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What We Talk About

Should you have a mastermind for your audience? Potentially. But remember… This is not group coaching. This is not a course with a group attached. This is not a done-for-you service. 

This is BIGGER and BETTER. It requires less time and effort from you BUT gets huge results for your people.

So how do you create and sell your own high-ticket mastermind? Chris Williams will break it down for us step by step.

Resources

Chris’ Website
Find Chris on Instagram
Connect with Chris on LinkedIn
Follow Chris on Facebook
Watch Chris on YouTube
Join Group Coach Nation for Free

Want to hear more from the Sales Series?

Episode 173 – 6 Steps to Podcast Guest Spots That Boost Your Business 
Episode 174 – Leverage LinkedIn like a Pro with Dr. Angela Mulrooney
Episode 175 – Ditch The Sales Script & Sell With Authenticity with Nikki Rausch
Episode 177 – The Best Salespeople Are the Best Listeners with Katie Bambrick

Check out the entire library of product creation, sales and organic promotion.

Our transcript hasn't been proofed, so there will probably be some errors. Sorry about that!

Alyson Lex 0:03
Have you ever heard the phrase, don't be the smartest person in the room. Basically, what that means when you're running your business is to surround yourself with people who know more than you do about what you want to achieve. And the best way to make that happen is a mastermind. But one of the greatest ways to make money in your business is by actually hosting or creating one of those masterminds. And so that's why we have Chris Williams, he is Grandmaster Chris, the founder of group coaching nation. And he's also like the expert on high ticket masterminds. So he's going to give us all the nitty gritty today, we're gonna grill him. So Chris, thanks for being here with us and open to telling us everything.

Chris Williams 0:51
Jenny, thanks so much for having me. And Alison, that is, I promise you the first time someone's actually ever said, Grandmaster, Chris. Like those three words, I don't think you've ever been in the same, like placement. So thank you for breaking the barrier for me. Of course, to be fair,

Alyson Lex 1:07
that is how you told me you wanted to be introduced. And no, but you know, I'm gonna do it.

Jennie Wright 1:13
I'm having my team like 94 vibes, right? Right. I mean, he's like, Grandmaster, Chris. He's like, Yo, I'm the DJ tonight for the high school dance on grandmaster. for you tonight

Chris Williams 1:28
to drop some beats of Grandmaster, Chris

Jennie Wright 1:35
we promise you, there's content in this podcast, but we're gonna get there. I promise you. And the funny thing is, is that when Alison was talking about and she can't stop laughing, but she'll get back to us. When, when Alison was in showing you, I thought she was gonna go a different direction, because she said, you know, you're number one to be the most like, the smartest person in the room. And I thought she was gonna say that we weren't the smart people. And you were, and that we were coming to you. I was like,

Chris Williams 1:59
I thought so too. I thought it was gonna be a big step. And then she's like, making fun of my title. I don't know. Now I'm confused.

Alyson Lex 2:04
I thought that was a really nice way to introduce the concept of masterminds, because you do go into a room full of really smart people.

Chris Williams 2:13
You do. And Allison truly like playing off of what you initiate, like at the beginning, like nearly as much as the room, it is so true. And yes, having a mastermind your own is extremely profitable way to run a business. But here's the coolest thing about it, Alison, and Jenny, I feel like this every time I'm in the masterminds that I get to teach, like, oh, my gosh, I can't believe these people are in my Zoom Room right now. Like, I'm like, totally a little fanboy of everybody in our group. And I think it's cool thing because I get to make a business out of this. And I get to be the dumbest guy in the room at the same time, like what a cool crossover,

Jennie Wright 2:51
dumb and smart all in the same room and a grandmaster dropping beats, we're gonna have a good time. All right, so you've got this four step method, you were telling us about pre show of prospecting, and selling and creating these high ticket masterminds? We need to start at the beginning. So can you kind of explain a little bit about what the high ticket mastermind is for people? Can you talk about, you know, how do we develop these sort of things? Let's start there. Before we start, we talk about prospecting and selling.

Chris Williams 3:17
Okay, so let's define the term mastermind for a second first, and you guys interrupt me anytime you need to. Because everybody else is gonna have the same question, you're gonna have a promise. So just fire away. A mastermind is a small group of people who are marching towards the same goal. And they're being led by someone with experience on that road. So we're all going down the same road together, and somebody's leading us down the road. Okay. But here's the real magic of a mastermind. It's the leaders ability to curate a really special group of people. Having a mastermind is a lot like having a really awesome dinner club. You got to find the right people to be in there. They don't have to be the same. They don't have to look the same. They want to believe the same. They don't have the same political views or whatever. Hopefully, they're all wildly different. But they're on the same goal track. And they're all bringing their life perspectives and experiences to that goal. That's a mastermind. What a mastermind is not is a course that you buy for 2000 5000 10,000. And you're in a large Facebook group, and there's 250 people in it. And the coach shows up once a month to do q&a And he gets to 15 questions out of 200. That's an ecourse with a once a month broken coaching call and a Facebook group. That's what that is, and there's nothing wrong with that. It's just not a mastermind. It's so many people call that a mastermind now, but that's not a masterminds. ecourse and Masterminds are just so cool. That when they're run, right, they're awesome. And so anybody with a knot mastermind product, it's kind of becoming a trend to call that a mastermind because it's a it's a way cooler term. I want to

