A Foundry guide

Make them feel seen.

How to go from “friend, look what I found” to “here's exactly what's going on with you, and how to fix it.”

Kelsey Little

Kelsey Little
Part 01

There's another level after saying the real thing.

Say The Real Thing was about you. Your truth, your perspective, your lived experience, your voice. Most of what you've posted so far has sounded like you telling a friend about something you found.

That works on the people who already know you.

This guide is for everybody else. The people who have never met you, who are scrolling past, and who will only stop if you describe what they're living better than they could describe it themselves.

There's a difference between saying something true and saying something so specific that somebody feels like you just reached into their brain and pulled out the thing they haven't even known how to explain yet.
Documenting

Here's what happened to me.

Here's what I learned.

Describing

Here's what might be happening to you.

Here's what I can now see because I learned it.

And once they feel seen, you tell them how to fix it. That's the part most people leave off.

Why this comes next

Documenting works on the people who already know and like you. That's your warm market, and it runs out.

A stranger doesn't know you yet, so your story on its own won't stop them. They stop when a post describes their own life.

That's how you grow past the people you already know. And learning to see what's going on with somebody else is the same skill you'll need to lead a team.

Part 02

The four levels of specific.

Most content names the symptom. You're inconsistent. You lack confidence. You want more freedom. None of that is wrong. It's just surface. People agree with it and keep scrolling.

Here is one message about one person, getting sharper each time.

  1. 01
    Surface

    You struggle to stay consistent with content.

    The obvious problem. True, and it could be about anyone.
  2. 02
    Lived

    You sit down to post and stare at the screen for 20 minutes.

    The same problem inside a real moment they can picture.
  3. 03
    Psychological

    You've absorbed the idea that somebody else has this figured out and you do not. So before you trust your own idea, you check what everyone else is doing first.

    What's going on underneath the behavior.
  4. 04
    Causal

    You stop trusting your own lens, so you check everyone else first. Then your content sounds less like you. Then you attract people you do not feel deeply connected to. Then your sales conversations feel more transactional. And now you think the problem is the conversation, when it actually started way before the DM.

    The whole sequence. This is where they say, “how did you know?”

Levels one to three are how you get there. The post is level four, plus the pitch.

Before you practice

Who's in your network?

Think about who has been showing up since you started saying the real thing. Who comments, who messages, who watches every story. Pick the people you actually know. You'll practice on them, because you can only describe a life you've been close to.

Pick one or more. You can change this any time.

Pick your people above and your practice shows up here.

Part 03

The question under the question.

The person in front of you has a story about why things aren't working. “I need more money.” “I need a side hustle.” “I need better water.” Those are categories. Your job is to get underneath the category.

Pick one real person and answer these before you write anything.

That last one is usually where the message is.

Part 04

Follow the sentence.

If you make one change after this guide, make it this. Don't stop at the first sentence. Follow it.

  1. They are inconsistent.

    Why?

  2. They don't trust their ideas.

    Why?

  3. Because they think somebody else knows the right way.

    What does that make them do?

  4. They check everyone else before they move.

    What happens because of that?

  5. They water down their own voice.

    Then what?

  6. They attract people who do not feel deeply aligned.

    Then what?

  7. Selling starts feeling forced.

    Then what?

  8. They think something is wrong with the conversation.

The whole post was hiding underneath “they're inconsistent.”

Your turn

Follow one of yours all the way down.

Part 05

Then tell them how to fix it.

Making someone feel seen earns you the right to tell them what to do about it. If you stop at seen, you leave them understood and still stuck. Four moves finish the post.

  1. 01

    Name it.

    Not “something I found.” Say what it is. Then pick the angle that matches this person: the product, the comp plan, or the community.

  2. 02

    Attach a “so that.”

    Higher price point so that you get paid more per sale so that your income isn't tied to your hours. Every detail you give needs a “so that” attached to it.

  3. 03

    Say what's holding them back before they do.

    “That sounds too good to be true.” “I'm not a sales person.” Name the thought they're having while they read, and answer it.

  4. 04

    Tell them exactly what to do next.

