Limbic System Rewire

Interview Transcript

[00:00:00] Mike Mark:

All right. All right. So I'm really excited about this episode. Welcome to the Scale Sales podcast. I'm joined by Nick in Brooklyn Hanna, how are you guys today?

[00:00:11] Brooklyn Hanna:

We're doing awesome. Yeah.

[00:00:14] Mike Mark:

Good.

[00:00:15] Brooklyn Hanna:

Going fast.

[00:00:16] Mike Mark:

I love hearing that. I know you guys got a baby on the way, which is really exciting. It's crazy. I mean, three months went by and how fast you guys. We were just in Fort Lauderdale at the event like a blink ago. And now here we are on the other side of this. So I'm, really excited to go deep into your guys' journey from like the inception of starting the business. I think that the work that you guys are doing is really powerful, especially being like, for the people that you're serving, like you guys are the last resort in a lot of ways. Right. And so they've probably gotten to this point where they've tried everything but being chronically fatigued, chronically sick is just, it's a lot to handle. What you guys have done in order to cure that yourself, Brooklyn, and then being able to take that and bring it to other people is really pretty magical. And a lot of times I feel like we don't even realize, but like our worst curse is actually our biggest blessing in disguise. Right.

[00:01:28] Brooklyn Hanna:

Absolutely.

[00:01:31] Mike Mark:

For any of you guys watching this, just like Brooklyn and Nick are some of the nicest people. I think you guys are gonna get this through the interview. And their journey is really like powerful. I'm excited for you guys to share it all today. So I guess tell us a little bit about like, what's your business and then how did it start is especially what I'd love to hear more about.

[00:01:56] Nick Hanna:

How long do we have? No, I'm just kidding. It's a story. Go ahead. Or if you wanna say, well, yeah back to the inception, I guess, and kind of where, yeah, go ahead. Talk about that.

[00:02:09] Brooklyn Hanna:

I guess I started as a functional health coach. I did most of the lab testing the diets, the supplements, that type of stuff. I was pretty sick when I was still coaching actually at that point. And then I discovered neuroplasticity and Christian based neuroplasticity specifically, and this is basically like mindset type of coaching. A lot of like visualization getting closer to God or that type of stuff. And after that, my results skyrocketed. My results with clients skyrocketed. And so I went that direction fully and my business just grew from there.

[00:02:47] Mike Mark:

Wait, take us back even further. Right. Like I know when we were in Fort Lauderdale, you were telling me even about like, you were a nurse. You were at that point where you were working like 12, 14 hour a day. And it was a pretty tough time that, and that was at the moment I think you'd said. I guess tell us a little bit more about that.

[00:03:09] Brooklyn Hanna:

So I was an overnight nurse at the time. And so I had a lot of stressors going on and I was fully functioning. Like I said, working 12 hours overnight as a labor nurse, very stressful job. And then I got hit with all kinds of symptoms and bam. I was sick and I lost my job and everything like that. So I guess I quit just cuz I couldn't function fully. And then all of a sudden I was desperate to work from home. So I went this route and basically, yeah.

[00:03:35] Nick Hanna:

And I knew her before, so I saw her go from normal, healthy individual, overnight labor nurse with the purse, like the joke really did. Yeah, active normal individual. And then, you know, like her story started from when she like you said earlier, like we were chatting earlier. Sometimes, you know, the curse actually is end up being the blessing. Right? Cause in the moment for how the journey started was really she's her own kind of like she's been through it. She's walked through the chronics illness, the symptoms and everything like that. She's lived it herself. I watched her go through this whole process by the lowest up to high now, even better. So looking back, you know, at the journey, which I think we can get into a little more, but in the moment I'm like, man, will this end? Why won't it end? What is going on here? This is the worst thing ever to now as a blessing. And it's actually how our business kinda started and took off. She like going back to what she was saying earlier me on the outset, I was kind of always, I was a banker. I did in sales for a little bit here and there too, but when she got sick, it was all hands on deck trying to figure things out. And I don't know if you wanna jump into. How much, how many years? Five years. Six.

[00:04:49] Brooklyn Hanna:

Yeah. I was sick for five years and I did, like I said, all the supplements, all the diets and I was still sick. I still had like 18 different symptoms. I went to many different doctors all over the US. Spent hundreds of thousands of dollars. And then I got into this neuroplasticity type stuff and I got amazing results. Both with my myself and clients. And then I went this direction, so changed my life.

[00:05:12] Mike Mark:

Where were you guys at the time when you were working as a nurse and things started to get complicated with your health?

[00:05:20] Brooklyn Hanna:

Clear Lake Iowa. I actually worked in Mason City, Iowa at the time.

[00:05:24] Nick Hanna:

Midwesterners. Yep. We were there and so five years and that was back then. Now in Florida.

[00:05:30] Mike Mark:

Where were you in your life? Were you guys married at the time?

[00:05:33] Nick Hanna:

I was dating her.

[00:05:35] Mike Mark:

You were dating? Were you guys living together?

[00:05:39] Nick Hanna:

Nope. We were dating and then she got sick. And I was like, I'm in this either way.

[00:05:47] Brooklyn Hanna:

He married me sick. So he is a pretty good guy over here.

[00:05:50] Mike Mark:

That's cool. Ride or die. That's right. That's awesome. That's amazing. Hey, like I said, for health and for sad. For richer, for poorer. Anything.

[00:06:03] Brooklyn Hanna:

That's right.

[00:06:07] Mike Mark:

Okay. So you were sick for five years? I didn't realize it was that long. And then like the gravity of it, were you bed bound? Were you able to get out and about? Like what was it like?

[00:06:23] Brooklyn Hanna:

I was pretty much on the couch so I could get out a little bit, but I wasn't. I was pretty isolated. Didn't really socialize much. I was really sensitive to foods, so I could only like five foods. I was like 20 pounds underweight and all kinds of symptoms.

[00:06:37] Mike Mark:

What were your five foods?

[00:06:41] Nick Hanna:

It was actually boiled chicken and zucchini.

[00:06:43] Mike Mark:

That's it?

