7-Figure CRM by ‘Accident’ | Jenna Larson

Most people dream of building a million-dollar business. Jenna Larson did it ‘by accident.’ 🤯

Leaving her corporate job was just the beginning. Jenna saw a need in the online business world for a CRM tool designed for social media—and she went after it.

Today, GroupTrack CRM is the go-to for coaches and entrepreneurs looking to turn social engagement into steady income, bringing in millions in revenue.

In this episode, we get into:

• The “yellow car” method to pinpoint high-converting leads on social
• Social strategies that promote connection over automation in an AI-driven world
• Not being afraid to go back to zero, to get it just right

What started as an “impossible” idea is now a powerful tool, showing Jenna’s belief that building relationships with people beats any direct sales push.

And the best part? She did it all without spending a dime on ads, and instead stuck to only organic growth.

Hit play now.

Follow Jenna Larson at:

http://www.grouptrackcrm.com/
https://www.facebook.com/GroupTrackCRM
https://www.facebook.com/groups/GroupTrackCRM/
https://www.facebook.com/jenna.d.larson
https://www.instagram.com/jenna.dubois.larson/
linkedin.com/in/jenna-larson-41659827

Follow Ken Okazaki at:

https://www.instagram.com/kenokazaki/
https://www.youtube.com/c/KenOkazaki
https://podcasts.apple.com/gb/podcast/the-content-capitalists-with-ken-okazaki/id1634328251
https://open.spotify.com/show/09IzKghscecbI7jPDVBJTw

Content Capitalists YouTube

Transcript

AI is going to be even bigger than it is now. My fear is that humans won't be part of the picture at all. The Content Capitalist Podcast.

KEN: Hey guys, welcome to another episode of the Content Capitalist podcast. Today I have Jenna Larson with me. And I had a conversation with her a while back.

And when we started talking about tech and sales and social media marketing, she said, We're vibing on multiple levels. And I was like, you got to come on the show and you got to share how you are getting people from cold to sold using AI, using automations, using chats, using Facebook, Instagram, like all the stuff you're doing and bringing it together.

I was like, this is way too good to not share. Jenna, welcome to the show.

JENNA: I'm so excited. Thank you for having me.

KEN: Awesome. So Jenna, you know, we are going to do a bit of the past, present, future kind of framework. So Before we get into all the cool stuff you're doing now, and by the way, if anybody listening, if you are LinkedIn, if you are anywhere on social media, and you're there because you need to make money, you need to make sales, you need to get people into your coaching program, into your agency, into your courses.

I don't know what it is, but if you're there for business purpose, then you're going to want to stick around for when she starts dropping bombs on how she is doing it with AI and automation and all the other cool stuff. But I'm going to make you listen to her backstory first, because I'm sure there's going to be some really cool stories there.

Jenna, what were you doing before you got into anything to do with social media and sales?

JENNA: So it is like the biggest accident of all time. So I was actually working in corporate and I had the best job and I literally would get done by 11 o'clock and I had been there for 10 years and they were like my family, you know?

Um, but one day I was like, Oh my gosh, I need to start a company. And so I literally went to my boss and I was like, Hey, hate to break it to you, but I'm quitting and I'm going.

And he was like, well, what the heck are you going to do?

And I'm like, I don't know.

I think I'm literally just going to take Everything I learned in the corporate world, and I'm going to teach online business owners how to do those things because so much of kind of the like logistical and admin and the customer experience stuff isn't something that maybe they've learned.

And so I started my first company, which was called Drive Performance Coaching. Gosh, about six years ago and it literally blew up. So basically what I was doing is taking everything I learned from corporate and teaching it, and with those clients. But what accidentally started happening is that what I was teaching them was working really, really well, especially when it came to getting more clients and keeping those clients buying.

And so we would teach really. How to do that using a CRM or a follow up system. And so at the time we were using just kind of like, a system that I had bootlegged.

Um, and the problem was that my clients were having so many conversations and so many leads and so many clients that we actually created another problem, which was that everywhere that we're putting that information in, in those CRMs wasn't actually working because. Those people were hanging out in a different place than our actual clients were, which was social media. So I remember driving in the car one day and I was like, oh my God, I know what it is. We literally have to build the CRM where the clients are on social media. And so I called one of my clients who I was coaching, he had a different software company at the time, and I was like, Nate. You have to build a social media follow up system and he was like, it's impossible. There's no way not gonna happen. And it kind of like crushed my dreams because honestly, in my head, I'm like, this is a million dollar idea, like done, you know?