    One word, every time: Comment BACKSTAGE. Then say what they'll get and what happens after. Serious people won't comment on something vague. They want to know what they're walking into.

What a harder pitch is not
  • It is not pressing on pain. Describing someone's pattern is recognition. Making them feel worse so they'll move is something else.
  • It is not pressure. If it's a yes, let's go. If it's a no, that's okay too.
  • It is not a promise about money. Say what the model is and what a sale pays. Don't say what they will earn.
  • It is not every post. The post with no ask still earns the trust that makes this one land.
Part 06

Same story, two posts.

Here is one of Kelsey's stories written the way most of us write when we start. This is documenting.

Documenting

Right after I got my degree, somebody offered me $12 an hour.

That was pretty good money in Eastern Kentucky back then. And my gut said no before my mouth did.

So I stayed home for a year with no backup plan.

Later I found high ticket, and it changed how I think about money. I'm so glad I trusted my gut.

If you want to know what I do, message me.

Every line is true. And every line is about her. The reader agrees, maybe likes it, and keeps scrolling, because nothing in it is about them and they don't know what they'd be messaging about.

Now the same story, describing.

  1. 01

    The story turns to face the reader.

    I tell you that because I know what it's like to do the math on another month and it's just not adding up.

  2. 02

    It describes their pattern, start to finish.

    You've been trained to think more money only comes from more hours, more volume, or waiting on somebody to give you a raise. So every new thing you look at, you run it through that same math.

  3. 03

    It names the fix, with a “so that.”

    It's called high ticket. The product costs more, which means you get paid more per sale, which means you don't need hundreds of customers or every evening of your week for it to matter.

  4. 04

    It says what's holding them back before they do.

    I know what your brain just did. Mine did it too.

  5. 05

    It tells them exactly what to do next.

    Comment BACKSTAGE and I'll send you my free mini course. It walks through exactly what I sell and how the pay works.

Same story. The first three lines didn't change. Everything after them stopped being about her and started being about the person reading. The full post is the first example under The 9-to-5'er.

Part 07

Your one person.

You cannot write well to a crowd. You can only write well to a person. Not a made-up ideal client. Someone who messaged you last week, or who has been watching your stories for months without saying a word.

Part 08

The five buyer types.

Fifteen complete posts in Kelsey's voice, built from her own life. Read the four levels first and watch the message sharpen. Then read the post and notice where her story does the selling. Yours will do the same job.

You're going to read fifteen of Kelsey's posts before you write your own. That's on purpose.

It's like learning to ride a bike. You don't just get on and start riding. Somebody holds the seat and walks beside you while you pedal. These posts are the hand on the seat. Practice enough times and your brain unlocks your own way.

  1. The 9-to-5'er
  2. The low-ticket network marketer
  3. The health-conscious person
  4. The coach or entrepreneur
  5. The person already in high-ticket sales
Buyer type 1 of 5

The 9-to-5'er

Someone in a job who wants income that isn't tied to their hours.

Lead with the comp plan: income that isn't tied to hours.

Example 1 of 3

The math that never adds up

  1. 01
    Surface

    You want more income.

  2. 02
    Lived

    You're looking at another month where a couple hundred extra dollars would help, but you do not want to spend every free evening trying to make 50 tiny sales just to get there.

  3. 03
    Psychological

    You're tired of feeling like the only way to make more is to work more hours, pick up another job, or keep waiting for somebody else to decide what your time is worth.

  4. 04
    Causal

    You have been trained to think income comes from more hours, more volume, or waiting for a raise. So you measure every opportunity through that same math. Then you either dismiss it before you understand it, or you pick another thing that has you working harder for tiny increases.

The post

Right after I got my degree, somebody offered me $12 an hour.

That was pretty good money in Eastern Kentucky back then. And my gut said no before my mouth did.

I had done everything in the order I was told to. I went to school, went to college and got the degree. And the prize at the end was trading an hour away from my kids for twelve dollars.

So I stayed home for a year with no backup plan.