[00:06:44] Brooklyn Hanna:

And carrots and oh gosh, rice I think. I don't know. It was pretty miserable.

[00:06:49] Nick Hanna:

Soft foods.

[00:06:50] Mike Mark:

Wow. And here you are, you kind of have gotten to this point, I guess. So help me understand when you started the business, you said you were still sick.

[00:07:03] Nick Hanna:

Well, she was a nurse and she had to quit her nursing job, but then she's like, well, I don't wanna just say if you're gonna do nothing, I gotta do something. Right. Cause she's going and seeing all these doctors. Going and doing her own research and gathering all this information. She's like, I can do something.

[00:07:21] Brooklyn Hanna:

I was desperate. So then I found this functional diagnostic nutrition practitioner, which is where I got like a certification. And when I went to these different doctors the diets did help me a little bit. I went from a maybe like 20% to 50% or something like that. And so I was like, oh yeah, natural health. And so I started studying, I'm kind of a nerd by nature. Like I was the one who studied the most in nursing school and everything so I kind of took that. And even when I was on the couch, I would sit there and just study and study and study. And so that led me to that certification. Got a little bit better. Coach claims that way. And then, like I said, I found this other route.

[00:07:57] Nick Hanna:

Looking back at it now, just to jump in quick. I mean with our kinda like how we operate, but like when you remove any stressor, of course, there's going to be some relief, right? Like whether it's food, work, any stressful situation, an environment, whatever, you'll get some relief, but that removal, that avoidance behavior then turns into a lifestyle, which is not livable, you know, like being socially, like to how she was functioning, socialize. I mean, bedbound for a long time. Yes. She would try to make herself get out and about, but it was socially isolated, eating a handful of foods, sensitive to everything basically. And that's no way to live either. Like I, yeah, I'm gonna not eat these foods and not do these things, but how long can someone do that?

[00:08:40] Brooklyn Hanna:

And I felt a little bit better, so it was kind of confusing. And so I kept going to more avoidance and before I knew it, I was completely isolated eating the two foods, but branding training, you know, completely changed that for me. I'm forever grateful for that.

[00:08:55] Mike Mark:

Was there a moment when you said like, I wanted coach or train on this? Like, was it when you bought that training program or was there a moment before that, or a moment after that when you felt like this was really what you wanted to do?

[00:09:10] Brooklyn Hanna:

Yeah. I mean, like I guess a couple years I was doing the natural route of all the diets and the avoidance. And then all of a sudden I saw a testimony of someone who had done this neuroplasticity brain new training type thing. And I was like, that is what I need cuz she talked about how she was living in a tent. I'm avoiding like all these toxins and eating really strictly she did this and it was just kind of my story. So at that point I felt like God kind of showed me the way and I started implementing it and I saw more progress within like two weeks than I had with all that the supplement diet type route.

[00:09:46] Nick Hanna:

The aha moment was definitely there, and I saw it too. I called them. I'm like, man, something's different. Maybe not physically feeling like that, but the outlook on life completely changed in that couple weeks span, you know?

[00:09:59] Mike Mark:

Wow. Naturally I feel like whenever someone starts a business, a big part of the challenge then becomes like, how do I get message market match? How do I package my offer? How do I position my offer? And like, do you go from having this expertise to like, how do I turn this expertise into something that I can sell and something that works. When you started to get to that point, what were some of the initial challenges that you encountered?

[00:10:29] Nick Hanna:

What do we do?

[00:10:32] Brooklyn Hanna:

I thought I went through this certification and I thought I was just gonna have clients right away. Right. And it was not that case at all. The first year, I did more investing than I did and making money obviously. And I really had no idea what I was doing. I hired a guy to like, create a website and I think I got a few clients or something at like $600. So I had no idea about high ticket offers, like for the first couple years, and clearly didn't make any money the first couple years.

[00:10:59] Nick Hanna:

I would call it a hobby. Like I'm doing something I might as well do something with all this knowledge I have and put it somewhere. Right. That's where it started the challenge.

[00:11:09] Brooklyn Hanna:

Lead generation. Like I, I first started with like organic marketing. Like I created this Facebook group and I created this YouTube channel and of course I didn't have really anybody following me, but then I created this group and people started searching out this group and I think our YouTube channel kind of funneled people in there, but it was a slow process, definitely in the first year or two.

[00:11:29] Nick Hanna:

Didn't really know it was a business in growth, I guess if you could say put it that way. Like I had no idea.

[00:11:36] Mike Mark:

Interesting. Brooklyn, did you know? And it was just maybe Nick, you didn't know cuz you were busy working or did you guys both kind of think like, I don't know that if this is gonna turn into a thing.

[00:11:47] Brooklyn Hanna:

At first, I didn't know. And then once I did that certification, I kind of got in their group and I was with other people who were trying to sell it as coaching. I was kind of like, yeah.

[00:11:58] Mike Mark:

You could see someone else doing it and think like, okay I can get to there. Yeah. And I was just like, kind of obsessed with it when I first started with it.

[00:12:05] Brooklyn Hanna:

Like, I was just like, yeah, I wanna make this a career. I wanna work from home. I'm a little bit more of an introvert. So I'm kind of like, yeah, I'd rather not go to work 12 hour shifts. I'd rather work from home and I just started loving it. And then I found business coaches and whatnot, and it went off, took off from there.

[00:12:23] Nick Hanna:

She was not joking when she said she was a nerd. She is a nerd. She was a course junkie at that time. She just thought he would read anything she would latch onto. It's actually a blessing or, I mean, it is amazing because you know, the passion and drive by.

[00:12:35] Brooklyn Hanna:

But then I started applying that to like the business coaches and studying everything they taught me. And so like, then I would be successful with that.

[00:12:45] Mike Mark:

At what point did you then make that transition to go from low ticket to high ticket?

[00:12:51] Brooklyn Hanna:

Oh man, was that two years ago?

[00:12:55] Nick Hanna:

Yeah.

[00:12:55] Brooklyn Hanna:

Wanna say two years ago when I found a business coach and she was telling me, oh, you're charging 700 of dollars a package. It was like literally $700 for like six months. I just didn't believe at first. And then I jumped it right up and I was selling just as much cuz she taught me some sales stuff and whatnot. But yeah, it was pretty painful the first few years.

