{"version":"1.0.0","segments":[{"startTime":65.908,"endTime":67.798,"body":"So you wanna make a hundred"},{"startTime":65.908,"endTime":67.798,"body":"thousand dollars in your"},{"startTime":67.798,"endTime":68.848,"body":"wedding business this year?"},{"startTime":68.908,"endTime":71.488,"body":"Here's the thing, you"},{"startTime":68.908,"endTime":71.488,"body":"don't need more hustle."},{"startTime":71.488,"endTime":73.19800000000001,"body":"You just need better math."},{"startTime":75.19800000000001,"endTime":79.57600000000001,"body":"Today I'm breaking down the exact"},{"startTime":75.19800000000001,"endTime":79.57600000000001,"body":"formula that you need to make a hundred"},{"startTime":79.57600000000001,"endTime":83.296,"body":"thousand dollars in your wedding"},{"startTime":79.57600000000001,"endTime":83.296,"body":"business, and how many leads you need"},{"startTime":83.296,"endTime":85.24600000000001,"body":"every single month to hit that number."},{"startTime":87.25500000000001,"endTime":92.32000000000001,"body":"This episode isn't fluff, it's data-driven"},{"startTime":87.25500000000001,"endTime":92.32000000000001,"body":"strategy, so let's get into the numbers."},{"startTime":93.71900000000001,"endTime":96.569,"body":"Step one is to know your conversion rate."},{"startTime":96.569,"endTime":99.839,"body":"How many of the leads that come into"},{"startTime":96.569,"endTime":99.839,"body":"your business every single month"},{"startTime":99.899,"endTime":101.72900000000001,"body":"actually turn into paying clients?"},{"startTime":101.72900000000001,"endTime":104.159,"body":"Now, why is this such an important number?"},{"startTime":104.18900000000001,"endTime":105.539,"body":"Well, every single week."},{"startTime":106.196,"endTime":109.25900000000001,"body":"Literally every week  I have"},{"startTime":106.196,"endTime":109.25900000000001,"body":"wedding pros that drop into"},{"startTime":109.25900000000001,"endTime":111.059,"body":"my dms and say, Brandee help."},{"startTime":111.059,"endTime":112.289,"body":"I'm not getting enough bookings."},{"startTime":112.289,"endTime":113.309,"body":"I'm not getting enough sales."},{"startTime":113.309,"endTime":114.719,"body":"I'm starting to freak out."},{"startTime":114.779,"endTime":118.619,"body":"And what I always respond"},{"startTime":114.779,"endTime":118.619,"body":"with is, okay, well how many"},{"startTime":118.619,"endTime":120.089,"body":"leads did you get last month?"},{"startTime":120.119,"endTime":121.94900000000001,"body":"And the shocking answer is."},{"startTime":122.474,"endTime":125.834,"body":"I don't know, or it feels like not a lot."},{"startTime":125.834,"endTime":127.63400000000001,"body":"And I'm like, okay, but"},{"startTime":125.834,"endTime":127.63400000000001,"body":"that's not an answer."},{"startTime":127.724,"endTime":128.654,"body":"That's not a number."},{"startTime":128.864,"endTime":129.734,"body":"That's a feeling."},{"startTime":129.734,"endTime":132.464,"body":"How many leads did you get last month?"},{"startTime":132.524,"endTime":135.13400000000001,"body":"And very rarely do they actually know."},{"startTime":135.387,"endTime":139.497,"body":"The reason I ask this question is"},{"startTime":135.387,"endTime":139.497,"body":"because if they did know my follow"},{"startTime":139.497,"endTime":142.377,"body":"up would be okay, and then how many"},{"startTime":139.497,"endTime":142.377,"body":"of those became paying clients?"},{"startTime":142.377,"endTime":145.17700000000002,"body":"Because what we're trying to"},{"startTime":142.377,"endTime":145.17700000000002,"body":"get at  is the conversion rate."},{"startTime":145.17700000000002,"endTime":149.55700000000002,"body":"I wanna understand how many leads"},{"startTime":145.17700000000002,"endTime":149.55700000000002,"body":"you have to get to book one client."},{"startTime":149.587,"endTime":153.157,"body":"And shockingly, very few wedding"},{"startTime":149.587,"endTime":153.157,"body":"pros know the answer to this."},{"startTime":153.437,"endTime":157.037,"body":"If you are here and you're like,"},{"startTime":153.437,"endTime":157.037,"body":"yes, I wanna not only build a"},{"startTime":157.037,"endTime":160.067,"body":"six figure business, but I wanna"},{"startTime":157.037,"endTime":160.067,"body":"be like the best in my market."},{"startTime":160.097,"endTime":161.71699999999998,"body":"I wanna be the top of my market."