00;00;03;23 – 00;00;31;28

Lauren Brollier Newton

Welcome to the abundant coach. I’m your host, Lauren Brollier Newton. This is a weekly podcast about creating full spectrum success with a thriving coaching business, while making a profound difference in the world. Each week, you’ll discover insights, strategies, and inspiration to help you attract your ideal clients. Facilitate real transformation in their lives, and grow your coaching business while living your purpose with true freedom and fulfillment.

 

00;00;32;01 – 00;01;07;08

Lauren Brollier Newton

All right, well, welcome back to the Abundant Coach. And of course, I have a good one for you today. Fangirling a little bit over here secretly as I get to introduce our next, guest. So I get to interview today, Lisa Sass, which she is known as the Queen of sales conversion through her company, the Invisible Clothes, she has generated more than get this listen up $50 million in sales and has helped more than 15,000 clients in 134 countries to earn more doing what they love without that feeling of being pushy or salesy.

 

00;01;07;08 – 00;01;26;15

Lauren Brollier Newton

And I know many of you have told me that’s one of the things that hold you back up until now. So Lisa has really going to help us out with this today. The Invisible Clothes has been honored to be in the Inc 501 of Inc Magazine’s fastest growing privately held companies. Two years in a row, number 24 women owned businesses.

 

00;01;26;15 – 00;01;39;10

Lauren Brollier Newton

That’s insane. Insane in a good way. Her mission is to help people make the difference. They know they were put here to make and to make great money while doing it. So sign me up, Lisa. I’m in. Welcome to the Abundance Coach.

 

00;01;39;12 – 00;01;48;29

Lisa Sasevich

I would love to sign you up. Shall we take a moment and do that now? Yeah. Part. All right. That’s how it works, guys.

 

00;01;49;02 – 00;02;07;10

Lauren Brollier Newton

Exactly. So I mean, yeah, just just, I feel so honored and blessed to have you on the show, because I know one of the things that holds a lot of our coaches back up until now is that many of our coaches come to us and become certified as life coaches because they have a giant heart for helping people.

 

00;02;07;12 – 00;02;27;01

Lauren Brollier Newton

And then when they find out they have to sell, quote unquote, right, they have to do sales. It can feel, almost like a disconnect for them. So what I’d like to start with is I’d actually like to hear how you got into sales, and then we can help our coaches reframe their mind around what really sales means and how they can do it.

 

00;02;27;01 – 00;02;31;12

Lauren Brollier Newton

So how did you way back in, the way back, get into sales?

 

00;02;31;15 – 00;02;52;24

Lisa Sasevich

A good question. And also I appreciate being here. You know, I did want to say and I will jump to your question, but there is such a mutual admiration between my campus and yours. I am also a fan girl of the Dream Builder Work and Brave Thinking Institute, and the whole beautiful family that is, you know, part of making that possible for everyone.

 

00;02;52;24 – 00;03;10;22

Lisa Sasevich

And back in the early days, when I got started over a decade ago, some of the first people in my audiences that were sitting there taking copious notes, right. And these are now the people where we are like, oh my God, I want to do it like you do. You know, it was Mary and was John and was rich and was Jennifer.

 

00;03;10;25 – 00;03;48;18

Lisa Sasevich

Right. And it’s just like the whole family was there. And so. And Matt, of course, and, and in reverse, you know, I have been to Dream Builder live numerous times. Three years ago, I made a three year vision for myself and this December. So at the time that this is airing, we’re just moments away from the end of the three year vision that I created and every single thing on it, including like a surprise trip to Morocco in June, like Morocco, was an unchecked thing on that three year visit, vision and boom, I was in Europe and a client said, hey, I’m having a retreat in Morocco, come speak.

 

00;03;48;24 – 00;04;14;24

Lisa Sasevich

And the next thing I knew, I couldn’t believe it, you know, because the work I did at Dream Builder, I was always of standing in Morocco, completely not on my itinerary. And so I just want to say just so much mutual advent admiration and the fact that our work on helping make your offer so irresistible, that we could have all of you here with us today, the fact that I get to be a pebble in the pond of the amazing work that you guys do, like, it’s just it.

 

00;04;14;25 – 00;04;17;12

Lisa Sasevich

This could not be a better hour for me.

 

00;04;17;14 – 00;04;36;02

Lauren Brollier Newton

You said yes. First of all, it brings tears to my eyes knowing how Dream Builder Live supported you and your vision. And I want to just note something to the audience really quick based on what you just shared. So our faculty have all been students of Lisa’s work. Lisa’s been students of our work. And I know it’s easy to think, oh, Lisa’s done 50 million in sales.

 

00;04;36;02 – 00;05;02;20

Lauren Brollier Newton

Lauren built a multi million dollar business and think somehow when you get to that level, there’s no longer a problem or a dream or a wish. And I want you to notice how our entire faculty and Lisa are continuing to grow and continuing to have support. So it’s not like, oh, you’ve reached a certain level and all the fears go away and you know how it all works out and you don’t any longer need support like all of us are where we are because of a willingness to grow.

 

00;05;02;22 – 00;05;21;07

Lauren Brollier Newton

And so thank you for presenting that, Lisa. And I’m just thrilled. Thrilled. Yes. This is such a fun hour. So yeah. So tell me how you get to start in sales. And maybe this is maybe this is, like a well, and obviously what I’m going to say is a stereotype, but when I think of a sales person up until now, I think of a man.

 

00;05;21;10 – 00;05;33;27

Lauren Brollier Newton

And I don’t know if that’s something that other women hold, like, oh, that’s something men do or that’s a thing. So now here’s a woman who’s generated 50 million teaching sales. So like, just tell me how you got your start in terms of like.

 

00;05;33;29 – 00;05;50;04

Lisa Sasevich

Being aligned with industry. I appreciate it, I appreciate it. And, you know, all of that that huge growth spurt that started when I was about 40 years old, you know, you know how it is overnight. You’re a you’re a what is it. You’re an overnight success after like all the years before. So, you know, over a decade ago and I was 40.

 

00;05;50;07 – 00;06;09;03

Lisa Sasevich

It’s really when the Lisa starts off, it’s invisible clothes brand took off. Prior to that, I was one of those very rare people that actually goes to college for the thing that I’m doing. So I did go to San Diego State, and I got a marketing degree, and I still, you know, doing a lot of marketing. So I know that you don’t hear that much, but I actually did.

 

00;06;09;07 – 00;06;26;25

Lisa Sasevich

Yeah. And so I work a lot in corporate. I was, I worked in Hewlett-Packard. I worked for like, big companies. I was on the launch team for Viagra, with Pfizer. So, like, we went around and made it normal to talk about erectile dysfunction. I mean, so there’s a lot of marketing to that. And, got it on the formularies.

 

00;06;26;25 – 00;06;47;04

Lisa Sasevich

And, you know, those were, you know, interesting conversations. And we were really bringing a whole new conversation to market. You know, many of you are bringing a whole new way of thinking to market. So I think you can relate. And so I was in corporate out of college and, and doing well, I just, I had this side of me that was also really in love with the personal development world.

 

00;06;47;06 – 00;07;13;16

Lisa Sasevich

I think it came as a result of my mother passing away when I was young. I was about 20 years old when my mother died of cancer. And I just was like, kind of looking for that parenting, like, who’s going to show me the way now? And so I fell into personal development and all kinds of great stuff, from Landmark Education to Tony Robbins, you know, and just the people who’ve influenced who I became as a, you know, a conscious on purpose human being.

 

00;07;13;18 – 00;07;33;28

Lisa Sasevich

And what I noticed is that while working in corporate, but I’m over here in personal development and that’s where my passion was. That’s where I was actually selling all the time. Like telling my friends, telling my family, wanting them to come and do these courses and have this amazing experience, you know, and dream builder, I would put in that category of, you know, a personal development experience that just changes the market.

 

00;07;34;04 – 00;07;55;22

Lisa Sasevich

It’s like a line of demarcation that changes your life forever. There’s like before Dream Builder and after Dream Builder, right? So I’m 20 having that experience. And you know what? I’m pushing my bedroom mats on the side for Pfizer. But what I’m really doing is trying to enroll people into these personal development places. And what I noticed is that in a lot of those courses, they were it’s an intangible right there.

 

00;07;55;22 – 00;08;14;02

Lisa Sasevich

You’re selling this thing that’s hard to describe, you know, trying to tell your friend about Dream Builder or your spiritual services or, you know, all the things we do there, what we what what almost all of us have in common, especially if you’re in life coaching. Any kind of coaching is that we are technically selling intangibles. That’s right.

