hello welcome back to my channel I just
finished a conversation that's got me so
fired up and I'm so excited to make this
video because it totally inspired it so
talking to a client who started working
with me with zero audience I'm talking
no following online no social media
followers nothing and we were laughing
and reminiscing about when we started
working together and him thinking this
was gonna be impossible and I look at
having no audience as a massive
advantage and I know not a lot of people
do maybe you're sitting there going is
she
and I'm not I've just worked with a lot
of people and I've been doing this for
many years and there are a lot of ways
that you can use having zero audience in
your favor to grow a really thriving and
impactful online course business and
just a few examples to give you some
real world motivation here a few of my
clients who've been able to do just that
so Sean helps nurses pass the NCLEX exam
and he started with zero and made thirty
thousand dollars when he first launched
his program Cheryl started from zero
with no Tech experience and made thirty
thousand dollars with her first course
launch for women who want to get into
real estate investing and Jeffree
started from no audience and no business
and scaled to 1 million in 18 months
helping men save their marriages I'll
drop a full playlist so you can watch
those videos in their entirety after you
check this out because I do think it'll
be really helpful for you to see what's
possible when you start with no audience
and in this video here's what we're
gonna cover number one become a client
magnet number two build an audience of
buyers from xero number three create a
curriculum outline and number four make
selling easy before we get into those I
do just want to say the reason that I
want to share this is because it is so
important in the beginning of any
business to have some validation that
we're doing is actually working if you
can relate to that let me know in the
comments and give this video a like if
this is hitting home for you and you're
excited to dig into it so we can reach
more people in the algorithm a good way
to kind of look at where you're
currently at in terms of social media is
a really simple equation I'm going to
give you an example so I have a client
who has about 30 000 subscribers on
YouTube and he's generating about three
million dollars a year with his online
course business no paid ads Etc so if
you divide three million by 30 000 that
means each of his subscribers is worth
technically a hundred dollars now the
flip side of that is that there are also
people out there who have 3 million
followers and are generating you know
thirty thousand dollars a year and if
you make that equation and you do that
math and you divide 30 000 and by 3
million it means that each subscriber is
worth one cent so the value of your
following is very important to
understand because it shows you are you
actually able to monetize your following
are you monetizing your following and do
you have the right humans in your
community and in your audience it's not
the size it's the quality okay let's get
into it number one become a client
magnet and this is all about how you
show up because when you show up in the
right way then you are going to
magnetize people to you instead of
having to chase down and run after and
find all the people it makes it easy to
have less relationships and less of an
audience and actually do more with that
audience so becoming a client magnet
starts with something that we actually
discussed in last week's video where I
was talking about the easiest way and
foolproof way to find your Niche and
thank you so much for the feedback on
that it was awesome it was awesome to
see all the light bulbs that went off so
what I discussed just as an overview and
I wanted to give a real world example of
this is we've identified in my business
and my team that to build a really
successful online course business there
has to be three specific factors that
you define for who your ideal client is
and it has to be very specific in order
for you to be able to scale and grow so
the factors as a reminder are one ideal
client at one specific place on their
Journey seeking one specific outcome now
I'll show you an example of this because
it's pretty incredible transformation
one of my clients came in and he was
like I think my category I think my
Niche is relationships and we work
together and this is what it landed on
one ideal client ambitious empathetic
people who have suffered a breakup that
has shattered their self-confidence and
self-worth and don't know how to heal
themselves move on and feel at peace
again one specific place on their
journey is have suffered an emotionally
traumatic breakup have or actively
trying to cut off contact and are
seeking ways to heal themselves and then
one specific outcome is they can achieve
personal freedom and emotional stability
so that they can Thrive as an individual
create healthy and loving relationships
so that they can achieve their full
potential personally and professionally
so that then becomes really your North
Star it keeps you laser focused on who
you are trying to reach what they need
from you and what you want to be known
for and so every single thing you do
online
needs to reflect that and it starts with
when you have no audience it starts with
how you're representing yourself on any
platform that you might have so let's
say you have a Facebook profile you need
to ensure that on Facebook your bio
states exactly how you help people and
the easiest way to do that is what we
call the transformation statement so in
any platform you have you want to have
this very clearly stated in your bio so
people know exactly what they can come
to you for and that starts to build your
Authority even if you are starting with
no audience it sets the best foundation
so the transformation statement looks
