478 - How to Turn On Your Inner Beast & Accomplish Anything in Business

0:00Hi Marine team. So my name is David and I'm in the UK right now. I would please need some advice with wooing influencers. so I'm a sports artist and a few years ago I did a project where I was painting athletes and movers of all kinds and then before I would paint someone I would DM them ask them for the permission then usually after they saw it they loved it asked if I could send them the painting and most of the times I did and after I sent it a lot of the times there was like just dead silence or it's not even that they didn't share it or anything sometimes they didn't even acknowledge that they received it like sometimes i didn't know if it got lost in the post um and it left quite a bitter taste in my mouth so i know there's potential there i know there's other artists who've done similar things and like one of the big athletes picked it up and you know it really kick-started a career and I know there's a lot of potential there I've just for like two years held myself back because I just I don't want to put myself in a position where I feel like I'm not taken advantage of because I initiated but I wanted to I don't know be reciprocated or I don't know just feel like it's worth because sometimes I'd literally go into minors like not only have I spent a week doing this, but then I'm paying my last money to ship it across the world to you.

1:33And yeah, I just felt a bit disappointed by my efforts. Yeah. What advice do you have? Of course. I have so many things to share. I can see Licia coming at it. I'm sure Michelle has perspective. So the first thing I want to just set the groundwork, I so admire you for being so honest and transparent and it is really disappointing. And the other thing I admire about you is your big heart because you really care. And just the fact, like I can feel you when you're talking, it's like, God, that stings. It's like the person didn't even take a moment to acknowledge. So the human in me sees and loves and respects and admires the human in you.

2:13Okay. So that's our baseline. Now with your permission, I want to shift over to a different lens. Is that okay? Yes. Awesome. So here's where we got to get business. Okay. Here's where we got to go like, okay, there's this part of me and I'm sensitive and I'm human. And that was disappointing. And I honor that. I respect that. And you know what? I'm putting it here and I'm going to get over here and I'm going to say, I got thick mother humping skin and I'm going to be more strategic about this. And I'm going to say, okay, I'm not going to maybe spend a week on a painting anymore. Or what if, and I don't know if this is possible, so I'm just going to throw out an example and you can kind of tweak it on your own.

2:53But what if I could do a painting in like two days rather than five or six or seven days? What if I gave myself the challenge so I'm not devoting all this time for like this big unknown? That's piece number one, right? Piece number two, if they see it and they say, oh my gosh, I'd love to have that. Can you send it to me? You'd say, absolutely. here's what I'd love. You got to cover shipping and handling, right? And you can do that. And you can say, you know, it's just, I'm an artist. I'm sure you can understand as a sports star, when you were just starting out, you know, I'm a sports artist and this thing is really big and it's going to take quite a bit to get it around the world to you.

3:33I'm happy to ship it to you for this, this, that, and the other thing. Oh my gosh, somebody, I just need to share this because I get notes from team for you. Ina in the comments shared this to David, your website looks like a million bucks. That's another artist just affirming you and saying that your website is awesome. Okay. So I just wanted to put that in. When I say you got to have a thick skin and I want you to develop that for yourself, your artistry, part of why you're so gifted at what you do is because you got that big heart and you're sensitive and you got that big intuition, right? But that's not the only piece of you, David, is it?

4:10That's one side. Was that the smile of recognition? Listen, when you mentioned in the beginning that you're a ninja when it comes to money, I have the same attitude. I just need to get it right. But I'm not afraid. I'm not ashamed. I have no limiting beliefs or money. I love money. I love business. Good, good. So we're going to take that side of you, that sensitive and awesome, where we're going to say, yeah, you know what? Some of these mother humpers that we love them, we're just playing with language. They might not respond to me. Next, next, next. I'm going to make that money. I'm going to make those connections.

4:43numbers game, numbers game, numbers game. So you might come up with a side of your personality. Like for me, when I'm in business mode, David, man, I am a beast. Like I, it's sick. I will. So I want you to find that character. You might even have a different name where, where you go into that mode. If you send it and you don't even know if it made it to them, you're like, you can just bounce it right off. Cause you're inhabiting that side of you. And when you're in the artist mode and you need to have all those emotions and that heart open and that sensitivity, you can live in that mode. I get in that mode when I'm coaching.

5:15That's why I wanted to ask you permissions. Like, Hey, we're going to start here. Cause this is where we are. We want to take that bridge over and get you like, Nope, next. So, um, I'm going to be quiet. Cause I'm sure that my mentor coaches have more to share. And then I want to make sure that you have enough tactical to go back out there. And, um, I think it's a numbers game for you. That's why I'm excited about you tightening this timeframe because we just, we got to get you producing more and connecting with more people. It's going to hit. It's just a matter of we got to make it faster. One thing I would say, David, I really love what Marie has said.

