Post 4 of 5: Build the Wellness Business You WANT 101 series. How to help 'top-notch' clients find you. Podcast episo...

Post 4 of 5: Build the Wellness Business You WANT 101 series. How to help ‘top-notch‘ clients find you. Podcast episode IWPPB504 There is a way for you to help ‘top-notch‘ clients find YOU… and you do NOT have to conduct one-on-one FREE sessions. 3 Steps 5 Connects is the way to do it! Today we re-cap Step 1 Connect 1 and introduce Step 2 Connect 2. First Re-cap of:  Step 1 Connect 1  When you took your First Step and Made your first Connection, you introduced yourself and explained the reason for your 2-minute call. Your typical goal for the 2-minute connections: to create the opportunity to deliver your message to a number of people during the same allotment of time you would normally meet with one prospective client for FREE. My 2 minute connect end goal: to connect with a person who was in charge of facility programming or a person who ran/facilitated a group of potential ‘top-notch‘ clients. Often facilities/groups have tight budgets and want great programming. WIN: WIN. One way I found facilities/groups was to look at the ‘support group’ section of the newspaper. I helped ‘top-notch‘ clients find me by getting in front of a group they happen to be in. Examples of the first groups I presented to- Prenatal; Post Natal; Infertility; Autoimmune; Back Pain; Cancer groups, Women’s groups, Weight loss groups. All had Support groups who posted dates; times and contact information of the organizer in the newspaper (now often right on the web). The NEWSPAPER was just one ‘place’ I would look for groups. In the beginning, other places included: Rotary, Women’s Business Groups, Schools. Sometimes individual clients created groups and asked me to present at a luncheon. Health Expos, in general, were great they helped me meet other practitioners in the wellness field. KEY to getting out there. TIP: After my Bonnie Prudden meeting at the Health Expo (post 1 in this series) I stopped paying for a display booth and instead did like Bonnie Prudden did: pay for an Entrance ticket and network instead of paying for and manning my booth! NOW that was an OMG!!! DUH!!!! moment! (really why don’t they have this info out there!) Wellness Professionals in all fields can successfully co-promote. I did a ton of GUEST Speaking to groups in other Professional Offices. I even met with groups made up of friends and families in homes. I visited Low-income Health fairs. I get asked all the time why I did that when I knew my top-notch clients were probably not there. I did it for 2 reasons.  1. I wanted to get the Self-care = CELL’f Care message out to everyone of all economic levels and by volunteering to present at Low-income Health fairs (often run by non-profit hospitals if you happen to be looking to serve this population)  I could reach them and provide valuable information. 2. Because other large facilities; hospitals; insurers… had tables and would watch presenters. The OTHER facility organizers could see me in action! Just before; in between or at the end: I would get contact cards and put them on my 2-minute contact list. I networked; advocated for the population at the Health Fair and was even able to have my Prenatal program reimbursed after creating relationships with some of the insurers. This meant those in attendance could come to the classes and be a ‘top-notch‘ client after all! The point: I put myself out there for groups verses one-on-one. Made CONNECTIONS I could use immediately as well as collect contact info to go back and REPEAT my 3 STEP 5 CONNECT process with the new names and numbers. Was this WORK?!? YOU BET! A lot of it. But using my time this way had a much higher payoff than the FREE one-timers that fizzled or went no-where to build my business. Like ANY Business you have to hustle, stay on it and have the grit to get through the Establishment Phase leading you to the rewards of the Expansion Phase. 3 Steps 5 Connects is how I made Phase 1 more economical in time and finances. And how I exponentially Expanded in Phase 2. FREE one-on-ones would have never produced the volume. Taking the First Step and First Connect on my next 2-minute call date using the contacts from this 2nd Step 2nd Connect presentation. TIP: What worked really well, was to already know the date I was planning my 2-minute calls. It made the flow of short conversations end well at the Health Fairs and Expos. “Hi there- I’m mo; I am interested in learning about your facility/group” …..When they were done telling me about their Services or Products it was easy to wrap up with. “That sounds great do you happen to have a card or contact info?” …..Once they gave it to me I would close with “ I’m glad to know of your Services/Product and am going to get ready to present now (or I am heading out now…)  I will reach out to you by phone on Thursday. (I inserted the date I knew I would be making my next calls)”. I would then begin my calls comfortably by re-introducing myself; opening with ‘ Hi (insert name here) we connected at the xyz fair‘ and I’m touching base to extend the offer that if you are ever looking for a speaker on ‘ the name of their group in this blank( i.e. Prenatal)  ‘ WELLNESS I would be happy to be of service.” This was an easy, comfortable, 2-minute connect attending the Health Fair provided me with a perfect opening for my call. Now if they responded with “we are set” or “thanks but not now” I would ask one last question: Did they happen to know someone who had a possible need for quality (fill in blank) presentation? You would be surprised how helpful people try to be on the phone. Emails are easily ignored or autoresponded to. I don’t think I was ever hung up on. And like Sandee said: “if so; so what!?“ What I can tell you is minimally I could typically gain the list for my next 2-minute calls by asking this question. These 2-minute follow-up calls began a very beneficial ‘OVERLAP’. I touch base on this later in the very last post of this series but basically it is where your message and presence starts to feel like you are all over and must be the one to contact. Bringing us to Your 2nd Step is to be in front of the group of your prospective ‘top-notch‘ clients. The group you arranged to be in front of with the person who could make it happen in your 2-minute calls. The 2nd Step You Take and 2nd CONNECT you Make is Presenting before the group. Take Step 2: Present it is the focused CELL‘f Care bio-individual process. This ONE focused Presentation took me a better part of two decades to perfect. It is the presentation I did over and over and over. It paid off EVERY time I presented it in multiple ways for my Business. This ONE focus Presentation was able to provide value immediately to those in attendance and helped ‘top-notch‘ clients find me. The Ultimate Goal right! For those who WANT WELLNESS: the focused CELL‘f Care bio-individual process enables WELLNESS Professionals; no matter what the expertise to CONNECT with every ‘top-notch‘ client in the room. (All 3 presentation transcripts available for purchase in paperback & kindle format for those interested) This ONE focus Presentation is what I used for my 2nd Step and 2nd CONNECT. Your 2nd Connect goal is to be sure your presentation CONNECTS to the ‘top-notch’ clients in attendance. NOW HOW EXACTLY CAN YOU DO THAT? by Presenting: How CELL’f Care delivers the SELF Care needed to attain the WELLNESS they WANT. This ONE Presentation focus enables you to CONNECT to those in the audience on an individual basis. You may have noticed when I made the 2-minute call I used: “if you ever need a speaker on ‘ the name of their group in this blank (i.e. Prenatal)  ‘ WELLNESS I am happy to be of service” I never pre-named the presentation; instead I used the group name or something similar. Why? Because typically the organizer will know wording that will get their target clients in the door. The ONE focused Presentation works no matter what the Title. Here is an example for you: The following presentation title was created by a client who was organizing the event where I was the sole speaker: How to Get Your Sexy Back and a Whole lot More after Your Pregnancy and Birth of Your Baby. Now I admit I cringed at first BUT it WAS packed. Lesson Learned! Event organizers usually know their market. I delivered my Focused Self-Care = CELL’f Care message and a flood of new moms and babies came into my classes as a result. They knew they would learn exactly what they needed to learn (the physiology and exercises specific to their postnatal CELL’f Care in the classes) because I CONNECTED with them as individuals detailing what it takes to achieve thier goal of Getting their Sexy Back: SELF-Care (CEll‘f Care). I did NOT present my specific Postnatal physiological information and exercises. I delivered the same ONE focus Presentation that I deliver to every group I am in front of. Why? Because my high-quality, valuable, ONE focus presentation delivers the message clearly. In this instance, those in attendance knew coming to my Postnatal program(s) would mean they would get the bio-individual attention needed to achieve their goal. Getting their Sexy Back. You see how cool this is! The 2nd CONNECT you Make; The one very focused CELL‘f Care Presentation; enables you to speak to the individual in the crowd. Without reducing your reach. Without blocking yourself IN or OUT of a ‘niche‘.  