},{"startTime":161.71699999999998,"endTime":165.767,"body":"Let me just tell you, it's actually"},{"startTime":161.71699999999998,"endTime":165.767,"body":"really easy to beat out most of your"},{"startTime":165.767,"endTime":170.747,"body":"competition just by understanding What I'm"},{"startTime":165.767,"endTime":170.747,"body":"teaching you in today's episode, because"},{"startTime":170.747,"endTime":175.397,"body":"so few people understand this, that if"},{"startTime":170.747,"endTime":175.397,"body":"you can just understand your numbers, it"},{"startTime":175.397,"endTime":180.767,"body":"will empower you to scale your business"},{"startTime":175.397,"endTime":180.767,"body":"to multiple six figures super quickly."},{"startTime":180.964,"endTime":184.894,"body":"The truth is if you don't understand"},{"startTime":180.964,"endTime":184.894,"body":"your conversion rate, every social media"},{"startTime":184.894,"endTime":188.494,"body":"post, every email, every networking"},{"startTime":184.894,"endTime":188.494,"body":"event, every ad, everything that"},{"startTime":188.494,"endTime":190.864,"body":"you do is literally a guessing game."},{"startTime":191.10399999999998,"endTime":195.484,"body":"You have no idea if it's gonna convert"},{"startTime":191.10399999999998,"endTime":195.484,"body":"or how it's gonna make you money,"},{"startTime":195.604,"endTime":199.324,"body":"which can be extremely frustrating to"},{"startTime":195.604,"endTime":199.324,"body":"an already exhausted business owner."},{"startTime":199.54500000000002,"endTime":202.095,"body":"You don't build a six figure"},{"startTime":199.54500000000002,"endTime":202.095,"body":"business on guesswork."},{"startTime":202.095,"endTime":205.03,"body":"You build it on data and"},{"startTime":202.095,"endTime":205.03,"body":"numbers that work in your favor."},{"startTime":205.321,"endTime":208.381,"body":"Okay, so if you're listening to this and"},{"startTime":205.321,"endTime":208.381,"body":"you're like, I don't know my conversion"},{"startTime":208.381,"endTime":211.568,"body":"rate,  First thing is let's figure"},{"startTime":208.381,"endTime":211.568,"body":"that out because this is the number"},{"startTime":211.598,"endTime":216.338,"body":"that everything else in your business"},{"startTime":211.598,"endTime":216.338,"body":"is built off of this one tiny little"},{"startTime":216.338,"endTime":218.278,"body":"percent,  And it's so easy to calculate."},{"startTime":218.278,"endTime":221.461,"body":"So follow along with me If you're"},{"startTime":218.278,"endTime":221.461,"body":"listening in on the podcast, you can"},{"startTime":221.461,"endTime":225.181,"body":"grab a notebook and do this yourself,"},{"startTime":221.461,"endTime":225.181,"body":"I'm gonna be doing it live on YouTube"},{"startTime":225.181,"endTime":228.391,"body":"so that you can follow along and see"},{"startTime":225.181,"endTime":228.391,"body":"the numbers on my screen as well."},{"startTime":228.481,"endTime":232.531,"body":"So there's three stages of conversion"},{"startTime":228.481,"endTime":232.531,"body":"that you actually need to track."},{"startTime":232.561,"endTime":236.221,"body":"The first one is your"},{"startTime":232.561,"endTime":236.221,"body":"inquiries to booked calls."},{"startTime":236.221,"endTime":238.711,"body":"So how many inquiries came"},{"startTime":236.221,"endTime":238.711,"body":"in, and then how many of those"},{"startTime":238.741,"endTime":240.181,"body":"actually booked a call with you."},{"startTime":240.314,"endTime":244.72400000000002,"body":"The second one is how many of"},{"startTime":240.314,"endTime":244.72400000000002,"body":"those calls became paying clients?"},{"startTime":244.844,"endTime":248.324,"body":"And the last one is just your"},{"startTime":244.844,"endTime":248.324,"body":"overall funnel conversion rate."},{"startTime":248.324,"endTime":250.63400000000001,"body":"So inquiries to paying clients."},{"startTime":250.754,"endTime":253.034,"body":"Now, let's break this"},{"startTime":250.754,"endTime":253.034,"body":"down with an example."},{"startTime":253.034,"endTime":254.984,"body":"We're gonna make it super, super simple."},{"startTime":255.005,"endTime":255.334,"body":"Okay?"},{"startTime":255.334,"endTime":256.084,"body":"First things first."},{"startTime":256.084,"endTime":259.307,"body":"In our example, we're gonna say that"},{"startTime":256.084,"endTime":259.307,"body":"you got 20 inquiries last month."},{"startTime":259.367,"endTime":259.90700000000004,"body":"Yay."