The Fearless Business Podcast

The wedding industry is a world of dreams, where every couple envisions their special day as perfect, memorable, and stress-free. As a wedding industry professional, your mission is not just to meet these expectations but to surpass them. In this illuminating podcast episode, we dive deep into the wisdom of Robin Waite, a seasoned expert in business. He shares invaluable insights on pricing strategies, the art of sales, and building a successful wedding business that leaves both you and your clients feeling fulfilled.

Katie Lyth is one half of The Wedding Business Hub alongside her business partner Roxy Bond they make a dynamic team and are wedding industry experts. They are dedicated to helping small businesses in the wedding industry achieve remarkable financial milestones. With a passion for entrepreneurship and an in-depth understanding of the unique challenges and opportunities within the wedding sector, They are a trusted guide for aspiring and established wedding professionals alike.

What We Discussed on The WedPro Podcast

1. Offering Value: In the wedding industry, it's essential to offer experiences that resonate with couples, providing peace of mind and stress-free planning.
2. Money-Back Guarantee: Consider offering a 100% money-back guarantee to showcase your faith in your services while ensuring you work with the right clients.
3. Pricing Confidence: Don't fear raising your prices gradually, focusing on delivering exceptional experiences that justify the cost.
4. Conversion Rates: Aim for a conversion rate between 20% and 40%, focusing on quality over quantity and gaining feedback through lower conversion rates.
5. Six-Step Sales Process: Implement a concise sales script to boost confidence during sales conversations, navigate objections, and guide clients toward positive decisions.
6. Sales Roleplay: Live roleplay exercises offer practical insights into handling objections, adjusting tonality, pacing, and perfecting body language.
7. WEDCON Event: Beyond pricing and sales, WEDCON celebrates success and well-being for wedding professionals, offering a supportive community and relaxation.
8. Financial Buffer: Build a financial buffer to enhance business stability, boost confidence, and approach bookings more strategically.

Connect with Katie and Roxy:

Instagram

Facebook: The Wedding Business Hub

Learn More About WEDCON Here

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

I had a really fascinating conversation between Business Coach, Robin Waite and Darren Ockenden, founder of Motion to Profit, about the benefits of Video and Podcasts for small business owners and why it's wortwhile investing the money into building these as a marketing asset.

Having served as a police officer for 14 years, Darren is the visionary behind Motion to Profit, a top-rated marketing agency specialising in Video Production and Podcast Management.

The podcast discussion covered a wide range of topics related to personal branding, content creation, and business growth. Here are some key highlights from the conversation:

What We Discussed With Darren Ockenden

1. Podcasting and Video for Personal Branding: Podcasting and video are powerful tools for building a personal brand. They allow you to connect with your audience on a personal level, create trust, and engage with your target audience effectively.
2. Consistency and Quality: Consistency in content creation is essential, but it should not compromise quality. Focus on delivering valuable content that resonates with your audience and aligns with your brand's message and values.
3. Transparency and Authenticity: Building trust through transparency and authenticity is key to personal branding. Share your journey, including successes and failures, to connect with your audience on a deeper level.
4. Diversify Content Formats: Diversify your content formats to cater to different preferences within your audience. Offer a mix of blogs, podcasts, videos, and social media posts to engage a broader audience.
5. Networking and Collaboration: Building a network within your industry and collaborating with influencers can open up opportunities for growth and exposure.
6. SEO and Online Visibility: Optimise your online presence for search engines to reach a wider audience. Use relevant keywords, meta descriptions, and backlinks to improve your website's search rankings.
7. Monitoring and Adaptation: Regularly analyse your personal branding efforts, monitor engagement metrics, and adapt your strategy based on what works best for your audience.
8. Seek Professional Guidance: Consider outsourcing tasks that aren't your core strengths, like content creation, to professionals who can help you maintain consistency and quality.
9. Stay True to Your Values: Never compromise your values or authenticity for the sake of personal branding. Your brand should reflect your true self and the values you hold dear.

