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Lindsay Burgess, an expert in behavioral psychology and content marketing, introduces her unique Empowered Buyer Funnel and talks about her return to VIP one-on-one coaching.
She explains how using core values in content creation helps attract the right audience and encourages meaningful interactions.
She also highlights the importance of knowing yourself and being kind to yourself, which helps in personal and professional growth, getting us ready to connect with tomorrow’s empowered buyers.
Watch the next episode on YouTube ‘Reach Empowered Buyers and Sell More Even in a Saturated Market Featuring Lindsay Burgess‘
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Lindsay’s Links:
- Connect with Lindsay on Instagram
- Sign up to her Free 20-Minute Masterclass here!
Speaker 1:
Welcome back to the Art of Online Business. I’m here with my co-host now of four months and wife of 15 years, Jamie.
Speaker 2:
Hello.
Speaker 1:
Hello, good to be recording with you, and we have Lindsay Burgess here and she is going to talk to us about the Empowered Buyer Funnel. That’s what she specializes in and basically we’re talking to the most conscious buyer, the most sophisticated buyers yet in 2025, having, you know, left the pandemic gold rush, so to speak and you’re listening to this episode because you’re going to figure out or hear Lindsay Sharon a way where you can convert a bit faster than the standard funnel building trust, building authority and connecting so, Lindsay is a behavioral psychology and content marketing coach who serves coaches, consultants and service providers and course creators by helping them attract empowered buyers.
Speaker 1:
Lindsay, tell us in your own words, please, what an empowered buyer is. And then I would love to hear like a snapshot of what your business looks like now, before we start to hear your business journey. Welcome to the show.
Speaker 3:
Thank you, thanks for having me. What an intro. Yeah, so an empowered buyer. For those who don’t know, I came up with this phrase to describe someone who is a confident, decisive action taker. This is someone who has already done their research, is already actively looking for solutions. They’re already aware that they have a problem and they just want to fix it at this point. So that’s, in short, what an empowered buyer is. This person already has the money to invest, financially stable. They just they’re like where, where can I get the help from someone who I really trust? Because when I make this investment, I’m going to be committed to my own success and I’m responsible for my own results. I know that, I’m aware of that. Let’s go, let’s get started. This is the conscious buyer.
Speaker 3:
As you mentioned that gold rush season, during the pandemic, everyone became more aware of like, oh, I’m being marketing to or oh, advertising. Okay, now I know what this is and I’m kind of used to it and becoming accustomed to this. As opposed to before, people were a lot less aware that they were necessarily being marketed to. It was being done, obviously, strategically. I used to run marketing campaigns in corporate and most people didn’t even know they were being marketed to and are like why am I adding this to my cart? How am I already in checkout? How do I get here.
Speaker 3:
So yeah, and I think we’ve all been like, how did I get here exactly? But the thing about that is that you know, when you get to that checkout portion and the person is excited, they hit, buy. They’re like I can’t wait Whether it’s a product that’s getting shipped to them or an actual service that they’re receiving. When they’re excited and lit up about it, that’s the best feeling and that’s how you want people to feel and that’s why I really heavily speak to empowered buyers in my content and in my copy and that’s what I advise everyone does, because it just makes life a lot easier.
Speaker 1:
I like it and I can’t wait for you to share more in detail about your empowered buyer funnel. That’s helped you scale your business and your clients. But now I’m super curious what offers do you have in your business? And then I want to just hear about your business journey.
Speaker 3:
So I have a few different offers. At first it was a group coaching program that I ran before and I realized I said I missed my VIP one-to-one, so I’m back to my VIP one-to-ones. Obviously, I I’m only one person, so I’m at capacity, fully booked there. But I also have a masterclass. So I have a free 20-minute masterclass that people can opt into and then there’s a paid masterclass which is $197.
