EPISODE #094

Facebook Groups For B2B Leads

With Guest Megan Huber

Scaling b2b sales with a community-first approach

The How to Sell More Podcast

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December 19, 2024

In this eye-opening episode of “How to Sell More,” host Mark Drager interviews former teacher Megan Huber about how she built a $3 million coaching business utilizing Facebook groups. Megan tells us the exact strategies she uses to generate sales without paid advertising or hard selling.

Megan's simple conversion tactics challenge standard marketing advice. For instance, she runs 45-minute weekly live sessions instead of posting daily content. She focuses on one platform rather than spreading herself thin across many. Her Facebook group generates consistent sales without pressure tactics.

Her success comes from understanding her market. Her target clients–coaches in their 40s and 50s–make purchase decisions in Facebook groups. This insight drives her entire strategy.

Another key to her success? Megan grew a successful email list that compounds her Facebook group engagement. She narrowed in on the problems her target audience faces and used these two marketing tools to offer game-changing solutions. No more overly complicated marketing plans–Megan’s approach is about fostering genuine connections that naturally turn into sales opportunities. 

Listen in as Megan walks us through her step-by-step strategy for building a successful business without pressure tactics. She shares her content schedule, the simple sales structure she uses to turn Facebook connections into paying clients, the key to building trust with your audience, and more valuable insights. 

As a Client Experience Advisor, Megan has helped hundreds of clients improve their client success systems. Her coaching services create a surge in client retention, renewals, and referrals. She blends her classroom experience and Master’s of Education with real-world expertise to create a one-of-a-kind coaching experience. 

If you’re feeling overwhelmed by marketing mumbo-jumbo and want an easy way to reach your target audience, this conversation offers a compelling case for going against the grain and simplifying your strategy.  

The key thing here is where are people making buying decisions? And I believe more people are making buying decisions once they get into your Facebook group versus just following your personal profile on Instagram or Facebook or any other social media platform. -- Megan Huber

Top 3 Reasons to Listen

Discover How to Generate Qualified Leads Without Paid Ads: Learn Megan Huber’s strategies for using Facebook groups as a cost-effective way to generate consistent, high-quality leads. Perfect for B2B owners who want to maximize ROI and simplify their lead generation process.

Build Authority and Trust in Your Niche: Megan explains how to position yourself and your business as the go-to expert by fostering engagement and delivering value in a way that resonates with decision-makers and clients. B2B owners will gain actionable insights on building trust that leads to sales.

Implement a Scalable Community-Driven Sales Strategy: Find out how to create a scalable system for nurturing prospects and converting them into loyal clients. Megan’s approach to leveraging community dynamics offers B2B owners a sustainable way to grow their businesses in competitive markets.

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More About Today's Guest, Megan Huber

Strategic Advisor to Education Based Businesses

Megan Huber is a dynamic business growth strategist and client experience expert with a passion for transforming education-based businesses. As the founder of Structured Freedom, Megan empowers 7-figure business owners with group programs or online education models to step away from daily operations while driving exceptional client results and accelerating revenue growth.

With a background in public education and athletic coaching, Megan has developed a unique ability to create sustainable and scalable structures that deliver world-class client experiences. Her expertise lies in helping businesses and their delivery teams become top-tier facilitators, ensuring clients achieve remarkable outcomes while fostering loyalty and satisfaction.

Megan’s journey includes serving as Director of Programs for a multiple-seven-figure coaching company and facilitating over 30 iterations of her own group programs. This hands-on experience equips her with unmatched insight into designing programs that not only meet client needs but leave a lasting impression.

Armed with a BS in Business Administration and Management from the University of North Carolina Wilmington and a MAT in Teaching from East Carolina University, Megan combines her educational foundation with business acumen to create innovative strategies. These strategies help Visionary CEOs focus on leadership and growth by liberating them from operational demands.

Based in Safety Harbor, Florida, Megan works with clients across the U.S., helping them unlock their businesses' full potential. Her mission is clear: double client satisfaction, scale education-based businesses, and redefine what success looks like in this industry.

Key Takeaways

  • Leverage Facebook Groups to Shorten Your Sales Cycle – Megan reveals how to move prospects from engagement to conversion faster by using community-focused strategies within Facebook groups.
  • Content That Converts – Learn how to create impactful content, including polls, live shows, and posts, that not only engage but also drive prospects to direct conversations and sales opportunities.
  • Adapt Proven Strategies Across Platforms – While Megan champions Facebook groups, she also shares how these strategies can be adapted to other platforms or mediums to meet your audience where they are, ensuring flexibility for your business needs.

