00:00:00:00 - 00:00:30:10
Unknown
Hey friend, Iacopo here. In this episode, I wanted to talk to you about how we structured our 1 to 1 coaching and mentoring offer in a way that produces monthly recovering revenue. That does not require us to have a team, because we only allocate a few hours a week for the specific clients. But at the same time, we offer tailored support, tailor results, and we offer unlimited coaching calls and unlimited voxer access to our clients.
00:00:30:12 - 00:00:46:16
Unknown
I wanted to show you how we structured it, so that maybe you can get some ideas on how to tweak your offer, how to make it more based on monthly recurring revenue, and maybe cut down the cost of time that you are dedicating to it. If that's too overwhelming for you.
00:00:46:16 - 00:00:50:15
Unknown
Hi friend. This is Iacopo and Alessia.
00:00:50:15 - 00:01:07:19
Unknown
And
00:01:07:19 - 00:01:32:06
Unknown
Let me start. We're saying that we only have one coaching and mentoring offer at the moment, because this is what works for me. Specifically, we tried group coaching before we tried courses membership before, but the best way I personally feel I'm interacting, interacting with the right people, and giving the most amount of value to them is when I interact 1 to 1.
00:01:32:08 - 00:01:45:17
Unknown
It's kind of like when if you are an introvert and you are at the party. I personally don't work well with the group just because of the nature of who I am. I really go deeper when I get to chat to 1 to 1 with people.
00:01:45:17 - 00:02:03:08
Unknown
This happens very often when I'm out and about, and maybe at parties, I just get to chat with one specific person and we go deeper. So I want my business to reflect my superpower. I work well when I work 1 to 1. So this is the offer. This doesn't mean that you should have a 1 to 1 offer.
00:02:03:09 - 00:02:23:01
Unknown
For example, Alexia she especially for the ballet side of things she never wanted to do one to once. She she only did group coaching. So first of all, I want you to think about what is your best element, your natural element. You you work well with groups. You work well with 1 to 1.
00:02:23:01 - 00:02:26:16
Unknown
Pick the one that is more in line with what your heart says.
00:02:26:21 - 00:02:32:21
Unknown
I picked 1 to 1, so I want to show you how I did it in a way that makes sense financially and also time wise.
00:02:32:21 - 00:03:12:00
Unknown
The offer is pretty simple. It's called coaching and mentoring because of course we want to give accountability to people, but we just basically showing how we do things. That's why the mentoring side, we are walking the path that we preach as well. And if you've got results in your past, in a previous, experience in life and you are just showing people how you've done things or why you're doing them right now, mentoring is an amazing tool for you because you just need to show what you've done, basically, and you don't need much marketing for that because that's basically what you do every day.
00:03:12:02 - 00:03:39:01
Unknown
This is what we do as well. Our offer is very simple. We help online entrepreneurs. They already have an audience. They already have a product to remove the overwhelm, get their messaging cleared out so they are dream clients only into their offers, and then restructure their offer in a way that generates monthly recurring revenue. It's fun and exciting, too exciting to deliver.
00:03:39:03 - 00:04:09:02
Unknown
It produces results for people over the years so that can get referred and people will stay over for a long time. This is the goal that we want for people. We want to remove the overwhelm, remove the complexity, make it super manageable for them, the business so they can let go of the team. They can manage everything by themselves and just by with a VA and only work a few hours a week so that they can have a lifestyle that they finally want.
00:04:09:15 - 00:04:25:10
Unknown
That's the mission. That's always been the mission for me because I feel everybody is, you know, they they they're worth happiness. Everybody deserve happiness. And this is what we want to provide with people, with strategy, with mindset, with accountability, with coaching.
00:04:25:10 - 00:04:48:02
Unknown
this offer is not available to everyone. In fact, I am putting a lot of friction from me and prospecting of clients because I've been burned. In the past. I've worked with people that had the money to pay me, but they didn't want to listen. They wanted to do whatever they wanted and blamed me for their lack of results.
00:04:48:02 - 00:05:07:14
Unknown
So I don't want to waste my time, and I don't want to struggle when I work with people. So that's why the friction, the friction, the way that you can not hire me if you wanted to, you have to go on my website. There is a link in the description box below if you want to check it out by yourself.
00:05:07:19 - 00:05:27:10
Unknown
There is a link that says work with us. In the page. There is a mini video that explains a bit more about what we do. And also there's an application link. So people have to go through a series of questions for us to decide whether we are good fit to work together, and maybe have a conversation after that.
00:05:27:12 - 00:05:33:21
Unknown
So I don't push people to book a call or to send me a DM to receive the details.
00:05:33:21 - 00:05:41:23
Unknown
I want people to struggle to work with us because I know this way I only get the best people, the committed one.
00:05:41:23 - 00:05:55:08
Unknown
So what happens when people sign up? Well, they they fill up the application, we receive notification and from that point on, I see how people reply to the questions that I ask them.