like this I help blank go from blank to
blank so that that they can blank so all
you would do is take those three factors
that I just shared and you would fill in
the blanks with those three factors you
have your one specific ideal client you
know exactly where you're taking them
from which is the zero state so in this
case it was right after a breakup and
you know exactly where you're taking
them to which is the outcome of having
peaceful healthy loving relationships
they can Thrive personally and
professionally so take a second to
formulate that transformation statement
and how you help people and who you're
helping and it's going to help you
create a presence no matter what
platform you decide to start with that
reflects how you want to create an
impact in who you want to serve which is
vitally important so now that that's
clear the other factor is you need to
have a place where people can actually
get into contact with you and speak to
you that's super important if you don't
have that how are you ever gonna attract
clients so very easy way to do this is
to just simply put a link to book a call
with you and this is going to make more
sense in a second this is a sales call
it is a very intentional way of actually
connecting with the right people now a
lot of people make the mistake of I need
to make a webinar I need to make an
opt-in I need to create a funnel before
you have any clients in the door or real
Clarity on what you're ultimately going
to do with your business and the reason
that's a huge mistake is because you're
putting all this time and effort into
something when you don't have true true
Clarity on your messaging so it's a
massive waste of time and creates all
this unnecessary friction in you wanting
to start your business and actually
getting clients in the door number two
build an audience of buyers from xero so
no you haven't actually created your
course curriculum yet and that's okay
because this is where the real secret
sauce and magic of how I've created this
method actually works and helps people
create this incredible starting point
for their business to never run out of
clients ever again even if you're
starting from zero what I mean by this
is you kind of want to think about it as
you are
doing research and development which is
a part of any successful business r d
and you're doing it at the same time so
you're researching who you're serving
how you can help them and developing
your online course at the exact same
time simultaneously and this is the best
way to do it and if you look at any
successful business in the world they
use this exact same process so simply
put what you're gonna do is now that you
understand who you're serving and how
you can help them based on your own
experience and story
you are now going to find those people
because you know who you're actually
seeking out so in the example that I
provided earlier you want to look at the
keywords in those three specific factors
so things like breakup things like
ambitious
empathic professionals where would
people like that be hanging out LinkedIn
would be a really great option because
you're looking at people who are in
careers corporate jobs ambitious
individuals you also can look in places
where people have just been through a
breakup or looking for relationship
advice so that gives you a container and
guidance on where to actually look
because you have it very clearly laid
out and so this piece is vitally
important because you're not selling
anything all you're going to do is
listen Okay so the reason that you set
up the calendar link and you have people
book in a call with you is because you
just simply want to ask them questions
to better understand how you can
actually serve them because a massive
mistake people make is they think they
know everything about what their clients
need and you don't you know a lot of it
because you've been through it yourself
but listening allows people to really
give you the information you need to
build the best possible program without
you having to do all of the leg work and
guesswork in building a program that
maybe people don't even want the way to
do it and this way doing it where you're
actually speaking to real humans who
match your ideal client factors
asking them very specific questions and
getting their feedback hand delivers you
the curriculum for your program so it
makes it really easy to create that
curriculum so in a second I'm going to
show you examples of how you can find
people and I also want to share some of
the questions you can ask when you get
them onto a zoom call you want to look
at them face to face you want to build
that relationship with them you really
want to listen and so some of the
questions to ask are what are your
biggest challenges or frustrations with
blank
example I gave earlier what are your
biggest challenges and frustrations
since you've been through this breakup
and just asking a follow-up question to
get to the root of it ask them why what
do you mean by that whenever they give
you the answer that's going to give you
the real
goals that you need to best serve and
show up for these people the next
question is what is your fear about
blank what's your fear about being
single now what's your fear about
relationships moving forward what is
life and business look like when you
feel like you are emotionally healed and
thriving personally and professionally
what do you feel like you're struggling
with most about blank and then another
really great question to ask is if you
could wave magic wand and have a perfect
solution to what you're going through
right now so you could stop the pain and
stop the hurt and stop feeling the way
you're feeling what would you need what
do you think you want and then they're
literally going to tell you what they
would want inside of a program and the
beauty of this is this is essentially
building an email list which is the most
valuable asset of any online business
