[Transcript starts at 0:42]
Maestro: Hello friends, Maestro here, bringing you a special live for us episode part two of Maestro on the Mic slash FitbizU. I got my biz bestie, my life bestie here with me again, and we are piggybacking on finishing up our discussion from. Monday. Today we're talking about the top two things, the top two reasons that we believe folks don't experience the success that they're looking for.
Whatever that, whatever that may be in the online space. But first, before we get into that, kicking it over to you, JB, give us the things, tell me the two announcements.
JillFit: But first. I just really need to say this. I love how you do this show because like your energy is great. Here's like, look, we're just going to get into the tips and tools real quick.
If you have a podcast, you are not just speaking, you are presenting. You have to be presenting and Maestro always does because all of her energy comes through her voice. And that's why you guys love listening to the episode because you can feel the energy behind it. So anyway, just shout out to you and y'all, that's a fucking skill, by the way, anyone can sit and drone on.
In a monotone fashion. So anyway, props to you. Love it. Um, more importantly, well, equally as important applications are now open for legacy, and hopefully you guys know what legacy is, but legacy is our intermediate plus coaching program that the Meister and I run every year. This is your fifth round applications are open until this coming Friday, October 18th, 2020.
Only so the application info, all of the stuff that you want to know about the program is in the show notes. Uh, take a look at everything. Take your time reading through it. Um, but it is for what we consider to be intermediate plus business owners. So you do not know what that is, and you're wondering if you fall into that category.
Go back and listen to Monday's episode this week, part one of the series that kind of goes through in detail. Exactly. Not only who we consider to be an intermediate plus business owner logistically, as well as sort of like from a mindset perspective, but also the people who do the best in legacy. Um, it is application only.
Because we want to make sure that if you guys are in the program, that you're definitely going to get results. And oftentimes if we don't feel like we can get someone results, we will not accept them and we'll probably give them some homework or tell them something else that we would like for them to do, not leave you hanging.
And it's not like a competition. It's like a popularity competition, you know, contest. It's literally just because we want to make sure that you guys have, um, that you have success. And so we want it to be a hell yes from us and we want you to be a hell yes for the program as well. So make sure you read through all of that in the show notes as well.
But if you are thinking about it, you have questions specifically about your own situation, your own business, what you got going on, feel free to shoot us a DM, the movement maestro or Jill Fit on Instagram because we, neither one of us respond to an email. So there's that.
Maestro: No, don't send, don't send an email.
I think it's not going to be back till 2025. We'll send that to you. So, uh, I don't know if she'll set it. I don't think she did. Uh, this is the last time that you can apply until 2025. Maybe she set it, but I'm going to reiterate that because that's super important for folks that are like, Oh, when's the next time I'll just wait.
Although we do prefer, obviously folks that are just like action as the default for those wondering, or those are just wanting to, you know, look at their schedule. The next time that Legacy will open is all the way in October. Of 2025. Okay. Hopping into today's episode. So the reason that we wanted to do this episode was just to give you a little bit of a, a taste test, if you will, a try before you buy kind of thing, a test before you invest, if you will.
Um, and if you've followed us for any amount of time, then I think you know what you're getting. But Jill and I also just love to shoot the shit and talk about business. So sometimes we're like, let's put a mic and record it and share it with the world. So today, what we wanted to cover, uh, because of Legacy and what we look to help people with, with Legacy is.
What we believe to be the top two things or top two reasons that people don't experience the success that they are looking for or hoping for. And now, of course, success is subjective. Whether you're like, Hey, I want to make a lot of money with this, or I want to help a lot of people with this or whatever that looks like.
I, we do think that we can kind of boil down based on all the people we've worked with, uh, what those top two reasons are, I'm going to take the first part and then I'll kick it over to Jill. Uh, but. I would say the number one thing for me, uh, is going to be on the messaging and trust building side of things.
They, folks are not experiencing the success that they want because honestly, when you're going to sell, you need people to sell it to. And if you don't have anybody there, you have the wrong people there. It doesn't really matter how good the thing is. Uh, and so this tends to be really where my zone of genius lies and helping people build that trust and attract that audience.
So from an action items perspective, cause Jill and I are always all about action. I kind of want to break this up into two parts. The first part is very simple. Familiarity breeds trust. Jill talks about all the time, talk about this all the time. And what that looks like is consistently showing up. Where your people are, my zone of genius, it's going to be social media, specifically Instagram, Jill and I both tend towards that, though, within legacy, we can, and we'll talk about advertising and going the paid route, but from an organic perspective, showing up where people are and showing up where you are.
Consistently, if you show up once every now or people don't know what to expect when things are erratic It's actually quite off putting for people. You know how we know think about spiders People don't like spiders because they're erratic as fuck and you're like, what's it gonna do? Is it gonna jump on me?
Is it gonna touch me? It moves kind of weird and jerky We don't like that when we know what to expect right in our nervous systems like I can predict this We are at, we are at ease. We have trust there. So that's going to be the first thing. And from an Akshenyamus perspective, that simply looks like showing up consistently.
If you listen to Monday's episode, we spoke about this in terms of an intermediate business owner has. broken through that, any kind of mindset, hangups or anything like that. And they're able to show up. They know that this is just like brushing their teeth. I show up, I share with my people, I share content, I connect with my people.
So that's going to be the first part of this in terms of building trust, attracting the right audience. The second part of this is what the components of building trust are, which from, in my opinion, are three parts, benevolence, integrity, and competency. This first part, benevolence, right? This is that people truly believe that you have their best interests at heart.
And if we were to break this down and make it tangible to me, that is. You are willing to do, and you enjoy doing the things that don't scale, right? Especially when you're earlier on in your business. We see us things get to like really big and really growing. Sometimes we have an opportunity to go back to this, but if you're in the intermediate phase and definitely from the beginning of phase, you should be doubling, tripling, quadrupling down on this part, remembering people's names, using people's names, being in the DMs, responding to emails, everything.