Speaker 3:
And what I love about that masterclass is people can really see that empowered buyer funnel in depth and I go over it in the free 20-minute masterclass as well. But they can also learn about those characteristics of who you’re looking for, your copy, your messaging. They can see real-time examples of my content that made the most sales and along with my clients’ posts as well. I obviously got their permission first. But the beautiful thing about it is, along with my clients posts as well. I obviously got their permission first. But you know, the beautiful thing about it is like I wish someone shared this with me. When I first got started, I purchased so many courses, so many things, and none of them would show me like real examples of like their content that did well and I said, why is there like this lack of transparency in my industry. So I got an opportunity to be the change I wanted to see.
Speaker 3:
And so that’s how it all kind of came about. Once I realized that I made the shift around 2022, end of 2022. And I said that’s more of the person I want to keep attracting this client, this type of individual. How do I do that? What drew them to me in the first place? What do I need to stop doing? What do I need to start doing? So that’s what I made my masterclass around. So I have that offer and I have one more that’s coming out soon.
Speaker 3:
It’s more on the guidelines and sort of regulations. And for those who want to get trademarked, you know their content trademarked and are like, hey, I want to take action and make sure that what I created is protected and that sort of thing. I’m creating something that simplifies the process and what the process I went through not legal advice, by the way, it’s just simplifying and showing you that application and what it’s like trademarking things and what that process is like, how you take action, whether it’s with a lawyer, without a lawyer. But I always tell people it’s good to speak to your lawyer, seek legal counsel, you know, before you do anything. But I show them that simplified process because people say, well, why is it so complicated to trade more things?
Speaker 2:
Why is it so complicated? I don’t even understand this application.
Speaker 3:
I was like I got you, I’m going to break this all down so people understand, because there were some things we just weren’t taught in school.
Speaker 1:
So Well, all right. Yeah, I believe that.
Speaker 2:
I was curious how often do you offer your masterclass?
Speaker 3:
So the masterclass is my digital product that people can purchase anytime. There’s no expiration for that. When I first dropped it, it was earlier this year, it was in May, Started working on it in March and dropped it in May and it’s an international. It’s like it’s internationally known. Now it’s amazing because people from all different places have purchased it and have gotten back to me saying this is like mind blowing. I’ve never heard something like this in my life.
Speaker 3:
So it’s nice that they just hopped into it without you know me having to be there, but I always tell them. If you have questions, you can DM me. I haven’t gotten any questions yet, but Great, okay, cool.
Speaker 1:
Is this live when you do your Masterclass. It’s not live?
Speaker 2:
No, it’s not live.
Speaker 3:
It’s actually pre-recorded, so I have videos in there from 2021, you know, like my highest converting post 2021, all the way through 2024. I updated it this summer and what I do is I go back in and update it, so like every six months or so I was like, well, each year I should like go back and like update it.
Speaker 2:
So that’s what I do and that’s what I was clarifying. Yeah, I thought it was like a monthly masterclass or something like that. So I’m thinking webinar.
Speaker 1:
And then, oh no, yeah, I’m thinking webinar and then, oh no, yeah, I’m thinking a paid webinar that sells a program off the back end, and you’re using masterclass in the traditional meaning of the word masterclass All right, yeah, you just go in there and buy because you know people are.
Speaker 3:
What I’m finding is a lot of people are ready to take action and I saw underneath someone’s ad someone’s like I’m not is a lot of people are ready to take action and I saw underneath someone’s ad someone’s like I’m not sitting through a 90-minute webinar to find out the price. What is going on, and what I realized was.
Speaker 3:
There was a shift that was happening that people weren’t catching. A lot of business owners weren’t catching was that webinars are like they’re done. You know what I’m saying? People don’t want to sit in a 90-minute class to find out your price at the end. Your three secrets. We know the formula. We’ve already seen it. We don’t want it. We want someone who’s going to get straight to the point. Tell us like it is. Okay, I saw your free 20-minute masterclass. I’m either interested in your paid masterclass or I’m not, and that’s how I prefer it to be Nice.
Speaker 2:
The direct approach.
Speaker 1:
Yeah, that’s how. That’s how I prefer it to be nice, the direct approach. Yeah, I like that. Yeah, from content to clients master class now. Is everything specifically geared towards service providers, or can course creators get in on the fun, so to speak?