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

In this episode of the Fearless Business Podcast, Rob Moore joins seasoned business coach Robin Waite to talk about entrepreneurship and money mastery.

Rob Moore is a self-made property investor, entrepreneur, accomplished author, record-breaking individual, dynamic speaker, skilled pilot, and proud father. He holds co-ownership in seven companies specialising in property, lettings, and finance. Rob has forged partnerships with some of the most prominent names in the business and household spheres. He has made appearances as a business mentor on prime-time TV shows, including those on Living, Channel 4, the BBC, The Independent, and The Business Channel. Moreover, Rob is dedicated to mentoring individuals striving for success, helping them attain greater financial prosperity and recognition in both business and life.

He is the acclaimed author of bestsellers like "LIFE LEVERAGE" and "MONEY" and serves as the host of the widely followed DISRUPTIVE ENTREPRENEUR podcast.

In the world of entrepreneurship, there are those who play it safe, and then there are those who embrace the challenges with a fearless attitude. Rob Moore, a renowned entrepreneur, author, and coach, undoubtedly falls into the latter category. In this insightful interview, we had the privilege of delving into Rob's world, exploring his journey, mindset, and the secrets behind his remarkable success.

What We Discussed with Rob Moore on the Fearless Business Podcast

1. Fearless Entrepreneurship: Rob Moore's journey from art to entrepreneurship highlights the importance of embracing change and making data-driven decisions in the world of business.
2. Role of Mentorship: Mentorship plays a crucial role in accelerating entrepreneurial growth by providing valuable insights and guidance to avoid common pitfalls.
3. Data-Driven Decision-Making: Rob Moore's success is built on data-driven decision-making, using available information and market insights to make strategic choices.
4. Harnessing Fear: Fear can be a motivator for entrepreneurs, driving them to make better decisions and confront challenges head-on.
5. Money Mastery: Rob Moore is an expert in money mastery, with a focus on helping others understand financial management through books like "Money Matrix" and "Money Loves You."
6. Rob.team: Rob's platform, Rob.team, empowers entrepreneurs with a wealth of resources, courses, and a supportive community to help them succeed.
7. Community Support: Being part of a supportive community is vital for entrepreneurs, allowing them to share challenges, seek advice, and celebrate successes together.

Future Impact: Rob Moore's fearless approach and commitment to empowering entrepreneurs make him a leader in the field, with a growing impact on the world of entrepreneurship.

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Andrew and Pete; international keynote speakers, ATOMIC founders, authors and YouTubers, are the multi award winning business duo who help small business owners scale their business so they can stop swapping time for money.

What will be discussed on today’s show:

• How do you prioritise time for sales?
• What should we be focussed on selling?
• What things do you see are holding people back from selling and making more money?
• How do we do all this, without working every hour of the day?
• What's your best sales tips?
• How do you get more people on the phone?
• How do you not get ghosted?

What are Andrew and Pete Working on Right Now:

• ATOMICON23 - https://atomic.site/atomicon/

How to get hold of Andrew and Pete:

Instagram: https://www.instagram.com/andrewandpete/

Linkedin: https://uk.linkedin.com/company/andrew-and-pete
Twitter: https://twitter.com/AndrewAndPete

Facebook: https://www.facebook.com/andrewandpete

Website: https://www.andrewandpete.com/

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

In this episode of the Fearless Business Podcast I hand over the reins to one of our certified mindset coaches, Paul Wilson, who runs a group coaching/hypnotherapy session to help our members to gain clarity over what their objectives for the month ahead look like, what is getting in their way and the key results.

Objectives and Key Results (OKRs) are something I discovered in the book Measure What Matters by John Doerr. He uses some fantastic examples but what really stands out for me is why OKRs are better for businesses than traditional goal setting.

Paul now hosts a regular monthly OKR sessions once a month with the members in our business accelerator to lock on their objectives for the month ahead, with remarkable results.

A bit about Paul

Paul uses Advanced Conversational Hypnotherapy to quickly and easily resolve some of life's most difficult problems such as anxiety, erectile dysfunction and female sexual dysfunction, driving and passenger anxiety, smoking & alcohol dependence and phobias without the use of medications and months of talk therapy. Based in Folkestone with online consultations for any timezone.

