Market Like A Nerd

We are talking today with Infusion Soft Expert Jodi Sodini about automation within your sales and marketing this week, and Jodi's the perfect guest to discuss this important topic with us. She's an online backend expert known for turning the confusion and uncertainty in running your online business into sexy systems and streamlined automation.

Jodi's a former insurance agency account executive and a proud mom who helps clients increase their business while spending less time on it. She's able to dive through the mess and figure out what you need and deliver it. Today she'll tell us about the biggest mistakes people make when automating their online business marketing.

Time Stamped Show Notes

• 1:00 – Introduction
• 5:50 – Business backend: all the behind the scenes systems that keep your business running smoothly. Examples: Infusionsoft, webinar platforms, landing pages, website, membership site, social media, book keeping, etc. Jodi built and runs a done-for-you company that employs backend experts to be your virtual assistants to improve your backend systems. In her work she's encountered three core mistakes people make when automating their marketing.
• 7:45 – Mistake #1: Choosing the wrong software. There are many software choices out there with different capabilities as well as pros and cons. You need to understand which will fit your business the best before you choose one. Jodi recommends starting with a robust software like Infusionsoft, which you can grow into as your business grows.
• 10:20 – "Dress for success." Be bold and know that you will succeed with your online business venture. With this in mind, start with Infusionsoft (even though it's more costly and difficult to learn) so you won't have to go through the pain of switching over later when you become more successful. "Choose the systems for the business you want."
• 11:30 – Mistake #2: Not having a long-term plan or a clear marketing strategy. Trying to automate marketing without a clear plan is inefficient and will cost you money. To get the most out of your software, you need to map out your campaigns from finish to start. Know the end results you want, start with the thank you pages and work back to the beginning step by step. Each step should have a purpose and a detailed next step, nurturing the client from start to finish.
• 13:35 – Get started right. It's essential to have a plan in place from day one so you can get your first campaign up and running and be making money as soon as you purchase Infusionsoft. They have a Kickstart Package as well that pairs you with an expert that will help you plan your first campaign.
• 14:45 – Mistake #3: Using the software as just a glorified email marketing tool. Marketing automation software has so many more uses than just managing your email marketing: manage reviews, referral partner programs, SMS marketing, segmentation, follow-up campaigns, business analytics and more. Don't limit the potential of the software you purchase. You can increase your marketing effectiveness by nurturing leads through all of these sources, plus with automating all of this, you save yourself time and stress.
• 18:00 – Leverage the software. Putting the automation software to full use leverages your content and your processes to help you reach more leads with a minimal time commitment.

Resources Mentioned:

• Learn more about Jodi and Backend Experts: Website
• Download: The Top 10 Systems Recommended for Your Online Business: backendexpert.com/gift

Today's episode is all about the five steps to install automation into your business. This will serve as a recap of the daily tips and Facebook Lives we've been doing all week in The Balanced Entrepreneur Facebook Group and on my Fan page (make sure to join the group and like the page so you don't miss out on future tips).

Time Stamped Show Notes

• 1:00 – Introduction
• 2:15 – I know that automation can be a little intimidating, so I'm here with five tips to simplify automation for you today:
• 2:45 – Tip #1: Know and believe that it is possible for you to make money in your sleep, and automation is the answer. A lot of people question if this is really possible, I did at one time too, but making seven figures doesn't have to be hard.
• 5:45 – Tip #2: Automation does take time and patience, but it's worth it. I don't want you to think that all of this is completely effortless. You put in the work now so that, in the future, your business does feel more effortless. I know it's going to be tempting to give up, and frustrating if your automated funnel doesn't work the first time, but when you put in the time and push through it, it pays off.
• 7:25 – Tip #3: There are only three things that you need to automate in your business: traffic, conversion and delivery systems. The best way to automate traffic is paid advertising, and I highly recommend using Facebook ads. They are highly scalable and can be delegated. One of the best conversion systems is an automated webinar. You can send the traffic you generate through Facebook ads to your webinar. If your delivery system is also automated, you won't have to lift a finger during the entire process.
• 11:20 – Tip #4: Don't reinvent the wheel. It's important to take risks, but it's not necessary in this case. Model what is already successfully working in your industry. If someone is making money, it's because his or her automation system is working. I take screenshots of every Facebook ad that catches my eye, because I know whatever they are doing works. Just to be clear, I'm not copying – but if I see there's something new that someone is doing in his or her webinar, then I'm going to try implementing that strategy in my business.
• 14:30 – Tip #5: You don't have to automate everything. You can still do manual work and add a personal touch. Listen to your gut about it. If there's a step in your automation system that you feel needs to stay on your plate, or if there's a little touch you want to add that gives it a little magic, then do it! You can have that magic and the automation too.
• 18:20 – If you have any follow-up questions about the content today, or if you want to catch those daily tips and Facebook live streams that I talked about, join The Balanced Entrepreneur Facebook Group.