[00:13:15] Mike Mark:

How much did you charge when you upped the prices?

[00:13:18] Brooklyn Hanna:

I was first charging $700 and then I went to like $1500 and then I went to$2500, then I went to $4000. So it was gradual.

[00:13:29] Mike Mark:

Did you have all the thoughts? Like, I don't know if my market will pay this?

[00:13:42] Brooklyn Hanna:

I closed more at $4000 than I did at $700. I'm not even kidding. And I had more sales skills of course.

[00:13:52] Nick Hanna:

Just maybe you'll lead into this but it's easier in my opinion too, because it's more qual. How do I wanna say this? It's a different type of person you're working with. It allows you to be able to cuz if you're charging X amount, whatever that is a higher amount, you wanna show up for them and you want them to show up. It's just a good mix. You know, it's a good combination. That way.

[00:14:23] Brooklyn Hanna:

Better quality of leads and commitment for sure.

[00:14:26] Mike Mark:

When you're paying that much, you wanna show up too.

[00:14:29] Nick Hanna:

A hundred percent.

[00:14:31] Brooklyn Hanna:

Oh yeah, exactly.

[00:14:32] Nick Hanna:

So there's that behind it, too. That there was that even not long ago, like probably a year and a half ago, jumping it up from, well, this is into our new, you know, like when we found brain rewiring, neuroplasticity is like, this is the answer. This is what we're gonna work with because we know it works for us. We've seen it work for other people. Even the jump there, we started out slow and then just moved up the higher ticket offer, but it was the mark. Yeah. Will the mark like, will our audience respond to this higher ticket offer? It's like, I was always in the back of my mind and hers. I don't wanna charge too much. Is it worth it, all those questions that come up?

[00:15:08] Mike Mark:

I feel like one of the most common things that people who don't charge high prices say is: Well, you know, I, I just want to be able to help as many people as possible. Right. And I know like you guys come from a faith based background, you guys are very sort oriented and how you do everything. And so a question for you would be like, what would you tell someone who's thinking that way of like, well, I wanna be able to help as many people as possible.

[00:15:40] Nick Hanna:

You still can.

[00:15:40] Brooklyn Hanna:

I would tell them you definitely still can. Like I'm helping more people now at $4k than I was obviously a few years ago when it was lower ticket. So why can't you help hundreds of people at that high ticket off, or you build out a team? So you can do that.

[00:15:54] Nick Hanna:

Not only that, it's going to get them. And from the results we saw then till now with our clients, cuz it's about the clients, right? We want to help the clients. We want to get them to their goals. The ones that the lower, this is what we saw. And I had never thought this would be true, but the ones at the low ticket. We're not getting the results. The ones at the high ticket are like the ones who are paying high ticket. Those are the ones who are actually like they're living their life again.

[00:16:16] Brooklyn Hanna:

The biggest thing is like, I actually launched a course when I first got into the brain retraining and we go back to the course and people completed 5% of it. Whereas a lot of people are exiting our program and they're happy and they wanna upgrade and they're seeing results. Like the results are so much better. So you're not really helping people if you just give them $72 course. Right. Cuz they don't implement it. Or something lower, I guess, or more expensive than that, I guess, probably.

[00:16:41] Nick Hanna:

But for whatever reason, it can come up, people don't value free. Like they just it's like, ah, I'll get to it some other time. You know, I don't, I mean, there's a mindset there.

[00:16:51] Mike Mark:

It's crazy. It's a weird thing that like how counterintuitive is when you do it the first time. You know, cause the first time you do it, you think like, no, if I charge lower and I think what happens is there's a few things. Right? This is especially for anyone watching this, I'm talking directly to you. There's we think of supply and demand curves as like straight lines, like where they teach in economics, but it's not they're curves. Right. So there's moments that they'll curve up and then they'll curve back down. And so finding the optimal place on your supply demand curve. It's a weird process. Like it takes some testing and it takes some, I don't know if this is gonna work, but let's just see what happens type of a behavior.

[00:17:43] Brooklyn Hanna:

Totally.

[00:17:44] Nick Hanna:

Gotta have an investor's mindset for sure. Like trusting the process.

[00:17:50] Mike Mark:

It's crazy. And I feel like the other kind of second component to it is that you move from, like, you think that your market is everybody who has this thing, but there's actually multiple submarkets inside of it. And you find that actually the people within this specific submarket are actually really your ideal clients, not people at the lower end of the spectrum, because maybe they're not in a state psychographically where the pain's bad enough that they're willing to do whatever it takes and for you to be able to help someone, they need to be willing to do whatever it takes and actually show up. And if they can't, you're gonna find that the people that can't are on the low end of the spectrum and the people that are more willing to show up are in that like higher end of the spectrum. So it's interesting like how counterintuitive all those moments are, right? Like it, especially you guys, cuz you're dealing in a B to C environment where you're going direct consumers, you're going direct the people who, you know, have every excuse in the book. Like a lot of your people probably haven't been working for a long time. They're out of a job. They're on disability. They have literally every excuse you can possibly have in terms of price objections. It's wild to see that. Nick, I know like part of your guys' journey was you were in banking. I remember when we were talking in Fort Lauderdale, you mentioned you were in medical device sales, and that's kind of what brought you guys down here was you got the job and the medical device world, and you were selling to doctors and kind of going B2B calling in on them. And then it got to this point where it was kind of growing quickly. And I know Brooklyn, you asked Nick to come in and help you on the sales side. I would be curious to hear a little bit about like Brooklyn, when you brought Nick in, what were your concerns? Did you have any concerns in you not being the person selling to your audience?

[00:20:00] Brooklyn Hanna:

A little bit. I mean, luckily he was in sales and I was training him a little bit, but then I'm like, man, you know, of course we were worried about the finances a little bit. Like he's quitting his good job. Is he gonna be able to sell, like you said, and to make his profits and everything. So it was definitely a leap of faith when he quit for sure. Had a lot of doubts but we made it.