5:50And something that comes to mind is, you know, DMs, while you have them, if they're exclaiming over your work, this is a perfect opportunity to say, are you okay if I use this sentence as a testimonial about my work? You can ask them. They can say no, but you would then have a testimonial from the person you've painted, which gives you the opportunity to put it on your website, which is really helpful. And that shows future buyers that you're getting feedback from the people themselves about how incredible your work is. Screenshot that. Screenshot it and say, I'd like to use this as a testimonial.

6:34Are you okay? And I feel like it also is a way where, let's be honest, sports people, busy people in general, it's like, you got to get them while they're hot, right? While you're talking to them, you've got to have a plan. And so, because otherwise they're off to the next thing or their assistant has moved them along. So when you could just utilize that moment to, you know, like Marie said, I would happily send this to you. Shipping and handling, perfect. Also, are you okay if I use this as a testimonial? I'd like to show people that you appreciated it as well. And people, generally speaking, are happy to give a testimonial.

7:14Think about our, you know, when we have a favorite restaurant or a hairstylist and somebody says, where'd you get your haircut? And they're like, oh my God, this person, she's amazing, right? So just remember that asking can be scary, but if people really feel moved by your work, they will say yes. And follow up, follow up. The riches are in the follow up, follow up, like hit those motherfuckers up. Sorry. I'm like, I'm getting so fired up. And I'd also got to say before Michelle says something, in addition to Ina, there are, I'm hearing this in caps. I'm seeing this in caps. There are so many people commenting on how great his work and his website are.

7:49So just. Yeah. And I just wanted to add one more thing. I love how you approach this, Davey, how you come to this, that you also are looking at the money, because really what this is about, it's a math problem. So when I say a math problem, it's all about those numbers. And so just keep that always in mind, that it's always about the numbers. And also look at the breadcrumb trail. So in other words, look back to those that you have done this with and that have been responsive and that have taken it to the next level and see if you can kind of delineate what are some of the characteristics. Because what I'm thinking about to give you even more insights into being intentional about who you're approaching with this and how you're doing that, because there's a lot of evidence there, a lot of things in those breadcrumb trails that will tell you even more about who would be the ideal person to reach out to when I'm thinking about all my math and how many people, athletes I've reached out to and how many have I done because you're doing fantastic.

9:01And I applaud you for the courage to get out there and take those actions and make those steps because that makes a big difference. Fortune is going to be a follow-up too. So for you to show up pleasant and happy, even if there's no response, keep showing up pleasant and happy, never irritated, never like, but I sent this to you and I didn't even know if you got it. You'd be like, hey, just wanted to check, make sure you got it. I saw you won this great game, like build in some personal stuff of what they've done recently. I saw that recent post, you were in Greece, looks amazing, just wanted to check and make sure that you got what I sent you.

9:32I didn't know if it got lost in the post because of this Corona stuff or whatever, but you show up and follow up like that, there's often fortune in the follow-up. I think a lot of A-Wals Holly Mack was, I think I have a general mentality of I don't want to bother people. So if I message once and they blanked it, I just like, just subconsciously. But you just saying that made me aware of it. Can I tell you how happy I am? And what Alicia mentioned this, and I will tell this to you, while I am not a sports star, I have an extremely busy life. And there are times when I legitimately miss things, not because I didn't care, not because I didn't want to respond, because I'm legitimate.

10:10I have so much incoming. There's so much happening that it's just inevitable. So I actually have thanked people because I'm like, oh my God, you wrote to me like I didn't even, I think whatever. I missed it. And I was so grateful that A, they didn't make me wrong at all. And B, that they actually, and it gives me respect for them because you know what? I know I'm like, oh man, they're on their game because it's important to them. Even if I have to decline and say no, and they're like, cool, no big deal. but the fact that they keep following up and they don't make me wrong and they don't get pissy about it.

10:45I'm like, I have total overstep even if it's not the right fit for me. Gold, gold on gold on gold. Good, good, good, good. Thank you very much. You're so welcome. Everyone loves you. Everyone's talking about how great your work is. Are you on Instagram? Yes. Can you give us your handle? Tell us how to find you. It's at David Roman art altogether. Awesome. Thank you very much. I love it so much. Love you.