Speaker 3:
yeah, course create. There are course creators who have taken in and they they’re like okay, this gave me more clarity and direction, because the best part about the offer is that I also go in depth about your extraordinary approach, which is a part of the funnel. What makes you unique and how you can use different language and how you can. You know, I go in depth on how you can create unique content that also, like, embodies your values as well.
Speaker 3:
I think that’s the part that’s missing from a lot of people’s content are their core values, and I think we don’t hear enough about it, and it’s like infusing little sprinkles of that into your content. So you’re attracting these aligned people as opposed to people who are like, oh, that’s who you are. It’s like they should know that before they take that next step, and I think that was why I included it in the funnel. So, yeah, that’s what’s also included in there is how do you pull your core values, how do you pull that unique approach? And I do that through a PDF. A lot of prompts don’t relate to people, so what I did instead was I said, instead of creating these prompts, what about powerful questions that they can pull from their own experiences and be able to answer those questions in their content. That way, they’re never like what do I post, like everything’s included.
Speaker 1:
I like that Instead of prompts powerful questions.
Speaker 2:
Okay, so tell us how you got started in all of this, what’s your background and did you always want to run your own business? Or when did you make the shift and give us the background story.
Speaker 3:
Never thought I was going to run, never thought I would run my own business. That’s really funny. You asked that If someone told me that I would be doing this, I would say what, why, how, like, how is that possible? Because when I went to, you know, growing up in the high school I went to, everyone was kind of expected to oh are you going to college, what college are you going to? Or you just kind of stayed where you were. You know that was pretty much it. So I went to college. I went to Pace University. I initially wanted to be a journalist or so I thought I was like oh, I want to be a reporter and do investigative journalism, do all types of stuff, and I didn’t realize how many politics were involved in that.
Speaker 3:
One thing I like is being able to speak freely, not feel like I have to be controlled, but also, at the same time, I try to separate bias. So I shared this in my stories once. But it’s interesting because in my class we all took this test in my journalism class and me and only two other students were independent, like we weren’t Democrat, weren’t Republican, like we were independent in the middle and what my professor said was you will be probably like the least unbiased. You three and the rest of you will have to separate your bias and try to make sure you get both sides each time. And so I’ve been one of those people who is like, always open minded to new things, and I think that’s what helped me to sort of because I’m so open, I guess. When my psychotherapist was like, hey, why don’t you start your own business, I was like, oh, I can do that. Is that an option? That’s what sort of got me there. I was on Instagram scrolling, as most people were during the pandemic.
Speaker 2:
And.
Speaker 3:
I had nothing but time. I had nothing but time. So when I binge watched a lot of her content on mindset and coaching, I said I need to hire this woman. I feel like she can help me a lot.
Speaker 1:
So that’s how it all started.
Speaker 3:
I hired her from Instagram, actually.
Speaker 1:
So you hired her a coach before you started your business or after.
Speaker 3:
Before, before I started my business, so I was still in corporate and then at the time we all had to be home. So I said I have nothing but time on my hands. Let me invest in someone who can keep me sane. I was so used to just going, going, going and not even asking myself, hey, are you even happy, like, are you enjoying what you’re doing or are you just like a robot? So sort of broke the matrix there by just like doing something completely out of my comfort zone. And you know she was really initially there to help me with anxiety and things I was healing from. I had lost my aunt during the pandemic and I had lost an aunt previously and it was hard. So I said you know what, what can I do during this time to kind of keep myself from going crazy Because I can’t be out here, I can’t say my goodbyes, I can’t go to the funeral. They said there weren’t going to be funeral arrangements. It was just a very complicated time.
Speaker 3:
So I had to figure out how do I pick myself up, because laying in bed and feeling sorry for myself is not working Like this is not who I am. This is not who I want to be.
Speaker 3:
So I think hiring her was so helpful because I was binging her content even though I was barely on Instagram, hated social media, didn’t want to be on there at all, like an introvert by nature, and so it’s like that’s why I said if someone told me you would be doing podcasts, interviews and and out here putting content, I would say me, I hate social media. Why would I?