I also coach business owners to let go of Procrastination, Perfectionism and Imposter Syndrome - letting go of beliefs that are holding them back from success in their field.

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Craig White gained his first coaching certification at the age of just 16. Now 51 he has been coaching professionally for over 28 years.

Long history coaching and consulting in pro rugby (Tigers/Wasps/Ireland/Wales/British Lions)

Background in sports coaching, leadership, culture building, yoga, meditation, and men's work

Creator of Men Without Masks.

What will be discussed on today’s show:

• Challenges of Being a Man in today's world
• How MWM can help men to move through those challenges
• Business as a sacred practice
• The changing world of male leadership

What is Craig Working on Right Now:

Craig and his amazing team run retreats for men throughout the year; you can download Craig’s free e-book, Secrets of a Man Without His Mask

How to get hold of Craig:

Websites: https://www.craigwhitementoring.com/ and https://www.menwithoutmasks.com/
Instagram: https://www.instagram.com/craigwhitementoring/?hl=en
Linkedin: https://www.linkedin.com/in/craig-white-mens-coach/
Facebook: https://www.facebook.com/craig.white.165
YouTube: https://www.youtube.com/@MenWithoutMasks

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

This Podcast episode covers one of the most commonly asked questions I get during coaching sessions which is, “Should I advertise my prices on my website?”

The very short answer is, “No!” don’t advertise your prices on your website.

There are several reasons for this which I go through in the podcast episode and I’ll also outline below:

1. You Could be Qualifying Prospects Out Too Soon

In the example I walk listeners though in this episode of the Fearless Business Podcast, I talked about a beauty business that I worked with.

They were so focussed on getting more customers via marketing as a way to grow their business, they were ignoring just about every other metric within the business. I looked at their finances and the business wasn’t looking shabby profit wise, but growth had slowed down dramatically.

The numbers, which did look interesting to me, were on their cold leads into warm enquiries.

It transpired many of their customers were “price sensitive” and were asking for prices up front in Messenger and via email.

And my client was giving them the prices. This isn’t a big issue in its own right however it quickly became apparent that many of their prospects were uneducated buyers.

I challenged their belief that giving away prices was a qualifier. It can be used to qualify prospects, but only when demand is so high there are few other ways to qualify prospects.

They were adamant about giving the prices away as their belief was that, “If we don’t give prices when people ask then we are being dishonest!” and they believed in this quite strongly.

I suggested we focus on a campaign to get prospective buyers into their clinic before giving their prices away for 30 days and see if it made any difference. I offered to match any drop in sales if they felt strongly my way contributed to losing clients.

After 30 days their conversion from cold lead to warm prospect went up by 40% and this continued through into the profit and loss account 60-days later.

By inviting prospects into the clinic they could see how amazing my client was, how professional their clinicians were, the quality of the services they provided and above all could learn about the treatments they were interested in buying.

There was no pressure selling, just an opportunity to experience what it would be like to visit the clinic and experience a treatment and consultation.

2. You May Still Be Adjusting To New Prices

If you’re going through a process of increasing your prices, then I’d recommend not publicising your prices.

Pricing is mostly based on mindset and confidence. Today you might not be so bullish about your prices, business or yourself and so it’s “easier” to fall back on your prices that are black and white on your website.

However, tomorrow, for whatever reason, you might be feeling really confident having listened to a podcast from Robin about increasing your prices…but you can’t increase your prices…because they are in black and white on your website.

I don’t know who made up this stupid rule about putting prices up maybe once a year and by only 5-10% if that…what a stupid rule, who decided that one?

When you’re adjusting and testing new price points for your products, you might adjust your prices 6-10 times throughout the year until you reach a natural point of supply and demand. Imagine having to do 6-10 updates on your websites and marketing material.

So, while you’re testing new prices, remove all traces of your price list from websites, social media and your email marketing so that people have to enquire about your products and prices to find out more.

