A Simple 3 Step Framework to Attract Ready-to-Buy Clients with Jess Glazer DeRose

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Embracing Authentic Visibility: A Solopreneur's Guide to Genuine Engagement with Jess Glazer DeRose

The Power of Magnetic Messaging

Visibility isn't about being louder or more pervasive; it's about being magnetic—attracting your audience with clarity and specificity. My guest, Jess Glazer DeRose, emphasized the importance of crafting messages that not only resonate but also stick. This begins with understanding your core message. Are you clear about what you offer and who it benefits? Simplifying and honing your message creates a stronger impact.

Magnetism also involves diving into the real desires of your audience. What do they truly want on a deeper level? It's not always just about a surface-level goal like weight loss or financial gain; it's about the profound changes these goals facilitate in their lives. When your messaging aligns with these core desires, you foster a connection that compels your audience to lean in and engage deeply with your offerings.

Crafting Content that Captivates (Media Mastery)

Content is the vessel of your message—a vast landscape encompassing everything from podcast episodes to blog posts. In the podcast, Jess introduced the concept of focusing on four essential types of content to boost visibility: authority, relatability, shareability, and conversion.

Establishing authority through storytelling, expert insights, or simple how-to guides positions you as a credible figure in your industry. Relatability is about making your audience feel seen and understood, often by sharing personal stories or behind-the-scenes glimpses into your journey. Shareable content lends itself to virality, allowing you to reach new eyes through humor, bold statements, or innovative ideas that others want to broadcast on your behalf. Finally, conversion content turns followers into clients by clearly articulating the transformation you offer.

Building Relentless Momentum

Visibility is not a one-off event; it's a steady, progressive accumulation. Jess shared that momentum, though often confused with consistency, is really about action creating advancement. Consistency is essential, yes, but the key is the ability to bounce back and continue moving forward, even if you falter.

Momentum builds when you approach your content strategy with a smart framework, repurposing ideas across platforms rather than constantly reinventing the wheel. Take a broad concept, break it down into actionable micro-content, and then expand upon it. By working smarter, you create a continuous rhythm of value delivery that keeps you top of mind without burning out.

Overcoming the Spotlight Effect

One surprising psychological barrier we face is the spotlight effect—the belief that others are scrutinizing our every post and presentation with intense focus. In reality, viewers are mostly concerned with themselves. This understanding liberates us from the fear of judgment and allows us to shift focus to how we can genuinely serve our audience. By directing the spotlight from ourselves to our community, we foster true relationships and demonstrate our commitment to their growth and success.

Episode Links

Join me for DBE Live! Jess’ phenomenal, and completely free, 3 part event starting March 20th designed to teach coaches and course creators how to grow a thriving business even with a small audience, no pricey ads, and without endless 1:1 calls. The value of the workbook alone is worth more than courses I’ve invested thousands of dollars in! Join the FREE live training here!

Transcript for Episode 404. A Simple 3 Step Framework to Attract Ready-to-Buy Clients

Amy [00:00:02]:

All right, let me wait for the fathom to pull up. And here we go. Okay, cool. Visibility as a solopreneur is something that many of us struggle with. It's one of those things that we think we need more followers, we think we need to be louder, we think we need to be talking more and posting constantly. But the reality is it's really not as complicated as we're making it out to be. And today's guest, Jess Glaser DeRose, is a business mentor, philanthropist, and speaker who helps business owners turn their expertise into profitable digital courses and sell them using organic social media. And she does it in a way that just feels so good.

Amy [00:00:49]:

I have had the opportunity to be inside some of Jess's programs. She is the real deal. She's amazing. And I am so, so excited for this conversation today. So, Jess, let's talk visibility. Yeah. About posting more, being the loudest, all of those things that we think we need to be doing, does it really come down to that?

Jess Glaser DeRose [00:01:11]:

No, it doesn't. I mean, okay, first and foremost, I'm so grateful to be here. So thank you for this. And then second, Can I just tell a quick little story?

