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00:00:01
The $70K/Month Facebook Group Funnel (Built on DMs)
12 Plays2 days ago
In this episode, Ken Freire sits down with coach and consultant Megan Huber to uncover the power of community-driven sales. Megan shares how she built a $70K/month business not through funnels or ads, but through a Facebook group paired with a strategic DM system. She explains why relationships and trust are the real drivers of high-ticket sales today, how to avoid the most common mistakes in community-building, and how tools like GroupTrack CRM can streamline outreach without losing the human touch. This episode is packed with practical strategies for solopreneurs who want to scale through authentic connections rather than cold pitches.
Resources Mentioned
- GroupTrack CRM - https://grouptrackcrm.com/
- Structured Freedom, Inc. Facebook Group - https://www.facebook.com/groups/structuredfreedominc
Timestamps
- 0:03 – 3:38: Megan’s journey and why community is the new funnel
- 3:48 – 7:43: How Facebook groups still work in 2025 and why belonging drives sales
- 7:55 – 13:01: The #1 mistake most coaches make when building communities
- 13:30 – 17:17: Megan’s 3-part welcome DM system for new members
- 17:37 – 20:23: Why traditional cold DMs don’t work anymore and the trust gap in coaching
- 20:23 – 25:23: Using automation and GroupTrack CRM without losing authenticity
- 25:35 – 29:12: Text vs. audio messages in DMs and adapting to client preferences
- 29:21 – 36:00: How Megan manages DMs daily, closes sales, and improves retention
- 36:14 – 39:42: Why clients stay for community, not just information
- 40:00 – 44:16: Selling in the DMs: realistic price points and Facebook vs. other platforms
- 44:29 – 46:50: Where to find Megan and final takeaways on connection-driven sales
Recommended
Transcript
Scaling High-Ticket Sales: Automation vs. DMs
00:00:01
Ken Freire
Everyone's chasing automation, but what if the secret to scaling high ticket sales isn't another funnel or a webinar, It's actually a DM.
Community-Driven Sales with Megan Huber
00:00:12
Ken Freire
Megan Huber has rebuilt her business around one of the most overlooked strategies in the coaching world, community-driven sales.
00:00:12
Megan Huber
Thank
00:00:20
Ken Freire
And she's pulling in about 70K a month doing it. And in today's session of Solo Scaled, we're joined with Megan Huber, a coach and consultant who helps both emerging coaches and eight-figure education companies turn their communities into conversation machines,
00:00:35
Ken Freire
She's going to break down how she uses a a Facebook group and of all things, an intentional DM strategy to scale what others think is unscalable. Megan, so glad to have you. am excited.
00:00:48
Ken Freire
You have been in this space for a while. And when you and I have talked, we realized that we a lot of overlap in our businesses and what we do. So super excited to have you Yes.
00:00:56
Megan Huber
Yeah. Thank you so much, Ken. It's just been such a joy and pleasure to connect with you. And I'm super excited. We're going to be almost neighbors in about a month, which is incredible. I can't wait to see you in person.
Future Collaborations: Megan and Ken
00:01:08
Ken Freire
I know we were just talking about it right beforehand. I'm like, Oh, I'm so excited to have more people that are in this space that we could see each other live, right? Like in person, hang out, grab a cup of coffee.
00:01:19
Ken Freire
And there's so many new people I want you to meet.
00:01:19
Megan Huber
Oh, yeah. Maybe host a meetup or two together. I could see that happening in our future.
00:01:23
Megan Huber
You never know.
00:01:25
Ken Freire
Well, that's why I was even actually asking when you would be here because we're going to do a meetup in August of just some friends and
Community as a Marketing Funnel
00:01:32
Ken Freire
coaches that I know. So I'm like, hey, I've been thinking about you. like, Megan should come hang out with us.
00:01:37
Megan Huber
Oh, well, I'll be there for August for sure.
00:01:37
Ken Freire
So...
00:01:39
Megan Huber
Count me in.
00:01:39
Ken Freire
Awesome. I love it. Well, Megan, you know, today, when we started talking, you were kind of like, hey, I'm so into communities. Community is a new funnel, right?
00:01:50
Ken Freire
And I think a lot of people want this, but what does that actually even look like in practice?
00:01:56
Megan Huber
Yeah. It's such a good question because it is a funnel.
00:01:59
Ken Freire
Yeah. Yeah.
00:01:59
Megan Huber
You know, everything I do and everything I have done my entire career as a coach since 2011 has been organic. It has been, and what does organic mean? me, it means building relationships.
00:02:12
Megan Huber
It's a relationship first approach and it's a community driven ah ah approach to building your business even delivering your programs.
00:02:20
Ken Freire
Yeah.
00:02:20
Megan Huber
So You know, my funnel, like you said in the intro, my funnel is very much built around a Facebook group. And it's so funny. I was on a podcast a few months ago and I know the guy like pretty well who had me on his show was not our first interaction.
00:02:35
Megan Huber
And I didn't know he was going to start the episode this way, but his very first question, like the very first words out of his mouth on the show were, I don't believe you, the Facebook groups still work.
00:02:47
Megan Huber
You are going to have to prove me wrong because I literally don't believe that you are getting clients from a Facebook group today.
00:02:54
Ken Freire
That's hilarious.
00:02:54
Megan Huber
And was like, Well, I'll prove you're wrong. So, you know, I started my first Facebook group. I started way back in 2011 and 12. I think I've probably started over the years, maybe 40 or 50 different Facebook groups for all different kinds of reasons.
00:03:10
Megan Huber
And really similar to you, Ken, I worked behind the scenes for a very large scale coaching company as a director of client experience for four years. And when I came out of that at the end of 2016 to kick off 2017, I mean, this is exactly how I did it. And it's how I'm still doing it the same way today. Like nothing's really changed in terms of building community and building relationships with people.
00:03:31
Megan Huber
I decided back in 2017, I'm Who was my ideal client? What was I going to help them solve? And what result was I going to help them achieve? And where do they already gather?
00:03:41
Megan Huber
Where are they already gathering together in community? And where are they already making buying decisions? And at the time, i knew it was Facebook groups. And so I made a very quick decision.
