How online coaches get their first 10,000 followers.

all right good evening guys let me know if you can hear me you can write in the comments if you can hear me we're just checking if the sound and the displays we have two computers so if I'm looking left and right that's the reason why yeah please in the chat let us know if you can hear us then we can yeah we're gonna wait a few minutes until we probably have a bit more people we don't really know how many who's gonna attend we have about a hundred people signed up but we'll see how it goes maybe share where you're from Finland Norway and Denmark and Sweden is probably the primary countries I would imagine but you can just put a comment of where you're from Norway I see I'm just gonna give it a few more minutes before we kick off we're gonna do a Q&A at the end of the webinar so you can actually already just if you have anything on mind right now we're gonna walk through all the questions at the end but if you have anything for now just type the questions in and we're gonna address them at the end of the webinar we don't know if it's gonna be like 20 minutes 30 minutes 15 minutes probably not but I'm gonna try my best to speak as slow as possible not only for my own sake but hopefully also so you understand the topics we're gonna discuss we have Lucas Elise 23 yeah but it's probably gonna be about 30 minutes or so and if anything breaks down or if you have questions along the way we can take a few if it's necessary but ideally we want to make sure that we keep most of the questions for the end Marcus might join along the way we don't really know yet if he has anything on his mind he might you know join until a bit but at least for now this is mainly me but yeah should we start go ahead okay so welcome to today's webinar my name is Peter I'm the guy on the left picture on the page and I have been running now it's called coach way previously we called empower coach we changed the name for the people of you who don't know a few months ago when we launched the platform but previously we were called empower coach and we basically held a lot of you know coaches especially the bigger coaches in the Scandinavian markets with paid ads email marketing and everything in between so we changed the name during the launch in December with the platform and today we're gonna dive into more specifically how to grow your social media why it's important pretty much like a playbook we use for the big coaches we have and yeah we will just take it step by step if you have questions let me know I have the chat open here but I'm probably not gonna address too many just so it doesn't take too much time to go through the different slides um yeah but how to grow your follower base and how to monetize that is like the topic of uh today so yeah so my name is Peter as I said I have been in the industry for about six years now so back in corona times in 2020 I started out actually independent as an agency that helped one coach her name was Amanda and we scaled her business pretty rapidly during corona um for you guys who have been on the industry for a few years now you probably know that corona times was pretty crazy it was very easy to get clients in today's world it's a completely different game but my background is basically helping coaches with strategy pricing how to do sales calls everything in between basically and usually the coaches I've helped they usually go from either zero to 50k a month that is previously what we did a few years ago now we're working with way bigger coaches so the coaches we work with is usually doing between 20k per month to about 250k which is like the biggest coaches we have most of them are Scandinavian so a lot of the strategies we're going to walk through today is going to be based off how you run the business in Scandinavia they do it a bit differently in the UK and the US but today we're going to talk about what our experiences is and how we do it some might agree some might not but at least this is just us sharing the perspectives we have from being six years in industry so far and what we're going to cover today is how to build a personal brand why it's important and how to actually do it with the help of social media today we're primarily going to talk about Instagram and the reason why is that Instagram is quite different in terms of you know capitalizing on your followers and stuff TikTok is a bit different so we're not going to dive too much into that but it doesn't mean you can't use the strategies from what we're going to cover today we're going to talk about more specifically on a practical level what to post where to post stories feed freebies and everything on a very practical level then we're going to dive into a topic we call the content onion which is basically like you know we're going to walk through how the Instagram actually works as a funnel and how you should like distribute different types of content in the different layers and then at the end you're going to get a more clear overview of what your next step should be um today we're going to cover most of the topics that are relevant for you guys who are either just starting out maybe you have been a PT for a few years and you want to go online um it doesn't mean that if you're doing very well already you cannot get anything from the webinar but it's mainly built around the idea of you guys who have between zero and 10 to maybe 15 clients and you just want to know what works right now um to give a few background stories so one of the big coaches we help is Rene so Rene is a Danish coach we've been helping for the past two and a half almost three years now and when he came to us back in September 2023 he was about i think it was like 32k followers now he's in 122k followers which is a lot since there's only like six million people in Denmark so that would maybe be what is equivalent of about maybe i don't know 10 or 15 million in the us so quite a big name here in Denmark now he has two full-time coaches he started his business on his own did all the content and all yeah pretty much everything in between two full-time coaches he posed three times per day he has a pretty big spending on content and he's going to be one of the coaches we're going to pick a few examples from today um and yeah we really help him with you know Klaviyo email marketing many chat what to post on stories what not to post how to price the packages how to sell the packages how to deliver packages so basically a full-on management that is what we've been helping Rene from and since he started working with us he scaled about 250 to 300 percent which is quite a lot i would say especially because he already had a big business previously um one of the other coaches we're going to dive into is sandra sandra is also a danish coach right now 50 of the coaches we held up from Norway 30 40 is from Denmark and then we have a few Finnish Swedish and yeah uh coaches from other countries as well sandra was in a situation where she actually was about to quit her business back in 2023 in June and you know she was in a place of struggling with selling higher tier packages she was kind of doing campaigns all the time she didn't really know how to um have a big retention on the clients she was just kind of you know struggling with pretty much everything and on the screenshot you can see on the left side that was when we started working with her or actually a few months in as you can see we have completely rebranded everything from colors to how she operates so she went from 22k followers to now having about 75k followers and that is also a topic we're going to cover a lot today and the importance of growing your follower base we're going to dive a bit into that but she grew from 17 to 70k followers she's grown from 5k revenue per month to about being pretty stable at 45 and has been for multiple months now um what's very important is also the business side of things pricing packages and everything we're not going to cover too much today maybe if you have a few questions in the q a at the end we can take it but today is mostly about how to actually lever your social media but this is her stats since she started working with us compared to today um some of you guys who are joining today you probably either have been a personal trainer or maybe you haven't you just got straight out from your education and you started being online but one thing i want to emphasize quite a lot is that if you're a personal trainer you have to understand that if you want to go online or just go online in general you need to understand that you need to go from focusing on just just being a coach to actually operate as a you know full-time entrepreneur and it might sound scary for some of you guys but there's a big difference between being a very successful pt like personally i know multiple personal trainers who charge everything from 100 to 150 per hour they can pretty much do 10 hours on the floor per week and make a full-time salary and the only skill requirement there basically is is that they need to be good with people and i know multiple coaches that have been like that they do 10 to 15k per month pretty stable they work all the time on the floor and they want to transition to online but the problem is that you cannot only be a good coach and scale your online you pretty much have to do social media you have to have clients at four or five times the amount it's a completely different business so if you're a pt right now or you have been or you're just starting out you need to be willing to actually be an entrepreneur