Amy [00:01:19]:

Absolutely.

Jess Glazer DeRose [00:01:20]:

Okay. So I used to be a school teacher. I was an elementary school teacher for eight years actually now, eight years ago, which is crazy that I've been out as long as I was in. And I was a phys ed teacher. So elementary school phys ed teacher. I can go back to I don't know what year it was. Probably 10 years ago. One of my first graders love him to death.

Jess Glazer DeRose [00:01:36]:

His name. We'll keep his name out. He was very opinionated. So we were playing this game called Cross the River. And first graders are seven. So I give a bunch of seven year olds random things like pool noodles and scooters and rubber chickens. And basically they have to get their team from one side of the gymnasium to the other without touching the. The.

Jess Glazer DeRose [00:01:55]:

They can't touch the floor, they can't touch the wood. If they do, they have to go back to the beginning. So it's a team building game. And so this little boy has this really great idea and he starts to kind of get louder. His team isn't listening to him, so he's getting louder. He's saying it in different ways. He's getting really frustrated and he's just like yelling this idea to his team members. So of course, the louder he gets, the more they ignore him, right? The louder he gets, the more they kind of roll their eyes.

Jess Glazer DeRose [00:02:20]:

7 year olds rolling their Eyes. And then a crazy thing happened. Another little boy in his group got this great idea, except it wasn't his idea, it was the first kid's idea. And he tells the group, hey guys, I think we should do this. And they're all like, oh, that's such a good idea, let's do it. So they go with the idea and spoiler alert, they make it across the gymnasium floor and they win. And when they won, rather than celebrating that they won, this first little boy who had gotten really frustrated and loud through a full blown temper tantrum, he was so frustrated that nobody listened to him, nobody saw him, nobody saw his idea, and ultimately nobody gave him credit for what had happened. And it was in that moment, truly 10 years ago, when I realized visibility isn't about getting louder.

Jess Glazer DeRose [00:03:06]:

It's not about being bigger and in your face. In fact, a lot of times when we're in people's faces, it's when they're really turned off. And so this little story, which is a true story, is such a beautiful metaphor to what a lot of us are accidentally doing on social media. We're getting louder, we're getting in people's faces and we're thinking that we just need to do more, post more, to become more visible. And that could not be the furthest from the truth.

Amy [00:03:30]:

Yeah, it happens all the time. Why do you think this is happening so much in the online space?

Jess Glazer DeRose [00:03:35]:

Well, first and foremost, there's a seven year old in all of us, right? And I think that as adults, that's who we truly are. It's the seven year old self. And so when we do post and we spend 45 minutes editing a reel or an hour on Canva and it doesn't perform the way that we think it should perform with our expectation, then we have this little tantrum like he did, and we have this little tantrum and we become very reactive in the business. And so then we just say, either okay, fine, what's the point? I'm not going to do it again. And we back off and we just stop showing up altogether. This happens in launches a lot, right? It's not going the way you want. You throw a little tantrum, you're like, there's no point, what's the point? No one's seeing it. Or we overcorrect in our reaction and we start to just get louder and louder.

Jess Glazer DeRose [00:04:13]:

And I think it really is coming from a very understanding place. And that is the industry as a whole, whether it's the coaching industry, digital marketing industry, whatever kind of the industry is as a whole, it is more saturated than it's ever been. And it is a fact. You do need to figure out sort of how to stand out amongst the noise because there are thousands, hundreds of thousands of people doing exactly what you do.

Amy [00:04:35]:

Yeah. And it's just proof of concept. And that's something you really helped me understand over the, over time. It's just proof of concept that, yes, this can work. So if it's not about being louder in the online space, how do we get people to take notice and lean in in a way that feels good and authentic?

Jess Glazer DeRose [00:04:55]:

Yeah, I love that you just said lean in because I, I always say visibility is not about more followers or talking more. It's about being able to connect with your audience members so that they lean in. So I love that you said that. I'm going to take you through a little formula real quick. A framework of three different M's. Okay. Because I love formulas. Some such a teacher.