Speaker 1:
be on there.
Speaker 3:
I left social media for about two years before I finally came back. And yeah, I just came back, kept binging her content and I was like let’s go. She invited me onto that call and we took the next step.
Speaker 3:
I said how do I work with you, like, what are your services like? And she’s like let’s hop on a call and it just it worked out. And she’s that one who guided me through and helped me to really take that next step. And I said I don’t have a business degree. She said I don’t either. And you hired me right. So like who? Cares I was like you have a point there. I’m gonna try this out. Let me take.
Speaker 2:
Take that say, most people we talk to in business, especially in the online space, do not have a business degree, do you?
Speaker 1:
No, I feel like maybe kind of with the amount of business content I’ve consumed, you hired a therapist.
Speaker 3:
I did yeah, and she was a therapist. Yeah, she was a psychotherapist who was at the time she actually was leaving. This was in 2020. So she was leaving her. She already was like transitioning out of leaving her job. She said I want to leave, but not yet, and I didn’t know this, but I was the first group. It was me and a group of other girls. I was the first cohort of hers and I had no clue, no idea. But she said that gave me the confidence to know like I can do this.
Speaker 1:
Don’t you love that you were the first cohort. And here you are now, a handful of years later, successful business and like she hadn’t have had that first cohort, I wonder how that would have changed your path yeah, I wonder too because I said I don’t.
Speaker 3:
I’m like I don’t know how this would have changed, but it’s like such a full circle moment. When she had me on her podcast I was like what? This is so crazy wow wow, wow it changed because what I did was, after I did journalism, I did copywriting for a season, like I just decided. I wanted to do copywriting.
Speaker 1:
That was the first business.
Speaker 3:
That was well. That was before I started my business. I was already a copywriter first and then I became an editor, editor in chief, also moved into marketing. Because the social media team was, like my goodness, you’re really good at like working with our clients and they love your ideas, like I was always coming up with new content and ideas and they’re like why don’t you just move into content marketing? So I actually did both. I was like an editor half of the day and then content marketer half of the day. So they trained me, taught me. I said I don’t know anything about marketing. I don’t know. I took a marketing advertising class. I mean, you had to as a journalism student, you know. So I know a lot of things, but I don’t know if I can like do this as a career. They’re like you can do it, like okay.
Speaker 1:
So they trained me on.
Speaker 3:
SEO back in like 2015. So I’ve been doing marketing since 2015.
Speaker 1:
But yeah, she said just start your own.
Speaker 3:
Why don’t you? It’s the same thing, just do it online. I’m like, oh, okay.
Speaker 1:
It’s the same. It’s totally the same. Do it online. So what was? The first challenge you ran into Just doing the same thing, but online.
Speaker 3:
Yeah, it’s very different because in corporate, you know, we already have all the clients who are there. So my role is just working with the clients and creating these campaigns and I’m like, okay, what’s your business like? I’m asking all the questions.
Speaker 1:
You were just working with clients in corporate and they were doing the job of bringing in the clients.
Speaker 3:
The sales team brought in the clients. So I didn’t care about, I wasn’t thinking about oh okay, how do I get these clients? They were already there. So in corporate you have an easy sort of, in a sense, that not easy, but, yes, easy. So the micromanaging or the kind of ego that steps in when a manager’s like, oh well, I like this idea better and kind of overrides it, even though you and the client love the ideas already, it can get overridden. So that’s the challenge of that. You know, working in that environment and having all those hours where you have to be there, designated to a specific location. So that was the hard part. But the easy part was hey, we have a whole sales team, like a 40 plus people bringing in these clients left and right. I mean, you don’t do any work. You don’t do any in that area. You’re doing the work you do is OK. I’m creating these marketing campaigns. You’re doing the work you do is okay. I’m creating these marketing campaigns. I’m sure I’m looking at these articles that these writers are putting out here. How can we make it SEO friendly? How can we? And so my eye for detail, with editing combined with that copywriting knowledge, they’re like why don’t you just do marketing. So it all worked out.
