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Running ads is scary. You want to have the right message and get clicks on your offer But if you don’t know how to convert clicks to customers, you’re trapped pushing the same ads and getting the same results. It’s a vicious cycle that gets your business nowhere.

But you don’t need a master’s in psychology to understand and influence people. You need wording that sticks. And when you have the right message, clients will flock to you – whether you talk to them in person or with paid ads.

Highlights from this episode include:

  • How to stop running “selfish ads” and let the internet bring clients to you. (4:25)
  • How to ‘release the giant within’ to create a business that is always moving forward and succeeding. (10:02)
  • A data analyst’s formula for attracting clients whenever you communicate with your market. (13:34)
  • How to avoid uncertain penny pinchers and connect with high-ticket, committed clients. (20:37)

If you want to know how to get 50-100 leads for your coaching business every single day, head over to http://getdailyclients.com to grab our free Paid Ad Playbook, as well as some other great bonuses.

Read Full Transcript

You're listening to “The School of Client Attraction.” Marquel Russell is the founder of Client Attraction University, a marketing consultancy helping you attract clients on autopilot and scale your business while working 50% less.

Quick disclaimer: a side effect of listening to the show is more clients, more profits, more freedom, and it's more impact in your business. Now, here's your host, Marquel Russell.

Marquel: Hey, what's up, my friend? Marquel Russell here. Welcome to the School of Client Attraction.

In this episode, we're going to get Dana Bassett to show you step by step how you can actually get a master's level, an MBA-level business education that you can implement, and it's actually a lot better than an MBA education because you can actually implement this and start generating revenue immediately without those crazy student loans.

Let's get into it with our president of communications here, Richelle. She's the one interviewing. She is amazing at pulling out the nuggets that you can actually take and apply to your business right away. Let's get to it. [00:59.6]

Richelle: Hey, everybody. All right, it's Richelle Shaw and I am the senior director of communications here at Client Attraction University from Marquel Russell, and we are excited today to talk to one of our standout students, and talking about client success, we're here with Dana Bassett. Coach D.

Dana: Hoo-hoo.

Richelle: Yay, welcome, welcome, welcome. Introduce yourself, will you, please, to our audience today?

Dana: Absolutely. I am Coach Dana B. I gave myself that name because so many people were calling me and asking me questions, and I didn't even realize coaching was a thing and then I realized that I was coaching them. So, I was like, I don't want any crazy name, so that's how I came up with that. Then I realized that people got something that had saddened them that they needed to get out, so the organization ended up being Release the Giant Within with Coach Dana B. I am a mother of one, grandmother of five. [02:00.5]

Richelle: Wow.

Dana: And I am married and have been married for almost 20 years, and I just really enjoy bringing out the best in people. That's who I am.

Richelle: Ooh, love it, love it, love it. Now, tell me, where were you? How did you even get to CAU? How did you meet Marquel? Had you met him before? How did you get here?

Dana: I have been seeing Marquel’s ads come through my feed for a while, I want to say about four to six months, and I’m looking and I would have my phone out. I would just be looking, I would be studying him and I literally was studying. I would look at the audience and seeing, Do I know someone there? What is he saying?

Then one newsfeed came through for somebody with a familiar face that I knew, and when she came through with that familiar face, I’m not sure if I could say her name or anything, but when her familiar face came through, I was like, Oh, my God, she's getting coached by him. I’ve been watching him for a while now, and I just hit the button and I said, “If she's getting coached by him, I’m going to hit the button and I want to know what she's doing because I want to do it, too.” [03:12.7]

Richelle: Yeah, so that was the impetus? That's what made you say, Okay, this is it?

Dana: Yeah, that was it. I saw a familiar face. There were so many times before I saw that familiar face I just wanted to hit, but I’m like, I don't know. It was like a familiar thing for me like to know, trust and light. I was like, I don't know. I don't know who he is, don't know if I could trust. But then when I saw that person, that person bridged the gap between that trust and I just hit it. I was like, If she's doing it and I know how she is, I know I should be doing this. She’s an author. I mean, she's helping people with books, if that helps you out a little bit with who that is.