Alyson Lex 5:01
clarify because as business owners, we see masterminds for our business all the time. But what you said is they're all on the same goal track. So, does that mean we can have a mastermind for things that aren't? Business Growth? Oh, yeah. In other industries?

Chris Williams 5:19
Yeah, there's a person. In my mastermind right now, in our advanced group, she's learning to build a mastermind for 14, we put 15 people at a time in our groups. So she's one of 15. And she's building a mastermind on relationships and dating coach, she's a she's a dating coach. She's been featured all over and like the New York Times, and he just was amazing, coach, but she's building a mastermind for people trying to heal themselves and work on their part of showing up right in a relationship. She's just doing that in a mastermind format. So yeah, nothing to do with business. We have people who do health and wellness and, and cellular regeneration, and you're just experts taking people down a common goal path.

Jennie Wright 6:01
So as the leader, the expert, who's gathered this neat menagerie of awesome people, is that person leading them in a traditional coaching sense. On a path, like do you say that? Okay, in this track, we're going to, we're all going to scale up, you know, we're trying to scale our businesses, we're going to follow this model, we're going to do webinars, you know, we're going to do webinars followed by a thing by thing by thing, or how does that sort of work?

Chris Williams 6:28
Yeah. So in your example, if that's the goal of the coach and the people in there, then yeah, it'd be a it's a real coaching path. It's just know one on one, every now and then a mastermind leader will throw in one or two, one on one sessions. But it's really just doing the coaching thing in a group. And here's the reason why. If you throw in one on one sessions, that gets to be a slippery slope. Because once you say to your group, hey, at week six, we all have our one on ones with Coach Chris, then people stop sharing what's really going on and asking the hard embarrassing questions about how to fix what's going on in the group is going to wait for week six. Those group aha moments collectively are what make groups work. So I just personal story, I've come from a really hard childhood, very abusive home, not trying to dive super deep in debt. But I've been through a lot of therapy sessions, one on one groups and residential programs. I've healed different aspects of my own life. I'm so grateful to have had this opportunity

Jennie Wright 7:32
therapy is awesome. Oh my gosh, therapy, go therapy

Alyson Lex 7:35
are very pro therapy appointments in just a couple hours. I'm with you.

Chris Williams 7:38
I love this. Love this, folks. If you're listening to this, like lean in, if you need help get it don't be embarrassed. Everybody's real here. Just go get help. It's worth it. Yeah. Okay. So, the first time I was in a residential setting where we were like staying at the place, you know, like day two, I was like, asking cuz I'm an entrepreneur. So I'm still an entrepreneur. He wanted therapy, right? So I'm asking the coaches and therapists like, oh, my gosh, like me, and like everyone else in the room. It seems like we just got maybe a month's worth of work done in the past two days. They're like, yeah, give it a week. And I did. And I was like, Oh, my gosh, we just got a year's worth of work done. They're like, yeah, because humans change, like, exponentially faster. In in communities and in groups, when we're all going through the same transformation than we do one on one with an expert. And yet, we all think that oh, if I get let's pick a who's an awesome coach, you guys love like, Who are you just in love with right now? Anybody? I feel

Alyson Lex 8:38
so hot seat, Holy Toledo. My loving podcast around that you did and I'm not okay with it. I'm gonna say Jennie Wright is an amazing, right. That I love.

Chris Williams 8:50
Yes. That's so good. Judy, if you're listening, oh my gosh, like, these people love you and Jenny, I've seen your work to like amazing stuff. Okay. So I would think if I got to be at lunch with Jennie Wright, or at her house for like, just a full on eight hour session where she can change my world. That would be like the best ever. But truly, Ginni, and a group of 10 people like me, who are just as eager to learn grow and change is going to be more powerful than, than anything else. So Jenny, I'm sit here looking at you. Like, you're you're it right? So the most coaching you can put into someone is only going to be amplified, when other people in the room are saying, Oh, my gosh, I got it. And then and then all of a sudden, Allison asks, Oh, what about this? And I'm like, Oh, my gosh, Allison Powell is a good question. I wouldn't have thought of that for six more months. Thanks for getting me up to speed right now. Nothing works like that in the human experience, like groups