[00:20:22] Nick Hanna:

Yeah, there was like, cuz it was primarily her and then like who is Nick? You know, like how do I fit into the picture? That was definitely something that crossed our mind then both of our minds, like sure I have all this background, but how does it relate to her and how can I connect with her story? And it was crazy to kind of back up right before all that happened. That transition over, you know, me being the caregiver to her through all those years and like, there's need help there that there's a need there too, like people there's different types of suffering in the world, right. The physical healthwise and there's the mental, psychological, there's all different kinds. When you think about that, I guess it's, I was like, there's gotta be something I can do, you know, like me being coming alongside, like, how can I do this? But yeah, of course, like when she asked me to come in, I was like, are you sure?

[00:21:12] Brooklyn Hanna:

He came in at sales, but he also came in as a one-on-one brain retraining coach at first. So he was one-on-one coaching my clients. I had been teaching him my methods. And so he was doing more of that actually than sales. And so that's how he made it, you know, a little bit of profit as soon as he quit his job. So it's been me and him. He knows the whole process. He is certified and underneath, no, I'm kidding.

[00:21:34] Nick Hanna:

When she said I'm hiring. I said, ah, I'll be one I'll I'll do it. It was a kind of a weird combination. It was definitely a God thing for sure. Like how it worked, because I mean, you know, when you're a kid and maybe this goes beyond what you're asking, but like when you're a kid, what do you wanna be when you grow up? Like, I wanna be a firefighter or a cop or something, you know, but I wanna be a Christian brain rewiring coach. Like I never once crossed my mind. So didn't even know it existed, that kind of thing. So that's why I'm like, first off, will there even be a need cuz that's an initial crossover. We were working with just a course to start, which was, I wish looking back. I wish we never would've, but I guess, you know, we learned a lot at now.

[00:22:13] Mike Mark:

What do you mean? Can you elaborate?

[00:22:17] Nick Hanna:

Yeah. The transition was she was one on one health coaching, functional health coaching with people. Saw results, but then they'd, you know, up and down, lots of up and downs with that, but there was some progress when she transitioned and learned about brain rewiring, she started implementing it on herself and had create this scratch course, kind of like on her own to help her clients gave it to them for free cuz she was coaching one on one for how health freedom and the other business model that we were working with functional health coaching and they saw the results. I'm like, hmm. So they, you know, not only Brooklyn saw the results, but they were starting to see them.

[00:22:55] Brooklyn Hanna:

So I was creating this video. I was creating these video trainings for my one on one clients that I gave them. And I'm like, let's just turn this into a course. I think I like did a survey with my audience. I had a, I don't know, a few hundred in my Facebook group, whatever it was. And they're like, yeah, I'd be interested in that. And so I like created this email list and I was like, get on the wait list. I'm gonna launch this course. And so I first launched it as the course for like $350 and it was kind of like my rough draft to do it yourself course. And we launched it as that. It went really well. The market took it really well. And then we noticed, you know, people aren't showing up, they're not going through it, so they need the coaching. And so we transitioned from that. To the group coaching we did. We did like a three month group coaching then six month.

[00:23:37] Nick Hanna:

Yeah, there was that weird, awkward transition phase. Like will the audience, will our people, the small per people, it wasn't like we had a big following, but will they even like this? And they did. The course went well. I'm like, wow that's where my mind I'm like, okay, there's something here. We had said lots of prayers and it for months, you know, I've been, been praying about moving on and working, moving with her. This business, I should say for many months, but it just made sense along the whole way, but that was a kind of like confirmation, like, okay, well the course we weren't seeing the results. We gotta do some coaching again cuz that was a big difference, you know, like from when it was working with her one on ones to just a course, like, yeah. So I don't, I mean the low ticket off everything just can seem like it makes sense in the moment, but it's like, I don't know, long term.

[00:24:25] Brooklyn Hanna:

That's how you can reach a lot of people is doing a group program for sure.

[00:24:32] Mike Mark:

You guys, you started coming in and starting to help with the sales side. And then at what point did you guys start to play with ads? Was that before then, or is this come in a little bit later in the picture? Where did that start to come in?

[00:24:47] Brooklyn Hanna:

About November. And when we started playing with ads, it was wow. Like our business skyrocketed like crazy. Tons of lead generation. And we had quite a bit of lead generation before a hundred percent organically before, like November 2021. So like literally 6, 7, 8 months ago.

[00:25:05] Mike Mark:

Wow.

[00:25:07] Nick Hanna:

The one-on-one, like me moving from that into this was April of last year. March, April, then from April till November, it was no ads at all. And it was, you know, like enough, but not like anything, what it, nothing, what it is now.

[00:25:23] Mike Mark:

Yeah, it's crazy. So at that time you were, you guys were doing enough to like full time, you guys, as a household run this just off of pure organic and one-on-one coaching, which is cool. I remember when we talked as well, like a big thing for you was you started doing one to many sales. So you started doing, uh, an event based model for selling or like a challenge based model for selling, is that right?

[00:25:54] Brooklyn Hanna:

Yeah. Last July is when we did the, we changed models. So it's been about a year.

[00:25:59] Mike Mark:

Okay. So you guys, is it challenges or events? Remind me.

[00:26:05] Brooklyn Hanna:

It's like the live challenges in a Facebook group. So like a five-day live challenge, and then we pitch our offer and people join us.

[00:26:13] Mike Mark:

Cool. When you guys started doing the challenges, what did you find like in terms of challenges? Challenges about challenges. What are the challenges for challenges? And what did you find as like, potentially some of your guys' mental hangups that you were trying to work through in order to really get that to work for you?

[00:26:36] Brooklyn Hanna:

I would say one of the biggest challenges is like Nick and I were trying to do it on our own. Now we have like people messaging people. And so at first it was a little bit overwhelming. We had to like go live and we had to message all these people to try to overcome their objections and everything. And just putting it all together and learning the whole process, I guess, was a learning curve cuz you gotta be able to sell and pitch live. And it was just a whole new deal.

[00:27:00] Nick Hanna:

But like disorganization, I guess like we have the, what is it? The. Whatever. We got the monster by the tail, but what do we do with it? You know like there's so many moving parts, like that was the biggest, one of the biggest challenges like organization in general, like, wow. I feel like I was just going crazy. Trying to keep up with all email, you know, cuz when you're starting out, you're wearing all the different hats, you know what I mean? You have to do everything.