Jess Glazer DeRose [00:05:12]:

These three M's are going to help you go from being ignored to being irresistible. All right? So take your notes out if you're driving. You could circle back and listen to this again. But the first M, which happens to be a really trendy word in our industry, is magnetism. So how do we become magnetic? How do we create that magnetic messaging? And this is something that I'm known for in my business because I've been able to do it, build this multiple seven figure business with a very small following organically. So magnetism is really crafting a message that, that actually sticks. It's something that people actually care about. Right.

Jess Glazer DeRose [00:05:45]:

And being magnetic comes down to, are you clear? Are you specific? Are you really focusing on someone's core desires, which is not always what we're focusing on. We focus on the surface a lot. There's a lot of things that go into magnetism. There's actually three Cs. So let's go through that real quick. The first one is, you know, are you clear? We don't have to get louder. He didn't have to get loud. He just had to be more clear.

Jess Glazer DeRose [00:06:10]:

And if he had slowed down, taken a beat, taken a breath, and actually been grounded in his delivery, they might have listened to him. So I help ambitious entrepreneurs with effective strategies to maximize their efficiency so they can live their best lives. That is a mouthful. I don't know what the heck you do. I help coaches transform their one to one businesses to a one to many model so they can serve more people, make more money in less time. It's Clear. Really clear. So are you being clear? Are you being specific? I help people lose weight and get stronger.

Jess Glazer DeRose [00:06:42]:

What does that mean? Who is it for? Is it moms? Is it men? Is it who is it? Right? So instead you can say something like, you know, I help, I help people lose weight and get stronger. But it's for the cardio bunny, the person who's like addicted to the cardio machines. They're counting calories, they're tracking macros on MyFitnessPal, they're binging on the weekends, they're so good during the week, but they're stuck in this loop, right? This like hamster wheel loop of this endless cycle. And they just want to really be able to like open their closet and put on the little black dress and not worry about how they feel. It's more specific. And before you, the listener rolls your eyes and says, yeah, but my person doesn't use my fitness power. They're not tracking macros. I'm the anti macro girl.

Jess Glazer DeRose [00:07:24]:

The brain does something really interesting. When we give the brain parameters in a story, the brain can very quickly swap out what is not true and swap in what is true. So for example, if I say lose weight and get strong, that kind of goes in one ear, out the other for anyone, even if that's not your goal. But as I started to list off the cardio bunny and the not knowing what to do in the machines in the gym and the my fitness pal, if you don't do those things, but you do something adjacent similar, your brain, because we learn through story, your brain can quickly swap out character A for character B. And you're like, no, no, no, I'm not a cardio bunny. But actually, you know, these seven day a week CrossFit workouts, it' for me. And so by giving somebody parameters through storytelling, they're going to more effectively be able to swap in and out. Okay.

Jess Glazer DeRose [00:08:13]:

And then the core desires. This is like the last piece here of this seas of magnetism. The core desires is what do they really want? So most of us don't voice this. This is stuff you might not even say to your partner. So I want to be happy, I want to feel confident, I want to, you know, even I want to lose weight. It's like, that's not what you really want. It's I want a slow Sunday morning where I don't have to answer to anybody. I'm sitting on my porch drinking a cup of coffee, you know, not stressed about my money with nowhere to go.

Jess Glazer DeRose [00:08:44]:

It's not, I want to lose weight. It's actually, I'd love to be able to be intimate with my partner with the lights on. It's things that you, like, don't even necessarily want to say out loud. So getting into magnetism, it's. Can we make a simpler message? The more simple it is, the more clear it is, the stronger the impact that we'll make. Okay, so that's kind of the first part of magnetism.

Amy [00:09:05]:

Cool. Yeah. Oh my gosh. It's so good. And it makes so much sense and we overcomplicate it. Why do you think we overcomplicate it so much? You know, this, this clarity piece, it seems so simple, yet honestly, we're all making that mistake.

