Sam Ovens: Hey, everyone. It's Sam Ovens here, and today I have Leigh Fourie on with us. Leigh is a Consulting Accelerator student, and she joined in October last year, in 2000 and what was it, 2017. When she joined, she was still working a nine to five job, and hadn't started her consulting business at all. Since joining, she's been able to pick her niche, which is helping 40+ year old moms lose weight. She's been able to pick that niche, create an offer, create a service, sell that to them. She's been able to get seven clients so far, and she's making around $2500 per month with it. In this interview today, we're going to discuss exactly how she did that, and how you can learn from this, and apply the same lessons yourself. How's it going?
Leigh Fourie: Cool, thank you very much for having me. I'm happy to be here.
Sam Ovens: It's good to talk to another New Zealander. I think you're the first one, to be honest.
Leigh Fourie: Well, I'm actually a South African, but I've been her for 10 years.
Sam Ovens: That qualifies.
Leigh Fourie: I have the black passport, so now I'm a New Zealander.
Sam Ovens: Mm-hmm (affirmative). Cool, well, let's start, first of all, with what life was like, what was your situation like before joining Consulting Accelerator.
Leigh Fourie: To give you a little bit of history, and then I suppose it ties into my niche as well. We moved, my husband with our three kids, we moved to New Zealand about 10 years ago. Off the back of what I was doing in South Africa, I got here, went straight into corporate life, and actually did quite well. I started a job, was there for a few years, baited myself, got to something else, and so improved. But, also moving across the world is quite a stressful thing. You probably know that as well. You don't have support, and there's not grannies, and aunties, and all the rest of it, so probably put on a bit of weight.
Leigh Fourie: When we moved here, my kids were, I've got twins, and they were a year and half, and then my son was three and half. They were little, little kids. Anyway, just getting into bad habits, put on some weight, and just went from job, to job, to job. Then, what I discovered was, that each job that I did, I put out to the universe and said, this job's okay, but it would be so good if it didn't have this, or it did have that, or if only I didn't have to do this. What I found was that, every job that I went to, actually got closer to this perfect job.
Leigh Fourie: Finally, where I am now, if I look at the job itself, it is exactly what I've asked for. But, it's not fulfilling. Then, I actually realized that it's got nothing to do with the job, it's actually all me. I'm ready to do something on my own. I know I'm an incredibly capable person, I'm a motivational person. I can do better than working a nine to five job. Then, last year, I think it was about May, I walked, I was actually in the center of Auckland, and I was walking past one of those big buildings with the big glass windows. I looked at my reflection, and I went, oh my God, is that me?
Leigh Fourie: Then, I thought, oh no, it's probably the glass is just a bit convex or concave, and just makes me look bigger than what I actually am. Then, actually that weekend, we went out with friends, and photos were taken, and I saw these photographs, and then I realized, geez, actually there was nothing wrong with that piece of glass. I am actually just incredibly overweight. It was a bit of a wake up call, and I just thought, no, this is crap, this has got to change.
Leigh Fourie: I came home, and I said to my husband, I said, listen, we're going on diets, and he went, "Okay." We tried different things, tried different eating patterns, tried different foods, et cetera. I suppose, wrote down a whole thing of exactly how I wanted this to work. I didn't want to take pills, or supplements, or things. I wanted it just to be healthy, clean eating, that I could actually involve the kids in as well, and get them into healthier habits, et cetera.
Leigh Fourie: Anyway, so we did that, and then I lost 17 kilos, which was, that's what, seven pounds, I lost 30 something pounds in 12 weeks. It was actually relatively easy. I didn't have to go to the gym for hours. It was just completely change of my eating plan. When I saw the results, and how I felt, and all the rest that I though, geez, here's something good. I'm onto something here. The momentum started when, so the first day that I started on the diet, at that moment, I didn't have any idea that I was going to be doing any job, or anything to do with this.
Leigh Fourie: On my Facebook page I said to my mates, look, here's day one, here's a photograph of me. I'm gonna lose some weight. Every week, I just stuck a picture up, and I said, right, four kilos down, or three kilos, or whatever it was. Everybody was quite encouraging. I wasn't selling anything, but they were watching my journey, and seeing how it was going. Then, when I got to the end of the 12 weeks everyone's saying, "Oh my God, you look so good, and how did you do it?" What I did was, I thought, at that point I thought, there's money to be made here. I can do something.
Leigh Fourie: I said, well, you want help? So, 20 people came and said, "Me, me, me, me, me." I created a private Facebook group, and put all 20 of those people into the group, and that was gold. Because, there was my niche. They were friends, but half of them didn't know each other. It was, I could ask question, I could say, what are you battling with? What's working for you, what isn't working for you? Also, listening to the conversations between them was brilliant.
Leigh Fourie: That gave me quite a big insight into, they say that it's often the excessive eating, and excessive drinking, so actually nothing to do with being hungry or thirsty. I've had a massive insight into woman's emotions, feeling unhappy about their bodies. It affects their confidence, it affects their relationships, it affects so much. Having them in there, I didn't make any money out of that. It was my, I suppose my think tank, I suppose.
Sam Ovens: So, this was before you joined the course?
Leigh Fourie: This was, yes, this was before I joined the course.
Sam Ovens: You were just doing this for fun, and thinking, oh, maybe I could make some money out of it, but you didn't really know at this point?
Leigh Fourie: No, not at all. I just said, well, let me help some mates, and I quite enjoyed it. The interest was there, and I say to you, and I saw what significant impact it had on my life. Confidence, and wearing clothes that actually looked good, and not something that fit, pants that fit. At that point, yeah, so there were 20 people in there, and the results were good, but they weren't as good as what I've achieved. I took quite a bit of the info that I got from everybody, and then I thought, that's great.
Leigh Fourie: We basically wrapped up the eight week program. Everybody lost weight, and some people that were incredibly motivated lost a lot of weight. My mom was in there, and she's 71, and she lost, I think, 12 kilos. It wasn't just 40-year-olds, it was also my mom. She just said, God, she feels so much better walking the dog, and the rest. It was really good. That wrapped up, and everybody was quite happy. I used to post recipes, and things in there.
