Crush Your Fear of Video: 5 Simple Strategies for Boosting Confidence

Crush Your Fear of Video: 5 Simple Strategies for Boosting Confidence

Crush Your Fear of Video: 5 Simple Strategies for Boosting Confidence

If you want to stand out on social media, grow your audience, build connections and get clients, video is a must. When you think about who you follow and the people you feel connected to the most, it’s most likely those who you get to see on video; that’s because it feels like you’re seeing them in real time, even if it’s a recording.

Most people feel nervous on camera when they start out, so if this is how you’re feeling, you are not alone and today we are going to help you feel more confident with our 5 insider tips.

A few weeks ago, I posted a survey inside my Health Coach Biz Support Facebook group asking coaches if they weren’t doing video yet, what was their top reason.  One of the top answers was Fear of Being on Video. This roadblock can stop you in your tracks when it comes to showing up in a way that really allows your audience to get to know you.

Here are 5 Simple Strategies for Boosting Your Confidence on Video

1. Get familiar with your tech options.   

The first step in calming the nerves is knowing what tech to use, so you feel good about how you will look and sound.  The great news is all your need is your smartphone, good sound and adequate lighting. 

If you can record your videos near a window with lighting, that is usually best for more flattering/natural light. If you need more lighting, using a ring light is great.  You can find a variety of ring lights on Amazon, starting at around $30.  There are lights that can sit on your desk, and lights that come with an adjustable tripod stand if you plan to record in different places in your house, and you don’t want to have to use props to get the right height. The tripod stands also start at just $30.

As far as sound, if you’re recording video indoors with your phone fairly close to you (within a few feet) a separate mic isn’t necessary.  If you want better quality audio and/or you plan to record further away from your phone or outside, having a wireless mic is important. You can also find wireless microphones on Amazon, starting at $25. I rarely use a separate microphone when recording video on my smart phone, so you can do without this for a while as you get started – as long as you’re recording within a few feet of your phone, so the audio quality is good.   

2. Start small with short videos.

How great is it that short-form video is so popular right now?  This means you can record 30-60 second videos and not worry that you have to be on camera for a long time. Feeling like you have to record a 5–10-minute video can feel overwhelming when you’re starting out, so by recording shorter videos, you’ll be done before you know it, and you can do more of them if you want because they aren’t as time consuming.  Just write out a few bullet points about what you want to cover and hit the record button. 

3. Use B-roll.

This is another great way to ease into doing video and build your confidence. B-roll is video of you doing something, but you aren’t talking. It could be you working at your desk or laptop, going for a walk, making coffee or tea, meal prepping, grocery shopping – almost anything really. It’s stock footage you take, and you add music or voice over and text to convey your message.  These videos can be as short as 10 seconds. The benefit of this is you’re showing up on video, but it’s not as intimidating because you don’t also have to memorize what you’re going to say.

4. Practice. 

This probably sounds obvious, but practice is the #1 thing that’s going to help you get better, and really help you feel more confident.  You will likely not be amazing on video when you start out, and that’s okay because no one is. I was horrible at video when I started a few years ago and now it’s easy and I feel confident about it – it took a while to get there, and practice is just part of the process for anything we want to improve.

My best tip for recording video is to be sure to look at the camera and not the screen, and imagine you are talking to your best friend when you’re recording. You are only talking to that one person to convey what you want to say. Oh, and be sure to smile because that makes you feel relatable and look relaxed.

5. Build confidence with recorded video and the next step is live video

This is about baby steps, building your skills and your confidence.  Recorded video is easiest because you can re-record and/or edit where needed.  Live video can feel more challenging, but it’s also what helps you come across as very genuine when people get to interact with you in real time so it’s worth conquering your fear by practicing.

A great way to practice live video is to start by going live in a Facebook group you create just for that purpose, so you can see how things work and get a feel for the process.  You can set up a group that you use for practice only, and then you’ll be ready to go live in your other groups or on your page or anywhere you want.  You can do this on Instagram too by selecting “private” as the option for the audience you want to see your livestream. 

The goal is to get as much practice as you can, so the more often you can get in front of the camera the better.

Karen has a great free resource to help make this even easier for you and it’s her “Livestream Video Checklist.” You can download this step-by-step PDF, that shares the 8 steps you need in place when you’re planning to go live, you’ll know what to include in your video, and how to promote it to get people to show up live. 