Richelle: You can say the name. She's all over our newsfeed all the time. I would think that it’s Taurea. Is that correct? [04:04.2]

Dana: It’s Taurea Avant. I saw her and I was like, Oh, my gosh, she doesn't do business with just anybody, and I said, “Taurea is doing this. This thing had to be solid,” and I hit the button and it was a game-changer for me.

Richelle: Game changer. Why would you say that? What do you mean by that one?

Dana: One of the biggest challenges that I was having, I was trying to figure out on my own. I didn't know where to turn. As a matter of fact, I wasn't even trying to figure it out on my own because I didn't even know what I was trying to figure out, but I knew I needed clients. I wanted the right clients in order to come to me to say, I need your help, and I guess what you’re looking for is looking for you because that's what I was looking for and that's what I needed.

I didn't know anything about how to try before doing ads on my own blindly, didn't know how to do it or what to do, and I said, “I’ve got to find somebody who's going to help me get clients. That's what I need. But I want the right clients,” and when I spoke with the intake at Maquel Russell's office, it was exactly what I needed. They shared with me how I could get those clients, how I can let the clients see who I am and what I do in order to come to me and say, I need your help. [05:12.2]

Richelle: Got you. Tell me a little bit about running the ads before all by yourself. What was happening?

Dana: Nothing.

Richelle: Okay, didn’t think you were going to say that. “Nothing” nothing?

Dana: Nothing. My ads were getting locked. They were getting locked. I didn't know what to say, how to say it. I’m just playing. I was just throwing something in the midair and hoping it would stick. Now, look, when I went in there, back there, I saw all this stuff that was foreign to me and I’m just clicking away thinking, I think I know what I’m doing. Just let me try this. But for the most part, my entire account got locked out, and after a while, I was like, Forget this, I’m just done. [05:57.8]

I would reach out to people, I would see people on social media. I would get in groups and I would say, “Hey, listen, can you fill out a survey for me and this survey would be targeting, ‘Do you need help? If you had a coach, what would you do? How would you do it? What would be different?’ things of that nature.” But now I’m just putting it out there and I’m letting the internet go to work for me. That’s what I want.

Dana: Yeah, because when you did that, were you getting consistent people in or how was that working?

Dana: You're talking about once I got with Marquel?

Richelle: No, before, before when you were posting in groups the survey. Were people--

Dana: No, I was not getting consistent. I was getting a few people here, a few people there, and then when I called them back, they weren't serious. They weren't really. Their desire level was not that high. I guess they were just curious about it. I was like, This is … and I just stopped, literally just stopped, but I never stopped looking for what I was looking for.

Richelle: Got it, got it. Then once you got in the program and you started kind of playing around, what did you think then? And then I know you've had some success, so you might as well share that, too. [07:05.3]

Dana: I will. I’ll be honest. You probably have seen me post this. While I was in the Marquel, when I started Marquel’s program, I started in September. I was still in school. I was in my last leg of finishing up my master's degree in psychology for life coaching, right? I’ve been coaching for the past 10 years, but as I said, I want to go and get deep, dig deeper behind this life coaching thing and what it’s like and why people are to it and why people are looking for this route, because I had the epiphany that life coaching was a thing. I didn't realize that's what I was doing for entrepreneurs.

Yeah, I had some success and I put it in the group and I said, “Oh my gosh, what I’ve learned here is far more than anything I’ve learned with any degree that I have and I have three.” I have a bachelor's and I have two master's, and I said, “That whole psychology master's degree that I went through, had I met Marquel first, I probably would not have gotten through it.” [08:06.9]

Richelle: Should we tell him that? Maybe we shouldn't tell him that.

Dana: He saw it already. He was like, Wow, Dana. I was like, Yeah, self-study. He was just what I was looking for.

Richelle: Yeah, I know, he’s so smart and he’s so great at breaking it down into little pieces. Do you find that, too?

