Episode 153: How to Pilot Your Offer to Profit with Eli Natoli – Transcript

Episode 153: How to Pilot Your Offer to Profit with Eli Natoli

Rennie Gabriel  00:09
Hi folks, welcome to Episode 153 of the Wealth On Any Income Podcast. This is where we talk about money tips, techniques, attitudes, information and provide inspiration around your business and your money. I'm your host, Rennie Gabriel. In past episodes, we spoke about how to understand the numbers from your business, how to measure the level of pleasure based on where you spend your money, how to track your money in 5 to 10 seconds, what determines how close you are to Complete Financial Choice®, and how to run your business without being in your business. Last week, we had Giuseppe Grammatico, talking about the reasons to buy a franchise business or start your own. Today, we have as our guest, Eli Natoli. Eli is an international best selling author, speaker and marketing strategist who helps experts scale their income, impact and freedom with one-to-many offers without complexity and overwhelm. Her simple Pilot to Profit framework has helped thousands of coaches and business professionals sell one to many offers, including online courses, memberships, group programs, to the tune of over $40 million in sales. Eli, welcome to the Wealth On Any Income Podcast.

Eli Natoli  01:37
Thank you so much for having me here. I'm really excited for this interview.

Rennie Gabriel  01:41
Terrific. Well, we'll get to it with some questions. Let me first ask you, sort of like, I think I understand what you do. But tell me a little bit more, and why you're doing what you're doing. 

Eli Natoli  01:55
Awesome. That's a great question. Even one of the main things that I do is help experts, people who have a passion, expertise, and knowledge, to take that expertise or knowledge and passion and package it into some sort of an offer. In most cases, that ends up being a one-to-many offer, meaning an offer that they can sell to many - like online courses or programs or put it behind a membership service. The reason I did that is because many many, many years ago, like a decade and a half ago, that was what I really wanted to do, I was really fascinated with the passive income part of things. I used to run a boutique design and development firm, and just got tired of the roller coaster of not knowing like where my next paycheck is going to come from. So I just became fascinated with this idea of creating an offer-  packaging in my expertise into an offer - and have that extra revenue stream come through. But it ended up being a lot more challenging than I was being told by other experts in that field that it was going to be. So it just took me through this really long road of lots of detours and roadblocks and so many challenges. But once I really figured out how to do it properly, I just decided that I want to be that person who helps others not go through what I went through, to help, you know, hold their hands throughout the journey, and making sure that they're being effective with their time, money, resources, and get there predictably and reliably.

Rennie Gabriel  03:29
Perfect. Well, now it's interesting, because before we started the interview is talking about the one-to-many. So you're either working one-on-one with someone - not meaning you meaning whoever's listening - they're either working one-on-one with someone, or they're working with many people at one time. And so in your service, are you working one-on-one, or one-to-many?

Eli Natoli  03:52
So the majority of my income right now is one-to-many. And right now, for the past couple of years, my main go to offer is group programs, because I really enjoy the idea of having many people come together. And I'm not talking about programs that you have hundreds of people in there. I'm not for that, because I'm not one of those people, you know, who conduct them or like them only because I don't think you're able to give that transformation when you have so many people in your program. But I love like smaller ones, like 20 people - you bring them together. And it's just it's really amazing to see when people come together, they all have the same goal in mind. And the collaborations and you know, how there's the support and of course, you know, I'm there to guide them as well. I just love it. So that's my main to offer right now. But occasionally, I do work one-on-one and it really depends on the situation but I don't really do to many one-on-ones.

Rennie Gabriel  04:53
I get it and it makes perfect sense because like when I'm teaching at UCLA, there's more energy in working with a group than there is in working with one person, and I enjoy having more energy. So, yeah. Now, as you're probably aware, I donate 100% of the profits from the work I do, teaching other people how to handle money powerfully. I donate to animal and veteran charities. Tell me about a cause that you support.

Eli Natoli  05:21
So one of the main causes that I support is for Persian, Children of Persia, actually. It's one of the foundations right now, that as a US citizen, I'm allowed to contribute to because of all the sanctions with Iran. But I'm really passionate about it, because I am Iranian. I come from Iran. And all the sanctions, which I could understand why they're there, but they're really hurting the people versus hurting the government, unfortunately. So this is one of the organizations that you can help through, especially for children and in communities where they're very underprivileged as far as education, health, housing, those type of things. And there's really great oversight, making sure that the funds are being spent properly.

Rennie Gabriel  06:09
Oh, great, thank you for doing that. Who would you say are your primary target markets or market? 

Eli Natoli  06:17
I would say I don't have like a primary target, although for some reason, people in health and wellness really gravitate towards me. And I think is because of the way I approach marketing. I do this thing called service first marketing, which is all about being . . .

Rennie Gabriel  06:33
This thing called what, service based marketing?

Eli Natoli  06:36
Service first marketing. 

Rennie Gabriel  06:38
Service first marketing. 

Eli Natoli  06:39
Yeah. And it's all about like being empathetic to your audience and stepping into their shoes and really understanding them not like through like, generic useless persona type of exercises, but really, really, truly, from bottom of your heart to understand your audience, understand what they're looking for, and create solutions and offers that matches those pain points and the desired outcome. So I think because of that, because of the way I approach marketing, a lot of health and wellness people gravitate towards me. But I've worked with folks from all types of industry, right? Financial, from business, even marketing, all types of markets. And most cases, what I do is, as I said, at the beginning, I help them envision a way like, re-package their expertise or knowledge into an offer, and build all the marketing pieces or marketing engine to be able to sell those offers. 

