#051 The 1:Many Masterclass

This episode is a replay of the live 1:Many Masterclass from Sarah Leather.
In this masterclass, Sarah shares:

What 1:Many means
-The types of 1:Many programs & how to scale your business with one
-The best 1:Many program for coaches, consultants and practitioners
-How to fill your group program without a big audience

Sarah has opened her calendar for several slots of her ‘Business Clarity Call’.
If you would like to chat with Sarah about your plan for your group program or fill up your 1:1 slots, you can book yours here while they are available:

If you never want to miss another episode, subscribe to the show here.


You are so welcome to the 1:Many Masterclass, how to fill your group program without a big audience. I’m your host, Sarah Leather and I am thrilled to be doing this masterclass today. I usually do this over the course of several days, so today I am going to just squish it all into one. I promise not to overwhelm you, well I can’t actually promise that, that’s up to you, whether you get overwhelmed or not, but I’m just going to give you so, so much about filling your 1:Many program. So as we’re all coming into the room, for those of you watching here live, just share with us where you are coming from and feel free to share what the weather’s like.

I am here in West Cork in Ireland and it is super great today. We’ve had beautiful weather for this time of year. It’s been remarkable. So today it is very great, but I have just found out that I have permission to travel to Australia next week. I’ve been waiting two years to go to visit my family, particularly my mum in Australia and I have been granted permission, so I’m really excited. I’m from originally from Perth in Australia and I haven’t been there for nearly three and a half years now and haven’t seen my mum for three and a half years, thank you covid, So, I am thrilled, absolutely thrilled. Welcome from all over the world. You’re coming to us from England listening in the car to the car. We’ve got Germany. We’ve got Ireland. We’ve got France. Yep. So yeah, lots of messages coming just into me, but that’s fine. So, I am going to be sharing with you quite a few things. Lots of things. So we’re going to talk about what 1:Many means, what different types of 1:Many there is, which ones I think are the best ones for my clients to work with, which are mostly coaches, consultants, practitioners, healers therapists. I have been working with women for over 30 years now. I originally started off as a nurse and then studied naturopathy homeopathy for four years in Australia and set up my own practice there. And then here in Ireland and then back in Australia and then here in Ireland and maybe a couple of other back and forth as well and learned really early on that I was really good at getting clients.

I worked in a lot of clinics- practices, where there were all sorts of different therapists and practitioners there. I was always a bit perplexed that they didn’t have clients or really struggled to get clients, or they thought it was really bad luck, or I had some kind of special superpower and it’s not that at all. It’s just really learning, learning ways of being able to market that feels really well aligned and ways of working. And later, when I was continually getting burnt out, even after I’d studied coaching. Like my work felt really light and rewarding, but I still felt like I was always on the verge of burnout because I worked under a business model of 1:1, of endless one-off session.
This is what we call a burnout business model. Then as I learned about 1:Many, even though I had been doing some kind of 1:Many all the way along, I’d always been running some like in person workshops, even when I was a student, I’d always had some form of that. Mostly with workshops either in person, and then later on online when the internet was developed. So, it all had a little bit of that, but most of my work was 1:1. And I learned a lot about that. I learned that we didn’t have to just do the single session kind of thing. I went from there. I went to bundles of sessions, three sessions or six sessions, but even still, it still started feeling heavy after a while. And I changed to packages, like the packages over three months. I filled those up and then changed to running group programs, masterminds, all those kind of things.

That’s when everything really, really changed. But even just changing to packages made a massive difference as well. I went from selling single sessions at €60 per person to selling a three-month package at €2,500. And so, I was working with a lot less people working more intensely with them at a much higher price point. They were getting much better results. I sort of halved the hours I was working, the client facing hours, probably even less than that. And I tripled my income over the space of a few months, and that’s what I help my clients to do. So, we are going to talk about all of that. So please pop in the chat box. If you have some kind of 1:Many at the moment put yes in the chat box, if you are running some kind of 1:Many, you have some kind of group going on that you’re getting paid for. Let me know, put yes there. Put 2022 in the chat box, if it’s on your plan for this year and just make sure that you are posting to everyone, to all attendees because most of the comments are coming through to me must be a zoom setting, so it’s great for everybody to see that. Quite a few are saying yes or are 1:1 and want 1:Many. Yes, you are in exactly the right place.

So first of all, we’re going to talk about what 1:Many is. And I think it’s fairly obvious that 1:Many means that you are working with more than one person, that you are working with some kind of group. There are lots of ways that that can look, 1:Many could be selling a book. 1:Many could be running a retreat or a conference or a seminar. This is a masterclass, this is a free 1:Many product. Because you must sell your free stuff as well as you paid stuff. And it could look like a group coaching program or some other kind of group program. If you’re not a coach, it doesn’t have to be a coaching program.