I don't like them anymore, but I used to respond to a ton of them, right? Having these conversations with people, showing people that at the end of the day, you have their best interest at heart. You're not just trying to pull a fast one on them, right? You're delivering way more in value than anything else.
Second part of that, right? We said it's benevolence, integrity, and competency. Second part there is going to be that integrity component of this. And that's simply adhering to your values. This, again, in my opinion, is going to be leaning towards that intermediate plus business owner, because it means they have the courage to show up and lead with their values.
Some folks in the beginning, I get it. You're just like, I'm kind of scared. The squeaky wheel gets greased, but sometimes the nail that sticks up gets hammered. And you're like, I'm a little bit nervous to say these things that maybe are different. That intermediate plus person is like, no, I have something to say.
And I have literally no other way to show up than authentically. All right. So when we show up like that, we're going to attract that same type of person. We talk about it all the time. We attract what we are, not what we want. All right. So having the courage to show up as yourself, to state your values, to state your beliefs, and also to have worked through things, to know your beliefs.
Jill spoke about this on Monday's episode that having an online business is an exercise in personal development and personal growth. And as you work through the problems and work through the different levels of things, your values, they may change, but I think for most people, they really emerge and you're just like, yeah, this is, I can draw a line in the sand there.
All right. So that integrity piece is going to be having the courage to adhere to your values, to show up with those values, and you will attract other people with those same values. The last one What's really interesting
JillFit: about that, before you go into the last one, I just want to say that what you mentioned about it being hard to show up with your values at the beginning is why it's a massive opportunity to do that.
Because what you're saying is If you have the courage to do that as early as possible in your business, it may mean losing business. It may mean, um, you know, on follows, or it may mean on subscribes, but you know what it also does is it builds trust. Way fucking faster. So for example, let's just say you're like, okay, one of my core values is, you know, I want Honest honesty is one of my core values and someone messages you and you're a new business owner and you really need the money You're like, you know what?
I would really love to sell this person because I really need the money. I need the cash And they say, Hey, you know, here's my situation. Do you think this would be a good fit for me? And you say, honestly, I don't think it's a good fit. I think you should save your money. I think you should go somewhere else.
I think here's, here's another person I think is doing better work for you. You're gonna lose that money in the moment, but you know what that person is gonna do? They're gonna leave and be like, holy shit. I can't believe that you just were so honest And they're probably gonna want to sign up with you anyway Because of that so I think it the irony is so few people are willing to do at the beginning because they are tend to Be more in scarcity So then we think oh, what's a luxury only people who are intermediate or advanced business owners can do they can turn away business?
They don't understand how hard is it for me? But the ironic thing is is actually the earlier you start Uh, operating according to your values, the faster you're actually going to make money.
Maestro: Such a fucking good point. Such a, such a good point. I love that Jill gave a specific, uh, example there, which I'll challenge you folks to do and think about where you're at right now and like what your values are, right?
Not the things you value because it's different, right? And Laura Jean talks about this as values, What are, and you may need to sit there for a bit and kind of identify these things and what that actually looks like in practice. Because sometimes what happens is it's kind of like, ideally it looks like this and this, I think this is my value because it's supposed to be, or it would be nice to be, but what, what actually are your values and what does that look like in practice?
You know, Joel spoke about this in terms of honesty and maybe for you it is, you know, Uh, autonomy, uh, or, uh, maybe a better word for some people is agency, right? If that's one of your values. Are you giving that to your clients and customers in terms of them being able to buy when they want to buy? What does it actually look like in practice?
And I really love that Jill highlighted that, that it's not just a, uh, you know, something with luck or like, oh, you're so lucky to be able to work with who you want. You dictate this and it's not something that's only reserved for you. Uh, intermediate and, and, and advanced business owners. But I will say that the earlier you can do that, it then, because this is the skill set of someone who is intermediate.
So you can have somebody, all right, we even have two kinds of people here that may have what looks like from a numbers perspective, a very advanced business, but they're not advanced in terms of we'll call it the mindset side of this, or the kind of this building trust side of things. They may be still very beginner with like, I built this thing that I fucking hate.
We don't want that. This is why we call this, you know, Lips Program Legacy, right? Or you may have the other side of things where people are super advanced with this value side of things, with this integrity piece and building trust, and that business will do very well. They may just be getting started.
They may not have gotten so much traction yet with the actual monetizing side of things, but that business has all of the potential to do very well. It also increases
JillFit: demand, like it also increases demand too, because when you say like, you know what, when you are like, you know what, I think there's someone better for you.
Not only does it increase trust, but they're like, Oh, I want to work with someone who is able to turn away business. Like I want to be like that as well. So it does, it's going to give off the perception that you are in demand because you don't need the sale. Would you like the sale? Sure. Sure. Well, you don't need it, especially if it's not going to be a fit.
Hell no. I mean, that is one of the things that as you have more experience, because you maybe have let people in that maybe were not a good fit using the same example, and you've noticed that it ends up. You know, being catastrophic and you don't want that. So, but I would say that earlier you can do this.
And again, it's not a luxury reserved for someone who has a ton of money. It's like, no, you can start this right now and probably make money way faster.
Maestro: This, this, this, this. I love that Jill continues to bring in the money side of things. Like money's good. Money is options. Money is not some bad thing. And if you think it's bad, you're never going to make it.
And we need money to participate in this society that we are all A part of, all right. So even though I put number one as a benevolence piece, they both coexist. You can have a successful business. You can ask for money. You can ask for a sale for the sale and still be an incredibly benevolent person and having some and have someone else's best interests at heart, which Jill did a perfect example of in terms of turning that person away and being like.
Hey, you'd be a better fit for this person. Uh, which, you know, to toot our own horn is what we will do. If you apply for legacy and we're like, this isn't it. You're not going to get the results that you want from this, or we're not the best to help you out with this. We know a lot of people, we have a lot of other offers and we will refer you.
