Hey there, wellness entrepreneur! Welcome back! In today’s blog, I am introducing the Workshop Series: A Case Study Special.
So over a few blogs, I will be interviewing my clients and their experiences with workshops. Now, these workshops are sometimes live, sometimes collaborations, sometimes in-person, sometimes online. The purpose is to inspire you on topics, different creative ideas of how you can utilize workshops in your business in many different ways.
So the title “workshop” is really just a starting point because some of my clients do challenges, some of my clients do in-person running form clinics, some of my clients do free master classes or in-person paying to our workshops collaborating with a specific studio.
So you can read all their ideas, all their success, and be inspired to put on your own workshops or events in a way that really lights you up and serves your audience so that you can start signing more clients, get fully booked, and hit your $100K year whether it be in-person or online or a hybrid of both.
So I hope you enjoy these very inspiring case studies!
Alison: Hello there wellness entrepreneur! Welcome back! Today, I’m honored to have on special guest Julie. Today, we’re going to be talking about how she specifically went about filling webinars and workshops she’s done for her own business and how that brought in clients and packages as well as how collaborating with other communities and presenting as well help to fill her own events and get clients.
Question to Julie: But first Julie, can you remind everyone what you do, who you help, and maybe give us where they can find you and follow along with you.
Julie: Awesome. Awesome. Hi Alison. So delighted to be here. Absolutely! Well, I work as a spiritual life coach and international psychic medium and I help people who are suffering and really the number one focus is helping people find inner peace because you know, that really is the key, the golden key, inner peace and happiness.
And so people can find me over at heavensenthealing.us and I do host a free monthly Full Moon Meet-up and it’s a great place to kind of get a taste of what I offer, what I do, and see if we resonate with the information and get your toes wet!
Alison: Awesome.
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Question to Julie: So how can they join this Full Moon Meet-up?
Julie: Over at my website heavensenthealing.us. I have a big tab at the top of the website that if you click on, it’ll take you to the Full Moon Meet-up where you can get a little more information and then sign up, register, and like I said, I host it every month on or around the full moon and we’d love to have you join us!
Alison: Awesome. I love that! So we just got a little meta there right to start because we’re talking about your event, the Full Moon Meet-up, and the whole purpose of interviewing a bunch of entrepreneurs I work with, my clients, is because I say this word workshop or webinar for you guys to gain expertise, authority for your community to get to know you a little bit more, learn about your programs, how you work, feel your vibe, also those appropriate people who are looking for services that you offer, feel, “safe,” comfortable, and trust you enough to take that next step to work with you in your packaged program or your high-ticket offer.
So you know, I say this word workshop and webinar but what happens is a lot of my clients really take that word and run with it for themselves and create what works in their own business and for their own vision and so one offer that you’re doing right now is this Full Moon Meet-up and you’d even say the word workshop or meetup which I just love, but it’s like the essence of that.
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Question to Julie: So how did that come about for your business and how long have you been doing these Full Moon Meet-ups?
Julie: Alison, so it’s been a journey. I’ve been doing this for over 17 years which every time I think about it, I’m like, “Oh my gosh! Wow! Time flies!” And so I have I’ve been doing meetups probably for three or four years and I started with the Full Moon Meet-up and then that evolved into this a spiritual meetup focusing more on a light, enlightenment, and then I actually transitioned back into the Full Moon Meet-up and so it’s been a combination of free offer, paid offer, free offer, paid offer, and at this juncture, I’m at a free offer.
So I’m hosting a Full Moon Meet-up, it’s a free offer, and again, it’s to gather the community together, to create more interest, to create more energy and enthusiasm. There seems to be in what I’ve noticed in the last couple years because I recently became enlightened last March and my whole world has been shifted along with your help. The help that the coaching that I received from you has just been stellar in my life! So much freedom and liberation and peace.
Holy crap! But yeah, so there’s just been a huge shift in the community and that’s the thing too that I’ve noticed over 17 years is things are constantly evolving and shifting and you really got to keep your hand on the pulse of what people are wanting.
So for me, personally and my own journey, enlightenment seems to be kind of overused buzzword. People were actually, it just became something else that people started chasing and seeking and not finding or realizing and so there’s just been this huge transition into new buzzwords more about transformation, more about inner peace, more about experiencing joy and fulfillment in your life versus attaining something specific that many people were just simply frustrated and struggling to achieve.