I have a lot of clients that are consultants and they run group programs. It could be something more like a mastermind, a higher level, higher paid mastermind. It could be something more like a membership site as well. It could be online courses and programs that you sell to many people. There are lots and lots of different ways that it can look. And I have done pretty much all of them in my past business, when in my health-based business, I had an e-book, I had a membership site, I had an online course. I got a lot of press though. Those things did very well. Then since being a business coach over the last 10 years have had pretty much the same thing, lots of courses, lots of group coaching programs, lots of masterminds. I’m nearly always running a sort of higher level mastermind. I’m actually not at the moment, I’m creating my next one at the end of September, this year for the school year, the academic year here in this part of the world, a nine-month mastermind, because I really like that. I’ve done that many times in the past and I really like that and have a lot more ease than over the summertime. We have a gorgeous black lab called Indi who is a breeder for the guide dogs. So, she has puppies. She had puppies last summer. She’ll probably be having puppies this summer and maybe another litter summer next year, all going well. And so, I love to have time for that. I really love to have that now that my kids are grown up, I’ve got four kids and they are all in their twenties. So they, they don’t need me running them around in the summertime anymore. Thank goodness. So, I get to have some of my husband, we get to have time for ourselves, time for each other time to do lovely stuff over the summertime. 

So, I love to set my business up that there’s less of me needed in it during that time of year. So tell us in the chat box, if you have a 1:Many at the moment, what that looks like, is it a group program? Is it something else? My very favourite out of all these models is the group coaching or the group program, the online group program, because it is what gets the best results as far as I’m concerned. And that’s what is the most important thing is to get great results for clients. It really is. Having a business that serves you, but serves your clients mostly. It really serves your clients very well. And what I found going from predominantly 1:1 to pretty much exclusively 1:Many is the clients don’t do just as well as if was working with the 1:1, they actually do better. They nearly all do better because of the group, because of the rising tide lifts all boats, it really is. There is magic being in a program with other women and I see it time and time again, I have two group programs and I see it time and time again, that women really just inspire each other. They help each other. They hold each other, because running your own business can be very isolating, it can be hard. So doing it with other people (it doesn’t have to be all women, certainly) but doing it with other people can make it much easier and make you get results faster. It really is the most incredible thing to witness, and I feel it’s such a privilege to facilitate that. I also used to feel like I was spending an hour with a client and sharing so much with them and coach them around certain things. And I used to be thinking, there’s so many more people that could do with this right now that like always feeling like I wish I had recorded it, I wish I could share this with other people. That’s the power of the group, of the leveraged program. When you get to create group programs, what you then have is instead of the 1:1 business model you have a scalable business model. You have model that can be scaled over time, which means basically you get to work with more people, you get to make more money and you can do it in less hours because, like I don’t exclusively work with women in midlife or menopause, but that’s what I market to. Some of my clients are in their twenties or their seventies, but it doesn’t matter. It’s just for marketing purposes. It’s because of where I’m at, I’m 56, it’s exactly where I’m at.

And I time for other things and it doesn’t matter what age or stage you are in life. I don’t think many people started their business so they could work 60 or 80 hours a week. They started their business very often, so they could work maybe 25, 30, 35 hours a week and have plenty of time to themselves, whether they have family or they have pets or have, maybe parents that need them or they just want time for themselves, which is exactly where I’m at. I’ve got plenty of other things going on, but I really want time for myself. So, it is fantastic to have a business where you can do that. Whereas if you’ve got a schedule that just has 1:1 appointments all over it, you know, five days a week, maybe mornings evenings, maybe even on Saturdays as well.

I had that when my kids were young, when I had four young kids, I used to work mornings, pick the kids up all at lunchtime or in the afternoon, do all the homework, the dinner, the running around, the after school activities, all that stuff, get the dinner done and everything. And my husband will be home from work then. I used to go back into my office then for several hours and often used to work on Saturdays, I used to run a clinic on Saturdays. And that was the way that I wanted it. I wanted to be there for my kids. And I also wanted to grow my business. And that was my choice. So, it was really hard. There were a lot of hours involved when my kids were young and you know, I possibly could have scaled my business much earlier, but I didn’t see it. I had to go through those cycles of near burnout and think like, this is crazy. The other thing that I really went through was not taking enough holidays because when you are running with the 1:1 model, particularly before creating packages and things like that, if you’re not working, if you’re not seeing people, you’re not bringing in any money. And so it was the case for a couple of years that I didn’t take holidays. And I thought like, this is crazy. This is not what I started my business for. I would be better off being a nurse like I was originally and being paid and not being at work when I’m not at work. 

Sometimes running your business, if it’s not scaled at all and if it isn’t right to suit your lifestyle, it can feel hard and it can really lead to getting totally exhausted. Can anybody relate to that? Anyone had a similar experience, if that’s been your experience and it can be like that as well without actually having the clients, spending so much time trying to do all the things in business, trying to do the things you’re meant to be doing and really struggling to get any clients at all. And I see this with women that would love to have a 1:Many program, a group program, but they really struggle to get, you know, any clients, any 1:1 clients. And so they couldn’t possibly be ready for 1:Many. And it really is the case if marketing isn’t effective, if you’re spending all of your time doing all of things, rather than just doing a few simple things to get clients and doing, well I don’t want to say the word “better”, but you know what I mean? Making it more effective and really coming from a place that feels very aligned and very heartfelt for you that you are just really loving what you’re doing all the time. It can be so hard. And again, pushing and striving is something that will make you move towards overwhelm and burn out far more than anything else. So you don’t have to wait until your 1:1 slots are full to go 1:Many, because it’s the same process where you can fill your 1:1 slots as your 1:Many. If you haven’t done any 1:1, it’s usually a good idea to do some at first, just to make sure you like the work and that it’s getting results for clients and see if anything needs to be tweaked or changed, but you don’t have to do it for years.