},{"startTime":259.90700000000004,"endTime":260.837,"body":"Super exciting."},{"startTime":260.837,"endTime":261.827,"body":"So proud of you."},{"startTime":261.887,"endTime":266.77700000000004,"body":"And 10 of those inquiries turned"},{"startTime":261.887,"endTime":266.77700000000004,"body":"into booked consults, so you"},{"startTime":266.77700000000004,"endTime":269.502,"body":"now have a 50% conversion rate."},{"startTime":269.502,"endTime":273.372,"body":"So that means for 20 leads that come into"},{"startTime":269.502,"endTime":273.372,"body":"our business, we know 10 of those are"},{"startTime":273.372,"endTime":277.046,"body":"actually going to book a consult, which"},{"startTime":273.372,"endTime":277.046,"body":"is a super helpful piece of information."},{"startTime":277.106,"endTime":280.363,"body":"Now, once we have those consults,"},{"startTime":277.106,"endTime":280.363,"body":"how many of those consults"},{"startTime":280.483,"endTime":282.553,"body":"actually become paying clients?"},{"startTime":282.764,"endTime":286.304,"body":"for sake of our example, we are gonna"},{"startTime":282.764,"endTime":286.304,"body":"say that of the 10 consults that"},{"startTime":286.304,"endTime":291.11199999999997,"body":"you did, four of those became paying"},{"startTime":286.304,"endTime":291.11199999999997,"body":"clients, which means from consult to"},{"startTime":291.11199999999997,"endTime":293.852,"body":"booking, you have a 40% conversion rate."},{"startTime":294.015,"endTime":297.735,"body":"So these numbers are extremely"},{"startTime":294.015,"endTime":297.735,"body":"helpful in understanding, okay,"},{"startTime":297.91499999999996,"endTime":299.565,"body":"what does our funnel look like?"},{"startTime":299.595,"endTime":301.845,"body":"Each stage of the funnel,"},{"startTime":299.595,"endTime":301.845,"body":"what does it look like?"},{"startTime":301.845,"endTime":305.95799999999997,"body":"Because while we're trying to get our"},{"startTime":301.845,"endTime":305.95799999999997,"body":"overall conversion rate,  understanding"},{"startTime":305.988,"endTime":310.198,"body":"how each piece of the funnel plays"},{"startTime":305.988,"endTime":310.198,"body":"into the overall is gonna help us."},{"startTime":310.26800000000003,"endTime":311.798,"body":"And we're gonna go over"},{"startTime":310.26800000000003,"endTime":311.798,"body":"that in just a second."},{"startTime":311.798,"endTime":315.308,"body":"So as of right now, we have"},{"startTime":311.798,"endTime":315.308,"body":"20 inquiries that came in."},{"startTime":315.405,"endTime":318.945,"body":"10 of those went to consult and"},{"startTime":315.405,"endTime":318.945,"body":"four of those became paying clients."},{"startTime":318.945,"endTime":319.275,"body":"Right?"},{"startTime":319.425,"endTime":321.46500000000003,"body":"So what is our overall conversion rate?"},{"startTime":321.46500000000003,"endTime":324.218,"body":"The way that we're gonna figure this"},{"startTime":321.46500000000003,"endTime":324.218,"body":"out is we're just gonna divide the"},{"startTime":324.218,"endTime":329.228,"body":"four booked consults that we have by"},{"startTime":324.218,"endTime":329.228,"body":"the 20 inquiries that we got to give"},{"startTime":329.228,"endTime":331.028,"body":"us our overall funnel conversion rate."},{"startTime":331.098,"endTime":335.026,"body":"And in this example, our overall"},{"startTime":331.098,"endTime":335.026,"body":"conversion rate of our funnel is 20%."},{"startTime":335.806,"endTime":340.185,"body":"So four booked clients divided by 20"},{"startTime":335.806,"endTime":340.185,"body":"inquiries is a 20% conversion rate."},{"startTime":340.468,"endTime":343.708,"body":"So now we know that our overall"},{"startTime":340.468,"endTime":343.708,"body":"funnel conversion rate is 20%,"},{"startTime":343.708,"endTime":345.148,"body":"and that is our golden ticket."},{"startTime":345.148,"endTime":346.884,"body":"That's the number that we want to know."},{"startTime":346.884,"endTime":350.454,"body":"Now, I will tell you, I'm doing"},{"startTime":346.884,"endTime":350.454,"body":"this exercise example for one month."},{"startTime":350.544,"endTime":355.644,"body":"I would strongly suggest doing"},{"startTime":350.544,"endTime":355.644,"body":"this for at least three months."},{"startTime":355.644,"endTime":357.924,"body":"Go back three months and"},{"startTime":355.644,"endTime":357.924,"body":"then figure out what your."