Leigh Fourie: Then, after that I thought, okay, well ... Then, I started with the program. Then, I started seeing about, you have the high ticket item, and doing more done for you, one-on-one coaching. So, I thought, well, how can I tweak this?
Sam Ovens: I just want to just catch this spot here, where we changed. I get it that you were feeling unfulfilled in your job, and then you looked, saw yourself in the reflection, you thought, I need to lose some weight. Then, you did it, you proved that model for yourself. Then, you created a Facebook group, got other people in. They were learning. Then, you thought you could make some money with it. Then, at that point, what, how did you think to ... How did you discover Consulting Accelerator?
Leigh Fourie: Backup probably a year. I think end of 2015, I left my current job, so I was doing magazine distribution. I packed that up, and then I actually went and did some ... Because, now I've got to this point where I was thinking, I need to find something else. I don't like this corporate life, et cetera. I went and did some property trading. I joined a group of people, and we did some property trading. I did that for a year, and I did really, really well, and I made some good money out of that. But, then the market changed, and it was a bit too risky to do it, so I went back to corporate life.
Leigh Fourie: Then, during that next year, I did some other courses. I forget what they were, but similar kind of things, but just not hitting the nail on the head. I was dabbling, and dabbling, and dabbling. I probably spend five grand on different courses before I came across Consulting.com. Then, when I saw your consulting, I was quite, I suppose not skeptical, I was hesitant, because I had spent so much money already, and one was starting a Shopify store, starting a store on Amazon, and being stuck, sorry the expression, but in our side of the world, it's not easy to ship stuff from here. That stuff is just in the too hard basket.
Leigh Fourie: When I came across your ad, I found Consulting.com, and I think I went and watched every single one of those interviews. Because, I thought, flipping hell, I'm not signing up for another thing that doesn't really get what I need. I think I watched your webinar maybe two or three times to just make sure that this was what I wanted. Listening to these [inaudible 00:09:51] some of the different things. People doing digital marketing, but other people were doing, I watched the one lady who does the emotional eating, and [inaudible 00:10:01] was doing the porn addiction stuff.
Leigh Fourie: There was, I quite encouraged, because I thought, geez, there's so many people doing so many different things. They're all using a very, very similar model, and they're all coming out at the end. I suppose that whole mindset thing. You think, well, it's just mentally, if they can do it so can I. I'm educated, I'm personable, why couldn't I do it? I've got a good offering, and I know it works. Now, I just need to tweak, and tweak, and tweak, and get it to something, so that it will generate some income.
Sam Ovens: Got it, and how did you find it in the first place? How did you know it existed?
Leigh Fourie: It was in my Facebook feed.
Sam Ovens: You saw an ad.
Leigh Fourie: Yeah.
Sam Ovens: Got it. Then, at this point in time, when you had the Facebook group, you were thinking, the course is gonna help you monetize it, turn it into a proper business.
Leigh Fourie: That's it. For me, I'm quite, I went for some psychometric testing for one of the jobs I applied for, and they said, "She can tend to be unrealistically optimistic." I am an optimistic person. I do see the good, so the mindset stuff was great. But, for me, the big bonus on this is, because that's where my skills lack, is the step-by-step approach, and all the technical stuff. Do this, do this, do this. Even though some of the user interfaces of certain things have changed a bit, it's actually taught me to go click around, and actually find my way, and actually become a little bit more savvy, not having to follow everything by literally every single screenshot. That's been massive for me.
Leigh Fourie: Anyways, so I've got the three, so then I started doing the one-on-one jobs. I got three freebies, and those were, one's a friend, and then the other two were friends of friends. I started doing them probably three weeks ago. I know the thing that I identified with my niche is, the people who I help are the people that need to be handheld. I need to check in with them every morning, it's just via messenger. Good morning sunshine, what's your weight this morning, and I track everybody.
Leigh Fourie: Every morning, I'm checking, and if they're not losing as much as what they should, send me photos of your food. I want to know what you're eating. It's very, it doesn't take a lot of time, but you involve with them all the time. The done for you, the one-on-one, I can probably maximize that, probably 15. I could probably take on 15 people a month, because it runs for eight weeks. I could probably manage 30 people at a time, but I think after that, it'll be too much.
Sam Ovens: Got it, and so you got the first three people as clients, how did you get those? They were free clients, but how did you go about getting them?
Leigh Fourie: I've got my normal Facebook page, which is Leigh Fourie, and then I've got my business page, which is Smiley Happy Moms. I invited a whole lot of friends to join the Smiley Happy Moms, and then it was actually started just spending five bucks on boosting a post. Then, anybody who liked the page, I'd invite them to join. Then, the first one that I got as a paying client, she was a friend. Then, the second one was actually a friend of mine who commented, one of her friends say, and then she went, "Oh, I need some help." She just said, so I did, so the second one I actually closed via messenger.
Leigh Fourie: She just said, "I'm so embarrassed, I'm 120 kilos. I've never been able to stick to anything." I just said to her, look, I will hold your hand through this whole thing. In the first, I think it was the first seven or eight days, she had lost five and half kilos. As I said, it's nothing weird, it's just clean eating. It's just really good, healthy eating.
Sam Ovens: It sounds like a huge element of it is, the accountability.
Leigh Fourie: Definitely. The one girl, the one morning, I checked in with her, and she had put on 500 grams. Then, I gave her horns, I said to her, what have you been doing? So she, "Oh, I had some," whatever she had that night before, and it wasn't on the approved list. I said, look, you told me that this is your goal, you need to stick to it. I'm investing my time. I know you've paid for it, but investing my time. I only have so many spots available. If you're not gonna stick to it, then I'm gonna bollock you.
