Let's take out all the guesswork in grading the first six figures.

In the coaching business.

What does it actually take?

What is the right funnel to use that actually works to hit the first six figures?

What we're going to do today is that we're going to talk about all the things that are necessary on a principal level to make sure that we can execute a six figure funnel with efficiency.

So could you please just share your perspective of what are all the problems of like both figuring this out but also the problems of not having this.

Making the first 10k, it takes kind of the same time as it does to make the first six figures.

So it's not hard to make six figures.

But the problem is a lot of people are trying to just test stuff and then hope it will work.

And in this phase, hitting the first six figures, coaches are quite new in the business and they are still at the stage where they believe that.

Oh, but I believe I know what to do.

I can just take a look around what others are doing and then they look like absorb everything everyone tells them.

So someone tells you should do a webinar.

Someone tells you should do this and someone tells you should do this.

So the biggest problem is literally they do not have a funnel.

They do not have one strategy, but they do a lot of stuff.

So I think the most people where it takes a long time to hit six figures is because they're doing a lot of stuff.

It's just not a strategy or it's not a full working funnel.

It's accurate.

I totally agree with what you say.

The other side of the same coin is it's the first real emotional stress test.

If you are able to overcome the fact that you need to do the boring stuff, you need to do the work, you need to get over, you know, you're not serious until you've made your first six figures in a reasonable timeframe.

And when I say reasonable timeframe, like minimum within six months.

Yeah.

And you need to be able to repeat it as well.

If you Google it or if you ask around, you're going to get pieces.

Yeah.

Like small pieces.

And you're going to try to kind of build a blanket.

Yeah.

Out of 45 different pieces.

Yeah.

And it's going to be ineffective and it's going to leak and it's going to be in different materials and it's going to, you know, all of the things the blanket is supposed to do for you, it loses its efficiency and its function in all.

Yeah.

And when we don't have a funnel that has the proper functions, then we are going to work hard with something that is going to generate nada for you.

On the other side, I believe that about half of the clients that we are getting are coming because they already had a funnel.

So they're so certain they already bought it in on a funnel.

They already got a marketer or someone, a coach telling them what to do.

And then they're stuck with some funnel that is way too high level for the level they're at.

Because the funnel is built for scaling, it's not built for the first six figures.

So they are doing strategies that are just not working.

Because we need to keep in mind that when you're doing your first six figures, it's about stress testing.

As you're saying, is stress testing your message, your offer, your avatars will to pay.

And there's a lot of things you stress test in your business in this period of time.

And I see where people are spending a lot of time is they start with webinar funnels, they run ads to a webinar and then they expect to get people on a call and book them in.

And in theory it sounds right, but the problem is that at this stage, first of all, they need to understand the messaging that hits through and they also need to have the avatar understand who they are before you hit six figures.

You do not have a brand yet.

All of these things is something you need to build while you make money.

Which means that if you're doing a good strategy, but at the wrong time, it's the wrong strategy because it's meant to work.

If you already got a name, if you already got a lot of client results that you can show what you do not at this point, there are.

So many things that needs to be in place.

Yeah.

So first of all, like you said, we need to have one avatar that we're targeting.

We need to have one funnel.

Yeah.

One offer, one program.

Yeah.

And then we need to commit for a year to that.

So we have those five different pillars that allows us to really narrow down that.

Okay.

So I'm going to get these five ones to work in the moment I have these five ones to work, then I'm going to be able to see that I'm getting something that is proper and functional and provides me with the opportunity to grow my business the way that I wanted it to.

Yeah.

Because if you're trying different funnels, if you're trying different programs, if you're trying different offers, if you're trying different avatars, you're always going to have to start all over again.

Because what concludes the complete funnel?

It's that we have a customer journey that takes them from not knowing who you are to buying your program.

Yeah.

And anytime you change anything in that customer journey, you need to rework out the metrics and the data, and then you're right back at testing.

I think a lot of people think, oh, in order for me to get clients, I just need to be everywhere.

In the beginning, it's about spreading yourself thin.

Or you have different offers for everyone who comes in.

I have a new offer and I.

Create a new thing for you.

And yeah, new.

Like, yeah, this is the perfect fit for you.

I'll tailor fit.

A great experience.

Yeah.

And that kind of dabble just destroys both momentum, but also spirit, because we need to acknowledge that people are going to rule in themselves if you allow them to.

And anytime and every time you're changing something, you're doing it for you because you don't have the stamina or emotional strength to carry it out until you see, how do I make this work?

Yeah.

The five big ones that we usually call it.

It's first of all, avatar.

Decide on an avatar.

Have one avatar.

One avatar.

I help this and this and this and this.

We need to specify and speak to one person.

Yeah.

Not three.

And we need to specify what specific problem are we solving for these people so that we both become relatable, but also so that we become ultra clear.