},{"startTime":357.979,"endTime":360.73900000000003,"body":"Average conversion rate"},{"startTime":357.979,"endTime":360.73900000000003,"body":"is over three months."},{"startTime":360.73900000000003,"endTime":363.769,"body":"That is gonna be that golden number"},{"startTime":360.73900000000003,"endTime":363.769,"body":"that I want you to write down."},{"startTime":363.769,"endTime":367.249,"body":"I want you to memorize, and that's"},{"startTime":363.769,"endTime":367.249,"body":"gonna become kind of your gold standard."},{"startTime":367.249,"endTime":369.109,"body":"That's what we're working"},{"startTime":367.249,"endTime":369.109,"body":"everything backwards from."},{"startTime":369.109,"endTime":372.109,"body":"But for the sake of this example,"},{"startTime":369.109,"endTime":372.109,"body":"we're gonna use this one month, and"},{"startTime":372.109,"endTime":375.529,"body":"we're gonna say that our overall"},{"startTime":372.109,"endTime":375.529,"body":"funnel conversion rate is 20%."},{"startTime":375.656,"endTime":379.196,"body":"Okay, so now that we know that number,"},{"startTime":375.656,"endTime":379.196,"body":"it's time to do some math because"},{"startTime":379.196,"endTime":380.75600000000003,"body":"we're here to make six figures."},{"startTime":380.75600000000003,"endTime":383.00600000000003,"body":"And I told you at the beginning"},{"startTime":380.75600000000003,"endTime":383.00600000000003,"body":"of this episode, I was gonna"},{"startTime":383.00600000000003,"endTime":384.797,"body":"show you exactly how to do that."},{"startTime":384.895,"endTime":387.595,"body":"So now that we know our conversion"},{"startTime":384.895,"endTime":387.595,"body":"rate, let's work it backwards."},{"startTime":388.095,"endTime":393.105,"body":"For sake of this example, we're gonna say"},{"startTime":388.095,"endTime":393.105,"body":"that our average client spend is $3,000."},{"startTime":393.105,"endTime":395.595,"body":"So again, we're gonna kind of"},{"startTime":393.105,"endTime":395.595,"body":"take the average of what our"},{"startTime":395.595,"endTime":397.365,"body":"clients typically spend with us."},{"startTime":397.485,"endTime":398.745,"body":"Get this number."},{"startTime":398.745,"endTime":403.305,"body":"Do not just go on a feeling, actually"},{"startTime":398.745,"endTime":403.305,"body":"know how many clients that you book"},{"startTime":403.425,"endTime":406.675,"body":"and what their average spend is, And"},{"startTime":403.425,"endTime":406.675,"body":"that's the number that we're gonna use"},{"startTime":406.675,"endTime":408.985,"body":"to reverse engineer our six figures."},{"startTime":409.165,"endTime":412.105,"body":"So for the sake of this"},{"startTime":409.165,"endTime":412.105,"body":"example, we're gonna use $3,000"},{"startTime":412.105,"endTime":413.365,"body":"as our average client spend."},{"startTime":413.604,"endTime":417.684,"body":"Now, the purpose of this is to show you"},{"startTime":413.604,"endTime":417.684,"body":"how to make six figures in one year."},{"startTime":417.684,"endTime":423.343,"body":"So our goal is $100,000  and"},{"startTime":417.684,"endTime":423.343,"body":"our average spend is 3000."},{"startTime":423.343,"endTime":427.273,"body":"So that means that we have to book"},{"startTime":423.343,"endTime":427.273,"body":"34 clients in a calendar year."},{"startTime":427.333,"endTime":431.923,"body":"Now it technically comes up to 33.3, but"},{"startTime":427.333,"endTime":431.923,"body":"we're gonna round up to 34 so that we can"},{"startTime":431.923,"endTime":434.053,"body":"make sure that we beat or exceed our goal."},{"startTime":434.281,"endTime":439.396,"body":"So now that we know we need 34 clients,"},{"startTime":434.281,"endTime":439.396,"body":"how are we using this to reverse engineer?"},{"startTime":439.396,"endTime":442.126,"body":"How many leads actually have to"},{"startTime":439.396,"endTime":442.126,"body":"come into our business every year?"},{"startTime":442.126,"endTime":445.81600000000003,"body":"Well, if we know we need 34 clients"},{"startTime":442.126,"endTime":445.81600000000003,"body":"to hit our goal, and we know that our"},{"startTime":445.81600000000003,"endTime":450.826,"body":"conversion rate on our funnel is 20%,"},{"startTime":445.81600000000003,"endTime":450.826,"body":"we can reverse engineer that to figure"},{"startTime":450.826,"endTime":454.486,"body":"out how many leads we need to get"},{"startTime":450.826,"endTime":454.486,"body":"every single month to hit this goal."