Leigh Fourie: The other thing that was very, very good, so when the people were paying, so basically the course is all just PDFs and documents. There's nothing fancy. Basically, I give them a questionnaire, and it just asks, what is your current weight, what are you aiming for? Are there any foods you don't eat, any allergies, that kind of stuff. Then, I also send them a why document. I say, you've got to pull this up, and I want to see it. That has been phenomenal.
Leigh Fourie: The emotional thing there was, it's my daughters 21st in two months, or I've got this really important work due, and I can't stand to be there, and be overweight. I really want to look great. All these kind of things. The one lady came, and she just said, she's so overweight, her kids are quite young. They all go cycling, she just can't. She's so overweight, she feels so awful. She doesn't want to put on cycling pants, and go for a cycle with her family. She's missing out on so many other things. Those are my pain points when I'm doing my calls. You're missing out on family time, your relationships, not just with your husband, but your kids, and your friends. The things you're not doing, because you don't feel good about yourself.
Sam Ovens: Got it. The first people, how come you put them in for free?
Leigh Fourie: I think that's got to do with the confidence, I think. I just thought, well, let me just try, because I hadn't really done this one-on-one thing. I thought, let me just do these three, and just see what kind of results we get. Is the checking in with them every single day, is that the golden nugget that was doing it, and that is definitely the golden nugget that's doing it.
Sam Ovens: Do you add them into a group as well?
Leigh Fourie: No, not at this stage. At the moment, it's just-
Sam Ovens: I would do that. Group pressure is more powerful, psychologically, than one-on-one.
Leigh Fourie: Yeah?
Sam Ovens: Yeah, honestly, it's crazy.
Leigh Fourie: I'll give it a go.
Sam Ovens: You want to do the one-on-one that you're doing. But, also provide that group motivation. Because, then, now they're not only letting you down, but they're letting down everyone.
Leigh Fourie: Maybe it's, something that's also been quite good is, I'm tracking them basically on an Excel spreadsheet. I send them this tracker, and they fill in every day. I fill in as well, and it's got a, it generates a graph, a bar graph and all the rest of it. What I am posting in the Smiley Happy Mom page is, basically, not a photograph of them, but just a cartoon character, and say, look how this great, smiley, happy mom's doing. Then, I've got a little snapshot of the last seven days of her journey, which shows as her weight's gone done. That's been great, because a lot of people have contacted me and said, "Geez, I can't believe those people are doing so well." That's why, that's how I've got the people who have joined since then.
Sam Ovens: Got it.
Leigh Fourie: It's been good.
Sam Ovens: What happened next?
Leigh Fourie: Then, suddenly, people just came out of the woodwork. As I said, this was only, I think the first on I signed up was, I think, I don't know, April 9th, it's May, so it's been pretty quick.
Sam Ovens: May, this month.
Leigh Fourie: Yeah, so it's been pretty quick. Then, everybody came onboard. As I've gone, each new person that's come on, I've charged more, charged more, charged more. Then, I had, was it yesterday or the day before, I had a complete cold person reach out to me from America. She's 310 pounds, so she said, she's looking for some help. She didn't want to do a call, so I did it via messenger with her. There was a few back and forths, and then finally I got to the point where I gave her the price, and I said to her it's 997. She just said, I'm not paying that, forget it. That was all her line said. I'm not paying that, forget it.
Leigh Fourie: I went back to her and I said, well, what is being 180 pounds worth to you? What is it worth to you to actually possibly prolong your life for 10 years, because there's not so much drag on your heart, and your other organs. I didn't close her. She just doesn't have the money. But, I basically think, if she was in a slightly different financial situation, she probably would have joined. Because, I think that was really hitting on her pain point.
Sam Ovens: Got it. Let's go to your first paying client, and how that transition happened. You put three people in for free, and then at what point did you decide, the next one whose coming in, I'm gonna charge?
Leigh Fourie: I just, I was seeing the results, so I think my, probably my confidence, or I thought, well, these three people are doing really, really well. This is not a freebie. Then, when the next person contacted me, this was a friend of a friend, she contacted me, and I felt a bit better, because she wasn't a direct friend. A friend of a friend, so she said, she's really keen, she's been overweight for so long, and the whole drama came up. Then I said to her, well, based on the success of other clients, I've now started a business.
Leigh Fourie: That's how I phrased it. I just said, based on the fact that I'm meeting with everybody one-on-one, I can only take so many people. I said, I've only got so many spots open, so if you want to join, and you want to get great results, and you want to deal with me, [inaudible 00:19:50] I don't know, probably half an hour she said, "Send me the payment link," and she paid.
Sam Ovens: Hold on, I just missed the last bit. The internet just skipped for a second.
Leigh Fourie: I had a bit of a chat with her via messenger, and I said to her, I've only got so many spots available. Within, I think it was about a half an hour, she came back and just said, "Yep, send me the payment link." I sent her the PayFunnels links, and she paid.
Sam Ovens: How much did you charge?
Leigh Fourie: She was the first one, she was 200 bucks.
Sam Ovens: Got it. How did you come up with that price?
Leigh Fourie: I just was, I don't know, I just thought, well, we'll give that one a whirl and see how it goes. At the time, I didn't, the technology stuff was so new to me, so I didn't ... I thought that I could only charge in New Zealand dollars. I had to take the US dollars that are converted into New Zealand dollars. But, then I found on PayFunnels, you can actually charge them in foreign currencies. There was a bit of a learning for me.
Sam Ovens: Got it. Then, this person came through a friend of a friend, and then how did you get the second one? What was the next paying client after that?
Leigh Fourie: The next paying client was a friend of mine. She's in Australia, I was in school with her. I haven't seen her for many years. She gave me the whole same thing, I'm so overweight and all the rest, and I'm feeling so miserable, and you're looking so great, and well done, and all this kind of stuff. For her, and when we were at school, we were actually really good mates. I know her pretty well. I just said to her, you've got to have some skin in the game, otherwise, you're not gonna stick to it. Also, I've only got so many spots. I said if you're not investing anything in this, when it gets too hard, you're just gonna give up. I said, I know you, that's what you're gonna do. She was quite happy to pay. She had to borrow some money from her boyfriend, and whatever else it was. But, I said to her, that's just the way it works.