[00:27:25] Brooklyn Hanna:

And then I would also say like, when you do a live launch like this, like you get like a lot of clients at once. So we would get like one of our first launches, we did like the course or whatever, but we got like a hundred new clients. Well, I guess I should talk about the group coaching, cuz that was more like where it was a little bit more of a challenge because we didn't have a lot of systems in place and everything.But like in our challenges, we do get like 80 new clients. So it's like, we have to be ready to take on all those and all the people emailing you with tech issues or whatever it may be. And so at first that was a little bit like, wow.

[00:27:55] Nick Hanna:

Yeah. And then also I guess once we transitioned into like the paid ads part cuz that was about what November, December when that happened. You're investing that, that will it pan out. Those questions come in your mind, like you're investing all this money you never did before but it makes sense, like to do it, you're getting more leads, but will all the what ifs that can come up, like will this work? Will they sign up? What happens if they don't? That kind of stuff.

[00:28:25] Mike Mark:

Did the ads work right away or was there a period of time that it took you guys to get him to really click and start to be able to convert that?

[00:28:33] Brooklyn Hanna:

They worked right away pretty much to be able to get leads anyway. I mean, we have tons of leads just sitting there that we need to do something with, because like, we'll get several thousand in our workshops and of course we don't close all those people so it's like we have a lot of leads sitting there on our email list.

[00:28:49] Mike Mark:

So they started getting leads. How long did it take for you to start to like, see your ads get profitable for you?

[00:28:59] Brooklyn Hanna:

Oh, pretty quickly. Cuz we were doing the webinar funnel as well.

[00:29:01] Nick Hanna:

Yeah. We had a couple different funnels going on. One of them was that live launch and we also wanted to add to a webinar to a sales call to a close that's when I really took over that one. There's a lot of ups and downs with that, for sure.

[00:29:17] Mike Mark:

How's so? Why?

[00:29:21] Nick Hanna:

Cuz that's the funnel that I earn all that part of the business is what I took over, but that alone is a job in itself. Just take, you know, like going from taking all the calls to the follow ups, to all these different things you're trying to do. Plus the close rates up and down, you know, there's no consistency there. I mean, when you start there's frustrations that can come without like, am I doing this right? Am I getting coached right. I don't know. I'm taking my banking stuff and my medical sales stuff into this new world of brain rewiring, like, what am I doing? You know, this there's always that going on with that. But does that make sense?

[00:29:59] Mike Mark:

Yeah. Now looking back on it, I feel like you probably have a bit better handle. Do you think those ups and downs were caused by your own performance? Or do you think it's caused by a little bit of traffic quality or like a bit of both? What's your take?

[00:30:13] Nick Hanna:

I'd say kind of both for sure. Definitely both, but I would say like, just in general.

[00:30:20] Brooklyn Hanna:

I was gonna say the webinar funnel is like colder leads versus like our live challenge. That's been the biggest challenge is people coming off Facebook ads and then kind of like, what is this brand you wearing? Can it skepticism? Can it really reverse my symptoms that seem too good to be true. And so it's kind of like our process is a little bit. Hard to explain if you're not really sure what it is. And so that's been a huge challenge of that funnel, but when people go through like the live challenge and they see what it is, and they get some quick wins and it is a little easier to sell.

[00:30:51] Mike Mark:

That's interesting cuz it's experiential selling instead of like, almost like telling they're experiencing it and they give that result in advance and they can say, Hey, let's see what happens. That makes perfect sense.

[00:31:02] Nick Hanna:

For sure.

[00:31:03] Mike Mark:

I know you guys, you got your ads rolling in November and then from there, what became the next bottleneck?

[00:31:18] Nick Hanna:

Sales. Well, one of them I should say that I saw was just like, there's massive opportunity in this sales, like that part of the branch of the business, but I can't do that plus this plus the other thing, and we've heard to have to do half. So it was just a lot of moving parts, but sales, for sure. I mean, like getting the right people in place to get a team for sure. The right team members and quality team members.

[00:31:48] Brooklyn Hanna:

Yeah. I would say the biggest bottleneck would be like, okay, Nick and I can no longer run this business by ourselves. We need sales people. We need more messengers more of a team for sure at that point.

[00:32:01] Mike Mark:

So I know the answer to this, but for anyone watching this, had you tried to hire any sales people on your own or do anything of that?

[00:32:10] Brooklyn Hanna:

No, we did not. Just we have people in messenger, but not sales reps, like on the phone.

[00:32:15] Mike Mark:

Okay. And so why not? Why did you not try that on your own?

[00:32:22] Nick Hanna:

I gotta go to the experts.

[00:32:25] Brooklyn Hanna:

I have a mindset where I wanna get help with things. I don't wanna do it by myself. Like I have an investor's mindset. And so I Googled like, how can I get some sales reps? And that's when I came across some people that could help us.

[00:32:40] Nick Hanna:

On the other end of this. Coaching Sales happen to come up.

[00:32:46] Brooklyn Hanna:

Pretty quickly. We weren't looking around for a long time. We weren't considering hiring our own. I mean, we did consider hiring our own, but we're like, who can help us like hire some good ones, right?

[00:32:57] Mike Mark:

I know we chatted and like, I actually chatted with you guys personally, and then we chatted on a Friday and you were in on Monday. And you guys are pretty much good to go I guess. What made you say like, okay it feels right working with them like that. I feel comfortable in this.

[00:33:16] Nick Hanna:

I'll jump in if you wanna go, but go ahead. I have my own thing. Well, number one, just the, I mean, no joke, the comfort in like, okay, Mike and his team know what they're doing? Like just, I could just tell right off bat, like, okay, we found the experts. This is their zone of genius. This is what they do so that's why we would've signed up on that Friday, the day we talked with you after getting in, you know, like you just explaining things and like how that you just, yeah. Here's what we do. And here's what we can help you do. Does that sound pretty much what, how it went? And we're like, so we're looking for, we would've signed up then.

