1 00:00:00,080 --> 00:00:03,760 So in planning this celebration in a few weeks, I 2 00:00:03,760 --> 00:00:07,520 want to launch the family membership option 3 00:00:07,520 --> 00:00:11,225 for people My goal is to get 20 families to 4 00:00:11,225 --> 00:00:15,065 sign up. Do I launch it on that day, or 5 00:00:15,065 --> 00:00:18,180 do I give my existing practice members 6 00:00:18,800 --> 00:00:22,100 lead time in being able to purchase that. 7 00:00:22,400 --> 00:00:26,215 And whenever I launch it, I need to brainstorm 8 00:00:26,355 --> 00:00:29,955 some incentives for them to be, like, 1 of the first 9 00:00:29,955 --> 00:00:33,655 20, or do I say that one of the first 10, get an extra 10 00:00:33,875 --> 00:00:37,720 bonus, or what are your thoughts What is your capacity for 11 00:00:37,720 --> 00:00:41,560 this offer? Is 20 your limit? No. But that would be, like, 12 00:00:41,560 --> 00:00:45,135 just about, like, 40% of my time and about 13 00:00:45,135 --> 00:00:48,975 40% of my income. So I think that then leaves 14 00:00:48,975 --> 00:00:52,550 space to do individual memberships 15 00:00:52,770 --> 00:00:56,210 and a la carte. And I don't wanna make it 16 00:00:56,210 --> 00:00:59,815 confusing, but I wanted to have the family 17 00:00:59,815 --> 00:01:03,415 membership option or the individual membership option. I 18 00:01:03,415 --> 00:01:07,255 wouldn't share it, but I would have also, like, a two person option in case 19 00:01:07,255 --> 00:01:10,780 someone is coming in, they don't only have 2 people in their family, whatever. 20 00:01:10,920 --> 00:01:14,600 And then if they wanted to buy a la carte 21 00:01:15,160 --> 00:01:18,825 because the membership would only cover 2 visits a month per 22 00:01:18,825 --> 00:01:22,265 person. And so if they wanted to come in for 23 00:01:22,265 --> 00:01:25,945 additional visits, I wanted to also have a package that they could 24 00:01:25,945 --> 00:01:29,560 offer at a discounted rate versus doing an a la carte but, yeah, I just 25 00:01:29,560 --> 00:01:33,020 don't wanna make it super complicated. And then, one point, 26 00:01:33,320 --> 00:01:37,160 Jackie has suggested that if they were gonna buy it, then 27 00:01:37,160 --> 00:01:41,005 have a buy in full incentive where they would get 1 month free. 28 00:01:41,145 --> 00:01:44,505 But in addition to that for being, like, 1 of the 29 00:01:44,505 --> 00:01:47,850 first 20, 1 of the first 10, something like that, 30 00:01:47,930 --> 00:01:51,690 any thoughts on what would be a good incentive and then 31 00:01:51,690 --> 00:01:55,465 when I should launch it. Yeah. Okay. So let 32 00:01:55,465 --> 00:01:59,305 me go back to the original question around current clients and then at 33 00:01:59,305 --> 00:02:03,085 the event, right, if I understood you correctly, was the question 34 00:02:03,490 --> 00:02:07,170 Should I promote and sell this family membership to my 35 00:02:07,170 --> 00:02:10,930 current clients prior to, like, revealing it at the 36 00:02:10,930 --> 00:02:13,795 birthday party? Was that the question? Correct. 