Unlocking Revenue Growth: Elevate Your Coaching Business

To unlock the right level of revenue growth in your business, you must know how to execute the right lead-generation strategies without being overly salesy. Juliet Clark brings together three experts to share their knowledge on this topic: Gretchen Hydo, Anthony Jones, and Rebecca Bertoldi. In this panel discussion, they share how to use LinkedIn for lead generation, their most engaging content creation strategies, and their best tips on using lead magnets. They also break down effective approaches for gauging potential clients to know if they are the right fit for your business or find out if they are ready to commit to a professional relationship.

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Unlocking Revenue Growth: Elevate Your Coaching Business

Introduction

Welcome to the show and the Revenue Rumble event. It’s so nice to see you guys. For those of you who missed it, it’s going to be a podcast. I want to start by introducing our panelists. You’ll have a little bit a chance at the end to Q&A and ask them whatever you want to ask after this. Gretchen, raise your hand. Gretchen is the master of the art of coaching success. She goes everything from lead generation to enrollment.

She has some great processes that we’re going to get. If you want to see an entire episode of her, go back to January. She was our guest in January and did a fabulous coaching call. Next is Anthony. Anthony helps you. Anthony Jones, unlock the power of LinkedIn. He’s going to be talking about lead gen, which is really what his specialty is. You’ll be able to go right from Anthony into enrollment with Gretchen. Rebecca Bertoldi is the queen of funnels. She has shown me her back office in Go High Level, and I am so impressed.

Lead Gen In LinkedIn

I bought it. She is also that gateway between how do you get people into your funnel and nurture them. Anthony, those are leads, goes into the funnel for Rebecca, and then Gretchen takes it home. Hopefully, I don’t know why I cannot talk. I’m going to let you guys take it. My first question, if you guys want to go back and forth with this, is let’s go to Anthony. Anthony, over on LinkedIn, there are a lot of tools there that can help you lead Jen. Can you talk about a few of them?

There are so many. It’s hard to know where to start. I think the first thing that I would say is even before we get into a discussion about tools is the mindset that you need to have every time that you go into LinkedIn. Most people go in with a mindset of, “I’m here to pitch. I’m here to sell something.” They’re pitching cold messages in the DMs. That does not work. That is not a tool for success in 2025 and beyond. What you need to do is approach it as if you’re going to a networking event. It’s the world’s largest, most important professional networking event, taking place 24/7, 365.

Go into LinkedIn with the intention of building relationships first and foremost. If you have that mindset, every time you go into the platform, that’s going to help shape the actions that you take. You asked about a couple of tools. The first most effective tool for lead generation in B2B, especially if you have a very well-defined ideal client profile, is Sales Navigator, a fantastic tool. I could spend hours talking about that.

I won’t go into all the details, but essentially, what it lets you do is build out a list of your top tier leads and then get notified every time those people make a post on LinkedIn so that you can show up and comment and engage with that post. Sometimes, even before you send a connection request because that’s really the quickest way to get on someone’s radar and be seen as a person of value as opposed to a person who’s just here to pitch.

Over time, after you do that a few times, the chances of them accepting a connection request or having a conversation in the DMs is going to be a lot more natural than just someone coming in cold. That’s the first thing that I would do. The other thing that I would recommend is to make sure that you are building your personal brand. Personal brand, building that know, like, and trust factor because people connect with people, people buy from people.

You need to be someone who is showing up in the feed, sharing valuable content, and sharing content that speaks to the pain points that your clients have. Engage in the larger conversation by leaving comments on other posts. Those are just some of the very high-level best practices. Again, I could spend hours talking about every one of those in a lot more depth.

What about the LinkedIn newsletter? We have a whole funnel, and I’ll get to Rebecca because she has a magazine as well with this question. We use the LinkedIn newsletter extensively. We don’t really sell in it. We send out invites and the magazine. We provide content every week. We seem to get quite a few clients that way, where they’ll follow us, and I have no idea how long they’ve been following. All of a sudden, one day, they’ll pop up at a training and go, “I’ve been following you forever.”