A Transcription of The Talk

Mark Drager: So Megan, people have been talking about Facebook, Facebook advertising, Facebook marketing, Facebook groups. I mean, I started my agency, in 2006 and Facebook was just a thing then. And so I hate to start a conversation this way, but it's I'm so tired of hearing about Facebook and Meta and changes and advertising and all this stuff. And yet you built a business in 2011 you then went and helped a partner build a multi-million dollar business. In what year was it? 2015 2020 13 to 2016 Okay, so in 2011 you launched your own business. 2014 to 16, you build a multi-million, ten million plus business. Then you go back on your own, you build another business. And then even today, you are helping people build community, build outreach, generate leads, and sell through Facebook groups, which to me just seems mind-boggling in 2024 I would have thought that would have been something that worked 10 years ago, but does not work today. Uh, hi. And second, welcome to the show. But mostly, what are you talking about?

Megan Huber: Well, first of all, I'm happy to be here, and I'm excited to shed some light on this corner of the earth because I'm sure you're not the only one who thinks Facebook is dead. Or we've all played the Facebook game. I'm tired of the Facebook game. Blah, blah, blah, blah, blah, so you are accurate. I started my first business in 2011 and I built…this is important for me to share, because it shows us the power of bringing people together, the power of connection, power of community to essentially serve as your Lead Pipeline. I built my first business in person at networking events, speaking and networking events, and starting my in-person meetups, because I was very quick to learn and recognize that you are not making money unless you are positioned as the leader. I call that person the generous authority. Nobody knows who the heck you are, what the heck you do if you are not in the lead, positioning yourself as that generous authority all the time as much as you possibly can.

And I was dabbling in Facebook even back then. And so I remember learning about trying to build an online business. Typically, when you go listen to an expert who's already making millions of dollars, oftentimes they are going to tell you to go the route of everything's high-tech. Everything's complicated, paid ads this blah, blah, blah, blah, blah, the average human being who's trying to build a, you know, $250,000 $500,000 maybe even million dollar coaching business, to be quite frank, they have no business doing any of that. It's complicated. A lot of people starting businesses are not trained marketers.

I am not a trained marketer. I don't have a corporate background in marketing. I have a background in teaching high school kids business classes and computer classes. So I'm always looking for what is a simple route for people to go that has some structure to it, that has a strategy to it that people can wrap their minds around and they can do so when I came back into business in 2017 let me tell you exactly why I started a Facebook group. I was very strategic about this, plus I knew myself, so I got very clear on exactly who I wanted to serve, who was that one main avatar I was only going to talk to one person, and back then, it was coaches, just like it is today, because I know coaching, and I know coaches, I decided on one offer at the time in 2017 it was a one-on-one, $6,000 offer. I met with them for four months, three sessions a month. I had a very specific goal. It was to make $60,000 in 90 days. I did it in 45 and I identified the number one problem I could solve, the core problem a coach experiences, which is, that I'm not getting clients consistently enough. Period. End of story.

If you just go sell that people want to work with you all the time. And I decided on what's the main result, or outcome I can help somebody achieve in like 30, 60, or 90 days. At the time it was, I can help you get three clients in 30 days, or three clients, whatever, three clients in 60 days. The other thing I identified is, where are they already hanging out. What are they already joining what do they already know? Like, for they already know how this thing functions, and where are they already making purchasing decisions. And in 2017 it was Ding, ding, ding, ding, ding, Facebook groups.

The key thing here is where are people making buying decisions. And I believe more people are making a buying decision once they get into your Facebook group, versus just following your profile on Instagram Facebook, or any other social media platform. So I did that from 2017 through 2021-2022 my strategy never changed. My Facebook group was my hub. All roads lead to the Facebook group because I get to do my magic inside of the Facebook group. That's where I'm building relationships. That's where I'm more of the generous authority. That's where I'm finding out about the people in there, and I can move them to a DM conversation.

