Tina: Hi, Joanna!
Joanna Lindenbaum (she/her): Hi, Tina! It's so good to see you. We thought about so much.
Tina: Thank you. I thought about you guys, too, last week. You look wonderful. I like your hair. I was gonna apologize for being in my workout clothing. I haven't fresh my hair yet today among friends. So it's okay.
Tina: You're gonna meet out.
Joanna Lindenbaum (she/her): Let's
Joanna Lindenbaum (she/her): get started, and we'll just let whoever you know it's gonna come will come at the time. That's right for them.
Joanna Lindenbaum (she/her): Let me get my notes.
Joanna Lindenbaum (she/her): Alright.
Joanna Lindenbaum (she/her): I'm so good to see everybody. I'm really excited that we have this hour together, as I think most of you know. I've been adding in just these bonus trainings.
Joanna Lindenbaum (she/her): for those of you that are in embody or advanced. You know that the the our main pur purpose. Purpose is excellence in coaching and being practitioners, and being able to go deeper with skills to co-create
Joanna Lindenbaum (she/her): better and better results. But that being said, I also know that I have a lot inside of me. Around marketing that a lot of you. You want that information, and I'm constantly updating that information, experimenting with it in my own business, working on it with my private clients supporting them. And some of you are here. Hello.
Joanna Lindenbaum (she/her): and so I will I, just whenever I can, I will, without overwhelming you with so much content that we do them all the time. Ii will be adding these bonus trainings.
Joanna Lindenbaum (she/her): And so and before we go any further, you think the zoom today the zoom is different every day today. When people are coming in.
Joanna Lindenbaum (she/her): It's I think you have to put yourself on mute. It's not doing it automatically. So if you can just do that unless you're speaking just so that we keep the line clear. So for our call today, we it's a follow. Up to last month's call. Last month we went deep into putting together preview events, preview workshops, preview retreats. Some people call them webinars. And we looked at
Joanna Lindenbaum (she/her): different components. What you want the topic to be essentially an answer to somebody's problem. We looked at what you wanna include in those preview events to get people for for first and foremost, for it to be of service, right, incredible content and experience for people who are interested in you, interested in what you do, who are potential customers. And then we also looked at, how to start, to shape that preview experience, to gear people up.
Joanna Lindenbaum (she/her): to buy the people that are right to buy
Joanna Lindenbaum (she/her): today is a follow up to that training
Joanna Lindenbaum (she/her): where I want to get into some more of the details on what does the actual invitation to work with? You look like and sound like
Joanna Lindenbaum (she/her): people call it a call to action. I like to call it that, or an invitation peep. Some people call it a pitch
Joanna Lindenbaum (she/her): right, but when you bring people together for a preview at some point, you're hopefully going to want to invite them into something that if you're not on mute, just make sure that you put yourself on mute unless you're asking a question that can get pretty noisy.
Joanna Lindenbaum (she/her): Okay?
Joanna Lindenbaum (she/her): So to start. let me just ask you, and you can answer in the chat. I know some of you have been working on preview events since we last met.
Joanna Lindenbaum (she/her): Who's been working on a preview event, or starting to think about it, getting excited about it.
Joanna Lindenbaum (she/her): Let us know in the chat.
Joanna Lindenbaum (she/her): Robin Robin did hers yesterday. I know that Yay.
Joanna Lindenbaum (she/her): Who else? Natalie's not here. I know she did one last week.
Joanna Lindenbaum (she/her): I know Stacy's planning one. Sharon's planning one. Yay.
Joanna Lindenbaum (she/her): anyone else.
Joanna Lindenbaum (she/her): Rose did a workshop, but no invitation. Every now and again do that, but rose hopefully. By the end of our time together today you'll feel excited to be making some more invitations. Okay? And I'm seeing lots of other people planning preview events. Yay.
Joanna Lindenbaum (she/her): okay.
Joanna Lindenbaum (she/her): So you have last month's training in your member center.
Joanna Lindenbaum (she/her): I highly recommend listening to it. If you haven't listened yet, or going back to it, there was so much information in there.
Joanna Lindenbaum (she/her): Let's focus now on how to make that invitation on how to make that call to action. And before we, you know the deal with me before we even look at what to say.
Joanna Lindenbaum (she/her): what are the things you want to include. We want to look at energetics first.
Joanna Lindenbaum (she/her): So just briefly, for right now I want to talk about it, and I'll you know I'll share that even after
Joanna Lindenbaum (she/her): all of these years
Joanna Lindenbaum (she/her): of doing preview events and making invitations.
Joanna Lindenbaum (she/her): even after years of teaching practitioners solely how to market and how to make invitations.
Joanna Lindenbaum (she/her): and even now, as I talk to you about it, and we share about it.
Joanna Lindenbaum (she/her): I get nervous
Joanna Lindenbaum (she/her): when it comes. The moment to make the invitation. I get nervous, and I'll tell you some of the things that go through my head.
Joanna Lindenbaum (she/her): I've just given them such a nice experience, and now it's gonna kill the mood. I'm gonna get all salesy right. They're gonna get upset cause they thought they were coming here just for content, even though I let them know throughout that I'm gonna be sharing about it right? All of the fears they're gonna hate me. They're gonna get angry. They're gonna leave. They're gonna but it means right. All the things.
Joanna Lindenbaum (she/her): If you feel that way a little bit about making pitches or calls to action, just let me know with. I don't know one of those zoom emojis, or in the chat
Joanna Lindenbaum (she/her): that feeling of tensing up
Joanna Lindenbaum (she/her): a little bit.
Joanna Lindenbaum (she/her): Yeah, you have extinct some yeses.
Joanna Lindenbaum (she/her): Yeah. So I wanna first, just normalize for those of us that are generous.
Joanna Lindenbaum (she/her): that are ethical, that are, you know, all of that. It.
Joanna Lindenbaum (she/her): Some of that can come up even when we know better.
Joanna Lindenbaum (she/her): But just because the fear comes up. as we all know. That doesn't mean that it's true.