Speaker 3:
You know, I’m grateful for that experience in 2015 that shifted my perspective and that company gave me space to kind of grow a bit. But you know, eventually I I kind of moved on, moved on, I did. I did end up working for an insurance company and doing sales for a bit for an insurance company, and so I got licensed. I was like, okay, let me work in sales, but it was more in person sort of thing and some were already previous clients just renewing. So again, I felt like there was a lot more ease with that as opposed to being online. This is my first time doing this, so I don’t know what it’s like to have to attract clients online.
Speaker 3:
I don’t know anything right about how do I do it myself now, because I’m responsible for getting the clients, not the sales team, not the other team.
Speaker 2:
Well, what did you do? The whole funnel, yeah.
Speaker 1:
What did you do initially to get your first clients?
Speaker 3:
Yeah, so okay. So, first of all, I started posting. I remember I posted up some Nelson Mandela quote and I was like, oh my gosh, it got three likes. So I’m freaking out, I’m like this is you know? And I’m getting anxious because I’m like maybe this isn’t for me, you know, uh.
Speaker 3:
But I promised myself, I said, give yourself at least six months to see if you can get a client and if you don’t, go back to a job whatever, I already applied, by the way, to over 40 jobs and no one got back to me. And that’s kind of why she suggested hey, just start your own business, because you already have the skills and the knowledge. You can take what you already know and monetize it and you know. So I said, okay, let me see what I can do. I at the time I wasn’t marketing anything about, uh, attracting clients, because I didn’t know how to attract clients. What I started with was hey, you know, I can teach you marketing and I can create a content strategy for you. So that’s what I was honest about, that and that’s what I did. I created content for people in my head. I’m like, ok, what would I do for my first client? So I started sort of going based off of, and I hired a business coach too.
Speaker 3:
I know people are like well you don’t have a job. Listen. I was like I need to know one thing about me. I don’t like to dive into something blindfolded, I like to kind of know everything sort of along the way. So I hired my first business coach. When I finally decided to post in 2021, I said let me hire a business coach. I saw her ad and I was like I just, I just I think she resonates with me very practical.
Speaker 3:
so once I did that, she said you do you have any client testimonials? I said no, I love the companies. I don’t want to reach out to people from there because I’m kind of unprofessional. So she’s like well, why don’t you do a free trial, sort of like a 30-day trial for free in exchange for some type of testimony? And I said that’s actually a really good idea.
Speaker 3:
So I had connected with people, just networking online and engaging with people. We were in the same live. I was like, oh okay, who are these people in this life? We’re commenting and we’re having this conversation and it’s you know, I follow them back and I’m like hey, I’m from New York, where are you from? And I’m from Maryland, oh, cool. So like that’s sort of how it all began. And I told her very transparently, upfront, what I was doing. I was like you know, I really want to have testimonials and I’m just starting out. You know, I have these years of experience with marketing. At the time I think it was over five years. So I was like you know, I’ve been doing this for over five and a half years. Let’s you know, do you want to be a part of that? And she said sure, I could use some help with my content. I don’t even know what I’m doing, so it’s just like that’s how it happened.
Speaker 3:
It started with her and Debbie, anyway, but yeah, that was my very first person.
Speaker 2:
I was working with yeah.
Speaker 3:
I do I actually do, Elton he was another person and he was in Brooklyn and we had met from a previous thing and he’s like you’re doing content, now what are you doing? And so he paid me. He was like my first official paid client. My other paid client was Ambrose in New Jersey. So I’m like, oh, this is so cool, I have these clients coming to me.
Speaker 3:
So once I knew it was possible for me it was putting out the content at the time when you’re new, you and you haven’t been posting I went hard. I posted six days a week, once a day and I was engaging on there. I was hours unhealthy amount of hours, I would say people, you know it’s. It was. It was of hustle and and and grind and legwork in the very beginning, which wasn’t sustainable. I only had Saturdays off, so it was hard for me at that point. So after like a month I was like I might quit. But once I, people started kind of messaging me saying, oh, could you help me with my content? They were seeing the content and like, well, can you help me with mine? How does that work? What happened? I’m like, oh, let’s hop on the call, then I would just close there. That was what I did. I also went live twice a week.