A lot of my clients after they’ve done it for a few months, they’re like, can I please start a group now? I’m like, yep. And a lot of my clients, I mean, I think about my client Lisa, she was saying that she started her business around this time last year. And she was doing 1:1 work, I think she started that about February and then in March or around April time, she was beginning to fill up her 1:1 slots. And she said, I’ll think about a group later in the year. And I said, you’re ready now. You’re ready now do it, do it now. And she did it and she did it again and again. And she followed what I teach my clients to do, to fill her group program and with using a workshop basically, and she, learned simple ways of marketing to get attendees onto a workshop and how to offer them consults and sign them as clients, if they were a good fit. She’s just now, in the last couple of weeks, done another workshop and she’s brought in over €22,000. And that’s from starting her business this time last year, she got to 10K months within four months. So, it’s totally doable. Not everybody moves that fast, but you can totally do it. Anybody can do it. She’s going to have multiple six figure year this year. So it’s absolutely doable.

It’s important with a group program far more than with 1:1 that you know your topic, but you’ve got to choose one area. If you go too broad, well, then you’re not really solving one problem. Think up one problem that you solve and really know that one problem. So, this kind of straddles over having a niche, having an area of specialization, but really it’s down to having that one problem, that one thing, because so many women that I deal with are kind of multi passionate and multi-talented. Someone asked for an example of one problem, how small or large it can be. Yeah, so it just depends, I would have for my program where I teach women how to fill their group program. The problem is they don’t how to fill a group program or they think they have to have a big audience, so that is a problem, but also they want to get to consistent three to five K months or consistent five to 10K months.

So depending on where they’re at, their problem is they’re underearning, that’s the problem, like underearning is a big problem. And that’s really broad because there’s lots of ways that that problem can be solved, but you’ve got to have the solution that matches that one problem. So, what’s your area? What’s the work that you do, tell me that, and I will try and find an example of that, but if you wrote down all the things that you could help your clients with, it’s probably like 20 or 30 things and it’s about picking one of them. One way to think about this is what’s something that they have their hand held up for that they’re actually looking around for a solution. Now they might know that you are the solution, but that’s okay. They’ve got to have a problem that they want to fix now, because everybody will look for a solution to their problem, or they will have a certain amount of urgency around the problem. If you can match your marketing to the solution that you know to their problem. Because if you’re talking about, well I’ll give you an example here. A couple of years ago, I was really struggling with lack of confidence. I knew it was menopause. I knew I was sort of completely freezing, not freezing as in temperature, quite the opposite, but freezing. Like I couldn’t post, I couldn’t go to events. I just wasn’t showing up at all. I was completely hiding, and I knew that there was something going on and I was looking around for, somebody to just support me with it at the time.

There was one woman whose post came up on Facebook and she was talking about menopause. She was talking about physical and emotional symptoms, and I thought, yeah, that’s interesting. I went and had a look and saw she had a couple of other articles around the same thing. This is what happens. This is what your clients do. Go and get distracted. Then, I noticed something else came up. She came up in my notifications, but then she was talking about migraines, nothing to do with menopause, just migraines, general migraines for no matter what age you are. And I saw something else about skin problems and mentioned teenagers and things. I thought, oh, she’s not what I’m looking for. If she had continued to show up, talking about maybe emotional problems in menopause, and if she made an offer to me to pop on a call or to sign up for something, sign up for a workshop or something on that subject, I would’ve totally signed up and possibly would’ve hired her. So that’s what I mean about having this problem that your program, I call it the signature program, your signature program whether it’s 1:1 or 1:Many, is solving. But when you’re looking at running a 1:Many group program, you really want to have that program be focused on fixing that particular problem. Vicky says “mindfulness coach for women with anxiety”. Yeah. And women with anxiety is pretty broad. So if you were doing a 1:Many program, I’m mean what problem could you really be solving if you weren’t just talking to all women?

What I really encourage a lot of my clients to do, well I call it the 1:Many method, basically, whereas you create a workshop which could be a masterclass like this, where you are giving people really good value on your area. And then the next step for them is to sign up to your signature program. So that then you basically offer them a call or let them know about your program and how they can move forward with you if it feels like the right thing for them. So it could be that you are very clear on how is that showing up? So, these women with anxiety, how is it showing up for them? Why would they want to hire you now? And not in a couple of years’ time, because you never want to be in the “nice to have” bracket, you want to be in the “have to have” bracket, the “I have to hire you right now”. So what problems is it causing for them? Is it causing problems in their relationships, in their work? Is it causing them to overeat? So just get clear on some problems and then you can offer a solution then, you know, how to such and such. Lucy offers a 12-week healthy eating and exercise plan. That’s great, but you’re probably not the only person in the world doing that. So, who is it for? What makes it unique? What’s the one problem that you are solving? The niche is basically who it’s for, so it could be people of a certain age or demographic, or it could be just people that are struggling with a particular thing. It’s got to be like, I need that now. And if you, like a couple of my clients, not coincidentally work with work in healthy eating and exercise plan, one works with mothers in their thirties that are totally overwhelmed with working mothers in their thirties, totally overwhelmed with their cycles causing them craziness and wanting to have a really healthy body, but their hormones drive them nuts. Another one works with women in peri menopause and menopause. She’s here, Belinda. So, it makes it far more specific for what age or stage people are at, or there’s something about them that people would think that’s for me. Because that’s what you want. Sheila does natural remedies for young children’s illnesses.