Joanna Lindenbaum (she/her): And what I remind myself in those moments that the fear comes up
Joanna Lindenbaum (she/her): is that I know I'm not going to be manipulative in this pitch. I know I'm not going to be salesy or aggressive. I'm not pressuring anyone into anything.
Joanna Lindenbaum (she/her): I am simply letting people know
Joanna Lindenbaum (she/her): where they can go next.
Joanna Lindenbaum (she/her): if they would like support, and to commit in a deeper way to their goals to what brought them to this webinar, this preview event.
Joanna Lindenbaum (she/her): In the first place.
Joanna Lindenbaum (she/her): this doesn't have to be a sales pitch.
Joanna Lindenbaum (she/her): This can be
Joanna Lindenbaum (she/her): a friendly of service.
Joanna Lindenbaum (she/her): sharing of opportunity for people that are looking for other opportun.
Joanna Lindenbaum (she/her): Let that land for a moment. Can you just maybe even feel a little bit into your body. The difference of II need to do a sales pitch
Joanna Lindenbaum (she/her): versus I'm gonna take some minutes to share about opportunity
Joanna Lindenbaum (she/her): for the people that are looking for it.
Joanna Lindenbaum (she/her): Right? I know we could spend the full hour getting into the fears and the pieces. We're not going to do that, because there's a lot that I want to share with you today.
Joanna Lindenbaum (she/her): But I will ask. I'd love to hear from one or 2 of you what's sparking for you? What possibility is opening up for you
Joanna Lindenbaum (she/her): as I share?
Joanna Lindenbaum (she/her): Yes.
Joanna Lindenbaum (she/her): Renee.
Renée Fishman: have to say for me, like when I feel good about what I'm offering from the content. I don't really get this feeling, and maybe it's like a mindset shift that
Renée Fishman: I learned my gosh, like way back when I first started my real estate business, like in first started like learning about online coaching and all that. And like 2,011. And I wanna share this because I think it might help other people, which is like
Renée Fishman: she, this mentor, I had said, it's a disservice not to make an offer.
Renée Fishman: and I really just I believe that. And as someone who likes to give give give. I have to remind myself, like thing I have to remind myself is like.
Renée Fishman: there's a there's a point in time where you just can't keep giving for free anymore. And you have to invite people to pay to work with you and like
Renée Fishman: to not do that is almost like to leave them hanging to be like. Well, what now? And I know how I feel when someone gives me so much, and then I'm like, but what do I do with this? And how do I implement it?
Renée Fishman: And it doesn't feel good
Joanna Lindenbaum (she/her): absolutely. So you know, to just take that a step further. Whatever the offer is private work, group work. It is a solution
Joanna Lindenbaum (she/her): to the right person's problem.
Joanna Lindenbaum (she/her): So it is a disservice to just hide it behind your back
Joanna Lindenbaum (she/her): and not mention it. Good, thank you, Jessica.
Vessica Lightheart: What I love about what you just shared is really shifting the energetics into being of service versus selling anything, giving them the opportunity where you're just being of service and coming from that centered place, there's no attachment to. It's not about them buying. It's really about giving them the opportunity to
Vessica Lightheart: to take it, to take it, to giving them the opportunity to invest in themselves to actually do what they came here to do or what they need support in.
Joanna Lindenbaum (she/her): Yes, absolutely, absolutely. And think what you and Renee are talking about are along the same lines. I love how Mora is putting it in the chat that that it's sacred.
Joanna Lindenbaum (she/her): And one thing that Vesica just mentioned, we all know this, but I'm going to underline it. Is that attachment to outcome.
Joanna Lindenbaum (she/her): So if we go into the call to action feeling like I need, people need to buy right that like that. It's not gonna be okay. I'm not gonna be okay. My business isn't gonna be okay. Nothing's gonna be okay unless people buy.
Joanna Lindenbaum (she/her): then there's more pressure to not be in our own authentic. generous.
Joanna Lindenbaum (she/her): brilliant energy.
Joanna Lindenbaum (she/her): And and it becomes a whole other thing right? So we want to watch for all of the beliefs that we're bringing in.
Joanna Lindenbaum (she/her): and some of you have heard me share this before, but I'll just briefly share it. Now, in case it's helpful.
Joanna Lindenbaum (she/her): what one of the things that really helps me be able to make
Joanna Lindenbaum (she/her): the invitation is, knowing that at some point earlier in the call.
Joanna Lindenbaum (she/her): I already let people know that this call is a taste
Joanna Lindenbaum (she/her): of this bigger program or my private coaching, and at some point later in the call for those of you who are interested in learning more. I'll be sharing
Joanna Lindenbaum (she/her): about the offering
Joanna Lindenbaum (she/her): to me. It's sharing that up front helps me not feel like I'm doing any kind of switchy.
Joanna Lindenbaum (she/her): weird things
Joanna Lindenbaum (she/her): when it comes to the invite, and oftentimes not always. And you're not saying you have to do this, but
Joanna Lindenbaum (she/her): oftentimes, even on the opt-in page for the preview event itself I'll have somewhere in a little box. This event is chock full of content. You'll receive so much. It is also a preview for sacred depths, and I will be sharing more about sacred depths on the call.
Joanna Lindenbaum (she/her): So I know I'm kind of covered right through apps.
Okay.
Joanna Lindenbaum (she/her): next thing I want to say before we get into the nuts and bolts of what to say in
Joanna Lindenbaum (she/her): the invite
Joanna Lindenbaum (she/her): don't skimp.
Joanna Lindenbaum (she/her): So a 90 s invitation into anything is not going to get too many people excited to want to learn more or connect with you on it, or go to the sales page.
Joanna Lindenbaum (she/her): and by.
Joanna Lindenbaum (she/her): I want to invite you, challenge you to spend at least 10 min
Joanna Lindenbaum (she/her): making an invitation.
Joanna Lindenbaum (she/her): People need a second for their bodies to catch up with the invitation and the voice to voice when you have them in the container.