Accordingly.
JillFit: We've also even said, I don't think you even need this. Like you're great. Just keep doing what you're doing. Like, you don't even have to spend this money and you don't have to spend any money. Just keep going. Keep
Maestro: doing this. Yes. The third part. So we got three parts of this building trust so that we can attract this idea.
I love that word catastrophic because that's like we have people, we both coach people like this where they're just like, you shouldn't hate your clients. Folks, like me coming from being an in person physical therapist, I understand looking at your schedule and being like, Oh my God, Susan's on the schedule again.
And there's nothing you can do. Cause like you don't own the practice and this is just what you do and you show up and you will give your all to that person, but it will also like take your whole soul away. This is why you start your own business because then you get to choose who you work with. Same, same for the online component of it.
Like you get to really niche down and be like, When I say niche sound, yes, it's the problem you solve, but it's also who you are working with, when you're working with them, how you're working with them. You get to choose all of that and dictate all of that. I'm not sure to say there's like an endless sea of people that are going to want that exact same thing, but you do have that opportunity to do that.
All right. And so when you're building this business, one of the things that's going to allow it to be a legacy and continue on forever is that you enjoy it. You're excited about it. It's not here to entertain you, but you are excited about the people that you get to help and the work that you get to do.
And the only way that happens is if you're showing up and attracting that person. If you have a facade or you're saying like, I think I'm supposed to show up this way, or like, this is what people want to hear. You will build a business. If you do build a business management is a bench to build a business that will make you miserable.
So we don't want that. So we got those, those three parts of trust was benevolence, integrity, and then the last one, which is quite straightforward, competency, right? Can you get results? In Monday's episode, again, if you haven't checked that out, definitely give, check it out because it was fun. Uh, in Monday's episode, we talked about this in terms of the folks who get the best results in legacy.
Um, those are people that. are really fucking good at getting results for their people. They have this expertise and they know, yes, I can get the results. They have the courage to do that. And it's not even, it's not like, you know, uh, that they're like, um, we never fake it till we make it. It's the complete opposite of that, right?
They're like, no, I have tried and true method. I've worked with these people. I have this result, these results here. From a tactical perspective, folks, one of the things that we see in terms of looking to attract folks and demonstrate this competency is that It's not just a personal story. Like I did this, anyone can do that.
That's a lie. So don't lean on that. Right. If that's where you're at though on business and it's just started. All right, then this is what we're going to say. You're going to be honest about that. And then when you get that first client, you are going to make sure that if you do nothing else, you give them the best fucking results ever.
And then you build from there. Folks tend to kind of, and this is that benevolence part, they tend to like. Overlook the people that are right in front of them. And they're like, but what about everybody else? And it's like, no, what about the people right here? Can you get incredible results for them? As it relates to the action item here, specific action item.
One of the things that I see in the social space, social media space, because again, that's top of funnel. It's where the eyes are going to be looking to build that trust, attract the people is that folks are not sharing that competency, meaning they're not getting tactical with their content. I understand that if you've been in this for a while, whatever it is that you're doing, there's a tendency to lean towards like the psychological side of things and the mindset side of stuff and talk about that.
Maybe you're interested in that. That's fine. But people need to know that you can get them a win, right? Businesses are built on solutions to problems. Are you demonstrating and sharing? The solutions to those problems. Are you this person? And we don't have these folks coming into Legacy, but I know they exist where they're just like scared to share anything.
Cause they're like, someone's going to take it. If that's where we're at with things and like, we have, you know, you have work to be done with things. But in terms of attracting this audience that you can then offer your paid solutions to, cause that's what selling is. It's those three parts. Benevolence.
Integrity, competency, hold up the mirror, go look in the mirror and say, where am I at with these things? And then we pair that with the familiarity, or am I doing these things consistently?
JillFit: What do you think is the biggest, yeah, I was going to say, what do you feel like is the biggest, I mean, I have my thing that I, what's the biggest impediment to people just doing those three things?
What do you think? Like, like when they're, when you just said, Hey, do an intake on like, where are you out with these things? What do you think is the biggest roadblock for people to just, cause these, I mean like when you say them out loud, I'm like, yeah, these, like these make sense. Like they're simple.
It's not like rocket science. It's not like, but then we're going to bring out the secret funnel. Like it's literally just like be a human. I mean, I think there's definitely a few things there. Yeah. So like what keeps people from doing these
Maestro: things? Yeah. I'm writing it down so I don't go off the topic here.
Boom. Uh, fear. We know that fear is going to be in there. Okay. I'm going to go with kind of two parts here. Number one, it is from the, I know I'm going to do this right here. Okay. So first thing here with the introspective side of like what's maybe stopping people from realizing this is a lack of self awareness.
One of the things that's huge in terms of people that succeed and do well in this is that they have. Massive self awareness. And this isn't just a skill. It's a thing that you can develop over time, right? You have to have the willingness to like look in the mirror and be like, okay I see here's what I see and can get objective with things, but there is a lack of self awareness Jill said this in the first episode and we've talked about it a little bit earlier in terms of the personal development that comes along with With, uh, running a business and the folks who, because it can't be always about other people
JillFit: that you can't be like that.
It's because people just want free stuff. Like when I see people being like my entire audience, only one is free. I'm like, no, people like buying things. It's not because you have the cheapest people on earth, it's because something else is happening.
Maestro: All right, so we have that first part of, I think there's a lack of self awareness and then a lack or an unwillingness to take personal responsibility.
If you can default to radical responsibility, you will succeed because in every situation then you're like, what can I do differently? I don't like this outcome. I don't like what's happening. What can I do? What was my role in this? What can I change? So I think that that'd be the first thing. I think the second thing, and we talked about this on the, uh, The last episode is expectation mismanagement.