Resources Mentioned:

• Market Like a Nerd: Website | iTunes | Facebook Fan Page
• The Balanced Entrepreneur: Facebook Group

If you want to scale your business and make more money with less effort, automation is the way to go. so today I'm going to let you in on three geeky insider secrets for putting your marketing on autopilot the right way.

Time Stamped Show Notes

• 1:00 – Introduction
• 1:20 – What is automation? A process set in place to generate leads and clients without lifting a finger.
• 2:10 – Automation does the work so you don't have to. There's still work involved, but once it's set up, and it's working, you can generate leads and income on autopilot.
• 2:25 – I have three nerdy rules for setting up your marketing on autopilot. Rule 1: Model what works. Don't reinvent the wheel, model what you see is working. Keep an eye out for success stories in your industry and watch carefully.
• 3:03 – Rule 2: Launch your automated funnel, live, to your mailing list first. Automate it later. You can see what works and what doesn't work, fix the kinks, and then automate it. This is also a good way to get cash in the door to fund your automation funnel.
• 4:10 – Rule 3: Look at your numbers when you're trying to figure out what's working. If you're just changing random things, you're just guessing about what's wrong with your funnel. You may be changing something that's working, or something that doesn't matter at all. Instead, track your numbers across the entire funnel so you can see what the problem is.
• 5:05 – If you don't know what numbers to track, or how to track them, then hire someone to help. Or, I'll be diving a lot deeper into this in Episode 29 of the Market Like a Nerd

Resources Mentioned:

• Market Like a Nerd: Website | iTunes | Facebook Fan Page
• The Balanced Entrepreneur: Facebook Group

It's great to have on today Paige Filliater who shares my passion for automation; setting up your business to run without you. She's been making waves lately and it's fun to watch her journey with her company, Fred, Darling. She's a digital marketer who uses savvy and seductive sales strategies and energy work to co-create 6 & 7-figure businesses with her female clients. This recent mother made her first 6 figures just 5 months after her son was born, and she's here today to share her automation super powers to help us accomplish the same.

Time Stamped Show Notes

• 1:00 – Introduction
• 6:45 – Traffic Automation: generating high quality leads. Paige consults with her clients and teaches them how to set this up for themselves. She also does this directly for some, but that's a bit more expensive. She's got three core tips for automating your traffic and lead generation.
• 8:10 – Two funnels: a longer, drawn out funnel and a shorter, quicker high-end lead generation funnel. "I don't list build, I client build." Everybody she wants in her funnels she wants to be a client in some way.
• 8:40 – Core Tip #1: Know who you're talking to. This is so fundamental but people are still doing it completely wrong. You need to know more than just their pain points, but also where they are in their business. With her shorter, high end funnel she starts her Facebook ads targeted at 6-figure businesses that want to get to 7 figures. In the longer funnel she nurtures them a bit more and pre-qualifies them along the way, trying to turn them into 6-figure ideal clients.
• 10:10 – Client attraction. You need to know who you want to be working with at the end of the sales funnel. The goal of your automation is to get just those people to purchase. Start targeting accurately on the front end with your Facebook ads to save you time and money.
• 11:00 – Starting with a broader audience. For her longer funnel, she does let the Facebook pixel do the work for her because she wants to build that audience. But for the shorter high-end funnel you need to start by narrowing the audience by targeting things like their age and net worth demographics.
• 12:00 – Don't understand your ideal clients yet? Who are your "competitors" targeting? You just have to ask and take the time to find out more about your ideal clients. Paige also uses energy work: grab your crystals, sit, and get into their energy. What are they going through? What are they doing throughout the day? How will your ad make them feel? Put your energy out there to attract and learn about them.
• 13:15 – Core Tip #2: Retargeting the leads you brought in. You need to reach out to those that said "yes" to you by hitting your landing page, but they just chose not to opt-in for whatever reason. Retarget this warm audience with the same offer but restrain the time available for just that week.
• 14:50 – Retarget every step of the way. It's crucial to retarget for each "no" you receive. The lead said "no" to a free training, free download, phone call, application fill-out or final call to purchase. Retarget each of these. "I don't leave any money on the table."
• 18:15 – Core Tip #3: Create a compelling Hook. Give them a transformation within the lead magnet that they can take and run with right now to improve their business/life. Hook them by showing them what they'll get by becoming one of your clients. Perfect your hook until you're converting at 40% or more then automate the process.
• 20:50 – Choose your modality. This is the secret sauce to your hook. However your message is best projected to the person that needs it the most, that's the modality you should choose. Great on the phone… telecast. Great on video… webinar. Great copy writer… pdf.
• 21:45 – Automation takes patience. You have to be willing to test and figure out what it is they need to hear and when they need to hear it in order for your funnel to work and convert. Every audience is different, so be strategic and figure yours out.
• 23:55 – Focus on what YOU need to do. You need to do what you do best and what you find passion in. If it's not marketing, then hire a marketer. If it's not lead generation, then hire someone to do that.