How to outline your videos to maximize watch time:

You want to grab people’s attention right away, so they stick around to watch the whole video. A common mistake we see being made is starting the video by saying who you are and what you do, or starting with a greeting and thanking people for watching, rather than kicking it off by getting right into the information.  Using a hook right from the start helps reel people in. So, instead of starting with who you are, say “One of the biggest mistakes I see people make when they want to _________ is _______________.   That rarely works because ___________Here’s what you want to do instead ___________.”   So, get into the heart of the info and if you want at the end, you can say who you are and who you help. 

A simple 3-part outline for an effective video can be as follows:

  1. Your hook to grab attention and let people know the topic you’re covering
  2. Share the tip, insight, common mistake or other info
  3. Call to action – what should they do next – like, comment, listen to your podcast, read blog post, sign up for your free resource, join your program, etc. 

Based on what we covered today, what is one step you can take with video?  Whether you are brand new at it, or you’re ready to go to the next level, decide what you’re going to work on, put it on your calendar and commit to doing it.  Before you know it, you’ll feel more at ease and more confident.

We can’t wait to hear how it goes!

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BEST OF: 3 Benefits to Hosting Monthly Workshops That Will Boost Client Enrollment

BEST OF: 3 Benefits to Hosting Monthly Workshops That Will Boost Client Enrollment

BEST OF: 3 Benefits to Hosting Monthly Workshops That Will Boost Client Enrollment

Wellness workshops are a fantastic way to attract, nurture, and convert your dream customers into paying clients. Today we’re covering 3 benefits to hosting monthly workshops that will boost client enrollment into your paid programs.

In this episode you’ll discover:

  • Why hosting a monthly workshop works so well to boost the know, like and trust factor between you and your email subscribers so that they are moving through their customer journey with you more quickly
  • How leading workshops is the perfect approach to sales that never leaves you feeling salesy or spammy
  • The natural, and free, side-effect of hosting workshops that boosts your overall credibility as a coach leading to even more people enrolling in your paid programs

We often get asked what is the “BEST” way to get clients. As you’ve heard us say so many times on the podcast, there is never one single one ‘BEST’ way to do anything in your business. There are things to consider, such as your personality and style, what has been proven to work in the past, and does the method you’re considering sound interesting and fun for you?

This week on the podcast we’re bringing back a popular episode called: 3 Benefits to Hosting Monthly Workshops That Will Boost Client Enrollment

When Karen started out as a Health Coach, she was constantly trying to figure out which marketing actions would work the best for her. That’s when she discovered and tapped into the power of hosting monthly online workshops. This approach was the perfect combination of client attraction, nurturing, and program enrollment opportunity.

Over the course of 18 months her email list grew from 0-2,000 subscribers. It was evident that she was onto something, and she continued use this strategy for quite some time.

Before we dive into the 3 benefits, let’s first discuss exactly what we mean by a workshop. A high-value 60-minute workshop typically has 7 parts.

  1. Compelling and benefit rich title that will attract your ideal dream clients
  2. Strong introduction that confirms why the attendee showed up and lets them know they are in the right place
  3. 30-40 minutes of high-value teaching information
  4. Solid recap of what they learned to reaffirm that their time was well spent
  5. Transition from teaching to an offer (could be book a call or it could be join my program)
  6. Offer/pitch
  7. Q&A

Now that we are on the same page about what a workshop includes, let’s jump into the benefits to hosting monthly workshops.

1. Build know, like, trust factor

In any good plan you have to learn how to walk before you can run and the same is true for enrolling clients into your paid program. Before they will pull out their credit card to become a paying client you first need to attract them and build the know, like, trust factor with them.

The process of building the know, like, trust factor is another way of saying that you’re moving them along the customer journey with you so that your paid program feels like the next natural step in their journey.

Trust is one of the most important aspects of making the sale and workshops quickly speed up the process of helping someone get to know, like, and trust you.

When you commit to doing just one 60-minute workshop each month you’ll have a constant stream of brand-new people being added to your email list each month. Also, you’ll be inviting the people that are already on your email list to your workshop each month and when they join you month-after-month you’ll be building trust and rapport with them. Over time they will learn that you are a trusted resource and be more open to investing in their transformation by working with you through a paid program.