Speaker 1:
I freaked out because I had cancer a few times.
Speaker 3:
Lives are scary. I thought lives were so scary. I love them, but very scary, very uncomfortable. But I said I got to do everything outside of my comfort zone to show up because no one’s going to do it for me and I got to figure this thing out until I can kind of get that step. So that’s how it all happened yeah, less than two months, three clients. Can you believe it?
Speaker 1:
that’s crazy three clients now because now it looks like your posts are getting a little more than 40 likes. I mean, you’re at like 13,000, 13,500 followers on Instagram and you’re a content coach and a marketing coach. So what kind of happened, briefly, from that point to this point, like what was the evolution in your business?
Speaker 3:
Yeah, what I realized was when I had about seven clients and I was all it was all one to one I said this is too much Like. I started realizing I’ve got to find a way. And this is what my business coach was working with me on. She’s like I mean, you have all these clients now, which is great. She was like you kind of accelerate. You didn’t even run ads. I was like with what money I’m paying you and I’m paying you know my mindset coach here, what money do I have for ads? So, yeah, I was scared to throw it in there. So I said I got to do this organically and figure it out. So, you know, she pretty much showed me how you create a course.
Speaker 3:
And that’s when I created my first course and my first group coaching program. And that’s when I created my first course and my first group coaching program, which was CCI my baby, consistent clients on Instagram. And once I created that in 2022, it was amazing, like that was my first time being able to keep people all in one group. And we had the Facebook group, we had everything. And I’m like, ok, let’s do this. I just want to get everyone in one space and then they can follow along with the course. So I did the course with the coaching. Once a week I would hop on a call, answer any questions they had, and that was good. I think it was a in September of that year to Miami in 2021.
Speaker 3:
And I said wow, this was fun. And then when I got back, I’m like I got so much to do. I said you know, this isn’t sustainable. I have to create more systems. I knew that I needed that. That’s what my business coach was getting on me about creating more systems and I’m like how, what do I do? Business coach was getting on me about creating more systems and I’m like how, what do I do? But for me I wanted to find something that aligned with me. I knew I didn’t want to do webinars and sort of live launches and I always tell people do what feels most aligned with you.
Speaker 2:
There’s no wrong way.
Speaker 3:
You want to do live launches or go live. That’s one way to do it. Some people hate going. I hated it, but I showed up anyway, sweaty and all, with my little hat on trying to hide. I did it, you know so, once you do, you feel better. You feel better because you’re like well, I did that, I kept my promise to myself and right you know, I think after like that six month mark, I realized, okay, I need to make this more sustainable, so I’m not hustling around, running around making content every day, working with clients. I mean, it’s hard to keep up with everything. To that point I wasn’t sleeping enough. So your sleep is a priority. Rest is productive.
Speaker 3:
That’s what I learned from my mindset coach, and slowing down is how you accelerate so I did a little bit and start posting less that following year I said I can’t do six days a week, let’s do five, and then on the weekends, no, work Like we’re not doing it. We’re not doing it, no working. And little by little that went from four days to three days.
Speaker 3:
So yeah, people when you post six days a week, I’m like, don’t listen, I put in my, I put in the work first. So my thing is you know, in order to create sustainability. My business coach taught me you know your numbers. That was the problem, me not knowing my numbers. I just immediately celebrated, like the first time I hit like a 12K month. I’m like, oh my goodness, I hit a 12K month. Like I thought that was insane. That was the most money at one time that I had seen, and so I said this is possible. So what else is possible for me? So I did need to know my number. So I always tell people all my clients know this. I’m like what are your numbers Like? Yes, it’s good to be fun and creative and have a great time, but we also need sustainability.