because you own it and it can't be
changed by an algorithm it is giving you
an email list from scratch and all you
need to do is set up a spreadsheet and
plug in each person that you speak to
their email address their phone number
their full name
and if they were a great fit and they
match your ideal client factors and if
they do there's someone when you have
your program ready that you want to go
back to and say hey I'd love to let you
know but I actually created something
based on all of your help and feedback
that you provided to me and I think it'd
be really helpful for you let's get on
another call and this leads to stupidly
High conversion rates because you are
hand delivering what these people are
asking for it's an active generosity and
service it's not sleazy selling where
you're pushing something people don't
want they have told you what they want
and need you have created it for them
and now you are the solution that they
are seeking and the theory and concept
behind this is think about anything in
business as a relationship and as dating
take them out to dinner first you know
don't go in for the kill
you know what I mean you know what I
mean uh it's really important to sit
back
truly listen take the time show empathy
for these people
before asking for anything from them
when you do this you attract clients
that you are so excited to serve for the
rest of your life they're dream clients
because you took that time to truly
build a relationship and to listen to
what they need and want instead of just
trying to push something at them and
that's why we call them Legacy clients
so how do you actually do this let me
show you a few examples from what we
call our ideal client Library so we've
actually created this inside of our
program so that there's a library of
resources and examples for our clients
to take a look at for what's worked for
everybody to find their ideal dream
Legacy clients so here are just a few
ideas and examples for you one really
simple way to do this is there are so
many Facebook groups out there that are
full of your ideal clients so this is
one example where this woman is in
Wildlife photography and she wanted to
speak to other women in Wildlife
photography and remember she's not
selling anything she just really wants
to understand how she can best serve and
support them so she created a poll
asking about the challenges that they
face in this career and then anyone who
responded to it
send them a friend request and then she
sent them a private message asking for
their help with this project that she's
working on to really understand what
they're facing in terms of challenges
and she ended up getting so many people
on the phone and this led to her booking
a ton of really deep impactful
conversations with women who are her
ideal client another creative way is one
of our clients was attending an event
where a ton of her icas were going to be
present so she created a QR code to make
it really easy for people to book on her
calendar another Facebook poll and a
group that's highly targeted for her
Niche it was about relationship advice
for women and she said coming up from
someone that has a history of unhealthy
relationships what is one thing that you
feel keeps you stuck in unhealthy
relationships and she got a ton of votes
on this and feedback which gave her
great Intel into who her clients are and
then allowed her to reach out directly
and actually have really deep
conversations with them this one is just
simply an Instagram story with a poll on
it and said would you answer some
questions for me everyone who voted yes
she ended up sending them a voice note
and had these conversations where she
was able to ask questions that would
help her better understand her ideal
client and truly create a relationship
and connect with them so the beauty of
this is that you're actually creating
real human connection and you're
listening which is the biggest key to
creating a business that's actually
going to succeed because you're not
assuming what people want you actually
know what they want and need and how you
can create that very thing for them to
create the impact that they need and
that you want to deliver and this also
teaches you exactly where your ideal
humans and clients hang out online and
where you can connect with them which
gives you a never-ending opportunity to
find clients and it equips you to never
run out of clients and this doesn't
require you you know posting a ton of
content or even having a YouTube channel
it's about direct human relationships
and it's so impactful so efficient and
allows you to create the best course you
possibly can that people will be so
excited to receive from you because
you've done the work work to listen to
them number three create a curriculum
outline so now you've actually done the
work internally to understand what is
your experience and story and how can
you best show up and serve people you
know the three factors of who your ideal
client is you have your transformation
statement so you know how you serve
people and how you want to share that
and articulate it with people and you've
listened and connected with real humans
who match that and are your ideal
clients and so our recommendation is
always to do about 50 of these
conversations and some of them are not
going to be the best fit but that's
equally as valuable because knowing who
you don't want to serve is just as
valuable as knowing who you do want to
serve and what this does is it gives you
all the information you need because you
know your own personal Zero to Hero you
now have matched that and validated it
with real human beings by listening to
them and you've understood okay if this
is the zero point and this is the hero
point and these are all the things that
these people are asking for and need
from me then this is my correct to
bridge that Gap because simply put the
curriculum of your course is going to