with a lot of different hats you have to do you know a lot of volume in terms of content stories clients transformations sales calls you have to actually deliver on the coaching side as well so if you're a personal trainer and you're pretty afraid of the idea of putting yourself out there on social media it's not for you but my point is that if you want to go online it's not enough just to be a good coach like you need to do multiple things so hopefully that sticks with you because it's going to be pretty important for you guys if you're in that exact situation so but if you're a personal trainer you can leave a few comments here because we can address it later if you have the experience right now maybe but yeah just to emphasize like this on the left side is pretty much how it looks when you're a personal trainer most of your time like 90 is just focusing on really build true connections and results with your clients if you do that and you're really good at it you're going to grow a pretty decent business just for the word of mouth like recommendations and stuff you can get like pretty far with that online not so much um if you're an online coach and this is specifically for you guys who are between 5 and 15 clients you shouldn't be spending more than maybe 20 or 30 percent of your week on coaching your clients one of the big struggles a lot of you guys probably have is that you have 5 or 15 clients and you want to do a good service so you you know refreshing the page all the time and see if someone has written or asked you anything what i would highly recommend is that you allocate specific slots during the day morning mid of the day and then afternoon maybe 30 minutes to an hour and then you don't look at the coaching at all because most of your time should be spent on social media and content if you are scared of that thought it's going to be very hard but my point is that if you have 5 or 15 clients do your coaching and do it very well but don't get caught up in the trap of just being online all the time and trying to be as quick with the replies allocate some specific time slots and focus on social media and content sales dms and everything in between um so now we're going to dive more into like how instagram actually works and how you should operate so you need to think of instagram as a funnel so what it means is that in order to actually you know monetize people you need to have an audience like a lot of coaches they start posting content about the coaching and what's this all about and then maybe do a lot of salesy kind of content where you can't monetize an audience you don't have so you have to think of it from the ground and up so one thing that 90 of you guys should be focusing on is top of funnel so top of funnel basically means that you need to get eyeballs to your profile and get followers and you do that as you probably already know like with reels content you know carousels you just need to get your face out to attract the right people and not every piece of content needs to go viral like for the top funnel type of content we're going to dive more specifically into how it actually looks you need to just focusing on broad terms so it means that you need to make content that is actually resonating with your target audience on a more broader scale and usually video is like how you actually do it so top of funnel is just getting your face out there in the explore page and just making people want to follow you based off the content you create the middle funnel content is more about nurturing so one of the big mistakes some coaches do especially in the beginning is that they think every piece of content needs to go viral which it doesn't some of the big coaches we help you know they gain about two to maybe three thousand followers per month 10 of their total uh content is actually going viral but that's the whole point because some content is for reach some content like stories pin posts freebies personal stuff whatever it might be that is not for the point of getting views it's just to nurture the people who came from all the reels and the new followers and then bottom of funnel is more like ctas and stories campaigns if you run those sort of things it's basically working people like working the cold leads you can say we're going to be more specific about how this actually looks but this is just the idea of you have to think of get people inside with reels start to nurturing them with stories and everything that's going on with your profile and then at the end of the day that is what allows you to sell at the end from our experience usually it takes three to five months from someone turning into a follower and then becoming a client that is like the pretty average time span it takes so don't get stressed out if you're getting a hundred new followers or a thousand new followers and you don't see any new clients coming in it takes time but the only way to convert those new followers is you actually nurture them through stories and client testimonials but as i said it take three to five months on average and it doesn't matter if it's a big coach or a small coach or whatever what matters is how good are you at the midter and bottom funnel content um just to prove my point like if we take sandra for an example this is how most bitches business like her are running so they get to follow us and there's always a direct correlation between followers and you know revenue it's not always the case one thing you have to have in mind is that it doesn't matter that you grow tons and tons of followers if they're not relevant for your coaching some coaches we talk with they are very hyper focused on getting a lot of engagement and a lot of reach and they try to actually be an influencer one thing you have to have in mind is that you're running a serious business you're not trying to be a mom influencer because it's not hard to come up with you know funny memes and funny content it's fine here and there but if you're building an audience solely on the idea of being funny or whatever those people are never going to buy so we're going to talk a bit more about that but the idea is that you should think your follow-up base as the same base of your revenue it always the same case it doesn't matter if you're a big or small coach if your followers goes up usually it's also the case that you know it goes up in revenue if you actually focus on the middle and button funnel so one thing i wanted to discuss today and i'm probably gonna piss some people off is that hashtags are the new creatine so if you have been a coach for a few years or maybe you're starting out or maybe you have been for multiple years you always have those sort of clients that are like arguing with you about what creatine to take or maybe they can work out too much or they're gonna get too bulky and they don't want to look like a bodybuilder and they spend so much time on you know what equipment to use and stuff obviously it matters if they're gonna go on the stage and compete like the details matters but a lot of the thinking process between your worst type of clients and the coaches who don't grow is that they get stuck in the same wheel so you focus too much on what hashtags to use where to post when to post if you can post too much or if you know you should use this or that obviously it matters but it doesn't matter on this on the grand scheme of things especially if you're getting started so one thing we're gonna talk a bit about now is if you're in a situation of not getting anywhere what should you actually do one thing you shouldn't do is fall into the same trap as some of your worst clients which is like arguing about minor things where it's just about getting to the gym and actually start working out i just want to emphasize that hopefully it's okay um so yeah you're going to put in the reps and if you have less than i would say 5 000 followers most of your time should just focus on getting comfortable on a camera i mean 90 percent of coaches i speak with they don't ever get on camera because they're too afraid of what family members or friends or whoever are going to think of them no one cares so that's like 50 of your content like if you can get really comfortable on a camera and don't give a shit that is like how you actually get to like from a to point b because a lot of you guys i see some of you guys on instagram you maybe are not that comfortable on a camera which is fine but you need to actually put in the reps to get comfortable and stop caring that's like 50 of just getting started um you need to be posting at least seven to ten times per week in my opinion um you need to try a lot of different hooks and ideas and concept you just need to do a lot of stuff and then you know something will stick once you get better it's the same with your clients starting to work out once they start working out they learn that maybe they shouldn't you know harm themselves in whatever bench press or whatever you will learn along the way but you need to put in the volume and you need to stop overthinking and just you know keep showing up um now we're going to talk a bit more about so how should you actually position yourself so one thing that i think is pretty important here in 2026 is niches so back in 2022 2023 you could get away with just helping people and i know a lot of coaches who are like i just want to help everyone which is a good idea but it's not going to work because if you try to stand for everyone you're not going to stand for anything so you need to decide are you going to help busy men above the age of 40 are you