And so, uh, one of my favorite quotes from my girl Meredith Root is have expectations of effort, not outcome. People tend to think like, Oh, I did this. I deserve this. I did this. I deserve this. Why? If we go in with the expectation, I'm going to do this, I'm going to show up this way. I'm going to do this amazing.
And then if we are going to be looking at outcome, then please for the love, we talked about this last episode and we'll talk about it basically every day in legacy. This is a game of numbers. This is math. When it comes to the outcome financially, when it comes to the outcome selling wise, there is predictability here.
And when folks think that they are beyond the numbers, because maybe there's a lack of self awareness, that's when they're like, Ah, I didn't get what I want. I deserve this other thing. And so they stop doing this stuff. There's an expectation mismanagement. I think you have a phrase for that, Jill. Why do I feel like you have like a Expectation mismanagement?
Yeah, I feel like there's like the gap. Something about the gap or the
JillFit: Oh, yeah. For me, it's what I call the attention differential. And really, it's more, it's a little bit different, but it's basically like, this thing is your baby. Like this is your business is your baby. You spend weeks, months, years building and your courses and your coaching and working on your craft and your messaging and landing pages and sales pages and all of these labors of love that you have to do in order to then sell.
And so for us, Especially when you're in launch, which we'll talk about a little bit more in a second when you're in a promotion or in a card Open phase you're in a launch. It's all you can think about because it's everything to you it's all of the effort and time and Emotional, you know bandwidth and all kind of stuff and then the average person it just fucking is scrolling The average person just is barely even knows what's going on.
Motherfuckers do not read anything. Chante loves when I start that. People don't read anything and it's fine. Look, it is what it is. The problem is that our attention is way up here and the attention of the people who are going to buy. Is probably way down here. It doesn't mean they don't like you.
Doesn't mean they don't want to buy from you. Doesn't mean they won't buy from you. It just means it's not a priority for them unless we can, you know, we'll talk about this when we get into legacy. We talk about, you know, front loading launches. We talk about, you know, like building anticipation. We do all that kind of stuff.
So yeah, if you're really good, you will have people who are paying more attention than not. But this is a huge letdown. This produces a huge letdown for some people because they go, because for them, they're like cards open. And then all of a sudden it's like, where are the sales? And they're like refreshing their Stripe account.
Right. And the problem is it doesn't mean people don't want to buy it. Doesn't mean people won't buy it. It just means that they have a million other things they're doing that day. And for you, all you can think about is this. And so it's that gap, that sort of expectation gap that produces a lot of disappointment and discouragement.
When in actuality, I just want to normalize it. Like in legacy, we're just like, that's normal. That's it. People don't read shit. Assume no one's reading anything. Assume people aren't seeing stuff. Assume people, because if you just have those assumptions, then you go in and then you can be grateful. You're like, wow, I made all these sales on day one.
That's awesome. Great. We're doing something awesome with the messaging. If. We don't have that. Then we're going to have more sales towards the end of the launch and you're going to be white knuckling at the whole time. And you're going to be nervous that no one's going to buy. And then 60 percent of your sales will happen in the last 16 hours.
And like we've seen a million times, but you have to be ready for it. It's this sort of, it can be an emotional rollercoaster. And so this is, yeah, this is the attention differential and it can really mess you up if you don't know that if you're not ready for it.
Maestro: Big time. And then people stop. I think. And then they're like, no one bought.
And they stopped mid launch. I knew it.
JillFit: They stopped. Not our people, but people stop mid launch because they go, well, if they really wanted, they would have bought it by now. That's, that's not how human psychology works. That's not how consumer behavior works. People wait to the last second. When was the last time you bought something?
You probably wait to the last day too. I already know. So I just assume. You folks watching this. I assume people act like I act.
Maestro: It's Chante. I am the first day. I'm like, can I get it right now? I know. Majority of folks. Out there, man, last minute, Lucy, I don't judge you. It gives me a little anxiety, but I don't judge you for it.
But then I go in anticipating that, and then we sell the whole time because of that, right? We will help you in legacy. I'm going to plug it. We will help you in legacy to work through this, move through this, hold you accountable, encourage you, AKA demand that you keep selling during this whole thing so that we get the data, we get information, and then we can iterate and improve on things.
The next time.
JillFit: Well, and also it does sort of free you up to just do the plan. Just follow the plan. Like I, my team always laughs at me. I don't even look at sales the first day of card open. Like I don't even look at sales. They're like, you're wild because what's, how's it going to change something?
Maestro: What
JillFit: are you going to change anything?
I'm still going to do all the things still going to, I'm still going to go through my entire launch plan, still going to execute, still going to take action on everything, and then the launch isn't over until it's over.
Maestro: Nice. Very simple. I'm excited to talk about this. I think the last thing before we head over to jail, the last reason people don't do this is fear of being seen.
And this is something I come across a ton, right? People want to be seen, but they're incredibly scared of it because we know the deepest fears humans is, Being an outcast, right? That's why embarrassment is the worst feeling because you're just like, I have lost my people. I am alone. You're nervous system.
We as humans, we do not want that because we know we cannot survive that way. And so it is so deeply ingrained in us to be accepted that sometimes we sacrifice many times. People sacrifice authenticity for quote unquote fitting in and that's why they don't show up the flip side or says I guess the antidote to this is Doing it scared.
I think it's probably two parts. It's doing it scared We can titrate it right where you do a little bit at a time And so you're not just like I'm just gonna go do everything and then you're like, I have a hangover now but it's doing it scared and It is diversifying. Jill and I were just talking about this.
It's diversifying. We could, we, Jill and I were talking about diversifying your joy portfolio, but I would say it's something along the lines of kind of diversifying your values and needs portfolio, right? This is not Maslow's hierarchy of needs cause that's bullshit. Uh, but if we actually think about humans and people need, um, getting that, not just from one place.
And if you're just trying to get it from your business or social media, when you don't get it, when you hear crickets. You're fucked. You're gonna stop. You're like, this is too scary. It's too hard. I know for me, I get a ton of value and self worth out of movement, out of playing volleyball, out of going for a run, out of being able to lift things.