Resources Mentioned:

• Learn more about Paige: Website | Facebook| Fred, Darling | Baby Got Brand Facebook Group
• Free training How to Make $100,000 a Month on Autopilot: paigefilliater.com

"All one needs is the proper leverage." – Cpt. Jack Sparrow

If you've been listening, then you know by now that our entire show is about helping you work SMARTER, not harder. Leverage is one of many ways to do that, and we're going to talk about 5 steps that I've laid, so the only other thing to do is to plug them into your business!

5 Steps Towards Leverage:

1. Stop Selling 1-on-1 – It's not scalable! While 1-on-1 can work early on in your business, there are only so many clients you can teach at a given time. Begin to move your focus to creating a group course, where you can teach multiple clients at once.
2. Stop Customizing – Another factor in business growth is customization; it's hard to scale custom sessions for individual clients, and even harder to delegate customized tasks like this. Begin to build formats that you are able to rinse & repeat as your business moves towards scaling.
3. Maximize Client Transformation While Minimizing Effort – Make sure your offers are providing the most value for the least effort possible. Craft modules or trainings that are value-focused and free of any fluff, and release them out over a length of time to make them easier to consume.
4. Focus On Fulfillment Over Sales – If you go overboard on sales, it will be harder for you to focus on the clients that you ALREADY HAVE. Make sure to be fulfilling your customers and deliver what they've paid for, before seeking out additional clients.
5. Create Automated Delivery Systems – Using automation, you can craft ways to ensure that every new client receives the attention they expect and deserve.
   1. Welcome Processes – For coaches and groups; when things are automated, you'll never have to risk ignoring a new client or forgetting to initiate a welcome process.
   2. Consumption – Clients can consume what they're buying, which will keep them coming back for more. After the welcome, new clients get automatically added to their membership, and each week they will automatically get new assignments/courses.
   3. Testimonials/Referrals – Create templates for your testimonials to make things easy on your past clients who've agreed to vouch for you. Set up triggers so that clients who have finished a particular course will automatically be asked for a testimonial.

Time Stamped Show Notes

• 0:52 – Introduction
• 3:03 – Sell to groups to be able to scale
• 4:45 – End over-customization that is slowing you down
• 6:20 – Maximize the value you're providing with less effort
• 8:42 – Focus on your current clients before bringing in new ones
• 9:56 – Automate! Automate! Automate!
• 16:52 – Recap

Today's Action Step

• Go forth and get LEVERAGE!

Group programs are meant serve a lot of people at once, which can quickly become overwhelming. So how do we make things easier so you can keep your sanity? Let's dive in to 3 tips I've laid out to help you in your group coaching business.

3 Tips For Group Coaching Programs

1. Ditch the Drama – Does everything have to be hard? Things are easy than you think, and usually all the stress & complications are only in your head. Shift your mindset to a point where you KNOW you can launch your program, and let it be.
2. Ditch the Doors – Leaving your doors open once or twice per years is not the only way to run a group. Set up an automated system that will let you accept new members at ANY TIME, always sending them appropriate content and letting them start from the beginning. This way, you only need to perfect your system ONCE.
3. Ditch the Fluff – Your goal is to create content and thus create VALUE. But this cannot only make you overwhelmed if you go overboard, but can quickly turn into spam. Focus on creating and giving ONLY what you need to provide massive value for your members.