BEST OF: 3 Benefits to Hosting Monthly Workshops That Will Boost Client Enrollment
2. Opportunity to make offers

The next benefit to hosting a wellness workshop each month is that it gives you an opportunity to make an offer.

Whether your call-to-action at the end of your workshop is to book a discovery call with you or to join your program, it’s the fact that you showed up and spent an hour with your attendees that earned you the right to make an offer.

Many health coaches struggle with selling their programs because they feel like they are either being salesy or pushy. The beauty of hosting a workshop is that neither of those are the case. Here’s why…

When someone registers and attends a workshop that you are hosting they are definitely looking for free information. The promise of a specific outcome or teaching moment outlined in your title is what grabs their attention and gets them to register. But here’s the thing, while you are delivering your workshop there is magic that’s happening with your audience. They are getting to know you, they are becoming invested in the topic you are teaching on, and most importantly they are beginning to see themselves in a different way based on the possibilities you’ve shared during the workshop. By the end of the workshop they want to know what’s next. They are interested in what support and working with you looks like. If you don’t take the time to share with them what their next step is, you are doing them a huge disservice.

A workshop is the perfect tool to build trust but also paint a picture for your attendee of what life for them looks like after enrolling in your paid programs. They are going to be eager to hear what options you have for them which means that you no longer should feel salesy or pushy by making an offer because your workshop attendees are anxious to hear what you have for them.

3. Consistency promotes word of mouth advertising

Consistency breeds momentum and when you show up monthly to host a wellness workshop you’ll find that people start recommending you which means that you’re getting ‘word of mouth’ advertising. This is the third benefit of doing monthly workshops.

Word of mouth advertising is the best kinds because it’s free and comes with a personal recommendation. There is no better type of advertising.

Since many wellness business owners only have a small budget for advertising, hosting workshops is a great way to get more people talking about and recommending you to their friends and family. The only cost to doing workshops is your time and energy which is often the tradeoff before you can allocate more of your marketing funds to paid advertising.

If you’re interested in learning more about Karen’s done-for-you workshops and the 12 topic options available, go to

Also, if you’re interested in getting access to a sample workshop to see what the materials and marketing assets actually look like before you invest in one, you can go to

Once you request access you’ll be able to check out a mini-version of one of my done-for-you wellness workshops and the marketing materials that are ready and waiting for you.

Resources and Links mentioned on the show:

Excited about hosting wellness workshops but want to see a sample first? CLICK HERE!

Check out Karen’s library of 15 Done-For-You Wellness Workshops. Everything you need to be up and running in just one hour! CLICK HERE!

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How to Use Live Office Hours in Your Facebook Group to Increase Engagement

How to Use Live Office Hours in Your Facebook Group to Increase Engagement

How to Use Live Office Hours in Your Facebook Group to Increase Engagement

If you want a fun and easy way to increase interaction in your Facebook group while you also get a deeper understanding of your ideal clients, hosting live office hours is a great option.

Here are just a few benefits of hosting live office hours in your group:

  1. You get insightful questions from your community which can help you with content ideas, marketing copy, social media posts, and/or program creation, just to name a few. 
  2. You don’t have to come up with a topic for your livestream since you’re answering questions from group members.
  3. You get to interact with your members which increases engagement, and they appreciate it because you are giving a more detailed answer than you could give if you were typing it out.

In this episode, we are covering how to run your live office hours, the best way to ensure you have questions coming in and how to get people showing up while you’re live.

I recently did my very first live office hours in my Health Coach Biz Support Facebook group and I loved it. I had some questions about how to run a life office hours session, so we thought it would be a good episode for the podcast.

In case you aren’t sure what I’m referring to, you can host live office hours in your group which can be a great way to boost interaction.  You can either do this by answering questions by typing your reply or you can make it more fun and engaging by doing it as a livestream which is what I did, and it’s what I recommend you do too.  One of the goals for social media and for your group is for people to connect with you and get to know you, and doing live video is one of the best ways to do that.

Here’s what I love about doing live office hours: 

  • You get insightful questions from your community which can help you with content ideas, marketing copy, social media posts, and/or program creation, just to name a few. 
  • You don’t have to come up with a topic for your livestream since you’re answering questions.
  • You get to interact with your members which increases engagement, and they appreciate it because you are giving a more detailed answer than you could give if you were typing it out.