Dana: Absolutely. I found that I did not, it was kind of scary because he left nothing unturned. It’s scary to me because I’m thinking, Why don't I have questions? I don't have any questions, so when I’d come into the coaching calls, I’m like, I don't know for how many questions because everything is here for me. I’m just doing everything and I guess if I get a hiccup, I can say, Why did they do that? That would be the only question.
How can I fix this? How can I change it? Other than that, going through the program, there was no question that I had. You go through the program. Everything is there. [09:05.7]

The crazy thing about it is when I got my first client, this was so crazy that in my mind said, I know he got something. When I got my first client, I had not gotten to how to set up my payment options yet. I hadn't even gotten that. Let’s see who I’ve got. I’ve got the client. I told my husband, I said, “I’ve got a client. I have no clue how to take a payment, but I can bet you, Marquel has got that in a module. Let me go look, right?” and I go in there and I look at my husband and I said, “I told you. He’s got it in here.” I immediately set it up really quickly and I was like, Now I can take this payment. I can submit this payment through. But I told him, I said, “I know he’s got this in here, how to take a payment,” and it was there. I knew based on what I’ve already gone through, I knew there was nothing that was going to be there that I needed that he didn't already have there.

Richelle: Oh, that's awesome. We love to hear that. What would you say to somebody who is really thinking that they need to make a change? I straight up ask you because you saying that you didn't have any questions is shocking. People don't believe you when you say that. I’m just going to tell you, they don't believe you. [10:15.0]

Dana: I’m one of the most transparent people, the person that you'll ever meet. I was really scared because I was scared. I was thinking something was wrong with me because I didn't have questions. I’m like, Oh, why don't I have questions? I know I’ve got everything. Why don't I have questions? And I’m just going through the modules and just following step by step by step by step.

It was only one module that I just needed clarity on. I forgot which one it was for, but I forgot what it was for and what it was. But once Aundrae got it to him, I was like, Oh, got it, you know what I mean? But I kept moving through the modules. There was nothing. There was no module that I was so stuck that I couldn't keep moving forward.

I was able to keep moving forward and come back to that and that's what I liked. It didn’t get me completely paralyzed to where I had to stop. I was able to keep moving forward until I got an answer for that and moving back, and that was the only thing. [11:07.6]

And it wasn't some astronomical, crazy question. It was just for clarity for me to make sure that I’m reading it. Am I reading this right? It was one of those types of questions.

Richelle: Got it. You had talked about before that your messaging was kind of off before you got here. Did that kind of change a little bit for you?

Dana: I didn't really have a messaging. I didn't realize there was a messaging to have. When I came, when I first came before I got in the module, when I first came and got started, I was like, Man, I know what I want to do, but how am I going to convey that? What am I trying to say? And Aundrae helped me come up with it and, boom. I mean, we got it. We went over and over and over, and that was it.

When I said I didn’t have any question, I didn't have any questions about the modules, what it was saying, but as far as questions about me and what I really wanted to do, those were the questions I had, like, What do I want to do? How do I make myself clear to this audience? [12:11.6]

We came up with something, everything, and I was like, I’m one of those, when I see it or when I hear it, I’m like, That’s it. Aundrae said, “What about this?” and I was like, No, this is what I’m trying to do, and what it boiled down to is my focus is personal development. How can I help people understand to be successful that that is where it is?

And Aundrae came up with so basically you have people manifest what's on the inside and you help people get what's on the inside to manifest on the outside. I said, “That's exactly what I’m doing, but how do I say that? How do I get that complete message across which is why Release the Giant Within was born?” Basically I said, “I want to do that, but I want to do that. I want to help them connect with people.” [13:00.0]

So, I came up with networking effectively, without losing confidence, being afraid, or ever having that feeling of being rejected. When people come to me, they're coming to me because they have something already in place, but they're scared to connect with the right people in order to say, This is what I have and I need you to take a look at it. This is what I have. Will you work with me on this? They are scared to do that. I don't know what to say. I don't know how to say it. What I do, let me help you.

Richelle: What I do, let me help you.

Dana: Right.

Richelle: Love it. Love it. Love it. Now when you run your ads, how do you feel? Are you confident when you go into your ad manager? Do you know exactly how you're running them? How is that?