going to focus on career oriented people are you going to focus on moms on the left side of the screen you can see there's usually a few different personas at least from what i can see on instagram there's like the comeback story of women who lost 40 kilos and our whole instagram is built around that idea there is the more understanding coach who are very emphasized on the idea of coaching with you know being very i wouldn't say soft but at least they focus on you know not being too hard on the clients that is a subcategory there's the nerd who always documents all the new studies coming out the idea is that there's a lot of you know different niches you can kind of lean into and i would highly recommend that you lean into a specific audience and positioning that are resonating with your true self so one thing i would say you shouldn't focus on is that trying to be someone you're not sometimes you can get stuck in the trap of getting completely exhausted by content because you're seeing this coach who does something and you can see it goes viral and now you want to be the same type of person but you're not and if that's the case you have to remember that you're gonna attract the right people at the right time if you're just being yourself so it doesn't matter where you are in the map you're going to be somewhere but just be yourself and make sure that you actually stand your ground on that because otherwise you would have to fake it or you would attract clients who think you're someone else and you don't want to do that especially when you actually want to deliver a good service on the coaching um so to summarize that topic um i can say it like you don't pick your audience they pick you meaning that it's always better to have 100 people really enjoying what you do than having 10 000 people who just kind of likes you um that is actually how we build coachway so coachway is more expensive than a lot of platforms and we also do it quite differently than the us platforms when someone comes to us and they're like yeah that's not how i run my business we're like that's okay like you can go and find another platform that suits your needs but the point is that we want to make sure we build something that is really specific for a very certain type of coach and if you don't fit into that idea or brand or whatever that's okay you can find something that maybe resonates better with you and the same should apply for your coaching ask yourself who are you if you actually turn out to post content that is actually you you're gonna attract people who think you're cool and actually really cool so i would highly recommend otherwise you're gonna burn out i've seen this happen multiple times um yeah so this was a lot of analogies i know as marcus said but now we're gonna dive more into the more specifics of what to post and how it actually works on a more practical level so one thing that becomes more and more important the bigger you grow is that how you actually you know describe your bio and your name and the profile picture so when it comes to picking a profile photo on instagram you should always make sure that you have a very what can you say straightforward photo that really shows who you are are you like a very serious type of person are you a very smiling and outgoing person like your photo should basically display your personality and don't just put a logo on it like i know we have a logo but we don't have a face but you know you get the idea of the profile photo should display who you are in like in a very you know common sense way um target audience specific make it very clear who you help so as you can see on sandra's page for you guys who don't speak danish she says she has a specialty within mothers and people in the menopause and she is a personal trainer she is a binge eating coach and also a habit coach and she has a cta going down to her webpage if you don't have a webpage just do a very straightforward cta where it's like send info for more info like you can do that as well but once you grow you should probably invest into a website i would say um and then pin post as you can see on the screen sandra and renee they both have pinned post the three post at the top should be some transformational client transformation and you should maybe have an ebook or maybe you should display a bit about your team or whatever you're offering this should just be pretty quick to explain what you do and for whom basically and the same goes for your bio and the pin post and profile photos should be like who are you at least they should get an idea highlights that becomes more and more relevant the bigger you grow but in the beginning it's not the most important thing but i would just do like these guys do clients food app programs reviews whatever just do it like on a regular basis you're going to update it once you get new reviews but if you have five clients you probably don't have a lot reviews um but yeah this is just like something you just have to do it's very standard i would say um we're going to dive a bit more into what we call the constant onion so this is how we actually work on a very practical level with the big coaches so what basically means is that think instagram as an onion where you have the eyeballs as we covered in the beginning pretty much this is reels it's getting people to watch and follow it's just a full force of distributing content to actually make people watch and go and follow you that's like step number one in the layer relation is more into okay so what do we do with the people who start following us we showcase clients we showcase transformations and everything in between we engage with people we build a relation uh next step is social proof okay so now we have people coming to the instagram they kind of get an idea of who we are with building the relation now we're going to show we actually know where what we're talking about like this is very important because a lot of coaches they don't want to post before and after pictures i'm not going to be the person who's going to say you can't but i'm going to say it very straightforward with if you don't want to post before and afters you're not going to make it like i'm just going to say very bluntly like if you have a conception of it's very wrong or it's very morally wrong to post before and afters you're not going to grow a very big business at least from experience i've never seen anyone do it you might be able to if you're really good on other areas but i've never seen anyone do it social proof is just important if you can't do before and afters you can do voice memos from clients you can show transformations in terms of the weight curves there's a lot of other things you can do but before and afters is just always the thing i would say next step is sales so that is ctas campaigns it's basically selling people on the dms it's just yeah pretty much hardcore sales both on the phone but also warming up your followers and audience to actually take action and then we have delivery delivery is something we're not going to talk too much about today but delivery is just you actually coaching your clients because you can have eyeballs relations social proof sales in order but if you miss delivery and you don't actually put effort into your coaching and the clients it's just not going to grow i'm going to explain why a bit later but this is how we usually do it reels build the relation show that you know what you're talking about sell them the idea and then actually deliver on it that is like the five main pillars we're working with um so if we take step number one which is eyeballs which we just covered so this is step number one and when it comes to getting new followers you have to think of it as you creating concepts that are worth giving a follow for so a lot of people they miss the idea of people actually have to want to follow you like you cannot force people to follow you so you could ask yourself like what would i have to post that would make the right people want to follow me i mean probably it's going to be something in the idea of showing your personality so really blend in your personality which is one of the steps you can see on the right side pick a concept that fits your tone of voice are you a funny person are you sarcastic are you very good on a camera do you have a very good tonality in your voice you need to find out what kind of personality fits your content that is step number one step number two is like finding two to maybe three different concepts here at coach way especially with our social media team we work a lot with the idea of creating concepts so a concept could be like renee you're seeing basically in the beginning of the video he's saying like if you take you know meet and you do x y and c it makes people actually want to keep watching the video in the middle you can see sandra who is kind of explaining something at the same time she's showing it the same goes for fit benny on the right side so fit benny is talking about how the menstrual cycle works for women i'm pretty sure i don't remember exactly but one thing you have to understand is that when it comes to viral content you need to both stimulate the ears like what you're basically saying um but you also need to stimulate the eyes like it's not enough for you to just say okay i want to post some content about protein i'm going to sit on a chair and talk about protein you have to think of it as you should be spending like 80 of your time doing the content just researching your content so you can think it of as let's say you want to talk about i