I tell you that because I know what it's like to do the math on another month and it's just not adding up. You've been trained to think more money only comes from more hours, more volume, or waiting on somebody to give you a raise. So every new thing you look at, you run it through that same math. And it either sounds too good to be real, or it's one more thing that has you working harder for a tiny bit more.

Nobody showed me there was different math.

It's called high ticket. The product costs more, which means you get paid more per sale, which means you don't need hundreds of customers or every evening of your week for it to matter. One sale is a four-figure commission.

I know what your brain just did. Mine did it too.

So don't take my word for it. Comment BACKSTAGE and I'll send you my free mini course. It walks through exactly what I sell and how the pay works. Watch it, then come tell me what you're thinking.

Example 2 of 3

The job that's "fine"

  1. 01
    Surface

    You want more freedom.

  2. 02
    Lived

    You watch the clock on Sunday night the same way you did as a kid before school, and you've never once told anyone that.

  3. 03
    Psychological

    You keep telling yourself the job is fine. Steady. Something to be grateful for. Wanting more than that feels ungrateful, so you don't say it out loud.

  4. 04
    Causal

    You feel ungrateful for wanting more, so you don't go looking. Because you don't go looking, the only ways to make more that you know about are overtime and a second job. Neither sounds like a life, so you call it being realistic. Then Sunday night comes back around.

The post

I was going to be a surgeon.

I did three years of premed. Ten years of school was the plan, and I never once asked who made that plan. It was just what you did if you were good at school. Good grades, good college, good job. I checked every box in the exact order I was told to check them.

Nobody ever sat me down and told me there was another path. I would have chose it.

So when you tell me the job is fine, I believe you. It's steady. You're grateful for it. And you still watch the clock on Sunday night the same way you did as a kid before school.

Wanting more than fine feels ungrateful, so you don't go looking. And because you don't go looking, the only ways to make more that you know about are overtime and a second job. That doesn't sound like a life either. So you call it being realistic, and Sunday comes back around.

You're allowed to want more than steady.

What I do now is sell a high-ticket product online as an affiliate. It pays four figures on ONE sale, which means I'm not out here chasing a hundred little ones, and it can fit around the job you've got right now.

And before you say you're not a sales person. Nobody is good or bad at this. You're trained or you're untrained, and the training comes with it.

Comment BACKSTAGE and I'll send you my free mini course that shows you exactly what this is. Then you and me are going to talk about whether it makes sense for you.

Example 3 of 3

The parent who's out of time

  1. 01
    Surface

    You want more time with your kids.

  2. 02
    Lived

    Your kid loves it when you're the one in the pickup line. You can only do it on your day off.

  3. 03
    Psychological

    You like your work. It also takes all of you, and by the time you get home there's nothing left for the people you're doing it for. You feel bad even saying that, because it's a good job.

  4. 04
    Causal

    Time is the thing you're already short on. So every way to make more money you've ever been shown costs more of it, and you rule it out before you look. That leaves one plan: wait. For a raise, a better schedule, the kids to be older. While you wait, they get older anyway.

The post

For years my husband worked six days a week. A lot of those nights he didn't get home till 11.

I did the pickup, the dinner, the homework and the bedtime. He missed so much of it with our older boys, and not because he wanted to. That's just what it cost to keep the bills paid.

Now he takes our two youngest golfing almost every evening. He sends me videos of their swings.

Same dad, totally different life.

So if your kid lights up when you're the one in the pickup line, and you can only pull that off on your day off, I'm talking to you.

Time is the thing you're already out of. So every way to make more money anybody's ever shown you costs MORE of it, and you rule it out before you even look. Which leaves you one plan, and that's to wait for the raise, the better schedule, or the kids to be older.

They're getting older either way.

You don't need more money that costs you more time. You need to get paid more for the time you've already got. That's what high ticket is. You get paid on the sale, not on the hours, which means it can happen in the cracks of your day.

And if you're thinking you don't have room to learn one more thing, I started my first business going live with a baby on my arm, doing my makeup with one hand. You've got room.

Comment BACKSTAGE and I'll send you my free mini course. Watch it when the house is quiet, then message me and we'll talk about getting you started.