I don't lift nearly as heavy as Jill. I would literally just crumble, but I do get a ton of value out of that. And I'm able to diversify and draw on that and pull confidence from that. That allows me to then show up and have the courage to show up in this, All right. And be willing to have some people not agree with it.
Cause like, all right, I have this thing. I have this thing over here. I have this thing over there. With that action and you showing up at some point, you do start to, if you have the courage to show up with this, you know, your, your values and such, you do attract other people and then you're like, Oh, I'm I am not alone, right?
And it's not about fitting in, it's about belonging and you've created that. So I think those are the reasons why people don't do those things. They're multifaceted. They are deep. But at the end of the day, the action items for building trust and attracting that audience are simple.
JillFit: You know, that's a good question though, is like, what is your relationship to attention?
What's your relationship to visibility? Because. Cannot build a massively successful business and also not want attention, you know, like, and so it's a massive fear and I think, and I hate to use this phrase because I feel like it's a little bit like a reuse of this. Like this. I think a lot of people say this and it's not really that, but they say, I'm, I've, I'm scared of success and it's not really that you're scared of success.
It just scared of the visibility and the accountability that can come with. Success with a lot of success because you know, something happens in the news and you got a million followers. Guess what? People are like, use your platform for this thing, right? So you have more people who need stuff from you, want stuff from you.
And so that is hard to manage. So you're like, well, I'll just stay down here. I'll stay under the radar. Unfortunately, you can't have both. You can stay under the radar, but you're probably just going to have the people in your, you know, close proximity and your family, you know, and that's fine, but realize that you can't be like, why am I not growing?
It's because you're not making yourself more visible. And I will also say, if you're scared of that, you know, you're not gonna. It's not going to go from zero to a hundred. You're going to be able to handle the next little thing that comes up. You're going to be able to handle the next little troll or hater or, you know, whatever it is that you're scared of.
You're gonna be able to handle that. You're not going to get canceled tomorrow with, you know, uh, 600 people that you're following you. It's going to be, you know, it's going to be at that next level and you will have reps by that point. By the time you have the level of visibility and attention and success that we're talking about, you will have plenty of reps to handle the next thing.
So I think it's kind of a, again, it's more of a. It's a fear of failure, probably more than it's a fear of success. Um. I think that
Maestro: if anyone's hearing this and they're like, but what if I go viral? This is why I fucking love social media. Turn off comments, control it, like you are in full control of anything that happens.
So that's the only time that you'd go zero to a hundred. Actually, right now on TikTok, there's a woman who like went viral because there was a carpet buried in her backyard. Do you following this at all? There's a rolled up carpet buried in her backyard. I saw it on threads. And. The police had to come because they were like, Oh, the dog smells something.
It was a whole thing. Either way, she went from 6, 000 to a million followers, right? That's a big jump that happens there, but you are honestly in full control of everything that happens with that. You can control the comments. You can control if you keep showing up, right? You, this is why I love social media and love the online side of things.
Cause you're like in so much control. And then the second part, I will say to you folks, if this is kind of in your head about canceled, it's not a real thing. All right. I will die on this hill. Being canceled is not real. If you just keep showing up, you don't get canceled. Like, yes, some people leave, but the people that fucking love you, they stay.
Right. It doesn't even matter what the thing is. Like, it's not a real thing to get canceled. So I understand that there's concern and we want to fit in, but on one hand, we have full control of this social media experience, and then on the second hand, it doesn't exist in terms of getting canceled. You can just keep showing up.
So just want to throw that in there. My two pennies on social media. Can we go to you, JB? What do you think is, in your opinion, the barrier that people are, are facing, tripping over that's stopping them from getting the success that they want?
JillFit: Yeah. Especially at, I will say, the level of legacy, the intermediate, what we call the intermediate plus level of business.
We see there's a lot of people in, who fit this category. Shantae works with more beginners, as do I. Uh, I also work with more advanced folks who are making multiple six figures, seven figures. Um, And there's a lot of people in the middle of those two things. There's a lot of people who have been online for a couple of years.
There's a lot of people who have tried a lot of stuff. There's a lot of people who have sort of built a following, but maybe it's not like a huge following, but it's a following nonetheless. They have strangers and things like that. So this advice is one of the things that I see most of people in this category.
And it kind of has two parts. Number one is that they're doing what I call grab bag strategy. grab bag strategy is like, let me take a little piece of something I saw, or let me just try this thing. Or I heard a podcast and someone was talking about this. Maybe I'm going to try that. And what ends up happening is that nothing is really systemized in their business.
And I know Shantae doesn't love the word system, but what we, what I mean by system is like, a plan to follow. That's all the system is, is like, you do this first, then you do this second, then you do this third. So instead of getting very systematic and strategic in their launches, they're actually just trying stuff.
And then the storyline becomes, Oh, this is risky. This is unpredictable. You never know how things are going to go. You never know. You might be out of business. And that's, that's, Stressful as fuck. I don't want a business like that. I know Shantae doesn't. So what we do in legacy is we create predictability by giving you clear strategy.
That is a proven strategy. So grab bag strategy is just, you're trying different things. So what we do in legacy and what I think is sort of the solution to this is. Putting together what we teach is the three parts of the launch. So every single launch has three parts, and most people are missing one or even all three of these.
And so the first part of the launch is lead generation. Lead generation just means corralling a group of people, whether that's 10 people, 100 people, a thousand people, whatever, of people who raise their hand and say, I'm interested in learning about that thing. So this could be on a wait list, This could be in a lead magnet of some kind.
We need to corral attention based on some topic, whether that, if you're listening to this and you're a nutrition per, maybe it's like they're interested in macros or interested in fat loss or interested in gaining muscle, whatever that is, we need people to actively opt in and raise their hand to get more information about this specific thing.