Jess Glazer DeRose [00:09:18]:

Yeah. Because we can hide behind it. It's a self sabotaging mechanism of like, it's so hard. I haven't figured. It's niche, right? People do this with niche. I had a call the other day, a free coaching call, and a gal had said, I've spent like two years working on my niche and I'm like, whoa, whoa, whoa, whoa, whoa. There's nothing to work on. It's pick it and stick it.

Jess Glazer DeRose [00:09:35]:

Like, we do this though as like a self sabotaging mechanism so that we don't actually have to take action so we can hide behind the overwhelm and the confusion. Right?

Amy [00:09:44]:

Yes. Oh, so good. So we've got the magnetic messaging.

Jess Glazer DeRose [00:09:48]:

Yes.

Amy [00:09:49]:

What's next?

Jess Glazer DeRose [00:09:50]:

So media. Media is going to be next and that is essentially content. Now when I say content, that's this podcast right here on my guest or emails that you're writing, or social media posts. So content as a whole, blogging, it's everything that you're putting out into the world. Now we both know there's a million different types of content, but when it comes to visibility, I really want you to focus on four. So the first piece of content that we want to focus on for visibility is authority. So what's going to make you an authority? What's going to make you credible? It's going to establish that expertise. This can be done through storytelling, your own personal story, client transformations and testimonials, or simple things like how to five steps.

Jess Glazer DeRose [00:10:29]:

This framework right now. So this is showcasing thought leadership, industry insight, frameworks and all of that. The second piece here, we're going to go fast. Okay. The second piece here is relatability. So are you making your audience members feel seen, heard and understood? And this again can really be done very well through social storytelling. But even simple things. I put up a post A million years ago.

Jess Glazer DeRose [00:10:52]:

It's one of my most saved posts and it was a visual that I made on Canva of what my calendar used to look like. And it was like back to back, just one on one calls and then what my calendar looks like today, which had one group call. And the whole concept here was beyond. You're working a lot, hustling, wearing all the hats. It was kind of this idea of back then I was working with six people a day and now I can work with 50 people in a day. So imagine what happens to my impact and income. So it's very relatable. Right, so behind the scenes moments, what are you currently struggling with? What did you used to struggle with? The hero's journey, the come up.

Jess Glazer DeRose [00:11:26]:

Right, the one step ahead vulnerability. That's all going to land under relatable. The third is going to be what is shareable. So the thing that's great about shareable is that we get to borrow other people's audiences. So if your content gets shared, then you get to be in front of other people, which in itself is visibility. Right. So shareable content can be anything from a meme that's just really funny. I don't want to date myself here, but I see them sometimes come up with like Saved by the Bell characters and it's like, if you know who these people are, you need Botox, you know, like that type of a thing or you know, just silly things like that.

Jess Glazer DeRose [00:12:01]:

Even like cats doing stupid stuff. It's shareable because it's funny. But shareable is also polarizing, myth busting kind of line in the sand. This is what I stand for. And a lot of times for coaches, it's what other coaches that do what you do maybe don't have the. I can't think of the word other than chutzpah. It's a. It's a Yiddish word, but like it's balls, right? Like they might not have the balls to say it.

Jess Glazer DeRose [00:12:25]:

So you say it and then maybe they share it because what that does is like it says to their audience, this is how I feel and what I think, but I didn't actually post it. And this happens a lot with quotes like fluffy, silly things, but bold and counterintuitive things are great to share. New ways of thinking, maybe things that drive emotions. So authority, relatability, shareable. And then the fourth one is going to be conversion content. So this is where we get to turn followers into buyers. And that's not just as simple as put up promotional content with a call to Action for someone to DM you or to buy the thing, it's conversion in their emotion, conversion in the approach, conversion in the way that they think. So yes, we can of course have a strong cta, but it's also the transformation of A to Z.

