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. [45:28] 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. [15:45] 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. [15:56]

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. [07:12] 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. [08:17] At the time of the interview, her membership community had grown to nearly 1400 members.

• 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.
• 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. [13:38]
• 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. [15:45]
• Rachel admitted that during that campaign, she was rushed and focused on completing a checklist, which contributed to a tone of disconnect. [17:52]
• 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. [19:12]
• After hearing her own message analyzed, she recognized it lacked personal connection and sounded generic. [23:47]
• 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. [37:22]
• 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. [39:42]

• "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... [11:36] It didn't feel like I was showing up as a showman. [11:52] It felt like I was showing up as Rachel Koons helping." (11:22) - 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.
• "Who cares about engagement if you're connecting with your followers and you're increasing conversions?" (13:35) - 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. [13:38]
• "I felt in these voice messages was like I was popping in, I was intruding on them... [20:41] it was like me bugging almost." (20:33) - She offered this as an explanation for her mindset while sending the low-converting voice messages, which directly influenced her apologetic and disconnected tone. [17:27]
• "I want people to know that I can be super fun, but I also can get to the deeper stuff as well. [37:22] So I put on this mask of I can't be that fun cheerleader." (37:12) - 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. [37:22]

• "Now I'm like, oh, I'm so excited to do launch because I feel like it's going to feel better for me... [40:03] 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."
• "I do feel like I'm at a point in my business where I'm over the numbers. [43:28] 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." [44:08]
• "This is the solution that you've been looking for and I know that, and I am committed to helping you on your journey." [33:46]