So if you were looking at a 1:Many program, like I used to teach homeopathic first aid for parents. And I did that for years and that was one of my 1:Many. I used to do one day workshops. I had 20, 30, sometimes 10. I ran it once in Australia for the college where I was working. They were looking for someone to teach that for a day and all the students came and I had 90 in that group and made a good chunk of money from that. And then from there offered my thing, like I used to often do six-week sort of wellness courses for young parents. So from homeopathic first aid class, I’d very often then sell into the next thing that I had, but it’s got to be an obvious next step. So, you said I’m afraid of niching down too much, but that’s probably the point. Yes. Yes. That is the point. And it’s just like, when you niche down, it’s just like a spotlight is shone on you, just imagine one person, that real dream ideal client that you have. And that’s great to think of in your mind. You’re shining a light on them; you’re talking about them. But think of a spotlight, how the light radiates out and it’s like moths to a flame. It will attract everybody, and they’ll think, oh what’s going on over there, there’s something shiny there. And it will draw in other people. When I ran my health practice, I was a naturopath and homeopath and did a lot of work with nutrition as well. And my specialty was fertility people, helping women and couples to get and stay pregnant. If I was doing that now, I mean, I haven’t done that work for a long time now, but if I was doing that now I would have niche down a bit. But at the time there was so few people online or anything doing it. I didn’t need to, but if I did it now, there’s so many more people working in the fertility and natural fertility and infertility space that I would’ve niche down to something like recurrent miscarriage. That would’ve been something I saw an awful lot of women trying to have their first babies in their late thirties and their early forties, because that would’ve been another area that I saw a lot of. So I would’ve picked one area. Even though that’s all I ever spoke about in my marketing, I was in the paper all the time was on national television here in Ireland, loads of times.

And all I ever spoke about was natural fertility and infertility. I was ranked number one in Google from just doing one blog post a month. And writing about those subjects. I didn’t write about anything else. I didn’t talk about anything else, but it was only 50% of my client base because people would contact me and say, oh I don’t have fertility problems, but I’ve got polycystic ovaries, or I don’t have fertility problems, but I’ve got migraines, but I think they’re hormonal. Can you help? Absolutely. Oh, I don’t have fertility problems, but I’ve got a skin problem and I’m just wondering, can you help me? I’m like, yeah, for the longest time I did it. When I worked in fertility, you know, those women would go on to have babies who would grow into children and sometimes they’d end up with three or four of them, so they would bring their children to me.

Now for last few years, I said no, only hormonal problems and fertility was all. So, I stopped treating men. I stopped treating children and then I stopped treating other health problems when I wanted to. But when it comes to a niche, let go of the fear that you’re going to exclude people, because we all want to help everybody, but you will help more people because your marketing will get so much easier when you pick one area, when you pick one area of expertise and just say, this is it. And that’s all you go out there and write about, you’re not stuck then. Like, I don’t know what to write about. Because you’ll think, oh I’ve got to write about that. And yeah, there’s so many different things within that. And you don’t have to write, you can talk and you can do videos, all sorts of things.

The fear of niching down holds people back, holds women back so much. You just have to pick your area. Absolutely pick your area. The next thing I want to talk about is just really designing your 1:Many program. And you may really want to take some notes here around what you want it to look like. And I will tell you what is a sort of typical way that my clients work with their clients, instead of filling out their group programs, what they actually look like. So the first thing you have to decide, is it 1:1 or is it 1:Many? You just have to decide. And if you’re not sure, and you haven’t been doing it very long, just go 1:1 for a while, fill up some, 1:1 slots.

And it’s much easier then to create your 1:Many. Probably a third of my clients now are working 1:1 and some of them play with starting some kind of 1:Many, but then they realize actually they really like 1:1. And the biggest problem often with women working 1:1 is they’re just not charging enough or they don’t have a package created. Once they have that, they really love having maybe 10 or 15 one on one clients. And it gives them the income that they desire. A lot of women I work with want 3-5 K months and they can get that with having 1:1 clients. And then maybe looking later on, maybe six months’ time, of creating a 1:Many program and some of them will develop a shorter course or something like that for additional income. So when you know that 1:Many is on your radar, really look, and you can absolutely do what I’m going to talk you through here with 1:1, it really doesn’t matter. So I would really like for you to put it in the comments is it going to be 1:1 or 1:Many? You can say 1:1 or group, whatever. Let us know what it is that you want to create now, and then get out there and start selling. So 1:1 or 1:Many. And the next thing you need to think about is the length of time it’s going to go over. So there is no hard and fast here, but what I want you to think of first, and this is what you need to know, really do need to have some idea on what problem you’re solving with this for your clients.