Time Stamped Show Notes

• 0:52 – Introduction
• 2:02 – Not everything has to be as hard as you think
• 3:04 – Restricting your group too severely can be short-sighted
• 4:00 – Creating value is more important than fluff
• 4:56 – Recap

I'm excited to have Jody Jelas on the podcast today. She is the best-selling author of "LadyBalls: Live Your Ultimate Lifestyle And Build A Business You Freakin' Love, Just By Being YOU!" in addition to being an online and video marketing expert who helps entrepreneurs create authentic online brands through video. She also helps entrepreneurs extract their best knowledge and turn it into an online leveraged program with her BOOM! Formula system. Jody is the secret mind behind many of the top global brands and million-dollar leveraged programs online.

Time Stamped Show Notes

• 0:00 – Introduction
• 5:50 – What is leverage? Leverage is a lifestyle-first approach to running your business. Leverage your business by automating processes and delegating tasks that reduce stress, save time, and improve your life.
• 6:50 – Tip 1: Work out what you love or hate. Make a list of everything you do, every 30 minutes. Highlight the jobs you love and the jobs you hate. Start to gradually set up your business so that the things you hate are automated or delegated… or cut them out altogether if they're not working towards your business goals.
• 8:10 – Tip 2: Come up with offers you love. Don't just think about how it will help your customers, and don't copy what has worked for someone else. Think about how you will enjoy delivering the offer and what moves you closer to your goals. Make sure you are leveraging content in a way that you really enjoy.
• 10:40 – Tip 3: Know your numbers. If you want to automate your business, you have to set up your sales funnels. After you set up your funnels, you need to track metrics and continue to improve them. As always, make sure you enjoy the sales funnels you create.
• 11:50 – Reframe looking at numbers. If you aren't a numbers nerd and tracking metrics is one of the things you hate, reframe how you look at the task. Focus on results, making money, or improving the lives of your customers. Even if you delegate analysis, you still need to know and understand the numbers.
• 14:05 – A look at Jody's leveraged business. Her "How To Be An Online TV Pro" program is fully automated. She doesn't need to do anything to attract traffic, but she is always learning something new and tweaking the funnel to attract more customers or increase return. The goal is to have those sales converted in the background. For Jody's larger products, there is an automated sales process that assures Jody only gets on the phone with highly qualified leads. This saves time, and the high close rate is a confidence boost.
• 15:55 – A lead qualification process. If you want to talk to Jody, you have to fill out an application. You will see on that page whom the product is for, and whom it isn't for. You will also see text that tells you the product is expensive and reinforces the product's value.
• 17:40 – Leverage your time, leverage your business, and you will love yourself for it. Nothing sucks your will to live faster than rejection, talking to unqualified people, and fighting uphill battles.

Resources Mentioned:

• The 20k Formula – "How to automatically add an extra $20,000 per month to your sales, without having to do the jobs you hate ever again!"
• Leveraged Live 2016 – San Diego (July 16-17) & Gold Coast (August 20-21)
• LadyBalls: Live Your Ultimate Lifestyle And Build A Business You Freakin' Love, Just By Being YOU! by Jody Jelas
• BOOM! Formula 2.0 – "Build profitable online programs and sales funnels (even if you're a complete technophobe and are new to online business)."
• Learn more about Jody: Website | Facebook | Instagram

No one works alone, and today I'm giving you a glimpse of everyone behind the scenes who have been helping me with all my online businesses. If you're ready to start growing your business, then maybe it's time for you to add team members or find outsourcers. Time for you to hear first-hand how many people it takes to build an empire!

My Teams' Focus Areas:

1. Sales
2. Graphic Design
3. Web Development
4. Content
5. Marketing
6. Brand Strategy
7. Management

Time Stamped Show Notes

• 0:52 – Introduction
• 2:49 – My coach and lead sales guy
• 5:00 – Don't start by outsourcing your sales immediately
• 6:22 – My three amazing graphic designers
• 9:21 – When you should outsource graphic design
• 10:30 – My web development team, including app dev, security & Wordpress coding
• 14:48 – Why you need a web team immediately
• 15:48 – My extensive content creation requires an entire team
• 21:20 – Make sure outsourcing for content matches your income
• 22:25 – A marketing team to help drive traffic
• 25:05 – When you need help with your marketing
• 26:15 – Brand imaging and why it is CRUCIAL
• 28:28 – You can start your business without your brand
• 29:43 – Managerial tasks get loaded off to a management team
• 31:13 – When do you need to hire an assistant or managerial team
• 32:46 – Recap

Today's Action Step

• Go forth and delegate!

Resources Mentioned

• Design Pickle – flat fee graphic design
• Podcast Masters – podcast production & launch strategies
• The Sales Copy Lab

How can you crush your goals and have a massive impact, while still keeping your free time and your sanity? Today we dive into some shifts you can make in your business in order to reduce the actual amount of work you're doing, and help reduce any overwhelm you may be feeling.

