Your signature program WORKBOOK - Amazon S3(1...where family & business is integrated and we model and enjoy it. Physically continue my body transformation. Coyt 2016 Vanessa Hon Intenatonal

©2016 All Rights Reserved. Vanessa Horn International | createyoursignatureprogram.com | www.vanessahorn.com

WORKBOOK

CREATEYour signature program

2© Copyright 2016 Vanessa Horn International | vanessahorn.com | 1-800-966-2011 | [email protected]

table of contents

1. VISIONEERING ................................................................................... 3

2. PACKAGING ........................................................................................ 15

3. PRICING................................................................................................ 26

4. POSITIONING ..................................................................................... 30

5. DELIVERING ........................................................................................ 36

1. VISIONEERING


STEP 1DESCRIBE YOUR IDEAL SCENE

YOUR BEST MARKETING STRATEGY IS CREATING A LIFE YOU LOVE. Others will be drawn to you and your work. They buy YOU first. They will say, “I’LL HAVE WHAT YOU’RE HAVING!”

EXERCISE:

Ask yourself…

What creates an inspired life for you? You must define that for yourself. What do I need to say YES to in my life for it to be the kind of life that has me say, “I’ll have what I’m having”? What do I want to create? What makes me come alive?

Where you can, include visuals.

Business Goals:


Financial:

Lifestyle:

Personal Goals:


SAMPLE:VANESSA’S IDEAL SCENE EXAMPLE (2011)

Business GoalsBecome a global and strategic thought leader that is part of a movement of raising up passionate, spiritual leaders in key arenas of influence. Spending my time in conversations with leaders “strategizing” where and how we can make a difference and challenging each other in how we can live big and personally embody the change we want to see in the world. Devoting my time giving my gifts into other leaders’ lives but also receiving from their gifts; iron sharpening iron.

FinancialThe largest volume month I have ever had in my business is $369,000 in a single month. I estimate that the lifestyle that I want to create will require netting $35,000/month personally. I want to be giving away that much equally. Become well invested so that my money works for me by creating residual wealth.

Lifestyle

I want to accomplish those goals by working 4 hours/day and have summers off except possible live events.

Spend 2 1/2 months during the summers in Brazil (or anywhere else we may choose to visit).

What it looks likeI want to share the stage with Dani Johnson hosting life-changing, live events annually.

Foster a community of likeminded individuals who are inspirational and game changers, who live with a sense of calling on their life and are willing to play BIG.

Publish life-changing books that transcend generational impact. Create a team that feels part of a mission and loves working as part of my organization.


Personal GoalsTo live feeling carefree and alive.

To feel so filled up with love that it comes out of my pores and I lavish others with it without conditions or expectations and without regard to their interpretation of me. That I lack any restraints to how I express myself and love others.

Fluent in Portuguese—my boys, my husband and me.

Craft my Latin dancing skills to be able to do a live dance performance.

Daily having personal time (working out, reading, writing, dancing, spiritual growth)

Have a thriving marriage that is fun, passionate, spiritual, and full of great communication.

Speak and co-author a book with my husband on marriage.

Create a family legacy so real that my kids are raised with a sense of purpose that is multi-generational.

Create a very close relationship with my children where we play & snuggle together a lot.

Host an international family coaching event every summer where family & business is integrated and we model and enjoy it.

Physically continue my body transformation.


You are talented. And what we’ve seen with talented entrepreneurs is you’re making the mistake of spending your time on the 7’s, 8’s, 9’s because you can. You’re competent and able. But what it’s stealing from your life is the 10’s.

And sometimes you may say, “But, I don’t have the 10 yet.” Make room for it by saying NO to anything that is less.

So, on a scale of 1 to 10, say yes only to the 10’s.

5---------6 -------7--------8--------9--------9.9-------- 10

EXERCISE:

Ask Yourself…

What do I need to say NO to? (What am I tolerating or settling for in my business?)