Joanna Lindenbaum (she/her): What you say about the offer is 10 times more powerful
Joanna Lindenbaum (she/her): than the best words on any sales page.
Joanna Lindenbaum (she/her): When you have someone in a container, and they can actually hear you speaking about the program.
Joanna Lindenbaum (she/her): It is 10 times more powerful than even the best words on any sales page.
Joanna Lindenbaum (she/her): So give it the
Joanna Lindenbaum (she/her): honor that it deserves. Don't just quick. you know, and a minute and a half share
Joanna Lindenbaum (she/her): when I have longer preview of it. So if I have a 90 min preview event or a 60 min preview event. I'm spending 10 min.
Joanna Lindenbaum (she/her): maybe 12, because I'm wordy
Joanna Lindenbaum (she/her): for my 3 day preview events like the art of client transformation. I'm spending longer spending 30 min
Joanna Lindenbaum (she/her): on that
Joanna Lindenbaum (she/her): at that, because it's 30 min long. I let people know before I'm going into the invitation that if they don't want to hear it.
Joanna Lindenbaum (she/her): If they're not interested
Joanna Lindenbaum (she/her): they can just come back tomorrow.
Joanna Lindenbaum (she/her): and lots of love to them, right and no attachment. So that way people don't feel like they have to sit for a half hour.
Joanna Lindenbaum (she/her): David's asking, will you ever share testimonials from others in your pitch? Absolutely. We'll get to that. That can be part of it, and in the longer ones I will oftentimes have
Joanna Lindenbaum (she/her): graduates of a program come up and share about the program
Joanna Lindenbaum (she/her): as well.
Joanna Lindenbaum (she/her): Okay.
Joanna Lindenbaum (she/her): so let's get into some of the the pieces that you wanna include
Joanna Lindenbaum (she/her): the first thing when you start to put together your invitation, and I highly recommend at least the first few times scripting it out
Joanna Lindenbaum (she/her): is first to you for yourself. You wanna consider what is the message that you want your participants to be taking from all the content
Joanna Lindenbaum (she/her): you just shared.
Joanna Lindenbaum (she/her): That will help them. Consider your offer right? So you've just spent an hour, or almost an hour, or more than whatever it is
Joanna Lindenbaum (she/her): teaching all these things. What is the main message from all of that that you want them to take that is going to help them really consider your offer.
Joanna Lindenbaum (she/her): So, for example. in my preview teleclass
Joanna Lindenbaum (she/her): for the navigating client resistance program.
Joanna Lindenbaum (she/her): the main message that I want people to to have to have gotten by the time
Joanna Lindenbaum (she/her): I start to to make the the invitation is that, knowing how to navigate clients through resistance
Joanna Lindenbaum (she/her): is make or break
Joanna Lindenbaum (she/her): in your coaching practice.
Joanna Lindenbaum (she/her): And
Joanna Lindenbaum (she/her): if I were to do A and I have done a preview call for the embody program.
Joanna Lindenbaum (she/her): What I the main message. I would want people to take is that
Joanna Lindenbaum (she/her): excellence in the sacred depth, concepts and techniques
Joanna Lindenbaum (she/her): is vital, and excellence doesn't happen in the first 10 months, you know sacred depths last 10 months, right? Those 10 months are about grasping the concept, starting to own them. Some mastery. Excellence
Joanna Lindenbaum (she/her): comes next through review, through getting to the deeper details through practice and feedback.
Joanna Lindenbaum (she/her): If your offering is about teaching people how to be confident in business.
Joanna Lindenbaum (she/her): then that main message might be might be that confidence is the skill that's missing from business school, but it's essential to any business success.
Joanna Lindenbaum (she/her): So you want to know what that
Joanna Lindenbaum (she/her): main driving. It's because that message is then become going to become a bridge between everything that you've just taught
Joanna Lindenbaum (she/her): and the offer itself.
Joanna Lindenbaum (she/her): Once you're clear on the message, then you can start your call to action
Joanna Lindenbaum (she/her): by stating that message by sharing
Joanna Lindenbaum (she/her): that message, and you can do that in a couple of different ways.
Joanna Lindenbaum (she/her): You can do it by
Joanna Lindenbaum (she/her): laying out a little bit where they started at the beginning of that hour with you or that preview class with you what you've covered.
Joanna Lindenbaum (she/her): and then where you are now
Joanna Lindenbaum (she/her): and then state the message as a summary kind of of, and what I hope you're seeing the most is
Joanna Lindenbaum (she/her): that, being able to navigate through resistance with your clients is make or break
Joanna Lindenbaum (she/her): in your coaching practice right? Whatever that message is. So you would kind of lightly review
Joanna Lindenbaum (she/her): what you've looked at so far. and then state the message as the summary.
Joanna Lindenbaum (she/her): That's one way you can share the message at the beginning of your invitation
Joanna Lindenbaum (she/her): another way you can share. The message is through a personal story that's related
Joanna Lindenbaum (she/her): to the message. So. for example, let's say.
Joanna Lindenbaum (she/her): I was making an offer into the embody program I might talk about. My personal journey around, how I've acquired excellence by continuing to go back to the details and practicing.
Joanna Lindenbaum (she/her): and the difference that made for me.
Joanna Lindenbaum (she/her): or I might share a client story that's related to that bridge message or a cultural story story story at large about the world right. This person, etc., that's related
Joanna Lindenbaum (she/her): to the message.
Joanna Lindenbaum (she/her): Alright, let me pause there. You don't want to skimp on that first part, because that's kind of the what's the term like the turnkey, or I don't know something further. It's the foundation.
Joanna Lindenbaum (she/her): 4. The offer.
Joanna Lindenbaum (she/her): What's feeling important? What's spurking for all of you
Joanna Lindenbaum (she/her): on this first piece sharing the message.
Joanna Lindenbaum (she/her): I'd love to hear one voice.
Joanna Lindenbaum (she/her): I'm gonna hold on you, Renee, for 1 s in case that yeah, Robin.
Robyn Vogel: I guess I get a little confused.