Your turn

Now write yours for this person.

Back to contents
Buyer type 2 of 5

The low-ticket network marketer

Someone working hard for small commissions in another company.

Lead with the comp plan: the same effort at a different price point.

Example 1 of 3

The phone you can't put down

  1. 01
    Surface

    You're burnt out.

  2. 02
    Lived

    Your family is laughing in the next room and you're answering one more message.

  3. 03
    Psychological

    You keep the performance up because you know the moment you stop, so does the money. And you're starting to resent the thing you used to love.

  4. 04
    Causal

    Small commissions mean you need a lot of sales. A lot of sales means you can never put the phone down. The month ends, it all resets, and you prove it again. So you decide you need more discipline or a better system.

The post

I remember looking around one night while my family was laughing in the living room.

And I was hunched over my phone in the kitchen, trying to answer just one more message.

I worked through dinners. I worked in the car. I worked on the toilet (yes, really). I'd let the shower run longer than I want to admit before I got in, because I couldn't take my phone in there with me.

Nobody made me do that. I did it because I knew the second I stopped, so did the money.

If that's you right now, let me tell you what I couldn't see while I was in it. When every sale pays you a few dollars, you need a LOT of them. A lot of them means you can't ever put the phone down. Then the month ends, the whole thing resets, and you get to prove it all over again. And you start thinking you need more discipline, or a better system.

You don't. I didn't.

I didn't change how hard I work. I changed what I was selling.

It's the same industry, still network marketing. But it's a premium product and one sale pays a four-figure commission, which means I don't start over on the first of the month anymore.

And no, you don't have to burn down what you built. A lot of the people who came with me never left their other company. They added this.

Comment BACKSTAGE and I'll send you my free mini course. It shows you what the product is, how it pays and how we sell it. Then come back and tell me what you think.

Example 2 of 3

It wasn't the fit, it was the math

  1. 01
    Surface

    You want to make real money in your business.

  2. 02
    Lived

    You keep telling people the last thing "just wasn't the right fit."

  3. 03
    Psychological

    You worked a full-time job's worth of hours for a part-time job's worth of money, and you've quietly decided that says something about you.

  4. 04
    Causal

    Small commissions mean you need volume. Volume means more posts, more parties, more people. It still doesn't add up, so you conclude you weren't cut out for it, and you stop looking at anything that sounds like it.

The post

My husband's a contractor. He used to walk out of somebody's house with an eighty-thousand-dollar check.

And I'd go home to my business and scramble to piece together four or five thousand a month. From hundreds of customers.

I was good at it, too. I was the number one recruiter in the company and it didn't matter.

So when you tell people the last thing "just wasn't the right fit," I know what you're really saying. It wasn't the fit. It was the math. You worked a full-time job's worth of hours for a part-time job's worth of money, and nobody ever said that part out loud to you.

That's not a you problem. That's the model. Little commissions mean you need volume, and volume means more posts, more parties, more people. And when it still doesn't add up, you figure you just weren't cut out for it.

I sat down and did the math one day. One of my old customers would have had to spend $200 with me every single month, without missing one, for SEVEN YEARS to pay me what one sale pays me now.

One sale, four figures.

"But who's going to pay that much for something?" The same people who buy a good mattress and a kitchen full of appliances without blinking. People spend money on what they believe matters. They told me this was too expensive to sell.

They were wrong.

Comment BACKSTAGE and I'll send you my free mini course that breaks down what it is and exactly how the pay works. Go look at the math for yourself, then come talk to me.

Example 3 of 3

The leader who went quiet

  1. 01
    Surface

    Your paycheck is going backwards.

  2. 02
    Lived

    The comp plan just changed again. Another leader left. You're up at 1am making graphics for the end-of-month push.

  3. 03
    Psychological

    You love your people, and leaving feels like quitting on them. You've also stopped recruiting, because you can't say "join me" with a straight face anymore.

  4. 04
    Causal

    You stay and patch. All your energy goes to holding the line, so there's nothing left to grow with. The check gets smaller, and you blame your effort.