Jennie Wright 9:54
agreed. Setting aside when the pandemic I hit Alison and I, I mean, we've been friends for years. At that point, we've been friends for friends for like four and a half, five years. And when the pandemic hit also, and I had to, we still have two separate businesses. But we decided to pool our resources and mastermind, the 3d there was two of us. And then we brought in a third, one of our friends, Katie, and we masterminded together as a group of three of us to try and keep going. And not you know, not haven't one not lose our motivation because it was really, really crappy and scary, but to like, you know, all three of us lost clients at the beginning of the pandemic, how are we going to survive, right and masterminding together was like, oh, oh, we can do this. Or oh, we could do that. And Allison was the champion in that original mastermind group because she was like, Oh, we're gonna create it like there. By the way, there was no decision making. It was Allison the steamroll awesomeness of we're going to create a podcast, we're going to create a website, you know, a webinar, we're going to do this, this, this and this, and everybody else was along for the ride. And that helped propel us and keep us going. And then eventually, our son ran out of steam, and it was like, okay, Jenny's now going to steamroll the rest of us and then Katie's like, I'm gonna steamroll you guys. And it just kept us going. Because eventually, we all just were like, Oh, my God, I can't go anymore. So there's, there's power in the ability to trust people to to help you along your journey and create that vulnerability. Like there's a vulnerability in a mastermind, right? I'm assuming, you've got to open up and say, This is not my forte. And I need like all the help.

Chris Williams 11:38
It's a really rare thing. And you guys know this. It's hard. And I'm sure everybody listening in or watching you know, this, too. It's hard as an expert in your market to ever say, I don't know something. It's just vulnerable. But having a safe place where you can say, Guys, I, I teach, I don't I don't know anything about Facebook ads. So I'll use this as a good example, guys, I have a Facebook ad agency. And I'm completely freaked out by this new iOS change. What do I do? Like, you need a place to be able to say that because that's reality. You just can't say it in your Facebook group. Right. And a mastermind gives you a place for that.

Alyson Lex 12:21
Okay, so I have seen these high ticket masterminds, I've, you know, I've looked at the sales aspect of it, and really tried to break down how to get people into it, because by the time I see them, they're already pretty successful. So how do you? How do you like start one, with this idea of selling people into it? What kind of steps should we take?

Chris Williams 12:46
Okay, well, number one, we're gonna we're gonna go through four steps. This is like the this is number zero step. Okay. The number zero step because you just brought it up is by the time you look at them, they all seem pretty successful. How do I start? Okay, so we've all had this experience. You go out there and you're like, oh, my gosh, their branding is so freakin amazing. I could never be as good as they are. Maybe you ask them, you know, they're thinking, Oh, my gosh, I threw this website up last night. I had those pictures taken with my friend's iPhone last weekend. I don't know what the heck I'm doing. I'm so that impressed them. And we've all had that experience where we've put up our little front, our Instagram side of our lives. And so just because we can look at someone else's mastermind and say, Wow, that's amazing. I'll never get there. How could I get there? It's all marketing. And it's amazing, hopefully, but we're all marketers, right? Let's be honest. It's marketing and sales. Okay. So let's go up to our steps here. Four big stepping stones to really be able to launch prospects sell this mastermind Number one, you've got to prospect organically and you've got to stay after it. Got a prospect got a prospect you got a prospect if you don't have a way to predictably generate on profile leads for your business. You don't have a business. You're just getting lucky. No, yes.

Jennie Wright 14:12
Oh, that's Instagram where they raised their butt. Yeah.

Chris Williams 14:15
Okay. Grandmaster, Chris Williams. You can put that after the crate.

Jennie Wright 14:21
We're gonna put that in your quotes by the way,

Alyson Lex 14:23
not just dropping beats. Yeah. Robin wisdom.

Chris Williams 14:28
Okay, so let's just pretend for this whole analogy going through this process. Do people watch this or just listen to this? Both Okay, cool. So for you listeners, I'm reaching back to my studio wall. And I'm turning the the handle of a water spigot. Okay, there's not one there it's invisible for you watchers. Don't worry. You're watching the right show. There's a water spigot back into your mobile it's just imagine that okay, and I got I got hooked up to the house and I got a hose running down to the garden and back there is like a sprinkler. It's springtime gonna want my flowers. This is the handle. This is the spigot that turns on and off the prospect flow. If I don't have a way to control the prospect flow, the right prospects, the ones that I want to work with every day in my business, I don't have a business. I'm just getting lucky. You got to do whatever it takes to install that spigot on your business, so you can turn on and off the prospect flow. Okay. Absolutely critical. That's step number one. Any questions about that one? It's pretty straightforward, right?

Jennie Wright 15:31
That one's straightforward. Yeah. Okay.