You may be wondering what to do if you don’t get any questions while you’re live and we are going to cover that too because I have the perfect solution that will eliminate this worry completely. 

It’s really very easy, and it’s just a different format of a livestream where you are doing a live Q and A. You can do this in your Facebook group or your page – it’s totally up to you. If you want it to be more exclusive and/or if you want to make it part of a paid program, do it in your group. You can do this on Instagram too if you want.

Here are the 5 steps:

1. Decide on the day and time of your office hours. You may want to allow up to an hour of your time for this, but you can just list the start time. 

2. Create a graphic in Canva with text that says something like “Live Office Hours” or “Live Q & A” and include your name at the bottom, under your photo so it reads “with Mary Smith”.   Canva has great templates for this that make it easy – just enter “office hours” or “live q and a” in the Canva search bar and you’ll see some templates pop up and you can customize the color and elements on the graphic. You can whip this up in about 2 minutes. 

Below is the graphic I created in Canva to give you an idea. If you type in “Office Hours” or “Live Q and A” you’ll find some templates that are super easy to customize.

3. Create a post in your group or on your page that explains how the office hours will work. Let people know about a week ahead of time to allow time to gather questions.

Here’s what I wrote for my post:

I would love to answer any questions you have about running, marketing or building your wellness business, so here’s how it will work:

Post your question below (be as detailed as possible, so I can give you the best feedback/ideas/suggestions).

I will be here in the group on (date/time) to answer the questions and if you can’t join me live, no problem – you can get my detailed response on the replay.

First priority will be given to the written questions, so be sure to post them below. If time permits, I will be happy to answer questions that are posted while I’m here live.

Hope to see you then.

The key to creating this post is to let people know you will be answering questions about a specific topic, so you can keep your questions to a theme if you choose. This can be helpful especially if you have a specific niche, and you want to keep things on topic. 

This also allows you get to questions ahead of time which is what you want. This will avoid having to worry that you may not have questions when you are on live.  You want to have questions ready to answer to kick off your livestream, so this is the way to do it.  Use the link to the live office hours post when you send your email about it, so people know where to go to post their question. They could also reply to the email if they want, and I gave my subscribers that option as well, so they could ask in whatever way was easiest for them at that time.

Also important is to let people know that first priority will go to those who post their questions ahead of time, so you’re creating a little bit of genuine urgency. If you have a bunch of questions come in while you’re live, you may not be able to answer them all, so letting people know this ahead of time sets expectations. If you can’t answer them all while you are live, you can do a part two when you are able to.

You want to have a PLAN B in case you don’t get any questions and that can be having a couple of common ready if you need them.  These can be common questions you get or questions you think people may have that are related to your topic.  Have 2-3 questions ready to go before you go live. If you don’t get any while you’re live, that’s totally okay because people are going to watch the replay.

4. Spread the word about your office hours.  Post about it in your group, on your other social channels (FB page, IG feed and stories, and anywhere else you are). Also, post a reminder about it 30-60 minutes before you go live and also email your subscribers because people are going to forget, and they appreciate a reminder.  Reminding people will have more of them showing up while you’re live, and that’s one of your goals too. 

5. Have fun with it, and just know that it doesn’t have to be perfect. Test it to see how it goes and if it’s something you enjoy and want to do on a regular basis. I plan to do them most months in my group.

If you have a Facebook group and you are looking for ways to grow it, I have a great free resource for you. It’s a guide called 10 Free Ways to Grow Your Facebook Group. In the guide, I share the strategies Karen and I use all the time to grow our groups and you can put some of them into place very easily right now. 

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6 Elements of a Profitable Workshop

6 Elements of a Profitable Workshop

6 Elements of a Profitable Workshop

Workshops are a great way to establish authority within your niche, grow your email list and enroll clients into your coaching program. There are 6 essential elements to running a profitable workshop, and if any one of these elements are missing from your presentation, chances are, your results will be less than you expected.

In this week’s episode of The Wellness Business Podcast, we’re covering:

  • The 6 elements of a profitable workshop (this blueprint has been time-tested through 200 presentations)
  • A breakdown of each key workshop element and why it’s important
  • How you can put this blueprint into action by creating your own profitable workshop.

If you plan to host any online or in-person workshops this year, you’ll want to tune in for all the details.