I love LinkedIn newsletters. They can be a fantastic source for lead generation because, if you think about it, to your point, Juliet, if they’ve been following that newsletter, they’ve been getting valuable content from it. You’ve built that trust. You’ve built that authority with your subscribers and sometimes by doing something as simple as just having something in the footer of every newsletter that goes out. That is a call to action, whether it’s to your enrollment page whether it’s to a lead magnet.

Where you’re sending them through a funnel. Whatever that looks like. That can be a really effective way to generate leads. The other thing that I highly recommend is once you have your newsletter launched, set aside fifteen minutes every week and actually go look at your subscribers. You cannot download them, unfortunately, but you’ll see the most recent subscribers at the very top of the list.

Look for those individuals. If you’re not connected with them, send a connection request and just say, “Thanks for following my newsletter.” Sometimes, that turns into a conversation. If you’re already connected with them, you can always say, “Thanks for following. I would love to hear more about what type of content you’d like to see.” Just ways to start conversations again in the DMs, which is important, without being salesy. That can be a very effective way to talk to people in the DMs every week who already know something about you and have seen value from your content.

I love that. I don’t do that. I just learned something.

At 11:00 every Friday, I have a reminder that pops up and I spend 15 minutes doing just that.

Lead Magnets

I’m going to have to remember that. I avoid social media like the plague. You can get sucked into it for hours and I try to be productive. Rebecca, authors need lead magnets. I’m going to have all of you. I’m going to have each one of you, Gretchen, Rebecca, and Anthony, share your best lead magnet, but why do you need a lead magnet ready before that magazine goes? He was just talking about that call to action at the bottom.

We really want to know exactly where the people are going to go in our system. We don’t want to just be like, “I made a lead magnet. Let’s see what happens.” We don’t want to just put it out there and hope for the best. We want to have a plan. We want to be guide people on a path that’s going to help them to achieve the result that they want, but we can help them along the way to have what they need to become our clients while helping them.

We can add that value, and then we can start to nurture them. We’re building that know, like, and trust, like Anthony was saying. You’re building all that up. You’re giving them wings inside of your emails. Let’s say, for example, you have a lead magnet, and one of the emails suggested that they have a gratitude practice, just as an example. We know that gratitude practices will change the way we feel inside. If you can give them something inside of your funnel that will actually change the way they feel, it’s going to give a very positive impression of you and your brand.

Lead magnets, I’m all for it. I love lead magnets, and I am actually about to launch one of my biggest lead magnets ever, which is a magazine, but they can be anything. Wherever you’re strongest. If you love doing videos, do some videos. You can do audio, like have meditations or just any audio lessons. You can have eBooks, you can have quizzes. There are just so many options. As long as it’s adding value and helping them with their pain point, it will be a great step to get to the next level with you.

It will be. Gretchen, what is your best lead magnet? By the way, if you haven’t checked out Gretchen’s branding, she has beautiful colors and lots of photographs of her. She’s got a great personal brand.

Thank you so much. I have different lead magnets for different target markets. I think that that’s something important to talk about. What Anthony was saying, too, about LinkedIn and making sure that when you reach out, you’re doing it specifically, it’s the same thing with your client creation. One lead magnet, when you say, what’s my best one. They’re all good because you shouldn’t put out a lead magnet that isn’t.

They’re all good for the different sections of person that I’m wanting to connect with. What you want to think about for a good lead magnet and really for any of your client creation as well is, how is this person coming to me? What is their biggest pain point? Do they realize that it’s their pain point? If so, how can I help them with that pain point? When I’m teaching everything about client enrollment, one of the things that I say is that you want to have a process.