Dana: I know exactly what I’m looking at now. It's so clear. It's clarity. It's very clear once I got that whole ad manager set up by following the course, step by step. I got it set up, but now I know what I’m looking at. First it was foreign to me. I didn't know what I was looking at, and now when I go on there, I track my numbers, just all the tools that you have for tracking. [14:02.5]

Tracking is huge to me and one thing Marquel said at the event that I came to in Georgia, and I’m a numbers person—my background is finance, so I’m always looking at numbers. I’m a data analyst. It’s what I do—and so he said, “Nothing. We can't talk about anything until I see your numbers.” Made complete sense to me. He gives you all those tools, so basically he leaves it so that if you're not doing it in a way that things are happening for you, you're just coming up with an excuse. Really, that's what it is.

Richelle: That’s going to hurt some people. It's so true. It's so true, but it's going to hurt some folks because I always say that he eliminates the excuses. You can't say anything. Here's a guy who had been to prison, who didn't graduate high school. All those things that you think you need to do, he defies them and has shown you the way, a multimillionaire showing you exactly the steps. If you didn't do them, they are based on some of the things that you talk about all the time, like they haven't grown themselves. [15:10.4]

Dana: They haven't grown. They have a serious limiting belief, which is one of the things that I talk about in the course that I created based on the course shell, I guess you'd say, or the course that he … I didn't have to think of that, right? The course I’m doing, now I just plug my own stuff in there and it's so crazy.

I’m sitting here every day because I’m still building it out because of my clients at the rate they're going. I’m listening, going, I don't even have to think of this. One of the things I talk about in there is people's limiting beliefs that you don't get to something because you think that this is the way it is, but if we remove that, you'll realize that that's just not the way it is.

Richelle: Sure. We're recording this in early December, and so you started in September. We met at the end of September, I think - [16:02.5]

Dana: Yes, that’s it.

Richelle: - at the client only event. It was when I saw you running around the room, I was like, I have to meet her. She is so infectious, so fun. Who is this Coach B.? I need to meet her.

Dana: It's crazy, when I came to that event, I had not, my course, I hadn't even begun to start. I came there. I told myself, I said, “I’ll fly into Georgia.” I came by myself. I was like, I’m getting on this plane. I’m going. I need to see who I’m working with. I need to see what's going on. I need to see the people around me, and I came.

When I came, I had that build the course out. I had that Apollo was on Module 5. As a matter of fact, when I got there, I was just getting into Module 5, hadn't started it, and when I came home, I just got to work.
Boom, boom, boom. The moment I got it up, I think it was in my second week of October, completing it and getting everything built out, boom. By the end of October, first client in the system, boom. [17:04.5]

Richelle: Wow, wow, and now look at that. From September until … that was the 25, right? Somewhere around there? Four weeks later, you got your first client. Wow.

Dana: It was the end of September because it was my birthday weekend. On my birthday weekend, so it was that very last weekend of September, and October 29, so four weeks later, yeah, because I had to build it out and when I pushed it out. On October 29, that's when I took that first credit card.

Richelle: Oh, that's exciting. Because people come in and ask us all the time, “How quickly can we?” and I say it's really about you and how quickly you work, because all the stuff is there. Is that not true?

Dana: That's true. I would probably would've had a client before then, had I got it built before then.

Richelle: Sometimes you wanted to really see him, see him in person, and then what happened when you did? [18:03.7]

Dana: He was amazing. Have you noticed, I sat in the front the entire time?

Richelle: Yeah.

Dana: And I am like, eyes are just embedded into what they're saying, and I don't just sit at an event and listen, I study. I study the speaker. I study what they're saying. I study and I’m like, I'm sitting here and I’m studying and I’m looking and I’m like, They did this. They did that. Oh my gosh, this is amazing.

I realize as I’m studying them, as Marquel is speaking, Aundrae is a student, and then when Aundrae was speaking, Marquel was [the student], so I’m like, They're being students, they're a student of their own material. I’m looking at all this stuff. I’m studying this and I’m like, Wow, this is crazy, and that's when I was like, I’ve got to move forward. I’ve got to get myself into a position of moving forward to where I’ve got to stay with them. [19:02.0]

Richelle: Yeah, we love you. We love having you here. We love having you with us. Now that you've got your first couple of clients, because we tell people that we wanted to be systematic and all about the numbers, right? Just an equation and not a “let me post in this group and hope that somebody says yes,” do you feel that that's exactly what's happening?