Speaker 3:
And in order to create that predictability and that sustainability, you have to know your numbers. Like how much profit? You need to know profit margin, you need to know your like everything overhead, like what are the costs that you’ve already put out versus? How many clients do you need in order to make XYZ? Or how many sales do you need with your digital product or your book or your how many people do you need to get in front of and how many of those are converting. That is a non negotiable for me, because when I didn’t know my numbers I was just kind of and I had some dry months. I’m not going to ever ride anybody. I had a couple of dry months that first year because I said, wait, okay, if I don’t get clients, what do I do? You know, it was too much of a riding the wave. I’m like yay. And then all of a sudden you’re like wait, what happened here?
Speaker 1:
What happened down the e they have that book called the entrepreneurial rollercoaster.
Speaker 3:
Yeah, exactly, and it was great because I had too many clients at one point and I had to say, well, who’s who’s next to go, because some of them are difficult anyway, so I had to.
Speaker 1:
So what was too many for you?
Speaker 3:
I’m curious well, when you’re one person and you’re posting content every day, you’re networking and you’re going live and you’re getting asked to oh, we want to do a live together. And then you also have all these clients who you’re creating full over 100 plus content ideas for and you’re creating strategy for. I mean, it’s a lot. So it’s like for one person. I would have loved to take on more, but I just couldn’t at the time because I was one person creating campaigns and saying, okay, let’s do this and let’s try this with your account, all right. So it was a lot. It was just too much for me. Too many was like eight. That was just like we’re pushing it you know it was for year one.
Speaker 3:
That was insane and I was just like let’s go. And yeah, burnout happens Next thing. You know, you’re like I have high blood pressure. That has never happened to me in my life. So I tell people, you know, just don’t wait until you have to go to the hospital to find out what’s wrong with you. Like don’t do that, don’t be like me in the beginning, like try to create something that’s sustainable.
Speaker 3:
It’s not about posting more. It’s like quality over quantity, always, in my opinion, as long as you build some form of consistency, that’s fine.
Speaker 2:
So what’s your sweet spot right now? Or did you raise your prices, or how did you adjust that?
Speaker 3:
Raised my prices. I told people, you know, if you want to create something that’s sustainable. Memberships are great too, because and that’s something I’m in the middle of working on for next year is a membership, because I want to serve more people, like in a big group setting for those who want that support and just have specific questions. But without saying, okay, how am I taking up more of my time? Because our schedule, we need that leeway. So for me, now I take less clients. I’ll do five clients like VIP, one to ones, and it’s high ticket, so I’m not putting as much of my effort into. Ok, now I’m racing around, around, you know, hustling to try to find people, when meanwhile there are people who are already like I’m ready to go and so that’s why I really focus more on it and people are afraid.
Speaker 3:
They say, well, just keep your old clients and things like that. I never did that. I told them all right bye time to fly, like, fly the nest if you still need me. I didn’t do my role. That’s how I saw it. But then I, as I matured a little bit, I said wait a minute. No, there are people who enjoyed working with you so much. You should give them that option to renew. So anyone who’s listening, if you don’t have the renewal option, you better. I don’t know what I was like then.
Speaker 1:
Yeah, we were just yeah, I was like we just recording with another guest yesterday and she was explaining that renewal is a big part of marketing and obviously a very nice part of revenue when clients renew, but you were kind of like an eagle huh, A mama eagle kicking her. Yeah, I just was like let’s work with new people, let’s go.
Speaker 3:
Yeah, I said let’s work with new people. There’s new people out there who want what I have. Let’s go. I just want to work with new people. There’s new people out there who want what I have. Let’s go. I just want to help millions of people, my goal is always like one person at a time until I hit like over a million people, like that’s my goal and so I said if.
Speaker 3:
I can help. I said let’s start with the thousands. And I remember recording. It was a recording and I posted a small snippet of a reel I saying that I don’t want to help hundreds, I don’t want to help thousands, I want to help millions of entrepreneurs.
Speaker 3:
And it’s like, for me, my vision is to help them get there faster because they have someone like me helping them but executing their vision, not telling them what to do and how to do it. My whole thing is it’s a collaborative process with my clients and I. I never told them you have to do this, you have to do that. No, I said well, I want to ask you questions first. A doctor never comes in saying here’s what you have. No, they have to ask you questions about your symptoms first before they perceive anything.