Jess Glazer DeRose [00:13:07]:

If it's not a transformation story, it's a transformation promise. Right. It's like why you created the offer that you have and I love you, but if you're not actively selling, then you're really not running a business. And selling is a service. So for the person who's listening, who's like, yeah, but you don't understand. I feel, I don't want to be annoying. I feel salesy. I've said the same thing every single day.

Jess Glazer DeRose [00:13:31]:

That is your job. When you get into business, when you get into coaching, you actually signed up for being a marketer. And what a marketer does is they present the business. So if you had a brick and mortar store and you just didn't open the doors, you kept them locked and the lights off, well, no one's going to come in and make sales. And so it's your job as a store owner every day to go in and open the doors. Sure, maybe you close the store on Sundays, but you're going to go in, you're going to turn on the lights, you're going to flip the sign, you're going to open the doors and that's going to let people know that you're available, you have solutions to problems. Right. And if you don't do that, it's like you're winking at people in the dark.

Jess Glazer DeRose [00:14:07]:

So selling is really truly a service. When what you're selling can make somebody, it's a solution. Right. Like can make somebody's life better.

Amy [00:14:15]:

Yeah. And something you talked about the other day when I was in one of your trainings was this whole idea of the spotlight effect. You know, a lot of times I feel like people are so hesitant to post because we're like, oh my gosh. Well, I can't post because I've already posted and I don't know what to post. So can we touch upon that a little bit too? Because I think that's a very important topic to highlight because so many people experience it and don't even realize it.

Jess Glazer DeRose [00:14:40]:

Yeah. And I say this with love. This is science backed. This is not just me. But this idea of the spotlight effect is essentially that we think people care more about what we're doing and saying and how we look than, than they do. And the truth is like, just breaking it all down. People just don't care about anything other than themselves nearly as much as we think they are. There's a quote.

Jess Glazer DeRose [00:15:02]:

I don't remember who. I really need to look it up because I need to. I need to be able to say who it is because I use it all the time. But it's, I am not who you think I am. I am not who I think I am. I am who you think. Nope. No, no.

Jess Glazer DeRose [00:15:16]:

I am who I think you think I am. So it's this perception game of, like, we think people care more than they do. Even on zoom. There's studies that show right now zoom meetings are actually less effective than in person meetings, which I'm sure isn't like rocket science. We're all sitting here zoom fatigued. But the reason why zoom is less effective is actually because some crazy stat, like, 99.9% of the time. Don't quote me on that. People are actually just looking at themselves.

Jess Glazer DeRose [00:15:44]:

They're looking at themselves. Like, what do I look like? Do I look okay? Is my hair out of place? Should I be smiling? Is that thing in the background distracting? And they're not fully engaged. They're not fully listening. We're not doing active listening. We're very passive when we're on zoom. So even if the person's smiling and nodding their head, like, there's a pretty good chance they're looking at themselves, which is really interesting. And so the spotlight effect is essential. Us thinking that there is a spotlight on us.

Jess Glazer DeRose [00:16:10]:

But in reality, people are shining the spotlight on themselves, which is why, if you've ever spoken on a stage, people say, oh, just imagine if you're nervous. They say, imagine the crowd naked. They're not saying that so that you get a giggle. They're saying that so that you take the spotlight off of yourself, worrying about what you look like. And if people like you and if the message is landing and you turn the spotlight onto the audience members, because ultimately that is your job when you're on stage speaking, is to present a theory, a framework, whatever it is, a story to the audience members and make it about them rather than make it about you.

Amy [00:16:43]:

Such a powerful reminder, and one we all need to be aware of, because it's something we all get sucked into. We think everybody's paying so much attention to us, and they're just worried about themselves. So amazing. Well, what is the third M in the visibility framework you have?

Jess Glazer DeRose [00:16:58]:

Oh, we're going back. Good call, Momentum. I was like, what is the third M? So Momentum is this snowball effect, right? And of course, the bigger the snowball, the more likely it'll be seen. And when we're talking about visibility, that is what we want. So this idea of momentum is visibility in your business is not a one time event. It's an accumulation event. It's an accumulation event and action is going to create that accumulation. It's going to create that momentum.