don't know yeah we can actually take an example let's say you want to have an example of um testosterone or menopause or sleep or training like it's very limited in our business and industry of how many topics you can actually pick from so it's not how many topics you can cover it's how deep can you go on each so i would say that let's take an example of menopause okay so menopause i know i don't know why i know it but i know that women are losing and men in general from the turning 30 and above they're losing about five to eight percent muscle mass per every tenth year so if that's the case you shouldn't just go on a camera and saying okay women are losing five to seven k percentages of their muscle mass every tenth year you should say okay if i want to cover a topic of menopause or whatever it might be how can i be very creative about it and actually show it in a way where people are like yeah that really makes sense because you're stimulating both what they hear but also what they see so if i were you like fit benny does with the glasses i would probably use three different glasses and explain that women from the age of 30 to 60 they lose eight percent every tenth year and then kind of visualize how it actually looks because in that way you actually engage the eyes as well so you need both if you want to make it successful at least that's what our experience is so far um but at the end of the day like you have to play around with content there's no right or wrong way the only thing i would say is that you shouldn't be focusing too much on just getting views it should also be the right views like if you like i know i know online coaches that have a hundred k followers and most of their content is just them being sarcastic with their husband and i mean that's fine but if people are genuinely just following you because of that they're not going to buy your coaching so don't only care about the views also care about how many relevant followers are you actually getting um yeah hopefully it makes sense and once you see one video take off for the coaches we work with if they post 10 reels maybe one or two are going to get three or four times the amount of views compared to the others we're going to boost that as uh as an ad so inside instagram on your phone you probably have seen that if you go to one of your reels you can boost it i would highly recommend you boosting the top 10 performing reels to acquire new followers because as we talked about previously if you have something that is really performing you want to use it in the top funnel and then you're going to boost it and then you're going to actually drive them to the next stage which is like engaging so if you have something that is doing very well and you just get a let's say 10 or maybe 15k views spend a bit of money maybe 10 euros per day for a period and see how many followers you're getting from it inside instagram on the follower base you can see if the follower actually came from an ad so in that way you can kind of measure okay if i'm spending a hundred euros and i'm getting 10 followers then you know you're paying about 10 per follower if that makes sense um yeah next stage is turning them from a follower into a real fan so this is mostly about you know engaging the people who just started follow you so as we just covered a lot of people are going to see all the reels they really like what you're posting it makes sense in the way that they want to give you a follow next step is actually making sure they want to become a real fan so that could be like as you can see here katrina um just posting some stuff about um wednesday wipes and they can like you know give a rating it could be renee who is like doing a q a it can also be like the pin post for sandra as you can see on the right side where it's like a pin post where she's giving away a free ebook on snacking so sandra knew we talked about it actually a few months ago one of the big problems her audience usually had was snacking either at night or maybe afternoon so we decided to do so that how about we give away a free ebook so people can get like you know a free ebook if they comment three triggers as you can see it has about 5k comments and we use many chats to automate it in the beginning you can do it i would say if you have maybe 10 or 15 comments what i would do is i would just ship it in the dms manually because then you can actually just follow up on them personally you can be like hey here's your free you know course on whatever topic and you can like so what made you you know get the freebie and then you can build a conversation you can do that but with sandra and the big coaches we usually use many chat because it's on a very broad scale so we get thousands of comments and we usually run it as an ad to get people in so the one you're seeing right here we're actually boosting as an ad so we can get people in they comment something with many chat we can make sure that they need to give a follow in order to get it and then when they get the ebook then our follower and they start the cycle of being nurtured and you know at some point convert to a client so hopefully it makes sense just to summarize you attract people with some reels and some content that is both visual and very good for their ears and next step is like kind of engaging giving free stuff ebooks etc um the next step is actually showing you know what you talk about like it's fine if people think you're funny and engaging and they like your content but i would say the most important thing is that you actually know what you talk about for sandra we usually run a carousel so first the before and after pictures is slide one slide two is usually like showing how does the meal actually looks like as you can see here it looks pretty normal i would say a lot of people especially in the weight loss niche they are often i would say triggered by you know being able to eat a lot of good foods so if you're a weight loss coach i would highly recommend that you display some of the main benefits of being with you which could be they can eat whatever they want or maybe they're actually better than what they're currently eating um the idea is that we're going to show a few things that they might have objections about so someone might see the before and after and think yeah but she's probably have been starving herself but then the idea is that she's going to be shown what she has actually been eating on the third one we're going to show the weight curve if you don't want to do a before and after as i said you're probably not going to grow but you can at least use like you know weight curves or we have also experimented with voice memos from a client who's just you know sending a voice memo to a coach about how the program has been it can be video testimonial it doesn't really matter best case is before and afters and then a few slides with weight curves messages have sent you can also write a description on the right side and then a cta at the end so this is usually how we structure the social proof um sandra just launched a mini webinar basically like the one we're doing right now she posted it on youtube and we actually have that on the last thing in the many chat automation so she has a 20 minute youtube video covering how she worked why people are doing weight loss the wrong way it's pretty much like we do now for online coaches she has done that with a video that are pre-recorded it's on youtube because she can use that to like nurture people so with sandra it's a pretty big setup like we're getting a lot of followers as you probably have seen um they're getting webinars with youtube they're getting freebies they're getting like so much value then if they were to pick a coach at some point it would be obvious to pick her because if you have two coaches and one coach have give you a lot for free you obviously pick that coach um so yeah that's how social proof works and you can also do this in stories so a lot of client related stuff you should be posting on stories like this so um renee and sandra and most of the coaches we have they don't have a problem with showing like before and afters actually that is how like i would say 40 or 35 percent of the clients are coming from it's from the stories directly so that could be you showing a client like renee who has lost a lot of weight you're kind of showing a screenshot of one of the messages he sent from the beginning maybe compared to now maybe you can do a poll where you can showcase as you can see in the middle here's some transformations do you want to learn more or do you want to hear what it costs you can like reach out to people who have been engaging with your polls and stuff or maybe like sandra where she's kind of you know explaining how it works with the client and what a client has been achieving and everything in between stories has been shifting a bit for the past few months so one thing we do a bit more with the big coaches is that instead of just showing a client and really being positive and really like being go happy go lucky about the whole situation we have a lot of success with coaches trying to be more calm and so let's say option a is showing a client and being very enthusiastic about it oh my god look at this client it's awesome she loves everything that's been going on etc or you can say this is a client she's a mom one of the big things i'm seeing right now is a lot of moms are afraid to invest a bit of money which is very unfortunate so they're being way more serious about the stories so it's more objection handling related if you're on