00:03:52
Megan Huber
I'm building my entire business through community, through a Facebook group. And really what that means is all roads lead to my Facebook group. So if I'm a guest on a podcast,
00:04:03
Megan Huber
my call to action is join my Facebook group. If I am speaking on a stage, if I'm attending a meetup, if I am in front of someone else's audience in any way, shape or form, all roads lead back to my Facebook group. If someone opts into a a resource or a masterclass and now they're on my list, all roads still lead to my Facebook group. And I always say like, that's where the magic really happens for us at Structured Freedom. It's happening inside of that culture.
00:04:29
Megan Huber
It's a place where you feel like you belong. It's a place where I want people to say, found my people. This is where I feel seen. I feel heard. I feel understood. feel like I can be myself.
00:04:41
Megan Huber
I can like let it all hang out. And someone actually cares enough about me that they are going to pay attention to me and they're going to meet me where I'm at.
Common Mistakes in Community Building
00:04:51
Megan Huber
And, you know, that's the place where you're getting to know people on a very personal level.
00:04:57
Megan Huber
You're getting to know what they're dealing with, what they want, what they want right now. That's where you get to kind of, in a way, you kind of get to show off and show up for your people. That's where they're consuming all this content from you inside of that location. But beyond just you being the generous authority, you're giving people the space and a place to connect with each other.
00:05:19
Megan Huber
So it isn't all about us as the leader. i mean, mean, that's a big part of it, but it's about our ability to facilitate connection among other people so that you're creating a place where they want to stay because people don't want to stay just for information.
00:05:33
Megan Huber
They actually want to stay for each other.
00:05:35
Ken Freire
Yeah, and I think that's huge because most communities, I think where they go wrong is that they don't have a good mechanism for facilitation, right?
00:05:45
Megan Huber
Mm-hmm.
00:05:45
Ken Freire
It's all either contingent on the personality, right? For you, for example, might be Megan. But they also think falsely that if I just post once a week, the community will thrive, right?
00:05:58
Ken Freire
Right. So what have you seen been common mistakes that people make when creating a community?
00:06:06
Megan Huber
Yeah, I mean, you kind of already hit on a little bit there with your question. I mean, people think that they're going to go in and because they've invited adults to be part of that community, that adults just know how to operate.
00:06:21
Megan Huber
And adults are just going to read our minds. And they're going to post and ask questions, watch our live streams, show up to our live streams live, share their wins, share their celebrations, and engage.
00:06:37
Megan Huber
And then beyond that, because I have a group of adults in here who want what I have to offer, or I'm assuming they want what I have to offer, they're just going to buy. And that is so far from the truth of how an adult is going to operate inside of your community.
00:06:51
Megan Huber
Now, whether it's free or paid, So it goes both ways. My Facebook group is a free Facebook group. I mean, that's where everybody is landing. I mean, my paying clients are in there as well, but there's way more people in there who are not a paying client.
00:07:07
Megan Huber
But it also applies to your coaching programs, whether you have a membership or Or a mastermind, a group coaching program, a community powered program, a course.
00:07:17
Megan Huber
It's the same thing. We get so bent out of shape when our adult members or our adult clients are not showing up, engaging and participating. And why are they not getting what they came here to get, implementing it and getting a result?
00:07:32
Megan Huber
And that's probably the biggest mistake. And it's a thought mistake. It starts with a thought that we're thinking that should just expect adults to do what we want them to do.
00:07:44
Megan Huber
And then when they don't, here's what I've seen for years. I see people get so frustrated and then really angry with their community members. And I've heard them say things like,
00:07:57
Megan Huber
They're all just a bunch of freebie seekers. All these people are just a whole bunch of tire kickers. None of these people are my i ideal client. I'm so tired of just showing up for free all the time and nobody's buying.
00:08:10
Megan Huber
If they want to buy, they need to come chase after me. And I think that we're doing a really massive disservice to ourselves and we're doing a really big disservice to the members of our community when that's the way that we're thinking.
The Power of Personalized DMs
00:08:21
Megan Huber
So I think the number one mistake is a thought mistake for sure. don't know if you have any like follow up on that before I keep going.
00:08:26
Ken Freire
Yeah.
00:08:29
Ken Freire
No, I mean, i just was laughing internally and maybe externally to a little bit if people are watching this on video, because I've heard that so many times and it was frustrating where people are like, well, these are just tire kickers. They're not really ready to buy.
00:08:44
Ken Freire
But then when you look in their communities, it's like you're not doing anything. You're not providing any sort of value.
00:08:49
Megan Huber
Mm-hmm. Mm-hmm. Mm-hmm.
00:08:50
Ken Freire
You just think, hey, I posted this thing last week. They should be excited. It's like, yeah, but you're also posting in front of millions of other people who are posting, right? Like you got to do something to engage your community.
00:09:04
Ken Freire
And that's where I think your DM system really kicks in, Megan, right? Because you have like this backend system that you're working with people on how to like cultivate relationships and how to do it organically.
00:09:15
Ken Freire
So can you just walk us through a little bit of how do you do that? What does a DM system look like? And you're actually cultivating a strong community.
00:09:23
Megan Huber
Yeah. So the magic really happens in the DMs, right? So it's very magical inside of the community, but without the DMs and without developing personal relationships with the people in that community, again, you're kind of missing out on this really big component and piece of the puzzle.
00:09:27
Ken Freire
Yeah. Yeah.
00:09:43
Megan Huber
So This is a tip for everybody listening to this. Whether you have a Facebook group or not, it doesn't matter. So maybe you have a school group or a circle group or a Facebook group or wherever your group is. It doesn't matter. Wherever your community is.
00:09:57
Megan Huber
you want to get into the DMs with someone as soon as they join your community immediately. Now you can do that manually or you can have that set up on automation, which we can get into that later.
00:10:10
Ken Freire
Yeah.
00:10:10
Megan Huber
So that initial welcome, I'll tell you the structure of that initial welcome message. And think of it this way. Think of even though someone's coming into your free community, And for me, that's on Facebook.
00:10:21
Megan Huber
I still look at the process similarly to how I would look at onboarding a new client into my paid program. So essentially, you want to onboard people into your free Facebook group.