Chris Williams 15:32
Yeah. By the way, the critical thing about that is you got to frickin turn on and off a bunch. Like, some people like, oh, I learned a new prospecting method is awesome conference. I went during the weekend. And then like, Tuesday, they're like, how's that going for you? Well, I'm working on my logo. We're working on your logo. start prospecting. Come on, you got a prospect? Yeah. Okay. So, have the prospecting model number to turn that thing on. Because we have this hose of duct going to the sprinkler, and see where the holes are. We're gonna call that whole section. Like learning, we're gonna call it learning, we're gonna prospect we're gonna learn. Most of us think, and this is just fairy dust, and unicorns. And I know some of you think there's a real. And if you can find one, please show me where the unicorns are. But for those of us who think they might not be real, let's just call learning the reality phase of this. We don't go build a funnel, spend 1000 bucks over weekend on our credit card on ads, and hope that our funnel that looks like so and so's funnel works. It doesn't work that way. You got to learn to prospect, and organic prospecting means you're going to learn. So if you're out there doing outreach on a social media platform, or on a podcasting platform, or however you're doing it, and you're able to do direct outreach to real people, you're gonna get in conversations, some of them are going to say, quit spamming. And you're gonna say, okay, and you're going to unfriend some of they're going to say, well, you're really nice, let's talk, you're gonna say, okay, how can I help you, and you're gonna learn something, and that learning is letting the water flow through the hose, and you're gonna see the holes that are springing out, you're gonna get some tape around those things. And you're going to learn what gets people from the spigot of prospects all the way through the hose to the sprinkler. There's no other way to do that, other than learning, and you're going to either do direct outreach on some kind of social media platform or email list or something, or you're going to pay someone to run a bunch of ads, or blast a bunch of emails out to large lists, either way is fine. You're going to learn, but you can't quit. If your budgets tight, and you have little more time or have team time, go with the organic model. If you have an extra 100k to blow, go after ads, but be committed, stay with it. Either way, you gotta learn. So we're gonna have a predictable way to generate prospects. Number one, we're going to learn number two, and it's going to take you weeks and months. All right, and then let's, let's talk about the sprinkler down there. All right, this is where the fun starts to happen. We're inviting people to sales calls. You gotta have a predictable sales pattern. Notice that everything I'm talking about here is very predictable. And very, like able to you can put this into a spreadsheet or a document. Okay, that's so important for a business. So you got to have a way to predictably generate on profile leads, you got to have a way to learn what those leads want to talk about. And then once they want to talk about that problem or pains that they have, you got to learn it, you gotta learn how to sell them. And I don't mean a sales script resound sleazy, and you feel like, Oh, I gotta like, say, this line. I feel like so he, you know, don't do that. Have a conversation, but make sure that your sales conversation follows a few key points, so that you can make sure you can document what's working and not working and get people actually making decisions. That make sense. Do you want to give me a break down the sales process? That'd be helpful.

Jennie Wright 19:19
Ah, yes, absolutely. Always, always

Alyson Lex 19:22
take more info.

Chris Williams 19:24
Okay, cool. So, take notes for you folks who are like walking around at the grocery store. Just stop where you're at, steal a sticky note pad and open up a thing of those big pens. Click it.

Jennie Wright 19:33
Let's take some notes. Okay, and we're paying for the post it note later. Just, uh, yeah, we're

Chris Williams 19:37
all yeah, we're just stealing it in the moment. But by the time we walk out, we're actually gonna pay for it. You're good. Okay. Everybody's paying for the sticky notes. Okay. We're trusting you guys. I don't want you to say that Jennie and Alyson had a guest on it was like still sticky notes because we didn't say okay,

Jennie Wright 19:53
yeah, sticky finger. We're gonna change your name from Grandmaster Chris with sticky fingers.

Alyson Lex 19:58
Inky fingers.

Chris Williams 19:59
I like it. So now we got a way to predictably generate on profile leads, that's like just make it simple. do direct outreach on on Facebook, or LinkedIn or Instagram or Tiktok, or whatever your favorite thing is, actually look at people's profiles figured out, they're the ideal client for you, and start a conversation. Learn from the conversation. Do this every day, if you only have time to do this five people, if they do five people a day, if a team member can help you do it for 50 people a day during your day, learn from the conversation, see what they need, get them on a call. Let's talk about the call. It's a third thing. Every good sales script is made up of typically five to nine pieces. Okay, every one of them. They're all really, really similar. Seven is the sweet spot. If you study sales scripts for a long time, you'll learn that seven is the sweet spot. Let's walk through those main seven points, you got to have some sort of discovery. All right, you got to get on there. And you got to have a discovery and ask questions. But before you can do that, you have to actually get to know someone because they won't tell you what's really going on, if they don't trust you. So spend a few minutes building your relationship. Step number one, step number two, ask really intelligent questions. What's going on? Like? How can I help? Not? How much do you make now? And how much you'd like to make in the future? And if you can make a buying decision today, like come on,

Jennie Wright 21:12
those are so bad.