Sam Ovens: How did she find out that, because she was one of your friends. How did she know that you were doing this, and how did she know to contact you?
Leigh Fourie: I was posting, so now she was friend ... What I also dis was, on my Smiley Happy Moms page, I was posting something there as Leigh Fourie. It's a public page, so everybody of my, a lot of my friends were actually part of the Smiley Happy Moms, because they were encouraging. I said, I've got this other page. In the beginning it wasn't about, as I said, it wasn't about actually doing it as a business. It was sharing recipes, sharing my journey, just getting other people involved. More like a community thing, rather than a money making thing. But, at the time now, so it's developed that I'm using that page now to actually promote my business.
Sam Ovens: You would post, did you ever post on your personal Facebook profile?
Leigh Fourie: Yes, but I'm also quite aware of not, I don't want to irritate everybody on there. Because, those are friends, and so I do post on there periodically, just so that people know. But, I also don't want to be that, oh God, there's that woman doing that weight loss stuff again.
Sam Ovens: This and interesting point. I'll get you on this one. Because, you're assuming that everyone sees every post you do.
Leigh Fourie: Yeah, and possibly they don't.
Sam Ovens: The definitely don't. I can guarantee you that. Because, you see the reach. It doesn't show everyone every post.
Leigh Fourie: Yeah.
Sam Ovens: A lot of people have that limiting belief that, oh, if I post this, I'm gonna be that annoying damn person all the time. But, it doesn't work that way. People don't see every single post you do. You don't want to be spamming the hell out of it. But, doing one every two days, that's fine. I would do that. Because, your personal network seems to be a place where a lot of this is coming from.
Leigh Fourie: Yeah.
Sam Ovens: The way to do more of that, if the Smiley ... I'm surprised, to be honest, that your fan page is working. Because, usually those things have such low reach, and engagement, that they don't really work. We only use them for ads. If that's working, then man, your personal profile is gonna work.
Leigh Fourie: Okay, that's really good to hear. Really good to hear. What else was I gonna say to you now was, I suppose, you were talking about going from the three freebies, and then starting to do the paying thing. Something that was quite interesting, just by, I suppose, looking at myself, was I've always been fairly, and I'm not being big headed, but I've been successful in things that I try. I always give it my all, and generally the success is there. I do well in my jobs, et cetera. It was funny, because, when I started doing the Consulting.com, we started doing that whole, your perfect life, and doing the vision board, and all that kind of stuff.
Leigh Fourie: I was so excited, I thought, geez, here's a real opportunity. My life can change, I can be doing something really good. Then, funny enough, I was doing the training, and then I suddenly stopped doing the actions. I was watching it, but I just stopped doing the actual work. I sat down, and said to myself, why are you doing this? What's the pattern, what's going on here? I thought to myself, it's fear of failure. You say to yourself, I've got this great opportunity, I'm so excited. Oh my God, but what if it doesn't work? Then, there's my dream, gone. You think to yourself, what on earth, where's the history that has given you that impression about yourself?
Leigh Fourie: Instead of saying, well, so probably not every single thing that you do is gonna work, as you'd say, you don't just start, and you're a seven figure at business. But, all you do is you tweak, and tweak, and tweak, and tweak, and it works better, and better, and better, and better. It's not that it's failed. It just maybe didn't work as well as what it could. I just couldn't understand why did I always think, what if you fail? Oh, but darling, what if you don't. That saying, so that was very interesting.
Sam Ovens: I think a lot of people have that. It's like an inability to look at the long-term, and view it rationally, because you just, you're blocked by the emotion of what if it doesn't work now? But, even if we exclude your history of achieving most of the things you do. It's still better to try it, than to not try it. Because, by trying it, you're gonna have a higher probability of achieving the dream, than not trying it. Then you're guaranteed not to succeed. Do you know what I mean?
Leigh Fourie: Yeah.
Sam Ovens: It's totally irrational, regardless of what your track record is.
Leigh Fourie: It is irrational. It was just so bizarre.
Sam Ovens: What's your Myers Briggs profile?
Leigh Fourie: EN, external, ENTF, is that it, EN-
Sam Ovens: It'll be T or F, and than P or J at the end. ENFJ, or ENTP, or something like that.
Leigh Fourie: I'm an extrovert, I'm-
Sam Ovens: Intuitive.
Leigh Fourie: Intuitive, and the-
Sam Ovens: Thinking of feeling, it's either one of those.
Leigh Fourie: That one was, it was like 50/50 when I look at the detail, it was on the line.
Sam Ovens: But, it would have given you a letter still.
Leigh Fourie: Yeah, I think it gave me the feeling.
Sam Ovens: Got it, and then P or J?
Leigh Fourie: What was those two?
Sam Ovens: Perceiving of judging, like likes open endedness or like rigid planning and routine.
Leigh Fourie: No, not the rigid planning.
Sam Ovens: You're an ENFP.
Leigh Fourie: There we go.
Sam Ovens: Got it. Yeah, my wife's an INFP, and that'll be why the details would have been getting you a bit. Because, the details is like, it's not just talking about it, and socializing about it. It's blocking everything out and doing it, which is like getting into the detail. Also, the thinking and feeling. If strong feelings exist, those will override your rational logic. Do you know what I mean?
Leigh Fourie: Yeah. Now, with doing the organic outreach, now I'm at the point where I've just, so Friday, or yesterday, so Thursday, I finished my funnel. Now, I'm doing all the Facebook stuff. I've posted a thing in the group, I've made a sign for myself that says, GSD, which is just, get shit done. Because, and know in my diary I've said, today, you're doing this, and this, and this. Tomorrow, you're doing this, this, and this. Because, if don't do that, I get roped up in all the sales, and marketing, and the stuff that doesn't actually get me to where I need to be.
Sam Ovens: The noise.