 

00;08;14;05 – 00;08;37;21

Lisa Sasevich

For corporate. I’m, you know, for Hewlett-Packard, I’m selling printers. And for Pfizer, we’re, you know, selling different kinds of pharmaceuticals. But in the personal development world, all of a sudden, I’m having this experience of like trying to sell something that I can’t I’m not shipping a box. And so to describe it, I’m trying to find the words to explain it, and get it over the bridge so that the ideal client.

 

00;08;37;21 – 00;08;57;10

Lisa Sasevich

Right, the person I care about can come and say, yes, you know, I’ll give you my credit card and I’ll put it on my calendar. That’s how we know we’re committed to something, right? It’s on our credit card and it’s in our calendar now. So I was finding it really hard, and I was noticing that the personal growth companies that I love were doing a really poor job of trying to do it themselves.

 

00;08;57;13 – 00;09;21;26

Lisa Sasevich

So they would invite people to these intros and then people would leave, really turned off like that was pushy. They were using pushy sales tactics, you know, they knew there was a truth in what they knew that if they didn’t get that person registered right there when they were at the intro or when they were at the event, or when they’re talking to you, life coach on the phone, if you don’t get them registered in that moment when they’re open, the chances of doing it later are very slim.

 

00;09;21;26 – 00;10;01;18

Lisa Sasevich

Yes, and it’s very time consuming. More, you know, it’s going to go on some sticky note in a pile on their desk, and it’s going to go in your annoying follow up where your worst self comes out, because you’re sending that fifth email and pretending like it’s casual. And it’s just, I hated that part. So it was really like my desperation to figure out, how can we enroll people into this intangible side of our services, you know, without being pushy or salesy, but still have it be an on the spot, yes or no and on the spot decision, because I did know that if we didn’t get them while they were hot, when they were

 

00;10;01;18 – 00;10;21;22

Lisa Sasevich

open, when they were in the possibility that the door of possibility closes up. Right? And I mean, think about it. How many times have you been somewhere where you’re like, this is so great, I’m going to do this. Oh my God. And then, you know, you don’t sign up right there. You go to lunch at home and you’re like, what was I thinking?

 

00;10;21;22 – 00;10;46;06

Lisa Sasevich

I’m so busy. And in my case, I was a single mom with, you know, three and a five year old while I was building all this. And you’re just like, you know, what was I thinking? Maybe I’ll do it next year. Yeah, maybe I’ll do it later. And a lot of you, I would guess, you know, have had this experience where you’re talking to someone and it is the perfect person and you’re just, like, drooling inside because you’re like, oh my God, this is what I live for.

 

00;10;46;12 – 00;11;10;00

Lisa Sasevich

This is the person I’m going to help her. And, and they love you, but they don’t buy from you. Yeah. It’s like a someday maybe or let’s do LA. Now, this is what I think. Like the. It’s the worst you are in follow up mode. You are in pursuit mode. And it’s almost like you care about their transformation more than they do, because that that door of possibility closed.

 

00;11;10;06 – 00;11;13;01

Lisa Sasevich

Yes. Can you relate what I’m talking about?

 

00;11;13;04 – 00;11;31;09

Lauren Brollier Newton

From all the years of doing this, I, I can feel the as you’re describing it, I can literally feel the ick that I felt if I got into that, like sort of beseeching afterward, like, oh, I didn’t do something right now, maybe I can catch them on the on the other side kind of feel, and it just doesn’t feel expansive.

 

00;11;31;09 – 00;11;48;14

Lauren Brollier Newton

If it doesn’t feel life giving and then you think you’ve messed up and then you start blaming yourself and and then yes, to the wanting it more than they do all the things. And I think to speak to the intangible that you’re talking about. I mean, the great thing at Brave Thinking Institute, I got certified here. So I never did any selling before Brave Thinking Institute.

 

00;11;48;14 – 00;12;14;15

Lauren Brollier Newton

So they gave us a lot of tools in order for the conversation to feel easier. So I’m very grateful for that. With that said though, when you’re just out and about trying to figure out how to share your services and it is that intangible, what I have found is you start slipping into sort of the jargon of the industry, overcome your limiting beliefs and, you know, your spiritual being and this and that, and then the person you’re talking to is like, what is she actually talking about?

 

00;12;14;15 – 00;12;32;18

Lauren Brollier Newton

Because when they’re waking up in the middle of the night facing the problems they’re facing, they’re not saying, I think I need to overcome my limiting beliefs. You know, it’s like, so it’s like we know the jargon, we know the inside story. But like trying to describe that intangible up to someone else can feel very tricky. So I’m with you on all of this.

 

00;12;32;21 – 00;12;55;21

Lisa Sasevich

Well, we call there’s keys in, so, so so what I ended up figuring out, and I didn’t. I didn’t know I was figuring this out while I was figuring out. In hindsight, I can see that that was all. My lab is now organized systems for how to make your offer and, you know, to sell your intangible and what it came down to what I figured out.

 

00;12;55;21 – 00;13;22;12

Lisa Sasevich

You know, again, just being that person that wanted everybody to do the courses that I was doing, all of the personal growth, the life coaching, is that if you have an offer that is truly irresistible and you know how to speak about it in the words that your ideal client actually uses, like the words that are circulating in their head already, you have an irresistible offer and you know how to say what you do, right?

 

00;13;22;12 – 00;13;39;27

Lisa Sasevich

You don’t actually need to learn to sell. I have to go sign up for sales training. You know, we may be seen as a sales training company, but we are a structure company. We are teaching you. How do you make structure your offer so that it’s truly irresistible? How do you find the exact words to say what you do?

 

00;13;39;27 – 00;14;02;16

Lisa Sasevich

So they ring like a dog whistle? That perfect pitch, your ideal clients ear. And when you have those things, plus a few more elements that I’m happy to, you know, talk about with you today, then you have what we call nailed your offer. So we and we’ve put this into what we call the nail your offer system. And it’s not a good way to make sure that you are hitting the markers that people need.

 

00;14;02;16 – 00;14;24;01

Lisa Sasevich

Yes, actually, in order to understand your offer. And, you know, for the right ones, we don’t want everyone, right? I just want 100% of the right ones, you know? And so, you know, when you learn how to make irresistible offers, then you don’t need to go into pursuit mode. You actually get to what we call invite pursuit, right?

 

00;14;24;01 – 00;14;37;29

Lisa Sasevich

When the offer is irresistible. Your ideal client will thank you for it. They’ll be like, I have totally been looking for someone to help me figure out what my next career is going to be. Thank you for saying that. You know.

 

00;14;38;01 – 00;14;53;18

Lauren Brollier Newton

Great is when you hit the nail on the head with the irresistible offer. They’re thanking you for the conversation you’re having with them. They’re thanking you for the offer. It’s so such a difference. So yeah, let’s get into that. So what are the ingredients of what you call the irresistible offer?

 

00;14;53;21 – 00;15;14;08

Lisa Sasevich

Yeah, I appreciate the question. I am such a one trick pony. Like it’s been, you know, almost 15 years that I really just boosting sales using irresistible offers is my thing. And the beauty. And this is a tip, picking. I call it pick a horse and ride it. You know, like, as a life coach, stay in your lane, whatever that thing is that you want to specialize in.

 

00;15;14;08 – 00;15;40;10

Lisa Sasevich

And that’s all part of what nail your offer helps you figure out, right? Because you got to nail the offer in that. Stay there. Because me having stayed, you know, I’m known as the queen of sales conversion. I’ve been talking about boost sales using irresistible offers for 15 years. So I don’t have, you know, my phone rings ten times a day with opportunities to speak, be on podcast, you know, because people know who to call when you’re using your business card every day.

 

00;15;40;16 – 00;16;02;17

Lisa Sasevich

You know, it’s like it’s a little it makes it harder. And to to market yourself and to be what I call known for something that you really want to find that known for and stay with it. And that is a piece of having an irresistible offer, is that you’re the expert. You’re the known for you. I have seen the back end of all the offers of the people you guys love.

 

00;16;02;20 – 00;16;21;05

Lisa Sasevich

The big names have all been my VIP clients or done my digital courses, from Brian Tracy’s to the you know, the all of went all the health policy, you know, the personal growth leaders like the you know, just the amazing people that were my mentors have been my clients. And I’ve seen the back end of the offer.

 

00;16;21;05 – 00;16;30;04

Lisa Sasevich

So people know, like, oh, you knows what really works. You want to do that, pick a horse and ride it. Okay. So that’s just a little like a side note.

 

00;16;30;06 – 00;16;37;08

Lauren Brollier Newton

So one of the things I see sometimes with our coaches, like I observe, I’m like the schoolmarm. So I know all of our coaches, we’re all friends on Facebook and there’s.