The post

I spent three years trying to fix something that couldn't be fixed.

Everybody else was jumping ship, and I was still down there patching holes. Telling myself I just needed to work harder. Try a different script. Post one more reel.

The comp plan changed, then it changed again, and then again. The bonuses I'd built my paycheck on got stripped away and my check got cut in half. I sat on Zoom calls watching leaders cry because they wanted to know where their money went.

And I quit recruiting. For over two years I didn't post one thing asking somebody to join me. I wasn't going to bring people into something I didn't believe in anymore.

If you're a leader and you've gone quiet like that, I see you. You love your people. Leaving feels like quitting on them. So you stay and you patch, and all your energy goes to holding the line, and there's nothing left to grow with. Then you look at the smaller check and blame your effort.

I didn't leave because I gave up. I left because I finally admitted the boat was the problem, not my effort.

What I found is still network marketing. The company's been around since 1974 and it's debt free. And here's the part that matters to you as a leader. You can make MORE on a new partner's first sales than they do. Four figures, for mentoring them.

You're not betraying anybody by looking.

Comment BACKSTAGE and I'll send you my free mini course. It walks through the product, the company and the pay. Then come tell me what questions you've got.

Your turn

Now write yours for this person.

Back to contents
Buyer type 3 of 5

The health-conscious person

Someone who reads every label and keeps fixing one thing at a time.

Lead with the product: one change at the foundation.

Example 1 of 3

The better choice that wasn't

  1. 01
    Surface

    You want to be healthier.

  2. 02
    Lived

    You haul cases of bottled water home every week because it's the better choice.

  3. 03
    Psychological

    You're trying to do right by your family, and it keeps turning out that the "good" option wasn't. You're starting to wonder what else you've got wrong.

  4. 04
    Causal

    You keep solving one piece at a time. One filter, one cleaner, one supplement, one swap. Six months later you have a cabinet full of things you're trying to keep up with, and you still don't feel like you changed the foundation.

The post

We were packing in cases of Deer Park from Kroger every week. I thought I was doing the right thing.

Then I watched a documentary on Netflix called Rotten. There's an episode on water that talks about microplastics and bottles sitting on shipping containers in the heat and the cold. I couldn't unsee it.

So I got on Facebook and asked, "What's the best bottled water there is?"

Everybody said Fiji, Evian, Dasani. One girl commented two words.

"None of them."

If you're the one in your house reading every label, you know how this goes. You find out the thing you thought was the better choice isn't. So you swap it. Then you learn something else and you swap that too. One filter, one cleaner, one supplement at a time. Six months later you've got a cabinet full of stuff you're trying to keep up with, and you still don't feel like you changed the foundation.

Water was the foundation for me. We drink it, cook with it and shower in it every single day.

What I have now is a machine that sits right on my kitchen counter. I wanted it for my family before I ever knew there was a business attached to it. I can't drink restaurant water or bottled water anymore. It tastes like plastic to me.

And yes, it costs more than a case of water. It's one investment, not something you keep paying for the rest of your life.

Comment BACKSTAGE and I'll send you my free mini course. The first video is three minutes on why water. Start there, then come tell me what you think.

Example 2 of 3

One more thing in the cabinet

  1. 01
    Surface

    You want cleaner products in your home.

  2. 02
    Lived

    You keep buying one more thing for the kitchen, one more thing for the bathroom, one more supplement, one more filter.

  3. 03
    Psychological

    You're tired of health feeling like a hundred separate decisions every day, and tired of always learning one more thing you should stop using.

  4. 04
    Causal

    Every purchase fixes one small piece. None of them touch what's underneath, so the list never gets shorter. You keep adding, and you never feel done.

The post

The second I hooked up the filter on my shower, the chlorine smell was gone.

I didn't even know I'd been smelling it. That's the part that got me.

I had started this whole health journey. I was paying attention to what we ate and what we brought into the house. And the entire time, I never once thought about what was coming out of my faucet.

So if you keep buying one more thing for the kitchen, one more thing for the bathroom, one more supplement, one more filter, I'm not going to tell you you're doing it wrong. You're not undisciplined. You're tired of health feeling like a hundred separate decisions a day.