If you’re worried about this then please go back and re-read my comments in the section above.

3. Pricing Is a Conversation Starter

People buy for many reasons and your prices only make up a small percentage of that buying decision, here are some example of other reasons why people buy, or at least enquire about your products:

1. Referral - They heard someone talking about your business/brand and want to know whether your products or services can help them.
2. Intrigue - There is something interesting they read in your marketing which prompted them to enquire about your business. They’re not educated buyers but interested to know more.
3. Education - They know they need a service similar to yours but want to know more about how it works and most importantly will it work for them.
4. Trust - They may trust you more or less than the competition so want to find out whether their hunch is right about your business.
5. Speed - How quickly can you provide a solution to them?
6. Quality - Can you do it better than your competitors?
7. Window shopping - casually browsing potential solutions to their problems.
8. Affordability - They like it but can they afford to buy? Do you offer payment plans to help them with this?

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Most business owners are stuck in the "sales cycle of doom", constantly marketing, selling and delivering just to get by, with very little profit to show for it. In this episode Robin explains why every £1 you save in your business means you need to bring in £2 to £3 less in revenue, and why that means you need fewer clients, not more.

By the time you take off direct costs, VAT, staff, corporation tax and overheads, each £1 of income is often worth around 50p. Robin walks through a coaching business that cuts £200 a month from its software subscriptions and shows how that saving means one less client to enrol each year, freeing up at least 17 hours of consultations and prospect conversations.

What you will learn:

• Why a sustainable business needs a rainy day fund of six months' operating expenses
• Why reinvesting in your business matters, and why turnover is vanity but profit is sanity
• The real cost of every £1 that comes into your business
• How the Fearless Business 70-10-2 rule shows the effort behind each new client
• Why marketing assets like a book, a podcast, brochures or a YouTube channel beat expensive "shiny" marketing
• Why a $5k marketing spend needs far more than one client to pay back

The moral of the story: keep your costs low and your income high.

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Marcel Petitpas is the CEO & Co-Founder of Parakeeto, a company dedicated to helping agencies measure and improve their profitability by streamlining their operations and reporting systems, a problem he discovered while running his own agency back in his early 20’s.

He’s also the fractional COO at Gold Front, an award-winning creative agency in San Francisco working with brands like Uber, Slack, Keap and more. As well as the head strategic coach at SaaS Academy by Dan Martell, the #1 coaching program for B2B SaaS businesses in the world.

In his work as a speaker, podcast host and consultant, specialising in Agency Profitability Optimisation, he's helped hundreds of agencies around the world measure the right metrics and improve their operations and profitability.

When he’s not helping agencies make more money, he’s probably watching “The Office” or “Parks and Rec” on a never-ending loop and eating breakfast foods for every meal of the day.

What will be discussed on today’s show:

• How agencies should measure their performance
• Key metrics to track
• Targets to aim for & industry benchmarks
• Exactly what formulas to use to calculate them
• Example metrics:
• Financials (Revenue, AGI, Gross Profit, Net Profit, Overhead Spending)
• Utilisation Rates
• Average Billable Rates
• Labour Efficiency Ratio

What is Marcel Working on Right Now:

• The Agency Profit Toolkit - https://parakeeto.com/toolkit/

How to get hold of Marcel:

Instagram: https://www.instagram.com/getparakeeto/
Linkedin: https://www.linkedin.com/in/marcel-petitpas-20059588/
Twitter: https://twitter.com/Parakeeto
Facebook: https://www.facebook.com/agencyprofitability
Website: http://www.parakeeto.com/

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

If you're putting offers out there on social media, week in and week out, wondering why literally nobody is interested in your offer, you'll find out why in this episode of the podcast.

A mistake people make is that they think it's their "audience" who are fools for not wanting to take the marketer up on their amazing offer. They didn't stop to ask several very pertinent questions before spraying marketing muck all over their audience. These questions include:

• Is my offer actually any good?
• Is my offer desirable?
• Does my audience indeed NEED my offer?
• And do they NEED it RIGHT NOW?
• Can they afford to buy my offer?
• Is the offer delivered in a way which is aligned with my prospects' greatest challenge, pain point or problem that they are looking to solve right now?