If we piggyback on what Anthony and Rebecca have said, you need to know who that potential client is. You always want to prep them to have some information that they’re thinking about giving to you about who they are so that you can see if they are a good fit. What do I mean by that? Many times, people will want to talk to us and get on our calendar only to not show up. That happens and can happen frequently when you’re new.

Something to do is that before you allow them to be on your calendar, to send them some prelim questions so that you know what it is that they actually want. I like to send something out asking them. It’s 2025. What do you want to create in 2025? What have you tried? The reason I ask what have you tried is because it shows me their level of readiness. How ready are they? If they haven’t tried anything, they’re not ready to work with me yet.

That’s a question that I build in. Now, for somebody else, that might be perfect. They haven’t tried anything yet. I’m their solution. The third question I ask is where are you stuck? I want to see how clear they are. It’s okay with me if they don’t know, but this is for me as a test of readiness and they are willing to follow basic directions. If someone cannot fill out three questions, then I don’t give them the time on my calendar. They can have a lead magnet, no problem.

You can go, you can look at it, do the steps, don’t do the steps. It doesn’t matter, but I’m only willing to work with people who are ready. That’s something too. When you’re thinking about your lead magnet, your funnels, your connections, you want to be asking yourself, who is the right client? To Anthony’s point, that whole thing where people are spamming us all the time and that thing, nobody likes to be sold to, but they do like to be served.

If you make it feel like a very high-end experience. It’s like going to Nordstrom’s where you thought you just came in for a black cocktail dress, but you’re leaving with so much more because you were served. If we take on that same approach in our professions, your potential clients leave with so much more, and your sales are higher.

To that second question there, I always ask that because I want to hear if I’m going to get somebody who’s ready and taking action or if I’m going to get a rerun of the Victimization Olympics on there as well.

That’s right. It’s really important for them to have some level of readiness. Sometimes, they might say, “I haven’t tried anything yet, but here are all of the things I’ve thought about.” That shows me some readiness. The people that they haven’t tried anything at all yet they’re not ready for my coaching. There is someone else who probably has a system or whatever it might be that would be a good fit for them.

For all of us in our professions, we need to be building in parameters for ourselves the requirements of our clients. Many entrepreneurs are willing to just take anything that comes through the door that will sink your business and your time. What are your requirements for working with people? Mine are they’re ready, they’re committed, they’ve got the financial resources, and then we coach. I want them to experience it before I decide if I’m going to work with them.

You guys probably don’t know this, but I have a book, and it’s titled Pitchslapped. That actually came from a group of girls. Somebody walked up and pitched us. One of the girls said, “I just felt like I’ve been pitchslapped.” That’s what we feel like it feels slimy a lot. Anthony, what about you and lead magnets? What are you comfortable? What do you like to produce?

I’m taking notes. I’m glad this is recorded because what Gretchen just said is brilliant, especially the part about asking qualifying questions, because that’s something I’ve struggled with. I’ve had many people come into my email list through a lead magnet. To her point, like they weren’t anywhere near ready to work with the one-on-one type of coaching program. I have experimented and failed with more lead magnets than I care to admit, but I have had one that has been extremely successful.

Again, it took the better part of a year to really figure that out, mainly because I was figuring it out on my own. It’s basically, it is a simple PDF running through a Facebook ad to a cold audience with a lead gen target conversion goal, I guess. The video is just actually me in my truck, like sitting in line waiting to pick up my kid at school. I’m giving people an idea for what they should post on LinkedIn if they’re trying to grow their business. Just a real simple tip.

The video looks very organic. It doesn’t look like it’s an infomercial. I’ve had a lot of successful people coming in, logging, going in, and signing up for the lead magnet. Again, it’s a PDF, and it’s got five types of content you should be posting on LinkedIn to grow your business. Of course, they go into an automated email series. Over the course of the next three weeks, they get 8 to 10 emails. Again, as Rebecca or Gretchen pointed out, every one of those emails is meant to give them another win.