Dana: With the system of Marquel?

Richelle: Yeah, with your system that you're using now.

Dana: I’m not just posting it because they’re coming to me. It's out there. It's out there. People are seeing it and they're responding, and I’m out there and now I’m what they were looking for, and I didn't have to go find them. They were waiting for me to come out there, so they could find me. That's what it feels to me.

Richelle: Yeah, client attraction, right?

Dana: Yeah.

Richelle: It's getting them to find you.

Dana: Absolutely.

Richelle: That's so awesome. I just love it. Now, what does your day look like now? [20:00.0]

Richelle: I'm not into all these social media groups. I’m not actively in there. My day now is just on my phone, just checking emails just to approve appointments, which I had an appointment. Everyone. This is crazy. Every one that I spoke with except for one person, I had actually turned them over to Cierra because she wanted it. It wasn't me. I was like, Cierra, I think you’re more of a help to her. She needs something, just some marketing tips and ads to be attractive. She already heard everything in places. There’s nothing I can help her with.

I have found that all the people that I’ve interviewed, their only hang up is either, one, they really don't have the money. They're not willing to get the money to take their business seriously and do what they want to do to make their business go forward. Every last one that I’ve spoken with, their biggest hang-up is exactly what this is. “I’m scared. I don't know how to talk to the client. I don't know what to say.” Then some of them are doing things on their own that, like, why would you do it that way? Why would you go, take that route? [21:08.7]

It's just so crazy. One lady, she was writing. She’s got this thing where she writes, people in prison under her real name, and I said, “Why didn't you use a pen name?” She had no clue that even exists. I said, “This is exactly why you don't do anything before you have a coach.”

Richelle: Yeah, somebody helping you, guiding you, directing you. Yeah, get them and really, really get them in trouble.

Dana: Right. Everybody wants to come on board. They have to find the money and they have to be saying, I’m hungry enough to find the money to do it. Some people drop the credit cards right away. Here, here's my card, here. I’m ready to go. Those are the people I know that are taking their business seriously. [21:54.8]

Richelle: Sure, and those other ones, and we really do teach at CAU about high-ticket. You can play with those people at $200, $300, $500, because that's expendable to them. They'd go to Costco on the weekend and spend that and they won't show up. Why you want to high-ticket is so that people will show up and you can truly give them the transformation that they truly desire, right?

Dana: Absolutely.

Richelle: That's exciting. What's on the horizon for you? Where are you going? Tell us what's next for you.

Dana: Getting into the inner circle. I’ve got to get into that inner circle and I’ve got to make some things happen. I’m in the midst of a … me and my husband are going to renew our vows, so I’m kicking out a lot of money for that, 20-year vow renewal and so I’m like, Oh my gosh, I’ve got to pause. I don't know how it's going to play out.

But my goal is to get in the inner circle, get in and completely move forward with that, so I can scale up. I really want to scale up and eventually get automation systems going, when you see the course and they just want the course. [23:06.7]

Richelle: Yeah, that's exciting. That's really, really exciting. I don't want to keep you long. I’m always just trying to get the meat from y'all and I know you want to get back to your business, but we just want to tell you that we're super proud of you and we're so excited to have you on the program.

Keep doing what you're doing because you're changing the world and that's what we're all about. It’s helping people change the world. We don't want people that just come in and are playing at this. We want people that are doing what you're doing, helping people get that inside of them and really manifest it on the outside and have the life that they dream of.

Dana: Absolutely.

Richelle: Congratulations to you.

Dana: Thank you so much.

Richelle: Thank you so, so, so much, and we will talk soon. [23:55.8]

What's the difference between you and mega-successful coaches and consultants with a dream business? Simple. They're getting more leads than you are. What if there was a way to get 50 to 100 leads every single day like clockwork? Would you want it? Then go to www.GetDailyClients.com to access our Paid Ad Playbook that has brought in millions of leads for our clients over the years on complete autopilot.

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