And so I was so excited, called him, Crushed, right. So I kind of went on with my normal life. And then two weeks later, Nathan called me and he's like, Jenna, I did it. And I'm like, you did what, you know? And he's like, I built the social media CRM. And so that's where GroupTrack was born, which is my company now. And it's so fun because. We just celebrated our fourth birthday. We're actually about to relaunch the entire tool next week. And that same excitement has, you know, continued to go through where I'm like, Nate, I have this crazy idea, build it to do this and do this and do this based on all the feedback from our amazing clients. he's always like, no, it's impossible. And then two days later, he's like, oh my God, I did it. So it is just so fun. but we kind of joke that our million dollar company was an accident, like a really, really happy accident, but that's literally how it went.

KEN: That's how like all the home improvement things in our house happen. My wife is just like, we should do this. And I'm like, no. and then my brain just goes to work solving the problem that I said no to. And then somehow a week later, it's like, honey, I did it. She's like, Oh, great. You know? 

And I think that's just, uh, 

Yeah, it's, it's what I think that's what's really cool.

What you mentioned there is like, even when people say no, and this is, this has to do with sales and this has to do with like team meetings and stuff. It doesn't mean no, it just, it means that you planted a seed, even if you know, the person's going to say no. Just freaking ask anyway, because you're planting seeds and now their brain is working, whether or not they like it, their brain is activated in that direction.

And you never know what that's going to turn into.

JENNA: Yeah, we actually have a joke on our team because we've been in the redevelopment of the tool for the past year and a half.

And every time we're on a conversation with developers and I have all these crazy ideas, they're always like, no. And my answer is always like, I don't like that answer. Let's try a different answer. You know what I mean? Cause I'm like. We're so stuck sometimes in this mentality of like, it can't be done or the person's going to say no or whatever it may be. And I'm like, what if we come from a place of possibility? You know what I mean? It's like the harebrained ideas are the ones that usually are going to, you know, give the biggest fruit.

So it's all about just like asking and making it happen. 

KEN: Or you could be like Steve Jobs and be just like, okay, who else, you know, who's next?

JENNA: Right?

KEN: Once you get enough revenue, then you could do that.

JENNA: Yeah,

Exactly. One day.

KEN: So how does this, uh, like you were starting and helping business owners and the software became a thing that was helping them implement what you're training them.

But now what's that balance look like now between you coaching and doing like, you know, what you're, you know, the leadership and the, you know, the training to actually, you know, marketing the, the software part. Are these two different companies or are they the same?

JENNA: Oh, so it's super interesting. So what ended up happening is that group track really started taking off. And so I actually closed my original business so that I could really focus on it. But the reality is like, I'm a coach in my heart. You know what I mean? Whether it be business coaching, I actually used to coach rowing and former Olympians.

And so like, that is what brings me happiness. And so as we were kind of transitioning into the software company, we literally just brought the coaching. And so typically what we do is You can get the software alone, or you can get the software plus get into coaching with us, in which I'm really going to give you the strategies that we know are working, especially as the market changes and social media changes and all of those things.

And so we can kind of give you both depending on what your needs are. and, you know, we usually just kind of. put it out there for whoever wants it and whoever needs it. But a lot of people come use our software, they already have a strategy and maybe they just need the tool.

But I kind of like am wearing all the hats,

JENNA: You know what I mean? Like CEO, coach, marketing, sales, like we're still in the thick of it. So it's definitely a balancing act, like really balancing.

KEN: So technically you're running a tech business, right? Tech AI, 

which is like the, the buzzword and the thing that the sector of, of the world economy that's taking off faster than anything else. How does it feel being a tech entrepreneur?

JENNA: It's bizarre. And like not only the fact that, you know, I run and own a SAS company, but I'm also a woman, which, you know, when you look and, you know, we started kind of joining some programs and, you know, really getting into that environment. And when you look around the room, there's not many of me, you know what I mean?

It's, it is a predominantly male, industry. I kind of have a little badge of white, like not only do we own the SAS, but we're representing women. And, you know, it's really neat. 90 percent of our team is actually women. And so it's kind of really cool to just show up in that space.

But there are times where I'm like, wait, me, I'm running a SAS company. Like I'm in the software world. Like what is actually happening in what world is this a thing? But, you know, I think that's kind of the excitement of like, just saying yes to opportunities, like we said, and just being super open to like, whatever is next. So it's been really cool.

KEN: Very cool. Now going into this, what, if somebody is thinking about starting a tech or, you know, AI based business, what should they watch out for that you might have not thought of going into it?