 

00;16;37;08 – 00;16;43;23

Lisa Sasevich

Nothing barmy about you. So I don’t know, there’s no schoolmarm over there. I’m just saying.

 

00;16;43;25 – 00;16;57;18

Lauren Brollier Newton

I want to meet all of our coaches are doing. And I’m kind of like, I’ll see them and I’ll be like, okay, good. They’re doing what we said. And I’m like, oh, what are you doing? So as I look, sometimes what I see is this there when you said, pick a horse and ride it, it’s like they’ve got the whole rodeo going on.

 

00;16;57;21 – 00;17;14;15

Lauren Brollier Newton

And one day they’re talking about this, and one day they’re talking about that. And what I think it does, and tell me if this is correctly so. But I think it one, the audience doesn’t know what to do with you because they don’t know, like you said, what you’re known for. So they don’t know what action to take with you because you’re, you know, riding all the horses in the rodeo.

 

00;17;14;17 – 00;17;31;29

Lauren Brollier Newton

And then the second thing is, I think it actually kind of, I don’t want to be like, alarmist about this, but I think it actually breaks trust because it’s like yesterday you were talking about life coaching. Today you’re selling this, tomorrow you’re selling this. And then the audience doesn’t know that they can trust that you’re committed to your offer.

 

00;17;31;29 – 00;17;49;26

Lisa Sasevich

You’re right. Is it even that interesting to you now? Definitely. Definitely the case. Now I want to get into the elements of the irresistible offer. And if it’s okay, I have a blueprint that people can download that would actually be a place you can take notes on the things that I’m about to say. You can kind of be working through your own offer.

 

00;17;49;26 – 00;18;07;05

Lisa Sasevich

So if you’re if you’re driving or something, it’s okay. Like keep listening because this will definitely be turning on light bulbs right away. This doesn’t take long. The things we’re going to talk about and it’s so powerful. But if you do have if you’re if you are in front of a computer or your phone, if you go to Lisa sass.com.

 

00;18;07;05 – 00;18;32;00

Lisa Sasevich

So it’s Lisa Sass device. There’s no t anywhere. So you’ll see at the top of the website there’s a picture me red dress and it says download your irresistible offer blueprint. Now, and you can put your name and email in there, and it’ll come right up to you and it’ll give you our irresistible offer blueprint. That kind of we’ll go over the elements I’m about to cover.

 

00;18;32;02 – 00;18;47;26

Lisa Sasevich

And also some things I probably won’t have time to say. So I want to make sure you have that that gift. And, you know, we’ll send you information about things we have coming up from time to time. And if you ever don’t want that, I promise I will love you anyway. If you, you know, decide to jump off of our opted in list.

 

00;18;47;26 – 00;18;55;28

Lisa Sasevich

But I think you’ll like the stuff. There’s a your offer nugget every week to give you like little upgrades on how to sell more using irresistible offers.

 

00;18;55;28 – 00;19;11;20

Lauren Brollier Newton

Yeah, and I would recommend to everyone listening whether you can stop and do that right now or you’re going to do it when you get out of the car and get back to your phone, you’re definitely going to want to download it, because as our master coach, Kirsten Wells, would say, all energy requires structure to move effectively and efficiently.

 

00;19;11;22 – 00;19;20;24

Lauren Brollier Newton

So Lisa’s giving you a structure to move this through so you can really not just listen and go, that was a great podcast, but actually do the do that she’s going to share with you. Okay. So I love.

 

00;19;20;24 – 00;19;37;04

Lisa Sasevich

It. I have a shorter version. We we just say structure gives you freedom, right. And for a lot of people that don’t want to sell, you know it’s interesting. We kick off our nylons, we’re like, I’m leaving, I’m not wearing I’m going to do my own business. Right. And we I don’t want I’m not going to do the 9 to 5.

 

00;19;37;04 – 00;19;56;15

Lisa Sasevich

I can work any 80 hours of the week I want right. And, you know, we kick all that structure away. But if you don’t consciously replace it with new structures. Exactly to your point, Lauren. Then, you know, really, you people end up flailing and they’re making a lot of movement, but they’re like jumping up and down.

 

00;19;56;15 – 00;20;18;23

Lisa Sasevich

They’re not going forward. That’s right, that’s right, Rogers, that we’re moving forward and getting clients, making sales and being able to make the difference. That is really ultimately what we’re all. Yeah. Amen to your question. Yes. Go to Lisa sasquatch.com download the Irresistible Offer blueprint. And then these are some of the things that you’ll see. So first of all, I want to give you a little math equation so you can write this out.

 

00;20;18;23 – 00;20;39;05

Lisa Sasevich

I promise it’s the only math that we’ll do, but, there’s a difference between an offer and an irresistible offer. So we’re going to start just with what is an offer? Offer is made up of two parts. I want you to say offer equals. Okay. And then here’s the two parts. There’s the outcome or transformation that you provide.

 

00;20;39;07 – 00;21;00;20

Lisa Sasevich

Like in my case it’s selling without being salesy in sales. Irresistible offers. Those are the outcomes that come from working with me. Plus the other part of the equation which is what we call your service delivery, how you provide it. So your offer is the outcome or the transformation that you provide, plus how you provide it. Your service delivery.

 

00;21;00;23 – 00;21;22;04

Lisa Sasevich

Okay, that’s the math. Now, most people when we dive into this conversation about offers, they go like, if I was to call you Lauren and say, you know, I want to make an offer, I’m on this, you know, podcast tomorrow. You know, and what will follow that for most people is the service delivery. I’m thinking of a six month coaching program.

 

00;21;22;06 – 00;21;47;29

Lisa Sasevich

I’m thinking of a VIP day. I’m thinking of a digital product. Now, all those things, guys, I’m thinking of a, you know, 90 day, one on one coaching engagement. Those all fall offer equals. Those are not outcomes. Those are service delivery. And 90% of people 90% of the time when we go to make our offer, we default into talking about even thinking about when we’re designing it, the service delivery.

 

00;21;48;01 – 00;22;12;00

Lisa Sasevich

And now call comes. I’m just like, oh, good, I can’t wait to work with this person. I don’t know how, but like, please let them see the light and come and work with me because it’s going to change everything. So what we want to do is discipline ourselves to say, wait a minute, we’re not going to talk even about the service delivery until we talk about the first part of the equation, the outcome or the transformation that we provide.

 

00;22;12;02 – 00;22;34;16

Lisa Sasevich

Right? So the first part of, you know, we can’t even get to irresistible offer until all that is sorted out. Yes. Once we’ve distinguished, how do we find the words to describe the outcome or transformation from that? What kind of service delivery would actually deliver that transformation? Then we can talk about, okay, how do we make it irresistible so that when we say it, they want to buy it on the spot?

 

00;22;34;16 – 00;22;40;18

Lisa Sasevich

And that’s when we get into bonuses, limiters of all that fun stuff that I put in the category of irresistible offer.

 

00;22;40;21 – 00;22;41;04

Lauren Brollier Newton

Okay.

 

00;22;41;05 – 00;23;01;03

Lisa Sasevich

Love that. And we’re going back to offer. And so to answer your question, you know, the the starting is communicating your offer. We have to be able to communicate the outcome or the transformation that we provide. And that’s the first step in nail in your offer and the nail your offer system. I’m kind of walking you through our methodology and how you would do it, you know.

 

00;23;01;03 – 00;23;21;26

Lauren Brollier Newton

Yeah. So for life coaches, whether they’re brave thinking institute certified coaches or oftentimes more because we have a system, but oftentimes more as someone who is trained in a modality like NLP or RTT or something like that, there’s so many outcomes that they can have from their life coaching. It’s like I help and it can feel so broad.

 

00;23;21;26 – 00;23;36;23

Lauren Brollier Newton

Yes, because you help them live a better life, right? Or build their dream or. Yes. How would you help a life coach who can help so many aspects of life actually give an outcome that feels, yes, harmonious to the audience?

 

00;23;36;25 – 00;24;03;25

Lisa Sasevich

This is one of the most common questions that we get when people dive into the nail your offer system. The part called offer communication. Okay. And one of the first things we do and and I mean, so many of us out there, you know, including myself, we are like, jack of all trades, master of much. Right? There’s like so and we say like, I don’t know how to market myself because, you know, I’m a spiritual coach and this person, I’m helping find their second career.

 

00;24;03;25 – 00;24;08;00

Lisa Sasevich

And this one, you know, got off their addiction. And this one I’m saving their marriage. What do I do?

 

00;24;08;01 – 00;24;09;25

Lauren Brollier Newton

Right. Exactly.