STEP 2IDENTIFY YOUR LEVEL 10


What do I need to say YES to in my life and business (10’s)?


STEP 3IDENTIFY YOUR KEY VALUES

Your values guide your creation and help you make decisions that are in alignment with what is most important to you. Your values are also a key part of your MESSAGING, because your ideal prospects will likely share some of your top values. Being aware of your top values allows you to intentionally include them in your messaging.

EXERCISE:

Ask Yourself…

What does your ideal scene & level 10 say about the values that are most important to you? Look at where you spend your time, energy and money. Look at what is your most dominant thought. What do you suspect those values are? Use the values list below and list them:

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

SAMPLE: Vanessa’s Key Values:1. Making an impact2. Intellectual/Spiritual/Emotional Stimulation & Growth3. Connection/Relationships


1. Abundance

2. Acceptance

3. Accessibility

4. Accomplishment

5. Accountability

6. Accuracy

7. Achievement

8. Acknowledgement

9. Activeness

10. Adaptability

11. Adoration

12. Adroitness

13. Advancement

14. Adventure

15. Affection

16. Affluence

17. Aggressiveness

18. Agility

19. Alertness

20. Altruism

21. Amazement

22. Ambition

23. Amusement

24. Anticipation

25. Appreciation

26. Approachability

27. Approval

28. Art

29. Articulacy

30. Artistry

31. Assertiveness

32. Assurance

33. Attentiveness

34. Attractiveness

35. Audacity

36. Availability

37. Awareness

38. Awe

39. Balance

40. Beauty

41. Being the best

42. Belonging

43. Benevolence

44. Bliss

45. Boldness

46. Bravery

47. Brilliance

48. Buoyancy

49. Calmness

50. Camaraderie

51. Candor

52. Capability

53. Care

54. Carefulness

55. Celebrity

56. Certainty

57. Challenge

58. Change

59. Charity

60. Charm

61. Chastity

62. Cheerfulness

63. Clarity

64. Cleanliness

65. Clear-mindedness

66. Cleverness

67. Closeness

68. Comfort

69. Commitment

70. Community

71. Compassion

72. Competence

73. Competition

74. Completion

75. Composure

76. Concentration

77. Confidence

78. Conformity

79. Congruency

80. Connection

81. Consciousness

82. Conservation

83. Consistency

84. Contentment

85. Continuity

86. Contribution

87. Control

88. Conviction

89. Conviviality

90. Coolness

91. Cooperation

92. Cordiality

93. Correctness

94. Country

95. Courage

96. Courtesy

97. Craftiness

98. Creativity

99. Credibility

100. Cunning

101. Curiosity

102. Daring

103. Decisiveness

104. Decorum

105. Deference

106. Delight

107. Dependability

108. Depth

VALUES LIST


109. Desire

110. Determination

111. Devotion

112. Devoutness

113. Dexterity

114. Dignity

115. Diligence

116. Direction

117. Directness

118. Discipline

119. Discovery

120. Discretion

121. Diversity

122. Dominance

123. Dreaming

124. Drive

125. Duty

126. Dynamism

127. Eagerness

128. Ease

129. Economy

130. Ecstasy

131. Education

132. Effectiveness

133. Efficiency

134. Elation

135. Elegance

136. Empathy

137. Encouragement

138. Endurance

139. Energy

140. Enjoyment

141. Entertainment

142. Enthusiasm

143. Environmentalism

144. Ethics

145. Euphoria

146. Excellence

147. Excitement

148. Exhilaration

149. Expectancy

150. Expediency

151. Experience

152. Expertise

153. Exploration

154. Expressiveness

155. Extravagance

156. Extroversion

157. Exuberance

158. Fairness

159. Faith

160. Fame

161. Family

162. Fascination

163. Fashion

164. Fearlessness

165. Ferocity

166. Fidelity

167. Fierceness

168. Financial independence

169. Firmness

170. Fitness

171. Flexibility

172. Flow

173. Fluency

174. Focus

175. Fortitude

176. Frankness

177. Freedom

178. Friendliness

179. Friendship

180. Frugality

181. Fun

182. Gallantry

183. Generosity

184. Gentility

185. Giving