In fact all of these could indeed be true but your messaging sucks so while your offer is great your value proposition sucks and so the market indeed ignores your offer.

This is not, however, their fault, it's yours and you need to own it and ensure your offer has some context based on the questions I've posed above.

Your offer should be an invitation to take the next step on your process and NOT to buy something from you.

Let me explain, most people are littering the marketplace with cheap offers which are sub £200. Cheap and dirty and they think that will attract buyers in.

However, this rarely works.

This thing called Latent Demand exists.

An example of latent demand would be the shoppers trawling the aisles of Sainsburys for bread and milk and then stumbling across the baked beans shelves and spotting that Heinz have a 2-for-1 sale on beans.

It is the latent demand which stimulates people to buy the offer NOT the actual offer itself.

In this example, you don't have loads of people sniffing around your aisles for staple foods, it's rare any small business has this level of latent demand (think here; a Facebook Group with 10,000 members, that's your equivalent of latent demand).

So for most, their offer goes completely unnoticed in all the plethora of other market stallholders shouting, "Buy my stuff! Buy my stuff! Buy my stuff!"

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Paul Wilson has dedicated the last 30 years to helping people, either as The Emergency Response Manager at the Channel Tunnel and hypnotist/coach for business owners. Paul began his new career 4 years ago.

In preparation for his new venture, Paul spent much of 2018 training and learning new skills.

One of the highlights was Logan Murray's Stand Up Comedy course, during which he performed two live stand up gigs. The “graduation” gig held at The Water Rats, North London.

Paul has plenty of testimonials that showcase how he has helped clients. His favourite is probably the shorted and most direct. From Nicky Botton: “Basically, in short – you’re a fucking legend! xxx.”

What we'll be discussing on tonight's show:

• How come therapy / hypnosis / nutrition / coaching trainers who sell courses to wannabe therapists DON'T provide their trainees with real, useful marketing training.
• How many business problems aren't really business problems but are person problems (lack of self-belief, confidence, deterimination, inconsistency etc.)

How to Get Hold of Paul:

My strategy/coaching call booking link: https://calendly.com/paul_wilson/strategycall

And on Social:

LinkedIn: https://www.linkedin.com/in/paulwilsoncoaching/
Facebook: https://www.facebook.com/paulwilsonfolkestonehypnotherapy/
Twitter: https://twitter.com/PaulWilsonCoach
Instagram: https://www.instagram.com/paulwilsoncoaching/
Website: https://www.ahappyhead.co.uk/

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

While books do take a while to write and publish they are by far and away one of the best marketing assets that a coach and every coach can benefit from writing a book.

My books typically take 8-12 months to write and publish, but that's the hard part done as they are then free or very cheap to give away as a lead magnet.

Many people ask me, "How much information should you give away in your book?" - What they're forgetting here is that if your core coaching programme is high-ticket i.e. expensive, then a book makes learning your methodology affordable for more people...therefore you can measure your impact based on how many people download your book.

Books Increase Engagement

Books hugely help with increasing engagement, Google stated in Zero Moments of Truth that you need to engage someone for 7 hours on average before they commit to buying a product or service. With the average book being 30,000 words long that means somewhere between 5-7 hours of reading time so a book is a great way to chalk off the 7 hours of engagement.

When I launched Take Your Shot I gave away about eighty copies of the book at an event I was speaking at. About three weeks after the event I received dozens of social media notifications one Sunday morning; and essentially people had the book on their bedside cabinet or desk and remembered to pick it up and read it...at which point they started sharing it on social media and leaving reviews. There's no way I could be with those 30+ people all at the same time...so books are amazing at creating engagement on your behalf.

Having a book positions you as an authority

• A book enables you to get podcast interviews and speaking engagements
• People will quote your book in their marketing and social media
• And invite you to write forewords and quotes for their books
• It leaves a legacy behind after you are gone!