So I’ve had a major transformation in my business and in terms of what I’m offering to my community along with what’s paid and what’s free.
Alison: I love that. So just some tactical things! I love how you have your finger on the pulse and you’re noticing shifts in the marketplace because there’ll be shifts in the marketplace and sometimes even for your business, even if there’s no shifts in the marketplace, what you’ve been doing for a long time could be working and then all of a sudden it stops. And if you don’t have your finger on that pulse and you’re not recognizing that, then you won’t be able to flow with it and shift on to the next thing.
So it sounds like you’re able to find flow in your business, which is amazing!
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Question to Julie: So tell me, with the Full Moon Meet-ups, are they a hundred percent online then, and are most of your clients online? Are you still occasionally getting people coming to work in person with you? How’s that going?
Julie: All this stuff I do is online. I do either by phone or zoom. So the meetup is on zoom, I love that platform, and I actually just made the decision this past week that I’m not offering any more in-person client appointments and I think that was just kind of an intention that got set really subconsciously.
And once you have this, you have to be careful because I have noticed that once you think something in your mind, be careful because it’s going to come and so I just found a lot of value working with people through zoom and just the phone. I mean the best advice I got from a coach was when I was struggling with the transition because I had done a hundred percent in-person and she had said to me, “You know, one of the ideas of doing phone appointments is that you’re just in their ear, you’re just guiding them in the storm of the night,” she said.
When people come in or even on a zoom call, there’s all kinds of preconceived judgments and perceptions that occur subconsciously and distractions and so I’ve noticed because people are like, “Oh, can you tune in and connect with the spiritual realm just simply by phone as well as you can if I come in person?” And honestly, that connection sometimes is even stronger by phone because there’s no distractions and the other thing I’ve noticed strictly going online is that, and I’m not a fan of the word protection, but for lack of a better word, I have more energy when I did in-person appointments. I had to clean house for every person to walk through the door. I felt like I did have it spick and span so there was a lot of pressure with that and then I’ve got animals so that pressure there. And then the energy of being with someone live in person takes a different kind of energy than when you’re on the phone or even just doing a Zoom call.
So those were a few reasons why I decided to stick with the phone, but that does absolutely work for me
Alison: I love that because there are so many practitioners listening right now who are doing a lot of work in-person and they might have some fears or hesitations thinking that, “What I do doesn’t transfer online,” or, “It won’t be the same,” or, “It won’t be as good, I won’t be able to get people results.”
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And so hearing that from you and in you, now they have options. Zoom, phone, they can try it for themselves and it’s knowing and trusting that, “Yes, I can get people results a hundred percent online and I don’t have to do it in person,” which for me too requires a little bit more energy.
Julie: Absolutely. And what I’ve done to kind of that transitioning with people too is we start on Zoom, we build that connection, you get to see me, you get to my intonations or whatever and then transition into the phone. So like I often meet with people twice a month. So the first appointment we do on Zoom and the second appointment we do by phone. And I’m telling you Alison, after a few months, people are just wanting to do phone. Let’s just do the phone. It’s easier. So people sit in parking lots and talk to me in their car. I don’t have to worry about family.
The other thing I wanted to mention too, because I feel like it’s important and I didn’t want it to get missed is I have noticed, I have the golden rule number one: when you start a business is you’re always offering something for free. You always have a free offer. So whether it’s a lead magnet where they get a free PDF or free download from your website, or you’re offering something, an online format, a class, or a program, or a meetup, what I have found is that first of all, it took many years to figure this out but it actually the first year was pretty cold. I didn’t get a whole lot of response for anything. I’ve offered it the second year where the referral started coming in and the bookings and scheduling and seeing a return on investment. It was the second year.
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Now, it’s been quite interesting by the third year things started to drop off again. So I have found that there’s like a three-year cycle. So if you’re doing something for a year and not seeing any results, I do not throw the towel in because again if it takes a year to get results and you’re switching things every year, you might be chasing your tail, but like I said, I have found that second year is golden! Just that the surprise! It’s like yes! But by the third year, if you’re seeing a decline, that’s a sign. It’s time to switch it up again!