[00:33:51] Brooklyn Hanna:

Yeah. I remember getting off the phone going, why didn't we sign up yet? Like I'm excited now.
[00:33:55] Nick Hanna:

Yeah. We said we had to, like, we had a couple, we had a busy weekend, I think, or something and start up on Monday, whatever fresh start, but either way. Anyways going to you. Yeah, it just made sense. That was my route. I mean, my mind at least, I mean, what do you wanna share anything.

[00:34:09] Brooklyn Hanna:

Yeah. Just like everything you explained, like we had no idea how to train a team and you're like, we're gonna help you with tracking. We're gonna help you find the million dollar sales reps, you know, people. And I'm like, I don't have a clue where to go. Like, what am I just supposed to go to Upwork? And whoever sounds cool on the phone, I'm just supposed to hire, like, I have no idea how to hire anybody and just your whole offer of how you're gonna help train them. And yeah, all of that, it was just, yeah, it seemed like a really good offer for what we were getting. How are you gonna give us several of them? I was like, yeah, this is just, I'm all about saving time. Yeah. And like I said, I have been investors in my, and I don't like to do stuff on my own so it was a no brainer.

[00:34:48] Mike Mark:

And then, you guys came in at an interesting time because you were able to come to one of the intensives prior to like actually getting your sales reps and getting rolling. I would be curious to hear about that cuz on the intensive we go deep into sales team building and all that. What were some of the insights or the takeaways that you got while you were in the intensive that you felt like really equipped you for the rest of the time to just like hit the ground running.

[00:35:21] Nick Hanna:

Definitely just the vision. Right? Putting things down on paper and being able to look at it from just not, here's what I think we want to do. No, it's organizing it. Like here's what we, here's the plan. Here's the future. Let's look at three months, six months a year out. Right. Minimum right organization. Cuz I have all these things in my mind I want to do but I didn't know what I needed to do, you know? So just that guidance, that's my initial thought there, for sure among many other things.

[00:35:47] Brooklyn Hanna:

You taught us a bunch of different things. One of the things that you taught us that like, I think about almost every day is the different, like personalities, the expressives, the analyticals, the drivers. And I can like see that in people now. And that was so powerful. But there are so many things that you taught us that we're using now.

[00:36:05] Nick Hanna:

Yeah, just in general. Yeah. And then like tracking too, like you gave us helpless tracking, like putting things on a paper. Like I said, not just cuz I'm like one who is, I'm have all these thoughts in my mind, but I don't know where to do, what to do with them. So really the structure, maybe that's the best word to use structure.

[00:36:21] Brooklyn Hanna:

Yeah. And you helped us just kind of like look and see what it would be like to get to seven or eight figures. Like, Hey, you're gonna need this pod of different setters and managers and just kind of seeing that out when you drew those diagrams. That was really cool. So I never even thought of what it would take to get to where we wanna be. Like he said kind of that vision casting.

[00:36:39] Mike Mark:

Cool. That's amazing. And it's interesting cuz I feel like sometimes that initial bit of success, like we almost trip our way into it. And then as we get there, then it's like all of a sudden, like holy crap. Like I gotta put this into where it's organized and it's now a machine because like when we're doing it ourselves, we're so close to everything that you almost can intuitively know about everything that's going on. For the most part, like you really understand, you know all your clients by name, you know exactly how all your systems are working. You have a good feel for everything, especially you guys being a couple working together at home. You're talking about it back and forth. So your information sharing is really easy for you. And then now once you have to start to have people who are on your team, people can't follow chaos. it's really difficult for someone to follow chaos. And if the businesses run on your intuition, like, I don't know what your intuition's necessarily gonna do. Right. But as soon as you start to have a plan and things are clear and there's numbers and there's tracking, then it's easier for team members to come on and be able to follow your lead. And it forces you to start to really like step up in the level of leadership to the point that now you are able to empower the team members, to know what they need to do to have that clarity, to have that autonomy, to be able to do it. And then also give them the trust to say like, look, I know you can do this.

[00:38:12] Brooklyn Hanna:

Yeah, for sure.

[00:38:13] Nick Hanna:

A hundred percent.

[00:38:15] Mike Mark:

Okay. We go from the intensive until you get your reps on the intros. What were your impression at that point? I'd be curious to hear, like, was there anyone you like, oh, this one's totally a rockstar. This one I don't know about.

[00:38:28] Brooklyn Hanna:

Oh yeah. This is an interesting story.

[00:38:30] Nick Hanna:

Well, first off the ones, like we had a very unique, you know, cuz like, as you mentioned earlier, our business model is faith-based, we're Christians. So I'm like, I don't even, can you really find reps that would align with those values? Like boom, like yeah. Easy piece of cake. I thought that was alone on like there just the small little things were like, if we could maybe have that, you're like, oh, no problem. Yeah, we can do that. We can figure it out. So that was a huge, that was a good surprise. I mean, they're all great surprises, but I was like, wow. But, I guess I know where you're gonna go with 20 years if you had.

[00:38:59] Brooklyn Hanna:

I don't know if I should all say that, but I mean like Nick and I are easy to please, we're like, let's just hire 'em all. I mean, we like them all. We just like we're so like, I don't know. We just like everybody. They were good sales rep. I mean, they all had good personalities. We did role plays with them. They seemed like they knew what they were doing and we did have an intuition of who we liked the best and it was true.

[00:39:28] Nick Hanna:

You had kind of coach said like, Hey, don't be this type up at that time. You know, just kinda like help us kind of like navigate through that because again I've never done that type of hiring, cuz sales position's very important in the business. You kind of coach us to what to expect like this person's gonna probably wanna come in and run your business. This person's gonna probably wanna come in.

[00:39:50] Brooklyn Hanna:

We had one of those.

[00:39:50] Mike Mark:

Yeah, you did? Was that like the one you thought was the rockstar was the one that came in and kind of tries to tell you how to restructure all your marketing and stuff you had that.

[00:40:02] Brooklyn Hanna:

So that's the one I thought was gonna be for sure. But then, we quickly found that who we expected was gonna be the rockstar actually was. We found that out very, very quickly. And then a couple that we thought were gonna do good didn't.