Chris Williams 21:15
Just, hey, it's great to meet you. Where do you live? Like get to know somebody to? What's going on? Like, I'm an expert in building high ticket masterminds for experts. That's what I do. Okay? If I can, and I tell people up front, look, if I can help you, like right now, or if you want to join one of our programs, I can help you. We'll sort that out. But before we get there, like, tell me what's working or not working for you? How can I help? They'll tell you it Don't make it weird. Just be honest. And ask a question. So I'm gonna get to know him. I'm gonna set some expectations and and get some information, right? Those are three things. Hey, it's great to meet you. Hey, here's what I do. If I can help you, I will buy gonna refer you to somebody I will. But what's going on? I just did relationship, some of your expectations and did a little discovery questions. Once they tell me what's going on the Discovery part. I'm really struggling with this. And I really wish I could prospect better sell more, or build a website or have a bigger business or hire my first employee or scale up a systems, whatever it is for you and your audience. Then you can say, look, I can help you with that, or I can't. And you just simply let them know. The fourth step is really easy. You're just making a pivot to we just made friends with each other. I told you, if I can help I will. If I can't, I won't. But let's find out what's going on. They told you what's going on. That's the discovery process. The pivot story is just oh my gosh, you need exactly what we do. can walk you through that? Or oh my gosh, I can't help you. But I know someone who can do math, I just made a quick referral to so and so. But a three way email together and you need to talk to these people. People love that just help. Right? So I got relationship. A little bit of setting expectations. Super easy discovery questions. Again, none of this is scripted, right? I'm just following the process. I'll tell you that process matters in a second. Step number four, is getting a pivot story of some sort to say, oh, my gosh, you just said this. That's what we do. And then you got to make an offer number five. All right, an offer super easy. It's number four is oh my gosh, that's what we do. I have a mastermind that can help with that I've done for you service. I'm an agency, whatever we can help with that. The offer is, is that something you'd like to do? I'm going to park at the offer for a second because people often think while the offer I haven't really formulated my offer yet, my pricing. I mean, I gotta have 12 things in there, and I gotta have a price drop. And I gotta know, all you need to do if your offer is ask good questions. And when they say I'm trying to fix this, and it's something you know how to fix. Just stop right there and say, we do that. Is that something you'd like to do with me? And shut up and wait. If they want to know if there's 12 steps in your offer, they'll ask you, if they want to know how much it cost. They'll ask you that. If they want to know do you have testimonials? They'll ask you believe it or not people don't hardly ever ask how long does it take or how a daily mask how much gonna cost but don't get hung up on all this stuff. And Alison, you got some thoughts there.

Alyson Lex 24:27
I'm laughing because Jenny and I were on a sales call one time and this was way back in the beginning of us starting to work together and she was making the offer and she just kept talking and I just was nervous on Zoom. We were on Zoom Yeah. And I zoom chatted her you know privately all caps I said stop talking with a Baltimore shout out even just like I mean yes, the full Baltimore accent came through the tech She stopped talking and we close that sale. Because she stopped talking.

Jennie Wright 25:04
I was really nervous because it was the first time that I was doing more high ticket. So one of the payoffs of masterminding with Allison back in the day was, I was underpricing myself and undervaluing myself. And she was helping me to raise my prices. So normally I'm good with sales calls, because the price I was add, I'm comfy with. But once it got to these higher ticket items, and this was like a multi five figure package, we were talking, I got nervous, and I started him when I was when I'm nervous. I talk and I talk fast. And she's like, stop talking. And there wasn't there was a there was an F word in there somewhere or an S word or something. I'm pretty sure I

Alyson Lex 25:41
think it might have been shut the f up.

Jennie Wright 25:43
Yeah, there was a there was an F in there and a couple other things. But the Shut up and sit there and just let people process they will fill the void. They will talk they will ask the questions if they have questions. I've had people you know, I just shut up and wait and then they go. Okay, let's do this. And I'm like, what now? Awesome. Okay, overcome my shock. Let's go. Right. It's It's the it's the most amazing sales tactic

Chris Williams 26:12
ever. Yeah, not selling is the easiest way to sell right? Yeah, best. So yeah, okay. Let's roll through our five points so far. Now they're awesome. You folks listening in to Alyson and Jennie like, don't you love these two? Like, if you have questions for them. If you're trying to figure out something in your in your business model right now ask them, oh, my gosh, they're here. You already trust them? Like, that's the cool thing about podcasting you guys, is you guys have people who actively trust you for the right reasons, because you're for real, and you show up and help. And that's a really cool thing. It's such an easy path. I think it's unfortunate when I see people who listen to their hosts on a podcast, and they never reach out to that host to say, Okay, I actually have something broken. How do I fix this? That is the best place to go, folks. And I there's no affiliate connection here at all. I have nothing to gain by saying that. I'm just saying these two are awesome. People lean in. You found your people lean in if they don't know how to fix it for you. I promise you they know somebody they can refer you to

Jennie Wright 27:16
Oh, yeah, we'll send them to the right people. Grandmaster Chris again, dropping awesome things.