Robyn Vogel: So I guess that's kind of my question. Were you saying to share the message? One of the main points of the message up front
Robyn Vogel: and then return to it when you're
Joanna Lindenbaum (she/her): yeah. So I'll give you an example with your view class yesterday, without knowing all the things that you were sharing in it. But knowing enough about that preview class and your work, Robin.
Joanna Lindenbaum (she/her): probably the main message in one way or another. is, if you really want to attract
Joanna Lindenbaum (she/her): the love of your life, or you know deep love into your life. it's so vital to do the inner work.
Joanna Lindenbaum (she/her): and not just only focus on the dating app profile, or what to say
Joanna Lindenbaum (she/her): on a first date.
Joanna Lindenbaum (she/her): Right? That exactly. But that's an example. Cause that's what you're covering Robin's tele class. Yesterday was 3 obstacles on the path to love, and they were all inner pieces. Right? So that's a main message
Joanna Lindenbaum (she/her): that is a bridge into her program, which is all about coming back to love and doing the inner work.
Robyn Vogel: Yeah. So that's helpful to think about like main messages.
Robyn Vogel: That. Yeah.
Robyn Vogel: I don't think I have those necessarily down like, very like, I feel like they're part of everything. But I don't have them like, exactly articulated.
Joanna Lindenbaum (she/her): yeah, so you want to spend a little time on that right?
Joanna Lindenbaum (she/her): And the nice thing is, it's not just one thing you don't have to nail it. And it's just this thing, you know. There's a there's room for a little flexibility there.
Joanna Lindenbaum (she/her): Nicole.
nicoleoffenberg: I love the part of the personal story
nicoleoffenberg: because it makes
nicoleoffenberg: for me makes a lot easier, because when II tell a personal story I believe in it, and I think it's all about credibility when I don't believe my my, well, II think it's very exciting to do a call to action. Then, when you have a you share a personal story which is true, and it's actually an authentic story. Then
nicoleoffenberg: I feel more connected and more connected to my offer, more connected to the person II want to sell something or share something, an opportunity.
Joanna Lindenbaum (she/her): So the the personal story really helps me. Thank you. Yeah, yeah. I'm so so glad. And I'll add to that another reason why often really like to start an invitation
Joanna Lindenbaum (she/her): with a personal story is because stories are a pure
Joanna Lindenbaum (she/her): service and inspiration. It's part of a teaching, right? People learn so much from stories. So I just I feel like it's it's in. It's in service of anyone that's listening that story, whether they buy
nicoleoffenberg: more? Not?
nicoleoffenberg: Yeah, yeah.
nicoleoffenberg: thank you. You're welcome.
Joanna Lindenbaum (she/her): Vessica is asking, is the message the gap or the point of view. You can include some of the gap in the message, Vesica, but it is a point of view, is another way of looking at it. You can think of it as like what is the paradigm shift
Joanna Lindenbaum (she/her): that your people need right, that is, at the like heart of the value of your program.
Joanna Lindenbaum (she/her): That's another way to think about the message as well.
Joanna Lindenbaum (she/her): And so, Karen, when I was saying the message is the bridge. What I meant is, that's you want to start. You don't want to just start talking about your program. You want to have a bridge. And so sharing that message in one way or another, is that kind of transitioning into the offer. Okay, I got it.
Joanna Lindenbaum (she/her): Yeah, I guess I'm I'm a little confused.
Karen Tasto: About the message. So is it the message of you know your overall message of like your work? Or is it of the at the talk itself?
Joanna Lindenbaum (she/her): What connects the talk to the program? What is the connection between the talk and the program.
Joanna Lindenbaum (she/her): So again, to use Robin's example. she did a preview tell a class on the 3 Obstacles. I forget exactly what it's called the 3 obstacles to love.
Karen Tasto: And her program is all about doing the deep inner work to find the relationship
Joanna Lindenbaum (she/her): that is right for you, and to to be in that relationship.
Joanna Lindenbaum (she/her): So the bridge between those 2 things is, if you have been, you know, attracting people that aren't right for you. If you just stay in your patterns of you know this, that and the other thing, and you don't have the love that you want. That inner doing that inner work is essential
Joanna Lindenbaum (she/her): helps transition that make it easier to
Karen Tasto: think about. Yeah.
thank you.
Joanna Lindenbaum (she/her): Bruce.
Bruce Anderson: So you just said something, or I thought you just said something. I think that's really helpful. I've never done before. I always tell a story, and it's usually why people say they sign up for things. you know, when you go back and ask them. It's almost always the reason.
Bruce Anderson: But what I haven't done is. have the story intentionally like, have 4 hooks in it. and then use those hooks as the structure for talking about the content.
Bruce Anderson: Yeah, not just for the emotional invitation, but to actually go back and say, Remember, when I said. So this is how the curriculum ties to that. I've never structured it that way before. That's really
Joanna Lindenbaum (she/her): helpful. Thank you. Yeah. I'm glad that you're that. I'm I'm happy that that's sparking for you, and I'm glad that you're articulating it the way that that you are. I think that's helpful for other people. Yes, stories of locomotion which just in and of itself. But yes, within that story you want to think, what is the hook, or what is the driving message inside of that story. That is the why for the whole program. Right? That is the the
Joanna Lindenbaum (she/her): that is the. This is how this program operates.
Bruce Anderson: Yeah, it's the multiple thing that's helpful. Yeah, yeah. that's great. Thank you.
Joanna Lindenbaum (she/her): Yeah, you're welcome. It was worth getting out of bed this morning. It turns out I was wondering the first hour.
Bruce Anderson: Not with you, but you know other things.
Joanna Lindenbaum (she/her): I feel so honored.
Joanna Lindenbaum (she/her): Alright. Kelly's asking it in the chat for a newer program. Is it better to have that message be focused on a new learning
Joanna Lindenbaum (she/her): rather than I'm not sure I understand that question, Kelly. Do you want to ask it, voice to voice.
Kelly Lubeck (she/her): Sure sorry I was off because I was eating
Kelly Lubeck (she/her): So I think when I'm so I'm doing my second preview call tomorrow. So I'm thinking about this right now. And this.