Jess Glazer DeRose [00:17:27]:

Now, you know, because we're in the middle of our Momentum 60 challenge right now. But momentum and consistency are not the same thing. People get consistency wrong as well. So consistency is not doing something every single day. That's actually not what it is. Consistency is doing it after you've stopped doing it. Can you be consistent and get back on the, back on the horse? You know, whatever the saying is, like get back up and do it again, right? That's consistent. The more consistent you are, momentum will start to happen.

Jess Glazer DeRose [00:17:56]:

Now we can, we've all done this, we can do this with the gym. It's like, you're so good, you're so consistent, you go for like six weeks straight and then all of a sudden you get sick, you get the flu, you stop going for two weeks and then the momentum, poof is gone. And to start again is really difficult. And you get to flex that muscle of, okay, I can do this. I've started from a dead stop. I can go with the momentum of what I had. Even though I had to take a break. Let me get back into the consistent habit of just starting again over and over and over.

Jess Glazer DeRose [00:18:26]:

So here with content and visibility, momentum is really going to start with an idea. You're going to take your idea, you're going to break that idea down. So you've got this thing that you want to talk about. Break it down, make it even smaller. So go from this macro to micro, which is going to give you a lot more ideas. And then can you expand on each one of those ideas? And then can you work smarter, not harder? And so can you repurpose this idea? So let me give you an example here. If I had this idea, I'm going to go big online business. That's what I teach.

Jess Glazer DeRose [00:18:57]:

Okay, well, I can teach foundations, marketing, sales, let's go into the marketing aspect. I can teach email, social media, ads, affiliate marketing. All right, let's focus on social media. So we go into social media. I can focus on content messaging, editing, let's focus on messaging in messaging. And if you're a visual person, you'd see like a whole chart right now that I have but in messaging, there's like, I could talk about the client, the niche, the psychology, or AI. So let's focus on niche. Now.

Jess Glazer DeRose [00:19:25]:

I've picked niche. I went from all this big, big, big online business. I could teach all these things down to somehow I got to niche. And if you say niche, that's fine. I say niche. Okay, the debate is over. So I have niche. And I'm going to go, what are the pains? What are the pleasures? What are the transformations? The personal story, all of the different types of visibility, content, right? So authority and the storytelling, the transformation, all of these things.

Jess Glazer DeRose [00:19:49]:

And I'm going to come up with this idea. Your niche isn't the topic you talk about, but rather the result that you create. Ooh, that's like a little mic drop moment. Now, I can take that and I can repurpose it. And I don't just mean slap it up on the different accounts, but I can take it and I can create an Instagram carousel, the three biggest niche mistakes entrepreneurs make. And I can take the exact same theory and concept and post on LinkedIn. LinkedIn how I refine my niche to 10x my sales. And then I can go over to YouTube or do a podcast episode and I can say, let's fix your niche in 10 minutes or less.

Jess Glazer DeRose [00:20:26]:

And then I can go to my private Facebook community and say, drop your niche below and I'll help audit it. And then I can do an Instagram story, and I could use one of their features like a poll, and I can ask my audience if they're confident in their niche. And if they're not, what do they. What do they need help with if they've spent two years working on it, right. What are they stuck on? And I can do an email newsletter and I could deep dive into niche mistakes and have a really strong call to action to go download my niche finder framework, which is a freebie, right, Which I actually do have. So it's this one idea that gets repurposed across multiple platforms and also just repurpose stuff you've ever you already created. I reposted a reel yesterday that I had filmed and posted back in 2023, and it's taking off. People are loving it.

Jess Glazer DeRose [00:21:09]:

And I didn't do anything other than go back into my camera roll, pull up an old talking head reel, pop a new caption on it, and I reposted it because it did well then. So I figured it would probably do well today. And so this idea of working smarter, not harder is going to innately just Cause momentum because you're not sitting behind the computer, cursor stuck on. I don't know what to say. I feel like I've said everything. If you're always creating content from scratch, you're doing it wrong. The best entrepreneurs don't create more, they just repurpose better.