[00:40:17] Nick Hanna:

Just like you said, like, you might think when we'll do the best and you really like them and you want them to succeed. I was surprised a little bit, honestly. Like I didn't really think I was, I mean, I had a general idea, but I'm like, wow, who I thought was not gonna do good is doing great and then the opposite too.

[00:40:38] Brooklyn Hanna:

I guess it's great to trial several different ones because if you just go to try to hire one random one who knows where, you know, you're less likely to get someone who sticks so it's been a great experience.

[00:40:53] Mike Mark:

It's interesting. Once you do it this way too, you're kind of like, why, you know, advertising, you're not gonna just be like, oh, I just know what headlines gonna perform the best. Like, why would you do that same thing with your sales people? You know what I mean? It doesn't even make sense but I think that sometimes we overestimate our ability to like really read people. So we think like, oh I know how this is gonna go. And then we get those surprises. I actually had a guy comment on my TikTok, uh, yesterday on our coaching sales TikTok saying, that's BS. You don't know what you're talking about. Like you're gonna know what guy's gonna be the best performer. I'm like thanks I've done this only 3000 plus times. And I guess I don't know what I'm doing at all so it's funny. It's so counterintuitive. When it came on, what did you guys have? Like all the feels like the nerves of like, oh my goodness.

[00:41:58] Nick Hanna:

A hundred percent. Yeah, absolutely. I know for me, I always say she's the wings, I'm the [inaudible]. I'm always trying to pull back and I was really pulling back. I don't know, like I'm nervous. I'm always nervous to do that cuz then i'm like what am I gonna do? It's gonna be managing.

[00:42:13] Brooklyn Hanna:

I really had to talk to him in even doing this. I'm like, we need sales people at this point. It's gonna take them a while to train. And he was just all not wanting to do it.

[00:42:22] Nick Hanna:

And I'm not like overprotective or I need, and this is my baby, but in a way I am, but I'm like I can't do, you know, you have to like get people to come in too, to be able to like, I can't do everything. You know what I mean? That's one thing and oh, and I don't know best always. Right. I'm always learning as anybody.

[00:42:38] Brooklyn Hanna:

I was a little intimidated too of course, obviously. I've never managed a team and I thought, man, these sales people, I mean, I didn't know what to expect.

[00:42:47] Nick Hanna:

I was excited though. It was like exciting, nervous, you know, kind of before you go out on the field, your first sports guy, that kind of thing.

[00:42:55] Brooklyn Hanna:

I was mostly excited though, for sure.

[00:42:56] Mike Mark:

I'm always a little bit nervous whenever I'm made the new refs. I don't know. I don't find it goes away. It's still there for me. I'm like, uh, let's see. And the numbers just start popping up and you're like, okay, I can settle in now. With the whole process and then on getting a sales rep up and running, how many reps do you guys have actively selling right now?

[00:43:25] Nick Hanna:

Two.

[00:43:26] Mike Mark:

Two. So you guys landed two that's awesome. And did you ramp four or did you ramp three?

[00:43:32] Brooklyn Hanna:

Three. Well, we did five actually. We started with five. Two of them kind of fizzled off pretty quickly. And then, three stuck for quite a while.

[00:43:42] Mike Mark:

Cool. And then now you're down to year two and they're good culture fits. You feel like, oh, okay. That's awesome. I think as some of common concerns that people have with sales reps too, is like, well, what about have my clients, like, are they gonna treat my prospects right? Or are my clients gonna feel good with this? What's been your experience with that as well?You mean like the sales reps talking to the clients? That kind of thing? Yeah. Like your nerves, like, did you feel like, oh my goodness, are you gonna represent us well? Or are they gonna make our clients feel comfortable, especially because your clients are in a position where you work with a clientele that isn't an investor mindset a lot of the time, right? They're not, they're not like, oh yeah, this is just another coaching program. Just send it to what happens. Right. That's great. It's not like us where it's like I've bought three grand coaching programs. I'm just been happy to figure out that's not what I wanted to do. You know what I mean? I'm like, oh, well, I'm glad I went through that cuz now I know I don't wanna do that. And they don't think that way. For them it's like this is a big deal. So I guess like with that, there I'm imagining you might have had some potential nerves or like, Hey, you know are they gonna be able to really connect with my people? Are they gonna make 'em feel safe? Are they gonna make 'em feel seen? Are they gonna make 'em feel heard all that?

[00:45:03] Brooklyn Hanna:

Yeah, a little bit, because like a lot of our clients, they do have that anxiety and they wanna be heard and it takes a certain type of person to speak to these type of people. But then I wasn't too nervous. I was kinda like, eh, it's just a sales call but I mean, that's just me.

[00:45:18] Nick Hanna:

But at the same time, me being on the phone with all these people, I'm like, you know, like, Because it is our brand, you know, it's limb system, rewired. These people are the front lines representing us, you know, like, so really thinking like there were those little butterflies here and those nerves that can come up, but at the same time, I'm like, You know, you have to give them a chance and try, and the culture fit. Like you said, like that was the utmost importance more than anything for us. And I think that's probably true for a lot of people.

[00:45:49] Brooklyn Hanna:

And then too far into it. We got a lot of good feedback, like so and so he's so kind. And so it was really reassuring when we kept hearing some good feedback from who we chose.

[00:46:01] Mike Mark:

That's awesome. With that as well, like I know obviously sales was your bottleneck. I would be curious to hear, like, what were you doing kind of in terms of like your normal amount of enrollments while you were on the phone, and then now how many enrollments are you able to do that you're off the phone. Do you have a couple reps and guys have been able to remove that as your bottleneck?

[00:46:24] Nick Hanna:

Yeah. It's been great actually cuz we never honestly like between these launches between the ones we do every live challenges, I should say. There was zero closes between them. None.

[00:46:39] Brooklyn Hanna:

And we launched like every like two months. So we'd have two months where we'd have 80 clients and then two months or one time where we had 80 clients and within a week and then two months of nothing.