Leigh Fourie: The noise, there you go, the noise.
Sam Ovens: Yeah, there's all that noise, because I don't know what it is. Seems really important when you're doing it, but when you look back, you're like, shit, what was I doing?
Leigh Fourie: Yeah, that's it. Because, I know now, I've got to get the Facebook stuff going. Because, my personal network, the customers that I've got that moment, that group of people will dry up at some point, where it's not gonna be, because it's all personally related, I suppose. Friends, or friends of friends. But, I need to start now getting some cold customers, and seeing how that's working, to see if there's, how many I could get per month, et cetera. Because, that's gonna be the leak in my job story.
Sam Ovens: Got it. We'll get back to the story now. So, you were getting, you got your clients through your personal network, occasionally posting on your personal profile, and mostly from the, what was it, something Happy Moms?
Leigh Fourie: Smiley Happy, but it's Moms, M-O-M-S.
Sam Ovens: Smiley Happy Moms. Then, you had moved them to messenger sometimes close it on messenger, sometimes go onto the call.
Leigh Fourie: Yep.
Sam Ovens: The, you'd make them an offer for your program, which started off free, then 200, and then it's worked its way up. What's it setting at now, what was the last client you successfully closed?
Leigh Fourie: 500.
Sam Ovens: Nice.
Leigh Fourie: It's still not where it needs to be, but I suppose we're all different, but for my own confidence, I've been quite happy with this. Because, it's been a slowly, slowly, slowly, slowly thing.
Sam Ovens: Well, you went from zero to 500, and it's still May.
Leigh Fourie: Yeah.
Sam Ovens: It's like you've only been doing it for one month. If it continues at this rate, it'll be ... What do you ideally want to have your offer at?
Leigh Fourie: I think, because of the catching up with them every single day, and the time involved, I think realistically, I could probably do a 1497. I don't know if I could ever get to more than that. It could get to a point where you get so good at it, and people know who you are. Then, suddenly you can say, well, actually, I'm charging two grand, or whatever it is. But, I think somewhere between the 997 and the 1497, I think, is probably a comfortable spot.
Sam Ovens: Got it. Let's talk about the niche for a bit. Because, you've got a good story here with this. Because, you scratch your itch basically. You saw yourself in the reflection. You're like, I'm not happy with how I look, so you went and fixed the problem yourself. Iterated there until you found a proof of concept. You knew it worked, because you lost weight. Then, you went and started experimenting with others. Then, when you saw it worked with them, you moved to paying customers. Which, is perfect. But, what did you really find that their problem was? Because, there's a lot of weight loss stuff out there. Like, there's tons of stuff. What was that thing that was missing for them?
Leigh Fourie: They, a lot of them, didn't have support. The one girl I'm helping, she is significantly overweight, but her partner isn't. She's fighting this, trying to stick on a diet, when the partner is having burgers, and chips, and all the rest of it. Again, it's not just weight loss. It's me trying to find a delicate way of saying to her, can you speak to your partner, and ask him not to eat burgers and chips on a Friday night, when you're actually having your salad. If he wants that, go and have it at lunch during the week. It's that kind of thing.
Leigh Fourie: But, the people themselves, they don't have support, or they just don't feel strong enough, or they're so busy, that they don't know how to do it. The one girl just said to me, I just can't do it on my own. I don't know what the right foods are. She didn't know what carbs were, what proteins were. She didn't have the will to go and learn about all that stuff. I just said, you don't need to know about that stuff. For breakfast, you're having eggs, and for lunch you're having this, and for dinner you're having that.
Sam Ovens: What was making them fat to start with?
Leigh Fourie: Sugar, bread, pasta, rice, all those. It's just quick on the go, grab a sandwich. Now it's teaching them Sunday nights, you actually prepare for the week. You make sure you've got your eggs for breakfast, you make sure you've got your lean meats, and your veggies, or your salad, or your whatever else it is. Then, I've put, and again, it's just a PDF of seven days of food idea. Now, these are the things you can have breakfast. These are the things you had for lunch. You can have red carb veggies at lunch, but you don't have them for dinner. Dinner is green veggies.
Sam Ovens: Have you looked up the meal delivery options? If someone's a very busy person, because I know for me, the big barrier for me was always time. I want to eat lean, but man I ain't going buying groceries, cooking that crap, and then doing the dishes.
Leigh Fourie: Yeah, there are, in New Zealand there are, and they're called healthy ... What's the one called here? I forgot what it is, but anyway. It's healthy, but there's still quite a bit of carb in there. There's still rice, and there's still whatever. If you do want to lose weight quickly, and my thing is, you want to lose it as quickly as what you can, eight weeks. Then, you want to maintain. You don't want this thing dragging on over months, and months, and months. The meal deliveries, there's still too many bought sauces, and some yummy things that will just slow the results.
Sam Ovens: Got it.
Leigh Fourie: I think, with the ladies, they're seeing that they're losing four kilos, or five kilos in their first week, it's really encouraging for them. I think the fact that they are losing every single day, it's keeping them motivated, it's keeping them on track, and to actually get to where they want to be.
Sam Ovens: If they're used to cooking anyway, it's just changing the thing that they're cooking.
Leigh Fourie: That's it. The one girl, she just said, she doesn't want to have to make a completely different meal for herself, and for her family. I said to her, well, when you're making bolognese, just make sure that you're buying the leanest meats, and then you have [inaudible 00:35:36] zootles, and then your family can have the spaghetti. It's just trying to help them plan, and that stuff doesn't take long. It's 15 minutes of my time, just stick a few pictures, and some things onto a word document.
Sam Ovens: Got it, so you're giving them the details. Kind of like what my program gave you for setting up funnels and stuff, you're giving them that for cooking the stuff.
Leigh Fourie: Exactly. It's me going, basically, just going onto the web, and finding things, and so they don't have to basically wade through all the stuff, and just giving them the details, so they don't have to think, they just know. I have to eat this for breakfast, this for lunch, and this for dinner.