Amy [00:21:39]:

Yeah. We don't have to constantly be recreating the wheel over and over. And the reality is people need to hear the same message over and over and over. And there's actually some new research that came out talking about how much more that is. Can you dive into that a little bit?

Jess Glazer DeRose [00:22:00]:

Yeah. So I believe, because I don't have it in front of me, I had done a bunch of research and I had found the 711 effect. And so I believe it was about they need to get in front of your message seven times, but they actually need to interact with you 11 times. Meaning if they're not actually having a conversation, joining a masterclass in your DMs or commenting, it's not a full blown getting in front of you. Like, seeing it is one thing. Okay, I scrolled past it. But to engage or interact with it is sort of the next level, which we didn't used to need the way that we need today. So I, yeah, I did see.

Jess Glazer DeRose [00:22:35]:

I don't remember. I think it might have been like UC cla or someone had done a study where it was the 711 effect, which if you step back and you think about your engagement on social media, it is very normal and average that about 1% of your audience sees about 1% of your content. So if you're consistently posting and you're showing up and you're doing it, most people in your audience aren't seeing it and even less people are going to engage in it, engage on it. And so this is the idea here. Again, it's not about posting more, but it is about being really thoughtful with your message message and just saying it more. They say in messaging, when you, when you learn about copy and messaging, you want to say your same story and your same message until they can repeat it back to you. And when they can repeat parts of your story back to you or what you do or who you help, that's when you know you're really starting to unlock the level at which you want to be at with your message.

Amy [00:23:30]:

Well, and it helps build that trust too. And that's what we need now more than ever for anyone. That's like. Well, no, it doesn't matter. Yeah, it does. It really does. Especially in the online space, because that's what's going to set you apart, is that they trust that you have the solution to their problem.

Jess Glazer DeRose [00:23:47]:

Yeah, I, I heard something from a gal back in the fall and it really changed the way that I approached this. I've taught no like and trust for eight years. I've, I learned it, I have teached, I've taught it. You know, I teach it to people. But it was really interesting. She said, you know, people don't have to like you to buy from you. They only need to trust you. And I sat with it at first and I was like, no, that's not true.

Jess Glazer DeRose [00:24:08]:

And then I started to think about even big brands. And I know I used this as an example in the training the other day, but I'm sorry, I'm just going to say it. It's fine. I love you, Starbucks. I'm very happy for you. But also, I don't like your coffee. And it's like it tastes burnt all the time. If you think so, come into my world.

Jess Glazer DeRose [00:24:24]:

Like, we can be friends, but I still will buy from them if I need to. If push came to shove, Mike and I lived in an RV for a year and a half, and there's a lot of Starbucks around the country. I know what I'm gonna get when I go there. Coffee that tastes burnt. Right. But I also know, I know what they have inside. Like, I don't even need to go in to get a snack box or to know that there's going to be a water bottle or that I can use the bathroom if they give me the code. There's a trust there, so I don't have to necessarily like you as a person.

Jess Glazer DeRose [00:24:51]:

And I don't even have to like the brand or its mission. I much would prefer to buy from a mom and pop local shop, but sometimes push comes to shove and I'm stuck in this, this corner where it's like, well, this is my only option. At least I trust them. Right? So there's, there's a level of. And that might be a silly kind of example, but you actually don't have to like somebody to buy from them. They just need to see you as the solution, like you said. So can you build that trust? And that's what visibility is. It's.

Jess Glazer DeRose [00:25:19]:

Let's get to the trust faster. Let's get to the connection and the impact and the deepness, the depth faster.

Amy [00:25:25]:

Yes. Oh, my gosh. So good. Can you just recap those three steps for us?

Jess Glazer DeRose [00:25:30]:

The. The M's.

Amy [00:25:31]:

Yes, the three m's.