00:05:55:10 - 00:06:15:01
Unknown
And if I see that they only use a few words and they don't want to overexplain exactly what they're doing, I already know that they're not going to be committed on a long run, so I usually disregard them, or I tell them that we're probably it's not good timing. This is how I guard my time. And I suggest you do the same.
00:06:15:01 - 00:06:26:03
Unknown
Because first of all, this is very good for positioning and authority. When you tell people that you cannot work with them, they want you even more. That's just basic psychology.
00:06:26:03 - 00:06:40:06
Unknown
So think about a way that you can make your prospective clients feel like they're patients and you are the doctor because you don't want to come across as salesy as attached to the sales in any way.
00:06:40:08 - 00:07:01:16
Unknown
Actually, this anti selling system really, really sells. So if you want to take it as a tactic, go for it. Put friction between you and your prospective clients because they would want you even more. And once they know that you are not accepting everyone, they will pay more attention in maybe answering the question in your questionnaire.
00:07:01:16 - 00:07:21:21
Unknown
Then, when we have a call with the right people, 90% of the selling is already being done, is already being done by my content, by the application and the relationship that we've installed, because people come to us only after they've watched hours of our videos.
00:07:21:21 - 00:07:58:10
Unknown
So they've already spent time with us. They already know what we do, who we help, exactly what is our product, how to get in. All of that is already been done, so we don't have to do any selling in our coaching calls. I mean, this is the sales calls. We call them coaching calls because if I already know this is a great person to work with, I only need a couple of questions to understand their mindset, what their problem is, and if we if we can actually help, if we find out in the call that we cannot help them because they actually need a break, they need to take a month off because they're burnt
00:07:58:10 - 00:08:08:09
Unknown
out. We tell them because that is not a sales goal for us. It's a coaching call. We just want to help people. And when you do that as a coach,
00:08:08:09 - 00:08:19:01
Unknown
this is brilliant because people feel like they've been supported by you and they want to work with you even more. So at the end of the call, when they say, okay, how do we work together?
00:08:19:01 - 00:08:21:07
Unknown
Because everything takes the boxes.
00:08:21:07 - 00:08:42:14
Unknown
We just tell them how much it is and how they can sign up and that's it. So when they do that, what we offer is, of course, a tailored goal for their their situation. This is another advantage of 1 to 1 programs. You can, of course filter the people that contact you based on their problems.
00:08:42:14 - 00:09:05:03
Unknown
A needs an aspiration and desires, but also you can tailor the end goal because if they need a specific thing, they don't need marketing and sales. They just need to understand how to craft a better offer, that it's not going to burn them out. That's the focus of the coaching. So I'm not going to offer anything else so you can tailor the offer for your client.
00:09:05:05 - 00:09:27:10
Unknown
That's what we do. And then what we offer is unlimited coaching calls for four months, as well as unlimited voxer access for four months. And you might say, are you insane? People are going to drain your life. They're going to suck up your soul and spit it out. I'm like, that's what I thought too.
00:09:27:10 - 00:09:42:06
Unknown
But the great thing is that if you design your content in a way that repels all of the the freebie seekers, the people that are not committed, and you put so much friction even before they even can book a call with you.
00:09:42:08 - 00:10:04:18
Unknown
Guess what happens? These people are great people. They respect you because they respect themselves. They're proactive. They don't need hand-holding. Therefore unlimited coaching cause sounds a great deal. Of course, I tell them if you start booking a call a day, I'm gonna fire you. I actually say that in the sales calls,
00:10:04:18 - 00:10:08:14
Unknown
but I never had to do it because.
00:10:08:16 - 00:10:17:06
Unknown
Because of the way I structured the program. And this is another thing that I want to go through. It's super important. Without this, it won't work.
00:10:17:06 - 00:10:38:13
Unknown
The great thing about having a path is that you don't have to deliver the same message, the same content, every time to every client. We've spent long hours figuring out the path that basically includes everything that we know how do we do content?
00:10:38:13 - 00:10:51:13
Unknown
How do we do lead generation? How do we do launches without launching? How to how to create paid workshops, how to fill them up, how to follow up with them, how to do anything. Therefore.
00:10:51:13 - 00:11:03:06
Unknown
At the beginning of our relationship with our clients, we have one onboarding call where we assess their assets. We see what they've done. So far, what's working, what's not working, what they hate.
00:11:03:08 - 00:11:08:03
Unknown
And also they start defining their goal, their ideal life.
00:11:08:03 - 00:11:26:13
Unknown
Then at the end of the call, I am personally the master of priorities. So out of complexity, I know the first thing you need to do to start getting to your end result. I reverse engineer and I tell you, great, it sounds like you should be working on this first.
00:11:26:15 - 00:11:50:09
Unknown
And guess what? I've got a piece of content in my path that is their starting point. Therefore, the next call is going to be after they've consumed the content and done some homework. That naturally takes some time. Even if they are first of a class super committed, they're going to take a few days and this means that you've got a few days before the next call.