00:10:35
Megan Huber
Because you're really, you're introducing them to your community. You're introducing them who you are and who you serve and how you serve. You're introducing them this is the way that we do things here. So you're helping them really acclimate and get used how things function in this community.
00:10:50
Megan Huber
That's the same thing that we should be doing and onboarding inside of our paid programs. So the structure of that welcome message, it's a three-part structure. Part one, it's a single sentence.
00:11:01
Megan Huber
You say, hey, so-and-so. So you want to address them by their first name. I'm so glad to welcome you to the Yada Yada community.
00:11:09
Ken Freire
Yeah. Yeah.
00:11:10
Megan Huber
Part two, that's it, right? Exclamation mark. Part two. is you are literally putting your I help statement in. So for me, I would say, you know, I help coaches, course creators, community leaders, and experts do blah, blah, blah, blah. Right? So they know exactly if they're my ideal client or not. They know exactly what I do.
00:11:31
Megan Huber
They know what problem I solve. They know what result I'm going help people achieve. That's a, it's still just one sentence though, right?
00:11:35
Megan Huber
It's just one sentence of this is what I do. So you're also letting people know what's the purpose of my community. This is not, yeah, you're not having to pay to be in this community, but I am a business owner.
00:11:47
Megan Huber
This is why I'm here. This is why this community was created. And you're setting the tone of, I am here to do business. I use social media for business purposes, not personal purposes. And I think that's really, really important that we set the tone immediately.
00:12:03
Megan Huber
Part three of the message, again, is just a single sentence. And you want to put a question in that message. And it's a question that allows you to prequalify someone or at least start to prequalify someone.
00:12:17
Megan Huber
So I might say something like, what's the, what's the primary way that you're getting clients right now? Is it through DMS, your content, word of mouth or referrals?
00:12:30
Megan Huber
And I'll just like put that in parentheses, question mark. So I get responses to that. And usually what people tell me is they're getting all their clients from word of mouth or referral. So I know right there that they have the number one problem that I solve.
00:12:40
Ken Freire
Yeah.
00:12:45
Megan Huber
The number one problem I solve is coaches not making sales consistently enough. That's ultimately the problem that I'm solving. Okay. So I know if all you're doing is getting clients word of mouth or through referral, I know you're not getting clients consistently.
00:13:00
Megan Huber
I know you're not making sales every single day through that, that process. So that helps me know if someone's like sort of an idle client or not. And it kind of tells me, okay, where do I want this conversation to go next?
00:13:13
Megan Huber
The other thing about this question that's really important, and this is where people get, make it a little too complicated. That question needs to be really, really easy for people to answer.
00:13:24
Megan Huber
And it's kind of like a, ask a question that's like a this or that. Are you this or are you that? Like, are you short or are you tall? Like something that I know the answer to without having to rub two brain cells together.
00:13:36
Megan Huber
What you don't want to do, like, don't ask people like, why did you follow me? Don't ask people like, how did you find me?
00:13:41
Ken Freire
Yeah. Yeah.
00:13:43
Megan Huber
Don't ask them like, what encouraged you to join my Facebook group? Because they don't remember. And they might actually, they might not have a good reason for that.
00:13:51
Megan Huber
And that really doesn't tell you much about how you can serve this person. So Let me continue on with this because this like really good. um most people aren't doing it. So you send that welcome message. And look, some people are going to ignore it and they are to answer it.
00:14:04
Megan Huber
But a good chunk of people will at least 50 percent or more of those people are going to answer that question. And they're going to answer it with a one word response. So then it's your job to then ask a follow up question.
00:14:16
Megan Huber
based on whatever they said to you. Now, when you're asking those follow-up questions, what you're doing in your mind is you are trying to pre-qualify that person a little bit more. And you're also thinking of what are the materials that it's best of its video materials.
00:14:31
Megan Huber
What materials do I have inside of my community that this person just joined? That's going to be super valuable for them based on what they're telling me in the DMS that I can immediately send to them.
00:14:43
Megan Huber
So then I'm going to figure out what video I have in my group. That's going to help them solve a problem that they just revealed to me. They have, I'm going to go take the permalink of it. I'm going to send it to them in the DM and I'm going to go find that video and I'm going to tag them in the video and say, know, at kin, here you go. Here's that video.
00:15:03
Megan Huber
Take a peek at it. And what I'm doing there is you're leading people around your community.
00:15:04
Ken Freire
Thank you.
00:15:10
Megan Huber
and you're teaching and training them how to be a good community member. You're training them how to consume. You are immediately giving them value for entering into your community.
00:15:21
Megan Huber
And there's a really important statistic that's floating around right now. And I've heard it. I've heard two different sets of numbers. One set of numbers is it takes now, it takes four to seven hours of consumption of our material before someone makes a buying decision And just the other day, i actually heard it now takes eight to 11 hours.
00:15:41
Megan Huber
So I don't know if it's four, if it's 11, but let's just say like somewhere between four and 11 hours of someone consuming us before they make a buying decision.
00:15:47
Ken Freire
Yeah.
00:15:50
Megan Huber
You need people as soon as they come into your community, you need to show them where to consume from you. And get them consuming because I have people who will buy from me as soon as they join my group and watch that one video, they will turn around and buy.
00:16:04
Megan Huber
That doesn't happen. That's not the highest percentage of people, but absolutely is happening.
00:16:09
Megan Huber
So that's like your initial entryway into the DMs. And now that you've gotten into the DMs and you've learned a little bit about them, you show you care, you give them some value.
00:16:20
Megan Huber
Now you have such an easy inroad into their DMs whenever you want and you don't feel sleazy or spammy or anything because you've already started the discussion.
00:16:32
Megan Huber
And now a lot of those DM conversations become about inviting them to other things you've got going on, masterclasses, launches, trainings that are free, and you're just giving them free value.
00:16:45
Megan Huber
And inside of that free value, that's where all your calls to action are. And then sometimes you're making a straight up offer to someone in the DMs. But the only way you know the right timing of that is if you are in conversation with them in the DMs.
00:16:59
Ken Freire
Yeah. And I think what's so beautiful about what you just said is that you said a little bit earlier ago, too, that you're not spammy. Like how many of us have experienced that cold pitch DM, right, from either LinkedIn or Facebook DMs, and you're just like, really, you're going to pitch me? You don't even know what I need.