a call with a prospect as you have probably tried usually they have to speak with their husband they have to whatever you know ask the dog if it's okay if they join or whatever like they have a lot of objections about whether or not to start maybe the price maybe the timing it's summer who knows write all those things down and then you can address them on stories so if you let's say on monday address there's a lot of clients right now that were afraid to start because it's june just in a few days that could be a monday story wednesday could be the objection of talking to a husband you can address this so you can use the stories on a week-to-week basis to actually pre-objection handling those things that would usually show up on a call because if if someone signs up after seeing a story where you just talked about way too many moms are asking for permission from the husband that is probably not going to be the objection they're going to have on the call right but you have to remember it's not that one story that is going to convert as i said in the beginning of the webinar it takes three to five months to make someone convert and it's the sequences of let's say a hundred stories over the time span of three months and it's maybe the 99th that is going to convert them but if you have addressed every single objection during those three months it's going to be way easier to sell so one of the struggles we had with some coaches is that they get a lot of leads from you know stories just in general but the problem is that they're very unqualified so if a client is signing up for a call when they see a client transformation where everything is just so happy and awesome they haven't really sold themselves on the idea so the coach jump on a call from a client who have seen some transformation but now all the objections are coming because they haven't been addressed pre-call if that makes sense so we're seeing a bit more of that show the clients be happy about it but also make sure you're actually taking a serious conversation with potential leads on the stories that is something we do a bit more today i would say and make sure she you're showing all the details don't just show a before and after how has the experience been what was their concerns in the beginning what was the struggles like renee who is showing like a message so you have to like take a client and then completely unfold how everything has been going and then kind of build it from there um yeah layer five which is actually the coaching itself so this is a bit different um so the the delivery on the coaching in a sense is what closes the gap so a lot of coaches uh is like doing pretty decent with the coaching but they don't get that many referrals so what i would say is that if you don't really get any referrals it's probably your coaching that are lacking what i can see here on the screen that it says ideally 20 to 30 percent wom it just means word of mouth so ideally you want to get about 20 to 30 of your clients every month because someone told positive about you like in coachway for example we're starting to see that a lot of the coaches that are joining the platform is coming because of referrals in the beginning it was mostly about running some paid ads and really get traction but at least we have what is called product market fit so it means that the better the product is the more referrals so if you don't really get that many referrals i would highly recommend you focus on actually um out mapping what your coaching should be about and how it should be structured because high quality coaching turns into happy clients if you got happy clients you get testimonials if you get testimonials you get more proof to show on instagram if you got more proof you get new clients and you know the cycle repeats um so just to summarize everything we've covered for the past 15 minutes step number one if you're in this situation of kind of struggling if you have between five or 15 clients builds out some content concepts for your instagram to get and retain followers um those people who start following you you need to nurture you need to build engagement stories dms then you can start doing all the sales processes with ctas engaging in dms making polls as we talked about showing clients then you actually have to deliver which is pretty hard but if you build out a coaching concept that is very straightforward with good onboarding processes you can do it and then if you get enough word of mouth you get a compounding vehicle inside your business but the problem is that with coaching you only keep clients for x amount of month and if you don't get any referrals you just like it's going to look like this when you grow your business but if you have really good product it's going to look like this because one turn into two which turns into four which turns into eight if if it's only one turning into two turning into three you never really get anywhere so if you don't have a platform it doesn't even have to be coachway i would highly recommend that create an onboarding form like what should happen in the first week of the program should it be you know giving them a to-do list of do some grocery shopping and make sure that actually take the first step in the right direction the first week of the coaching program with your clients is the most important you have probably tried a few times with a client who just either ghost you or never actually getting started usually the problem is that you don't have a very um strict way of onboarding your clients some way we do it with some coaches is that we always ask in the onboarding for a coach to tell the client that once they get the meal plan they should do grocery shopping and then send a picture of what they have been grocery shopping because it gives them the idea of the taking action within the first few hours they come back they send a picture to the coach hey i just did the grocery shopping and they get a little win so the onboarding process is very important and you can use coachway or whatever platform most platforms offer onboarding things so make sure your product sticks and usually if you get 20 to 30 percent of your clients from referrals you're good if you get below five to ten percent you need to do some work here and yet just to put it very simple if we take an example we can take an example so let's say we have a coach right this coach is signing two clients per month okay so maybe he or she are doing a bit of posting she's signing two new clients per month the clients stay for five months on average so what it means is that two new clients every month they stay for five months that means that they will flatline at 10 clients two times five is ten and the problem is this coach doesn't get any referrals so they're not being recommended they don't get any you know yeah testimonials or social proof because the coaching is not that good so they don't really get a as i said compounding vehicle so that is how the business is going to look 10 clients 2k per month pretty much it if we take another example of another coach who also signs two clients every month but because onboarding and the results and the client is really happy they stay for eight months instead of five but on top of that they also tell their other friend in 35 percent of the cases that they should definitely sign up for this coach so what happens is that 35 of all the new clients are coming from referrals so what it means is that your lifetime value which is what we call it goes from five months to eight months and then on top of that you get the referrals which means we're not closing more clients it's the same case two clients per month the only difference is that one coach is doing very well with the coaching and they're getting referrals so they can grow to 24 clients instead of 10 and this is what creates big businesses it doesn't matter if it's coaching or software or whatever you need to focus on your product because you can be as good as you probably can be on social media but if your product sucks you don't really get anywhere so highly recommend that you focus on trying to improve your coaching before you scale because otherwise it's going to be impossible there's two ways of doing it one way is you just are extremely good coach and you work with clients for a very long time because of that the other way is you can sell longer packages some of you guys are probably selling 12 week programs or whatever month two month binding periods or whatever i would highly recommend that especially if you're working with weight loss or just serious people in general make like a four six and eight month package test it out so basically if you have a six month package you can do let's say 200 euros per month if they pick eight months it's 180 if they pick a bit longer it's a bit cheaper so make it logical sense in terms of how you're going to price the packages i'm not going to dive too much more into this because this is for a complete new webinar but you can maybe put a comment here if you want to learn more about the business side of things how to price how to sell and how to do all that but we're going to leave it for here now but the idea is that good products are worth it to spend some time on um yeah um this is pretty much just you know also a bit about the coaching so one thing i just want to leave for this is that make sure you're not just operate as an assistant for your clients like your job is not to swap chicken with beef like you need to share perspective you need to actually do something that gives them some things to think