I hear this concern from new wellness professionals. They are very worried about being shut out of a group they might be able to help. I never had that worry with my Self-Care is equal to the sum of CELL‘f Care focus. It applied to every group I spoke to AND within that group it spoke to the audience members on an individual basis. Here is another GREAT result of having ONE focused Presentation: An organizer was stuck; a last minute cx happened and she remembered my 2-minute call; she picked up the phone and was hoping I could help her out at this late point in time and you know what- I could! She did not even have to scurry and change the title. I presented my high-quality, valuable, ONE focus Presentation and once again those in attendance knew I would be the one to help them. I had some of the clients I attained from that off the cuff presentation for decades. I kid you not. I did announce at the beginning of the presentation that I was asked at the last minute to fill in which helped those in attendance KNOW I KNEW my stuff to be able to walk in and present my polished presentation that CONNECTED to them with no notice. The event coordinator was forever grateful becoming a great resource AND I learned to include in my Step 1 Connect 1 2-minute calls the sentence: ‘give me a shout if you ever get stuck with a last minute cancellation’. That offer stuck out for many of those event co-ordinators I made my 2-minute calls and resulted in them actually saving my contact info. This ability to literally; at the drop of a hat; pinch hit in an emergency got me in some places I might not otherwise have been able to get in as a young, newly graduated, wellness professional.  It created many WIN WIN scenarios in my early days. Here is another GREAT result of having ONE focused Presentation: I love that I can keep saying this! But it is true. There is yet another great result of the ONE focus Presentation. I begin to get connected to the message. People can pass on the message. It was an awesome turnaround from when I would explain well,… I help those with Back issues, Prenatal Center of Gravity, Postnatal Muscle skeletal discrepancies, Nutritions for blah, blah, blah…..You see where this was heading…zoning out. TOO much yet never enough for them to fully understand I could be the one to help them. The ONE focus presentation solved that! I bet you are nodding your head— ohhhh you could help sooo many if they only knew! well that is what CONNECT 2 is all about. Helping them KNOW YOU are there and are the ONE to help them help themselves. Listen to a few quotes from my first batch of ‘top-notch‘ clients that received the same focused bio-individual message when I first started developing it in the 1980’s. Mind you I was already in the Business for years before I started getting this all hammered out. This was our 2nd video production and OMG look how things have changed in the video world!!! This is scratchy, fuzzy and all but it makes the point. The one focused Self-Care = bio-individual CELL’f Care message works for prospective ‘top-notch‘ clients to begin working! Each of the below came from the same group in the 1980’s. The different bio-individual issues that ended up being addressed included Postnatal, Back, Mood, Intestinal, Weight, Chronic Pain… Cool huh. All different issues yet helped by the Self-Care = sum of CELL’f Care bio-individual process. ” she gives you the techniques to help yourself!” pretty much sums it up. I am listing off all these great benefits CONNECT 2 ultimately creates by relating to the individual but here is one of the BEST you can experience in real time at your CONNECT 2 Presentation: CONNECT 2 has great benefits…..it is true but the absolute best is the watching the epiphanies of attendees! When you start to see attendees lean in, nod, or even drop their jaw at the understanding that: Our Body is made up of Systems Systems made up of Organs Organs made up of Tissues Tissues Made up of CELLS. The ratio of good cells; functioning healthily means the tissues will be healthy Healthy Tissues will mean the Organs that make them up will be healthy. The Healthy Organs together mean Healthy Systems Healthy Systems mean a Healthy Body. The bottom line: Our Self Care is DEPENDENT on how well we care for our CELLS. NO MATTER what your field of Expertise in WELLNESS When you know how to explain CELL‘f Care to your audience and clients. When you can help an individual identify where they are (Identify ‘Their‘ HERE) when it comes to their CELL’f Care. When you help them Find the Missing CELL’f Care ESSENTIALS (Finding Point A) and show them how to identify and then incorporate them your field of expertise contributes to helping them attain the WELLNESS they WANT This ONE Presentation Focus on CELL’f Care opens their eyes to possibilities they have often given up on. After the ONE Focus presentation attendees come up to share their back pain, difficulty losing weight, autoimmune issues, everything under the sun. You CONNECTED to them individually. It