Every one of those things fixes one little piece. None of them touch what's underneath. So the list never gets shorter, and you never get to feel done.

What goes in and on your body starts with what comes out of your faucet.

That's where I started over. One change that covers what we drink, what we cook with and what we shower in.

This isn't one more thing for the cabinet. It's the thing under all the other things.

And I didn't find a product because I was looking for a business. I found a business because I was looking for a product. So I'm happy to tell you about either one.

Comment BACKSTAGE and I'll send you my free mini course. Watch the water videos first, then message me your questions.

Example 3 of 3

The one everybody asks "what do you use?"

  1. 01
    Surface

    You want your wellness business to actually pay.

  2. 02
    Lived

    Somebody asks what you use. You send a link. You make eight dollars.

  3. 03
    Psychological

    You believe in what you share and you'd tell people for free. Somewhere along the way you decided small pay is what it costs to be the honest one.

  4. 04
    Causal

    Small commissions mean you need a lot of links. A lot of links turns your page into a catalog. People scroll past a catalog, so you post more.

The post

I didn't even know how to do makeup when I started selling makeup.

I'm serious. I spent hours on YouTube trying to figure it out. I drew a unibrow on my face so I could learn how to do my eyebrows.

I sold a LOT of it anyway. And when somebody bought the $169 starter kit to join me, you know what I made? Zero.

So if you're the one everybody asks, "what do you use?" and you send them a link and make eight dollars, I know exactly where you're standing. You believe in what you share. You'd tell people about it for free. And somewhere along the way you decided small pay is just what it costs to be the honest one. It's not.

When the commissions are that small, you need a lot of links. A lot of links turns your page into a catalog. People scroll right past a catalog, so you post more. That's the whole wheel.

And if you're promoting wellness while you're still drinking whatever comes out of the tap, you're missing the piece that's under all of it. I was too.

I sell one thing now, and it's water. Something every single person needs. And one sale pays a four-figure commission.

You might be worried a price like that means you have to pressure people. Price and pressure are not the same thing. I've never had to push anybody into this.

Comment BACKSTAGE and I'll send you my free mini course. It covers the product and exactly how it pays. Then let's talk about whether it fits what you're already doing.

Your turn

Now write yours for this person.

Back to contents
Buyer type 4 of 5

The coach or entrepreneur

Someone with their own offer who has no leverage and no team income.

Lead with leverage: a high-ticket offer they don't have to build, and pay on other people's sales.

Example 1 of 3

The calendar is the business

  1. 01
    Surface

    You want to scale.

  2. 02
    Lived

    Your calendar is back to back, and you can't take a week off without the money taking it off with you.

  3. 03
    Psychological

    You built this to be free. You're also proud of being the one who delivers, which makes it hard to admit the business only runs when you do.

  4. 04
    Causal

    Your income is tied to your hours. To grow you raise prices or add calls, and both need more of you. That leaves no room to create, so you burn out and decide you need a better funnel.

The post

There was a stretch where I was on sales calls nine and ten hours a day.

I was making more money than I ever had. It was paying for cruises and trips. And by the end of the day my brain would just glitch. I'd get anxious because I honestly felt like it was going to quit working on me.

I was out there talking about freedom, and I wasn't living it.

If you're a coach, you know this one. Your calendar IS the business. You can't take a week off without the money taking it off with you. And you're proud of being the one who delivers, so it's hard to even say that out loud.

Your income is tied to your hours. So to grow, you raise your prices or you add more calls, and both of those take more of you. Then there's no room left to create anything. And you figure what you need is a better funnel.

What you need is leverage. That's the one thing coaching doesn't come with.

What I sell is a high-ticket product inside network marketing. One sale is a four-figure commission. And I get paid on my team's sales too, which means there are days I make four figures without personally selling a thing.

I know, network marketing. Stay with me. The coaching world is already headed this way. Everybody's building affiliate programs because they figured out they need to get paid on other people's sales. This one's already built.