Protect your methodology and Intellectual Property

• In writing your book it helps you to formulate your ideas
• I didn’t write Online Business Startup, it wrote me!

In this Episode I also answer the most common questions:

• How much should I give away in my book?
• How long should a book be?
• How salesy should my book be?
• How important is being a Bestseller?
• How much money can you earn from writing a book?

And...How I hacked the process of writing a book…

• 10 minutes of narrated and edited audio equates to about 1,000 words
• A typical book is about 30-50,000 words long
• So approximately 5-7 hours of content
• …how I wrote 30,000 words in a single month

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Tom Poland is the Founder of Leadsology and a multiple best-selling author specialising in lead generation for professionals. With clients in over 150 cities around the world he's best known for his marketing with webinars model. He says that he’s voluntarily married and lives and works from his home on the sunny Sunshine Coast of Australia.

What we'll be discussing on tonight's show:

• The title of a webinar is key to attracting the right audience, any tips for creating titles?
• You’re best known for your latest best seller Marketing With Webinars, why do you prefer using webinars for your lead generation?
• Can presenters give away too many ideas when they present a webinar?

What's Tom Working on Right Now?

The 2nd edition of Marketing With Webinars (free copy) at the start of our launch on March 15th:
>>> https://www.GetTomsFreeBook.com

How to Get Hold of Tom:

LinkedIn:- https://www.linkedin.com/in/tompoland
Twitter:- https://twitter.com/tompoland
Website:- https://www.leadsology.guru

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

In this episode Robin looks at the advantages and disadvantages of competitive pricing, and why a blended pricing strategy works better for your coaching business. In short: why you should not base your prices on your competitors, and what to do instead.

In every industry you can add up the total turnover and work out what share of the value each group of peers contributes. To make the numbers easy, imagine £100 of value created by 100 coaches: £60 of it is generated by just 10 of them.

What you will learn:

• The sales cycle of doom
• Why competitive pricing is really a discount we are just not calling a discount
• How copying competitors means copying a terrible business model, often one based on hourly rates
• How the competitive intelligence you gather can still help you make better long term decisions
• Why you should test several price points to maximise profit without losing your competitive strength
• Why competing on price alone only works for a while, and why quality and adding value matter more
• How to combine several pricing strategies in line with your business objectives, so you never risk selling at a loss

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Most common mistakes entrepreneurs make when trying to boost sales/leads. In this episode I use some anecdotal experience where I mislaid £9k through not understanding the data in my Facebook Ads, spending several thousand pounds on printed advertising that yielded ZERO results...here's what I learned from those expensive mistakes and what I found to be the biggest challenges in lead generation in 2022:

In this episode I talk about:

• Some Facebook ads that went wrong to the tune of £9k
• Not choosing the right supplier - Buying followers on Instagram...yikes!
• Spending on “Awareness” often produces little to no results:
  • “PR” in Magazines which don’t exist or have over-inflated promises around audience and circulation
  • Business events again where audiences are over-inflated
  • Facebook Reach advertising

So what can you do to overcome challenges in lead generation?

• Ensure you implement campaigns well
• Try them out for the long term
• Get enough data and validation to test whether it’s working (ScoreApp versus Facebook Lead Ads)
• Get a solid Sales Process in Place
• Be willing to invest in Marketing (20% of your turnover or 80% of your time).

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Essentially buying expensive things gives you pleasure, so we can apply some basic principles to our products in business as well. In short there are surprising benefits to having an expensive product in your suite of core products.