186. Grace

187. Gratitude

188. Gregariousness

189. Growth

190. Guidance

191. Happiness

192. Harmony

193. Health

194. Heart

195. Helpfulness

196. Heroism

197. Holiness

198. Honesty

199. Honor

200. Hopefulness

201. Hospitality

202. Humility

203. Humor

204. Hygiene

205. Imagination

206. Impact

207. Impartiality

208. Independence

209. Individuality

210. Industry

211. Influence

212. Ingenuity

213. Inquisitiveness

VALUES LIST


214. Insightfulness

215. Inspiration

216. Integrity

217. Intellect

218. Intelligence

219. Intensity

220. Intimacy

221. Intrepidness

222. Introspection

223. Introversion

224. Intuition

225. Intuitiveness

226. Inventiveness

227. Investing

228. Involvement

229. Joy

230. Judiciousness

231. Justice

232. Keenness

233. Kindness

234. Knowledge

235. Leadership

236. Learning

237. Liberation

238. Liberty

239. Lightness

240. Liveliness

241. Logic

242. Longevity

243. Love

244. Loyalty

245. Majesty

246. Making a difference

247. Marriage

248. Mastery

249. Maturity

250. Meaning

251. Meekness

252. Mellowness

253. Meticulousness

254. Mindfulness

255. Modesty

256. Motivation

257. Mysteriousness

258. Nature

259. Neatness

260. Nerve

261. Noncomformity

262. Obedience

263. Open-mindedness

264. Openness

265. Optimism

266. Order

267. Organization

268. Originality

269. Outdoors

270. Outlandishness

271. Outrageousness

272. Partnership

273. Patience

274. Passion

275. Peace

276. Perceptiveness

277. Perfection

278. Perkiness

279. Perseverance

280. Persistence

281. Persuasiveness

282. Philanthropy

283. Piety

284. Playfulness

285. Pleasantness

286. Pleasure

287. Poise

288. Polish

289. Popularity

290. Potency

291. Power

292. Practicality

293. Pragmatism

294. Precision

295. Preparedness

296. Presence

297. Pride

298. Privacy

299. Proactivity

300. Professionalism

301. Prosperity

302. Prudence

303. Punctuality

304. Purity

305. Rationality

306. Realism

307. Reason

308. Reasonableness

309. Recognition

310. Recreation

311. Refinement

312. Reflection

313. Relaxation

314. Reliability

315. Relief

VALUES LIST


316. Religiousness

317. Reputation

318. Resilience

319. Resolution

320. Resolve

321. Resourcefulness

322. Respect

323. Responsibility

324. Rest

325. Restraint

326. Reverence

327. Richness

328. Rigor

329. Sacredness

330. Sacrifice

331. Sagacity

332. Saintliness

333. Sanguinity

334. Satisfaction

335. Science

336. Security

337. Self-control

338. Selflessness

339. Self-reliance

340. Self-respect

341. Sensitivity

342. Sensuality

343. Serenity

344. Service

345. Sexiness

346. Sexuality

347. Sharing

348. Shrewdness

349. Significance

350. Silence

351. Silliness

352. Simplicity

353. Sincerity

354. Skillfulness

355. Solidarity

356. Solitude

357. Sophistication

358. Soundness

359. Speed

360. Spirit

361. Spirituality

362. Spontaneity

363. Spunk

364. Stability

365. Status

366. Stealth

367. Stillness

368. Strength

369. Structure

370. Success

371. Support

372. Supremacy

373. Surprise

374. Sympathy

375. Synergy

376. Teaching

377. Teamwork

378. Temperance

379. Thankfulness

380. Thoroughness

381. Thoughtfulness

382. Thrift

383. Tidiness

384. Timeliness

385. Traditionalism

386. Tranquility

387. Transcendence

388. Trust

389. Trustworthiness

390. Truth

391. Understanding

392. Unflappability

393. Uniqueness

394. Unity

395. Usefulness

396. Utility

397. Valor

398. Variety

399. Victory

400. Vigor

401. Virtue

402. Vision

403. Vitality

404. Vivacity

405. Volunteering

406. Warmheartedness

407. Warmth

408. Watchfulness

409. Wealth

410. Willfulness

411. Willingness

412. Winning

413. Wisdom

414. Wittiness

415. Wonder

416. Worthiness

417. Youthfulness

418. Zeal

VALUES LIST

2. PACKAGING