So whether I'm guesting on a podcast like this, my call to action is going to be, go join my Facebook group, or if I have a lead magnet out there, call to action, go to my Facebook group. If I have a speaking engagement, call to action. Go to my Facebook group. If I'm making posts on Instagram my Facebook page or LinkedIn, go join my Facebook group. Now that's not all just go join my Facebook group. I'm promoting certain things that are only happening inside my Facebook group.

So I did that through 2022 that Facebook group has made me about $3 million and then a little caveat here, I stopped running my business the way that I was, and I went to full-blown consulting, and I didn't need to review, honestly, I didn't need to use social media. I could go speak, or it was all referrals. And I built a very behind-the-scenes consulting business for two and a half years. This is important as well because I recently decided to rebuild the coaching arm of my business and add it to the consulting I am following the exact same strategies I followed in 2017 and they are working exceptionally well. I'm just better, smarter, more confident, you know all the things. So yeah, it still works. That being said if Facebook is not where your people are, and that is not where your people buy, and you know that for a fact, I'm not going to force anybody to build a Facebook group. Go, but go. Let's go build community somewhere. And these same strategies apply no matter where you're building that group for free, your free group, is that helpful Mark?

Mark Drager: I have to point out that you say that you don't have a mark on background or a degree, that you're a high school teacher, and yet, when you said, when you went, here's what I'm going to do, you so clearly identified your ideal customer or the persona. You identified an immediate offer that had urgency built in. You had a revenue goal. You had as you banged out those five or six key criteria, what an amazingly tight strategy you just shared with us. So the question I immediately have is, what is the glue that holds a community like yours together. Does that intent, mean they all are different types of people hoping to get the same thing? Is it based on a theme? Is it based on a topic? Is it based on an industry? Is it based on a certain promise, like, what do you use as the glue to hold the community together?

Megan Huber: Yeah, so that's a really good question. I'm going to be very honest, the purpose of your free Facebook group is to get clients, period. The end of the story is to get clients. Now, can it have a community feel? Can it have kind of like this community kind of culture to it? Absolutely, but at the end of the day, it's a lead pipeline to help you build your business and make money in terms of the glue that keeps it together. I think for a free Facebook group, I think maybe the direction to take the conversation is more about, how do I get people to show up in it. How do I get people to engage and how do I get people to go into DM conversations with me, and then get on a call with me so they're buying from me, or that's one way to get a client? The other way is, for years from 2019 to 2022 I would live launch right inside of my free Facebook group, and I would sell one to many. What that looks like is I basically did a live show every day for nine days in a row, teaching whatever concept I was going to teach inside of the paid program. And I just did one too many sales I mean, barely had to get on sales calls at all.

So how do you get people to join the group? How do you get people to engage in the group, and then ultimately, how do you get people to convert that is largely your leadership inside the group? It's your leadership. It is how valuable is the content you're sharing in there? What does generous authority mean? I want to teach you, you know like I do a live show every single week on Tuesdays at 11 am Eastern inside that group I want to they're like, they're long, they're 30 to 45 minutes, because I can't shut up. I can never teach for like, 15 minutes. That's just a skill I've never fully developed. Being able to teach what I want to teach in 20 minutes, it's tough. I want to give such value that people can take what I'm teaching in that 45 minutes, and literally, while I'm teaching it, they could go implement bits and pieces of what I'm sharing and go get a quick win immediately, same day.

If I can get people to watch a free Facebook Live in my Facebook group, they can turn around and implement it and get a result or a quick win. And the result might not be like you're going to go out and make money. A quick win could be you act, you went and took the action. That's a quick win. What are those people going to think I'm going to provide to them in a paid capacity? So there's the Law of Reciprocity there, and it's just it's also learning. What are people's looks people all want to talk about themselves. You're making posts that allow people to talk about themselves. I do a lot of polls. I do a poll in there about once a week to bi-weekly. I use the polls to then DM people. It's really your activity in there, answering everybody's questions, answering them thoroughly. You're basically providing you know you are positioning yourself as a resource in the category that you are helping people in, and it better be better than what they are getting in a paid capacity from somebody else who does the same thing as you. That's really what holds it together. 

Mark Drager: So I'm starting to get a sense of what you're talking about now. And it almost feels, to me, almost like what I would call open hours, meaning people can drop in and drop out. But it doesn't have to be live they can post questions, and answer the questions. You'll curate tools, you'll share stuff. And really it's, I guess what you said, a hub, an ecosystem, a place where people can come in and engage with you. 