How long is it realistically going to take them to get the very best results? What’s the very best timeframe for your clients? You don’t ask them; you are the leader here. You are the one that knows your work and what’s possible for them. So, if they fully show up, fully engage, fully embrace everything you are helping them with for the transformation they’re looking for. What’s the right timeframe for that? And it’s usually longer, and I see women developing. They very often say, oh, this is a six-week course. So, I’m going to do this, this and this. I look at it and very often what they would think of as a course where they just create the content and give it to them and it’s much better off being a six-month group program where they get like one module, one sort of main thing to do each month. And then they get coached through it or held through it each month, week by week. So, it normally needs to be longer than your brain wants it to be. And so many women want to make it shorter because they want to be able to put a smaller price tag on it because they’re afraid of charging too much.

And you relate to that. Yes. Lots of you saying 1:Many. Yes. Great. So, what’s the length. Tell us the length. What does the length need to be? And if you’re not sure, three months will work for most people, you know yourself, if it needs to be six months, but normally needs to be much longer then you think it needs to be. If you’re doing a little bit of a kickstart reboot kind of thing maybe that can be two weeks, three weeks or something, because a few of you are saying you’re doing a 21-day thing or something. That can be great. But if you were totally confident you could sell a group program at a higher price. What’s the length of time that would really be right for your clients?
1:Many, three months. Sounds good. Yes. I totally agree. Three months group coaching. Love it. Um, 21 days with the kickstart. I would really look at what is the right thing for them for a longer thing. Like a lot of people that do 21-day boot camps and all that kind of stuff is very often a marketing thing to get lots of people in then to sell them onto the longer thing that they know that they need at a much higher price. And that can work. It’s a bit like running membership sites and things like that. They are big marketing jobs. They take so much marketing to get lots of people paying a smaller price tag. You’re much better off needing less people to reach your goals, reach your financial goals, less people that you need to be marketing to.

You can spend most of your time serving your clients and not being a full-time marketer. Sounds good. Liz has a five-day intense retreat to kick off the group process. Yeah. Love it, that sounds great. So, keep sharing those. How long does your program need to be? Be really honest with yourself about how long you think it really does take people to get results. Because it is normally longer than what you think. So, what else does it need to have? If you’re running a 1:Many thing, how often do you want to do sessions with them? Maybe you do weekly group coaching, maybe there’s some kind of accountability. Maybe there’s some kind of implementation check-ins, you totally get to decide. The standard would be weekly sessions for three months. I mostly work on a three week month. I have a team and I have coaches on my team so they can totally step in and do calls, do things on weeks where I’m not available. So, what needs to be in your program to get the best possible results for your clients? So, is it weekly calls, weekly group calls? Is it, what else have you got there? Have some kind of trainings, like training videos or a workbook or some kind of downloadable worksheets. What else? And if you’re doing group, does it have any one on one with it? Because that can work quite well. Having a hybrid of one-on-one anchor. And I did that for a long time, transitioning from all one on one to all group. I had a period of time where my clients got one on one with me, and that got very busy. So, I don’t do that anymore, but you can absolutely do that. Just note that they will not need nearly as much one on one if you are working with them purely one on one. And what happens if you offer a lot of one-on-one even two one-on-one sessions a month is that they won’t come to group calls because they get everything they need from you on the 1:1. So you take away those 1:1’s, they’ll turn up to the group calls. It’s a lesson hard learned with most of us. You do not need any, certainly no more than one session a month with you, if you do. Something I’ve done in the past is offer 1:1 at the beginning of a group program, so think about that.

What else are you going to include? Feel free to share one thing else you’re going to include besides some kind of weekly sessions. Some people offer email support. Some people will offer WhatsApp support, like phone messages and stuff, but you don’t need to over stuff it, your business is not a Christmas Turkey, do not pile up full of stuff that your client goes like, that sounds great. When I’ve got spare 20 hours a week, I’ll come along. No. Think about your niche. Like if I think about Pamela, who’s a parent coach, her clients, you know, don’t have hours every week, but she runs a weekly call that’s around 90 minutes and they know they have to organize that, but they don’t have a lot of time outside of that. So they know once a week, they’ve got to do this chunk of time, but the rest of the time they’re off being parents and everything else. So, what’s going to suit you the way you want to work, but also what’s going to suit your clients as well. So, think about that. You know, generally entrepreneurs, business owners may have more time available than people that are working full-time in a job, not necessarily very busy lives as well. Think about your people, what do they need? So just get clear, write down what else you want to include? Yeah. Downloadable tracking sheets. Yeah. All those things are good. If that suits the way that you like to work, don’t include things. Cause you think, this will make it more valuable. Less can be more, less can be a lot more.

You don’t have to over stuff it, no, because people start to feel overwhelmed at the thought of it. It’s got to really focus on what’s going to help them get, what’s going to help them get to where they’re going. Is there going to be any 1:1? Anything in person? Like I used to include a good bit of in person stuff with my work. Because I love being in the room with other women. And I used to include tickets to live events and things like that. And then along came the pandemic. There was none of that. So, everything’s gone online, but in the future, like my clients know they get access to my live events, if I get to do them! Nearly got there this month, the last month, but we didn’t later this year, maybe it’s going to happen.