What work do you love the MOST? (Remember, for this program you are dialing it down to ONE. That means that you are choosing between 9.9 vs. 10 sometimes.)

What is your Signature work? If this were the last year of your life, what would you have to make sure you created to MAKE YOUR MARK IN LIFE?

STEP 1IDENTIFY THE WORK YOU LOVE

Your sweet spot


What feels absolutely effortless?

What do you love doing so much that you would be willing to do it for free?

What do friends and colleagues frequently turn to you to help them solve?

STEP 2IDENTIFY YOUR GENIUS


What have you spent years mastering?


What urgent problem do you solve? What is the issue that you know people are on Google searching for a solution to, which you have a solution to that works?

Listen to what your propects/clients want. When you speak with ideal prospects, send surveys, or do strategy sessions, ask the question: “What is your greatest challenge related to ______________ (fill in with the area of your expertise)?” WRITE DOWN what they say! Then use your prospect’s language to share with the market what you help them solve.

STEP 3FIND OUT WHAT THE MARKET WANTS


Is it a tested concept? Who else does what you are thinking about doing? What other courses exist? What books?


Identify your current processes. What have you walked through with your clients or individuals whom you’ve previously served? What are the items you do that are the same for 80% of them? Pay attention to the things you find yourself teaching over and over again. Write down the sequence in which it happens most often.

1.

2.

3.

4.

STEP 4OUTLINE YOUR PROGRAM


5.

6.

7.

Follow your story line. Generally, we teach what we have gone through and have found the solution for (our own Hero’s journey). The most powerful way to outline your signature program is to follow your own story line. What steps did you take in your journey? What did you find most helpful for accomplishing the outcome that you are now promising your ideal client?

1.

2.


3.

4.

5.

6.

7.


Perform a brain dump. Dump out anything that comes to mind related to your topic. Take this sheet with you. When you listen to others in your field and it prompts your own thought leadership, write it down here.

Identify your thought leadership/intellectual property. What key words or phrases do you use repeatedly? What distinctions have you made in the market that others are not normally aware of? What is your point of view based on your story and expertise?

OWN IT, BABY! Write them all down here.


Identify your ideal client’s results. If you had (or have had) an ideal client who executed your steps perfectly, what would be the EXPONENTIAL results that you know they could experience in their life? That is your program promise.

Name your program based on your program promise. Create a name for your signature system that is based on the outcome the client would experience.

MY SIGNATURE PROGRAM NAME:

SUBTITLE:

STEP 5DEFINE YOUR PROGRAM PROMISE

3. PRICING


What is the value of the EXPONENTIAL benefits if you had (or have had) an ideal client who executed your steps perfectly?

What additional benefits would they experience in their life as a result? What is the value of that?

STEP 1BENEFIT ANALYSIS


What is the cost of your client staying stuck and not having their problem solved?

What might be other costs incurred that they may not have even thought about? (Losing their marriage, their health, etc.)

STEP 2COST ANALYSIS


Establish the value of your program considering the benefits you provide your client and the costs you save them.

STEP 3DETERMINE YOUR PROGRAM PRICE

BETA/CASE STUDY PRICE:

MY SIGNATURE PROGRAM PRICE:

UPSELL:

UPSELL PRICE:

DOWNSELL:

DOWNSELL PRICE:

4. POSITIONING


Where is the sweet spot you’ve identified between what you love, what is your genius, and what the market wants?