Just something small, another tip, another tactic, because what you want to do with each one of those emails is build that level of trust that much more before you actually go in and pitch. That’s something that is a constant work in progress for me. Most of my business comes inbound through LinkedIn, to the personal brand and content and so forth that I’ve put out. I also know there’s a world and a whole other audience out there, networks like Facebook and so forth, that you can tap into if you have the right strategy and the right lead magnet.

Lead Generation

It doesn’t have to be complicated. My very first one was a publishing checklist, and I was rather stunned. We had over 2,500 downloads. I thought all this was easy peasy, little did I know. I had like fluked out beginner’s luck with it on there. If we’re going through this in a way where we want to figure out what comes first. We need to develop that lead magnet, that funnel, move into LinkedIn, and do that lead generation. Over to Gretchen for those enrollment tips. Gretchen, where do you get most of your leads? Do you have a platform that you like to get them from?

It’s not so much a platform. It’s taking the next step once you have someone that has enrolled into your lead magnet and signed up. What’s the next thing? What I do, and this is really important when you’re thinking about it, you want to have something where they can experience you. Each month, I have something called Coaching for Coaches. It’s free, but it’s me live. It’s the same time every month, the first Wednesday of the month from 5:00 PM to 6:00 PM, PT. I teach something on how to build your business. This way, they can see me in action.

From there, maybe they want to schedule a 30-minute with me. Maybe they’re more interested in my programs, but they join this Facebook group, and I nurture everyone in that group. This is where they can comment, they can ask questions. I post, hopefully, helpful things that they can use in their businesses. They come to this live event each month, and then they are ready when there is something that’s presented to them. That’s the way that I do it for how do I find people. They typically find me, they invite people, they find this group, and then they stay in the group, and they become a part of the ecosystem

That’s really great. We do the live once a month as well. Actually, we do two now because we do one with Rebecca Bertoldi as well. It’s a great way to be able to not only teach, but people get to ask questions. They get to start to get to know you as well. No matter what coach you are, relationship-building is essential on there. Rebecca, you’re doing a monthly. What else do you do to get your leads generated? Besides bomb funnels.

I have been leaning more into affiliate marketing and allowing people to go spread the word about me. It’s been working really well. That’s been a really big thing over the last six months for me. I also do a lot of training. I love to, like Gretchen was saying, you want people to see you in action, and they want to see that because a video is wonderful, but it’s a short moment in time. You want them to be able to feel your energy and know that you are the person for the job. I do some trainings like I’m doing with you. I collaborate with other people all the time so that we’re doing something together.

We can access both of our lists. I have been so consistent on my social media, which I know we all strive to do, but it’s not always something that happens. Because of that, I’ve been doing a weekly Tip Tuesday video, and those have gotten so much traction. I don’t necessarily see the vanity metrics on the video. For a while, I’m like, “I’m just going to be consistent. I’m going to put it out there.” Everyone I run into in person is like, “I loved your video this week.” They’re watching, and they are calling up. They’re calling, they’re scheduling appointments when I see them. All of that is just part of the puzzle. When you’re trying to educate somebody on what you do and your expertise.

For the authors reading, the reason we have the Go High Level trainings every month is that authors don’t realize when they get into this, and you guys, probably everybody on this call, are going to laugh. As you get into this more and more, you’re going to find you have more monthly charges. There’s one for the mail server, there’s one for social media. They’re all over the place.

I’m actually saving a lot of money using Go High Level because I’ve gotten rid of, I think, what did we say, Rebecca, in September? think when I first did it, I think I got rid of almost $500 in reoccurring monthly fees. Now, I pay my fee to Go High Level every month, and that’s it. Everything’s done through there. I think it’s a great place for authors to start to learn all that and not waste a bunch of money on $20 here, $40 there. I’ve got more AI stuff than I have to go through it and get rid of it. Does anybody else have an AI problem?

You, Nancy, Anthony, everybody does.