Now, if we had to slice up how you spend your focus and time into a pie chart, I imagine there's creating and curating content. There's, as you mentioned, answering questions or responding to comments and DMing, which I would consider more like community engagement. There's maybe building automation and staying on top of Facebook and what happens in a group. There's all the stuff you might need to do, like campaigns or things to get people into the group and aware of the group. What are the different activities, and how much of your time do you have to allocate to each of these to make sure that? Because in my experience, some people are great at building but not maintaining. Some people are great at recruiting, but then they're never going to engage people. People, they'll have great conversations, but they're uncomfortable driving it to a sale. So what are the different components, and how do we slice that up in a pie chart?

Megan Huber: Yeah, it's a really good question, and that gives me a good idea. I should come up with some kind of visual around that too. I'm like visualizing it in my mind. So I think a lot of folks believe they're going to have to spend a ton of time just sitting inside their Facebook group all day, and you don't. The most amount of time I spend in my Facebook group at one time, in one moment, it's when I do my live show because my live show typically is 45 minutes. I can't get it less than that. For some reason, I just did it yesterday. I was in there for 45 minutes, and then I wasn't in my Facebook group anymore, right? So you're not sitting in there all day, just like managing people and posting all day long. I post once a day, and I do some. I mean, for the month of October, I wrote every single post and scheduled it 30 days in advance, so I'm not even having to manually go in there and like, do a post every single day. Now I'm kind of at a place where I'll do like one to two weeks at a time, so I'll have, like a content creation hour. Maybe sometimes it doesn't even take me that long to bust out five to 10 posts that are going to go in there. Now here's where you reduce your time--

Mark Drager: Yeah, I'll spend 45 minutes on a single post often, which is why I can't wrap my mind around people like, you know, it takes me three hours for a blog post at least, like, I just can't wrap my mind around being able to produce this much content this quickly.

Megan Huber: Well, it depends on how long the post is. So a lot of my posts that go in there, they're not super long, because I do that really long live show. So my long-form content tends to be me going live a bit more than my posts are some of my strong calls to action. Posts where I'm it's actually like an offer post, those are longer. Those might take a little bit longer for me to write, but just like my everyday posts in there giving value, that doesn't take as long for me to write at this point, and I use Chat GPT a little bit too, I'm not gonna lie, like that has actually, I've learned how to do that way better than when it first came out. That has helped me produce more. And I think, think even I don't know like even more creatively, because the probably the hardest thing for me is messaging, and messaging in a way that's positioning me as the expert, blah blah, blah, blah, blah. That's probably my weakest area in terms of marketing.

So I do batch my content for sure. Another example, is I'm doing a 30-day go live for 30 days in a row on my personal Facebook profile. So again, I had Chat GPT help me come up with ideas for topics. I'm not even using some of the ideas because I have, like, a fresh, new idea, like, even today, like, what it suggests that I do on day two. I'm not even doing it today because I came up with another idea based on something that I have. So I'm going to go in that direction. Those are going to be five to seven minutes long. So I don't write a script for that. I just need an idea, and I need to know what direction I'm going in.

So yeah, you are creating a lot of content for sure, so I'm doing that. The other one of the top ways that I fill my group on Mondays, I make a single, one-sentence post on my Facebook page, and it promotes my Facebook Live. And I will give you an example, because I test these out, and I have figured out like, what do people respond to and what do they don't do not respond to? So yesterday, my post was, boom, how to fill your Facebook group with 50 qualified ready-to-buy leads in four weeks or less. Interested. So now people are commenting there, so I am personally just me right now, I am manually responding to every single one of those, like sending you a DM DMing you now check your DMs, and then I have a copy-paste message that 

I share with them in the DMs. Then that gets people into my Facebook group.

So you spend a little bit of time on that, but I might do that like I was laying in bed at 10 o'clock last night, and I think I shared that message with four people, because people will constantly comment on that, or this morning after I did, like, my little morning routine at 730 in the morning, I'm just like, sitting here on the couch or in the car on the way to the gym, like messaging people to join my Facebook group and watch the video. So it's not like you're just sitting here messaging people from like the one to two o'clock block.