In this episode I talk about:

• The blind taste test of two bottles of wine - essentially scientists switched the labels on two similar bottles of wine and the most expensive still came out on top both times
• Apply Pareto's 80/20 principle to your suite of core products - focuses on increasing profits by removing the 20% of products producing the lowest profit
• Also 80/20 your clientbase by removing the 20% of clients who contribute the least profit to your business to increase profits and create more time for yourself
• Sometimes you can leverage high-priced products that don’t sell very often:
  • Mobile phones (iPhone, 128gb @£949, 512gb @£1249, 1tb @£1449)
  • Cars
  • Coffee
• Communicate expertise, Costco sells a $600,000 diamond
• Prestige - Think Jack Daniels Black Label versus Single Barrel ($50 a bottle), Silver Select ($120 a bottle) or even Sinatra Century ($600 a bottle)
• Use Expensive Products as a Gimmick to Create Free Publicity - the £8,000 haircut in the Guinness Book of Records

Why most business don’t have a super expensive offer:

• Because they don’t think anyone will buy it
• But because it’s not on the shelf nobody EVER WILL BUY IT!
• Frank Kern talk about “putting offers out there”

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

1. The Psychology of your ideal client

2. Why your ideal client wouldn't buy from you

3. How to get in front of more of your ideal client

4. How to get your ideal client to notice you

5. How to get more of your ideal client to STAY in your world

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Most people follow all of the steps that the Gooroos and Experts tell you to follow from a marketing perspective and you have a queue of clients rolling up day-in-day out waiting to part with their cash and buy your products, right?

Not so, but why is that?

I’ve created the “perfect” 5-Step Marketing Funnel to illustrate what’s happening in 2022 with Marketing.

Here’s the five steps in my Perfect Marketing Funnel:

VERY IMPORTANT! You must follow the steps down to the letter:

1. Grab your mobile phone
2. Open up your favourite web browser
3. Navigate to your local Amazon website
4. Pop in Take Your Shot
5. Now go and Buy the Kindle

Don’t worry, if you’ve done the exercise, email me a screenshot of your purchase with your address and I’ll send you a signed copy of Take Your Shot, wherever you are in the world :-)

Whenever I do this exercise with a live audience there’s only ever about 30-40% of the audience who manage to download the Kindle

Effectively what this demonstrates is that there is friction in the marketplace:

• I’m remarketing to people who’ve already bought the book
• Some people simply don’t trust me
• Your phone or the Amazon website aren’t working
• You don’t own a Kindle
• You simply can’t make it work

What inevitably happens is that most people end up spraying marketing shit all over their prospects without realising it, believing that their marketing should simply “work”

• Only about 2% of your audience are ready to buy right now
• So just be mindful of your marketing budget/time and remember this exercise
• Not only that but most of you don’t have a simple 5-Step Funnel laid out in the format I’ve laid out my customer journey hence creating even more friction

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.

Jake Kelfer is a lifestyle entrepreneur, life elevator, and coach to ambitious entrepreneurs and freedom seekers helping people create incredibly impactful and profitable businesses.

He is a 3x bestselling author, a high-energy motivational speaker, and the founder of the Professional Basketball Combine which has helped 70+ NBA draft prospects turn their dreams of playing pro basketball into their reality. He and his work have been featured on Forbes, Sports Illustrated, ESPN, and many other major media outlets.

What We Will Be Discussing Today

• How to be an elevated entrepreneur
• How to be a high performing, productivity crushing, and freedom achieving entrepreneur.
• Know how to connect with the world's greatest entrepreneurs how to define success for yourself.
• How to achieve that and how to be a high performer in all aspects of your life - entrepreneurship, leadership, and relationships

What's Jake Working on Right Now?

New book launch, The Elevated Entrepreneur:

https://theelevatedentrepreneur.co

How to Get Hold of Jake:

Instagram:- https://instagram.com/jakekelfer

Website:- https://www.jakekelfer.com

Resources and links

• Book a free coaching session with Robin: https://www.robinwaite.com/app
• Free signed copy of Take Your Shot: https://www.fearless.biz/tys
• Free copy of Fearless Pricing: https://www.fearless.biz/fp
• Take the Fearless Business Quiz: https://www.robinwaite.com/quiz
• Robin's YouTube channel: https://www.youtube.com/RobinMWaite
• Work with Robin: https://www.robinwaite.com

About Robin Waite

Robin Waite is a business coach, professional speaker, and international bestselling author. Through the Fearless Business Accelerator he has helped coaches, consultants, and freelancers productise their services, fix their pricing, and build businesses that deliver double the income with half the clients.