I don’t know if it’s a problem yet.

Anthony, do you use anything? Mine’s a problem. We need one of those AA grips for AI. Anthony, do you use anything besides LinkedIn? Since you’re a coach in that area, it’s probably your one and only.

Yeah, LinkedIn is really the source. Again, the email list that I’ve developed over the last couple of years, mainly through that lead magnet. It’s actually how I started a side business 3 or 4 years ago when I was working at Ducks Unlimited. It was all built through my personal brand, through content, and so forth. Over time, people just assumed that I was a LinkedIn expert just because I had been posting consistently for years. That turned into a side business. About three and a half years ago, it had grown to the point where I was able to leave my 9 to 5 and start doing this full time. LinkedIn has really just been my focus area and the bread and butter for my leads and clients.

Email Marketing

Let’s talk a little bit about email marketing and enrollment. How often do you guys send out emails to your audience? Are you pretty consistent? What do you send content-wise? Let’s start with Rebecca.

I do a weekly email. Occasionally, they’ll get a second one if they’re being invited to an event or possibly another affiliate of mine, but it’s pretty much a weekly email. For the last, let’s say, six months, I’ve been experimenting with what they call any Seinfeld email theme, which is the emails about nothing. It’s a lot of just what’s going on in my daily life. One example was that I love true crime, but I don’t want to necessarily mix marketing with true crime.

I did an email because I was watching this documentary on the Tylenol murders. I did an email talking about if Tylenol could get over, how they handled that situation was what made them become the lasting brain that they are today. I tied it all back to marketing. I get so many responses from the emails now because people are like, “Thanks for that blast from the past.” All that stuff. What I’ve also noticed is that I am averaging about a 61% open rate.

Very nice.

It jumped so much when I started doing that, and I’m just real, and I’m just talking to them. The first one for the new year was like, “I don’t feel like I’m serving you as well as I could. I am committing to weekly emails. You’re going to get tips. You’re going to get all of this stuff. I got a bunch of response to that.” They know what my intentions are, and I’m sharing all sorts of stuff.

That’s awesome. I have to take a moment here. Who has a true crime problem? Does that make us all sociopaths? I love this. We just had this. I did a big show with Tracy Hazzard. We all talked about how we had this big true crime problem. Anthony, what about your email list? How often do you send out and what content do you send?

It’s about once a week as well. I purposely don’t call mine a newsletter, just because I think a lot of newsletters are too long, and they feel like a chore to go through. Nothing wrong with having one, but it’s just the way that you position it. I position my emails as weekly tips. It’s a tip tactic, something that you can use, maybe something that I learned this week.

It could be a change in the algorithm that LinkedIn or a new feature LinkedIn has rolled out. I’m staying on top of mind and keeping up with the latest trends there. I have that email list. Of course, going back to your first question, the LinkedIn newsletter which is totally separate. You can bring people into your ecosystem, into your lead magnet, and that’s your list. You own those names as long as you’re doing the right practices, like that’s your data. That’s really important.

The LinkedIn newsletter is great because it allows every newsletter that you write, obviously, to be delivered to their inbox. The problem is that you don’t get those email addresses. LinkedIn does not share them with you. On a similar note, I have what it’s called one-minute LinkedIn tips, weekly tips. It’s something that you can absorb in a minute or less. It’s usually a short video or a short tip because people, as you all know, have very short attention spans. I try to mark it and frame it around that topic.

Quick question. Do you have more people in your actual email server list or on LinkedIn? I have more on my LinkedIn newsletter, like a lot more than in my list. It’s almost like people don’t want to opt in.

I’ve got 10,000 subscribers on LinkedIn and 3,000 on my in-house list that I paid for through Facebook ads. I think the biggest tip I would give anyone who’s thinking about starting a newsletter on LinkedIn, make that first version your absolute best quality, best content, best tip that you can possibly do. What happens is when you create that first newsletter and you hit publish, LinkedIn sends out an invitation to, I don’t know if it’s your entire network or most of your network.