Kelly Lubeck (she/her): this preview call is the 3 steps to keep exhaustion, pain, and anxiety from blocking your impact. And it's leading in to prevent your body program. So I'm giving one of my juiciest pieces
Kelly Lubeck (she/her): of the program in this workshop.
Kelly Lubeck (she/her): And I think the way that I did the first preview call was saying, like, it's really important to get this in your body and to be able to, you know, deepen into this work and make a practice of it. It's not just doing it once showing up and then and then you're done. It's around being able to do that. But since it is a new program, and some people are going to be new to me, most of them.
Kelly Lubeck (she/her): I guess. The question is, should I be.
Kelly Lubeck (she/her): is it more advantageous or more appealing to speak to like the new stuff that they're getting
Kelly Lubeck (she/her): from diving into the program, or that you get this taste of it today. And then we're going to be teaching you how to practice and build this into your everyday. Does that make sense?
Joanna Lindenbaum (she/her): Yeah. So I would have the more expansive. So II sorry I spaced when you said the the main thing of the preview class. What what are you? What's the seed of what you're teaching them tomorrow.
Kelly Lubeck (she/her): Yeah. The title of it is the 3 steps to keep exhaustion, pain, and anxiety from blocking your impact.
Joanna Lindenbaum (she/her): Okay, don't forget. So possibly
Joanna Lindenbaum (she/her): the that transition and that message is.
Joanna Lindenbaum (she/her): as we saw, to day. Paying attention to your body is vital. For who you are as a leader
Joanna Lindenbaum (she/her): to start with.
Joanna Lindenbaum (she/her): When you pay attention to your body and make friends with your body. Then you get to start A. L. To eliminate the exhaustion bubble. I forget what else you say. You said.
Joanna Lindenbaum (she/her): this is just the beginning.
Joanna Lindenbaum (she/her): because leaders who want to make a bigger impact in the world
Joanna Lindenbaum (she/her): and enjoy themselves as they do, they need to befriend their bodies
Joanna Lindenbaum (she/her): for many reasons. Right? Cause? That's what your program is about, Kelly befriending your body. They need to befriend their body for many reasons.
Joanna Lindenbaum (she/her): and you can tell a story on that or not. Right? But then go from there and we'll get to you talking about the pieces of the program. You can talk to them about how the exhaustion piece is. Just they just gotta taste today. But we wanna have that message expand out to this bigger reason why it is so important for leaders to befriend their bodies. Cause. That's what your program is about, and that is the bridge between the content you're teaching in that preview class.
Kelly Lubeck (she/her): Awesome. You're amazing. Thank you.
Joanna Lindenbaum (she/her): Okay, Renee. And then we still have so much more to look at.
Renée Fishman: Yeah, I just to me what feels
Renée Fishman: really important about this is And this happens a lot for me sometimes in one-on-one calls where I'll ask the client. What are you taking? And the client?
Renée Fishman: Sometimes it's like it's words back to me, but I'm kind of like that's not what I meant, you know, and so like in a preview call.
Renée Fishman: there's so much information, especially in this group of people right? Like, everyone's a big giver that like, I think it's really important to do that like summary to kind of like.
Renée Fishman: Sometimes
Renée Fishman: we do in that context, need to kind of be told.
Renée Fishman: what's the message like? I know as like someone who's like, you're divergent and a slow process, or like sometimes I don't have the take away yet. And so when you are doing call. And you kind of reinforce that message. It's a focusing. It helps me get back to life. So I'm not spinning in the little details of the information that really relevant and important. And hopefully, that helped other people who are confused by this. It's like, Okay, here's the point I want you to take.
Joanna Lindenbaum (she/her): Yes, I'm gonna stop you right there, Renee, just for time, because I think you made your point. And yes, thank you for sharing that. People are gonna have tons of different takeaways as they should. And also this is about you shaping a main takeaway for them and stating it in one way or another.
Joanna Lindenbaum (she/her): Good. Good. Okay?
Joanna Lindenbaum (she/her): So let's continue
Joanna Lindenbaum (she/her): and from there.
Joanna Lindenbaum (she/her): Then you're gonna expand on that message
Joanna Lindenbaum (she/her): and lay out in detail what is
Joanna Lindenbaum (she/her): when someone embodies inner and outer
Joanna Lindenbaum (she/her): that message. Right? You're basically gonna share the vision what is possible? Right? And so that this is about what is possible in the program.
Joanna Lindenbaum (she/her): And it's it's a an expansion on what is possible when that message that you've articulated is fully embodied on the inner level and in terms of outer actions.
Joanna Lindenbaum (she/her): In order for someone to be interested in and willing to invest their time, money, and energy into anything, no matter what the price of it.
Joanna Lindenbaum (she/her): They need to be invested in the end goal.
Joanna Lindenbaum (she/her): No one's ever gonna no, you know, in in the right mind gonna spend time, money, or energy on something. But they don't really really want. So
Joanna Lindenbaum (she/her): you're gonna speak to them about what's possible in your program, or you're offering.
Joanna Lindenbaum (she/her): what are the next possible goalposts
Joanna Lindenbaum (she/her): you think about. What would these people, now that they've gotten what they've gotten in this preview class? What would they want and need next?
Joanna Lindenbaum (she/her): And you're gonna lay that out. You're gonna take a good 2 min at least
Joanna Lindenbaum (she/her): to share on what's possible.
Joanna Lindenbaum (she/her): That's the vision. Thank you. Guys
Joanna Lindenbaum (she/her): have that one. You you have a good grasp. But of what vision is
Joanna Lindenbaum (she/her): thoughts or questions before I move on.
Joanna Lindenbaum (she/her): Okay.
Joanna Lindenbaum (she/her): So
Joanna Lindenbaum (she/her): now you've laid out for people where they want to get to.
Joanna Lindenbaum (she/her): The next thing you want to lay out briefly
Joanna Lindenbaum (she/her): is how you're offering is going to get them there.