},{"startTime":454.486,"endTime":455.686,"body":"So let's work out that math."},{"startTime":455.842,"endTime":457.612,"body":"Okay, so we're gonna"},{"startTime":455.842,"endTime":457.612,"body":"reverse engineer this."},{"startTime":457.612,"endTime":461.512,"body":"So we're gonna say 34 clients is"},{"startTime":457.612,"endTime":461.512,"body":"our goal divided by 20%, which is"},{"startTime":461.512,"endTime":466.92900000000003,"body":"our conversion rate,  which is gonna"},{"startTime":461.512,"endTime":466.92900000000003,"body":"give us 170 leads that we need to get"},{"startTime":466.92900000000003,"endTime":469.299,"body":"into our funnel every single year."},{"startTime":469.416,"endTime":472.956,"body":"Now, obviously, most of us aren't"},{"startTime":469.416,"endTime":472.956,"body":"working on an annual basis, right?"},{"startTime":472.956,"endTime":475.986,"body":"We wanna know, okay, but how many"},{"startTime":472.956,"endTime":475.986,"body":"leads do I need every single month?"},{"startTime":476.206,"endTime":480.616,"body":"Well, we're just gonna divide the 170"},{"startTime":476.206,"endTime":480.616,"body":"leads that we need per year by 12."},{"startTime":480.616,"endTime":484.606,"body":"12 months in a year, and that's gonna"},{"startTime":480.616,"endTime":484.606,"body":"tell us that we need 14 to 15 qualified"},{"startTime":484.606,"endTime":486.676,"body":"leads every single month to hit our goal."},{"startTime":486.776,"endTime":490.676,"body":"Now the exciting thing about this"},{"startTime":486.776,"endTime":490.676,"body":"example is that we said we got 20"},{"startTime":490.676,"endTime":492.686,"body":"inquiries per month on average."},{"startTime":492.716,"endTime":496.136,"body":"So we're already exceeding the"},{"startTime":492.716,"endTime":496.136,"body":"number of leads that we need to get"},{"startTime":496.226,"endTime":497.986,"body":"right  based on our conversion here."},{"startTime":497.986,"endTime":500.886,"body":"So  if this is your example, and"},{"startTime":497.986,"endTime":500.886,"body":"you're like, every single one of"},{"startTime":500.886,"endTime":503.853,"body":"these numbers is me, I am here"},{"startTime":500.886,"endTime":503.853,"body":"to tell you, that's exciting."},{"startTime":503.969,"endTime":508.079,"body":"You're absolutely on track to"},{"startTime":503.969,"endTime":508.079,"body":"hit over six figures this year."},{"startTime":508.159,"endTime":511.159,"body":"If you're listening to this and"},{"startTime":508.159,"endTime":511.159,"body":"you're like, wow, my pricing is"},{"startTime":511.159,"endTime":512.389,"body":"actually much higher than that."},{"startTime":512.389,"endTime":515.8389999999999,"body":"My average ticket is much higher than"},{"startTime":512.389,"endTime":515.8389999999999,"body":"that, and I get more leads in that."},{"startTime":515.953,"endTime":516.4929999999999,"body":"Yes."},{"startTime":516.4929999999999,"endTime":517.423,"body":"That's exciting."},{"startTime":517.423,"endTime":519.0129999999999,"body":"You are going to kill it."},{"startTime":519.233,"endTime":522.623,"body":"what happens if you are not making your"},{"startTime":519.233,"endTime":522.623,"body":"goal and you're listening to this and"},{"startTime":522.623,"endTime":524.363,"body":"you're like, okay, Brandee, this is great."},{"startTime":524.363,"endTime":527.903,"body":"If I had this perfect world example,"},{"startTime":524.363,"endTime":527.903,"body":"but this isn't what my numbers are"},{"startTime":527.903,"endTime":529.913,"body":"looking like, so what can I do about it?"},{"startTime":529.913,"endTime":532.3430000000001,"body":"Well, let's break it down"},{"startTime":529.913,"endTime":532.3430000000001,"body":"in each stage of the funnel."},{"startTime":532.466,"endTime":537.746,"body":"Because most wedding pros who drop into"},{"startTime":532.466,"endTime":537.746,"body":"my dms think they have a leads problem."},{"startTime":537.746,"endTime":541.729,"body":"But in reality, once we start digging"},{"startTime":537.746,"endTime":541.729,"body":"into it,  you actually have a conversion"},{"startTime":541.729,"endTime":543.979,"body":"problem at one stage of your funnel."},{"startTime":544.146,"endTime":547.146,"body":"So what does that look like and how"},{"startTime":544.146,"endTime":547.146,"body":"can you figure out yours on your own?"