00:17:19
Ken Freire
And it's so frustrating. I mean, I get... thousands, dozens of them a day, you know, when you add all of my social media accounts.
00:17:21
Megan Huber
Yeah.
00:17:26
Ken Freire
And I'm like, not one person takes the moment to just help me.
00:17:32
Megan Huber
Right.
00:17:32
Ken Freire
And what I hear you, Megan, say is like, your heart and mind posture is I'm going to help this person and also pre-qualify them.
00:17:40
Megan Huber
Yes.
00:17:41
Ken Freire
Right. And that those two things are huge where other people are like, let's just try to close a deal from a text.
00:17:41
Megan Huber
Yeah.
00:17:47
Ken Freire
And I'm like, yeah, that's never going to work.
00:17:49
Megan Huber
Well, and look, it did work years ago.
00:17:51
Ken Freire
yeah.
00:17:51
Megan Huber
That was effective to a degree years ago. It's not at all today. It not, not at all today. Like you cannot use that mechanism anymore.
00:18:02
Megan Huber
And people just don't trust anybody.
Trust and Relationship Building in Coaching
00:18:05
Megan Huber
Right? Like,
00:18:06
Ken Freire
Yeah.
00:18:08
Megan Huber
I mean, they just, they don't, there's such a lack of trust, I think, in the world at large.
00:18:08
Ken Freire
Well,
00:18:13
Megan Huber
And then there's a lack of trust in the coaching industry. And I mean, you probably hear this too. And I still get very surprised when people tell me this. You're the first person who's ever taken the time to listen to me and ask me questions.
00:18:25
Megan Huber
And I'm like, people don't do that.
00:18:28
Ken Freire
Hmm.
00:18:28
Megan Huber
And they they're like, no, nobody is. They're just trying to tell me what they want to tell me so that I will more quickly say yes to whatever they have to offer. And that's not what we want to do because some people are going to have to listen to you and watch you and come to five of your launches for the next two years before they buy from you.
00:18:47
Megan Huber
And that's okay. Yeah.
00:18:49
Ken Freire
Yeah, that's where I find so many people in the coaching industry have been burned because all they found was people was just trying to sell them. Even if they did find someone who was asking them questions, it was getting them to ask questions to just try to sell them and a little bit more manipulative tactics.
00:19:04
Megan Huber
Yeah.
00:19:06
Ken Freire
I mean, i I've been in the sales industry for like 15 plus years and a friend of mine who would send me private DMs of like, this is a conversation of a closer got rejected and now look how they're treating the customer and they start gaslighting the customer.
00:19:22
Ken Freire
And I'm what are you doing?
00:19:23
Megan Huber
well
00:19:24
Ken Freire
Like, this is kind of like, we have a blacklist of people that were like, okay, let's not work with them. And let's not like have these people work with any of our friends that we know. Cause that's the stuff that people are now weary of.
00:19:36
Ken Freire
And even when you were talking about the statistic of like between four to 11 hours of consumption, I'm thinking to myself, yeah, I wouldn't be surprised it's more in the seven to nine hours, because And trust has been so obliterated with the way the hard sales tactics have been.
00:19:53
Ken Freire
And you're coming in, Megan, and you're like, no, there's actually a better way.
00:19:53
Megan Huber
Yeah.
00:19:56
Ken Freire
And that's building the relationships.
00:19:57
Megan Huber
Yeah.
00:19:58
Ken Freire
So I want to pivot the conversation then to with you building relationships, there I believe there is a place for automation.
00:20:07
Ken Freire
And now in the last few years, there's a lot of stuff on AI. How are you navigating automation and AI in your business?
00:20:15
Megan Huber
Yeah, I mean, I'll be really honest. I'm not a super, like I'm definitely not an early adopter of AI at all. And I'm not an early adopter. That being said, I'm not an early adopter of anything.
00:20:26
Megan Huber
So I'm never going to be in the camp of early adopter of anything. And that has actually worked really well for me. It's always worked in my favor to not be an early adopter. I tend to be a bit of a late bloomer with things that are going on in the industry or with the business world.
00:20:42
Megan Huber
And that's just kind of how I roll. So everybody does need to know that. I'm not like over here. I'm not an AI expert by any stretch. So I will tell you one of my favorite automation tools to use that overlays over social media is called GroupTrack CRM, which I know the founder of GroupTrack, I'm friends with her.
00:21:00
Ken Freire
Oh yeah.
00:21:04
Megan Huber
It was developed in 2020.
00:21:04
Ken Freire
Is it Jenna, Jenna Larson, right?
00:21:06
Megan Huber
Yeah. Yeah. was one of the first users of group track in 2020. So I guess I did adopt it early back then. the way group track works is look, we all have to have a CRM.
00:21:17
Megan Huber
So, mean, I literally am almost, I'm running like half my day is inside of Facebook.
00:21:17
Ken Freire
Yeah.
00:21:24
Megan Huber
Half my day is literally spent inside of Facebook in my Facebook group, but more of my time is actually spent in the DMS with people. Whether it's having an initial welcome conversation, following up with someone, chatting with my own paying clients in the DMs.
00:21:40
Megan Huber
I mean, I'm having so many conversations in the DMs. And in the past, I used to think I'll just kind of like refresh my memory by opening up my DMs every day to see who I need to be connecting with and who I need to talk to.
Tools and Strategies for Social Media Interaction
00:21:54
Megan Huber
And it doesn't work. So no matter where we are generating leads from and building relationships from, we have to take that information manually and transfer it to whatever CRM we're using.
00:22:05
Megan Huber
The cool thing about GroupTrack is it was specifically built for social media. So if you are generating a lot of your leads on social media and social media is one of your main platforms for generating leads, it automatically stores all that information.
00:22:21
Megan Huber
So for example, When someone joins my Facebook group, they have to answer three questions and I decide if I'm going to accept them or decline their request to join the group.
00:22:32
Megan Huber
If I click on, think it says approve, not accept. I think it's approve.
00:22:36
Ken Freire
Yeah.