11:17So my name is Nancy and I'm in South Florida, not quite the Caribbean, but it feels like it today. So my question is as follows. I am a pilot and I lost my job during the pandemic, which was really unfortunate. Then I got another job, but that really didn't align with what I was doing. Anyway, long story short, I have a YouTube channel. And from that YouTube channel, I found out that a lot of people that look like me that don't look like pilots feel like they don't have enough of a community around them to be able to go through the aviation journey and feel supported and feel like they have somebody to lean on.

11:58And that's something that I had really experienced myself because I did it as I'm an engineer by trade first. and then I did the piloting as a second career and there's so many people that are older older um in their 30s 40s they're trying and they're like well nobody knows how it feels how to do this how to come up um as a second career so then I decided to do a business around that the community of people that are trying to become pilots that um are maybe not necessarily the quintessential pilot. So then I'm running into this problem that a lot of people keep coming back to me for the free content that I have through my YouTube channel or through talking to people one-on-one because they just ask me to come on on the Zoom call or whatever.

12:50All of that is really, really going fast. However, my offering that I just started last, like two weeks ago is a membership and it's like$15 a month. But it's hard because when I do try to market it, for example, to my list, people are like, well, I don't have enough money for fly training in the first place. Why would I come to you if you have all this stuff for free anyway, and you talk to us for free also? So why would I be in the community? So that's kind of where I'm getting stuck. Like I don't know, I don't know how to not, because the only way people find me is through my free stuff. You see what I'm saying?

13:29I do. I totally do. So this is definitely a little bit of a naughty one. Again, you down for some real talk, Nancy? I believe you are. Okay, good. So we mentioned this a little bit on the last call and I don't know if this is gonna be accurate or not, but I think this is a really grounding principle for all of us in business that it's just a good gut check to put ourselves through when we're kind of gnawing around an issue like this. So ideal customer avatar, right? Ideal being the key word. And for me, there are certain checkboxes underneath that. And one of the biggest checkboxes underneath that is the ability to afford my products for my services.

14:07Right. And so when I'm listening to you, that's the flag, the little red alarm bell that's going off for me. Because clearly, not only are you incredibly passionate, talented, experienced, you have so much, like a wealth of wisdom and support and love and encouragement to share. All of those things are spectacular and beautiful. But when I have my business hat on and I hear what you're telling me, it doesn't add up to a business. And then I also get nervous when you say$15 a month, I would never want to impose my own financial goals on anyone. But when I start doing the math in my mind, the numbers are alarming to me because I'm not sure what your goals are, but I'm like, there would have to be a lot of people eager to pay$15 a month in order for me to get Nancy to what I think that she might want to be earning through this business.

15:04Right. Yeah. I did the math and I figured about 200 people a month. Okay. So would make it work for you. Yeah. But it feels like you're having to work really hard for that yeah see I the thing is I don't know if that's just because I just started like I just you know but I feel like with my channel I was like 60 ,000 subscribers I have an email list with about 4 ,000 people and only 10 people signed up so it's like yeah you know where is that disconnect and then if I do because I was thinking about I went through this is the second time I'm doing b-school the first time I've been through it I was thinking about doing a high ticket course thing.

15:44But then if people already can't afford or are telling me every time, because I talked to like 30 people as the ICA research thing, and they're already telling me that they can't afford this. Like, how am I going to ask for like a high ticket thing? You know what I'm saying? Yeah, I do know what you're saying. I do. Generally speaking, I want going to talk about some more general principles here. In almost every market, there are 5 % to 10 % of people who actually will never buy anything that's too cheap. They will only buy the most expensive things because that's what they go for in life. So I know that you've talked to like 30 people or so.

16:26And by the way, that's frigging awesome. So I love you for doing that. But here's what I might suspect. Those 30 people were eager to get on the phone with you because they're not doing anything else. And people that tend to have the money to afford something that's a higher offering would never even think about contacting you for free. So I think that I don't know enough about your industry to know whether or not there is enough volume to support what you want to do. I don't know that, but I'm going to tell you what I do know. That also we need to shift your positioning around that you can give away some free stuff, but we have to shift how you see yourself and who you are in the marketplace.

17:10You can't give away the farm for free. You can't. And people generally speaking, again, I'm giving you what I know from like 20 years in business, they will pay anything for what they think is valuable enough to them. So there is a mismatch. There's like a couple of things that are off. I don't know if I'm going to be able to completely unpack it. But the first piece about ideal customers and not being able to pay, that's one of the things that knocks people off of being an ideal customer. So I think we have to go back to the drawing board a little bit. I honestly just get nervous for you thinking about, okay,$3 ,000 a month.