Alison: And it doesn’t have to be big shifts, and for each business, I think a hundred percent their cycles and the length of time may vary business to business. 100% there are cycles.
Question to Julie: So I did want to ask you, how do you decide whether to do a free offer or a paid offer? And is that paid offer a low ticket offer?
Julie: So different price points is so important. And I started out way back when I very first started my business, I started out at a local tea shop actually, it was called Infinite. I love that name and I just hosted a free community meetup and we talked about spiritual topics surrounding angels and we just met once a month and that really by far was my favorite one and the other one I hosted in my community was a book club.
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It wasn’t always a spiritual book. We did all kinds of different genres and topics but that I’m a former school teacher reading teacher and that by far was my favorite and then I went out, then I moved into the online world and started with blog, talk, radio and then I bounced around from different radio networks. Women for or women to women, women for women was the first one I jumped on and then Home Times was an excellent one. So I did radio for probably ten years.
Three years each venue, I switched it up every three years and now I’ve been with numerologist comm for, we’re rounding on three to four years now and so I switched from the radio platform. The one thing I did want to comment about the radio platform brought a lot of business but what was difficult with the radio platform was I wasn’t able to track.
Alison: Okay, you didn’t know that they were exactly coming from it.
Julie: Yeah! And so I switched over to YouTube and I do like YouTube because I feel like I get the statistics, I can track, and now they’ve got a helpful tool called TubeBuddy and my performance, my videos has tripled since I started using it.
I’ve always offered, had a free offer in combination with a paid offer and several years back, I started up a membership program at $22 a month. So that’s where I started, kind of combining and playing a little bit with what I was going to do free and what I was going to do paid. But that $22 a month is a really nice low point for people to dive in and I would have to say 75% of the time, that’s where my package would come in. So eventually after being in the membership program a year or even two years, several years, people would come into. I have a diamond mentorship program and so statistically speaking, what they say about the touches, you know, people have to be touched so many times by your work before they take action on that is so true!
Alison: Oh really? It used to be like seven touch points or something and now I’ve heard anywhere from like 14 to 16.
Julie: Well that explains a lot because the online world really has gotten saturated since COVID.
Alison: But it doesn’t mean that you can’t succeed because you’ve carved out your niche. So just for the listener, you know the funnel so to speak, kind of is your marketing whether it be on YouTube or in the past on radio talk shows, you’re out there or numerology right now, numerologist comm.
Question to Julie: So you’re out there marketing in different ways which then people then will, they get to meet you, they like you, then maybe they can get registered for your Full Moon Meet-up and then maybe from the Full Moon Meet-up, they either go to the $22 a month membership or direct to one-to-one but most go to the membership then to the one-to-one mentorship. Is that correct?
Julie: Absolutely, absolutely, and I did try something new last year with huge success. It was like, “Wow, I wish I would have thought of that sooner,” and I’d seen a lot of other people doing it. But it just seems, I don’t know. So I did a birthday special.
Alison: Oh, yes, I remember that! That did really well! Holy smokes.
Julie: So for my birthday, I did like almost half price, it was just a 30-minute session, but a huge reduced savings and they only offered it to 11 people. My birthday is on the 11th. So I love that connection there. Offered it to 11 people and over the course of the year, I would have to say at least half of those people did become members in my diamond program!
Alison: Love that. So yeah, so again creativity is figuring out. It doesn’t have to be one way. It’s trying different things and seeing what they’re working and you know, overall with the time of managing, you know, you’re marketing the meetup, the membership and your clients.
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Question to Julie: How do you feel with your schedule and your time?
Julie: Well, that was one thing that you helped me with. Seriously. And you know, I’m just going to be transparent friends here. I had gotten sucked into the online courses and so I had created several online courses, three at various price points and I had found that so much time and energy had gone into all of that and I didn’t experience the success that you are led to believe is available and what I realized and especially working with you was that, I could make more money working one-on-one with people and have more time for everything in my life than all of the work that I was doing with all of the packages and the courses and this that and the other thing and so I just did a test drive and I know when I had started working with you, I was toying with it and I had spent so much time and energy in developing these courses and I was really having a hard time letting anything go.