And we've said it a thousand times.

You can't be loud until you're clear.

And you don't necessarily need to perfectly announce all the people every time.

But if you specify and speak with specificity about one person's needs and their problems are and where they want to go, you're going to reach everyone who can relate to that.

Yeah.

And they're going to rule themselves in as one of your peeps.

So that's very important.

So that's the first one.

The second one is that we need to make sure that we have one working funnel.

Yeah.

We need to have one funnel that we invest in.

And if we were to argue this entire thing that we're talking about, that is the funnel.

Yeah.

But we need to have one funnel, which means we're not running events and we're running VSLs and we are running workshops apart from the webinars that we're doing.

And we're not doing evergreen webinars, and we're not trying different things at the same time because it also complicates your Opportunity of figuring out reading your business.

Yeah.

Third thing is we want one offer.

We want to make sure that we are focusing and narrowing in on one offer with the specificity of our avatar.

So what is it that I'm offering?

What is my guarantee?

What's the risk that I'm taking upon myself?

How can I speak so that I can guarantee the outcome of the individual that is going to buy and invest in my coaching?

And then the fourth thing is one program.

We're running one program.

If you have two programs, three programs.

If you make hybrid programs because you want to tailor fit stuff, it's going to mess it up for everyone.

And then the last thing is we need to invest a year to make it work.

You're going to earn money and you're going to earn your six figures and more than that, way faster than that year.

But it's because you invested a year that you're going to earn those six figure faster.

Funnel is just as important as the time horizon of how long am I going to spend making this work?

I really want to talk about the funnel because now we're talking about the first six figures in the business.

What is the most important things to master at this stage in the business?

What stage?

First six figures.

First six figures.

First six figures.

The hard thing that is annoying is the personal experience, working with yourself, becoming a person that can sell coaching, becoming a person that is confident enough to see it done, basically.

But then there are the tactical stuff that we need to understand because we're talking about strategy.

We have a six figure funnel and on a strategic level, it's kind of the breakdown, the flow chart of how am I treating people in every step.

That's the strategy.

If we're looking at a level below that, we come to tactics.

So how do I execute all the things so that I approach them in the best way?

And the one thing that I mentioned in the passing is principles.

And the principles are the most essential thing because the principles are forever working rules that makes the tactics work.

And when the tactics work, we can fulfill the strategy.

So what's the most important thing to understand working with your first six figure funnel?

It's understanding the principle.

What is it that makes people buy.

Yeah.

And what is it that makes people specifically buy the offer that you have?

And if you figure this out and if you put your attention to making this work, then you're going to be able to make six figures again and again and again and again.

And it's not going to take long until you make six Figures a month.

No, because it's all about how can I commit to the service, to the individuals and the people.

Yeah.

And one rule that I love is that when the sales department, even if you're doing your own sales, but when you're having a hard time in sales, it's because your marketing is broken.

Yeah.

If you're.

Your sales is easy.

It means that you've done something right in your marketing.

Yeah.

And marketing is all about know like and trust, preparing them for hearing the offer.

They overlap each other.

But if we have a sales problem, I guarantee you you can have a sales problem that is specifically sales.

But I promise you that you also have a marketing problem.

If we go back to your first six figures, what is it that you need to know?

Well, first of all, you need to understand your avatar and you need to attract leads.

Yeah.

And at this stage, since you're just starting up, I would say don't spend money on ads.

So you do not want to first need to put it up in a system.

People spend way too much time on systems automation too early at this point.

And let's just define it six figures.

It's not about making six figures.

You could have run your business for years and you've made €20,000.

That's fine.

But if you're not making at least five to €10,000amonth, at least, I would say €10,000amonth.

Everything that we're talking about is right down your alley right now.

Yeah.

Even if you boosted my pride by saying that, oh, you said something brilliant.

And I was like, yeah, I did.

But don't let your pride get you on this because it's so important.

You're going to save yourself years and years of hard work and struggle if you just realize that, okay, I need to be people focused first and then I need to build a system that allows those people to come closer to me long enough for me to realize that the purchase of your coaching is the number one priority.

Which means that the first six figures are not pretty.

The first six figures probably does feel like hostile because it's.

Everything is new.

It's about learning.

You're in a learning stage.

In the learning stage of the foundations.

Yeah.

All the fundamentals, that's what you're learning in the first six figures, which means you need to get content out there.

It's about doing content, it's about getting leads and do that organically at this stage.

And it's about having conversations with people so you get to understand your avatar because it's About.

About building real relationship.

Because you actually want to understand the people you have in front of you.

If you're trying to not have conversations with people you just want them to buy, it's gonna take like so long time for you to get.

No.

So you need to have those conversations and you need to have people on sales calls.

The most important thing right now is to learn what language to use.

And how do you know that?

Talk to more people.

You need ask them.