 

00;24;09;27 – 00;24;31;16

Lisa Sasevich

We have an open communication process that we walk people through. I’ll give you some like idea about how it works and the, the bones of it is that we ask you a series of questions. They’re super simple. And you’re kind of what you’re doing is you’re looking at one client that you have helped who has been like a total success story.

 

00;24;31;19 – 00;24;47;23

Lisa Sasevich

Now, if you had people pay you, we want to pay a client. If you’ve never been paid and you’re just getting started, then you may have given advice free to someone. That was it. You helped someone and they were a total success story. You’re like, wow. And if you don’t have that, then option C is it’s probably you.

 

00;24;47;25 – 00;25;16;00

Lisa Sasevich

You’ve helped yourself and you’re a total success story. Whether you lost 100 pounds, saved your marriage, you know, exited your business or whatever it is. But but the first choice is that we would do this exercise with someone who really was the North Star. Like they were going like this in whatever area, and then they met you. And because of the advice that you gave and trust me, I know they’re doing all kinds of other things too, but we’re going to like, take a little we’re going to take all the credit on this.

 

00;25;16;00 – 00;25;35;06

Lisa Sasevich

Okay. But they weren’t like this. You helped them. You know, hopefully it was a paying client. That’s the best alternative. But the other ones work. And now and now they’re here and, you know, way up here. So we want to think about that person. And when we do this exercise, the biggest the way to not have it go great is to think about it.

 

00;25;35;07 – 00;25;53;11

Lisa Sasevich

Try to think about a group of people. So we need to think about one person. They have two eyes and a nose and a name. And we’re going to write their first name, okay. If there’s more than two eyes and one nose, we’re not doing it right. So then there’s a series of questions that we go through, and I’ll give you some ideas of some of them where we are really kind of like channeling that person.

 

00;25;53;11 – 00;26;11;10

Lisa Sasevich

Like I would channel, Matt Boggs. He’s been to our seminars. They are total success, right? They’ve learned so much. They’ve taken it all to like, a whole new level. So, you know, and I would I would ask myself some questions and a couple of the questions are really looking at like, what exact results did Matt have as a result of studying?

 

00;26;11;13 – 00;26;32;20

Lisa Sasevich

Neil, you’re off for work. Right. And it might look at what are some additional transformations that happened in their life because of that. And I’m filling up a page with words kind of channeling Matt. You know, he’s got that particular cool energy. And and a big question that is part of the stack is what would have been the cost to Matt had he not accepted my offer.

 

00;26;32;23 – 00;27;09;19

Lisa Sasevich

And that’s the one where we’re looking at this and we’re going further down the drain. And you have to, you know, in this case, it’s a success story. So they they didn’t get the divorce. They didn’t lose their children. They didn’t, you know, die of a heart attack. They didn’t have their bank but business go into bankruptcy. But you have to pretend the line kept going because guys this piece getting that down, we’re going to take that, all of that and we’re going to pour it further into the nail your offer system to be able to find all the words, all the copy, all everything you’d say in a webinar, everything you’d say from a

 

00;27;09;19 – 00;27;29;16

Lisa Sasevich

stage talk like, we’re going to use this first exercise and nail your offer a whole bunch of times. This is what you were referencing earlier, Lauren, this is what I call pillow talk. This is the stuff where we wake up groggy, we haven’t thought too much, and we turn to our partner and say, you know, I’ve got to get out of this dead end job.

 

00;27;29;18 – 00;27;39;19

Lisa Sasevich

We don’t say, I need a career transformation that’s going to give lifestyle and financial freedom, right? Like, because when we sit around and do marketing and try to name stuff, we come up with that.

 

00;27;39;22 – 00;27;41;01

Lauren Brollier Newton

Yes, exactly.

 

00;27;41;04 – 00;28;00;18

Lisa Sasevich

But when we post the headline, you know, do you need to get out of your dead end job? People opt in. Yes. So that’s the first part, guys, and I’m just kind of giving you some sprinkles of what you’ll find inside. Familiar offices offer systems that you can, you know, take these to the bank right now. And that’s all under the communicate your offer, the transformation to your question.

 

00;28;00;20 – 00;28;31;02

Lisa Sasevich

And now we have those words. And then we, you know, we go to the service delivery. How will we deliver that. And we have a, a whole process that we call. And these are very intentional words as you can tell everything I say, it’s like there’s intention behind the words. Called discover your unique branded system. So it’s unique because these are the steps that you in particular take to help that person with whatever those outcome laden words we’re like to help them get out of the dead end job.

 

00;28;31;04 – 00;28;52;22

Lisa Sasevich

Yes. So that person that you used for the exercise, that was your biggest success story, you want it to be a person where you’re like, I’ll take 100 more of those, or if I can have five a month of those right at whatever you’re charging, maybe it’s $5,000 for coaching. So if I could do 25,000 a month, like I would be hitting the goals that I’ve set for myself and being a life coach.

 

00;28;52;22 – 00;29;11;24

Lisa Sasevich

Yeah. With that income, I mean, I’d take it all day long, right? And helping in life coaching and making my own schedule a little. So so that’s we want to say, okay, if I can use that person as an example, extract those words. And then we use them throughout our marketing and we show you where to put them and how to use them.

 

00;29;11;24 – 00;29;37;24

Lisa Sasevich

They’re not your talk titles. They’re your free gifts. They’re your Facebook ads. You know, we can jump over all the years and agony people spend trying to find their avatar, their ideal client, their, you know, psychographic, their demographic. I’m like, okay, you know, give me 20 minutes in the offer communication work, and we will pull the words from an ideal client and send them back into the market to get you five a month more or 100 a year or 1000 or 1 million.

 

00;29;37;24 – 00;29;45;22

Lisa Sasevich

I mean, whatever your goals are, but like, it’s like a biopsy from, you know, the cells of the one that you want to clone.

 

00;29;45;24 – 00;30;02;12

Lauren Brollier Newton

All had I mean, we’re not supposed to have favorite clients, just like we don’t have favorite children. However, we’ve all had the clients that were like, they’re so great to work with. They’ve had such a huge transformation. They they take the feedback, they go out and apply it. And so it feels so life giving Lisa to think, oh, I could go out and get five more of those.

 

00;30;02;12 – 00;30;24;07

Lauren Brollier Newton

Great. Okay, so let me put on my objection hat. First, I want to overcome an objection okay. So I can hear I can hear in my mind some of our coaches saying, but if I pick. So like I picked a great friend of mine, her name is Kirsten. She’s a real estate agent and before she coached with me, she was having just that feeling of I must be doing something wrong or I just must suck.

 

00;30;24;07 – 00;30;40;20

Lauren Brollier Newton

Like that was her feeling. Because I’ve been in real estate for 18 years, and when she met me the first six months of the year, she’d only had one transaction. So I think about Kirsten. I loved working with her, so I think about her. So I’m a new if I was a new coach right now, I know the objection that’s going to come to some of our coaches, mind us.

 

00;30;40;25 – 00;30;54;23

Lauren Brollier Newton

But yeah, not every client is like Kirsten is a real estate agent with a transaction. So why are you having me? Just pick one person when I can help so many people. So help. Help that coach who’s having that objection get passed the, like profession? Real estate agent.

 

00;30;54;25 – 00;31;15;24

Lisa Sasevich

Yeah, because it’s not about the profession. There is something there’s like an a there’s an umbrella transformation. I call it. There’s something that if we did this over and over, you know, with the one who you helped save their marriage and the one who you helped avoid bankruptcy and the real estate agent, we would start to see that there are certain things, you know, maybe they’re feeling like themself again or they’re coming alive, or they’re reconnecting to their passion.

 

00;31;15;24 – 00;31;33;06

Lisa Sasevich

There’s there’s some there’s there’s things that are going to come up. And, you know, when you market to everyone and your guest from probably the last week’s podcast, Lisa Cherny, who is also, you know, a nail your office specialist, right. Like that, she’ll tell you when you know, when you market to everyone, you market to no one.

 

00;31;33;09 – 00;32;06;00

Lisa Sasevich

So we want to start there. And that DNA that we pull from that person will attract the other ideal clients. And so it’s not that we’re going to say, hey, realtors, because she’s a realtor, it’s going to be that, you know, have you whatever. I don’t know what would come out of it with Kirsten, but, you know, whether she, reconnected to her passion or started to, trust herself more, whatever that was, was the same thing, I promise you that you that you’ll get to, that you helped the person who saved their marriage or avoided bankruptcy.