When I did mine, and I didn’t know this, I just got lucky. I had a good piece of content. At the time, I had like 30 or 40, maybe even higher, 50% of my followers subscribed that day. That’s the only time you’ll get that mass invitation to all of your followers. Make that first issue as solid as you can. You’ll get a lot of subscribers. Again, completely for free from LinkedIn.

They actually help you out with it. Somebody, I ran a ten-day campaign on there, like a tip campaign through my newsletter at one point as well. That was generated by Shannon saying to me, “Somebody else just did this and we saw she had like 86 subscribers.” I went back and looked at mine. I was like, “I’ve got almost 3,000. We should do this.” If you’re gentle about it and you don’t overdo it, we had a really great response where we had a video and a blog every day for ten days on launch protocols. Everything you needed to have a great book launch. Gretchen, what about you? I get your emails all the time.

Can I ask Anthony a quick follow-up question there about the newsletter?

Sure. Yeah. Can you just have a cake, Gretchen?

Thank you.

Anthony, I’m curious. I’m about to launch mine, and I was going to put something in there. I’m watching a digital magazine, and I have a playlist of the authors reading their articles. I was going to add that in there, but they would have to then subscribe with me to get the playlist. Is that frowned upon by LinkedIn?

If I understand what you’re saying correctly, no, I don’t see that as an issue.

Thank you.

Gretchen.

For me, I typically do the newsletter emails once a month, and I have two of them. One to my coaching-for-coaches list and then one that’s like my main email list because they’re different topics. For the coaches, it’s very specific to what it is that they are going through. I always write something that will help them. There’s a resource, some free resources they can use, and a video. There’s a resource video as well. Same thing, same format with the other newsletter. It depends. If I’m in the middle of a launch or something like that, then I will up my outreach to people and that thing. The once-a-month seems to be a very good rhythm for the people that are on my list.

Good for them. It’s tough when you’re launching or helping other people launch because the emails kick up, and you don’t want to exhaust that audience. Who remembers 2016 through 2018? You just like delete, and everybody was doing JVs back then. That’s one of the reasons I used to coach for the Joint Venture Inner Circle. I don’t do JVs. I think you get big dead lists doing those.

Money Barrier

Power partnership like Rebecca, basically, all of us too that are on this call, power partnership. I want to give you guys, do you guys have any questions before we move forward and get some information where you can find those guys, Nancy, Jared, and Christine? I don’t know if I can see anybody else on here. I think we got everybody. Do you guys have any questions for these guys? You people are never silent.

They’ve done a great job. You’ve done a great job asking the questions about all the process, the lead magnets, the timing, and the cadence. I guess we’ve asked all the questions I would have wanted answers to.

Jared, Christine, where’s your husband? He’s the one that always runs this for you. Can you see it down there? It should be down in the left-hand corner by your name.

There. Very informative. I really appreciate your presentation. I’ve been working with somebody with lead gen for several years, and we hit it like 30,000 LinkedIn connections, and then we had to scrub it so we can keep working with the sales navigator. What really hit me was, before actually bringing somebody onto a meeting to qualify them. I would love to a little bit more about what do feel the most effective questions are to qualify somebody for a potential. What I’m discovering is that money seems to be the barrier for most people. It seems like in the last couple of months, it’s been even stronger. I’m wondering if anyone or Anthony.

Gretchen, do you have some really good objections, don’t you?

Here’s what I was going to say to that is, yes, money is always going to be an objection. It doesn’t really even matter how much money people don’t want to spend money. You’re right, the climate has changed in the last few months. People are willing to spend less right now, they’re afraid. Something for you to know is that we don’t need to get involved in their money story.