37 00:02:14,334 --> 00:02:17,474 Okay. What anticipated percentage 38 00:02:18,655 --> 00:02:22,334 of your audience at the birthday party will be totally new 39 00:02:22,334 --> 00:02:25,920 versus current clients. Do you know? I don't know. I 40 00:02:25,920 --> 00:02:29,280 haven't actually even sent out the invitation yet. I was gonna send out this morning, 41 00:02:29,280 --> 00:02:33,105 but as part of that, I wanted to include some of the 42 00:02:33,245 --> 00:02:37,005 verbiage on this stuff. So, obviously, our businesses are 43 00:02:37,005 --> 00:02:40,420 very different, but what I shared with our 44 00:02:40,420 --> 00:02:43,960 academy earlier today is that obtaining 45 00:02:44,100 --> 00:02:47,620 new clients, the conversion rate to a sale 46 00:02:47,620 --> 00:02:51,415 is much lower and much harder than 47 00:02:51,415 --> 00:02:55,015 selling internal clients. Right? So what 48 00:02:55,015 --> 00:02:58,390 you're proposing is exactly what we do internally. So just to give you 49 00:02:58,390 --> 00:03:01,990 perspective, Angelie, when we go to market and we try to sell to the 50 00:03:01,990 --> 00:03:05,705 public, the LinkedIn method academy, the conversion rate 51 00:03:05,705 --> 00:03:09,145 on that to a cold audience is about 1 a half to 52 00:03:09,145 --> 00:03:12,665 2% purchase. Once we get 53 00:03:12,665 --> 00:03:16,160 them, And then we pitch them business basics, the 54 00:03:16,160 --> 00:03:18,980 conversion rate goes up to between 25 33% 55 00:03:20,160 --> 00:03:23,975 that an internal client then buys the next thing. And so 56 00:03:24,195 --> 00:03:28,035 what we've decided as a business, you guys have probably 57 00:03:28,035 --> 00:03:31,850 noticed, to this day, we haven't run any ads and we 58 00:03:31,850 --> 00:03:35,530 haven't pushed really hard publicly on business basics or our 59 00:03:35,530 --> 00:03:38,750 mastermind. We actually sell the hell out of it internally. 60 00:03:39,275 --> 00:03:42,955 Right? And then when there's spaces additional, we then 61 00:03:42,955 --> 00:03:46,475 sell it. Right? So, like, we just did our business 62 00:03:46,475 --> 00:03:49,700 basics launch, and sold 20 seats into our business basics 63 00:03:50,320 --> 00:03:53,760 with internal clients. And we did the same thing with a 64 00:03:53,760 --> 00:03:57,435 mastermind. Believe it or not, we've actually already sold 2 seats into the mastermind 65 00:03:57,495 --> 00:04:01,175 next year, but my point is it's very valid to 66 00:04:01,175 --> 00:04:04,910 consider kind of a presale to your internal clients. and 67 00:04:04,910 --> 00:04:08,370 see what you get. I think the question would be, what does that 68 00:04:08,830 --> 00:04:12,145 presale look like? How do you market it? How do you create urgency 69 00:04:12,365 --> 00:04:15,905 around it, how do you get people to take action before 70 00:04:16,045 --> 00:04:19,584 you do go to market sale with your celebration 71 00:04:19,805 --> 00:04:23,540 event, right, So, yes, I think you should totally do it. I do 72 00:04:23,540 --> 00:04:27,300 think there's probably some organized marketing you wanna do around 73 00:04:27,300 --> 00:04:30,840 that at your practice through email or text. However, you communicate, 74 00:04:31,445 --> 00:04:34,885 I know my chiropractor that, I mean, we're on. They send us text messages like 75 00:04:34,885 --> 00:04:38,185 every day. I don't know if you can you interact with them through SMS. 76 00:04:38,740 --> 00:04:41,940 And then the incentive. Right? Like, what do they value most? I know you and 77 00:04:41,940 --> 00:04:44,420 I, I think we talked about this last time, and we had a coaching call 78 00:04:44,420 --> 00:04:48,020 is like surveying them. what do they value most in the 79 00:04:48,020 --> 00:04:51,745 practice? that you could gift them that would incentivize 80 00:04:52,044 --> 00:04:55,885 them. So for instance, slightly parallel to your 81 00:04:55,885 --> 00:04:59,520 