Alyson Lex 27:21
I was gonna say, hey, now he's going for the title of hype, man. All right. We'll take up the titles here. Yeah, fingers Grandmaster Hype. Hype man, Chris,

Chris Williams 27:30
let me drop my link here. Got a little affiliate. Okay, so we got our five things we've, we've built a little relationship takes a minute or two. We've set some expectations, hey, I, I can help you maybe, maybe I can't. But if I can, I'll tell you how if I can't, I'll refer you to somebody who can or will at least try to crack the code right here together. Let's put our heads together. I'm two minutes into a phone call now, or Zoom call whatever. Third thing, ask some good questions. Okay. Like no sales pitch aside, and I frequently say some like that, like no sales pitch here. Just tell me what's going on? Like, what's really going on? How can we help get right to it? And then if they're gonna say something in that discovery question set where I can be like, Oh, my gosh, I know who can help you or I can help you or, this is so easy. Let's just fix this in five minutes and send you on your way, right? That's my pivot story. Oh, my gosh, I can help you. And I'm going to make an offer. Is that something you'd like to do? And I shut up and I listen, that's five steps. Okay. The two more steps after that is they're going to ask some sort of question. Every now and then somebody's like, okay, I'm good. Let's go. Like, what? Usually, you're gonna say, When can I start? And you're gonna say, Well, we have an opening in two weeks, or whatever you're gonna say? And then you say, is that something you'd like to do? Back to back to the closing question, right? answer one question as shortly as possible. And ask your closing question again. Then they might say, well, how much does it cost? Cost a bazillion dollars, but we can do it and payments of three bazillion dollars per month or 1 billion at front? Which would you prefer? Well, I'll take the one bill sitting up front. Okay. Is that something you want to do? answer your questions. Super simple. And and just ask, Is that something you can do? You just keep asking. And then they'll bring up any objections. They have this this six part is just objection handling. Right? You and really, it's just answering questions. It's not really objections. They're just sorting it out. Eventually, you'll get to a place where you've answered all their questions and you've asked yet again. Is there something you can do? And they'll say yes or no, or maybe. Right? If they say maybe it's just another question. Tell me why. Maybe. Tell me why next week or why next month, whatever the maybe it's not yes or no. Tell me more about that. How can I help you? And you're just answering questions again, get to the yes or no super straightforward. That's the objection handling part. The last thing, point number seven is action. You got to take action with them. If they say no, move on, if they say maybe clarify what's going on there and get to a yes or no, if they say yes, don't say, well, I'll get you an invoice and a proposal, and I'll send that to you within 48 hours, because they will have decided not to buy them. Have your link ready, and get them started.

Jennie Wright 30:32
I'm a huge fan of the get them started right there. And then especially, you know, especially when they're when it's a decision, like a done for you service or a product or anything like that, let's just, let's just get that let's just get this started right away, you know, we'll follow up with with any of the stuff that we need to administrative stuff, but let's just get this relationship like set up and ready to go now. We'll we'll take care of the rest in an email later on today, blah, blah, like this. And it's not spammy or scammy. It's let's just commit to each other because it's an investment of their time and effort. But it's also, you know, it's also you like, it has to be a good fit has to be the right relationship.

Chris Williams 31:12
does. Yeah, when you're building high ticket masterminds, it really has to be such a perfect fit. I know, we're talking about done few services and all kinds of things in this conversation. But yeah, pacifically when you're building a mastermind, again, think of dinner party is, is the you don't have to just have them at your house. They gotta get along with everybody else you invited. So you really got to be careful about group fit.

Jennie Wright 31:35
I imagine that there's a lot there. Yeah.

Alyson Lex 31:39
Yeah. It's gonna give you the fourth point. Oh, sorry. Yes, I was gonna say we've got point number one prospect organically point number two, you're going to learn and find the holes, point number three, get them on a sales call, which we broke that down into seven points. Now we're going back to the beginning of the outline to point number four.