Jess Glazer DeRose [00:25:33]:

Yeah. So the first one is going to be our messaging and we're really going to focus on clarity, specificity, core desires, even contradicting. Right. Polarizing. Then we're going to move into the different types of content. So this is going to be your media Again, there's so many types of content, but when it comes to visibility, I really want you focusing on authority, relatability, shareable and conversion. And then the final M is going to be that momentum which you create. Momentum doesn't happen overnight and momentum doesn't happen by osmosis.

Jess Glazer DeRose [00:26:01]:

We create our own momentum through action.

Amy [00:26:05]:

Yes. So good. Now, if you loved listening to this episode today, this is just a taste of what you can expect inside of an event that Jess does for free every single year called DBE Live. It's one that I have attended multiple times. And honestly, the value I have gotten out of this free event is far beyond programs I have paid thousands of dollars for. So, Jess, can you tell us just a little bit more? What is DBE Live, who is it for and what can people expect out of this? Because I love it. It's like my favorite thing ever and I still keep coming back, even though I've been in your world now for several years.

Jess Glazer DeRose [00:26:48]:

Yeah, well, thank you so much. It's like my heart flutters when you say that. Because the ethos of this event for our team is can we make it better than our competitors paid programs? That is literally like the mantra and we've heard thousands of times over that it is. So we do believe in giving it all away for free. That is just. If you have a solution to a problem, it's your responsibility to share it with the world. And if you don't, you're robbing people of the opportunity for transformation. Period.

Jess Glazer DeRose [00:27:12]:

End of story. So DBE Live is a three day live virtual experience. There's no bait and switch, there's no pitch. We don't sell anything. What we are doing is we're giving you the roadmap that we have used to scale our business as well as thousands of our clients to build and scale six and seven figure businesses. Doesn't matter if you have a small following. You don't have to pay for ads. You don't have to be on endless one on one calls.

Jess Glazer DeRose [00:27:34]:

We have thousands of people that come every year. Coaches, service providers and course creators. That's really who's coming. Content creators. We have people that are in the ideation phase. I don't know if my idea is good enough. Should I really do it, it's saturated. I'm scared.

Jess Glazer DeRose [00:27:48]:

And we have seven figure business owners that come now. My favorite thing about the event is it's a three day event, but they are not back to back days because who the heck has time for that? Nobody, right? And also information is not the problem, right? We have infobesity, we have consumptionitis. None of us need more information. So why do we put on the event? Well, we need implementation. So information plus implementation or action is going to equal the result that you want. So what we do is we take those three days and we spread them across about two weeks. It's a week and a half to two weeks long. It's very intentional.

Jess Glazer DeRose [00:28:20]:

After each training we're giving you homework. There's stuff for you to implement. We run contests. I actually do hot seat coaching in between the calls. We do bonus trainings in between the lives. And we do this with intention so that you can actually consume and implement on the content. So the whole event, it's like a two week party. Like I said, it's totally free.

Jess Glazer DeRose [00:28:40]:

We're going through the foundations, the marketing and the sales aspects of your business. And what you said is so true, right? You come every year. We even attended every year from a different lens inside of our own business because we run it every spring. We sort of use it as like a spring cleaning reminder to just check like checks and balances in the business. What do we want to tweak, Add enhanced delete, where maybe, where are things leaking that we didn't even realize? So no matter your level of business, this is definitely an event for you and I would love, love, love to see you there, guys.

Amy [00:29:10]:

Absolutely. It's going to be linked up in the show notes. The value that just provides, seriously, it is absolutely amazing. It is worth it. Sign up, get into the room. I mean there's even a workbook, like there's a flipping workbook and it's not just like a little like two, three page. No, it's like an actual workbook. So get into the room, implement what she's teaching you and you will see a transformation.

Amy [00:29:34]:

Jess, thank you so much for being here today. Thank you for everything you have taught me. You are truly a gem in the online space.

Jess Glazer DeRose [00:29:42]:

Thank you so much Amy. Love you and love your community.

Amy [00:29:45]:

Thank you. And until next time, stop guessing and start growing.