This all happens before the launch even opens. And I will also say. Most of most successful launches, everything happens before card open. Like the success of your launch depends on what you do before card open. What I see a lot of people doing is going, Oh, I have a new offer. I'm gonna launch it tomorrow.
And there's no anticipation. There's no runway. And I understand why people do that. Cause we get excited and be excited. I got this new idea. I'm going to launch it. Like, I mean, just try, I'm gonna put it out there. And then they wonder why it doesn't go well. And so I will say the most successful launches for our students.
Happens like way before you even open cart. So lead gen is first. And, and by the way, this is a good question that comes up, not initially with legacy students, but sometimes beginners, they may just not have enough people to launch the thing.
Maestro: So it's like
JillFit: you corral attention, you get people to raise their hand and only five people raise their hand and you're like, well, I don't know if I want to launch.
If only five people want it. Cool. Let's, let's message it differently. Let's go back to the drawing board. Maybe the offer isn't great. Like, what do we need to change that? More people are interested. Right? And that's just a messaging issue. That's not like, because you suck. People make it like that. They're like, no, only five people wanted me.
I'm like, no, only five, one at five people wanted the way that you said that on the landing page. Right? So we get into the messaging side. That's the first part of the launch. Okay. The second phase of the launch is what we call the sales mechanism. Sales mechanism can be as simple as a sales call. That's a sales mechanism, right?
We get on the phone and we have a conversation. Uh, you could be selling in your DMs. That's a sales mechanism. You can sell on your stories. Some people teach this where it's like, here's five stories to sell a tiny offer. And that's on, that's a sales mechanism. Um, I do a three part launch. Sometimes you might do an application.
Sometimes you might do a wait list. Sometimes you might do a workshop. Sometimes you might do a free challenge. All of these are sales mechanisms. So we need to identify what is the best type of sales mechanism for this offer. So for example, if your offer is for a 27 course, I'm not going to have you do a three part.
Training where they're going to spend 90 minutes with you over the course of two weeks. They don't need to spend 90 minutes with you three times to then pay 27 bucks. So we have to look at what exactly we offering, and then what's the best way to sell that thing. And depending on what you're selling, we have to make the sales mechanism match the offer.
So we do lead gen. Then we take those leads. People raise their hand. We put them into the sales mechanism, whatever that is. And then the third part of the launch is cart open. And part of cart open. Is making sure that the offer is a compelling offer. It has to be something that people want. It has to be messaged in a way that people see the value of it.
By the way, if someone says it's too expensive, you know, your price is going to be part of your offer, but if someone says it's too expensive, that's not really necessarily sure. Maybe some people literally don't have the cash. That's fine. But. But for most people, they're just going to not see the value.
So when they say, Oh, it's too expensive, what they mean is I don't see the value to go then find the money to make it happen. So then we look at messaging, by the way, you guys you're always going to be too expensive for somebody. We had a client in legacy, uh, two years ago. I remember this vividly. It was like, she was, I don't know, it was maybe like day, it was like middle of her cart open.
And she messaged me and she goes, Oh my God, I got two emails from people saying it's too expensive and they can't believe I'm charging this. And I go, okay. I go, has anyone bought it yet? And she goes, Oh yeah, we have like 15 people on it. I go, so it's not too expensive. There
Maestro: you go.
JillFit: If someone has paid that price, it ain't too expensive.
It's too expensive for that person. And that's fine. There's plenty of stuff that's too expensive for me. Plenty of stuff that's too expensive for Chante. I looked up this, I told you this. I looked up this like private airline company and it wasn't like, even like I'm flying private. It was one of these ones with like a membership.
You pay like, I don't know, I think you pay like 3, 500 for the year or something and then you get access to these Private jets. Yeah, and you might be one person of like a handful of people on these things. So I'm like, oh, let me see I'm doing pretty well. Let me see what the this is all about. I'm like, so I'm picturing Okay, pay 3, 500 for the year and then I'm gonna look at these Prices on these private jets and they're gonna be like, they're gonna be a lot but maybe they're probably like five grand Maybe ten grand.
Oh, no You 63, 000 to fly to Austin, Texas, where my brother lives. I was like, yeah, that's not, that's not my kind of money. That's not my level of money.
Maestro: So
JillFit: y'all, I mean, there's always going to be, you're always going to be too expensive on it. So that's just that objection is really just a value issue. So of course that comes down to messaging, how you're packaging it, all of that stuff.
So. Your offer is part of your card open, your card open period. And there always needs to be when you're launching something that, you know, is a cohort, like a group or a course, something there needs to be a deadline. So we talk through, okay, what happens once the card is open? Remember you built tons of anticipation.
You have these leads, you have these people are interested. You gave them a great experience during the sales mechanism. Cool. What's the, what do we do during card open? So all of that to say, most people don't do all three of those things if they even do one of them. And so this is probably the biggest thing, especially in the intermediate group, because again, you guys have had some wins.
If you identify as intermediate, you've probably had some wins. You're like, all right, I built some followings and I've gotten some clients and I've tried some stuff and some of it worked and some of it didn't work. And you're kind of in this place of like, I need direction. This is always the people who come into legacy are like, I have all this stuff.
I got stuff. Here's my stuff. I know my niche. I have, I'm pretty consistent. I'm consistent on social. I have a couple offers. I've tried to do a couple launches. Some people come in with memberships, like all this kind of stuff. They have stuff, but what we can do is we can organize. The stuff and make it work better.
And that's really the biggest, I would say, logistical thing and biggest mistake that keeps people in this holding pattern. So here's the deal, y'all. I don't want like, like neither. And Shantae doesn't either. We don't want another year to go by where you're trying shit. We don't want a year ago by where you have like these grab bag strategy where you're like, just like, Oh, let me just piece this together and whatever.