[00:46:50] Nick Hanna:

So that was always a nerve racking and they're like, wow, I we need something, some consistency. Because if I'm gonna do anything, if I'm gonna wanna borrow, buy a house, when the market goes down, whenever it is right, like if I'm gonna do anything, the banks don't wanna larger your consistency. And there was like spikes and ups and downs, and there was nothing where it was consistent, you know?

[00:47:08] Brooklyn Hanna:

Right. But then he got on the calls and he was able to take, I don't know, he took how many a week, like 20. And then we had three sales reps for a while now we have two, but now we're able to take like 60 calls a week. So it's like, yeah, we're ramping up. I mean, we are talking to all kinds of people. We're warming up people, planting seeds for people to join the workshop if they don't close. And of course we're closing a lot more people between those live challenges. So I think that answers your question as far as getting more people.

[00:47:36] Nick Hanna:

We're not just dependent upon this one time, right.

[00:47:45] Mike Mark:

It gives you a little bit more predictability, a little bit more consistency makes the business a little bit set or you'll still have the big pops that come through from the event sales, but it kind of just helps that and then exactly to your point, Brooklyn. It's great when you do have the events, because if, for whatever reason that person's not ready, when they talk to the enrollment coach, they're able to plug into an event and they have more of an emotional connection to you as a company at that point. And they've heard the offer, they're interested and it's just like, Hey, let me get in an event. And it makes that much easier. Instead of them just disappearing into outer space, cuz who knows they're not opening your emails or Facebook's not delivering the content to them, stuff like that. And then I know after you guys got the closers specifically, then you reached out and you also worked with us on the setter side of things too. Because obviously you guys have a ton of opportunity that had been untapped in the list, and it was just trying to figure out, like, how do we work this? How have things been over there with plugging in a set team? And what's been your general like, experience on that.

[00:49:01] Brooklyn Hanna:

It's been awesome. They've been doing awesome so we get like a hundred to 200 people in our group every single day we're growing big time. And so they're messaging like so many people every single day. And they've gotten us 10 to 15 calls a week I wanna say. And so they've been like, they've been worth every penny because they've just been engaging with so many people. We weren't engaging with like anybody, like we didn't message people who joined the group at all. And so they're in the inboxes of ton of people. They're sending people to our live challenges, plus getting calls on the phone for our sales people. So it's been a really good experience.

[00:49:34] Nick Hanna:

And it's been pretty much plug and play really. We don't have to do much, you know?

[00:49:43] Brooklyn Hanna:

Yeah. We barely had to do anything that has been like the nicest thing ever is we didn't have to teach anybody how to message them or give them a script or do anything. They had the scripts, they had everything A to Z of what to do. Easy peasy.

[00:49:56] Nick Hanna:

It's been the combination of it two. Like phenomenal, I think.

[00:50:03] Mike Mark:

Yeah. That's awesome. So where's the bottleneck now cause right after every problem we solve is another problem. So where's the bottleneck now. And what do you guys have your site set on next?

[00:50:13] Nick Hanna:

I would say for me or us management organization type stuff, for sure.

[00:50:17] Brooklyn Hanna:

Yeah. I would say like, we have like eight contractors, so they're all coming to Nick and Brooklyn for every little tiny question, big question, whatever it is. And so we're answering team questions at all times we eventually, we need like a manager or someone to do what we can do so we can take a week off and not have to message our team all the time. Consistently.

[00:50:36] Nick Hanna:

Definitely just the next level that would come from having the setters, having the closures now people to help us manage too properly of course.

[00:50:45] Mike Mark:

Yep. So moving from that, like one big team where you guys the hub on all the spokes to then the team of teams and starting to have middle level management team in there so that makes perfect sense.

[00:50:56] Nick Hanna:

Yeah. What we learned when we were doing Lauderdale.

[00:51:01] Mike Mark:

Exactly. Is that how it goes? Well, congrats you guys, it's been awesome seeing your guys' trajectory and I can't compliment you guys enough on just overall, like you guys are so easy to work with. If you're told something, you do it, you guys keep a super open mind. And like that goes a long way to why you guys are so successful cause I know you guys just get in and then Brooklyn's just the sponge soaks up everything. And then you guys counterbalance each other really well too. You know where nick help keep things grounded and then Brooklyn, you help keep pushing things forward and you guys play that like really, really well. So you are definitely a power couple for sure. It's gonna be cool to see what the next level of growth is for you so I'm really excited for that. And thanks for jumping on with us.

[00:51:58] Nick Hanna:

I was just gonna say too, thank you for everything you and your team has done for sure. I mean, we can't thank you enough, cuz we would, you know, with all the positions we have now and we're seeing this go, it would not have been done without you.

[00:52:10] Brooklyn Hanna:

Yeah, we wouldn't be where we are today without you guys. Your team has been great. Your success coaches and everything helping us along the way.

[00:52:17] Nick Hanna:

You have a question, you get an answer quickly. Guidance, like make some smart decisions, that kind of stuff. That goes a long way when you're navigating in these territories, he's never been. And that's why we wanted to come to people who have done it. Like you said, that's usually 3000 plus times or whatever, and many, many times. You know?

[00:52:36] Mike Mark:

It means a lot. I super appreciate that. Yeah. And obviously we do our best, like we work hard at this, so it's always super meaningful to hear that. I really appreciate you guys.

[00:52:50] Nick Hanna:

We appreciate you too.

[00:52:51] Mike Mark:

And if anyone wants to find you, how can they connect with you? You know, maybe they wanna find you on the internet. Would maybe your website, Facebook group, something. How can someone go about connecting with y'all.

[00:53:01] Brooklyn Hanna:

Yeah, I would say we have a website, limbicsystemrewire.com as well as a Facebook group that's called Brain Rewiring for Health and Happiness. Those are the two places to go and a YouTube channel, Limbic System Rewire as well.

[00:53:16] Mike Mark:

Awesome. Love it. Brooklyn, Nick, you guys are amazing and I'm so happy to be a part of your guys' journey and your growth. So thanks for trusting us on this. And it's been really fun to watch what's happened over these past three months. I can't wait to see what happens over the next year.

[00:53:31] Nick Hanna:

Thank you.

[00:53:34] Brooklyn Hanna:

Thank you so much.