So what about you? What else do you want in your group program to get them the results that they really want? What’s the best thing to help them? And you can always add in extra things and wow them as you go along, but if you try and take things away that you’ve promised, then you may have disgruntled appliance on your hands. So don’t promise things that in your heart, you’re not going to be able to deliver on. So, promise what you know, that you’re able to deliver on. That’s going to get them the very best results without too much. I’m always creating new stuff for my programs. A couple of months ago I created something called course creation bootcamp, which is amazing in the sales page training in there, it’s about 90 minutes and it is pure gold. My clients have said like, this is worth thousands just on its own. I give that as a bonus in both of my programs now, because it is so valuable, which is great. But when my clients that were signed up for my programs before I had even decided to create that, like got it as a bonus. So that’s some way that you can, you can really over deliver without overwhelming your clients. So, think about what else that you want to include in it. And the next thing I want to speak about is how to fill it, because you have to know first what you’re selling. You absolutely have to know what you’re selling, so how to fill it, how to fill it. The best way that I believe from all the years of working with clients is to do regular workshops, online workshops like this, like master classes, workshops, they can be a single event. I call those a simple workshop or more advanced thing, like a five-day challenge, but just a simple single workshop can absolutely get you the clients that you desire for your program, for your group program and the way you do that is by having maybe three ways of marking your workshop. So have a workshop that has a title that says the next best for them is going to be your program, your group program. So a title that like is really going to, to capture their attention and so that you can share amazing content with them very often about three steps and then invite them, either straight into your program or onto a call with you.

And that’s how my clients fill their programs time and time and time again. I’ve just jotted down some of my clients, this is pretty much in the last week or so. Andrea got a new client at three K for her program. Pamela has filled her first group program which is just under a thousand pounds and is starting to fill up her next one. Michelle is filling up her group programs around 1500 pounds. Um, Sharon’s filling up her second, she’s got two group programs. She’s filling up her second one, which is €1200. When she did her first workshop for her first program, she sold 15 places in that.
That was when she first started working with me just over a year ago. Oriel if filling her 1:1 slots, I think her price point is around £850. As I mentioned, Lisa just had a multiple five figure month with her group program, and what a lot of my clients do, what I really encourage is as well, some will and some won’t, but not to just have a start and finish date with the program, to actually look at having ongoing enrolment. Most people think like, oh, they won’t work for my business, but then they’re like, oh, it does. It does. So, it takes the pressure of having to have so many people signing up all at once because that takes you being really good at launching and getting good at launching takes time, effort, and often money then as well, if you are going to use something like Facebook ads or something to get a lot of people coming in. The reality is it doesn’t suit so many people, it doesn’t suit the way they’re brain works.

And I have worked in programs and I was in a mastermind last year and I was in with people that do a lot of that high technical launching. My brain just gets fried when I’m around that energy very much. I need to do things in a much simpler way. It’s partly because of my age and menopause, but it’s also partly the way my brain is wired as well. And I need things to be simple. II’m much more successful when I do less, and I have more time off and I have more fun. One of my mantras is the more fun I have, the more money I make. Feel free to borrow that. So, say in the chat box, if you are similar, if you know you can’t do complicated tech and can’t do 48 step funnels and things that there’s a lot of moving parts to and a lot of hours spent writing huge massive email sequences.

I much rather just follow my heart and follow my gut and do it way more, you know, in a far more sort of connected wholehearted way. It’s just the way that I am and I’m not fighting it anymore. And I did try to fight it for a very long time and try to think like, I just have to follow these steps and it can be great to have a process to follow. And I certainly have that with my clients. I have great content that they do this first and do this next and that really helps, but cannot do things in a really complicated way. It breaks my heart to do that. So filling your group program is about having a very simple process, a simple process of attracting your ideal clients.

And that’s having that one problem that you’re solving on a workshop, or just getting up there and doing Facebook live or Instagram videos or LinkedIn live, or whatever platform you use. You can totally just get in front of your audience and teach them something and then make them an invitation and let them know what you’ve got to help them and make them an offer. The more offers you make, the more clients you’re going to have, the more money you’re going to make. And the more people you’re going to be able to help. Because at the end of the day, that’s what we’re here for. We’re here to help our clients to get results. We’re here to serve and we can’t serve unless we’re growing our businesses and making money well.

It really can be quite simple to do it and to have a way of doing it. And I like my clients to maybe pick three ways to get leads into their workshop or onto their live stream or whatever it is. So, they can have people in front of them where they’re making an offer. I’m going to share three ways with you that I like to do it. Now, one way that I like to do it is what I call a nifty 50 list. And that’s getting, you can open an Excel spreadsheet. You can get pen and paper, doesn’t really matter, and write out the names of 50 people that you already know that are sitting right under your nose, and really opening your mind to maybe the ex-colleagues or people you did training with, or friends of friends.

I usually ignore family members, and even friends, I don’t go saying to my parents, hey, do you want to work with me? Some of them have worked with me, but I don’t go expecting them to, you have so many people you already connected to. And when you put your mind to it, you might think like oh I don’t know 50. And then when you have your topic and you are training or whatever you’re going to be doing, you just let them know, hey, I’m doing this thing next week. Would you like to hear more about it? Or would you like a link I’m sharing? Can I share the link here with you, and no problem if it doesn’t suit you. You’ll be amazed, most of my clients go didn’t think they’d find 50 and now they’ve got 150 and that’s where their first clients are coming from for their group programs.