 

00;32;06;06 – 00;32;23;18

Lisa Sasevich

But we have to get there through looking through the microscope versus what we are all trying to do on her own, without that structure and we’re just throwing out this marketing speak that is just wasting a lot of time and money and having us very busy, like I said. But for a lot of people, we’re jumping up and down.

 

00;32;23;18 – 00;32;40;28

Lisa Sasevich

We’re not moving forward. And so it’s worked 100% of the time. Whether someone has like bought the $500 nail your Offer digital course on my website and just done it alone, or they’ve paid $25,000, came here to my home in La Hoya, San Diego, you know, sat with me for the day. And we’ve done the same exercise, by the way.

 

00;32;40;28 – 00;33;03;23

Lisa Sasevich

I don’t change it. You know, it doesn’t matter. Like that same exercise week to find the words like that. And that’s another piece on the offer, is that once you get this system. So your steps in this part two right to get to how do you get that result or that outcome. Right. Yeah. Of of having the person feel renew their passion let’s say.

 

00;33;03;25 – 00;33;32;08

Lisa Sasevich

Yeah. What are the steps like what are the questions you ask? What are the exercise as you do what. And like the beautiful thing about being a life coach with BTI is they have already and I’ve had the privilege to train the PTI life coaches many times over the years and gotten to know you guys and run, you know, hold day seminars for you guys with Jennifer and all the things and like so I’ve seen like you guys actually have identified the unique branded system for how to get to those life coaching results.

 

00;33;32;08 – 00;33;53;05

Lisa Sasevich

And that’s that’s why you’re investing. It’s one of the many reasons that you’re investing in this certification is that certifications are putting all this work together for you and for you, a proven methodology. You could say we call it a unique branded system because it’s unique. It’s branded meaning it has a name and a system. It has an order.

 

00;33;53;08 – 00;34;16;21

Lisa Sasevich

But for some of you, you have your own thing. Yeah, you over and over and you get results over and over. But you’ve never really bothered to pick your own brain and all the system out and name it. And this, my friends, we’re going back to the beginning, is one of the keys that I figured out that makes our intangible feel tangible.

 

00;34;16;24 – 00;34;22;16

Lisa Sasevich

We turn it into a system the same way that you. What is the. Is there a name for the BTI coaching system?

 

00;34;22;22 – 00;34;28;17

Lauren Brollier Newton

They get trained and certified to train and coach the Dream Builder program. Okay. And so so they have them, they.

 

00;34;28;17 – 00;34;34;04

Lisa Sasevich

Get the system for how to train the right. So you’re getting handed that when you invest there.

 

00;34;34;05 – 00;34;43;18

Lauren Brollier Newton

Yes, exactly. You literally are getting handed the system that has helped more than 50,000 people worldwide know how to build a dream. And not just dream it up, but actually create it.

 

00;34;43;18 – 00;35;04;02

Lisa Sasevich

Unless Mary says, you know, it’s systematic, it doesn’t. Just like, you know, your dreams don’t come true, just on accident. Correct? Your of offers don’t just happen on accident. Yeah. In fact, you know, following in your footsteps. This is my newest project. I have built the Nail Your Office certified coach program, which I’m actually launching. Like this week.

 

00;35;04;08 – 00;35;20;09

Lisa Sasevich

So at the time of this, you know, the end of 2024, because I’ve been doing this so long and I tried to semi retire like five years ago and like, life wouldn’t let me guess what? Every company needs an irresistible offer and it’s never going to stop. And I’m one person and I wish I did it sooner.

 

00;35;20;09 – 00;35;45;01

Lisa Sasevich

But I’m taking my founding class right now of Nail Your Offer, a certified coaches for people who want to help entrepreneurs, experts, and companies to create their offer and make it irresistible. So everything I’m sharing with you is what you want to do for yourself as a life coach. Much of it is already done for you in your BTI certifications, and there’s a third level here.

 

00;35;45;01 – 00;36;02;19

Lisa Sasevich

If what I’m saying is like, God, I want to use her words. I want to use her system. I want to be able to go in and help coaches, you know, and experts and companies, big and small nail their offer. Now for the first time, you actually can be a nail your offer certified coach. This is actually the first place that I’m talking about it.

 

00;36;02;19 – 00;36;14;27

Lisa Sasevich

Like I’m launching it Wednesday. And I’m really. You guys are my idols for, like, the best certifications on the planet. Just know. You know that I’m like, bowing at your feet for how well I got.

 

00;36;14;27 – 00;36;18;15

Lauren Brollier Newton

And I saw that on your website. There’s actually a form that they can fill out.

 

00;36;18;15 – 00;36;40;29

Lisa Sasevich

Yes. If you go back to the same place Lisa sass.com, there’s like buttons across the top and edification, and we haven’t really notification list that you can just put your name. Right now I’m launching it to all my VIP clients, people who I’ve worked with my mastermind members. But if someone identifies themselves as being a, you know, a certified coach, I would absolutely welcome you into our founding class.

 

00;36;40;29 – 00;37;00;17

Lisa Sasevich

It’s a kind of like a ground floor opportunity. I mean, it is the foundation of having done 50 million in sales, which is hard for me to even like believe. You know, I was just like supporting my ex-husband through medical school, trying to raise two kids, more people to say yes to personal growth offers. And then I created this system and it it took off.

 

00;37;00;19 – 00;37;18;17

Lauren Brollier Newton

So I want to highlight two things that you said, Lisa, that I think are really important. One, I love how you said I tried to retire, but like, life wouldn’t let me. I believe when you have a calling, which so many, the way so many people find us is they have a calling to help people too. And what we know about having a calling is that it never goes away.

 

00;37;18;17 – 00;37;23;10

Lauren Brollier Newton

It’s not like you can shove it down and then be like, okay, I’m just going to ignore it. It always rises back up.

 

00;37;23;10 – 00;37;40;08

Lisa Sasevich

So it never it’s not like for some of you that are looking for your second act or your side gig, you know, like my right now I’m running with like, let me help you add 5 to 20 K a month to your bottom line. I don’t care if it’s a side gig a second act, whatever. You know, you’re already coaching people and they want to know how you succeeded.

 

00;37;40;08 – 00;37;50;22

Lisa Sasevich

And you’re like, okay, let me walk you through the nail your offer system. This is how it’s going to show you how you succeeded. Even if you didn’t figure out the system for how you succeeded. So, so yeah.

 

00;37;50;22 – 00;38;09;12

Lauren Brollier Newton

Yeah, yeah, it’s such a great it’s such a great thing for a coach, for a life coach who to add on, to be able to go into companies and help them nail their offer, to go to help other entrepreneurs, other coaches. Such a powerful thing. And I love what you said, Lisa, because here’s the thing about this is why Mary founded our certification 15 years ago.

 

00;38;09;12 – 00;38;20;28

Lauren Brollier Newton

Mary and Matt, she said she had this moment and maybe this is how it felt for you, Lisa. She had this moment where she realized, I’m never going to be able to get on enough planes or do enough workshops to help the people. I want to help.

 

00;38;21;01 – 00;38;40;26

Lisa Sasevich

If you’re listening, I’m raising my hand visually right now. If you’re just listening. Yeah. You know, I wasn’t trying to semi-retired because I didn’t want to keep helping. Like, I walk the world seeing where people are stepping over thousands and millions and where they’re missing the chance to really help people because the offer, you know, they everybody thinks they need more leads.

 

00;38;40;26 – 00;38;59;08

Lisa Sasevich

There’s probably a bunch of you that think you just need more leads. You need more eyeballs, you know? No, because if you’re not converting with an irresistible offer, that is a waste of time. It is that first thing you have to do. And then the funny little trick is that when your offer is irresistible, you end up getting more leads because you’re excited about it and you know who you’re looking for.

 

00;38;59;08 – 00;39;19;15

Lisa Sasevich

And so I just feel like the big, the big, the big trick or like the trickery that’s happening to coaches in the industry is they’re all believing they need they need more eyeballs. But if you don’t have your sales conversion machine dialed in with an irresistible offer, more eyeballs is just expensive and time consuming and frankly, deflating, right?

 

00;39;19;18 – 00;39;28;10

Lisa Sasevich

The more eyeballs. But they’re not. They love you, but they’re not buying from you. Yeah, I like that. There’s nothing that’ll give you imposter syndrome worse than that.

 

00;39;28;14 – 00;39;48;25

Lauren Brollier Newton

So interesting, because I was just working with our coaches today, and one of the coaches came on the call and she said, oh, she kind of she didn’t use these words, but her energy was like, I blew it because I just gave a talk to 80 people and I didn’t like, do the system like you guys do. And so now I’m walking away feeling like I missed an opportunity.