Chris Williams 31:58
Point number four, you got to deliver the product, right? What is your product or service, you're done for you, your mastermind, whatever. Here's the beauty of this point number four. It's so freakin easy if you do point number one, right. And point number four educates point number one. So we got to point number one, which is prospect, you got to have a predictable way to generate prospects, right? And then learning is getting the water through that hose getting the prospect to the hose, patching up the holes, figuring out what gets them from prospect to sales call. Alright, once you sell someone and you start working with them, you're going to realize, hmm, did I prospect for the right person or the wrong person, because I don't like working with the person or the the best ever. And all of the learning you did to that process now becomes a reeducation process. So when I'm delivering the product or service, my team and I are constantly looking for who we love working with the most, most fun, who takes the least amount of our time, because we're gonna be efficient, and who makes us the most amount of profit, time, money and fun. We're all in business here, folks. So let's be honest, time and money matter? Well, you may as well have fun doing it. So time money fun. That's how we measure everything. And so we're constantly looking at who do we love working with, it was profitable for them and does. And we all got the result we wanted in the fastest amount of time, the client and us once we see that profile of a person, we re educate our prospecting piece with that profile. And now we're only prospecting for that profile that person.

Alyson Lex 33:30
Makes sense. I think. I think what you said here is super important that it's not a one way street of information. It's not these are the people that are coming through. It also needs to be these are the people that are going to be successful. So let's go find more of them all too often, you see marketing, I used to work in a sales department. And I also used to work in the marketing department and marketing and sales do not get along. Nobody. I don't know why. Why do we not talk more. Because marketing influences sales, but sales also needs to influence marketing. And when I was in marketing, the first thing I did was ask the salespeople. What are some objections that you get? Let me handle it back here. It always needs to be informed. I love that. I had to break that down.

Chris Williams 34:22
So few organizations think like the way you just expressed that Allison, that's really smart. I wish they did. But they don't. Yeah, it's like marketing gets annoyed at sales because sales didn't close lead awesome leads and then sales like well, you didn't give me good leads. And then there's like we're all on one team though. Talk.

Jennie Wright 34:40
Yeah, that would solve a lot of problems. But

Chris Williams 34:43
that would solve most of the world's problems, right? Yeah.

Jennie Wright 34:46
Yep. And I'm like Alison, I was on a marketing team, slash sales. I did outbound sales for a large wholesale retailer, selling their memberships. And I would do cold calls. Door to Door Oh, wow. Oh, yeah, it totally legit. And yeah, that was, that was an experience I was in my 20s, mid 20s At the time, what an experience that was that that formed my, my sales ability and it was really cool, I want to actually, I want to loop back on something, I want to talk about this prospecting thing for a couple minutes, then we're going to have to wrap because we're going to keep it here for like two hours if we can. But you know, for the podcast, we should probably keep an eye on the time. But I want to come back to that organic prospecting. Because you said if you don't have a predictable way to generate the leads, then you basically don't have a business. But the question that people are going to ask are, but how do I prospect those leads? And get them like the Generate on profile leads? Like you kind of mentioned it a couple ago? A little bit. But is this me going on LinkedIn? And like how am I doing this? How are people are going to do this?

Chris Williams 35:56
Alright, so let's just start with a premise of what are we selling for a second, because there's kind of a line in the sand here that's worth drawing, okay, if you're selling a $27 item, or 147, or $2,000, ecourse, or something like that, you gotta have a lot of leads that are relatively low skilled or less educated leads. And I don't mean that in the sense that they get a PhD or not, I mean, they're less experienced in the world they're living in. And so they actually think that their problem can be solved with a $27 downloadable PDF. When, when people when they get experienced in their market or in their place of business, wherever they are, they realize, Oh, I've already purchased all those things. I know a lot, I have a lot of books on the shelf, what I actually need is somebody to help me make a real transformation, I don't need more knowledge that's free on YouTube, I need transformation. Okay. Starting with that in mind, all of us should be moving away from starting at the bottom of the value ladder, and selling our products and services. Because the right buyer is just as hard to get as the wrong buyer, you get to spend as much time and effort, you just need fewer of the right buyers to buy your high end product or service than you do for the low end. Okay. But it's just as much work to get 10 buyers at $100,000 as it is for $1,000. Just as much work. Alright, with that in mind, everybody, just just swallow hard. And think I'm going to double, triple 10x My prices, whatever it is for you don't think about your budget. You're not selling yourself, you're selling to an ideal buyer. raise your prices, folks. And then you don't need 2000 new prospects coming into your funnel this month. Huh? That's crazy idea. If you have a $10,000 offer, and you only want to sell $30,000 worth of stuff a month. Let's say you want to sell 100,000 Our stuff a month. Why stop at 100? Let's say wanna sell a million at a month. So why not just raise your prices to 50k? Do a little better work and bring in? What is that 20 clients a month gets you to a million? Yeah. If I gotta bring in 20 a month at 50k I probably only need to prospect to 200 people this month. Oh, that's crazy. I just need to prospect to 200 of the right people. Well, turns out Facebook, LinkedIn, Instagram, all of those are make it really, really easy to find 200 the right people. Because as humans, we all love labeling ourselves on all the social media platforms. We all love trading our private information to marketers for our entertainment. It's what we do. So go out there and find your 200 ideal buyers. That's what my team and I do. We do it over and over and over. We don't run any paid traffic to our masterminds. Zero. It's all done by direct outreach organic.