17:50With any membership, there's a lot of attrition. There's so much volume you have to pump in the front end to be able to get those numbers every month, people naturally fall off. And so I think we have to step back from this a little and do some reevaluation. That's just my perspective. I want to open it up to the other mentor coaches, because I'm sure they have perspectives to share that are valuable. Yeah, I was thinking the same thing, like everything that you said, Marie, plus one. Nancy, what I was thinking about is you have this lesson, you have this access to these people who are willing to share.

18:24What you might be able to do in that moment of stepping back, because I do think a re-evaluation will be helpful, is to unpack and understand from them. Ask them what they actually would pay for. What are the things where they are actually wanting to invest and looking to invest? Being able to provide value for them is the thing that's going to get them to buy things from you. The more you understand what they're willing to invest in, you know that flight school is one thing they're willing to invest in. You've started to learn that perhaps what you've put together right now isn't the exact right thing.

19:04But going back to them and having the conversation, I think after again, you sort of reset who that ICA is, will help you just to figure out what are the things that they need. So not only what do they value, but what do they need? Those two things will get you to a place where you can provide something for them, because it sounds like you're very passionate about this group. So you can provide something for them that they need and they will pay money for. Right. I think that's kind of what the hard part is because I did ask specifically that question, what do you need? And then the answer was they needed support on their journey, which is not like, because how it works with flight school is you have this ground school part, which is just all the learnings that you need to do, which I could be very good at and providing that but there's a diamond in a dozen ground school things out there already that it's going to be even harder to compete with but they the specific thing that they had said especially from it was like 80 of the people that I had spoken to were saying I don't feel supported and I don't know how to have a product other than trying to bring people together and talk to each other to feel supportive I don't know like it's so hard to figure out what that what that's what that what is a value-adding thing for support what is that can I ask one more question support what does support mean to them is it a membership community is that what they sort of came back with the biggest feedback that I got is that they feel that if they talk to people on social media, for example, and say, hey, I'm a 50 year old dude, and I'm going through my flight training, but I'm, I'm getting, I haven't, I'm having trouble with landings and it's taking me X amount of hours.

20:57And then other young people, young, they're going to say, well, I'm 21 years old and I did it in three hours. You're just too old to do this. So they're saying I need to have an ear that is not judgy right from the bat, just because I'm different. I have a question, Nancy, would you consider putting out just an offer, like not doing a ton of work and just saying, Hey, I'm accepting like three coaching spots. They're a thousand dollars each, like putting something out to your list. You got three people who said, yes, you have$3 ,000 because I could almost guarantee. And again, this is like, I'm, I'm just giving you an easy win.

21:39I actually think you could probably charge like, you know, $1 ,500,$2 ,000 a month for each of those three people. And you would like blow your initial numbers away. Wow. Yeah. I guess that would just be something I would be scared of doing. Maybe that's the problem. Why would you be scared of it? You just told me about, you just told Shantae about a great example of someone who's like invested all this money in flight school. It's like, you can be the ultimate, you know, I don't know what, what you could call it, but it's like there was ground school and what if it's like success school or flight?

22:11I don't know. There's something in here, but I, my gut, again, you can disregard everything I say, but you are going for, I think you're going for the wrong people and the wrong end of your market. I think you need to aim high, like hot, like talk about fly. Like you need to fly way higher above the clouds here because there is a certain, you don't need a ton. And then once you start working with these kinds of folks who are willing to pay, who want like, God, if someone's in their fifties, right. And they're getting beat up on social media, how would they not want to potentially hire you? I'm going to, I want to, I want to jump in too, Marie.

22:46Can I take you back off you? So one thing I'm just hearing also, Nancy, I think there's an area for opportunity here is to really, to not talk about support in general, to not talk about price in general, but to talk about like specific results and what is going to motivate these people who want to put a little bit more cash down to be the best, right? Or to be like, you just mentioned an actual problem someone has, like it's taking them way more hours, right? Like it's taking them so much more time. Maybe that's something you highlight. You talk about, Hey, when you work with me or I can help you expedite this time.

23:26I can help you get this done in three hours. So it doesn't take you 30 hours. Like I'm going to expedite that for you. So there's a piece here that I'm missing and communicating very specific results for people communicating and painting that picture of like, this is what life is like now. It's hard. You're DIYing through the whole thing. You don't have any structure. You don't have someone to ask this question to, and to ask this question to, That is what you get when you work with me. And it's not for everybody. That's why you have to remember, it's not your community. You're serving them on your YouTube channel in this beautiful way.

