closure, the reminder. Yeah. And then I'll wrap this up. 

Jill: Cool. So last thing for you guys is if you do want to get more information about legacy and you want to be the first to know the details, we are going to be sending you some details coming up here soon.

So make sure you get on the interest list. That's probably the most important thing to do is go to jillfitfree. com forward slash legacy dash waitlist. Um, and then of course, if you guys want to come to our live, uh, open house, the link is in the bio as well. Jillfitfree. com forward slash launch 2024 to get all the details.

It's just basically an info page, uh, because we will be giving out all the information at the open house. So can't wait to see you hear more about you and your business and a talk shop. It'll be good. 

Maestro: Amazing. Gonna say thank you on behalf of both Jill and myself for hanging with us these past, well, we'll say four because this episode's done, these past four episodes for this little experiment that we ran.

Uh, there's clearly a very good chance that it will become a full time thing as its own show. It's not going to be a segment on our shows already. It's just, that's too confusing people, separate the things there. Uh, so it would be its own show. There's a very good chance that it will come to fruition, but as always, Jill and I, we don't half ass anything.

So we'll wait until we have the things in place for that and we'll launch that. But you got all the links. Everything is in the show notes. We are endlessly, endlessly, endlessly appreciative for your time. We know you could have been doing anything and you chose to listen to us. And for that, we are both endlessly, endlessly, endlessly appreciative.

All right. All right. Until next time, friends. Jill Fit and Maestro out.

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