},{"startTime":547.2860000000001,"endTime":550.976,"body":"If people are inquiring, but they're"},{"startTime":547.2860000000001,"endTime":550.976,"body":"not booking calls, so you've got,"},{"startTime":550.976,"endTime":553.983,"body":"let's say we go back to the example,"},{"startTime":550.976,"endTime":553.983,"body":"you've got 20 inquiries coming in,  but"},{"startTime":553.983,"endTime":555.7529999999999,"body":"only four of them booked a consult."},{"startTime":555.903,"endTime":559.168,"body":"You either have a pricing"},{"startTime":555.903,"endTime":559.168,"body":"to marketing problem or."},{"startTime":559.2529999999999,"endTime":560.903,"body":"Or you have a follow up problem."},{"startTime":560.903,"endTime":564.893,"body":"What I mean by that is that  typically"},{"startTime":560.903,"endTime":564.893,"body":"your marketing doesn't match your pricing."},{"startTime":564.893,"endTime":569.183,"body":"So you're either marketing to a lower"},{"startTime":564.893,"endTime":569.183,"body":"end client, but charging premium pricing."},{"startTime":569.183,"endTime":571.8530000000001,"body":"So there's kind of a disconnect"},{"startTime":569.183,"endTime":571.8530000000001,"body":"in what they're expecting."},{"startTime":572.009,"endTime":575.6990000000001,"body":"Or you could possibly be marketing"},{"startTime":572.009,"endTime":575.6990000000001,"body":"to a high end client, but your prices"},{"startTime":575.6990000000001,"endTime":578.399,"body":"are too cheap, and so they're not"},{"startTime":575.6990000000001,"endTime":578.399,"body":"sure what's wrong, like they're"},{"startTime":578.399,"endTime":579.629,"body":"kind of afraid to book with you."},{"startTime":579.729,"endTime":584.489,"body":"So it's often either a disconnect in"},{"startTime":579.729,"endTime":584.489,"body":"your pricing and marketing strategy Or"},{"startTime":584.489,"endTime":587.826,"body":"it's a disconnect in your follow-up,"},{"startTime":584.489,"endTime":587.826,"body":"you're not following up enough or your"},{"startTime":587.826,"endTime":589.896,"body":"follow ups don't have a clear direction."},{"startTime":589.896,"endTime":591.591,"body":"You're not telling people what to do next."},{"startTime":591.688,"endTime":594.658,"body":"If this is you, if you're listening"},{"startTime":591.688,"endTime":594.658,"body":"to this and you're like, yes, I get"},{"startTime":594.658,"endTime":598.498,"body":"so many inquiries, but I can't get"},{"startTime":594.658,"endTime":598.498,"body":"them on a call, I want you to grab my"},{"startTime":598.498,"endTime":602.698,"body":"six figure email funnel that's gonna"},{"startTime":598.498,"endTime":602.698,"body":"give you my exact copy that I send in"},{"startTime":602.698,"endTime":606.427,"body":"text and emails to book multiple six"},{"startTime":602.698,"endTime":606.427,"body":"figures every single year in my own"},{"startTime":606.427,"endTime":607.897,"body":"business and that I teach my students."},{"startTime":607.902,"endTime":611.21,"body":"To  millions of dollars in wedding"},{"startTime":607.902,"endTime":611.21,"body":"business every single year."},{"startTime":611.21,"endTime":616.7,"body":"You can grab that by going over to"},{"startTime":611.21,"endTime":616.7,"body":"wedding pro ceo.com/emails, and that's"},{"startTime":616.7,"endTime":619.97,"body":"gonna give you that full copy so"},{"startTime":616.7,"endTime":619.97,"body":"that you can really start to increase"},{"startTime":619.97,"endTime":623.96,"body":"this because the goal that we want"},{"startTime":619.97,"endTime":623.96,"body":"here in this step of the funnel is."},{"startTime":624.01,"endTime":628.57,"body":"50%. So the goal is that for every"},{"startTime":624.01,"endTime":628.57,"body":"lead that comes into your business,"},{"startTime":628.6,"endTime":631.12,"body":"50% of them book a consult."},{"startTime":631.15,"endTime":631.42,"body":"Okay?"},{"startTime":631.42,"endTime":635.29,"body":"So if you're below that number, if you're"},{"startTime":631.42,"endTime":635.29,"body":"below 50% of your inquiries booking a"},{"startTime":635.29,"endTime":638.78,"body":"consult,  this is where I want you to"},{"startTime":635.29,"endTime":638.78,"body":"focus to really increase your revenue."},{"startTime":638.936,"endTime":641.726,"body":"The second stage of the"},{"startTime":638.936,"endTime":641.726,"body":"funnel is consults to booking."