24:01These people that want to go above and beyond, that want to go a little bit higher, that want to put some skin in the game to expedite themselves, that's a tiny percentage of your list. But if you offer it to them, you make it really clear. I agree with Marie. I can almost guarantee there are people just waiting for you to communicate that to say, oh my gosh, that result is exactly what I need. I need someone to help me expedite this. I need someone to help me score this high on a test. I need someone to help me. Whatever those things are that like this is the dream experience for flight school, list those out for them, communicate those results to them, and then throw that out there.

24:39And we're like dying to see you take on this challenge and support you along the way. So remember, come back to us. If you want to hash any of these things out, we're in the members area underneath all the videos. Like we're there to help support you through this. All right. Yeah. I want to be a top gun, Nancy. Like your top gun was the thing. It's like the top gun coach, right? I don't know. That could be like a horrible freaking reference. You can hate it. That's fine. I don't care. But do you get what I'm saying? It's like the positioning of that person and Kelsey nailed it. Like you need to talk about those pain points.

25:11It's like, you know, that copy could almost write itself. People are telling you like, oh, do you feel that punch in the gut when you're talking about, you know, having to nail this landing and it's taking you five hours and some 21 year old says, hey, dude, I did it too. It's like, let me, let me help you prove why if you don't look the part or feel the part, because of your background, your gender, your age, whatever, I'm going to show you how to be the best of the best and have this second career be your best career. Yeah. Yeah, that's exactly what. Sign me up. I'm not even a pilot. I want to be one.

25:46I just want to add one thing because I think there's an opportunity that you're going to want to consider. And that is, who is the ice cave for the people who actually do enroll in flight school? Those are the people who are committed and are putting cash on the line, right? Right. So you may even want to look and say, okay, so are these individuals my buyer? Or is there a potential for me to partner with some flight schools? What's the value in them offering that? Will they get better outcomes with the people who participate because they're also supported through that? So you're going to want to do some research around that to prove that value and approve what the results are.

26:22But that is another opportunity that you can look at because that will also help you filter the people who are not willing to pay versus the people who are willing to pay. and you may have some kind of partnership with the right flight school where that becomes part of the program and you get paid that way yeah you gotta find a way to add value yeah i've had two flight schools they reached out for an affiliate program uh or at least and i guess the only thing with that is is that i feel like then i'm still i'm still working for somebody else instead of working for myself you see what i'm saying if you if you are an affiliate commission Well, it kind of is because they want me to then make videos in their airplanes so that they get more.

27:07That's here or there, right? You may want to do it. You may not want to do it. We're not going to go down that mark. But I think the overarching message that you keep getting here is like you need to aim higher. Yeah, definitely. I will definitely work on that. Thank you for it. You're welcome, everybody. Are you ready to skyrocket your business? I got great news. B-School is open. So this legendary course will help you start and scale your business online so you can make more money, make a bigger impact, and have a better life too. Look, we've helped almost 80 ,000 students get better results.

27:39I'm talking small business owners from over 650 different industries in over 165 different countries. So I know we can help you too. Enrollment closes soon, so get registered now before it's too late. Visit MarieForleoBSchool.com slash enroll to learn more. hi um sorry i wasn't expecting that hi i'm tom um i'm based in london and i am uh well a theater director writer but also an acting coach and um i've worked in the industry for 10 years well actually 16 years but 10 years as a director and you know theater industry has took such a a big hit especially in London and New York and I've decided over the last couple of years to I was doing coaching around my projects like my theatre directing projects and then I found the last two years actually while we're in the first lockdown lots of actors were reaching out to sort of use the time if they had a bit of you know extra cash or savings they have to invest in themselves so I thought okay I'm going to centre the coaching and make it more of a business that is you know I suppose at the center of my work and is around my creative writing and directing projects and I'm now at the point where I mean this course has literally changed everything in terms of my mindset and as a director you're used to not putting yourself out there as much despite being an actor many years ago there's a reason I'm not now so I suppose it's um building a website um copy um building my list had i've been following the fund sheets has really helped um where new clients who um didn't know me have come on board have been through incentives i've sent to agents and i've given like a 15 discount because of this time and now that started to run out i'm start struggling to attract uh new clients booking with me and i suppose i've got a concern about my um my pricing because what's hard is I'm new to um centering the business and the direct approach which is what I've called my my business but I've been working in the industry for over 10 years and worked at the national theater and worked the camera administration I've got credentials but new to sort of coaching as my main thing so I'm sort of am I making sense I don't know Let me interrupt you because we have a lot of people asking, Tom, do you have your site yet?