00:11:50:11 - 00:11:58:05
Unknown
At the beginning, we experience more cause because everything is new, there is a bit more homework to do, but after a while
00:11:58:05 - 00:12:18:18
Unknown
it takes time to implement and create, for example, more content and see if that works. That's going to take weeks. If you are designing a workshop for getting a new client that is going to take days and weeks, we can, with unlimited boxer access, just give them a little guidance along the way.
00:12:18:18 - 00:12:26:00
Unknown
That doesn't require us to go on live for hours explaining entire pieces of curriculum.
00:12:26:00 - 00:12:40:23
Unknown
This is what allowed us to charge high ticket for a very high touch product that actually helps the people that we want to help, but we doubt our time being completely drained out because we didn't prepare upfront.
00:12:40:23 - 00:12:47:02
Unknown
So put friction on your content and the way people can hire you.
00:12:47:04 - 00:13:03:19
Unknown
Charge premium for it, but only to the right people. Then when they when you onboard them, create a curriculum of content that covers everything we offer four months of coaching and mentoring as the first chunk of work,
00:13:03:19 - 00:13:14:24
Unknown
but sometimes to go through all the content, it might take more. This is how we generate recurring revenue, because at the end of the four months,
00:13:14:24 - 00:13:19:19
Unknown
our clients might have accomplished a few milestones up the path.
00:13:20:00 - 00:13:49:13
Unknown
But then when you fix a problem, new problems arise. And our curriculum, it's it's vast so that when they arrive at the end of the four month, they can decide to just go and do things by themselves. After they acquired some information about the model, the structure, the offer, the content, etc. or they say, guys, now that I crafted my offer, I want to create more content to make sure the invisible funnel works and converts.
00:13:49:13 - 00:14:09:11
Unknown
Can you could you give me a hand and keep on going with the coaching? Yes, of course we can renew the coaching and then we can move forward from that because the path takes longer than four months. In fact, I'm bid against this program, especially group coaching and cohorts where you offer four weeks, six weeks, eight weeks.
00:14:09:11 - 00:14:12:07
Unknown
Nothing gets done in six weeks.
00:14:12:07 - 00:14:31:20
Unknown
People need time to not just implement, but even think about things. Marinate, noodle, rethink their ideas. So I don't like that. Personally. I like when we do things properly and any thing done properly requires time and we want to be there for them
00:14:31:20 - 00:14:38:23
Unknown
in terms of pricing, we have only two options. We have a weekly payment and a paid in full payment.
00:14:38:23 - 00:14:58:17
Unknown
It's amazing to have weekly payments because the entry point to start working, working with us is very little, especially if we're talking about a high ticket offer. But we also have a paid in full option if people want to save a little bit of money and also to show, to show that they're really committed is very good for them.
00:14:58:17 - 00:15:08:10
Unknown
When somebody pays in full, I really know that this person is going to get results because that's the level of their commitment. But the beauty, the beauty of this is that
00:15:08:10 - 00:15:16:10
Unknown
if you only have a specific amount of slots for how many clients you want to take every month,
00:15:16:10 - 00:15:23:19
Unknown
if you're having a, a high ticket offer, you don't need many, many clients, especially if you structure in this way.
00:15:23:24 - 00:15:36:00
Unknown
Therefore, after you filled up the three, four, five slots or however slots you have after that point, you can make sure that in social media you tell people,
00:15:36:00 - 00:16:06:15
Unknown
I've got, of course, one more slots available for my coaching program. Jump in. And once that slot is gone, that's when you start running waiting lists. That's how you can afford not to launch every single month, because if you do it this way, you'll have requests that will pile up in a compound so that when you have a new slots available, you just tell to the people in the wait list and then eventually onboard them as well.
00:16:06:17 - 00:16:36:07
Unknown
Of course, this takes time. This this takes time for your content, for your messaging to work, for your, clients, to get result and you to get better at what you're doing. But this structure we found for us is the best way, first of all, to manage our time, to leverage our time with content, to give the maximum amount of value to our clients, and to have a model that, frankly, every time we wake up in the morning, we are happy to do.
00:16:36:07 - 00:17:00:17
Unknown
We are happy to go into coaching, cause we are happy to do sales calls because we know we're going to meet new, amazing people, and that could potentially become our clients. And it just makes us feel amazing, which is the best way to run a business. I always hated people that said, oh, I love Fridays and I hate Mondays because I don't want to live a life like that.
00:17:00:23 - 00:17:21:15
Unknown
I personally made it my mission my entire life that I wanted to have a job or a professional do every day what I really liked, but I wanted to do it in my own terms. I wanted to earn whatever I wanted to earn, and this is the best way we found a coaching business can be structured.
00:17:21:15 - 00:17:45:06
Unknown
And I
00:41:04:12 - 00:41:56:04
Unknown
And I
00:45:40:22 - 00:46:09:03
Unknown
And I