00:22:37
Megan Huber
When I click the approve button, all those answers immediately go into my group track system. And if I wasn't storing them somewhere, they would disappear or else I would have to copy and paste that individually, which is what I did back in the day. I would, I had a spreadsheet and I would copy and paste them and put them in a spreadsheet. That was in 2017.
00:22:57
Megan Huber
Group track allows us to create pipelines. When I accept someone into the group, it can actually kick out that welcome message that I shared a few minutes ago so that you don't have to do that manually. Now, what I prefer is once someone is getting into a back and forth conversation with me, I want the human to take over because it starts to become a little too personal.
00:23:15
Ken Freire
Yeah.
00:23:18
Megan Huber
And I just my personality and I think the way that I come across when I write I come across somewhat robotic and I know that about myself and it's always been that way.
00:23:31
Megan Huber
So I'm never surprised. I still have people ask me when I'm chatting with them in the DMs if I'm a real person, if it's really me or if it's my bot. Because I can be a little robotic and a little technical sounding. So I have to be conscious of that.
00:23:45
Megan Huber
And that's just, I think, a personality thing for me. But that also goes to show you that people are more interested in you being a human being when they are in a back and forth with you, especially when you're inviting them to things.
00:23:45
Ken Freire
Yeah.
00:23:58
Megan Huber
Because I do a lot of inviting people to my masterclasses and launches and free things I have going on because I want them to consume my stuff. And it's the A lot of those invitation type style of messages, they want to know if it's really you or if it's a human or if it's a bot.
00:24:17
Megan Huber
And it's almost like people would prefer it to be a human because then it's like they know that you've had to take the time to think about them individually and specifically and you had to take the time to send them a message.
00:24:28
Megan Huber
And people are in such high appreciation and respect of that right now that I am very, very willing to scale what most people think is highly unscalable.
00:24:39
Megan Huber
And to me, that's the human connection.
00:24:39
Ken Freire
Yeah.
00:24:42
Megan Huber
So group track is probably because I use social media so much. It's like my all time favorite. And it's my go to that really supports.
00:24:52
Megan Huber
It is the CRM and it is where I can build the pipelines and the messages that can go out to people to, you know, it's not just me all the time. that's certainly my favorite one.
00:25:03
Ken Freire
Yeah. Are you are with GroupTrack? I used it when it first came out because I was playing around with it and integrating it with a client that I was working with. But I'm curious now if it has this feature because I was thinking about, Megan, you just said sometimes you can sound too technical. And I think a lot of us could do that. Sometimes I come across too technical.
00:25:21
Ken Freire
And one thing that I started doing was sending audio messages to people. I was like, hey, man, glad to have you here.
00:25:25
Megan Huber
Yes. Yes.
00:25:28
Ken Freire
What can I help you with? Whatever the conversation is.
00:25:31
Ken Freire
Would you, one, ever automate that audio message? And two, can GroupTrack have that set up?
00:25:38
Megan Huber
Yes and yes. love audio messages.
00:25:40
Ken Freire
Huh.
00:25:42
Megan Huber
Now, oddly enough, I did just make a post inside of my Facebook group earlier this week. I think it was Monday or Tuesday. I'm Monday. And I asked my group, this was an engagement question.
00:25:54
Megan Huber
So this is one of the types of posts and pieces of content that you want to make inside of your group. You want to do like highly engaging posts. And my question was around, do you prefer...
00:26:06
Megan Huber
written text DMs, or think I asked if you wanted text, audio, or video, what did people prefer? And almost every single person who responded to that said text.
00:26:18
Megan Huber
And I was really surprised because I prefer to leave voice texts because it's faster and easier.
00:26:25
Ken Freire
Yeah.
00:26:25
Megan Huber
And I know I sound technical when I write and I sound a little robotic and a little almost like not unfriendly, but just a little, don't know what the word is. just unfriendly, I think sometimes when I type, because I just kind of get to the point when I type.
00:26:42
Megan Huber
So when I talk, yeah, just, yeah, yeah.
00:26:42
Ken Freire
Yeah. You're straightforward and concise. So it's not like, yeah.
00:26:46
Megan Huber
It's just not fluffy. It's not like all the fluff stuff. But when I talk, I can weave all that in. And I do.
00:26:52
Ken Freire
Yeah.
00:26:52
Megan Huber
And people can hear your tone of voice and they know it's really you. And they, you know, um and it's easier to interpret what someone means when they can hear your voice versus what they're going to to assume if they just see your text from you.
00:27:04
Megan Huber
And people said that they didn't like the voice notes because they didn't like to, um didn't like when people went on and on and on and it took them too much time to get to the point. And I was like, oh, that's so interesting, but I'm still going to send my audios.
00:27:20
Ken Freire
Well, and I'm wondering if at the beginning you send the audio and you could also preface it like, Hey, by the way, you could just keep texting me. I just want to show you that I'm a real person. Like I am actually responding to this and it's not some like robot.
00:27:29
Megan Huber
Yeah. Yeah.
00:27:33
Megan Huber
Well, and I also pay attention to like, so the other reason why I like being the human being in there with the back and forth is because you can pick up on what people like.
00:27:33
Ken Freire
Anyways.
Daily DM Engagement and Client Retention
00:27:42
Ken Freire
Yeah.
00:27:42
Megan Huber
You can pick up on pretty quickly. If they start sending you voice notes, you know they're a voice note person. If they never send you a voice note or if you send a voice note and they never respond to you back with a voice note, it's always text.
00:27:54
Megan Huber
You know they're a text person.
00:27:56
Megan Huber
So I want to figure that out so that I'm communicating with people the way that they are communicating back with me. I want to mirror that. There's a little bit of psychology behind that too.
00:28:07
Megan Huber
So yeah, I think when I saw, when I saw the answers to that post, it really hit me and i was like, oh, okay, now I'm onto you people. Now I know like, who can I send an audio to and who should I be sending a text to? Because I know you're not going to listen if I send an audio.
00:28:21
Ken Freire
Yeah, I have a friend that I would always send an audio message to and he would always respond back with a text message. And I'm like, okay, clearly he's not an audio guy.
00:28:28
Megan Huber
Right.
00:28:29
Ken Freire
And I'm doing audio because I'm just driving somewhere, right?