STEP 1DETERMINE YOUR ENTREPRENEURIAL

SWEET SPOT


Whom can you serve that inspires you? What do they care about? What problem do you solve? What language do THEY use? Think of an individual person to help translate your message into what they are looking for?

How can you uplevel your messaging even more to attract the crème de la crème?

Whom do you want at the top of the mountain with you?

STEP 2IDENTIFY A LUCRATIVE AUDIENCE FOR

YOUR WORK


STEP 3CREATE YOUR “PIQUE INTEREST” STATEMENT

I help

(who? ideal client)

create/have/solve

(what? pleasure)

without

(what? pain)

I do that through/by

(how? method)

op

tio

nal


STEP 4CREATE A STANDOUT BRAND

Branding uplevels your perceived value and helps you stand out from the marketplace by allowing you to distinguish yourself from other solutions. It helps you not have to compete on price point alone.

What is my signature style? Write down 3 words that you want people to use to descibe you or work? What will they think/feel when they experience me and my brand that reflects my true essence/style and the value of what they would experience from working with me?

What brands inspire me or elicit that feeling from me? (Begin a swipe file)

Identify something symbolic or of special meaning that you want to infuse into your brand.


STEP 5CREATE POWERFUL CLIENT EXPERIENCES

What do I want my clients to be saying to me after they have gone through my program? (Write out the testimonials you will receive in advance. This helps you reverse engineer your experience to create that outcome).

How can I create that for them? How can I not just serve my client, how can I create an EXPERIENCE FOR THEM?

5. DELIVERING


STEP 1CHOOSE A DELIVERY METHOD

DELIVERY METHOD OPTIONS:

Choose the one that most appeals to you:

Questions to ask…

• What delivery method assures the best outcome for my client?

• What delivery method leverages my time best?

• What delivery method fits my ideal scene, the masterpiece I want to create?

1 The 60/30 60 minute content call

30 minute Q&A

2 The Monday/Thursday Monday content call

Thursday Q&A call on the content

3 Live Event Based Virtual Workshops

Retreats

Exotic Locations

4 VIP Days

5 Content only Home study (generally the downsell option)

THE SIGNATURE PROGRAM DELIVERYMETHOD I CHOOSE:

TARGET PROGRAM START DATE:


STEP 2MAP OUT A VIP CLIENT EXPERIENCE

What do you intentionally want to create as a part of your VIP Client experience to ASTONISH your client? How do I want to ashonish them?

For example:

1. Seamless technology experience

2. High end touch

3. Little details to make client feel special:

• Birthday cards

• Gifts at end of program

• Hand written notes

• Surprise bonuses


STEP 3COMPLETE MATERIALS FOR PROGRAM

DELIVERY

Program Intake Form: The intake form is designed to capture in their words their biggest challenge and has your client set a strong intention for the program.

MY PROGRAM INTAKE QUESTIONS

1.

2.

3.

4.

5.

6.

7.

8.

Program Feedback Form: The program feedback form allows you to capture strong client testimonials and referrals, measure client results, and get feedback of how to improve your program for even greater client results.

MY PROGRAM FEEDBACK QUESTIONS

1.

2.

3.

4.


5.

6.

7.

8.

Program Welcome Email: Write a welcome email with everything your client needs to know when they start your program. (See sample in membership area for swipe copy. Available to Signature Mastermind clients only.)

Client Testimonial Request: Create a system to capture client testimonials via written or video format.


Program Continuation: What problem may still exist for your client after completeing your program. How can you continue to serve them in a future program? This helps extend the lifetime value of your client.


Vanessa Horn InternationalInspiring & Empowering Entrepreneurs

[email protected]

© Copyright 2016 Vanessa Horn International, LLC All rights reserved.

Documents

Your signature program WORKBOOK - Amazon S3(1...where family & business is integrated and we model and enjoy it. Physically continue my body transformation. Coyt 2016 Vanessa Hon Intenatonal