Jennie Wright 39:16
Um, everybody knows I'm a huge fan of organic. I love the prospecting model, which I think is great. Allison's the same way she doesn't spend any money on ads or anything like that. Which is awesome. We're fans of the word fans of the organic for sure that is that is a really good way to look at it. I like that.

Chris Williams 39:36
So just to put a little more feet to that. Let's pick a pick a station here to play on. Let's say we're gonna go with LinkedIn. Folks don't think Oh, and the Facebook person who will worship noted, pick your platform it'll work your your audiences on every platform, pick your platform, you're like, let's say we're gonna use LinkedIn. I'd be searching on LinkedIn for the ideal prospect define your ideal prospect. Who are they? How much do they make? What kind of job do they have? What kind of business do they own? Is there a gender preference for you? Is there a religious preference for you? Is there a geographic location preference for you? I'm not, I'm not bringing diversity into separate, as I'm saying, you know, the person who's gonna be attracted to you, and it's gonna have the most success with the information or service you have. Invite that specific person to play in your backyard. And then then invite them to the dinner party, right? Get them in the door, make it super simple for yourself and simply send a direct message to those people and say, Hey, let's connect, they connect. Looks like you do some cool stuff. We do some cool stuff, I would love to hear more about what's going on. Have a relationship, Don't make it weird. Don't drop your link, don't push them through your funnel. Have a relationship. If you just moved into a new neighborhood, and you are going to have a dinner party, you wouldn't go out to your neighbors and say, Hey, I'm having dinner Friday night. And oh, by the way, I'm hoping to get married on Saturday. So I'd like all of you to come. And I'm going to pick a spouse. No, oh my gosh. But that is what we do when we're marketing and blast our direct messages and drop a link to our funnel. You got to say, Hey, I just moved in. I'm having a party in the backyard. You're welcome to come bring a tray of brownies, like, and then take it slow. You might hate half of them. Don't invite them back next week, invite the ones you like back next week. All right. You got this, make it simple and just have a relationship. And in a couple of weeks, you'll have buyers, it really only takes a couple of weeks.

Alyson Lex 41:41
Well, I know that I just requested to join your dinner party, group coach nation on Facebook, which I have put the will put the link in the show notes so that you guys can do this too, because I'm thinking you probably share more of this kind of information there. And is that the best place for people to get in touch with you?

Chris Williams 42:01
Yeah, so what I would do, folks is just Google Group, Coach nation or group Coach nation.com. You can find tons of stuff on our website, we divide everything into like beginner advanced and pro levels. So right at the beginning of our website, top of the page, you're gonna find like a brief description of here's who you are, choose your own adventure, find out who you are. Now, we have tons of free resources, we don't even ask for an email address, just tons of free resources for you to dive into be like, I want to learn about this, I want to start taking action, do work, get results just start the process. And yeah, our Facebook group is linked to there, there's, we just have free stuff everywhere. We just want you to take your expertise, and change other people's lives. That's what this is all about.

Jennie Wright 42:43
Well, we've got all of your links, and I, you know, I were excited to share all that. This is probably one of the longer episodes that we've had for the podcast lately. And but it was worth it, it was worth taking the time to go over this topic in more detail. Because there's so many of us that wants to be able to offer these types of products. And there's so many of our listeners that we know that are eager to you know, get to this level this is this is an attainable thing. These are like those, you know, those entrepreneur goals like people want to get to so we appreciate you taking the time to talk about this and share everything. I mean, you didn't hold anything back, obviously. And that's super generous of you. So thanks so much for doing that.

Chris Williams 43:23
Thanks you guys for having me here. Like, again, all you fans, Virginie and Alison, lean in. Listen to the next podcast and the one before this, I promise you it's better than this one. And you're gonna learn a ton.

Jennie Wright 43:36
You're awesome. Thank you so much. hype man, Chris here for us. We appreciate it. We'll have him back, I'm sure because we're gonna need it like he's given us a bit of an ego boost today. We'll take it. So if you're following the podcast, please do do exactly what Chris said. Listen to one of the previous ones. Listen to the one after keep getting the information that you need. Allison and I also have resources for you on system to thrive.com. You can find this episode at system to thrive.com forward slash one. Sorry, yeah, forward slash 176. To find Chris's episode and all the links that we talked about today, make sure you join this Facebook group. Check out all the stuff on the website. Thanks so much for being here, everybody. We'll be back again soon. Take care

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