of you need to really do some thinking of like what would actually be valuable for this client like what do i need to say or do that would make them change the way they think because if you're just swapping ham for chicken every here and there a few times a week and you just say very good job on your workouts let's do the same next week you're going to lose your clients so you need to actually solve big problems which is always the reason why i recommend that trying to do more focused on the mental side of things it's very hard to coach people for eight months just swapping rice and chicken and beef and stuff you need to actually become a good coach so if i were to give one tip is that you know if you have a lot of certificates in in in you know as a pt etc spend a bit more money on actually learning how to coach people like how do you actually coach people is something a lot of coaches should spending way more money on and also you know getting to know marketing um so yeah we're gonna summarize a bit now again i'm trying to summarize everything so we don't get you know too far off the grid but what we have covered so far is that step number one which we can say week one if you're in the same situation as the person i'm talking about here is that you should decide who are you gonna help is it men is it 40 plus women is it weight loss doesn't matter you pick an audience and you choose some topics and some formats and you just get the ball rolling with the content everything else than content you shouldn't be focusing because as we talked about you can't monetize the audience you don't have so until you have a certain amount of followers which we're going to talk about don't even focus on anything else than just building the follower base that's step number one step number two is develop the coaching concept so how should the program be what is in the onboarding processes how do you make sure that your clients actually succeed because as we talked about without a good product you're not going to grow set up the profile bio profile picture highlights everything we covered in the beginning with how to structure instagram you're going to do that you're going to test the formats and as i said get comfortable on a camera like once you get comfortable everything becomes easier so really push very hard on the volume in terms of content once you get something that works boost it spend a bit of money on the ads with the the the reels that are performing so you get out there um once you have that up and running you start doing more freebies like ebooks and free guides and all that kind of stuff not too important in the beginning what's important is that you get traction on the followers that leads you to the next step which is freebies now you're going to start focusing more on stories showcasing clients before and afters and just kind of engaging with people on stories and showing your life um and then you go to like you know you pin a client transformation if you have any if you have a client transformation right now that have been pretty good pin it in your top post so that is the first thing people see when they join your instagram and do it along with the freebies and stuff but as i said if you don't have any crazy client transformations or video testimonials you know don't you know be scared about it just focus on building your follow-up base and the revenue will come but you have to have you know patience because in the beginning it's like six to maybe 12 months of investing and just getting good at content like that's pretty much it so if you're in the bracket of 15 clients or below content is 95 of your time don't worry on every other piece of the business yeah one two three zero three thousand followers these are the focus areas once you get to three to five k these are the focus areas and once you get to five k you can start doing like branded websites and really trying to increase the lifetime value and do all the minor tweaks like the creatine as we talked about you can start doing that once we're here but focusing on the content and just putting in the reps that is the main thing don't be salesy don't try to push any programs too much just get good on content um yeah this there's there's three ways to grow your business so you can either get more clients at a higher price or they're going to stay longer i'm going to say it again so you can get more clients every month you can make the price higher for each client or every client could stay longer that's the only three ways you can actually grow your business and those three things or four things you see down below these are the ways you will probably kill your brand if you're in the situation right now not really having a foundation for your coaching step number one focusing on too much on being you know salesy and posting everything that is cta related before you even have 5 000 followers posting less than six to seven times a week and selling 800 12-week programs shouldn't do that so these are the four main things you shouldn't be doing but just to put it very simply more clients a higher price and a long time that is what you should be focusing on on the long horizon um yeah i think that was actually pretty much it for now um if i've missed something or you have any questions we can take them one by one but do we have some questions you know marcus um a lot of them are struggling with getting followers yeah that's like that's the primary use traction followers that's the primary problem that people are having okay yeah maybe you guys who have commented on the struggle of getting a new followers you can like elaborate on the comment section a bit of what you're struggling with maybe about is it the posting is it the ideas is it like just not really feeling comfortable on a camera like what is it all about if if you want to elaborate you can do it you can also write us an instagram dm if you want um we can help you a bit there but um yeah i would say one thing that we have seen that works across pretty much all coaches it doesn't really matter what type of coach it is it's uh food reels some coaches are against it some coaches aren't i mean it's better to get a thousand followers from something that is very related to your coaching than obviously getting ten thousand from something that is not related when it comes to content it's about volume so just like your clients are starting to work out it's not so much about what to post it's more about spending most of the time just figuring out what is your audience actually caring about and how can you display it in a way that makes sense so if we dive back to one of the previous slides we can see that i'm gonna find it here let me see yeah so some of the videos you see right here these are videos that are taking a bit more time than just putting on a tripod and just starting to record so if we take the example in the middle with sandra so she wanted to prove a point right all the videos are proving a point basically so you should ask yourself what point do you want to talk about is it you know menopause is it low testosterone is it whatever it might be and most of your time should be spent on just kind of finding out how can you display this in a way that is engaging okay so like fit benny on the right side he's talking about a topic he wrote down how he could possibly do it with some glasses of water and whatever and now when people are watching it in the explorer page you kind of want to watch the video because why is he sitting with a few glasses of water and kind of explaining things it's a bit weird so it catches you a bit off guard i would also recommend that you get i wouldn't say a high quality camera but putting some effort in some lighting and stuff might be okay i mean on the right left side you can see renee is not really putting too much effort into like high quality production but what he's mainly known for is his recipes so he mainly works with weight loss at this point and a lot of people who want to lose weight they usually are interested in losing weight in a way that is actually delicious if we can put it that way so think of your audience like what would what would what would you have to talk about and how would you have to display it so that it's engaging i mean you can go on your real section and just kind of swipe and you can ask yourself like why am i watching this video and not the other one and it's like something i would probably do together with claude so this presentation is actually made with claude so everything you see here is actually pure ai at least a lot of it we obviously do a lot of it ourselves but we get the help from ai so what i would do if i were you is that if you're struggling with content go into claude it's i think it's a 20 dollar per month subscription you can use chat gpt as well and then just explain it who are your audience what are you struggling with and let it help you actually create a plan for how you can actually do the content it's pretty creative you can get the hooks right you can get all the scripts done right you can pretty much get everything you need from claude so i would spend some time on claude i don't know if you have any like things to say marcus i have some tips yeah you want to share we're just gonna stay close to peter hi so i obviously run a lot of stuff with uh ai and just like peter mentioned claude and chat gpt and there's a ton there are tons of different methods that you can actually utilize ai and obviously the most important thing is that it does not become ai slot because if you just go into chat gpt and