Here are the 6 key elements of a profitable workshop and then we’ll dive into each one individually.

  • Establish
  • Enlighten
  • Educate
  • Entrench
  • Engage
  • Enroll

If any one of these elements are missing from your presentation, chances are that your workshop will not lead to the outcome you want, which is enrolling new paying clients.

  1. Establish – A connection with your desired clients starts with your workshop title – which should grab the attention of the people you want to attract – your ideal clients. This element is key because it weeds out the tire kickers and the people who are looking for general health advice. Remember one of the amazing benefits of hosting wellness workshops is that it is a quick and easy way to grow your email list and by creating an ideal client specific workshop title you’ll be attracting only the right people.
  2. Enlighten – Kicking off your workshop with 3-4 qualifying points establishes why they showed up, confirming that they are in the right place. Let’s face it, whenever we show up live for an online training the thing that’s always in the back of our mind is, “Is this worth my time” and should I stick around?  Your workshop attendees will be wondering the same thing. By kicking off your workshop with 3-4 bullet points outlining the BENEFITS of sticking with you for the entire training (what they will learn), you will have your workshop attendees feeling relaxed and interested and settling in for the entire training which is exactly what you want to get them ready for your program invitation at the end.
  3. Educate – This is the meat of your workshop content – teaching, inspiring, and informing them on the topic promised in the workshop title. The key to this element is that you teach on what they need to know and why they need to know it as a precursor to introducing them to your paid program. Remember, what you don’t want to do is to give away all of the “how” that you teach in your paid program. You want your workshop to set the stage for why your attendees should join you in your paid program.
  4. Entrench – Once you’re done educating on the workshop topic it’s time to entrench them in what they’ve learned by asking them to reaffirm why they showed up in the first place. You do this by recapping what you’ve taught during the workshop in a bulleted format as well as ask your attendees to share any ‘aha’ moments that they’ve had. The purpose of this element is to move them out of learning mode and into reaffirmation that spending this time with you was well worth it thereby establishing you as a valuable resource.
  5. Engage – Engaging your workshop attendees with a Q&A session is the perfect way to eliminate any fears or doubts that they may have in working with you. By giving your attendees the opportunity to ask questions and get clarification on what they’ve learned, it opens up the dialogue for you to step into a coaching role which they need to see you to be willing to invest in your paid program. You’ll want to save this until the end, so it doesn’t break up the flow of your presentation and get things off track.  Q’s you may not have considered.
  6. Enroll – Now it’s time to share the next step by introducing them to your paid program and walking them through the steps to take to enroll. This is the big finale. You’ve laid all of the groundwork and now it’s time to introduce them to your paid program and how you can help them overcome the problem they want solved. This is the perfect place to use benefit statements, testimonials, case studies, and program descriptions to entice your workshop attendees to join your paid program.

If you’re excited about using this outline to create your own wellness workshop, be sure to download Karen’s free guide called: 6 Elements of a Profitable Workshop – A step-by-step blueprint for creating high converting workshops.

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3 Steps to Improving Your Video Content & Results

3 Steps to Improving Your Video Content & Results

3 Steps to Improving Your Video Content & Results

Improving your video content and results starts with your presentation skills. Whether your goal is to feel more confident on video or enroll more clients, this episode will be helpful.

These 3 steps can be used for workshops, livestream video, stories, Reels, pre-recorded video, podcast interviews, summits, wellness fairs, etc. For the purposes of this episode though, we are going to be focused on improving your live video presentation skills.

Incorporating a consistent video strategy for your business is the quickest way for your audience to get to know you, which means it will also speed up the customer journey.

Here are 3 steps to becoming a better presenter:

Step #1:  Use Notes (not read off of a script).

You can either keep notes on a piece of paper, a sticky note or Google sheet on your screen.

  • Notes will help you feel more confident in presenting.
  • Notes will keep your live video on track. You won’t wander off into too much information and you won’t forget a key piece of information that you wanted to share.
  • Notes are not only acceptable but encouraged. We both use notes and so do all great speakers.

Step #2:  Know where live video fits into your overall customer journey

  • Presentations in your customer journey can fit into a few different categories… client attraction, client nurturing, client conversion/enrollment.
  • Building relationships which is THE ONE KEY factor to getting clients and live video can do this faster than any other type of content.
  • Planning ahead for consistency is key so you are clear on the type of content you should be creating for each stage of your customer journey.
  • When you are clear on your customer journey and where in that journey live video makes sense, you’ll be an overall better presenter because you’ll be doing it with intention. You’ll also be able to track your results, (i.e.: conversions and engagement), to know if your strategy is working.