 

00;39;48;27 – 00;40;06;01

Lauren Brollier Newton

And it’s the worst feeling. And that’s what happens when that’s what happens when God bless or, you know, like I was like, oh, I feel for you. I’ve been there. But that that is truly like, it doesn’t matter if you have 80 people in front of you, if you haven’t dialed in exactly what we’re going to say and do and have in place with those 80 people.

 

00;40;06;04 – 00;40;23;18

Lisa Sasevich

Wait, you’re going to like, be prepared for the biggest chills right now, okay. On my screen next to this is my text string. You know, like all the days texts and slack and all the things. Right. Big screen. So one of Mary’s VIP clients, she’s done dream Builder and brought a ton of people. Her name is Jennifer Hoodie.

 

00;40;23;21 – 00;40;43;14

Lisa Sasevich

She’s here at the Vision Driven Global Institute. Her her own amazing company, of which I am also a student. She just sent me this text. I just can’t believe you said 80 people. Okay, I’m gonna read it. Okay? Okay. Thank you again for helping me nail my offer. I kid you not, the tweaks in the language we made to my five step system.

 

00;40;43;14 – 00;41;10;17

Lisa Sasevich

Are we talking about all this? Okay, have made the offer so much more irresistible and easy to talk about. One big win in action is 81 sales. You not with 230 ish people in the room. Wow. So 35% conversion attainable. Rush in the back, $80,000 plus in sales in 90 minutes. Not a bad day in the office for a JV talk.

 

00;41;10;19 – 00;41;33;07

Lisa Sasevich

Thank you so much. Seriously. So grateful for you. Felt so good. You hear you’re saying 80 and I’m staring at this thing. Who’s it like a dream builder, lifetime client. My friend Jennifer. I’m her client. She’s my client. We do that a lot with it, you know, with amazing people. And, literally, she had 80 sales from just tightening up the words.

 

00;41;33;07 – 00;41;58;15

Lisa Sasevich

That’s what we worked on. The words with the nail your offer system. And then we made sure. Here’s a tip. You guys okay. Each step of your unique brand of system, once you figure out what are the steps that you use to get that result over and over and how, you know, by the way, is that when people say, can I take you to coffee and pick your brain about how you xyzzy and you’re going to say, after you’ve done nail your offer, you’re going to say, you know, that sounds painful.

 

00;41;58;18 – 00;42;16;01

Lisa Sasevich

Here’s the good news. I’ve picked my brain for you. Yeah, I might have another conversation about how I can, you know, some ways we could work together. I could disseminate the you know, what you’re looking forward to. You would do, like, a conversation. You know what? So I can hear what it is you want to pick my brain about and tell you about how I formatted it.

 

00;42;16;01 – 00;42;43;24

Lisa Sasevich

I mean, this is, you know. Yeah. So we work on her system, and the tip was you make each step of the system, you go back and you use the word spit from that. All for communication and you make each step of the system sound and feel worth the entire investment you’re about to ask for. Right. So like every step that Jennifer spoke about whether it was clarifying your vision.

 

00;42;43;26 – 00;42;55;06

Lisa Sasevich

Right. Or like like all the little pieces, each one felt worth the whole $2,000 so that when she got to the end and the whole thing was 2000.

 

00;42;55;08 – 00;42;56;01

Lauren Brollier Newton

It’s like a no brainer.

 

00;42;56;06 – 00;43;10;09

Lisa Sasevich

That point all part of the offer. And I’ll there I’ll take a little breath here because I know I’ve been sharing a lot, but if you want to talk about a few of the things that make it irresistible, we can do that. But that’s basics of the author.

 

00;43;10;09 – 00;43;30;25

Lauren Brollier Newton

It’s so beautiful. Everything that you’re sharing. Because, our coaches go through this, they wonder, you know, and and it feels I think the thing that I feel our coaches feel will feel such comfort having this conversation with you today is that some of this can feel so mysterious. And really, it’s not a mystery. There are systems for this.

 

00;43;30;25 – 00;43;44;26

Lauren Brollier Newton

And so just like, thank you, thank you God for people like Lisa who are willing to put it into a format that we can just all, follow. So yeah, let’s talk about. So once you have you’re I’m taking notes here. You guys all know everybody that listens. This podcast knows I take copious notes while I’m sitting here.

 

00;43;44;28 – 00;44;02;24

Lisa Sasevich

You know, what are some of the greats? The people that were my early mentors in business. I just ran into Brian Tracy. He’s 80 years old now. He’s written 80 books. When he came to my seminars over the years, he would sit in the front row. He would take so many notes. John, aside from the secret, he was the same way.

 

00;44;02;28 – 00;44;21;24

Lisa Sasevich

Like, you know, these these guys like, have have been around like longer speaking on stages, longer than I even thought about doing it. And they would take some such copious notes. I was like, oh my God, you know, I was getting scared like, they’re gonna know my stuff better than me, you know? But it’s true. Lifelong learners. Mary’s the same way.

 

00;44;21;24 – 00;44;40;27

Lauren Brollier Newton

Yeah, well, that’s what we talked about from the beginning is like, it’s not like you end needing to grow. Like, when you reach a certain point, it’s like, that’s why you’re successful. They’re successful. Is is that willingness to still open your heart to the sky and keep learning so okay. So you have the out. So the up for equals outcome transformation.

 

00;44;40;27 – 00;44;48;10

Lauren Brollier Newton

You provide plus service and delivery how you provide it. Exactly. So then what makes it that irresistible.

 

00;44;48;12 – 00;45;03;27

Lisa Sasevich

Right. Right now this is getting into the third part of the Nail your offer system. We’ve got the words to say what we do. We know how we’re providing it. We’ve made our intangible sound, tangible. So now we actually have a chance to communicate our offer. Those things that feel so hard to talk about will no longer be hard to talk about.

 

00;45;03;27 – 00;45;23;06

Lisa Sasevich

You will know how to answer the question, what do you do? And, and then we go, okay, great. Now we know, okay, it’s a six month program. It helps people to figure out what they want to do with their second half of life and rejuvenate their, you know, their passion. And, and so, now how do we make it irresistible?

 

00;45;23;06 – 00;45;50;12

Lisa Sasevich

And you’ll see. And again, if you haven’t, download the Irresistible Offer Blueprint, this is for sure in there, Lisa Sales pitch.com. And just go to the irresistible offer blueprint. It’s free that there’s get it. You’re going to see three elements mentioned of what makes an offer irresistible. So we have to distinguish it kind of like when you have a plate and you have like a main dish and a side dish, you know, or you have like your carbs and your protein, you know, your fats and then dessert.

 

00;45;50;12 – 00;46;12;09

Lisa Sasevich

Right? So it’s a little bit similar. And I think I might have been hungry when I named this because it is or naming. But we have, you know, what’s called your main dish. It actually is. And that is those that system. And I love five step systems because I feel they’re very easy to communicate. There may be more steps underneath when you actually deliver it, but for the sake of offering it, I love to make it into a five step system.

 

00;46;12;11 – 00;46;32;18

Lisa Sasevich

So you’ve got your system for whatever outcome or transformation you provide. You know, maybe that second half career’s been on that. And and then we want to distinguish there’s that. So everything they need to succeed is in that. And then there’s two elements we’ll talk about today. There’s more to this in the Naylor offer system. But I want you to be able to run with these two.

 

00;46;32;21 – 00;46;50;16

Lisa Sasevich

One is called bonuses and the other is called limiters. And it’s sort of like one without the other is where it goes wrong. And that’s kind of where most people try and they think I tried it and it felt really bad. So, so they need to be used together and there’s a little it’s like an art and a science, okay?

 

00;46;50;18 – 00;47;19;08

Lisa Sasevich

Bonuses are basically things that we add when we’re making our offer that they would pay the whole price for. So if I’m making the offer, let me let me just think of an example here. Like we’re well known for our Speak to Sell program. We are the registered trademark holders for the brand Speak to Sell. We have sold millions of dollars of the structure of how to do your webinar or your staged talk and make an offer.

 

00;47;19;10 – 00;47;40;01

Lisa Sasevich

Right. So everything you need to be able to build your top from stage that sells or, you know, leads to strategy sessions or a sale is in the speak to sell formula. And in that course. So the the problem that people generally have why they wouldn’t buy. So that’s another tip for bonuses is the bonus should handle an objection like that someone wouldn’t buy.

 

00;47;40;01 – 00;48;04;29

Lisa Sasevich

But then the bonus makes it handles it. So sometimes people would buy speed to sell because they were like, I would love to have a talk that sells. I even have a book that I wrote or a product. I know what I would sell and what I would talk about. I would love your help to structure that, but I don’t really know where I would speak, how I would get booked, you know, I and so so I created the Get Book toolkit and that’s a $500 program on its own.