},{"startTime":641.726,"endTime":646.423,"body":"So if you are getting a good number of"},{"startTime":641.726,"endTime":646.423,"body":"consults, right, at least 50% of your"},{"startTime":646.423,"endTime":650.112,"body":"inquiries are booking a consult,  but"},{"startTime":646.423,"endTime":650.112,"body":"after the consult, they're ghosting you."},{"startTime":650.2620000000001,"endTime":653.315,"body":"They're just not returning your"},{"startTime":650.2620000000001,"endTime":653.315,"body":"calls, they're not booking,"},{"startTime":653.315,"endTime":654.455,"body":"whatever the reason is."},{"startTime":654.641,"endTime":658.6610000000001,"body":"If that's the case, then that typically"},{"startTime":654.641,"endTime":658.6610000000001,"body":"means that you don't have a strong"},{"startTime":658.721,"endTime":662.44,"body":"sales script, that you don't have a"},{"startTime":658.721,"endTime":662.44,"body":"great consultation, that you're not"},{"startTime":662.44,"endTime":664.3,"body":"quite confident in what you're selling."},{"startTime":664.427,"endTime":667.817,"body":"The great news is that I have a free"},{"startTime":664.427,"endTime":667.817,"body":"training that I walk you through"},{"startTime":667.817,"endTime":672.797,"body":"exactly how to do a strong consult to"},{"startTime":667.817,"endTime":672.797,"body":"get people to buy right then and there."},{"startTime":672.797,"endTime":673.097,"body":"There's."},{"startTime":673.097,"endTime":674.257,"body":"Super excited to do it."},{"startTime":674.437,"endTime":679.477,"body":"You can download that by going over"},{"startTime":674.437,"endTime":679.477,"body":"to wedding pro ceo.com/freetraining."},{"startTime":679.477,"endTime":681.337,"body":"We'll also put the link"},{"startTime":679.477,"endTime":681.337,"body":"in the description below."},{"startTime":681.612,"endTime":686.082,"body":"I walk you through exactly what to"},{"startTime":681.612,"endTime":686.082,"body":"say in your consultation to get people"},{"startTime":686.082,"endTime":687.912,"body":"to sign right on the dotted line."},{"startTime":688.125,"endTime":692.885,"body":"The goal that we want here  is 70"},{"startTime":688.125,"endTime":692.885,"body":"to 80%, which I know sounds really"},{"startTime":692.885,"endTime":697.025,"body":"high, but by the time you get"},{"startTime":692.885,"endTime":697.025,"body":"someone on a consult, we want at"},{"startTime":697.025,"endTime":699.995,"body":"least 70% of them to be prepared to,"},{"startTime":700.055,"endTime":701.5360000000001,"body":"contract with you, right?"},{"startTime":701.631,"endTime":703.251,"body":"We want them to become a paying client."},{"startTime":703.251,"endTime":708.376,"body":"So if your number is below 70%,  go"},{"startTime":703.251,"endTime":708.376,"body":"watch that free training so that you"},{"startTime":708.376,"endTime":712.216,"body":"can increase the number of bookings that"},{"startTime":708.376,"endTime":712.216,"body":"you're getting from those consultations."},{"startTime":712.412,"endTime":717.002,"body":"If you have a 50% inquiry to booked"},{"startTime":712.412,"endTime":717.002,"body":"consult conversion, that's gold, right?"},{"startTime":717.002,"endTime":718.832,"body":"That was that what we said our goal was."},{"startTime":718.832,"endTime":723.122,"body":"And then you have an 80% consults"},{"startTime":718.832,"endTime":723.122,"body":"to paying clients conversion."},{"startTime":723.122,"endTime":726.731,"body":"Your overall funnel is gonna"},{"startTime":723.122,"endTime":726.731,"body":"be converting at 40%,  which"},{"startTime":726.731,"endTime":728.111,"body":"is really the gold standard."},{"startTime":728.111,"endTime":730.241,"body":"We want that to be the goal."},{"startTime":730.241,"endTime":732.311,"body":"We want to convert 40% of."},{"startTime":732.421,"endTime":734.561,"body":"All of our leads into paying clients."},{"startTime":734.724,"endTime":738.797,"body":"So if you're below that, I really"},{"startTime":734.724,"endTime":738.797,"body":"want you to listen In this episode,"},{"startTime":738.797,"endTime":742.284,"body":"you might even want to replay it and"},{"startTime":738.797,"endTime":742.284,"body":"go through your own funnel and say,"},{"startTime":742.284,"endTime":744.8340000000001,"body":"okay, where is my funnel broken?"},{"startTime":744.864,"endTime":748.914,"body":"Where can I focus so that I"},{"startTime":744.864,"endTime":748.914,"body":"can really increase my revenue?"