And it might feel, you might be confident in the strategy. So I'm not saying it's a bad strategy. I'm just saying you're not doing what you could be doing to make it successful because I don't want you guys to just stay in a holding pattern. Like, it's like, okay, like we can do this stuff and we can like, quote unquote, have a business.
But if you're like, you know what, I really want to scale this offer. I really want to help way more people. I really would like to, I mean, some people want to like retire their husbands, like all of that's possible, but you can't do it from grab, grab bag strategy. You need to look at numbers. You need to look at metrics.
You need to look at messaging. You need to look at launch strategy. We have to look at these things if you do want to get to the next level, or if you're just like, I'm comfortable here and I post on social and it's great and I get a client every once in a while. Awesome. Totally fine. No one ever has to scale, but if you're complaining that things aren't working.
Then you have to enroll. And this is the second part of the logistical problem is people don't enroll help. They say that they want things to change, but then they don't enroll. They don't go and find the person and they don't invest with the person who can actually help them. And that's fine. Like it's your prerogative.
You can spend your money how you want to, but you can't do the same. You can't assume. I don't know how people have success if they don't access a different strategy. I just don't. Um, and so whatever that looks like to you, but I think that, um, If we want something to change, then we need to make a change.
Like, I think you need a change to change. So
Maestro: that's it. Can you just speak a little bit, and maybe it's just kind of like more direct and kind of the last part that you were saying of what gets, because I know that you have a ton of people going between different phases of things. You have intermediate going to advance to, you have beginner going to intermediate, you have intermediate going to advanced.
What is it? That gets those folks to be ready, to be willing, to take them, to, to go, but it pushes them over the edge to be like, yes, okay, I'm going to invest, I'm going to, I need help with this. What is the difference between people that are like, grab bag, grab bag ain't working for me and I need something more.
JillFit: What is that? I'll tell you exactly what it is. Cause I just closed cart for my, um, FBA, my beginner program last week. Um, well, it's two things. If you have investments that you've made that have not paid off, that's not benign. So for example, if you've worked with a business coach, you've invested before in certain things and you were either let down by those investments, or maybe like, I mean, I can't even tell you, we did like over 50 sales calls last week.
Some of the conversations I have with people, I'm like blown away. So one person invested 12, 000 and then the coach just stopped showing up. I was like, what do you mean he stopped showing up? He goes, you just didn't show up one day. I would be like on my deathbed being like, get the zoom out. I need to get on zoom real quick.
I'm like, what? I'd have to be dead. So this stuff happens. And so when you've had failed quote unquote investments, it's not benign. You go into it a little more gun shy. You're just like, uh, like I really love Jill and Chante, but oh, so that in that experience, you know, I don't know if there's any guarantee that Chante and I can give you, except to say, like, you might need to try one more time.
I've had investments that didn't pay off. I've had bad business decisions, but I'm not going to let that keep me from making a better decision moving forward. Now I have more information. I know what I don't want. I know what I'm looking for, you know, so. Like now I'm going to, I'm going to ask for referrals.
I'm going to ask for references. I'm going to ask for case studies. I'm going to, you know, I have questions. I don't just buy it because the person is slick on the sales call. Absolutely not. So we think we have to take responsibility for some of those things and also go, okay, I want to make a better decision.
How am I making that better decision? I'm not going to do what I did last time and do that. Um, I would say that's probably the first thing is like, And the second thing is always making the decision from a place of fear and worst case scenario. So I'll give you an example. Um. I had, so we do a payment plan for this program and the payment plan is 199 a month.
So it's like under 200 a month. And what some people were doing was they were literally looking in their bank account and they were like, I don't have it. Or they were like, I'm going to be out this money. I'm spending 200 and I'm losing 200. The people who were hell yeses saw the possibility. Like, cause to me, I'm like, okay, I know 200 is a lot for where you're at.
I get that. Right. Everyone's, it's a little bit different for everybody. I get that. That's quote unquote a lot, but like, I'm like, you're making 2, 000 this month. With, with access to the strategy. So the people who see I'm investing to learn a strategy, that's going to 10 times my investment versus the people who just go, I'm losing 200 because I don't have that in my account and I'm spending 200.
I'm just like, dude, you're going to fucking crush. I'm like, look at everything you're getting access to. Are you kidding me? Two hundred dollars can mean nothing to you in a month, right? But they don't have that belief system. So I do think there is, there's definitely a belief system and there's also definitely just, uh, some bad experiences that are not benign.
People have a graveyard of shit that maybe hasn't worked or maybe that were bad experiences and they're going into the next one going, I just need to cool it of, you know, definitely had people say like, you know, my husband doesn't want me to spend more money on this thing, you know? And so there is this feeling of like, well, I'm going to just make the money first.
And then once I make the money, I'm going to invest and I'm like, how are you going to make the money without the strategy?
Maestro: I love the action items you gave there of if you've been burned. I'm thinking about last actually round of, of legacy and I had an extensive conversation with one of the people that's thriving now, uh, with these specific concerns because of past investments.
Right? It happens. If I can, you both get incredibly annoyed. I think Jill gets really, really upset about this, uh, you know, when people, it's just these bad fucking coaches, but I love that the action items you threw out there at which we're both happy to field any of this. You want testimonials, you want to talk, you want whatever.
Do your due diligence. Believe me, if you're a good coach, you should
JillFit: never, a good coach will never be worried about you asking questions. A good coach will never be annoyed if you ask for referrals. Okay. If you ask for referrals from someone and if, yeah, if you ask for referrals and the coach scoffs or makes you feel some kind of way, run from that coach.
If you're a good coach, you should have a laundry list of testimonials, case studies, referrals that you can send people, results that you've gotten.
Maestro: Yes. I will pair that and say, because I want to have these discussions with you folks. If you're like, if you, if you had a bad experience, it's like, let's probably talk about that.
And I want to, um, You to come in with like, what made it bad? Was it that you didn't get the support? Because we want you to succeed. So whether you come to us or whatever, if you have a bad experience, identify what made it a bad experience. Was there a lack of strategy? And what did that, what did that mean?