Other things that I'm doing, like today, I spent about 30 to 45 minutes pitching myself to be a guest on other people's podcasts. I do that about once a week. It takes me 45 minutes to two hours, and in that 45 minutes to two hours, I can probably get booked on five to 10 podcasts. So it really doesn't take that much time. You just need, like, a very focused window of time where you just go to town and do it. So I'm always thinking, what's going to drive traffic into my Facebook group? I need to make sure I'm in those places. And for me, that's podcast guesting. I host in-person meetups. It's posted on other social profiles. It's asking people to be an affiliate. For me, so it's a lot of it's a lot of relationship-building throughout the day. There's a little bit of following up with people. Obviously, you have sales calls mixed in there, and then you have client delivery.

Mark Drager: Are you an extrovert? Like, do you like social media?

Megan Huber: That's a good question. So here's something about me, and I think this is why I like Facebook over others, especially Instagram. I don't like Instagram, but I feel like I'm --

Mark Drager: I like Instagram, but, but nobody I can't. I was gonna say something out loud that probably I shouldn't, but here you go anyway. Audience, I love Instagram because I love the photo I love the time and I love the filtering, and I love the writing, and I love everything. And I put like I said, I'll spend 45 minutes or an hour on something, and no one gives a shit. Like, but that's actually my problem. I think my issue is I put an incredible amount of thought time and care into everything that I do, and it's important to me. I think quality matters. It matters to me and so many of you know, like, Let's spend an hour and bang out 32 posts. Let's schedule everything five weeks in advance. Spend a day and record everything batch. Use these little hacks to copy and paste stuff. It just, I don't know if I'm like others. Listeners, if you're like me, maybe you can DM me. I know this holds me back in this world that we're in. I just struggle to work that way. And so I'm curious whether you innately like social media, whether you love all these systems or processes, whether you worry about making sure everything is really thoughtful and really clever and really unique each time, or maybe this is just a trap that holds me back in this world we're living in.

Megan Huber: Are you really creative? Are you right-brained or left-brained?

Mark Drager: I don't know those terms. I wanted to be an architect and an engineer. I'm told more and more that I'm pretty darn creative, and a lot of ADHD happening and stuff like that.

Megan Huber: Are you visual? Visually creative?

Mark Drager: Yeah, I have to draw and map everything out, which makes us really good at our job. But, yeah, I need to map everything out all the time.

Megan Huber: Okay, so my like lowest on the totem pole for me in terms of how my brain functions and what I'm good at it's not visually creative.

So this is how I feel on Instagram. I feel like I'm in a foreign land where I do not belong, and I feel like when I'm over there, this is so interesting. I feel like I have to try to fit in, and there's a very big difference between belonging and fitting in. Those two things are not the same, and I am not stimulated visually. I don't think through things visually at all. My mind functions like a spreadsheet, like a computer spreadsheet. That's what my brain is like. And on Facebook, I don't have to look pretty. I don't have to look put together. I don't have to get it right. I feel like on Instagram I had to be so I need filters. I've got to have fake eyelashes. I've got to have extensions in my hair, none of which I have. That's not a knock on people who do that. 

And I feel like I have to be like this expert marketer and communicator on Facebook. I feel like I belong here. I can be me over here. I can write the way I want to write. I can show up with my no makeup on hair up, and people love it even more over on Facebook, to me, Facebook feels just more raw, messy, real, and imperfect. I don't want to use the word authentic. I don't think it seems more authentic, but I just feel like you can it's like a messy playground over there, and people appreciate it and they like it. Instagram, I'd have to be too perfect, and people already assume I don't—I don't know why. I don't know if it's because of the way I look the way I speak, or what I talk about, but there's always been an assumption about me that I do everything perfectly. I do everything at a super high bar. Don't come to Megan until you have your shit together, because she's got it perfect over here, and I think Facebook allows me to showcase a little bit more of the imperfectness and that I'm just like, you know, I'm a real human too, and it's messy back here, just as much as it is in your life.

Mark Drager is So fascinating. Do you play on LinkedIn or YouTube? I could ask about TikTok, but honestly, I don't. I'm not on TikTok, and I don't know anything. Speaker 1 Tiktok is too much 

Megan Huber: TikTok is too much like Instagram for me, and I don't want to figure it out. I'm not high-tech. I don't understand any of that.

Mark Drager: Instagram is a lot like TikTok.

Megan Huber: I don't even know which one came first. I don't even pay attention to TikTok. I have no idea. LinkedIn is, like, too rigid for me.