practice, but similar model, the chiropractor I go to also 82 00:04:59,520 --> 00:05:03,199 does deep tissue massages. They have therapists there. And 83 00:05:03,199 --> 00:05:07,004 if I buy a bundled package, it's significantly 84 00:05:07,305 --> 00:05:10,985 less than if I pay per session. But it's 85 00:05:10,985 --> 00:05:14,489 also great for their therapist because it's like booked business 86 00:05:14,709 --> 00:05:18,469 and recurring revenue in the practice. Right? So every time 87 00:05:18,469 --> 00:05:21,895 I go to check out, I just buy another 12 sessions. which is why I 88 00:05:21,895 --> 00:05:25,655 go every Wednesday. So is there a way that you like 89 00:05:25,655 --> 00:05:29,435 sweeten that? Right? What can you sweeten the pot on 90 00:05:29,735 --> 00:05:33,430 with them purchasing the membership, creating urgency around it. So 91 00:05:33,430 --> 00:05:36,550 I would create a deadline on it. Like, you can do a pre deadline. You 92 00:05:36,550 --> 00:05:40,069 can even say, give them this early bird special that ends on this 93 00:05:40,069 --> 00:05:43,314 day, before your celebration party. 94 00:05:43,534 --> 00:05:47,055 Right? You could even make it the day or 2 before the celebration party. 95 00:05:47,055 --> 00:05:50,870 Right? Right. And then by all means, we 96 00:05:50,870 --> 00:05:54,710 love a a pay in full bonus. When I say pay in full bonus, it's 97 00:05:54,710 --> 00:05:58,275 more like, plus it's booked business, right, if they pay for 98 00:05:58,275 --> 00:06:01,574 6 months' worth of therapy in advance, 99 00:06:01,955 --> 00:06:05,474 just like I was saying with the massage therapist, like, I get a significant savings. 100 00:06:05,474 --> 00:06:08,880 So I love that. and it creates a steady revenue 101 00:06:08,880 --> 00:06:12,080 stream, you know, book of business. Even if they don't show up, you got the 102 00:06:12,080 --> 00:06:15,785 cash in the bank. Right? yeah, the massage therapist in 103 00:06:15,785 --> 00:06:19,625 the office is an independent contractor. She just runs out space. I know she's an 104 00:06:19,625 --> 00:06:23,065 independent contractor, but you could still contract her out. Could you make the buy now 105 00:06:23,065 --> 00:06:26,430 bonus something along the lines of, like, a massage, 106 00:06:26,890 --> 00:06:30,730 and then you just comp her, like, you pay her, or is that outside the 107 00:06:30,730 --> 00:06:34,315 realm of -- Oh, yeah. That's true. They could get an extra 30 minute 108 00:06:34,315 --> 00:06:37,995 massage or something. So, like, in our business basics, we've had 109 00:06:38,315 --> 00:06:41,455 or even in the or in the mastermind a couple years ago, 110 00:06:42,260 --> 00:06:46,100 people who paid in full got, like, Jackie built them something on 111 00:06:46,100 --> 00:06:49,395 the back end, and then I just paid her the extra hours. They, like, she, 112 00:06:49,395 --> 00:06:52,835 like, built an opt in. And I paid her. Right? But it 113 00:06:52,835 --> 00:06:56,595 was, you know, it was a $15,000 investment to come 114 00:06:56,595 --> 00:07:00,370 in the mastermind, and then I paid Jack a couple extra hundred bucks to do 115 00:07:00,370 --> 00:07:04,130 something for the client, and it was a win win for everybody. Right? 116 00:07:04,130 --> 00:07:07,785 Yeah. Yeah. That's a good idea. I can I can bad in 117 00:07:07,785 --> 00:07:11,465 massages and who doesn't want massages. So -- People love I know. Right? 118 00:07:11,465 --> 00:07:13,162 People love massages. Right?