Speaker 3:
So for me, my, my role is to really get to know your business, like I work that same business. I have the same passion for your business that I have for mine, as if it’s my own baby. So now, now that I know the ins and outs of it and how you want to execute your vision, your values, your mission, your vision, what you want to do, your goals, once I know all of that tone style delivery, let’s go, like, let’s go and help you. You and a lot of my clients have actually and that was my goal like how can they exceed me? How can my clients get clients faster, how can they attract more buyers who are ready to go even quicker than I did, and so that that was always my vision for it.
Speaker 3:
So it was like I was celebrating when people got clients like in a week, that was crazy. This girl broke the record, marie. I was like a week, that’s insane, like I wish. But then it happened for another client. He it was two weeks for him a vocal coach, and I’m like no freaking way, two weeks.
Speaker 3:
So it’s like I keep track of all their records to see how soon are they doing it. In a month, ok. A month. In a week, that’s great. It took me about almost two months, but doesn’t have to take everyone that long, and I think there’s a lot of misconception that it has to be six months to a year. You know, but we’re in a digital era where it’s so different. Time doesn’t work the same way like it’s. It’s crazy to think we had to mail something and now there’s email, right, everything is so quick, you know.
Speaker 1:
I think we need to just jump into the next episode so you can explain the Empowered Buyer Funnel, because this is what you’re teaching to your clients that are getting their own clients quicker and quicker like quicker than you did when you first started. Too right, all right. So what is one thing that you would tease about this empowered buyer funnel to leave the listener with, and then we’ll say goodbye for this episode.
Speaker 3:
Sure. So what I would say is there are people who and I’m sure you’ve heard it before you’ve heard the objections of let me think about it. I’ve got to ask my partner I don’t know or email me the information it goes to you never get back to you. You name it you’ve probably heard it already and that is someone who is in that stage of I’m just not ready yet, for whatever reason. They are not confident in themselves, they are not ready to make decisions. Some people say I don’t make decisions quickly, and that’s okay. You know what I’m saying. Why spend time? I think about it like therapy. Why spend time helping someone who is like I’m not ready to be helped? Why push? We don’t have to push, we attract. There’s a difference between pushing and making things happen, and that can turn out with its own set of problems.
Speaker 3:
By the way, when you push as opposed to if you do, even if they’re in, they sign the contract, they pay the invoice, they’re ready to go, supposedly. Now they’ve got a hundred million questions, they’ve got a thousand expectations and now you’re like what, what in the world? And now this turns into them bossing you around and they’re micromanaging you. You’re like I’m not your employee, like what is this? So we don’t want to attract the headaches. We want people who are like, oh, I’m excited, just pay the invoice. I’m dancing, like let’s go.
Speaker 3:
We want those people who are ready. They trust your wisdom. I trust your knowledge. I know you’re an expert at this, let’s go. Those are the people because they’re committed to their own success. They’re already winning because they these are people who love investing and celebrate that. So there’s a completely different buyer here that we could be speaking to. But in our content we’re told let’s speak to the person who is not problem aware. Let’s create problem aware content, because they’re not aware they have a problem. So now we have to convince and persuade and I’ll leave you on this note.
Speaker 3:
I’ll leave you on this note before we go into our next episode. But in therapy they teach you if someone isn’t aware they have a problem, they cannot be helped.
Speaker 3:
So, just being aware you already have a problem puts you ahead of someone else. So for those who are kind of hard on themselves like, oh, I’m not good enough, I’m not this enough, I’m not that enough, well, you’re already aware of some of the things that are your weaknesses, so you’re already a little bit ahead of everyone else. So give yourself that grace and compassion. It’s okay not to know something, but when you’re aware that, hey, this is not my strength, that gives you a great opportunity to work on that.
Speaker 1:
Well, let’s talk to the. Let’s learn how to speak to and attract the empowered buyer in the next episode. For now, lindsay Burgess, thank you for being here and sharing so much. I feel like you shared a lot of mindset and strategy.
Speaker 2:
Thank you Well, until you see us or hear from us in the next episode, be blessed and we will see you soon. Bye.