Comment BACKSTAGE and I'll send you my free mini course. It breaks down the product and how the pay works. Then come back and let's talk about where it fits next to what you already do.

Example 2 of 3

Building the offer from scratch, again

  1. 01
    Surface

    You need a high-ticket offer.

  2. 02
    Lived

    You've rewritten your offer three times this year.

  3. 03
    Psychological

    You think if the offer were better, it would sell. So every slow launch sends you back inside to fix it.

  4. 04
    Causal

    You build it, launch it to the audience you have, and a few people buy. You decide the offer is the problem and rebuild it. You spend more time building the thing than selling the thing.

The post

Right before I found what I sell now, I built and launched my own coaching program.

I loved it. I still coach. But I'll tell you what nobody says about building your own offer from scratch. YOU are the product, the delivery, the sales page, the tech and the customer service.

So if you've rewritten your offer three times this year, I think I know what's going on. You build it. You launch it to the audience you've got. A few people buy. You decide the offer must be the problem, so you go back in and rebuild it. And you end up spending more time building the thing than selling the thing.

The coaching world will tell you that you need a high-ticket offer if you want to make real money. They're right.

They just never mention you don't have to build it yourself.

That's one reason I love what I sell. It's my high-ticket offer, and I didn't have to build it from scratch. The company's been around since 1974. They make it and they ship it. I sell it and I mentor people. One sale pays four figures.

And you don't give up your own thing to do it. I didn't. I've got a lot of passions and I'm never letting one company own my whole brand. This sits right next to my coaching.

Comment BACKSTAGE and I'll send you my free mini course so you can see exactly what it is. Then tell me what you think.

Example 3 of 3

Really good, and still the only engine

  1. 01
    Surface

    You want income that doesn't depend on you.

  2. 02
    Lived

    You watch someone at the top of your industry launch an affiliate program and realize why.

  3. 03
    Psychological

    You look down on network marketing a little. You also want the one thing it has that you don't.

  4. 04
    Causal

    The stigma keeps you from looking. So you try to build leverage yourself, which needs an audience you don't have yet. You stay the only engine while you wait for it.

The post

A while back I was in a mastermind with a mentor I'd paid a lot of money to learn from.

She makes millions a MONTH. I sat there and watched her sell her heart out, and I loved every second of it.

Then I noticed something. She's building an affiliate program. Because for all that money, she doesn't have leverage. Every dollar starts with her.

That's the part of the coaching world nobody says out loud. You can be really, really good and still be the only engine.

And everybody in that world side-eyes network marketing. Then they turn around and build the exact thing network marketing already is. Getting paid on other people's sales.

If you've been wanting that and trying to figure out how to build it yourself, that takes an audience most people don't have yet. So you stay the only engine while you wait on it.

I don't have to wait. I get paid on my team's sales. I can actually make more on a new partner's first sales than they do, for mentoring them.

The model was never the problem. The spammy way people got taught to do it was. I don't build that way and I don't teach it.

Comment BACKSTAGE and I'll send you my free mini course. Look at how it pays, then come tell me what you're thinking.

Your turn

Now write yours for this person.

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Buyer type 5 of 5

The person already in high-ticket sales

Realtors, car sales, anyone who already sells something expensive for a commission.

Lead with leverage: they already have the hard skill. What they don't have is pay on anyone's sales but their own.

Example 1 of 3

Back to zero every month

  1. 01
    Surface

    You want steadier income.

  2. 02
    Lived

    You closed a big one last month. This month the pipeline is thin and you're working Saturdays again.

  3. 03
    Psychological

    You're good at this, and that's what makes it frustrating. Being good only means you get to do it again next month.

  4. 04
    Causal

    You only get paid on what you personally close. So your income is your hours. A great month doesn't buy you time off. It raises the number you have to hit next time.

The post

I hit the rank. I earned the title. And on the first of every month I was right back at zero, proving it all over again.

That was me in my old business. But if you sell houses or cars, I bet it sounds familiar.

You closed a big one last month and it felt great. This month the pipeline's thin and you're back to working Saturdays. And you're GOOD at this, which is what makes it so frustrating. Being good just means you get to do it again next month.

