Welcome to the show!
Today, I've got Rachel Coons with me and we are breaking down authenticity and taking it to the next level.
I recently saw Rachel at a business conference and she told me she did one of the tactics I told her to do and it didn't work...and here's why...
 
Don't miss signing up for my next Masterclass.  Head over to https://www.captivatetheroom.com/voicereclaim
Interview Summary
Tracy Goodwin interviewed business owner Rachel Koons to demonstrate the nuances of voice coaching. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2728.59'>[45:28]</a> They began by revisiting a previous live coaching session where minor adjustments to Rachel's vocal delivery on a video led to significantly higher conversions. The core of the conversation focused on analyzing a recent, unsuccessful voice message campaign Rachel ran. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=945.83'>[15:45]</a> Tracy identified that Rachel's tone sounded rushed, detached, and apologetic for selling, which created a disconnect with potential customers. Through a live workshop, Tracy helped Rachel uncover the underlying mindset of feeling like she was "bothering" people and guided her toward a more authentic, confident, and caring vocal approach to use in her upcoming launch. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=956.12'>[15:56]</a>
Interviewee Background
Rachel Koons is a wife and mother of four who, two years prior, founded a business to help other mothers with their finances. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=432.35'>[07:12]</a> She started with a membership focused on a grocery-saving method she created and later expanded to cover budgeting, investing, and making money from home. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=497.66'>[08:17]</a> At the time of the interview, her membership community had grown to nearly 1400 members.
Key Points
<ul>
<li>Rachel explained that her first coaching session with Tracy helped her realize her online persona did not match her true self, and that shifting to a more authentic delivery felt better and was more effective.</li>
<li>She learned that "talking head" videos, while receiving lower surface-level engagement, generated warmer leads and higher conversions because they fostered a genuine connection with her audience. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=818.26'>[13:38]</a></li>
<li>She shared her disappointment with a recent voice message campaign where she contacted 50 potential customers but only converted two, despite feeling she had been authentic. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=945.83'>[15:45]</a></li>
<li>Rachel admitted that during that campaign, she was rushed and focused on completing a checklist, which contributed to a tone of disconnect. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1072.89'>[17:52]</a></li>
<li>She revealed her core discomfort stemmed from not wanting to pressure people, which inadvertently came across as vocal indifference and a feeling that she was "bugging" her audience. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1152.39'>[19:12]</a></li>
<li>After hearing her own message analyzed, she recognized it lacked personal connection and sounded generic. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1427.96'>[23:47]</a></li>
<li>Rachel identified that she often wore a "mask" of being a serious coach, fearing her naturally fun and "cheerleadery" personality would not be taken seriously on the topic of money. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2242.74'>[37:22]</a></li>
<li>By the end of the session, she expressed renewed excitement to use voice messages in her next launch, with a new focus on creating a genuine, caring connection rather than simply making a sale. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2382.04'>[39:42]</a></li>
</ul>
Notable Quotes
<ul>
<li>"Honestly, that experience for me was just realizing that what I was saying and how I was portraying myself online wasn't matching up with what I thought I was doing... <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=696.3'>[11:36]</a> It didn't feel like I was showing up as a showman. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=712.65'>[11:52]</a> It felt like I was showing up as Rachel Koons helping." (<a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=682'>11:22</a>) - This was said as she reflected on the impact of her first live coaching session with Tracy, where she was coached on a viral video.</li>
<li>"Who cares about engagement if you're connecting with your followers and you're increasing conversions?" (<a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=815'>13:35</a>) - Rachel said this while recalling a key piece of advice from Tracy that shifted her focus from vanity metrics to the quality of connection, which ultimately drove sales. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=818.26'>[13:38]</a></li>
<li>"I felt in these voice messages was like I was popping in, I was intruding on them... <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1241.94'>[20:41]</a> it was like me bugging almost." (<a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1233'>20:33</a>) - She offered this as an explanation for her mindset while sending the low-converting voice messages, which directly influenced her apologetic and disconnected tone. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=1047.62'>[17:27]</a></li>
<li>"I want people to know that I can be super fun, but I also can get to the deeper stuff as well. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2242.74'>[37:22]</a> So I put on this mask of I can't be that fun cheerleader." (<a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2232'>37:12</a>) - This quote came during a moment of self-realization, where she explained why she suppressed her natural personality, fearing it would undermine her credibility as a financial coach. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2242.74'>[37:22]</a></li>
</ul>
Kicker Quotes
<ul>
<li>"Now I'm like, oh, I'm so excited to do launch because I feel like it's going to feel better for me... <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2403.28'>[40:03]</a> and I don't care if people join or not. That's not the end goal here. It's that I feel like I am helping the people that I'm meant to help."</li>
<li>"I do feel like I'm at a point in my business where I'm over the numbers. <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2608.55'>[43:28]</a> I'm over just the masses. I am way more focused on the right people calling in the right people, connecting with those individuals than I was before." <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2648.54'>[44:08]</a></li>
<li>"This is the solution that you've been looking for and I know that, and I am committed to helping you on your journey." <a href='https://www.rev.com/app/transcript/NjhmNWEwYzc1NWNlZGJjZDBmODdmZjY5S2hhcXJFZFdYNjNE/o/VEMwNDA0MzgxNDU3/summary?ts=2026.34'>[33:46]</a></li>
</ul>

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