Hello to the Build Live Give solo podcast, episode number 310. If it's your first time, welcome. If you love what you hear, please subscribe. I recommend listening to episode 0.5 as a guide. If you're a regular, thanks for your support. It means the world to me. And you know, I love podcasts and I'm always asking guests questions. It's just me. But if you're the same, right, go to Paulhigginsmentoring.com/questions and modules. And I promise to answer it just like Sylvia did. So she asked a question about making it easy for people to buy from you.
And that's why today's topic is called creating your genius model.
And you're going to learn three key things:
- Why and how to create a genius model.
- How to use it in sales. And then three is
- How you can get feedback from me. So let's dive into why and how.
I first heard of the genius model from a great guy called Taki Moore at a Superfast business event in 2012. So Taki Moore, I think is one of the best marketers for coaches and consultants on the planet. And I really liked his models and it's a framework of how you get your clients a result. Okay. So just think about it as your secret source. You write P, how do you package it up? And I'll talk to you in a moment about why it's so important to package it up when it relates to sales but, you know, I think it's best represented in a diagram.
So I know this is audio only. I know my other interview is video and text and you know, but what you can do is go to Paul mentoring.com and see my example. Okay. So I've got an example there and sorry, the, uh, you know, my interviews, are audio and yes, we do do a transcription, but it's also video.
That's what I was meant to say. So, you know, mine is broken into three components, right? The three C's - connect, convert, collaborate, and then there are three elements under each of those. So think of it as nine elements in total or nine steps, whatever you want to call it. Right? And for example, under connect, which is the first element I've got, fill the funnel, build authority and more prospects. So they're outcome based. And I think that's the big barrier for a lot of people. They just write what the feature is. I'm like, no, it's the actual benefit. That's most important here, not the feature as an input. Now I say to clients, you know, it is the outcome to achieve the process, not the process in itself. Does that make sense? I hope so. So under the fill funnel, then if we've got that, remember it's, you know, connect, fill funnels is one of the three, and then we've got full funnel.
I don't put it in my diagram, but the actual activities that we do is we set up their ideal client. We make sure that there's compelling assets that draw those clients in. And then the thing is we build the list, right? So they're the three components under that. So, you know, that's ultimately what they, well, what they'll get out of doing those is to fill their funnel, which is one of the key things that a lot of consultants really struggle with.
So the best way to create your own genius model is to back engineer the results that you get for your clients at the moment. And, you know, personally, I think three letter acronyms work really well. You might come up with more, but I have tried five before and it just didn't work. So when writing a book and I wrote a book called Build Live Give, and it was very difficult, but what I found great was the download.
And I can't remember if it's Stephen King or Steven Pressfield. Might've been Steven Pressfield, he talks about the down and then the up version of writing a book. So the down is just to dump it all on a bit of paper, you know, might use Google sheets. I like Miro, M I R O. It's great for that type of thing, getting something out of your head. So you basically dump it down first. And then you upload, which is then your quality, right? But don't try to do a quality check as you're putting it all down because it's not going to be perfect the first time around. And then you tweak it into a diagram. And then from there, you know, it becomes so important in your sales process, which we're going to talk about. And if you want to see an example of mine, there'll also be a link in the show notes.
But like I say, you can go to Paulhigginsmentoring.com and get it. So before I cover how to use it in the sales process or in selling, I'd like to talk to you about Leadjet.io. Ever looked at a LinkedIn profile and had to manually put the information in your sales CRM. Yup. That's painful. Ever sent someone a message on LinkedIn and had a copy and pasted in sales CRM. No more. With Leadjet.io. - It does both of these activities automatically for you on most of the major platforms in the world. I.E Sales CRM Platforms, copper, Pipedrive, HubSpot, Salesforce, etc. And they continually add more to it. So why not check it out for yourself, go to Build Live Give.com/leadjet. So the genius model is the most critical step in the sales process for me, because I think it starts at the top.
Right. And everything else flows down. So your lead magnet, as an example, is based off the genius model. So, then next you might have a masterclass, right. Or a webinar, and you use the model to teach people to get the outcome. So it's present there right through, and then in a discovery call, you go through each element and ask people their performance against each. So I normally have, you know, just simple. Yes, No questions. What have I got? Well, I've got the nine questions based on the framework. And I just asked them yes or no. And then if they have, let's say they might have 40% yes then I say, okay, well, how are we going to then fill the gaps? Right. And the great thing is while they're actually self identifying, so often people will say, ah okay.
Yeah, I can see, I can see what the gaps are. And then, you know, they can effectively go solve it themselves. They can get someone else so they can get you. But most times because you've come up with the model they turn to you. And I think the other thing is how often have you got into a really good call with an expert you're buying from, right. And they get there and then they say, yeah, we're going to customise everything for you. And I think, wow, I'm going to, I'm going to hand over all this money, but I don't, you know, I'm just trusting them because they're telling me to trust them. Like, I can't actually see what's in front of me, the way that it's going to flow, what am I spending my money on? But if you've got this genius model, it takes away that barrier and it makes it a barrier to purchase.
And it makes it really easy. So if you want to see my example of sort of the start, you can go to Paulhigginsmentoring.com/pulse. But if you go to my home page, the same Paulhigginsmentoring.com, you'll also see my product. My Accelerate Sales programme has got in there a little mini masterclass. And I use the framework as you know, it shows you exactly what to do. And the last thing is, if you want to get some help from me, you know, just send me your genius model. Remember that download, right? And even if you record a little video with it, that'd be great. And then just send it to me at [email protected] and I'll give you feedback on it.
So the three actions from today, episode 310 is:
- Go to Paulhigginsmentoring.com to see examples that I've got and also fill out the pulse.
- Send me the download of your model. Okay.
- And then the third thing is my action, which is I'll give you feedback.
So you can get all the links in the show notes at Paulhigginsmentoring.com/podcast, episode 310 on the app you're listening to now. I recommend Pocket Cast app. It's fantastic. If you want to know if you have a sales machine or the sales capability to gain your next million in revenue, you know, go check out that Paulhigginsmentoring.com/pulse, nine critical questions in three minutes. So you can sort of kill two birds with one stone. You can see the genius model implementation, but you can also assess your sales pipeline or system. So please follow me on LinkedIn. That would be great. The link will be in the show notes. And if you know someone interested in making it easy for people to buy, if they're struggling, to people to see the true value of what they're doing or they're struggling to get leads, please share this they'll love you for it.
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