00:28:29
Megan Huber
Yeah.
00:28:31
Ken Freire
So it's easier than trying to text in. So I'm sending audio notes all the time when I'm driving.
00:28:36
Megan Huber
Yeah.
00:28:36
Ken Freire
So I find that fascinating. I need to take that into consideration for the people that we work with as well.
00:28:43
Megan Huber
Mm-hmm. Mm-hmm.
00:28:44
Ken Freire
So Megan, as we start to wrap up this conversation and we've been talking about the DMs and you're doing organic, I'm curious for you, how much time do you spend a week
00:28:44
Megan Huber
Mm-hmm.
00:28:53
Ken Freire
like working the DMs and because I know for a lot of solopreneurs, what they value is like freedom, right? And they want to be able to like have some flexibility and not be stuck like in front of a computer DMing for eight hours a day.
00:29:06
Ken Freire
What does that look like for you?
00:29:08
Megan Huber
So for me, the DMs is what ultimately leads to sales.
00:29:14
Ken Freire
Yeah.
00:29:14
Megan Huber
And sales is the most important thing in our business. And I believe that the first rule of business, which I learned from one of my own mentors, the first rule of business is revenue and first position.
00:29:26
Megan Huber
So what revenue in first position means is that the beginning hours of our day, whatever our, of our workday, I mean, you know, I do breakfast, kid stuff, workout, all the things in the morning, dog walks, went to the grocery store this morning.
00:29:34
Ken Freire
Yeah.
00:29:38
Megan Huber
Like there's things happening before, you know, the beginning of the workday. So whatever time your workday begins, you want to spend a minimum, like a bare minimum of at least one hour only focused on revenue generating activities.
00:29:54
Megan Huber
So the way the DMs come into play for me, am constantly building on what I call my dream client list. And every day when I sit down to work that list, I know have a game plan.
00:30:09
Megan Huber
So I know exactly who I'm sending messages to and why I'm sending them messages. There's always people on that list that I am making like straight up making an offer to.
00:30:19
Ken Freire
Yeah.
00:30:19
Megan Huber
The easiest people, like yesterday, my the first four messages that I sent, it were to existing clients who had already been, four yesterday I hadn't been in a back and forth with yet about what they wanted to do next. If they wanted to renew, if they wanted to go month to month, or if they wanted to find out about my mid-tier offer.
00:30:37
Megan Huber
So those are my first four messages that I sent to existing paying clients. Other people, it was follow-up messages. Other people, it was the welcome message. Other people, it was an invite message to listen to a live stream video that I recorded in the group on Tuesday. So you want to spend at least an hour every day to kick off your day. Don't wait to do this in the afternoon or you won't do it at all.
00:30:58
Megan Huber
And you're really working that dream client list.
00:31:01
Ken Freire
Yeah.
00:31:01
Megan Huber
So I'm spending at at least an hour every day doing those activities and kind of priming the pump of Facebook.
00:31:11
Megan Huber
So anybody who I'm reaching out to, I'm gonna go look up their content on social media. I'm gonna go comment on it. I'm gonna kind of boost the algorithm a little bit. I'm gonna put my face and name in front of them. I'm gonna show that I'm thinking about them. I'm gonna post my content.
00:31:26
Megan Huber
I'm gonna do my DM work. And then because I am having so many conversations in the DMs, and that is where I am closing, well over 50% of my sales are closed.
00:31:38
Megan Huber
literally in the DMs without even having to get on a call, that I'm pretty available. it's going to bring clients in, I'm going to be pretty doggone available in my DMs.
00:31:43
Ken Freire
Yeah.
00:31:48
Megan Huber
But that could look like when I'm sitting on the couch in the evening. It could look like on my drive to the gym in the morning when I'm sitting in the car as a passenger for 10 minutes.
00:31:59
Megan Huber
It could look like when I'm standing over the stove cooking ground turkey for dinner. And message comes through. So I also do it like all throughout the day as it comes through, just when I'm doing normal everyday things, because it is so conversational and it is so light and it is so enjoyable and it is so fun because all you're doing is just building relationships with people and,
00:32:18
Ken Freire
Yeah.
00:32:26
Megan Huber
You're helping people. You're helping people get out of the suffering that they have been in. And that's very easy to do when you've been building this long-term relationship with them. So at least an hour a day because it's how I start my day.
00:32:39
Megan Huber
And then all throughout the day, mean, I could probably add on another 30 to 45 minutes each day you add it up throughout the day. So let's just say 90 minutes a day.
00:32:49
Megan Huber
Mm-hmm.
00:32:50
Ken Freire
Yeah. Well, and, and what I think is super important for a lot of people to hear what you just said is that you're not getting on many sales calls. If I understand that correctly, most of it's happening in the DMS. Do you ever get on sales calls or is it just like pretty much DMS?
00:33:03
Megan Huber
I do. Yeah. I get on sales calls, um not that many, not that many.
00:33:07
Ken Freire
Yeah.
00:33:08
Megan Huber
And part of the reason for that, I mean, I do have two sides to my business. One is like super high-end consulting. That, it's all happening on calls, right?
00:33:16
Ken Freire
Yeah.
00:33:16
Megan Huber
And sometimes it's multiple calls before anything like that closes because it's tens of thousands of dollars. For the coaching side, just the way that I have everything set up, kind of my entry point in is a toupee of $97, right?
00:33:31
Megan Huber
And then my strategy is I'm upgrading people to other offers after that. And that $97 a month offer is also extremely interfacing with me. So it's not self-study.
00:33:43
Megan Huber
It's not a passive course. It is, am there and there are weekly calls with me. And it becomes extremely easy for the right people because I don't just force people to upgrade. I don't force people to stay in longer.
00:33:56
Megan Huber
But the only way I know that is I'm in the DMs, having conversations with them, really listening to where they're at, what they're experiencing, what part of their journey are they in? Are they even eligible for my next level offer? Does it even make sense for them to repeat the $97 a month again or not? Like what is the next best step for them?
00:34:14
Megan Huber
So I'm making a lot of the $97 a month sales in the DMs because you don't need to on a call for that.
00:34:19
Ken Freire
Yeah. Yeah.