Rennie Gabriel  07:38
Great. Now, the next is a two-part question. The first is what would you say might have been your biggest failure, whether personal or business? And then what did you do following that? What insight did you gain? Or how are you using it?

Eli Natoli  07:54
I mean I couldn't . . . My failures are to many to count. I don't even know where to begin.

Rennie Gabriel  07:58
I could say the same thing. Yes.

Eli Natoli  08:02
I think one of the biggest one is for many, many, many years, I was just so afraid to show up confidently. I was just so worried about coming across fake or being judged. I honestly don't know. I'm putting words on what I felt. But it's just this fear of putting myself out there. And one of the stories that I share with a lot of people - because I know when I work with people there are a lot of people who share the same issue - is the very first online course that I created was actually a joint effort with my husband. And we . . . like half of it was his half of what was mine and when I created it I gave him the scripts and had him put voice over my voice. This is back in the days when you know you just did voice and you know slides. So that's how afraid I was. And that really kept me from showing up. You know, you can't really with any kind of a momentum build a business if you're afraid, you're like questioning every part of how you show up from social media, to your emails to your whatever, you're putting out there, you can't gain any momentum. So that was one of the biggest things I would say that really like one of my main roadblocks. I think at some point I came to this realization that you know, if I'm doing what I'm doing, because I want to help people, that means that if I don't show up those people who really resonate with me and who want my help, they will stay stuck. And so if I don't get over this fear, those people, I'm letting those people down. And for whatever reason it was just like magic, you know, type of formula in my head that once I like started thinking that way, that it's just the fear. It completely went away. I stopped worrying about being judged or what people think, I just say my mind, you know, and that's it. That's the end of that. I show up and I serve. And yeah . . . 

Rennie Gabriel  10:11
Yeah, that's so perfect, because what you're doing is being your authentic self with other people, which they can relate to. And I know so many people, including myself, when I was younger, wanted to have a facade, but if the people didn't like the facade, that's okay. Because it wasn't really me. But it doesn't work. You know, you're coming across inauthentic because you're not letting people know who you really are. So thank you for changing that, and shifting the focus from yourself to your audience. Do you have a case study of what someone may have done that took your advice? I mean, where they were, what showed up for them? Do you have an example?

Eli Natoli  10:56
Gosh, I have so many of them. But I'm going to talk about one of the recent ones that actually is inside my Pilots to Profit program. And again, this comes back to the whole idea of, you know, really stepping into your prospect's shoes, and to understand them and not being worried about how you sound and all that, like all those things fall into place. Because one of the biggest things, especially people who are heart-centered, like I am, the main thing that I hear from them is like, I hate selling. I'm not a salesperson. I always tell them like, 'You don't have to be a salesperson. I hate selling too. It's not even about selling just show up trying to help the people you're meant to help'. So one of my clients inside my program, she was sharing a story with me that she actually showed up on a stage, this is for an organization that actually don't allow you to pitch from stage. So she showed up and she followed the same, you know, framework that I shared with them: insights on Pilot to Profit about like, you know, how to position your messaging, and it's just come from, like a place of her helping and serving, not really selling. She said, 'It was just so interesting, because I just did that. I shared my insight and change of perspectives and all of that. And as I was getting off the stage, people were coming up to me and asking me, How can we work with you? Like you know, what kind of offers do you have?' And it was just like, mind-blowing for her because she had been, you know, for years and years, she had tried to package expertise into like, these different types of training programs, and they were all just sitting there and not selling. But just the way, like just shifting, you know, your focus and coming at it from that perspective. It's just, not only just the pressure, it's just is not there for you anymore. But you're able to, you know, show up confidently, and people gravitate towards you and they want to buy from you.

Rennie Gabriel  12:57
Yes, the difference between selling to people or people wanting to buy from you - beautiful. And now I'm going to guess some of my listeners, because I have a lot of coaches, authors, corporate trainers, and folks like that who are among my audience, they'll want to get a hold of you to learn more. Do you have some free offer or some way they can find out more?

Eli Natoli  13:19
Absolutely. So I do have a webinar coming up. The whole idea of this webinar is how to pilot your offer. Like if you have this idea, or expertise or knowledge that you want to put out there, and you've been thinking about maybe turning it into an online course or a group program. Like how do you do that in matter of weeks? It's called pre-selling. So if they go to, elinatoli.com/presell, they'll be able to sign up for this free webinar that is coming up. 

Rennie Gabriel  13:49
Okay, so they go to, elinatoli.com/presell. Is that it? 

Eli Natoli  13:56

Rennie Gabriel  13:56
Perfect. I will have that in the show notes. People can click on that. And if they don't make it for September, they could make it for August or whatever other dates that you have. And, Eli, thank you for being on the Wealth On Any Income show.

Eli Natoli  14:14
Thank you so much for having me. This was a blast.

Rennie Gabriel  14:17
Thank you. And for those of you who are listening, if you'd like to know how books, movies and society programs you to be poor, and what the cure is, then log on to, wealthonanyincome.com/TEDx. You'll hear my TEDx talk and can request a free 9-Step Roadmap to Complete Financial Choice® and Philanthropy. And receive a weekly email with tips, techniques, or inspiration around your business, or your money. And if you'd like to see how you can increase your wealth, and donate to the causes that touch your heart, please check out our affordable program, Wealth with Purpose. To my listeners, thank you for tuning in. You can listen to the Wealth On Any Income Podcast on your favorite platform, and please rate, review and subscribe. Until next week, be prosperous. Bye bye for now.

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