If someone asks me what does it costs before they want to talk, I tell them, “I won’t know until we talk.” I can make my highest recommendation. When they say things like, that’s a lot of money or whatever it is, I let them have their feeling and I’ll say, “You’re right for you, I can hear that it is and I wouldn’t want you to do it unless you were 100% sure that it was going to work for you. What would you need to see happen from this investment?”

I talk to them about my requirements about you need to be committed because this is something you are going to have to do. Only from a readiness level if now is the right time and let’s coach. I will give them one coaching session, and I say, “Bring something that you really want to move the needle on, and let’s see what we can do.” People are nervous to spend money when they don’t know what the value is. I take that question out of it by showing them and having them experience the value instead of trying to explain the value. Does that help Jared?

It does. Fundamentally, what I’m doing when I get somebody on is there’s never a pitch, and there’s always this how to serve. I ask the questions, and I always want to get there the holistic vision of what they want to create first before I’m able to even offer how I think I can help them. It leads me at the place where then I’m sending them the PDF and articles and such.

Pause there. Something that is a better approach to that is we’re not afraid to talk about it in real time. Make your highest recommendation. If you do a 30-minute connection, you want to spend about twenty getting to know them. What are you wanting? What have you tried? What’s difficult? You say, “I’ve asked you a lot of questions. What questions do you have for me?”

They’re going to ask you for things like money. How do you work? All of that. You slow them down, and you say, “I’m glad you asked. I have some requirements.” Go over your own requirements. I’m going to give you all my lead magnet that has these connection call scripts, so you don’t have to worry about writing it down. After you do that, you tell them, “My highest recommendation is.”

Do not email them anything afterward because the thing is this. People who are interested, they get ahold of you. You don’t have to email them. The ones who aren’t interested, if you are emailing them, you might as well say instead of like checking on you, are you going to give me money? That’s really what we’re wondering. Instead, it’s if you have served them in a big way on that call and then invited them to something else.

Usually for me, it’s that coaching conversation where I’m truly coaching first is connection, then the coaching, then you already have it there. I don’t do a lot of emailing of people. I don’t believe in it. I think that that’s part of that thing with sales where then people feel very like, “Get away from me. I had someone I had a conversation with. They’ve emailed me three times. It’s less than 24 hours. I’m seriously not going to work with them because it’s annoying.”

I would never do that. I know I end date people with emails, but primarily what I don’t do is I always ask them at the end what questions. First starts out, I want to know about them. I did my best job to be in a succinct way to give them the vision and picture of how I could serve them. I’m not actually doing anything with them. You’re saying to go to actually book another and give them like comp coaching session?

That’s what I do because if you think about it, in that first 30 minutes, trying to connect, close, and coach, it’s too much, like it’s too fast. I just connect, and I answer questions. I don’t even try to tell them what it is I’m going to do for them. I tell them, “Bring the thing that feels so important to you that you want to move the needle on.” It would make all the difference, and we’re going to spend an hour together doing that. I do that, I save time at the end. How was that for you? What questions do you have? That’s where I get into the close.

Perfect. Thank you so much. I did not want to give somebody a full-on coaching session if I didn’t really feel like there’s enough alignment and they’ve first looked at the PDF, the milestones, and some samples of things that we do. You’re saying go directly, make it a brief introduction call to get who they are and such, and then then to follow up. Can you give them a full hour?

That’s what I do. I think of it as my advertising. Remember, when you get one client through the door, even though you’ve put a lot in the front end, I think of clients as clients for life. My clients, coach them a year, maybe two, they go away, they come back, they send people. This is your advertising budget. This is your marketing. You’re putting out an hour, but you get a $10,000 client or whatever your own price point is. It’s worth it.

Anthony, I want to bring you in on this because what Jared didn’t tell you is that Michael, who does his lead gen on LinkedIn, these are cold leads he’s turning. Do you have any advice for those people that Michael can turn from getting on the calendar? I think what Gretchen gave was a pretty good prescription because, being cold, you do need to get to know him. It’s not like someone you met at an event or a referral.