you write give me 10 video scripts for losing weight then you will not get videos like sandra and fitbenny and well renee and all these things so what works well like there's a lot of different things we might even host a webinar specifically for ai tips so if you guys want that let us know that in the comments but some quick few tips there's something called hicks field there they got something called a viral viral viral virality checker where you can basically upload your video that you've created and then it will give you a score based on all of the knowledge that they have from creating viral reels and viral um clips it's an ai platform but you can also do is if you want to use chat gpt and claude to actually get some great hooks is that you want to put it into research modes both chat gpt and claude has something called research mode so you want to put it into a research mode first and describe your audience right so it's all about the prompting you probably have heard that before it's not about the out the output is equal the input so the better you prompt um i'll just take a look at the uh comments in a second just to finish my thought the better you prompt chat and claude obviously there are tons of layers to it and i could imagine all of you guys are getting a lot of reels in this new ai and that new ai and you know it's very confusing because there are so many things happening all the time and i understand you guys don't have the time to follow along with all of the new stuff that is happening um i'm just going to do like this so the best thing that you guys can do is actually just figure out what works well for your audience so go into claude go into chat gpt keep everything in one project so create a project in either claude or chat gpt and upload all information about yourself that could be all captions from your instagram you can utilize something called the script d-e-s-c-r-i-p-t so the script to download all of your videos on instagram or like the the last 20 videos that you have on instagram then you can transcribe them and that basically means that it takes all of the audio and puts it into text because then chat gpt or claude can get your tone of voice your way of talking and then of course you want to pick the videos where you like the videos or the ones that got a little bit more engagement etc and then you just want to describe what's the pain point of your target audience what are they struggling with what is their dream outcome what are some of the feedback that you've gotten on your instagram post maybe you've been through that journey yourself and as much as possible you open a new chat we can also send this out on an email you open a new chat and then you say go into research mode i want you to go deep out and research new scientific papers what people are writing about on reddit in in forums and everything about insert target audience and then it's going to go out and actually do like a complete field research searching sometimes between 500 and a thousand different websites and then they're going to get the actual tone of voice from the target audience like what people are actually asking about on reddit their specific questions and what they're struggling with and getting an understanding sometimes i prefer claw chat is fine as well but sometimes it's like 20 minutes 25 minutes and you just let it sit and then when you come back you have a full brain essentially of everything that your target audience are writing on other forums sometimes anonymously right so they can actually be completely real and honest what they're struggling with and then you can get that as like a base and foundation to build scripts from and the next step would be just like with sandra and renee and fitbenny and all the other ones the best like so followers is a big struggle for a lot of you guys getting traction getting engagement it's because you're you're landing in the middle peter spoke about the very behind the scenes storytelling real authentic approach you've probably seen you know behind the scenes reels or people that just records like a snapchat video on reels with no captions nothing at all and it blows up right it feels like you're part of the story that they're telling or people that are like for example like sandra she has that very sort of like practical visual comparison or people that are throat like for example if you want to talk about weight loss you could throw jello at the camera that's going to get views right so it's all about capturing the attention of people and you can utilize obviously ai to get ideas for this so ask claude or chat gpt based on the research you take a topic like peter mentioned menopause right how can you actually talk about menopause in a way that would spike the interest and it could be weird right like for example it was easter you could have taken like a couple of eggs and smashed them on the table you're gonna get people to stop up and look at your video and then you turn it into a sort of there's a metaphor for it or there's a great point about it right it could be like you put butter on meat or whatever it is so the biggest thing that i've figured out obviously it's always easier for peter and i to give advice to the coaches than sometimes taking them ourselves but there's also a different content strategy for coach rate given the fact that we spend a lot of money on paid ads and for a lot of you guys your primary way like peter mentioned if you have below 5 000 followers your time should be spent on just posting content and we've spoken with so many different coaches and the primary thing is that they feel it's uncomfortable um and it is uncomfortable to get in front of the camera and hear yourself talk for the first time the first many times and you feel like you look stupid and you think too much about what people are going to think when you post rather than just posting and thinking about okay i want to think about what the 100th 100th post is going to look like so a great way is just setting up a schedule post every single day right doesn't have to be good right but then you get used to hearing yourself talk and posting and then there's going to be one of those 50 videos maybe that does a little bit better and then oh that hook might have been a hook that you can actually um learn something from right so oh yeah so it's a lot of uh different things but we're going to do a separate uh webinar at some point about ai because there's a lot of small tips um there are levels to it and there are a trillion different things that you can do just being able to prompt in the right way i think that's definitely something that we can share more about on a later webinar yeah yeah what's your opinion should i address the answer and then we can kind of it's just related yeah yeah so um if you have any questions just address them now because we're going to probably end the webinar very soon uh but yeah ai webinar is cool so marcus is probably going to do that because he's very savvy on the technical side how to do that so how to create prompts and everything we we mainly use claude here at coachway chat gpt is mainly for like you know coding and stuff but yeah it's a bit different um to ask you leandro um it kind of depends like if the leads are coming from the organic i would say that if we go back to my point of addressing everything on the stories so if i can go back here yeah i remember you leandro we spoke on a meeting when you joined coachway you you did a lot of tick tocks i think i'm pretty sure so if the leads are from tick tock um the problem with tick tock is that you can't really nurture your followers so you can't really do like you know sequences and stories and showing clients it's very cold traffic it's very an unserious audience we don't have a lot of coaches that have a lot of successful um businesses based off tick tock fitbenny is big on tick tock and it works very well in finland mainly um but i would say that don't spend too much time if people are not answering like if you're getting a lot of leads and no one is answering it's mainly because they haven't been nurtured enough and the best way to do it is on instagram because on instagram you can get a follower and you can spend months just posting stories and sharing your thoughts on tick tock it's way harder so i would try to get people to join instagram if you have a tick tock use the tick tock for you know getting views and getting the brand but you're not going to convert that many on tick tock i haven't seen anyone do it successfully to be honest on a scale and on a large scale um yeah unless you have anything specific guys we're probably gonna jump off for today but hopefully it was valuable even though there was like an hour worth of me i think but you know that's how it is i thought it was like 30 minutes but um yeah yeah by the way yeah if you want a trial you want to try out coach way you could like you know just text on instagram we can give you a free trial because as mentioned like the product is very important so you need a platform doesn't have to be coach way but you need a platform if you want to take it seriously um steanne is asking what should stories consist of stories um should consist of you showing your everyday life it should be showing clients it should be showing um just you sharing values and who you are like if you think about it like if someone starts to following you on instagram from they start following you what makes them want to stay following you is if they actually get to know you and you bring value to the table so freebies and