We’re just returning to our headquarters after another amazing live event. We laughed, we cried, we had breakthroughs and yes, there were dance parties. It was such a blessing to have 15 countries join us in Las Vegas, NV.

If you couldn’t join us, or just want to take a look back as you reflect over your notes, this recap has it all. Think of it as a mini event right here on the blog and an inspiration to join us in person soon. Let’s dive in.
 

Discover Your Unique Branded System

It was day 1 and the focus was on recognizing, affirming and systematizing your proven process. Why was this our starting point and how can it help you and your business?

Systemizing what you do every day into a repeatable process can improve your sales conversion and support long term business growth. When you’re able to articulate exactly what you do to your ideal client you increase the likelihood your ideal client will convert from a potential client to a paying client. I believe it’s crucial to peel back the layers and shine a light on your own process. Identifying how you do what you do is called a Unique Branded System or UBS.
 

For example, I remember a time, early in my business, when I had 32 1-on-1 coaching calls in a matter of days. This surge in serving my clients in a short period of time actually caused amazing breakthroughs for me.

What happened was I started to see several things I was doing. I began to notice a process, a method to my madness if you will. I was very present with every call and every conversation was catered to that person, after enough sessions in a row here’s the things I began to notice:

• I asked certain questions over and over
• I had a certain order to which I was doing things
• I was looking at specific things in that person’s business
• I provided specific assignments

This was actually my UBS, my Unique Branded System. It was hiding below what I was doing and I hadn’t seen it before!
 

Lay the Foundation of Your Offer

Once you have your UBS it’s time to work on what we call your core offer. First let’s address the elephant in the room and discuss what an offer isn’t. It’s not the old 80’s style elevator pitch and it’s not a snappy tag line.

Your offer at its core is about the transformation or outcome clients receive as a result of working with you. This is what you will say on stage or on a teleseminar, webinar or any other platform to invite your audience to take the next step with you.

It’s very common for entrepreneurs to struggle when it comes to communicating their offer. This is essentially one package that you can sell all the time. Let me tell you that this foundational piece was really pivotal work for me when I made my quantum leap from serving clients 1-on-1 to being able to leverage my work by helping more than one person at at time. So don’t skip this part!

Your offer is composed of two parts, and it comes down to simple math, I promise this is the only math we’ll do here today. 😉

Outcome – is what you uniquely provide. When you get into the offer section of your presentation you will spend 90% of your time in this energy. This translates into any offer any where:

• 90% of your website copy
• 90% your words on a webinar or teleseminar
• and of course the intensity and emotion when you speak on stage

Service Delivery – is how you will actually delivery the service or how you provide the unique transformation. This is where many take the wrong path and head the wrong direction. It’s what causes your audience to disconnect and stop hearing what you have to offer. Only 10% of your time should be spent here so you can stay in that possibility space you just opened up for them in with your outcomes! You can cover things like:

• 6 modules
• Pre work videos and worksheets
• X number of coaching hours
• Bonus ticket to your event
• And any other components of your product or program

Remember, your prospects are buying the destination, not the plane! They are investing in the transformation. That’s what they lay down the money for.

As we look back on these teachings from #SpeakToSell 2016 feel free to catch up on the photos from the event too. Leave me a comment when a photo stands out or inspires to you!

Day 1 and the Gala! Yes, at my events we have a big dance party and we call it the Gala. I hope to see you on the dance floor soon!

Day 2, give a shout out to your friends when you spot them 😉

Day 3 and what we call Afterglow. Afterglow is where attendees have the opportunity to take a one-on-one photo and quick chat with me personally. This is one of my favorite parts of our events, right up there with dancing at the Gala!