Sam Ovens: Yeah, that's good, because that's the only time I ever lost weight myself, was when I just didn't have to think. I got a chef to cook it, and all that. That's extreme, but why it was hard for me was, because I never, ever had cooked myself. To break that behavior was too challenging. But, if someone's already cooking and used to it, and all they've got to do is change what they're cooking, that seems doable.
Leigh Fourie: Generally, somebody who is overweight, you can bet your bottom dollar that they love cooking. They spend time in the kitchen, they do that stuff. It's just instead of baking cakes, make yourself a great salad, or a stir fry.
Sam Ovens: Got it. Why did you choose, because your niche was specific. You said moms over 40, why moms over 40?
Leigh Fourie: Because, that was me. I knew, I'm 47, I knew the emotional stuff that happens when you get to that age. 35-year-old, they're still partying, and all the rest of it. I just thought that, 40-year-old moms, your kids aren't babies any more. My kids are 10 and 12, so others, I'm an older mom, so maybe the kids are 15, 16, 17. They're not having to baby their children anymore. This is now time to actually start getting themselves back to where they want to be.
Leigh Fourie: I was somebody before I was a mom. I'm a dynamic, and that's why the Smiley Happy Mom thing, it's quite a quirky name, but you think you'd want it to become a bit like, are you a smiley happy mom? It's something that you're proud of. I'm now doing things to get myself back. It's all about me now. I want to be confident again, I want to wear a bikini on the beach. Just because I'm 40, doesn't mean that I have to be fat, and frumpy, and wearing awful clothes.
Sam Ovens: It's also good, because, man, that niche, like 40+ year old moms, you guarantee their on Facebook.
Leigh Fourie: Definitely.
Sam Ovens: Because, my mom's never off Facebook. She's like, honestly, I think it's a medical grade addiction. She's just like can't take her eyes off it.
Leigh Fourie: But, your mom's gorgeous.
Sam Ovens: Yeah, but they're on that platform, so I'm not surprised that you've been getting such high engagement, and other people are talking about it. Because, that's their zone right now.
Leigh Fourie: Yeah, and it's interesting. What I also, because now what I'm starting to do is, trying to get the, what's the thing you have to do with the Facebook ads, where you start getting your audience, where you got to start thinking of what kind of things are they interested in. It's great, I've contacted all those people that were in that secret Facebook group. I said, right, what groups do you follow? That's been great, it's recipes, and it's dogs, and it's local community. Because, the interesting thing is, my niche is found across everywhere. It's not only people that love dog, or any people who are interested in, it's across everything. Because, it's such a, there's so many overweight people. We know, it's such a massive industry. If you look across any theme, you're gonna find overweight people.
Sam Ovens: Almost everybody is.
Leigh Fourie: Yeah, and almost everybody is.
Sam Ovens: Because, it's so hard not to be. The way with the modern world, and of this processed food. It's like an actual job not to be fat.
Leigh Fourie: Yeah. The thing is, as soon at you change your habits ... I know, when I went from, I was 75, I'm now 58 kilos, and I'm 172 high, so I'm fairly tall. But, if you change your habits, you will never go back to being overweight again. It's this fear in you, I don't ever want to be there again. It was so awful, I'm never doing that again. Never, ever, ever. Now, what I do with maintaining my weight is, I eat really well during the week, and then on the weekends we might go out for pizza or something, and that's fine. It's also not drinking wine every night. That's also been part of the [crosstalk 00:40:40].
Sam Ovens: That must be huge in New Zealand for 40-year-old moms.
Leigh Fourie: Because, there's such great wine here.
Sam Ovens: Wine is like water for 40-year-old moms in New Zealand.
Leigh Fourie: It's great, but that's also been, having a few glasses of wine every night, that also stops your productivity, et cetera. When I've stopped having all the wine at night, suddenly I get a lot more done with the course.
Sam Ovens: It's not surprising [crosstalk 00:41:06].
Leigh Fourie: You can have a glass of wine on a Friday or Saturday night, but in the week, no, because you've got stuff to do. You gotta to get shit done.
Sam Ovens: Have you noticed that it's way bigger in New Zealand, than other countries, the whole wine thing?
Leigh Fourie: Well, South Africa is massive wine as well, so I suppose I've gone from one to the other. But, New Zealand's got such great wine, it's sacrilege not to partake.
Sam Ovens: Because, a lot of 40-year-old moms that I know back in New Zealand drink a bottle of wine every night.
Leigh Fourie: Yeah, and so during my program, it's just no alcohol for eight weeks.
Sam Ovens: Do they take that, what's the one thing in your program that has the most friction, and resistance in it? The one thing you try to get them to change that they fail on the most?
Leigh Fourie: Well, alcohol is probably quite a big thing. But, then what I've said to them is, get yourself a wine glass, pour yourself some sparkling water, put a few drops of lemon in it. You still feel like you're socializing and having a good time. It, I suppose, messes with your head a little bit. Then what I've also found is, there are some people that have so many carbs, bread in their diets. The one lady who was excessively overweight, I just said to her, the important thing is for you to stay on this program.
Leigh Fourie: For the first three weeks, you're gonna have one slice of very thin [inaudible 00:42:29] toast. You can have one slice a day with your eggs. But, after three weeks, you're not gonna have it anymore. I wean them off it, so that it's not a complete shock, and then they go, oh, this is too hard, I don't want to do it anymore. I suppose, just working with the individual, just making sure that they stick to the program.
Sam Ovens: Sparkling water is a real good hack. Because, it's like, it tricks your brain.
Leigh Fourie: It does, and you can even put a few mint leaves or something into it, which, and the fact that it's in a wine glass, you still feel like your relaxing, and opening a bottle of wine.
Sam Ovens: It suppresses your appetite too.
Leigh Fourie: Yeah, it does. So, it's good.
Sam Ovens: Cool, and how long did you say your program is?
Leigh Fourie: It's eight weeks.
Sam Ovens: Got it.