You only get paid on what you personally close. So your income is your hours. So a great month doesn't buy you any time off. It just raises the number you've got to hit next time.

What I do is high-ticket sales too. It's no different than a realtor closing a sale and earning a commission, or a car salesman doing the same. Except it happens completely online, from wherever I am. One sale pays four figures.

The difference is I also get paid on my team's sales. I can have a four-figure day without personally selling a thing. My paycheck doesn't reset.

You already know how to ask for a big number without flinching. That's the hard part, and you've got it.

"Is this one of those pyramid things?" I've been asked that in every business I've ever built. It's a product people buy, and a commission when they do. Same as yours.

Comment BACKSTAGE and I'll send you my free mini course. Look at the pay plan like the sales person you are, then come talk to me.

Example 2 of 3

Big tickets, no evenings

  1. 01
    Surface

    You want your time back.

  2. 02
    Lived

    You can close a deal worth more than most people make in a year and still miss dinner.

  3. 03
    Psychological

    You've decided this is just the trade. Big money takes all your time, and anything "online" sounds like small money.

  4. 04
    Causal

    You assume online means small, so you never look. That keeps your one valuable skill tied to one place, where someone else sets the hours. So the only way to earn more is to be there more.

The post

My husband's a contractor. He could walk out of somebody's home with an eighty-thousand-dollar check.

He also worked six days a week, and a lot of nights he didn't get home till 11.

Big tickets and no evenings. I watched that for years.

So when I say I know what it looks like to be good at selling something expensive and still be worn slap out, I'm not guessing.

I think a lot of you have just decided that's the trade. Big money takes all your time. And anything "online" sounds like little money, so you never look at it. Which keeps the best skill you've got tied to one place where somebody else sets the hours. And the only way to make more is to be there more.

I didn't know this model existed either.

It's high-ticket sales, online. My content brings people to me. Then it's a conversation in my messages, in my kitchen, around my kids. One sale pays a four-figure commission, and I get paid on my team's sales too.

I'm not telling you to quit what you do. I'm telling you the skill you already have pays somewhere that doesn't take your evenings.

Comment BACKSTAGE and I'll send you my free mini course. It lays out the product and exactly how it pays. Then let's talk.

Example 3 of 3

Great in person, invisible online

  1. 01
    Surface

    You want to work from home.

  2. 02
    Lived

    You can talk to anybody across a desk. You have never once posted about what you do.

  3. 03
    Psychological

    You think selling online means being an influencer, and you'd rather keep working weekends than do that.

  4. 04
    Causal

    You don't post, so everyone you sell to has to come through a door. That makes your reach as big as your Saturday. So more income always means more hours on the floor.

The post

At the first event I ever went to for my first business, my husband had to drag me out of the corner to go talk to people.

I'm serious. I was so backward I would not get up and speak.

So it cracks me up when people who sell face to face for a living tell me they could never sell online. You shake hands and close deals all day long. I couldn't even do that part.

What I figured out was that with a screen, it was just me and a camera. I didn't have to manage anybody's reaction. I could just talk.

I think you've got it in your head that selling online means being an influencer, and you'd rather work every weekend than do that. I get it. But because you don't post, everybody you sell to has to walk through a door. Your reach is only as big as your Saturday. So more money always means more hours on the floor.

You don't have to dance. I post what I actually think, and then I talk to the people who message me. You already know how to do the second half better than most.

What I sell is a high-ticket product. One sale is a four-figure commission, and I get paid on my team's sales too.

Comment BACKSTAGE and I'll send you my free mini course. Watch it, then message me and we'll have the kind of conversation you're already good at.

Your turn

Now write yours for this person.

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Part 09

Twelve ways to open with tension.

Tension is anything unresolved. The reader doesn't have the full picture yet, and something in them wants it. These are a toolkit for your first line, for when your openers start to feel the same. They are not a rotation.

Part 10

Before you post.

Say The Real Thing was about finding your voice. This is about using that voice to understand somebody else.

The Foundry

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