Mark Drager: LinkedIn is so—that's too corporate for you.

Megan Huber: It's too corporate. I post over there, but it's too like, I don't know. It's like, I'm rigid and stuffy enough. I'm trying to, like, be a little bit more in the middle. So for me, I feel like I have to be, like a straight jacket. My personality is just like I was talking about this in another podcast. I think that's the left brain. I think you're right brain. I'm left brain. If I have that correct. I'm linear I am, I think, in like, steps and phases and stages, I like planning. I want to have a plan. I want organization. I want to order. I want structure.

Mark Drager: No no. Everything you're describing is everything I want, but I need everyone else to do for me. Yeah, I value it I better surround myself with people like you, because I really value it, but but struggle to execute.

Megan Huber: Yeah, I get it. No, I get it. Yeah. So Facebook just, I think it's more like, in my mind, I've made myself think, like, Oh, I've got to be on LinkedIn, I have to be on Instagram. Like, let me go figure that out. But it's like, just go back to what you do so well, just stay on Facebook, and it works for me.

Mark Drager: So what surprises me with what you're sharing, and I don't want to beat a dead horse too muc. But what worked in 2017 worked in 2021 which is working today. That surprises me.

Megan Huber: Another thing I heard too recently. I mean, where do you think people would build a group if it's not a Facebook group, like, where is it?

Mark Drager: Well, I think you're targeting people in their 40s, 50s, and 60s. I think a Facebook group is great if you're targeting younger people. I'm not sure if they're on the platform. I know that Discord, you can build a great community there, but, but part of also why I'm surprised is because I'm surprised that many people are still on Facebook. I'm surprised people are willing to engage in these groups. I'm surprised that the cynicism and the skepticism haven't risen to such high levels that they're tired of getting sold to by gurus and others. I'm surprised that everyone has been saying for years not to build your community and your platform on something owned by some big corporation that can snatch it away from you, and you've got to build it yourself on email and online and all these things. So everything you're describing to me is just so surprising to me because if you connect all the little bits and pieces of what's been happening the last number of years, it sounds like this should, just, frankly, shouldn't work, or wouldn't work.

Megan Huber: It's working, though. What? And look, I build a—I build an email list too. So I'm like, very, very consciously right now, simultaneously building the Facebook group. Because of this particular Facebook group, let me tell you something else I did. This might be more of a shocker to you. I don't know—this Facebook group is the same Facebook group I had in 2017. I archived this group in early 20—or late 2024 right now, I archived this group in early 2023 which means archived. I didn't shut it down like it still existed, but you couldn't interact with it. When I decided to reactivate my rebuilding of the coaching business, I just unarchived that same group. I did not start a new group. And in my mind, I was thinking like, That's so dumb. Like, why would I just unarchive it? Like I should just start fresh from scratch. Someone said to me, Megan, amateurs keep starting over. A pro would never start over from scratch. You have 1300 people in that group. You go in there and you act like you never left, and that's all I needed. And I jumped back in that Facebook group like two years hadn't passed. I didn't even, like, announce what I was doing. I just rolled up in there, like, the generous authority, and started doing my thing like not a day had passed, and it is "hoppin'".

Mark Drager: So if I'm listening to this and I'm thinking, Gosh, my business could really use more community, But if you had to start, if you had to give me or any of our listeners, advice on starting, should we start? Should we research if it makes a lot of sense, or just start? I've also heard these other strategies where you could basically buy existing groups for very little money. In many cases, I'm talking 300 or 500 or $800. How do you feel about if we—if I wanted to get started on this right away, what would I do?

Megan Huber: Well, the first thing I would do is identify, is your ideal client using Facebook, and are they, like, avid Facebook users, like, that's their go-to. I want to give another example. I've talked to so many people in the mastermind that I'm in for real estate investors. They've got 10,000 people in their Facebook group, 20,000, 50,000, and a lot of them did that in less than a year because they know their demographic is using Facebook. For most of them, their demographic isn't in their 20s—they're not in their 20s. I have—I know another real estate investor. Her name is Tadi. Don't know if you know her. She's 27-28, she teaches people how to virtual wholesale. All of her clients are in their 20s. Guess where she grew—Instagram. She didn't grow a Facebook group. Her people aren't on a Facebook group. She's not on Facebook. I mean, she's on Facebook, but she's 28, she's attracting people like 22 to 32—go be on Instagram, build your community over there.