Time Stamped Show Notes

• 0:52 – Introduction
• 2:04 – Figure out the tactics that work best for you
• 3:00 – Why FOCUS should be priority #1 in your work day
• 5:07 – Quality over quantity
• 6:08 – Recap

3 Shifts To Maximize Your Time 1. Make Peace With the Pace That Works For You – The items on your to-do list do not matter as much as your feeling of peace and accomplishment each day. As long as you are moving at a happy, steady pace and consistently moving forward, then you are making progress.

1. Whether You're Firm Or Flexible, Priority #1 Is Focus – Ditch the mindset of cramming more work into less time. The most important thing is for you to manage your focus each day, in order to get the right things done. There are two trains of thought:
   1. Firm – These people map their to-do lists strictly with their calendars, and give each task its own chunk of time throughout the day.
   2. Flexible – These people create smaller to-do lists with more priority, mapping out the one thing that needs to happen on a given day
2. Choose Quality Over Volume – If you try to get everything done at once, and cramming your entire workload into a single day, it's easy to get burnt out. Instead, focus on achieving a maximum impact in your work day, which will leave you with higher quality output.

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I'm happy to have on today's show Steve de la Torre, a sales expert and a Market Like A Nerd coach. He's best known as being the host and founder of the Fitpro Inferno Podcast, where he digs deep into the minds of successful fitness professionals. He's been in the fitness industry for 19 years, and has also worked in the marketing space with many different companies during that time. He's got a wealth of knowledge regarding marketing and sales calls to offer our audience today.

Time Stamped Show Notes

• 0:00 – Introduction
• 3:10 – Working smarter. Steve's #1 trick for working smarter, not harder is to dissect your daily/weekly tasks into "eliminate, automate and delegate" groups. Draw out 4 columns on a piece of paper. Column 1: write out every task item you do on a daily/weekly basis. Column 2 – Eliminate: write out the tasks from the first column that you can remove from your workload. Column 3 – Automate: write out the tasks that you can automate. Column 4 – Delegate: write out the tasks that you can delegate. This process will leave you with only a few simple things that you need to do in column 1.
• 5:40 – Scaling by getting others involved with sales calls. Hiring others to handle your sales calls enhances your positioning in the prospective client's eyes. Your sales person is the gatekeeper doing your qualifying for you, and has the added benefit of allowing for more sales calls to be made without monopolizing your time.
• 8:40 – Developing your sales mindset. Sales should be seen as you allowing other people the opportunity to change their life by making the commitment to purchase from you. You are raising them up by offering what you do and helping them grow. To help the most people possible, you've got to outsource your sales conversations, and Steve has 3 tips to do this:
• 10:20 – Tip 1: Know what your end result is. You need to know exactly what the client will get out of your product, what's the promise that you're giving them? The conversation should surround this promise, not the nuts and bolts of what you're selling them. If that promise is valuable enough, you've got something to sell and the process of selling is much easier.
• 12:30 – Tip 2: Be an expert in your ideal client. When you become an expert in your ideal client, you truly understand their fears, problems and desires. You can use this knowledge to help move them along to get that all important "yes."
• 13:30 – Tip 3: Have a process of questions leading to "yes." Sales are about questions, it's not about pitches. Questions give you control of the conversation and guide the client to a "yes."
• 15:25 – The purpose of the question process. The purpose is to build urgency, and then you want to be able to see whether your prospect is at the "enough is enough" point. Are they serious and ready to commit to improve their life/relationships/business? You can take somebody from mildly ready to seriously ready by asking the right questions, and also address their fears about taking the next step.
• 16:15 – Favorite questions. "What's been holding you back?" "In the last 12 months, has this problem gotten worse or better?" followed up with "In the next 12 months, if you don't do something about this, is it going to get better or worse?"
• 17:25 – Don't monopolize the conversation. During the sales conversation the prospect should be doing most of the talking. Once they commit to the purchase, then you can reverse this and present to them how you're going to help them solve their problems.
• 18:35 – Create the system then delegate the sales conversations. You want to delegate the calls to someone who is heart-centered and empathetic, someone you can trust who will always be caring about the prospective client and wants to help them. Once the system is created, you can tweak and adjust to improve the sales process.

Resources Mentioned:

• Fitpro Inferno: Website | iTunes
• Free video training from Steve, The 7 Question Close Method: com/nerds