is very powerful and valuable to them. The most common post presentation comment I heard through the years “mo; this gives me hope where I had none“ Why? Because the ONE focus presentation brings to their attention the fact that: it is possible. Those who WANT WELLNESS now understand the process exists to work toward their WELLNESS. They now know YOU exist and that YOU are the ONE to help them in their process. There are a few KEY words here I’d like to point out. WANT WELLNESS. ‘top-notch‘ clients WANT WELLNESS. I can tell you it is NOT extra time, extra money, special training or a certain level of education that makes a ‘top-notch‘ client. I could share with you story after story of people who you would think could NO WAY get the WELLNESS they WANT due to finances; lack of time or the typical regular reasons clients do not get to the essential self-care necessary that PULL it off and are the best of the best ‘top-notch‘ client.  What separates those clients who get the WELLNESS?  They WANT WELLNESS. It is that simple. I have been in this field forever and this has been proven to me again and again. The poor student who comes up with the finances, who learns how to cook and skips the food that doesn’t promote their CELL’f Care. Regardless of present state of money, education, time the person who manages to get the specific Motion needed without the gym membership. Who works 2 jobs and goes to school but gets the time together to do the Emotional work in needed. Finds a way to incorporate the Nutrition needed. The defining attribute for most ‘top-notch‘ clients are typically those who WANT WELLNESS make it happen. Period. That does not mean the others should not get the wellness it is just way more effective for you to spend the larger portion of your time with the ‘top-notch‘ client who does the work because they produce results others want. Results of others is what ultimately brings other ‘top-notch‘ clients to you. The last decade or so my own clients would say don’t bother setting an appointment up with mo unless you WANT WELLNESS. Remember there is only 1 Client type that Helps you Build your WELLNESS Business: ONE. For a refresher click this sentence it is a link back to the 4 Types of Clients post. WANT the whole series in your inbox because you landed on this post first? Here is your: LINK to get the series 2. work. ‘top-notch clients’ are familiar with the concept they need to do the work between sessions. Gone are the days where they come in looking for you to come up with YET another plan, another ‘thing’ to keep them coming to you after they never even executed the past ‘plan’ you created for them ;-)! Not a top-notcher if they are doing that! 3. toward. ‘top-notch clients’ understand the CELL’f Care is an individual process and timeline. They learned about it in the WANT WELLNESS: 3 CELL Core Concepts presentation transcript. They know exactly how critical Identify Here and Finding Point A are and do the work. They are moving toward their goal. No more questions like- How long is your program going to take? They know it is their individual process and depending on where they begin and how they incorporate the missing ESSENTIALS for their CELLs the timeline will unfold as you work together. This is why ‘top-notch‘ client income goes from one timers- to doubling IMMEDIATELY.  The properly executed Intake (Eliminating the 3 Big BIG BLUNDERS Practitioners Make) starts right off with the client doing the necessary work NOT things for them you came up with; noooo it starts with things only they can provide. They love it; you save a gazillion hours and your very first session turns immediately into 2! Not to mention they cannot stop raving about you! It is true HOW you run your Intake changes everything. If you are ready for INTAKES take Eliminate the 3 Big BIG Blunders Wellness Professionals Make and double your sessions immediately. It is all laid out for you to succeed.  Last KEY word I want to point out: Help. You are the one to help them in Identify Here. The actual KEY to whether they will succeed. This guided help is where your doubled sessions from your Intake Quadruple. Really. Identify Here process accomplishes multiple things. It helps you find your top-notch clients, helps your clients succeed like no other practitioner could, helps in developing  your relationship with THIS ‘top-notch’ client and NOW your expertise and YOUR investment of time to help them in Finding Point A  means your dedication to putting in the work it takes has value to the client, has value to your business. THE WAY IT SHOULD BE. Before you did all the FREE sessions giving clients your best for no reward. But now; going through the 2 session Intake followed by the Identify Here process with them- helping them (instead of programming for them and spending your time before even being paid) is KEY to Building the WELLNESS Business You WANT. Once through the Intake and Identify Here you can begin the detailed programming of how to incorporate the Missing ESSENTIALS. This is the Finding Point A process. Now it is worth your time investment to begin programming prior to their scheduled appointment using your expertise. Because you know you have a ‘top-notch‘ client you are willing to be as dedicated as they are. This is where Expanding your business even with a small base can make an exponential difference in your base income.  