So I think you've gotta know, where are you hanging out? Where are you spending your time? What platform do you really resonate with? And then your ideal client, who is your buyer better be on that platform. I didn't pick the platform because my buyer wasn't there. I picked it because my buyer is there, and they're already trained to buy from people inside Facebook groups, and they're buying from the same people who—for the people who are selling the same thing I'm selling. So why not build a Facebook group? So I would go—see a person listening to this, go look up other Facebook groups, and see if there are Facebook groups that exist in your particular niche. How many people are in those groups? Who are those leaders? Is it working? 

Go join them. Go look. Then go do it better. Because if there's already proof that people have a Facebook group in your niche and there are people buying in them, and that is your demographic, why would you not and look, if your people aren't there, like, go build it somewhere else. That's what I would do. And then I would not overthink it. Literally, it's like when I unarchived my group, I went and did the same thing I would have done if I started a new group. I changed the name of the group, I changed the banner picture at the top. I changed the description—because it's been two years, I changed the description of the group, and then I went to town in there, posting every day and starting my weekly Facebook Live show immediately, and then it just snowballs from there.

Mark Drager: You suggest locking the group and having a few questions for people to apply because it's gated and it somehow feels more exclusive for the public. How do you—

Megan Huber: Mine's getting—I have three questions, and they're really simple. What the first question is, do you want me to send you my "pathway to 500k"? It's my lead magnet. They just say yes or no. Then in the second one, I asked them for—or no. I think the first question is, is it okay for me to send you tips, and tricks? It doesn't say that, you know, whatever, basically get on my email list. So they say yes or no. Then the second question is, that one, I think, is, give me your email address to get the 500—your pathway to 500k, and then the third question is, basically, it's like, you know, are you selling coaching services, B to C or B to B? Check whichever one. Because the main thing I want, I want to know if you're a coach selling B to C or B to B, I don't care which. And I want your email address, because then I'm building my list with almost, I'd say, 85 to 90% of the people who join give me their email address, and then they get added to my list. So you're kind of killing two verses one step.

Mark Drager: I've been speaking with Megan Huber, who is the host of the podcast Built to Last. I have Megan, I have one final question for you. It's how I wrap up every single episode. It's one of my favorites. If you had to give us one tip or one strategy to immediately help us sell more, what would that be?

Megan Huber: Well, I should say, start a Facebook group. I'm going to say this because regardless of whether you start a Facebook group or not, I'm going to tell you the thing that's helped me the most, and that's helped anybody I've ever worked with. It's a very simple concept, and it is the singularity of focus. And what I mean by that, is it is, I think, very challenging for any of us to hone in on. Who's the main client? What is the one main problem I am solving? What is the one solution I am offering you, what is the one outcome I'm going to help you achieve, and what is the one main objection that you are going to have? And then add to that, what is your one main core, front-facing platform going to be?

I think it's pretty clear what all of mine are, right? My one platform is Facebook group, Facebook Facebook group. My one person is a coach. The one main problem I'm solving is getting clients consistently. Now, when I—when you work with somebody and they're paying you, are you going to help them solve 82 other problems? Yes, I help—I help people get clients consistently. I help you triple your lead flow in 90 days. If we want to be very specific, can I help you get other results when we're working together? Yes, but from a marketing perspective, messaging and positioning, if you will let yourself and give yourself permission—the singularity of focus.

Let me tell you, every single one of my Facebook Lives, I talk about the same thing, the same thing, and it's actually hard for me. The hard work is trying to say the same thing every single week. I don't like that. I want to teach every—I want to talk about dopamine. My coach called me out the other day. He's like "Megan, I was just scrolling around on your social media site page on Facebook, and I saw you make a post about dopamine. Don't do it. What's the one thing I told you to talk about and the only thing I told you to talk about, don't talk about anything else. 

Stop talking about dopamine." I'm like, but it's so cool, and it's so interesting and it's neat and, like, it helps the people, but that's not what you're selling. And so Mark, I don't think I have, like, really figured that out until very recently, and I am, like, 13 years in, because we want to hang on to the bigness and the greatness of all the impact that we can have on people—do it once they're paying you. But from a marketing and positioning and attraction factor that's going to convert you have to have a singularity of focus, and you have to be okay sounding like a broken record for like, the next 10 years. It works.