bridge the gap between the zero state so
your own zero state that matches your
ideal client zero State and the hero
state they're trying to achieve and it
should be the most efficient so
streamlined process to get them from
that Zero to Hero people don't pay for
information they pay for transformation
so you want to make the curriculum as
impactful and transformational as
possible and efficient as possible so
that you can get them the results that
they're seeking in a timely manner
nobody wants to sit there and have 50
hours of content to listen to they want
to sit there and get the results that
they're seeking and have it be
actionable so they can actually get to
the other side that they want to get to
and Achieve that desired outcome that
you're very clear on so that's how you
create your curriculum outline you're
not going to build the whole course
right now because that would be silly
you want to basically do the curriculum
outline and build it week by week you
deliver it in a live setting for the
first version of your program because if
you build it all out
and have that tested with your clients
your first clients and they don't like
it then you got to redo the whole thing
over again so your first iteration of
your program should always be done in a
live setting so you can test it and get
real world feedback and then you
pre-package it based on that feedback
and you know that it's validated and it
worked and you have client results and
then you pre-package the whole thing
record it turn it into this course that
can run on its own and Evergreen and
scale to the moon and that's how you set
yourself up for Success starting from
zero number four make selling easy so
you're probably picking up on this by
now but when you've really taken the
time to do this properly by the time you
actually have your curriculum outline
done and you know the exact
transformation you're delivering and
you're ready to deliver it live you then
just need to get in contact with the
humans that were a perfect match that
you spoke to and make the offer to them
this is what leads to our clients being
able to sell their program and sell out
their programs without having an
audience on social media and just by
building this audience from xero in this
way and it's sets them up for success
for the rest of time because like I said
they know exactly where to find these
people so I wanted to actually share an
example with you based on what I shared
earlier so the person that I mentioned
earlier the client who was dealing with
people who had gone through a breakup so
just for context he joined our program
in mid-march and on April 1st he shared
this he said when I have been loving the
ICA interview so speaking to these ideal
clients he said it's been so incredible
to connect with real humans with real
issues seeking real solution and finding
affirmation that what I'm building has
real value so that was on April 1st he
did the work he talked to his ideal
people he listened he led these
interviews he asked these questions and
within less than a month
he was able to start selling his program
and on May 26 he did a recap and he said
the program topic is self-worth
rediscovery roadmap heal and build
unshakeable self-belief and confidence
he sold 20 units so 20 new human beings
20 clients enrolled in his program
before it's even built the price point
was a thousand dollars
and he ended up generating eighteen
thousand dollars and the point I really
want to make with this and what I'm
trying to get to here is that this
person struggled for five years trying
to figure out how to monetize his genius
Zone and his knowledge online and this
is what he said at the end of his recap
of launching the very first iteration of
his program he said last major takeaway
and note for all of those who are
frustrated at making content and growing
on social I struggled for five years to
gain traction lost followers with every
post I tried to be an IG model type
poster when I first started ugh so
embarrassing I'm a model then tried to
put on this Persona that I thought
people wanted I took a year off then
went back to it as just me and what I
knew you as you are
and your experience and your zone of
Genius is what people need
you showing up as you is what matters
and that's what helps you create this
business that is a legacy business
that's going to create an impact and an
income long after you're gone and this
lays the entire foundation for your
business to just be able to grow
as much as you want it to grow and it's
how our clients have been able to grow
to multiple six figures a month with
their online course businesses with
small audiences
and no ad spend at all because they know
exactly who they're speaking to and
their messaging is on point and that's
really what matters if your messaging is
Broad you're doing everyone a disservice
because you're not actually able to
reach the people who need you most are
you with me I hope this was helpful I
hope it shows you that you don't need an
audience to build a really successful
business and that's really like the last
piece of the puzzle you need the right
humans you need to know who you're going
to serve and you know the impact that
you're going to make on them that is
what matters if you're at a place where
you know you want to do this and you
have this message to share and you have
an expertise that you can support and
help other people with around the world
and you want to create a highly scalable
online course business click the link
below Sunny leonarduzzi.com apply and
you can actually speak to a real human
on my team and we can see how we can
best support you and if you want more on
this topic I have a whole playlist on
how to create an online course business
and make it Thrive so check that out
next if you liked it hit the like button
be sure to share with somebody who needs
to hear this and I will see you in the
next video bye