And the best thing is get them on sales calls and practice sales calls.

Because this is the stage where you should practice your sales call.

So you get up on a conversion rate.

At least 40% conversion rate on sales calls.

Practice that because if you cannot convert on a great level at this stage and you start growing your business, you will have a problem later.

Yeah.

And be curious.

During those sales calls, figure out your avatar speaks.

What about their problems?

Because there are too many coaches out there in the kind of soft values areas.

Yeah.

An example is a life coach.

Yeah.

If it doesn't come with any specificity of what it actually means.

Yeah.

It's too vague.

Yeah.

Breakthrough within.

What?

How will it look?

What are the pain points of being on the journey of breaking through that specific thing?

What is the real breakthrough?

Once the breakthrough has happened, what's going to be needed by this person?

If you specify all of it.

Yeah.

So I help people live their dream.

What does it mean?

Which dream are you going to focus on?

Okay.

I'm helping people to start their own business.

Cool.

Then you're a business coach.

Love it.

Go ahead.

Specificity is the number one thing.

Sales calls is the best place where you can ask them and really figure out what it's all about for them.

Yeah.

Because it doesn't matter what you have for sale if no one wants to buy it.

So if we take it down to three keys for you to master, I would say you would probably not master them in your first six figures, but you'll get very close to the first one.

Is your lead gen. You need to know how to get people interested in you and your brand.

And that means you do your organic content.

You need to get a lead machine so you'll get people interested in what you do.

Meaning talk to the right people, understand who your people is and talk to them in the right way.

Second thing is convert.

You need to know how to convert and that means you need to know how to communicate.

You need to have DM scripts so you know how to move people, how to get them want to move forward, not Focusing on, hey, you want to get a sales call, you want to buy my stuff but have them to want to be closer to you.

You need to have a clear scripts for your sales for your dming.

You need to book people in, get massive loads of offers out there to the right people and you need to know how to convert on sales calls.

You really need to practice and know how to close on sales calls.

Can I add a secret sauce to that?

Just like a real pro tip.

Yeah.

Is you're never going to be able to do this without a tremendous extra effort unless you hire someone to do it together with.

You need help.

You can't do it on your own.

No.

But not from the beginning.

You need to understand it before you can give it away.

Or are you talking about something?

I'm talking about get a coach.

Okay.

I thought you were talking about like.

Outsourcing this because I'm afraid to hire people.

No, no, no.

It's not the time to hire.

It's the time to master.

It's the time to lear that.

You need a coach and you need a specific coach.

You need a coach that can tell you how to take you from A to B, step by step, with specificity.

Way more clear than you would ever be able to specify it yourself.

Yeah.

Because if you haven't made six figures before, well, you don't know.

We're talking about half a year.

Six figures in six months, seven months.

Eight months, Everyone can do that.

You should look to invest between 20 and €25,000 in something like that for a journey of, let's say between 1800 and €2500amonth.

I have great insight in what the marketplace and I've tried all the offers I've bought great stuff.

I've obviously built what I think is the best thing.

Bottom line, we would never have been able to do this unless we have the great help that we've got had through this journey.

Thanks to us investing in us.

We are going to meet with 300 people who are doing over a million a year next week in Mexico.

I want to take up the third pillar because we talked about have a system to attract the leads all the time.

So that's the first key.

First, second key, conversion, conversion, third key.

And third key is your delivery.

Yeah.

You can fool people in the beginning, but if you want to have a sustainable, growing business, you make sure your delivery is not where you spend the most of your time.

So you need to have a model for delivering big results and real results to your audience.

So they are Winning at the same time as you are not spending all of your time in delivery.

Delivery, it's about 20.

I think people are surprised how little time is in delivery compared to marketing and sales.

Especially in the beginning for you as the owner of the business.

Yeah.

Because you need to get to the place where you get someone to deliver to.

Otherwise it doesn't make sense.

And then it's about first understand how you make sure your clients are winning and then you make sure that how can I do it in a way where you don't need to be the one who's doing this one on one all of the time?

Yeah.

And the good news is if the most coaches love the delivery so they tend to spend more time in the delivery in their business.

It's both good and bad news.

Because good news is that you love it, you love your people.

That's great.

Bad news is that you're not going to spend time in marketing and sales, which means you're not going to grow.

But the good news is this, because marketing and sales is 80% of the work, once you've mastered it, you're going to be able to give it away.

Yeah.

And you're going to be able to have other people doing it for you.

And you have that kind of business.

Where you, you need to show up, create content and you need to do all those kind of things, but the rest of the time you can spend with your people.

Yeah.

And that's a great reward.

So we actually created a training, we have a step by step training on what this would actually look like.

You find the link down below here and besides that, like make sure if you like this episode, click like and subscribe and we'll see you next week.

And we'll see you in the next episode.

Sam.