 

00;48;05;01 – 00;48;23;06

Lisa Sasevich

But when people I speak to sell, when they see me speak, they get the $500 get book toolkit as a bonus. And people come up and say, can I just buy the Get Book toolkit? Because by the time I describe it, you know what’s in it. It’s like every all the templates, there’s, you know, everything you need to just like go and put it on autopilot.

 

00;48;23;08 – 00;48;40;02

Lisa Sasevich

And it’s like, no, you, you know, you can’t. It’s a bonus for speak to sell. So for some of you that are life coaches to put to make this more applicable, it may be that the bonus if they’re ready to go right on that call while you’re talking with them, let’s pretend you’re doing a strategy session or discovery session.

 

00;48;40;04 – 00;48;55;14

Lisa Sasevich

It may be that they have a number of hip pocket SOS calls with you, so it might just be more of your time when you’re starting out and you have more time than money, you could put your time in, you know, at zero, then you then you get more creative about what are the things people are constantly needing, right?

 

00;48;55;15 – 00;49;15;15

Lisa Sasevich

Maybe you’re helping people with diet, weight loss, something like that. But they won’t buy because they’re like, I can’t do it right now. The holidays are coming and I am traveling constantly for the next two months. Oh my God, great news. We have a bonus that literally is everything you need to take with you. Plus, the Instacart is already set when you’re traveling, you can send it right to your hotel room.

 

00;49;15;15 – 00;49;36;29

Lisa Sasevich

The things don’t even need to be refrigerated, like you can use this anywhere. So you’re going to handle that travel objection because you know, it’s coming so many different things. I know you guys have some amazing bonuses when people become, you know, BTI certified trainings that they can participate in. And, you know, everything from time management to productivity to.

 

00;49;37;05 – 00;49;52;10

Lauren Brollier Newton

Yeah, this is so good. My mind is blown about the bonus overcomes the objection. So let me ask you this. This is more of a selfish question, but I’m sure we have a lot of successful coaches who feel this. So when you get to the point, because I remember in the beginning it was so easy to offer like, hey, and you’ll get a free session with me or a breakthrough or whatever, but or.

 

00;49;52;10 – 00;49;58;16

Lisa Sasevich

What’s App access or Volcker Access? You know, when you’re starting, you, you, you want to put things in.

 

00;49;58;18 – 00;50;21;10

Lauren Brollier Newton

Then I got to the point in my own coaching business where I didn’t do any 1 to 1 coaching and people would literally say to me, here’s a blank check, all right, you any amount of money to do a 1 to 1 coaching with me because I was sold out, there were I didn’t have that time. So when you get to the point where maybe not to that point, but when you get to a point where it’s not as easy to offer time as a bonus, how do you get creative in your what you’re offering for bonuses?

 

00;50;21;12 – 00;50;33;17

Lisa Sasevich

There’s there’s two things you can do. One is you look at the biggest objections that people have and you see, do you have something to offer to help solve that objection or and this is where people don’t think about this much to somebody else.

 

00;50;33;19 – 00;50;34;07

Lauren Brollier Newton

 

00;50;34;12 – 00;50;59;29

Lisa Sasevich

Oh there’s been many times like even with Brave Thinking Institute and I have given one of my programs for them to be able to use as a bonus, when somebody buys a brave thinking program and I will give it because I know that that buyer, for example, those of you who are high life coach certified, and there’s many of you that you know, you either want to help people with their offer and you’ve been kind of doing it for free just to get through it.

 

00;50;59;29 – 00;51;16;17

Lisa Sasevich

You know, like they have a vision, but you can’t fulfill the vision until they know their offer. So I’m like, you know, I know that you are really good clients for my nail Your Offer certification, because now you can get paid for that part. Yeah. Right. You pay me once you get paid forever. You know, teaching people how to nail their offer.

 

00;51;16;20 – 00;51;47;17

Lisa Sasevich

So we give you you can get someone else to also, you know, give that bonus. One of the bonuses, for example, in my upcoming certification, at least for these founding members right now, is that, one of my friends who has an incredible coaching program has contributed basically a how to coach, you know, program that you get which which has like, you know, all the things which I’m sure your, your BTI certified coaches have it, it has the agreements and the, you know, the liability waivers and how to start the engagement and engagement.

 

00;51;47;17 – 00;51;55;23

Lisa Sasevich

And like, I’m not teaching all that. I’m teaching how to nail your offer. But somebody may need to up their actual coaching skills, which is why you guys are already so perfectly qualified.

 

00;51;55;23 – 00;52;14;29

Lauren Brollier Newton

Yeah. So this is great because so so what I’m hearing you say, Lisa, is if you’ve been working with clients for, for a short amount of time or a long amount of time, you’ve heard some of these things that they struggle with inside your program or before they even enroll in your program. And so look at those most common questions, objections that you get.

 

00;52;15;01 – 00;52;25;11

Lauren Brollier Newton

And then create something, whether it’s your 1 to 1 time or what I’m hearing you say, it’s like I could create a mini course or a video or something that handles other students like you. Get this as a bonus.

 

00;52;25;11 – 00;52;49;14

Lisa Sasevich

I mean, let’s just cut to the chase. With life coaching, one of the biggest objections is going to either be having the money or having the time. So it’s very common to, you know, offer them a time management system. Maybe yours or someone else’s. Maybe there’s a, book that you love that has how you manage your time, and you’re going to do some extra sessions with them to help them write out at the beginning to put this time management so that they get an extra three hours a week, which they are going to spend with you.

 

00;52;49;14 – 00;53;10;10

Lisa Sasevich

Life coaching, right? I do have one other idea on where to find bonuses. This is probably my favorite one. You’re digging deep. I love this interview. Let’s so let’s see the, the the idea is that in many cases, when you build your first course or you do your first coaching, you are going to give way too much.

 

00;53;10;10 – 00;53;30;14

Lisa Sasevich

You’re going to shove 20 pounds of rice in a 5 pound bag. You’re going to try to give 20 years of experience to somebody in it, like a six session coaching. And, you know, if you’ve ever been on the receiving end of that, it doesn’t it’s not good. It’s not good for them. It’s not good for you. And instead of them feeling like, wow, I really made a transformation in this one specific area, I got just the right amount to accomplish it.

 

00;53;30;14 – 00;53;47;00

Lisa Sasevich

They feel like, oh, I didn’t accomplish it. I couldn’t do it all. They, you know, and it’s it’s not a good thing. So it is how everybody does it. So don’t beat yourself up. But what I will tell you is there’s things that you are putting in your program that are not required in order to deliver the promise.

 

00;53;47;03 – 00;54;19;21

Lisa Sasevich

So with my promise with speak to sell so that people have a talk that they love and an offer that sells without being pushy or salesy, they do not need to get booked is not part of that promise. It’s to feel stuck in the offer. So when I realized that the biggest objection was people worried about actually getting booked to speak, I pulled I had all that, but a lot of that get the content in speak to sell originally, but it was like module 12 down the hall and around the corner like no one ever got there.

 

00;54;19;23 – 00;54;35;20

Lisa Sasevich

So when I pulled it out and I added in more stuff, I looked around my desk. What are the emails I used to get booked? What are the what is my speaker intro and talk summary look like? Oh, let’s put that in there to model, you know and and I and then I gave it its own cover in its own name and I broke it into five step system.

 

00;54;35;22 – 00;54;51;01

Lisa Sasevich

Now I have the get book toolkit, you know, system and it became its own thing. So the point in store is that there are things you can pull out, that are not part of the promise. They’re not part of the main dish. That’s why we have the main dish, the bonus, the limiter. So we can talk about this.

 

00;54;51;03 – 00;55;02;26

Lisa Sasevich

They’re not part of the main dish. You’re not getting credit for it. And you know people aren’t using it, but you pull it out and make it a bonus and they’re like, oh my God, I’ll, you know, walk on broken glass to to that.

 

00;55;02;29 – 00;55;11;16

Lauren Brollier Newton

What I love about this is what I’m hearing. The feel, the energy of it is like flexibility and curiosity because I think sometimes we get like a generosity there.

 

00;55;11;16 – 00;55;12;16

Lisa Sasevich

Really? Yeah.

 

00;55;12;16 – 00;55;26;09

Lauren Brollier Newton

Because we get so like this is my offer and like so inflexible about it sometimes it’s like, wait, why does it have to be module 12? Like, like I said, like you, I didn’t say, you said, why can’t just pull it out, put a new cover on it and give someone what they want and highlight it more?