I'm thinking right now, specifically this person and they were like, they just kept telling me to change this one word and make things up on the page. And I'm like, wait, but that doesn't make any sense. It's just like, I know. All right. So what was it? that you feel like was a shortcoming. What was it that, did they not pay attention?
Was it not specific for you? Did they not get back to you in a timely fashion? Was it that you didn't feel supported? Why didn't you feel supported? And this is not to like, be like, it's your fault and victim blame it so that we can fix it. I hope that this gives you insight into working with. Jill and I, in terms of everything is a problem that we look to solve, and it's like, hey, we can't solve the problem if we don't identify what the components are that are not working.
So we get super tactical and super objective about the things and say, okay, what can we do? How can we fix this?
JillFit: I love it, Jill. And that's, I mean, and that's also the beautiful thing about, Working with someone one on one like being able to work with Shantae and I one on one is like we can speak to the individual things about you and your business.
We're not really just going to give you like a blanket, you know, we talked about the three different parts of the launch. We have people in Legacy who do all different types of launches. They all do launches. But they do all different types because they have different audiences. They have different offers.
They have different price points, right? So it's going to be customized to you. It's not going to just be like a curriculum where and that was also something that previous Legacy students have said that they've experienced in other containers was it was just like people just wanted them to plow through a curriculum.
And it's like, not all of this either applies to me, or, you know, it's, it's just like a one stop shop. And you guys who are listening to this, you would probably not give, if you had 20 nutrition clients, you would probably not give everyone the exact same meal plan. It's the exact same thing we're talking about.
And so you have to, You know, make sure that if you're working with someone and you want customized strategy, that there's the ability to have that. And that's one of our favorite things about legacy. We, we call it a hybrid model where we do have things that are group focused and we have where you guys can learn from each other.
We can share hot seats. We can do downloads and we can obviously teach different like, Just things that we want you guys to know. So there is a sort of educational backbone to it. But then on top of that, we go, okay, how does this part you just learned apply to your specific business? Let's talk about lead gen.
Let's talk about sales mechanism. Let's talk about launch. Let's talk about what is that going to look like? Everyone's going to be a little bit different.
Maestro: This, this right here. Hopefully you listening to this, you hear how Jill and I, we're going to be and how our brains work. We came in here to tell you about the, what we consider to be the top two reasons, things why people don't experience the success that they.
That they want, which actually ended up being six things, right? Three parts of building trust and the three parts of selling. But this is, this is honestly how you teach, right? Do you have the ability to group things together? Do you have the ability to zoom out, paint a bigger picture and then break it down into the individual components and then figure out which individual component needs to be addressed?
This is what we do. And legacy, yes, this whole thing is a pitch, if you will, for legacy. We want you to be in it. If you think that we can help you, we want you to apply. We want to see, you know, would it be a good fit? And this is how you're going to learn. This is how we teach. This is how we show up. Yes, we talk a lot.
Could be a lot of things to say, a lot of things to cover, but we do listen twice as much. Jill, can you go over the logistics of things one more time, please?
JillFit: Yeah. So we are going to be closing our applications this coming Friday, October 18th at midnight Pacific. And just so you guys know, if you didn't listen to episode earlier in the week, we do have a pretty extensive application and that's sort of by design.
We want to get to know your business as much as we possibly can so we can make sure that Like, so we can make a decision on if we can help you. That's the most important thing. And then Chante comes over to my house. We, she prints out all of the applications, pages and pages of applications, just killing trees out here, brings them over and we go through them with a fine tooth comb.
And we like, we go through and we stalk you guys on social, we look at all of your stuff. So maybe some of you guys are like, I need to get my posts up before I apply. Yes. Do that. Um, and we do also, in addition to having, uh, pretty extensive applications, we want to learn more about you. We do also have a refundable 500 deposit.
Again, we do want to people who are serious and we don't want people to like throwing their hat, you know, throwing, uh, their hat in the ring. We want people who are serious about this and of course it is refundable. So if it's a no for us or if it's a no for you, then you'll get that refunded. But Um, or all of that needs to be into us by end of day Friday and Chante is very cutthroat on this and I, I support her on this.
If you don't do the deposit, then we assume you can't follow directions. Her words though. It's as simple
Maestro: as
JillFit: that.
Maestro: A hundred percent of my words, I'll take full responsibility for this. We want this to be the best experience for everybody. You folks know this, you want to work with the same kind of people, so be that type of person that you want to work with.
If you can't follow directions, then this is not the container for you. So get those things in together. We will then go and look at the applications and we will get back to you and proceed accordingly.
JillFit: Yeah, and we get started right away in November. So, um, it does, that's always the question that comes up.
When does it begin? Uh, it begins in November. Seven month container. There's group stuff. There's one on one with us. There's messenger. There's all kinds of things. So go to the link in the show notes to go over exactly what's included. That's a big question as well. Um, And then we'll get started right in November.
So there's really no downtime. So, and there is, of course, uh, like I said before on Monday, it is a significant investment. That's also by design. There's payment plans, all that good stuff. So we want to work with you guys and make it as successful as we, as we possibly can.
Maestro: So good. That's it. That's all I got.
Anything else, J babe? Nope. So good. Like Jill said, if you've got questions, comments, concerns, you're unsure, by all means message either one of us, DM us. She's Jill Fit. I'm the movement maestro. We'd love to hear from you. Love to answer those questions. We are not afraid of any of those questions. We have all the answers for you.
Uh, and we look forward to hearing from you. And that's it. Good, good. That's it. I get so excited about this stuff. We were like, let's make it 30 minutes. Just kidding. It's a love talking about it. It is what it is. As always, folks, endlessly appreciative for every single one of you. We know you could have been doing anything and you chose to listen to us.
And for that, we are both endlessly, endlessly grateful. Until next time, friends, JillFit and Maestro out.
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