everything is mainly for the feed and if you want to post stories it's client related stuff it's related to your background it's just your everyday life one thing i would say though is that if you start posting a lot of client related stuff on stories your views will go down so what we see on average is that if we have a coach that has around 30 000 followers on instagram on a day-to-day basis they get about three to five k views on a story so about seven to ten percent of the total followers are watching the stories every day but as i think i said in the beginning like you should always prefer getting people to really love what you're doing than getting a lot of people kind of liking what you do so post everything that is client related and prefer always to have a hundred views with client related stuff on stories compared to a thousand views because you want to be funny or something um it doesn't mean you can't be funny but get a more you know specific audience to watch a very specific topic is way better than trying to post something that gets a lot of irrelevant views hopefully it makes sense dian um do you take in clients without using your app um no we don't really do that anymore we've done previously but from now on it's like either or when it comes to coach way if you want the management um yeah but i hope i answered your message dn don't be afraid to post a lot of coaching related stuff because if they don't want to follow you because you post content about coaching you don't want them as a follower anyway that is the idea um what time do you think is the best time to post reels yeah oh my like that was one of the first thing we discussed focusing on what what is the best time it's not going to get you anywhere it's like a client saying something like which creatine powder should i be taking where at the end of the day doesn't matter like obviously it matters if you're going on a bodybuilding scene and you want to be very specific about every single piece of detail but if you are at a stage of 15 20 clients just post a lot like three times a day the big coaches we have they post about a hundred pieces of content every month um three times per day i think renee is doing three or four times per day right now and he's posting whatever like morning midday night doesn't matter um the algorithm doesn't really care and yeah it just doesn't matter when you post just post a lot i think just just post a lot just don't post hopefully it makes sense oma so just you know post a lot and just do that instead it's like your clients just get to the gym and just work out it's gonna be fine gonna be okay um yeah what about sharing my own post on story um yeah i mean if you have a post you can elaborate it on a story so you know if you have a client you just showed anything you can repost it and use a video i don't recommend having too much text on stories stories is for you showing your personality it's not for like i see some coaches that are like putting tons of text no one reads it like show maybe seven to ten stories every day where like 70 is client stuff client testimonials you talking about a message you got from a client a weight curve the rest 20 25 can be about whatever your dog or something that is kind of getting your followers to see who you are and how you do in life and stuff but yeah what should you write to someone when they dm you insist um elisa i would try i mean it kind of depends um i have always been in favor of trying to get people on a sales call as quick as possible so i don't like doing too much of dming back and forth i know in norway it's a big thing because norway is a bit more easy to convert people into dm so it kind of depending on your situation if you have a very big success with dms in general what i would do is that i would just say thank you for your dm is it okay that i ask you a few questions that makes me able to help you or like at least give an idea if i can help you and then usually they say yeah sure and then you ask like so what made you reach out what you want is that you want them to elaborate their own thoughts about why they actually signed up because some people will just say yeah i just want to know the price but you shouldn't fall into that trap so if someone shows some interest let them elaborate on why they actually signed up let them talk um so ask them what made you sign up and they're gonna send something you can also say that please send me a voice memo a few explaining it because it's faster so make it easy for them and just let them explain why they signed up and just do maybe three or four sequences of follow-up questions so if they say yeah i signed up because i've been following you and i really struggling with my weight um x y and c and then you're kind of asking them okay you can send up i recommend you send voice memos back to them because it's more personal uh send a voice memo to them saying like um yeah that totally makes sense how long has this been a problem with me i usually help women doing x y and c so i'm very curious about hearing like how big of a problem is this for you because now you're kind of building the gap so they come to you with hey i want to hear more and from that to when you sign them up you want to build a gap so they can actually see how big of a problem it is so you have to create the problem in the dms with people um yeah so that's what i would probably do um what is the best way to get g what is the best way can you elaborate omar what about cca at the end of coaching food training videos any benefit from mentioning your service or they will convert within their own time since they know you offer coaching um yeah leandro i mean i know you're doing pretty decent on tiktok i mean tiktok is just tough if you're not doing paid ads we do a bit of paid ads for a lot of the finnish coaches on tiktok which is doing fine but to be honest i think it's going to be pretty hard to do it successfully on tiktok so if i were you i would just use tiktok to honestly just build your follower base and brand but focus on building the content strategy on instagram i don't think you can really do too much about it um you have to divide your content so you can't do both at once you can't both post a piece of content about a recipe and then do a cta like as we covered in the beginning like different pieces of content and different pieces of purposes don't try to mix them let the content that is value driven just be value driven don't try to make a ctv in because you want to hopefully sign someone up let it run it on show just being value based and then convert people on your instagram instead but don't try to both be cta ish combined with trying to get a lot of views because the algorithm doesn't favor ctas in viral reels um what is the best way to get better sale on calling i think from experience see this sales call as a coaching call instead i've done a lot of sales for the past few years and one thing i have learned is that just be yourself on the sales call like share honest perspective don't be afraid to actually tell them what they should be doing some coaches are afraid to say yeah you should do this this and this because then they might think yeah they're just gonna do that i'm not gonna need my help like don't be afraid to do that i would create a script i usually do a very question-based framework so i ask a lot of questions like i explained for elisa start out by asking them what made you sign up let them elaborate okay so why is this important well this is important because of i don't know i want to be a role model okay for how long has this been a problem yeah maybe like because when you ask those sort of questions you expand the problem so if someone says yeah that has been a problem my whole life if you didn't ask the question you wouldn't have that ammunition to actually get them to sign up so ask a lot of follow-up questions so you have more ammunition and once you get on to the later process in the call you can use these um ammunition to actually do the objection handling so if they tell they want to lose 30 kgs because they're being bullied and they've been bullying the whole life that gives you ammunition to be like okay so what i hear from you is that this is a pretty big thing isn't it yeah it's a big thing okay so how about we get you started we'll get you up and running and wouldn't you agree that not you know waiting too long to get up and running would be the the best idea because if you don't ask enough questions you won't be able to convert them you won't be able to build the trust so write down a bunch of questions we can also send it to you later on if you want omar but a lot of questions really being honest see it as a coaching call don't be afraid to give value on the call and be very blunt when it comes to the closing stage don't say okay so do you want to sign up you you should be like i wouldn't say you should be enforcing but you should probably frame it differently so that you say yeah so let's get you started next week or week on tuesday how does that sound that is more like them just being here so know whether they have to think about it um but this is this is something we're going to cover in another webinar i think because it's very technical but you can slide a dm on instagram omar and i'm gonna explain you um yeah okay awesome yeah but thank you for joining for now guys this is the first of maybe future webinars but we're gonna see if you want other topics to be covered you can just slide a dm on instagram and then we can kind of look through it and yeah thank you for joining so it's