WANT WELLNESS: CELL’f Care: Your 2nd CONNECT. This ONE Presentation focus enables you to CONNECT to those in the audience on an individual basis and begin the relationship with possible ‘top-notch‘ clients.   Re-cap How does your ONE Focus Presentation accomplish this powerful 2nd CONNECT?   WANT WELLNESS: CELL’f Care achieves this powerful CONNECTION by accomplishing 3 goals. # 1. Your one focus presentation delivers the message to those who WANT WELLNESS that it is attainable and they do not have to go it alone. YOU are there ready to work with them in partnership and expertise. They discover this because it is laid out in: WANT WELLNESS: CELL’f Care 1 transcript The 3 Core Concepts.  #2. Your presentation offers value immediately to each individual- at the presentation. Not vague promises if you work together. Actual information that can completely turn the way they view ‘how’ attaining the WELLNESS they WANT happens: WANT WELLNESS; CELL’f Care transcript: 3 CELL Core Concepts details for the client a whole new way of looking at ‘how’ attaining the WELLNESS they WANT happens. The process is all laid out.  #3. Your presentation fulfills the need to resonate with your ‘top-notch‘ client in the audience. CELL’f Care message resonates so much so that they know YOU are talking to them about the key elements to THEIR solution! This 2nd CONNECT is how YOUR ‘top-notch‘ client finds YOU! Let’s wrap things up. There is a way for you to help ‘top-notch‘ clients find YOU… and you do NOT have to conduct one-on-one FREE sessions. 3 Steps 5 Connects is the way to do it! Your 2nd Step and 2nd CONNECT: Presenting your ONE focus Presentation helps you get in front of a group creating a reach you would have never achieved had you continued to find them individually through one-on-one FREE sessions. Like I said: Connect 2 took me a better part of 2 decades to master but once I began the ONE focus presentation business catapulted. I used the 3 steps and 5 connects successfully all throughout my career but my decades of experience made the ONE focus presentation of  CONNECT 2 a gold mine an effective ‘top-notch‘ client attraction machine. Oh how I wish someone that came before me could have figured this out and had it available. Doubling and Quadrupling a larger initial base of ‘top-notch‘ clients would have been a huge difference in my early numbers. There is no reason for you not to be doubling and quadrupling your ‘top-notch’ client sessions now.  YOU ARE NEEDED! There is no shortage of people who WANT WELLNESS, you have a talent and education they need. They just don’t know how to find you. Go where your potential ‘top-notch‘ clients are. In person. Instead of Getting more ducks in a row, More systems in place, More training in your particular field, TAKE ACTION. Use the 3 Step 5 Connect process’s 2nd Step; 2nd Connect: ONE focus presentation To help you begin Building the WELLNESS Business You WANT 1. using the expertise you have 2. getting the tools to communicate that YOU are the one to help the ‘top-notch‘ client looking for you. until next time here is a summary of links for your easy access! Remember: “YOU already have what it takes….. YOU just need to KNOW how to use it!“     mo LINKS Introduce yourself to the SELF-Care (CELL’f Care) ONE Focus presentation transcripts. LINK to the paperback and kindle transcripts of WANT WELLNESS: CELL’f Care presentation series 1,2 & 3 below. That way you’ll be ready for next time: Step 3 / Connect 3, 4 & 5 For the complete email Attain ‘top-notch‘ clients series to be emailed to your inbox: LINK for SERIES. Wanna touch base with me? Have a question? Contact mo Wanna help others you know? Copy this link and send to all the wellness people you know! Check this link out. It is an email series focused on Building the WELLNESS Business you WANT by i-we.co Want more tips like these? Copy- Share + Post  i-we.co links on your sites; your Facebook pages. The more wellness professionals we can reach the better it is for all of us…..;-) mo  Link: i-we.co FREE resources Next time: Take Step 3 & Make Connect 3, 4, & 5! It’s a WHOPPER! To explore the transcripts and begin to get a feel for the support the transcripts offer professionals in the i-we.co Foundation Courses CLICK this link.