Leigh Fourie: What I was thinking was, because some people have a lot of weight to lose. Then, it will probably need to be 12 weeks. What I was thinking was for the pricing, maybe the eight weeks costs so much, and then if you have to do another four weeks, well, there's an additional payment.
Sam Ovens: Yeah, I think, honestly, the program should be six weeks, and if you've told them all you need to tell them in that timeframe, then they're gonna continue doing the program for life. Do you know what I mean? It's like the Accelerator, it's says it's six weeks, man. People are never done with their program. You keep living it forever. That's when the group can be a really good component, because people will still participate in that. You are no longer providing the one-on-one, and the calling them, and checking in all the time. You give them systems to do that to themselves. Then, with the group there, they stay involved, and all of that.
Leigh Fourie: Yeah. The other thought I had was, once they've gone through the one-on-one, and then maybe get them, and they wanted to stay on, but they don't need my every morning checking in. Is there a market to say, when you finish the one-on-one, you can stay in the Facebook group, but now it costs you 27 bucks a month, or I don't know, to join. So, that the people, there's still more income coming in, even though it's small amounts, but that will, do you think that's doable?
Sam Ovens: That's a good question. A lot of people think like this, but my view on it is that you don't need to charge them. They've already paid, and the more satisfied they are, the more likely they are to tell other people. Then, the more satisfied they are, the more likely they are to give you testimonials. Both of those things create new sales for you. New sale are always worth more than 27 bucks a month.
Leigh Fourie: Yeah, that's true.
Sam Ovens: Also, the momentum you will get. This is only happens when you've got the group going, and all of this. But, a lot of my best case studies, they've been with me for three years or more. They keep growing, and they keep, every time they get better, they influence a feedback loop in the whole group, where everyone gets better. Then they get better, and then everyone else, so it all starts interconnecting. You'll have, let's say you've got a star student in that group, who loses a lot of weight.
Sam Ovens: Then, as they keep losing more, and posting more, and people watch their story transform, it'll make your course better. There's so many benefits to it, that it's not worth charging more for. Honestly, 27 a month, try and mange that subscription is gonna be a nightmare. Cards declining, cards needing to be updated, whose [crosstalk 00:46:15] You've got to remove them from the group, you got to add them back. 27 a month, when you can be getting new clients for a grand, or 1500, how many 27s does it take to make 1500?
Leigh Fourie: No, that's true. Sam, do you think of that grand or 1500 is a good rate?
Sam Ovens: Well, it's very speculative, right? Some people pay that for a bottle of wine. It's, at the end of the day, this is a big thing. If someone's overweight, it's costing them years of their life, and that's, how the hell can you even put a price on that? Imagine if you went up someone and you're like, hey, I can save you a year off your life for this much money, and they're like, oh that's [inaudible 00:47:07]. It's not as, we're not really selling that, but in a way, you are, do you know what I mean?
Leigh Fourie: Mm-hmm (affirmative).
Sam Ovens: I think, the main thing for them is just believability, and the fact that it will work. I think, if you went up to any 40-year-old mom who was overweight, and they knew it was gonna happen, they'd pay it. They're spending this money on wine, and bread, and all this other crap. The money is, I think you could even charge more. But, there will be a point where it meets its prime spot. I think it would be about a grand to two grand. Somewhere around there. Because, that's within reach of everyone, but it's still quite expensive, and you want it to be a little bit expensive, so that it, like you said, people have got skin in the game.
Leigh Fourie: Yeah.
Sam Ovens: Because, no one wants to lose a whole grand, so they'll work harder. Compared to, it's like, imagine playing poker with a grand buy in, compared to 20 bucks.
Leigh Fourie: Yeah.
Sam Ovens: 20 bucks, you're just gonna be like, just play, and when it's free, you ain't even gonna care. The game probably isn't gonna finish. But, so the higher stakes, the more serious everyone will be.
Leigh Fourie: No, I've definitely found that the people who pay, they're not necessarily the ones that have paid more, but they don't, every morning I'll message them, and they come back saying, this is my weight. Ooh, I'm so glad I'm down 70 grams, or I'm doing so well. It's good, and I definitely think the thing with putting some money in, makes them stick to it more than if they didn't.
Sam Ovens: 100%.
Leigh Fourie: I think you said in one of your videos, offering your course to somebody for nothing, and they'd take no action, because there's, I think you said, to some friends and family, or something and [crosstalk 00:49:15].
Sam Ovens: I've never given it, I think in the very early days, I gave one or two people it for free. Then, I noticed that they didn't do anything, so I was, I'm never doing that again. Now, if a close immediate friend wants it from me, I won't give it to them. But, I also don't want to make it seem like I'm biased, and just trying to make money off them. What I say to them is, I'll give it to you, but you have to put $1000, which is half the price of it, into a charity of your choice, and then I'll give it to you. The money isn't coming to me, but they still have bled a little bit, do you know what I mean?
Leigh Fourie: That's good.
Sam Ovens: But, no one's done that. Because, you can tell they're lazy. They're, honestly, it's weird. Sometimes, it's the immediate people around you that just never move. Because, they still can't think like, oh, that maybe what Sam is doing is really working. Because, they're so used to the old version of you, do you know what I mean?
Leigh Fourie: Yeah.
Sam Ovens: This happens a lot in business. Sam Walton talked about it in his book. The immediate people around him were always skeptical of Walmart, even up to the point where he was a multi billionaire. They never bought stock or anything, because they still knew him as the old Sam Walton.
Leigh Fourie: Yeah. The other things that's been quite interesting. When you talk about what you're doing to friends. It's funny how, and I don't think they purposely mean to do it. But, they're always like, "Oh, that's so risky. Oh, you can't you leave your job." That's been really interesting. Funny enough, all my paying customers, not one person has asked me if I'm a nutritionist, or if I've got some degree, or some whatever. To me, that was my biggest thing. I was thinking, oh God, I better go do something, so I can put some lists behind the name behind the name, or whatever. It's just not necessary. Well, I haven't had an objection, that hasn't even been brought up once.