00:34:19
Megan Huber
Then those upgrades into the next tier, because you've built such a relationship with them interfacing at the $97 a month level, they don't need to get on a sales call. And they'll even tell you,
00:34:31
Megan Huber
if you're doing a great job of delivering that entry-level offer, I call it a hero offer, then people will even tell you, I don't care what you have.
00:34:39
Megan Huber
I don't even care what you have next. And I don't need to hear an explanation. And I don't even want you to explain it to me. Just give me the cliff notes and I'm in. Give me the cliff notes and a link and in. And a lot of those conversations are happening in the DMs. But I will also tell you this.
00:34:53
Megan Huber
If you are not having conversations in the DMs with your paying clients, You are decreasing the likelihood of them renewing or continuing
The Role of Community in Client Retention
00:35:02
Megan Huber
with you. I have seen a a trackable increase in paying clients staying longer because I'm in the DMs checking in on them, staying in front of them, making sure they're getting value.
00:35:15
Megan Huber
Asking them what's working, what's not. Celebrating them inside the Facebook group community and asking them what's next. Like do you have going on next? What are your goals? How can I help you? are missing out on sales of your existing clients if you're not in the DMs.
00:35:28
Ken Freire
Yeah, that is the biggest thing that I have found for retention is the consistent communication. They have someone who to connect with. I know of a program that I had worked with that were several clients at the end.
00:35:37
Megan Huber
Mm-hmm.
00:35:43
Ken Freire
They left the program because their main community manager left. And they're like, well, we're just going to follow that person. And it just showed me like they they cared more about that individual than actual content or what we were taking them through because that individual actually was helping them, you know, for lack of better word, they were holding their hand and encouraging them, empowering them through the process.
00:35:50
Megan Huber
Yeah.
00:35:57
Megan Huber
Oh, yeah.
00:36:05
Megan Huber
Yeah.
00:36:06
Ken Freire
Yeah.
00:36:06
Megan Huber
I'll tell you like a little interesting piece of research that I've gathered over the last three years. I mentioned that I also do consulting. So when I consult, it's like,
00:36:16
Megan Huber
high seven, multiple eight figure coaching and education companies. And all my consulting is on client fulfillment and program delivery.
00:36:24
Ken Freire
For sure.
00:36:24
Megan Huber
It's everything, basically everything after the sale. And part of what I do with most of my clients is third party interviews with their clients. And two interesting things have come up in that.
00:36:37
Megan Huber
they shouldn't be that surprising. Number one, 10 out of 10 people have told me the reason they buy the program is because they want the result that's being promised.
00:36:47
Megan Huber
Nine out of 10, and I've had hundreds and hundreds of these interviews, nine out of 10 people. So it's not 10 out of 10, but it is nine out of 10 say the reason why they are still engaged. They are still in the program.
00:36:59
Megan Huber
They continue to renew or they extend their membership or they buy something else that is delivered live. Nine out of 10 say it's the community. And it does not matter if I am interviewing men, women, programs that the investment level is $5,000.
00:37:16
Megan Huber
I had a client that had a program that was an investment level of $125,000 18 months. was dentists.
00:37:23
Megan Huber
It doesn't matter who I'm talking to, married, single, kids, no kids, female, male, any level of investment, any background, any job, any type of business, nine out of 10 say they are staying for community.
00:37:38
Ken Freire
Hmm.
00:37:38
Megan Huber
What does that tell us? And it behooves us to be creating community at the free level, not just waiting until people are paying to create community there. And people will leave.
00:37:50
Megan Huber
If they feel like something is going on inside of the community that they don't like. And to your point, it's usually not the head leader.
00:38:00
Megan Huber
It's not the owner that they are there for. Oftentimes they'll come in for that person for sure. And they'll come in for the training and information. It is absolutely not why they stay.
00:38:11
Megan Huber
Obviously they have to have a liking to you. But if they were going to score all the different reasons why they're staying, the information you're providing and you yourself are at the bottom of the list.
00:38:23
Ken Freire
Yeah, most of the especially if you are high enough now in your business that you have community managers, you have different people. You're not doing all the like in the wheat stuff with them.
00:38:34
Ken Freire
You're not the one coaching them.
00:38:34
Megan Huber
Mm-hmm. Mm-hmm.
00:38:35
Ken Freire
Now, if you the one coaching them a lot, yeah, you're going to go a little higher. But most of the time i found it's that community manager, the director, someone that they are like, what happened? Where are you? What's going on?
00:38:46
Megan Huber
Yeah.
00:38:46
Ken Freire
you know, that to me has been fascinating.
00:38:46
Megan Huber
Mm-hmm. Mm-hmm.
00:38:49
Ken Freire
Megan, I am curious, two last questions here. Question number one, what's the highest amount you've seen people be able to sell in the DMs? Like a realistic amount. I know like there's like the one-off cases. You're like, I sold 100K once, but like in regularity for someone, what's that?
00:39:07
Ken Freire
And then I'll ask the follow-up question right after that is you're a a huge bullish on Facebook groups. I know a lot of people right now are like, and you've kind of mentioned this already, Facebook groups are dead.
00:39:18
Ken Freire
That's some people are saying. You should go to school. You should go circle. I guess for you, why Facebook instead of all these other ones?
00:39:25
Megan Huber
Yeah. So your first question, I think the answer to your first question, it would have been different had you asked it three or four years ago.
00:39:31
Ken Freire
Yeah.
00:39:32
Megan Huber
I think it was pretty commonplace for any of us to be closing pay in full five figure investments, 10 to $50,000. That was commonplace up until I think three years ago.
00:39:45
Megan Huber
i i mean, I made a $50,000 purchase the
00:39:48
Ken Freire
Hmm.
00:39:48
Megan Huber
Yeah. I mean, that doesn't mean I didn't know who I was buying
00:39:49
Ken Freire
Wow. Yeah.
00:39:51
Megan Huber
had lot.
00:39:52
Megan Huber
I had been to their launches. I think that was my first purchase with that particular person. So that was really common. Nowadays, it is not nearly as common. Like you said, do you have your one-offs? Does it still happen?
00:40:06
Megan Huber
For sure. I think what even your higher end buyers are saying yes to more often, it is more of the low ticket price point offers that have a huge price to value gap.