So people say like, oh yeah, I’ll totally share that with my people. Cause a lot of people, you know, probably have communities of people and particularly people that do something complimentary to you that aren’t doing the same thing, like when I ran my fertility practice, I worked alongside a really good fertility acupuncturist. And I used to send so many of my clients to him and he would send so many clients to me because he wanted somebody who did homeopathy and nutrition side of things. And I really wanted the, the body side of things. And it worked really, really well. So, you can get other people have who audiences that you can help and let them know about what you do. So that’s the first one, the nifty 50 list.

The second one is by having a really simple strategy on one social media platform, just one, not more than one, you only need one platform to get in front of all the people you need to get in front of, because there are billions of people on every platform. We have billions of people in the world and there’s billions of people on every platform. So, you can absolutely find your people on any platform. We don’t have time today to go into any strategies. But for example, like I’ve got a Facebook group and we have a strategy with that of inviting people to it. And when people join the group, they fill in a few questions, which includes them sharing their email. And then we email them emails about the workshop and we put stuff in the group when we’re running workshops and then invite them to the next stage, if that’s appropriate. Whatever platform you’re on, you can’t go wrong by reaching out to around 20 new connections, a day of commenting, liking, commenting, whatever on, you know, 10 to 20 posts a day of other people, particularly people that you could be connected to in some way or could potentially be ideal clients. And then by sharing some piece of valuable content, valuable to your people, and it doesn’t always have to be this highly curated post. They can just be sharing a question, sharing a photo of where you are and what’s going on. Or like if you look at my social media, you’ll see me sharing all sorts of different things. It’s not always business, it’s predominantly business, but it’s not always.

And that you’re talking about the problem that you can solve and, and sharing tips. You cannot give away the fun. There’s no problem that you cannot share too much value when it comes to your expertise. So many women fear that if they share too much, then nobody’s going to want to pay them for a solution. But it’s so different. It’s like you could solve every problem pretty much if you Googled it, all the information is there. We’ve all got bookshelves full of books that have so much information in them, but people don’t need information, they need the support to implement stuff, to get the transformation that they’re looking for. They need to be taken through the process, not just told you need to do this, this, and this, because we’ve got human brains, which stop us all the time.

So, the third way. I’ve mentioned nifty 50 list having a simple social media strategy on one platform. The third way is you can just use event pages. If you use Facebook or LinkedIn event pages, or you can use Eventbrite. This is free software for running any kind of event where you go invite people to it and say, oh, I’m doing this workshop on three steps to such and such, would you like to come along, stick a zoom link in now and make your invitation to invite people then into your group program? It really can be that simple. It really can be. And it takes showing up time after time and doing it month after month. Maybe you want 15 people paying you a €1000 for your three-month group program. So, getting 15 people the first month you do it is going to be very challenging unless you have a big audience already, but you might get three people the first month, you might get five people the second month, and then you might get, um, seven people. Then the third month that you do the same thing. And then you’ve got your 15 people paying you a thousand each. So, you’ve bought in 15,000 over those three months, and then just keep doing it again and again. You plan your holiday ahead of time. You take time off, you rest, but you keep showing up, there’s ways of doing that. That doesn’t mean you don’t have to be on all the time.

Anyone have any questions, pop them in the chat box. The last thing I want to share with you is that your mindset will get in the way every step of the way. We have a negative bias in our brain. Our brains want to keep us small and safe, because we’re afraid. If we step outside of the cave, the sabre tooth tiger is going to be there and it’s going to gobble us up. So we want to stay small, we don’t want to put ourselves out there and feel unsafe. Cause it feels very unsafe to us to step outside of what we are used to. What’s comfortable to us and know that’s really, really normal. And that’s why I love working in group programs because everybody is going through it together. And everybody has different times of ups and downs.

On my podcast last week I interviewed my client Sharon Huggard, who’s got fabulous programs out there and we were talking about the ups and downs of business. That’s the Marketing in Midlife podcast, if you want to check that out. So, it’s really, really normal, but having this group of people to support you is just incredible. So just know that it’s really, really normal. And one of the biggest things that I have learned along the way is to be more focused on what’s possible for my clients and on the transformation they can get, on helping them to get the results they really want. Then I am focusing on my own insecurities, and it really is. I’m known as the queen of the loving shove, to lovingly help move, to just step aside, get out of your own way because people need your help. People really, really need your help. You are not your business. You are not the same thing. Your business is a separate energy, a separate entity. Your job is to love that business so hard that you can’t help getting up there and serving people, that’s the way I totally feel about it. In my Wholehearted Marketing program, the real philosophy there really is about just loving your business so hard. You just have to show up to it, you have to serve. You have to just go and share your stuff. Instead of thinking, I must be consistent today, instead think how can I show my business and love today? And others will totally pick up on that and resonate with it.