Sam Ovens: To be honest, people are honestly more skeptical of these damn people. Because, they're putting forward the certificate first. They're like look at me, I'm a professional, listen to me. Which is, people are just tired of that crap. Because, the world keeps getting screwed by professionals with certificates. Because, they didn't look at the facts, which is, has anyone actually had some results with this? If you can come forward and show people this stuff, there's no comparison.
Leigh Fourie: Here's proof.
Sam Ovens: It's cool, I love the way the world is moving there. Because, it means that anyone can really do everything, provided they actually can, which is how it should have always been. But, it got distorted at some point with credentials.
Leigh Fourie: Yeah. Well, those first three, the three freebies, so with them it was, I said to them, I'll do these for nothing, but you've got to stick to it, you've got to commit to doing the time, and you've got to give me a pretty good testimonial, provided it works, it's does what it needs to do. They were more than happy to do that. The three of them, funny enough, even though they haven't paid, they have pretty much stuck with it.
Sam Ovens: That's good.
Leigh Fourie: So, that's good.
Sam Ovens: Awesome. What's next for you now? Where do you want to, what's the vision for this thing? Where do you want to be at the end of this year?
Leigh Fourie: Well, by the end, I want to hand my resignation in by the end of July, so that gives me two months to get all the Facebook stuff. I've really started, but just to start doing the blue swans, and all that kind of stuff. If I can get to a point of doing, getting 10 or 15 a month, that'll be pretty good. If I can get to doing 10 or 15 grand. My job at the moment, I earn good money. It needs to be 10 or 15. It's got to replace my day job. Then, I'd be really keen to basically start, join the upstarts the next level, I suppose. Then, see where I can take it to from there. Move away from the one-on-one, and do some either group coaching, or something like that.
Sam Ovens: Yeah, it can definitely, it's got the potential for that to happen.
Leigh Fourie: I'd be really keen to get involved with that [crosstalk 00:53:49].
Sam Ovens: Where do you want to be at the end of the year? What sort of revenue per month, and where do you want to take this?
Leigh Fourie: I suppose, my first goal is say 15 grand a month. But, then if I can do something that's more, I wanted to be seven figures, probably by, maybe not the end of next year, but maybe the year after that. If there's a way that I can scale it to do something like that. That's where my goal is.
Sam Ovens: It's easy. But, only if you are all in.
Leigh Fourie: Yeah.
Sam Ovens: You'd want to ... I think you've got the right idea. If you can get to 10 grand a month just for two months, I would leave the job then. Because, of course you're gonna get to 15. But the biggest inhibitor of you getting to 15 is your time, and the job is taking the time.
Leigh Fourie: Definitely.
Sam Ovens: 10 for two months is when I'd be like, yeah, I know I can do this thing. Then, from there, you've got to systemize it, use paid traffic, roll it into a program, instead of a lot of manual, done for you, and you could easily hit seven figures. It's a global business.
Leigh Fourie: The really good thing is, and I'm fortunate, is that my hubby, he contracts in New Zealand in the property area, and he does really, really well financially. He just said to me, "Look, if there's a bit of, when you start running your Facebook ads, and there's a bit of check record that you're getting three, four, whatever," he said, "Pack it in. Because, then at least," as you said, it's the time. Because, then my job, I've got to be there from eight till half past four. It's painful, so if I suddenly had more time available, because I have got kids as well. I'm pretty good at making time for things. But, that's, he's very supportive, so that's pretty cool.
Sam Ovens: Nice. Then, what would you say has been the most transformational part of going through the Consulting Accelerator program for you?
Leigh Fourie: I enjoy, as I said, I enjoyed the mindset stuff. It's not really something I've struggled with, but there was a lot of new stuff in there that I hadn't seen before. That was good. The big thing with it was actually showing me what is possible. You see all the stuff on Facebook. These people working on laptops, and they're in the Bahamas, or whatever. You always go, oh, that bollocks. It was quite good to see, actually this is possible. There's so many people who are succeeding and doing well, so it was great. Where I could say, well, geez, if they can do it, so can I. I'm fairly well educated, and all the rest of it. The opportunity that it's showed me was what really, I thought, was really, really transformational.
Sam Ovens: Awesome. Then, what would your, you've been in the community since October, so a while now, and I'm sure you've seen a lot of the other members in there, and what they're going through and everything.
Leigh Fourie: Yeah.
Sam Ovens: What would your number one piece of advice be for them?
Leigh Fourie: Just stick to it, and just go through it step-by-step-by-step. Because, when I started doing it, I was watching all the videos and things. But, then to earn hits, I was saying, do I do this $1000 offer, or do I rather do a whole lot of $50 offers. I was thinking, oh, and then only after a while did I realize that actually, the done for you, you've got to do the high ticket item, because that's gonna give you the experience. That's gonna teach you stuff. You've got to do that stuff first. Had I just stuck to the program, and followed, and did what I was told, I probably would have got to this point quicker than what I have. I say to everyone, just follow the process.
Sam Ovens: That's good advice. Cool. Then, for people who are listening, because we're gonna put this on YouTube, customers will see it, but also non customers too. How do they find you, and learn more about what you're offering?
Leigh Fourie: There's a Facebook page. There's Smiley Happy Moms, you'll find me there.
Sam Ovens: That's with Moms, M-O-M-S.
Leigh Fourie: O-M-S, yep. Then there's also a website, SmileyHappyMoms.com. There might be some links that aren't exactly sorted out yet, but it's there, and there's contact info, et cetera there. If anyone's looking for me, you can find me there.
Sam Ovens: Awesome. Well, thanks a lot for jumping on, and sharing your story. I'm sure it's gonna help a lot of members, and probably inspire some people to get started with their own business too.
Leigh Fourie: Cool, no it's been great, and thanks very much for having me. I feel quite honored.
Sam Ovens: Awesome, all right, we'll speak soon.
Leigh Fourie: Okay, thanks, Sam. Cheers.