00:40:20
Megan Huber
Like I said, I've got a $97 month offer, two payments of $97.
00:40:24
Megan Huber
But I've got people buying it who are making seven and multiple seven figures and putting their teams in it. And I have people who more early stage buying it. So it's really like for anybody and all those sales are being made in the DM.
00:40:35
Ken Freire
Yeah. Yeah.
00:40:37
Megan Huber
So I think that's super common. I think you could be making four figure sales in the DMs pretty regularly. But nowadays, I don't think many people are making five figure sales in the DMs anymore.
00:40:52
Megan Huber
your second question, Facebook.
00:40:54
Megan Huber
I mean, my most honest answer and the first thing I thought of is number one, it's the land I know. And I've been on it for a really long time.
00:41:04
Megan Huber
I know how it functions. I know how it rolls. I know all of my clients, all the clients I am going to get this calendar year, they are all on Facebook and they are all inside of Facebook groups. And if they're not inside of my Facebook group, they are in other Facebook groups.
00:41:20
Megan Huber
It is still the most popular social media platform. Another interesting statistic is on average, Facebook adult Facebook users are checking Facebook a minimum of 10 times a day.
00:41:34
Megan Huber
I don't, I'm not, I'm on school. I'm not checking school 10 times a day.
00:41:39
Ken Freire
Yeah.
00:41:39
Megan Huber
I probably go to school one time a month. And the only time I log in over there, because I don't even know what groups I'm in over there, it's when I get an email that I happen to open and pay attention to. And there's like something they're directing me to over on school.
00:41:54
Megan Huber
So part of it is people just have a habit and a rhythm to check Facebook. especially if your clientele is 35 to 55 years old, we're all over there.
00:42:06
Megan Huber
And I just know it really well. It really suits my personality too. I've tried to do Instagram. I've tried to do LinkedIn. I've tried to do everything else for all these years. And I always go back to, I just feel at home on Facebook and I feel like I get to be fully me on that platform.
00:42:22
Megan Huber
I don't have to try to be something else. I don't have to look like something else. I don't have to play some other game. that feels a little off from my personality. It just really suits me very well.
00:42:35
Megan Huber
And I think Facebook groups are so powerful with their capability. Plus you have the access of all the billions of people that are on the actual platform.
00:42:45
Megan Huber
And one of my strategies is to go into other Facebook groups as a generous expert. So that doesn't mean I'm posting, I'm not posting in other groups and I'm not making offers in other groups and I'm not making asks in other groups. I'm just going in and serving people who are asking questions in groups.
00:43:02
Megan Huber
And that does a whole lot for your own Facebook group. So it's sort of like you have this built in funnel with all these other features and attributes of the platform that you could be leveraging that you just don't have on other
Reflections on Platform Choices for Community Building
00:43:16
Megan Huber
platforms.
00:43:17
Megan Huber
Yeah.
00:43:17
Ken Freire
Yeah, I love it. Megan, thank you so much. That's super helpful. I know it's always a debate, you know, why people choose it. And I am always like, oh, for my free one, should I do Facebook? Should I do school? Should I do this?
00:43:29
Ken Freire
But I have found Facebook. I am still on it quite often. Like I check it.
00:43:33
Megan Huber
yeah
00:43:34
Ken Freire
I'm looking at it. Now that we've become friends, you know, I'm like looking at what you're doing in your Facebook group all the time. I'm like, ah love it.
00:43:39
Megan Huber
yeah
00:43:40
Ken Freire
So it's fun to actually hear you talk about the mechanics because I'm seeing it live.
00:43:45
Ken Freire
And so for those of you who are wondering, like this
00:43:47
Ken Freire
Man, go check Facebook group because I see it all the time. And you're engaged. Even in the DMs, you really are engaged. And I'm like, I think you sent this to me the other day. You're like, hey, I will respond faster in my DMs than in my email.
00:44:00
Megan Huber
Yes. Yeah.
00:44:01
Ken Freire
So...
00:44:01
Megan Huber
You asked me, you were like, did you see my email? And i was like, look, let me tell you, I sit here on Facebook all day.
00:44:05
Ken Freire
Yeah.
00:44:06
Megan Huber
It's a tab open all day long. And I check it all day because that's where I'm hanging out with my people. So I'm going to respond to you fast on Facebook.
00:44:13
Ken Freire
Yeah. So I'm like, Hey, I said you this, you know, uh, but Megan for, for those people who are like, man, I love Megan's heart. I love her methodology. What's the best way for them to reach you?
00:44:24
Megan Huber
Yeah, the best way to reach me is come to Facebook. If you're on Facebook and go join the Facebook group.
00:44:27
Ken Freire
Yeah.
00:44:31
Megan Huber
And if you want to just be a fly on the wall, come be a fly on the wall. I mean, I'm going to send you a welcome message if you join the group, but the name of the group is Structured Freedom, Inc., the community for coaches.
00:44:41
Megan Huber
So come over and hang out and watch and get some ideas and go implement some of them on your own.
00:44:47
Ken Freire
Yeah. And I'll make sure to put that in the show notes for those of you guys who might not be able to find it as quickly. It'll be there. Follow Megan. Follow me and I'll direct you to Megan because Megan, you been a blessing. I think what you're doing is helping a ton of people who are really stuck and feel like it's so overwhelming to figure out how to get clients.
00:45:05
Ken Freire
And there's so strategies.
00:45:06
Ken Freire
they're Most coaches are probably getting 50,000 ads about how this person's system could work and this person's system can work. And really I've always thought is the superpower of coaches is being able to connect with people and you're giving them that ability to connect with people and use their superpower.
00:45:22
Ken Freire
So Megan, thank you for what you do.
00:45:24
Megan Huber
Yeah, you're welcome.
00:45:25
Megan Huber
Thanks for having me, Ken.
00:45:26
Ken Freire
Yeah, absolutely. Hey, for all of you solopreneurs, coaches, consultants who are listening to this, make sure to catch next episode. We are always going to try to give you the most practical advice to help continue to grow your company so that you don't have to rely on other people to continue to run your business.
00:45:44
Ken Freire
I hope you guys have a great day.