Joanna Lindenbaum (she/her): How you're offering is actually going to to use this message
Joanna Lindenbaum (she/her): for them to embody it in or and out, and get to these results and possibilities that you've just mentioned. Right? So this is
Joanna Lindenbaum (she/her): really, if it's a group program, it's kind of each of the curriculum points of the program, or at least some of them.
Joanna Lindenbaum (she/her): If it's one on one work.
Joanna Lindenbaum (she/her): it's some of the main things that you work on with your clients when you work with them.
Joanna Lindenbaum (she/her): You don't need to lay out every single last step.
Joanna Lindenbaum (she/her): but
Joanna Lindenbaum (she/her): you want to lay out some of the biggies so that people can start to picture in their mind how they're gonna get there.
Joanna Lindenbaum (she/her): So as an example
Joanna Lindenbaum (she/her): for embody.
Joanna Lindenbaum (she/her): I would at this point, right? So at this point, I've spoken about the importance of excellence in the sacred depth techniques
Joanna Lindenbaum (she/her): from there. I would speak about the way to excellence is through review.
Joanna Lindenbaum (she/her): going deeper into the nuances
Joanna Lindenbaum (she/her): practicing, you know. I'd so I'd speak a little bit about that. But where I'd really focus my attention is on the topics that we're gonna cover
Joanna Lindenbaum (she/her): right? So
Joanna Lindenbaum (she/her): the biggest feature of embody is the Mini retreat.
Joanna Lindenbaum (she/her): So I'd speak to over the next 12 months. Here are
Joanna Lindenbaum (she/her): the techniques that you are going to gain excellence in that are going to help you go even deeper and more effective with your clients and with yourself.
Joanna Lindenbaum (she/her): and I'd speak for a moment, just for a few moments each on, you know it's an ongoing program. So the next retreats that are coming up.
Joanna Lindenbaum (she/her): I'd speak like our next retreat is on strategizing skills. I'd speak to the importance of strategizing skills.
Joanna Lindenbaum (she/her): The one after that
Joanna Lindenbaum (she/her): activating your clients, intuition and your intuition. I'd speak on the importance briefly of that.
Joanna Lindenbaum (she/her): The next one. After that we're looking at the Belief bridge technique. I'd speak briefly on the importance of that. So on and so forth.
Joanna Lindenbaum (she/her): So you're gonna speak to those content pieces that are, gonna get people to where they wanna go briefly. You don't wanna bludgeon them with information. You'll lose them.
Joanna Lindenbaum (she/her): But you want to speak briefly so that they can see it.
Joanna Lindenbaum (she/her): You're painting a picture of how you're going to get to the end of that journey
Joanna Lindenbaum (she/her): from there. You're gonna share briefly about the components
Joanna Lindenbaum (she/her): of the journey.
Joanna Lindenbaum (she/her): right? So I just shared content of the journey, strategizing intuition, belief, bridge activating radical self love, right? The the topics of the retreats.
Joanna Lindenbaum (she/her): But then I'm gonna speak to
Joanna Lindenbaum (she/her): what that looks like. We get 4 h to do a deep dive where you're going to do your own inner work
Joanna Lindenbaum (she/her): on each of these retreats, plus, I'm going to model
Joanna Lindenbaum (she/her): a technique for you. You're gonna have opportunity to go to practice sessions. So that before you go to practice this on your clients. You get in a safe space to practice the technique and then valuable feedback
Joanna Lindenbaum (she/her): from your partner
Joanna Lindenbaum (she/her): on the technique. Right? I might talk about the Q&A calls.
Joanna Lindenbaum (she/her): So the components are the like. How this.
Joanna Lindenbaum (she/her): each of these, this information, is going to to be received.
Joanna Lindenbaum (she/her): experienced.
Joanna Lindenbaum (she/her): and any special features
Joanna Lindenbaum (she/her): of it
Joanna Lindenbaum (she/her): again. Not every single little last detail, because there's just so much information that people can take in verbally right. And to Bruce's point earlier.
Joanna Lindenbaum (she/her): you've like created something emotional by by hopefully, by the class itself, by sharing the message. You don't. You don't want to lose that
Joanna Lindenbaum (she/her): emotional resonance by giving so many details either find that balance.
Joanna Lindenbaum (she/her): If you have 5 bonuses, you're probably not going to share all 5 bonuses, but share one or 2 also. This is the section to do that in.
Joanna Lindenbaum (she/her): I always run out of time for my calls to action, because I am so wordy. In general, just from the get go. The bonuses are the place where I often skimp. I'll just say like a word or 2
Joanna Lindenbaum (she/her): about one or 2 of them, because I know that I'm running out of time.
Joanna Lindenbaum (she/her): and let me pause there, there's still more
Joanna Lindenbaum (she/her): what's sparking for you? What's resonating for you? What questions do you have.
Joanna Lindenbaum (she/her): Robin?
Robyn Vogel: I don't have a question, but I'm just thinking, like to Re, listen to this again and again. It's not the first time hearing I think your version.
Robyn Vogel: your brilliance and wisdom around this.
Robyn Vogel: But II really like the idea of playing this again a few times, and
Robyn Vogel: creating like as if it were its own workshop.
Robyn Vogel: So that
Robyn Vogel: yeah, right? I mean, as if it's like an hour workshop. But it's not gonna be. It's going to be somewhere between
Robyn Vogel: 10 and 30 min depending on, you know, the format, and but just kind of getting it down in that this very specific way. I'm thinking about what I did last night, and I think I did a good job, and I certainly missed, you know, a bunch of this, and I guess I'll also go back and listen to what I did last night, cause that'll be interesting to hear. But I think, having it very like planned out and and written out, and and is really helpful.
Joanna Lindenbaum (she/her): Yeah, use the word educational. And I, wanna, I wanna, underline that again, because this is also part of the service piece of sharing about a program
Joanna Lindenbaum (she/her): when you share about the content points, you can use it for brief education, right? When I share about the strategizing retreat, the strategizing skills retreat for embody. I'm gonna put a sentence in there on why strategizing skills are so important when you're working with clients on their goals.