The mindset side is absolutely huge. It’s something I could talk about all day long, but I won’t. Just know that’s really normal for there to be one fear after another, you think you’ve just overcome one, and along comes the next one, but that’s normal part of business growth. Our business is never going to outperform our ability to lead it and our ability to grow ourselves as humans and that. So it’s so important to be forever growing. That’s why all my work will always be a mixture of strategy, mindset, and community, those three things are so necessary to grow in your business. And I find that in a lot of business coaching circles, there’s a lot of shame about not getting the numbers or not growing fast enough, but we are all different.

We’re going to go in different directions. I’m often talking about the tortoise and the hare, because some of us are more tortoises, we’re going to plot along and some are more the hares, but they are going to get burnt out a lot quicker. There’s nothing wrong with slow and steady business growth. Slow and steady business growth will go alongside slow and steady mindset growth as well. So, it needs to be there as well. It needs, I think it’s so important for all of us to have somebody who can see what’s possible for us, that we can’t see ourselves. So the times we start to doubt ourselves and question ourselves and start to tell ourselves stories about why I wanted to fill this group program.
It’s okay. If I don’t, I just go over here, work on my branding for another year or work on my website. None of that stuff’s important. It’s important over the long term, but not the short term. You can bring in multiple six figures before you have to worry about all sorts of things in business. You can just get out there, get the paying clients and really start helping people. And the other stuff can totally be done in the background as you are growing your business.

Now, things to include in our group program. A Facebook group, a buddy system. That kind of accountability support is amazing. Yep. I love that. The final thing I want to share with you, is that I have an invitation for you because I know I’ve shared an awful lot today. I know so many of you, in 2022, you want to get your group program done. Um, so whether you want your group program, or maybe you just want to fill your one-on-one kind of signature program for a few months or really develop that, rather than move straight away from selling single sessions and, and really have a very incredible package of your signature program. I have an invitation for you to basically hop on a consult with me. I think it’s called my fully booked consult. I think that’s what it’s called at the moment. It’s sometimes called signature program plan. It’s sometimes called my fully booked consult. So, I’m not sure what it’s called at the moment. I’ll pop the link out with the replay as well. I am going to Australia next week if the plane still takes off, there’s been lots of cancellations but we won’t focus on that, so that’s not till the end of next week. I have a few slots in my diary. I’ve got room to talk to five women about their plans to fill their signature program. The 1:1 or 1:Many, to work out their 1:Many plan for 2022 to get your income goal. So do not delay, click on that now, there’s not many slots showing up at the moment. There will be more there later on, but feel free to message me and let me know if you would like to grab one of those.

These are like gold. I’m just really feeling, I go through phases of really wanting to connect with women and share with them how they can map this out. If there is a program that I’ve got that will help you and you want to hear about it, I will absolutely answer any questions or whatever. I’ve had two programs. I’ve got a wholehearted marketing which is a really incredible marketing program and business support program to help you fill up one on one slots to take off your business or to grow your business over time. That’s a lifetime access program with incredible content and weekly calls, and I’ve got signature programs school. I’m actually doing the last intake for signature program school over the next week or two, that’s the program to help you to get your group program full, maybe fill up some one-on-one slots first and then go all in on your group program.

I’m doing my final intake to that. And because I’m going to be creating my new mastermind that is starting on the 1st of October, this year for nine months. So that’s actually three programs. I did say two, but that’s third one I’ve got up my sleeve, and the first spot has been taken now. So that is if that’s appropriate thing, that is what I can totally share with you, but either way I would love to get my eyes on your business and to help you to create your plan to get fully booked or fully book out your signature program, your group program, so that you can really make a difference in the world and create the impact and income that you desire. You can really have the lifestyle that you started your business for in the first place, because I don’t think any of us start our businesses to get burnt out and overwhelmed and to be broke because the reality is a lot of women in business do not make decent money or make half the money that they would like to be making. It’s totally possible, but we can’t do it. I don’t think we’re meant to do it on our own, I don’t think so. I think we need help. So let me help you and get my eyes on your business and help to give you that loving shove forward to make 2022 your best year yet. So don’t delay, feel free to DM me and just say consult, and I will let you know what I’ve got available.

So thank you so much for being here. I would love to share here in the chat box with what’s your one biggest takeaway you’ve got from this 1:Many masterclass? It was a real whistle stop tour of all things, 1:Many. What has really stood out for you? Someone says, do a workshop. Yes, absolutely. Thank you of taking away a little of the pressure that learning to launch creates. Yes. Good to know. I do it, because it’s just gets far too overwhelming, I think, in doing it other ways. Thanks so much. Someone just said they’re going to book a call. Yes. Do book a call, get on it now. Someone else’s says, knowing that you’re not alone.

Yes. I totally agree. You are certainly not alone. You’re absolutely not alone. Thank you all so much for being here. Keep your comments coming, because I will totally look at those afterwards and keep the bookings coming, and book yourself one of those sessions, because you deserve it. You deserve to have an expert look at your, at your business. So, these calls are twenty, thirty minute calls. My eyes, on your business, to get you results, just to make sure that you know your plan, you know exactly where you are now, you know where you want to go, and you know the steps that you are going to need to take to get there.

It’s been such a pleasure and so fabulous to see so many of you here on the call and if you’re watching the replay hop on in, I’ve saved some spots for you. So, hop on in and grab yourself the consult now. And I would love, love to support you. Okay. Take care. Bye for now, I’ll see you all very soon.