Step #3: Learn how to seed your live video with stories & information that naturally leads to program sales

    • There is a time to be seeding and a time to be direct (during a launch or promotion is when to be direct, attraction and nurturing is when to be seeding)
    • It’s easy to seed you program by throwing in phrases like “when I work with my clients” or “in my XYZ program where I create an ABC process”
    • Always mention success stories naturally “when I worked with my client Jane, she lost 15 pounds in the first 2 month we worked together. She shared with me that it was the accountability I offered that was a gamechanger for her.”
    • Quite often on the podcast we’ll mention wins and successes from students that have worked with us in the past in our Wellness Business Accelerator program. When we share stories about what we do in the program, student successes, or new additions to the program we are actually seeding that program. You’ll notice that more often than not we’ll casually mention that you can join the waitlist if you are interested in knowing when we’ll be opening the doors again.

Which of these strategies can you start using with your next videos?

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How to Plan and Promote Your Next Livestream Video for More Engagement

How to Plan and Promote Your Next Livestream Video for More Engagement

How to Plan and Promote Your Next Livestream Video for More Engagement

Live video still works incredibly well because you get to interact with your audience in real time, and when you plan and promote your livestreams ahead of time, you’ll see more attendees and engagement.

In this week’s episode of The Wellness Business Podcast, we are covering:

  • Why livestream video should be critical piece of every online business owner’s client attraction and sales strategy
  • Our 8-step process for planning and promoting your next livestream video for maximum engagement
  • Why interacting through live video speeds up the journey your dream clients have as they go through your customer journey

While all video content has its place, there is one form that stands out above the rest because it encourages a two-way conversation, as well as continued engagement rather than a passive viewing experience.

Here are the 8 steps we are covering on this episode:

Step 1: Choose a Date

Choose a date that is convenient for you, so you can be consistent. Most of your video views will come from replays so, do what works best for your schedule while also considering when your audience is most likely to be online.

Step 2: Choose a Topic

Your topic should be something that is compelling to your dream clients. Choose a topic that can easily be related back to your paid program. The easiest thing to do is to use something that’s easy to teach in 15 minutes or less.

Step 3: Create an Outline

Next, you’ll want to create your livestream outline. The easiest thing to do is to break your content down into three bullet points or three teaching points and one call to action, (A call to action is the next step you want your video viewers to take like, download a freebie, join your group, listen to your podcast, read your latest blog post, etc.)

A simple outline flows like this:

  • Introduce the topic/title
  • Introduce yourself
  • Teach 3 bullet points
  • Share the call to action
  • Recap and wrap up

Step 4: Craft a Compelling Video Title

Creating a compelling video title is more than half the battle of getting someone to watch your video. Every video title should let the reader know who it’s for and what it’s about. We also have a separate podcast episode dedicated specifically to writing high-quality video titles. It’s episode 214 and it’s called – 5-Part Formula for Writing Client-Specific Video Titles.

Step 5: Choose a Platform

There are many places that you can go live. A few of the most popular are:

  • Facebook (on your page)
  • Facebook (in your group)
  • Instagram Live
  • YouTube

Choose the one(s) where your dream clients spend the most time.

Step 6: Create a Promotional Graphic

My favorite place to create graphics is Canva. It’s easy to use, completely free, and has lots of templates to choose from. When creating the graphic, you’ll want to include the following:

  • Video Title
  • Date & Time
  • Where you’ll be going live

Step 7: Write a Social Media Post

One way to get more people to view your livestream, (both live and on the replay), is by promoting it ahead of time on social media. Let your audience know what you’ll be teaching and what they’ll get out of it. The best way to do that is by including 3 benefit / bullet statements that describe what they’ll learn.

The things you want to include in your post are:

Video Title
Date & Time
The premise behind the training, (why you feel it is important)
3-4 Bullet Points describing what they’ll learn

Step 8: Write an Email to Your List

Now it’s time to write and send an email to your email list. For simplicity use the same bullet points and training description that you posted on social media. Be sure to include: date, time, topic, location.

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