Joanna Lindenbaum (she/her): That's education.
Joanna Lindenbaum (she/her): When I speak about the retreat on techniques for accessing your clients. Intuition.
Joanna Lindenbaum (she/her): I'm gonna speak about the importance of that in the bigger context
Joanna Lindenbaum (she/her): of helping clients reach their goals right? That's education that each of those little things are of value, you to you.
Joanna Lindenbaum (she/her): who are all the use in this room. You don't think it's valuable because it's your jam. It's the thing that you have known forever. And you think about all the time, and you take it for granted that people know that this is an important component. This is an important component. This is.
Joanna Lindenbaum (she/her): people don't know that it's it is a value to share that.
Joanna Lindenbaum (she/her): Tina.
Tina: I was wondering for a 3 day event cause I know you mentioned earlier you would spend about 30 min talking about your offer. But is there some kind of formula where you don't talk about it the first day, but then you start introducing it the second day, or something.
Joanna Lindenbaum (she/her): Can you go over that a little bit. Yeah, I'll I'll share.
Joanna Lindenbaum (she/her): I'll share briefly, and I think at another point.
Joanna Lindenbaum (she/her): and embody later on. I'll do more on a 3 day event because it it's its own. It's obviously very related to what we're looking at, but it has so many other pieces and components. So I'll do a much bigger training on something like that in the future. But the short answer to your question is.
Joanna Lindenbaum (she/her): I'm always seating from the beginning, right? I'm mentioning sacred depths and little stories. Oh, you know, if I'm teaching about energetics. Oh, one of my sacred depths, graduates! When they applied this, they were able to blah blah blah, right? So in some ways I'm always talking from the get go.
Joanna Lindenbaum (she/her): But then What I'm doing there is on the second. If it's 3 days on the second day before the end of the day I'm making
Joanna Lindenbaum (she/her): the big invitation. and then
Joanna Lindenbaum (she/her): I'm doing it at the end of the day, because a lot of people will have questions we can go over if we need to.
Joanna Lindenbaum (she/her): And then on the third day before the big break, usually I'll give a special something if people sign up by the end of the 3 days.
Joanna Lindenbaum (she/her): So then, before the break on the third day, I'll do a re-pitch, which is much shorter, maybe 7, 8 min.
Joanna Lindenbaum (she/her): I'll kind of
Joanna Lindenbaum (she/her): we're not gonna get into it today. It's a little bit different than the pitch it itself. We can talk about it, you know, another time, if you want.
Joanna Lindenbaum (she/her): and then I'll usually, during that break, make myself available in a separate breakout room to answer questions.
Tina: Thank you. That was super helpful. Thank you so much. You're welcome. Glad you asked
Joanna Lindenbaum (she/her): sue is asking in the chat, and I'm chuckling, and I'll tell you all why in a moment some of you may already know why I'm chuckling. Sue is asking, do you ever use visuals while you explain?
Joanna Lindenbaum (she/her): I love that you ask that question, Sue, so do I ever use visuals?
Joanna Lindenbaum (she/her): The answer to that question is, I am so bad with tech and preparing that kind of thing beforehand that I am just now in the last year.
Joanna Lindenbaum (she/her): starting to use visuals.
Joanna Lindenbaum (she/her): Should all of you use visuals? Probably. Yes, I mean should is right. We try to stay away from the should word. Is it helpful? Yes, it is helpful to have just a little bit of information on the screen, because different people learn in different ways.
Joanna Lindenbaum (she/her): especially for folks that are neuro divergent. It is so helpful to have some information that is just what you're saying. So to have just a listing of each of the topics, even though you're going to go over a little bit more in detail on the topics or each of the components of the program.
Joanna Lindenbaum (she/her): We didn't get to pricing yet, right? The pricing of the program, or how to sign up. Having a couple of slides is something I would recommend.
Joanna Lindenbaum (she/her): I can share with all of you some slides from the last time I did it. I am still perfecting this. I'm still kind of scrappy at that part.
Joanna Lindenbaum (she/her): And look, you can make tons of sales without it. I have but it it it is, it is helpful to just have a little visual.
Joanna Lindenbaum (she/her): That's cause asking if you're doing preview calls for one on one. Do you share the pricing? No, I don't. I'll I'll and we're gonna get to pricing in a moment, so I'll I'll dissect that a little bit more. But for one on one. I'm gonna share the range so that people have an idea.
Joanna Lindenbaum (she/her): But not. I'm not gonna go through. There's a 3 month, and it's this much. And there's a 6 month. And it's this, it's it's too much information.
Joanna Lindenbaum (she/her): anything that's over, I'm gonna say, for this group, anything that's over 1,000 dollars or so, you know, within your own business.
Joanna Lindenbaum (she/her): the numbers, the ideas to get people onto a call. Maybe for you. It's 2,000 right? Or maybe for you it's 800. Everybody will have their own place. You mentioned the numbers, but
Joanna Lindenbaum (she/her): if it's higher numbers get people on a call.
Joanna Lindenbaum (she/her): This is a great moment before sharing the price. So, after covering everything that we've already spoken about, if you are going to have clients come on for testimonials.
Joanna Lindenbaum (she/her): it's a great moment to do that.
Joanna Lindenbaum (she/her): Hopefully, during the preview event itself. You've told one or 2 client success stories. So you've gotten that in already.
Joanna Lindenbaum (she/her): In the
Joanna Lindenbaum (she/her): 3 days. Sometimes I'll do those spotlights during those 30 min, but oftentimes I'll just sprinkle spotlight testimonials throughout
Joanna Lindenbaum (she/her): the 3 days.
Joanna Lindenbaum (she/her): Okay, we have just a few minutes left, so
Joanna Lindenbaum (she/her): let me share.
Joanna Lindenbaum (she/her): So the next piece is, which is the pricing and the actual invitation to take an action right to take the next step.