And so I was overwhelmed, exhausted, and just depleted and so you’ve given me the courage to just do a test. Let’s just do a test. Nothing else to be concrete here. But just for one year, hit pause on all the courses and programs and just focus on one-to-one clients. And I am telling you, I doubled my income, my time, my free time doubled, my income and doubled my free time and I was like, holy crap!
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Alison: Yeah. Yeah, and I think what you did requires so much courage because you do have to put a lot of time into the courses and then our brain wants to offer, well, you know, I don’t want to stop because it was so much time, and it’s not that they go to waste because you utilize them in other ways with your one-to-one.
Julie: Well, and I have to say, it kind of fell into the three-year rule for me is that it was great for about three years and then I hit three years and then it just kind of flatlined and so that was another thing that you had helped me through is that people coming into and I had created a higher price point package, people coming into the new package. I was able to offer them as a sign-up bonus, pay-in-full, sign up within 24 hours and you’ll receive this course that I charge $1,200 for free. And boom! 50% of the people coming into the diamond program took advantage of that.
Alison: I love it. I love it!
Julie: So it wasn’t off or not because that was my fear, was that all this work would go to waste.
Alison: No, no! And who knows, well, I know you’re working towards retirement but like in three years, the pulse of the online marketplace for on-demand programs, the demand for those has gone down because people don’t want to work independently. They want someone, you know guiding them along the way, authentically to them, individualized, but in three years from now, who knows? Maybe there’ll be another shift in the marketplace and on-demand programs will be popular again or some hybrid version of those and you know, that’s the thing is like, once you create the content and your assets and you have your intellectual property, they will always be an asset for your business and then you just make subtle tweaks to the offer dependent upon what you’re feeling in the marketplace, what works for your schedule, and in you, have that guidance, as long as you’re not shifting like every six months or a year, then because that can get confusing for your audience, but you do have flexibility to eventually launch again if you so wanted to or you stick with one-to-one. I Love it. I love it.
Well, Julie, thank you so much for your time today. You shared so much information and inspiration for people to get ideas, spark their own creative processes, and trust their own intuitive nudges to do things in a way that fits their life and their business and is not going to look cookie-cutter to someone else, which also helps them differentiate themselves in the marketplace.
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Question to Julie: Is there any other parting words of wisdom that you would like to share with everyone or guidance or anything else you want to speak?
Julie: The one last thing I do want to share is sometimes it gets overlooked or I know personally for me it was always one of those things I put on the back burner, but again, moving that to a higher priority can be a game-changer in your business and that is doing stuff like we’re doing here today. So looking for people that you can guest host, because being exposed to a variety of different audiences that again, it’s been one of those big game-changers where just guest hosting in someone’s community can accelerate, versus doing a YouTube video every week for a year, you guest host in someone’s community and that can be equivalent.
So one time over here versus 52 weeks over here, about the same return on investment. So don’t neglect that and don’t forget the importance that that can ultimately hold for you in your business
Alison: Yeah! A hundred percent. That’s why I created the podcast guest framework in the portal so it is easier because when you are guesting, if someone values your information enough to have you on whether it be in their group or on a podcast or a Facebook Live or Instagram, it automatically boosts your credibility and positions you as an expert which is why it gives you that extra jump in terms of conversions, I think.
Julie: I love it. I love it and I would love a copy of this recording so I can share it on my own website.
Alison: Oh, I would love that too. Of course! A hundred percent.
Julie: Thank you! And if people are interested in joining our Full Moon Meet-up, you can find us over at heavensenthealing.us
Alison: Awesome. Thank you so much Julie!
Julie: You’re welcome. Thank you!
Alison: Hey, if you’re ready to grow your wellness business, I want to invite you to work with me. You’re going to make your first six figures and then scale beyond. Your next step is to book a free consultation at igniteurwellness.com.
Okay. I’ll see you there. Bye Bye!
Important Links To Visit:
Five Myths About Online Wellness Programs: What’s True and What’s Not
How to Create Your Ideal Schedule
The Ultimate Guide to Creating and Selling Your Online Wellness Program
6 Month Business Coaching for the Wellness Entrepreneur
Awaken Business Mastermind – Online Business Coach for Health Coaches