 

00;55;26;09 – 00;55;34;17

Lauren Brollier Newton

It’s like, I just love this idea about being more flexible, fluid, and curious about the way that you’re setting things up. I just think that’s so great.

 

00;55;34;19 – 00;55;49;01

Lisa Sasevich

Yeah, and it made it better. You know, it took it out from the dusty room closet at the end of the hall in my course to like I added to it. I made it better. I made it systematize. And now they get it. As a bonus, it helped them make that decision back to the beginning when the possibility was open.

 

00;55;49;03 – 00;56;11;11

Lisa Sasevich

Yeah. This is how we make our intangible feel tangible. Yeah. Through the words in the system. And then we add these bonuses. And then the last piece is we add the limiter. And there’s a lot to say about limiters. But for right now there’s two kinds of main limiters that you’ll work with. There’s the quantity limiter. So you know, real thing.

 

00;56;11;12 – 00;56;29;13

Lisa Sasevich

I just was working with a woman. She’s a full time psychologist, but she also helps people, with a very big name person who teaches speaking. She she helps to help people build a course on the back end of his seminars. But she can only take five because she is a full time psychologist. So she can help five people out of his thing.

 

00;56;29;17 – 00;56;51;13

Lisa Sasevich

Right. So it’s a limiter of five that she can help build their six month program. That’s a true limiter, natural limiter, you know, and then there’s time limiters like, hey, I just spoke. You know, if you go now, and you know, you’ll get $1,000 off, you know, and I’m doing that because the passive, I tell them the truth, that you’re open, you see it, the possibilities open.

 

00;56;51;13 – 00;57;06;06

Lisa Sasevich

If you go put your credit card in, you put the dates in your calendar. That’s all you got to do. And then you just show up, and this is going to happen. Yeah. Okay. But where if you go home and think about it, the chances of us coming back together like we did today and you realizing the opportunity, I was telling the truth.

 

00;57;06;06 – 00;57;30;20

Lisa Sasevich

So I’m going to drive you. I’ll give you $1,000 off. Yeah. If I, on this break, because the next speaker is going to speak and you’re going to forget who I am. And this could be a line of demarcation in your life if you go right now, which I do believe to be true for our work. And, you know, a lot of people affirm 15,000 people in 134 countries have affirmed that, yeah, be that strong about your work or do something else.

 

00;57;30;23 – 00;57;37;15

Lauren Brollier Newton

I love it. Know this is so important, so great. Okay, so Lisa, you’re going to have to come back because I want to learn 1000 more questions.

 

00;57;37;16 – 00;57;40;08

Lisa Sasevich

Well, I’m happy to part time opening up.

 

00;57;40;10 – 00;58;02;04

Lauren Brollier Newton

So some more questions for you. The first one is the one I ask every single guest on this podcast. And that is it’s kind of like Undercover Billionaire. We’re going to we’re going to take away your email list. We’re going to take away all your contacts, and you have to build a coaching business from the ground up. You can use your awareness and your expertise, but you can’t use, you know, your cell phone list or your email list.

 

00;58;02;09 – 00;58;09;20

Lauren Brollier Newton

Yeah. If you were building a coaching business from the ground up today, what would be your first move?

 

00;58;09;23 – 00;58;25;29

Lisa Sasevich

I mean, I feel like it’s a little unfair because it would exactly be nail your offer like and we know and again, I am biased. A lot of people would say I would go get a list, I would get on the Instagram. I have a following. I think that’s backwards and where people are just spending so much life.

 

00;58;26;02 – 00;58;45;14

Lisa Sasevich

I would, you know, figure out the the outcome or the transformation that is mine to provide. Some people spend their life doing it. I promise it doesn’t have to take you. Yeah it is. And then I would figure out how how is it that I get that result over and over, create my unique branded system, right? Make the offer irresistible.

 

00;58;45;16 – 00;59;05;06

Lisa Sasevich

And then I would build a speak to sell talk so that I can do this, you know, that I can go out there. So it really is the methodology. I say, and you know, and it’s really how I talk about it, it’s like, this is the stuff that people skip over. And now they’ve got a million followers on Instagram and they don’t know how to monetize it.

 

00;59;05;09 – 00;59;30;04

Lauren Brollier Newton

Yeah, it’s so true, Lisa. And I can’t tell you how many people I’ve heard from who. From the outside, it looks like they’ve got it all figured out. They’ve got the beautiful website, they’ve got a million followers, and they’re like, oh, I actually haven’t monetized it yet. And you’re like, what? How is that? So okay, last question is you have created something specifically, actually, you’re the first person, Lisa, the first guest who’s ever come on this podcast and actually given a giant discount to our audience.

 

00;59;30;04 – 00;59;35;14

Lauren Brollier Newton

So you’re the first. You’re a pioneer. So tell us what the generous thing that you’ve created for this audience as.

 

00;59;35;16 – 01;00;08;00

Lisa Sasevich

Well, I appreciate that. I mean, who else to break in this podcast with an irresistible offer but me? It seems only right, given our long relationship. It’s actually very simple. All roads are going to lead you back to Lisa savage.com, and this is what I do truly feel to be a line of demarcation for you with your coaching certifications that you already have is really learning, not just how to make your offer irresistible to communicated and to have on the spot sales without being pushy, without being salesy, but also, you know, considering helping others to do the same.

 

01;00;08;02 – 01;00;25;05

Lisa Sasevich

So first start with you. And so my offer is if you go to Lisa savage.com and you scroll down a bit, you’ll see girls, each gear is our programs and you’ll see one called Nail Your Offer. So it’s what we’ve been talking about this whole time. So the blueprint is wonderful. It helps you get on the map. That’s free.

 

01;00;25;08 – 01;00;44;00

Lisa Sasevich

But if you go to the nail your offer and you click on that gear right below it, it says, get started. You’ll see all that I said that’s included in our Nail Your Offer system. It’s a $500 program. And really, because you’re part of the Bty family, if you go ahead and invest in that program, you’ll you’ll go to the bottom where you can order.

 

01;00;44;02 – 01;01;06;01

Lisa Sasevich

You’ll see that it’s I think 497. And they’ll ask you, do you have a promo code? And I know about you, I always wish I did. You do this is just for you, you know, as a being here, as a student, like I am. So you use code dream 300, which will give you $300 off of the 497 for the nail your offer system.

 

01;01;06;09 – 01;01;36;09

Lisa Sasevich

This is me on video. All the worksheets, all the templates. You will finally find words to say what you do. You’ll be able to pick your brain and put what you know into a system. Name the system and then make it irresistible with bonuses, limiters, package price, you know, and how to make the offer. So it’s the best 197 that you’ll spend all year, and it’ll introduce you in a deep way to what’s possible when you are inviting pursue it versus pursuing business.

 

01;01;36;13 – 01;01;54;25

Lisa Sasevich

And let me tell you, pursuit did not look good on me, so I needed to stop it. And having an irresistible offer is the way that you can really, like, lean back and and have people. Thank you for bringing to the world. So that’s it. Dream 300. Go to Lisa SAS Match.com and go to the nail you’re offering here.

 

01;01;54;28 – 01;02;01;22

Lauren Brollier Newton

I love that Lisa. It’s been such a privilege, such a joy to get to be with you today. And yes, we have to come back.

 

01;02;01;24 – 01;02;19;10

Lisa Sasevich

Thank you, I happily will I happily. Well, thank you so much. I know that you have been just such an instrumental part of the, you know, the whole BTI team, the, you know, being the director of coach certification and all the things that you do, you’re just you’re the pebble in the pond for so many people to go on to life and control what we can control.

 

01;02;19;11 – 01;02;25;07

Lisa Sasevich

Right. Like let’s go out there, do our dharma, bring good to the world, help people make their dreams come true.

 

01;02;25;09 – 01;02;27;01

Lauren Brollier Newton

So true. Thank you. Lisa.

 

01;02;27;04 – 01;02;30;14

Lisa Sasevich

Thank you.

 

01;02;30;16 – 01;03;07;11

Lauren Brollier Newton

Thanks for joining me this week on The Abundant Coach. Visit our website at Brave Thinking institute.com/coach certification where you can dive even deeper with additional resources and exciting opportunities. Be sure to subscribe to the show on iTunes, Spotify, or wherever you listen to your podcast so you’ll never miss an episode. And while you’re at it, if you loved the show, please rate and review to find out how to jump start your abundant coaching career and more about my journey to seven figure coach, check out our free Meant to Be a Life Coach quiz available at Bty Peacock slash Coach Quiz.

 

01;03;07;13 – 01;03;09;10

Lauren Brollier Newton

I’ll see you in the next episode.