Joanna Lindenbaum (she/her): So
Joanna Lindenbaum (she/her): What do I want to share about that? I like some people will say, don't share the pricing, you know. As I said, I like to share the pricing
Joanna Lindenbaum (she/her): I like for people to know at least the range, you know, if it's privates. But if it's a program, I'll say specifically what it is. I am often giving a special rate at a preview event.
Joanna Lindenbaum (she/her): and so I'll mention the fall great.
Joanna Lindenbaum (she/her): and then I'll mention the special rate paid in full and the payment plans.
Joanna Lindenbaum (she/her): and if it is significant, I will mention the number that they are saving as well.
Joanna Lindenbaum (she/her): These are things that help.
Joanna Lindenbaum (she/her): If you have a payment plan.
Joanna Lindenbaum (she/her): don't forget to mention the number of the payment plan, because for some people, if they hear x 1,000 of dollars paid in full. It's a no.
Joanna Lindenbaum (she/her): but if they hear 2, 95, you know, whatever it is a month.
Joanna Lindenbaum (she/her): it's a maybe yes.
Joanna Lindenbaum (she/her): so make sure that you share those numbers.
Joanna Lindenbaum (she/her): what else did I want to share on this? Is there? Is there some kind of deadline
Joanna Lindenbaum (she/her): for the special pricing
Joanna Lindenbaum (she/her): so so many of. You have heard me say this before. I'm not into false urgency. and to.
Joanna Lindenbaum (she/her): you know, buy this now right now, or it's never gonna be there again. And you have to make this decision right? I'm not into dysregulating people. Putting their systems into, you know any of that.
Joanna Lindenbaum (she/her): But that being said, there's also something to be said about giving people an opportunity to not drag their feet about a decision.
Joanna Lindenbaum (she/her): I don't know about you. but that's what I do. And then, after I drag my feet
Joanna Lindenbaum (she/her): for however many days
Joanna Lindenbaum (she/her): I've already talked myself out of doing this thing that I actually really wanted to do.
Joanna Lindenbaum (she/her): So I do like to give people a time period. But it's not by tonight. Sometimes I'll do by tonight. They'll get a special extra gift.
Joanna Lindenbaum (she/her): so that it's not, you know. It's just a special bonus, right.
Joanna Lindenbaum (she/her): but if there's a big savings I'll give them
Joanna Lindenbaum (she/her): at least a day, if not a bit longer, on that.
Joanna Lindenbaum (she/her): I always.
Joanna Lindenbaum (she/her): when I share this, I let people know.
Joanna Lindenbaum (she/her): This is especially if it's a more expensive program. This is a big decision.
Joanna Lindenbaum (she/her): I
Joanna Lindenbaum (she/her): I'm not asking you to decide by tonight. I don't want to dysregulate you, but I am, you know, making this special offer so that I don't have to hold my breath waiting for the first or the next people to come in right? So I'm just totally transparent
Joanna Lindenbaum (she/her): about that
Joanna Lindenbaum (she/her): And again, if it's a certain price point. I'm always encouraging a conversation. I'm saying to people, it's a it's an important decision. And I want you to make the decision. That's right for you.
Joanna Lindenbaum (she/her): We would love to talk to you. It is pressure free, you know, no strings attached. It'll be a beautiful opportunity for you to have space to connect in with yourself
Joanna Lindenbaum (she/her): your inner wisdom. Have us answer any questions that you have, and then you make the decision that's aligned for you.
Joanna Lindenbaum (she/her): and then I give clear instructions
Joanna Lindenbaum (she/her): on what to do next.
Joanna Lindenbaum (she/her): So either how to sign up front for the program right? I'll put the sales page into the chat. I'll tell people to go and click.
Joanna Lindenbaum (she/her): or for how to sign up for a call, or sometimes both.
Joanna Lindenbaum (she/her): Okay, I wanna honor that we're at 2. I still have 5 or so minutes of things to share with you, and that
Joanna Lindenbaum (she/her): oh, no! And I don't have time to answer questions, so Let me answer. Let me just see what's in the chat, and I'll share a couple of other things, and we can always follow up on QA. Calls.
Joanna Lindenbaum (she/her): Am I saying that I mentioned the entire amount for playing? Yes, I mentioned the pay in full.
Joanna Lindenbaum (she/her): and then this many payments over this many months.
Joanna Lindenbaum (she/her): Okay, let me share just a couple of brief things. And then again, we can always continue the conversation in QA. Calls or any questions that you have for me.
Joanna Lindenbaum (she/her): thank people afterwards. Right, always be gracious, be thankful. Let them know that you are so happy that they're there. Let them know you're not attached, or love them, no matter what you know like, it's all good, right? I mean, be what whatever your gracious self is.
Joanna Lindenbaum (she/her): I also like to. This may not apply for each of you for the the your offerings, but I often at the end, I'll say to people, I want to be clear that
Joanna Lindenbaum (she/her): you're not stepping into this training or this program from a place of you're not good enough. But instead, from a place of you want more.
Joanna Lindenbaum (she/her): Just. It's just another piece of like this is not icky. This is not manipulative. This is all good, no matter what, and drawing people from a place of vision versus from a place of fear.
Joanna Lindenbaum (she/her): And then, of course, you want to send follow up emails afterwards.
Joanna Lindenbaum (she/her): So usually I have extra time to hang out. I realize this morning that I have a call, scheduled it to. I didn't realize it wasn't on my calendar. My team let me know. So I am gonna hope that everybody got exactly what they needed for now I would love for you if you have 2 min before you go on to your next thing to just take a moment and write down for yourself
Joanna Lindenbaum (she/her): what your biggest take away is from our time together today, and then, if you can share it in the Facebook group of whatever program you're in. If you're in a program or with me personally, if you're just working, if you're working with me privately, and then, of course, any questions that you have we will continue the conversation. But let me know before I hop off. Was this helpful.
Joanna Lindenbaum (she/her): feeling a little more excited about making.
Joanna Lindenbaum (she/her): Okay, good, good, good.
Joanna Lindenbaum (she/her): Sending you all so much love, and I'll see you soon. Bye.