It really goes back to the approach that I take, I never send just cold in mails personally. I think in-mails are the equivalent of spam emails. What I do again is build that list of leads. Inside Sales Navigator, you can tell it just show me the leads who are actively posted in the last 30 days. Everyone has a LinkedIn profile, but only a small percentage post.

You want to get visibility in front of people who are active on the platform so that you can get notified every time they post. You go in, you show up, and you engage with their content. You like it. If you do that a couple of times before you ever make that connection request, again, when you do that, they’re going to be much more receptive.

They already see you as a friendly face, a person of value, and it just opens the door to conversations that actually can be converted into clients as opposed to taking the cold approach. Now, I know a lot of people that do cold outreach, and that’s all they do, and they are successful with it, but it’s a volume game. You’ve got to be sending out a lot. It’s a lot of legwork, even if you’re using automation, which is a whole other topic.

I’ve never used any automation tools. LinkedIn is cracking down on a lot of different tools. They’ve kicked off or banned two company pages recently that violated their terms of service that a lot of people use. Anyone doing that, I would say, be very careful because it can compromise your account.

Conclusion

It can. I used to use Octopus. I think during 2020, I worked with Scott Carson and used Octopus and a lot of leads, but they started cracking down. I backed off of it. You guys, thank you so much. I hope you guys got a lot out of this. Gretchen, where can we find you?

I will drop my lead magnet for all of you in the chat as well as my email so that you can get it and info on my Coaching for Coaches group.

Do you have the connection call? Good. I’m like, it sounds like a couple of you maybe should show up for her connection calls once a month and get a little bit of training. Anthony, how about you?

I’m dropping mine in the chat as well. AnthonyJonesConsulting.com is the website. Of course, you can certainly look me up and follow me on LinkedIn. Would love to connect.

He had some great stuff, you guys. I bop in incognito a couple of times a week just for five minutes and look to see what he has. Rebecca.

Also, I’m going to drop my info in the chat, and I’m offering a free strategy session.

If you’re interested in finding out more about what Rebecca does, we have a training at 9:00 AM Mountain Standard on the 20th of March. You can go to GHLMonthly.com. If you want to register, we’re doing social media this month.

Email this month.

No, I think it’s social media. Anyway, we’re doing something really terrific inside Go High Level. If you want to see how it all works, that’s a great way to jump in and see if this is something where you might want to get rid of all of your monthly recurring costs and jump into something that’s very robust. The big thing, easy to use. How many of you guys have used Infusionsoft before? Any of you? It’s a nightmare. I went to Builderall. It’s a nightmare. I couldn’t figure it out either. I run my Go High Level by myself. It’s super easy. Thank you guys so much for being here, and talk to you all soon.

Thank you.

Thank you so much. That was great.

Important Links

• Gretchen Hydo
• Coaching for Coaches Facebook Group
• Gretchen Hydo Email
• Anthony Jones
• Anthony Jones on LinkedIn
• Rebecca Bertoldi
• Go High Level
• Pitchslapped
• GHL Monthly

About Gretchen Hydo

Discover the secrets to building a thriving coaching business from one of LA’s top coaches. Gretchen Hydo, a Master Certified Coach and ICF LA Board Member, will share insights from her renowned “Stairway to Six” program, blending business acumen with personal development strategies.

About Anthony Jones

Learn how to leverage LinkedIn for explosive growth from a true digital marketing veteran. With over two decades of experience and a track record of generating $40 million in online fundraising, Anthony will reveal cutting-edge tactics for personal branding, content creation, and lead generation on the world’s premier professional network.

About Rebecca Bertoldi

Elevate your brand’s connection with consumers through Rebecca’s unique blend of creativity and technical expertise. As a seasoned entrepreneur, she’ll guide you in crafting memorable experiences that set you apart from the competition and leave a lasting impression on your audience.

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