},{"startTime":749.124,"endTime":752.784,"body":"The thing is, is that what I see"},{"startTime":749.124,"endTime":752.784,"body":"most often is that because you"},{"startTime":752.784,"endTime":755.574,"body":"don't know what's broken in your"},{"startTime":752.784,"endTime":755.574,"body":"funnel, you don't know which piece"},{"startTime":755.574,"endTime":756.761,"body":"of it  you're typically just."},{"startTime":756.916,"endTime":759.676,"body":"Throwing things at the wall, you"},{"startTime":756.916,"endTime":759.676,"body":"think if I just get more leads,"},{"startTime":759.676,"endTime":762.556,"body":"if I just get better leads,"},{"startTime":759.676,"endTime":762.556,"body":"then I'll increase my revenue."},{"startTime":762.586,"endTime":766.966,"body":"In reality, you don't know where the"},{"startTime":762.586,"endTime":766.966,"body":"hole is in your sales funnel, so you're"},{"startTime":766.966,"endTime":772.636,"body":"focusing on just throwing spaghetti at a"},{"startTime":766.966,"endTime":772.636,"body":"wall instead of really being laser focused"},{"startTime":772.966,"endTime":777.826,"body":"on what's actually broken and how you can"},{"startTime":772.966,"endTime":777.826,"body":"fix it, which is going to exponentially"},{"startTime":777.826,"endTime":779.926,"body":"increase your revenue when you do this."},{"startTime":780.326,"endTime":783.926,"body":"listen, CEO six figure businesses"},{"startTime":780.326,"endTime":783.926,"body":"do not happen by accident."},{"startTime":784.066,"endTime":787.047,"body":"They happen when you start to treat"},{"startTime":784.066,"endTime":787.047,"body":"your business like a real business,"},{"startTime":787.077,"endTime":789.127,"body":"not a side hustle, not a hobby."},{"startTime":789.3340000000001,"endTime":793.884,"body":"But a legit, scalable company with"},{"startTime":789.3340000000001,"endTime":793.884,"body":"real data and a real growth plan."},{"startTime":794.091,"endTime":797.011,"body":"And if you want help dialing in"},{"startTime":794.091,"endTime":797.011,"body":"your pricing, your sales strategy,"},{"startTime":797.011,"endTime":800.997,"body":"your lead flow, I want you to book"},{"startTime":797.011,"endTime":800.997,"body":"a free gap assessment with my team."},{"startTime":801.147,"endTime":804.217,"body":"We do these every single day"},{"startTime":801.147,"endTime":804.217,"body":"where our team is gonna jump"},{"startTime":804.217,"endTime":805.417,"body":"on a free call with you."},{"startTime":805.567,"endTime":808.417,"body":"We're gonna assess your sales funnel,"},{"startTime":805.567,"endTime":808.417,"body":"we're gonna look at your lead flow,"},{"startTime":808.417,"endTime":811.917,"body":"we're gonna look at your marketing,  how"},{"startTime":808.417,"endTime":811.917,"body":"you're selling your team, your pricing,"},{"startTime":812.007,"endTime":813.627,"body":"and we're gonna recognize what the."},{"startTime":813.737,"endTime":816.527,"body":"Gaps are in your business that are"},{"startTime":813.737,"endTime":816.527,"body":"keeping you from scaling, and we're"},{"startTime":816.527,"endTime":820.519,"body":"gonna give you that information  on"},{"startTime":816.527,"endTime":820.519,"body":"that call so that we can help you"},{"startTime":820.519,"endTime":822.019,"body":"to really scale your business."},{"startTime":822.019,"endTime":826.049,"body":"We are here to help wedding pros"},{"startTime":822.019,"endTime":826.049,"body":"grow and scale profitable business."},{"startTime":826.199,"endTime":829.619,"body":"If that's you and you're like, yes, I"},{"startTime":826.199,"endTime":829.619,"body":"want one of these free calls, go over"},{"startTime":829.619,"endTime":832.7090000000001,"body":"to wedding pro ceo.com/application."},{"startTime":832.832,"endTime":835.952,"body":"Tell us a few things about your business"},{"startTime":832.832,"endTime":835.952,"body":"and grab a time that works for you so"},{"startTime":835.952,"endTime":840.482,"body":"our team can jump on a call to strategize"},{"startTime":835.952,"endTime":840.482,"body":"with you about your business and how"},{"startTime":840.482,"endTime":842.6080000000001,"body":"to increase your revenue this year,"},{"startTime":842.778,"endTime":846.872,"body":"because the reality is you don't need"},{"startTime":842.778,"endTime":846.872,"body":"more hustle, you need a better strategy."},{"startTime":846.938,"endTime":849.525,"body":"Thanks so much for being here,"},{"startTime":846.938,"endTime":849.525,"body":"and I will see you next time."}]}