JENNA: Yeah, I think if we could have started over, I don't even know if we could have avoided this or done it differently. But, you know, when we first had our little idea, you know, it was, I want to be able to track the people in my Facebook group. So what we started with was starting with, so small. And so the developer built off that one idea.

And I think at the time, you know, we were so naive. We didn't know what this would work. We didn't know if people would want it. We didn't realize the market demand. And so at the time we kind of thought very small. And so we built the tool around this like very small idea. And so as we started getting all of these entrepreneurs that are six, seven, eight figures using our software, and they started coming with their crazy ideas as well as like, oh, it needs to be.

To do this, it needs to do this. What started to happen is we would build features upon kind of this one idea that wasn't as solid as we would've wanted it to be. We also built our tool on, some technology that our developer at the time knew, but it wasn't something that was gonna be sustainable. So here we are, you know, two years into it and we're like, wait a minute.

Some of the fundamental things that we built the foundation on are hacking. And so every time we would go to build new features, it was getting kind of buggy and that was, you know, an issue. And so we had to make the very, very expensive decision to say, you know what, we're going to rebuild the tool from the ground up.

And so that's what we've been doing for the past two years. 400, 000 later, we are literally rebuilding it and relaunching it next week. But I look back and I'm like, you know, whether or not we could have foreseen that, I don't know, but I think it really comes down to this. We didn't actually have the belief at the time. It was kind of like, Oh sure, let's just do this. Let's see what happens. But you know, at the time we're like, wait, us, are we cool enough to run this really awesome software company? You know, I don't think we really had that belief of like, where we were going to have the foresight of what we needed to do to get there.

So kind of hard, you know, hindsight is always 20, 20, but. I would say for anybody who's looking to get into the tech, definitely choose the software and kind of the base of what you're going to build your entire business on wisely.

KEN: But it's also true that you, just getting started, whether or not you have that long term plan set, that might be more important than actually having that, that long term plan. Because If you sat down with them and said, and laid out your 10 year or five year plan, even, I don't know if you'd have ever gotten started because it would have taken so long to develop the framework for the version that you need now. That you wouldn't have gained the momentum needed to, you know, get excited and actually see some money coming in potentially.

JENNA: Absolutely. And I think honestly, like the naivete of starting a business and not knowing what is coming ahead is actually a really great place to be because When you are so young in the business, you think everything's possible, you know, and that's always the perspective I've come with is like, mate, we need this crazy thing, go build this.

And that's why he's always like, you're crazy. That's impossible. And I'm like, but am I, is this possible? Like, I don't like that answer.

I think let's look at it from a different angle. And You know, I think that really is kind of the magic of really being cutting edge. And that's incredible because our tool really is, the number one leader in the industry when it comes to AI and social CRMs.

And you're right. I don't think if we had kind of looked back and been like, oh, let's do this the right way. We would have never done anything. I feel like it's always this idea that if you take the first step and you're willing to get your feet wet, the sea might actually part, you know? But if you don't ever decide to get your feet wet and do that first piece of action, you may be sitting on the shore and the promised land could be right there on the other side, but you'll never know because you never tried.

KEN: Exactly. So, you've been name dropping group track a few times and, uh, let's talk about what it is. But first of all, I also want to say that on our last conversation, you mentioned that the name group track really, you know, was talking about Facebook groups and that, uh, now that you're expanding, you're considering a rebrand.

Did that happen or are we sticking with the group track?

JENNA: Oh, the long story. The long.

Yeah. So you're right. Right.

When we started group track, it was to track your Facebook group members. Um, and like I said, because of just the amazing entrepreneurs that have, you know, contributed really to our growth and our feature set.

Um, it now works on your personal profile on Facebook.

It works in Facebook groups, in the DMs, it works on Instagram. Um, shortly after we do the launch, our next goal is to go to, uh, LinkedIn and then to school. And so, you know, it is kind of funny because a lot of times when people hear the word group track, they think, oh, it just must work in Facebook groups, and that's not actually true.

So we've talked about like, do we bite the bullet?

Do we change the name? we have so much brand recognition. Every single thing, every sale we've ever made has been completely organic, zero ad spend.

And so, you know, we have a lot of proof in the pudding that, you know, the brand recognition is there. And so as of right now, we're not going to actually change the name. We did do a little bit of a rebrand as we're relaunching the tool next week. so you'll see, you know, a little bit more sophisticated look and colors and all that, but we are keeping the name. We still fight about it all the time though. Like, should we do it? Should we not, you know, rip the bandaid off?

When should we rip the bandaid off?

But now we just tell people like you're tracking groups of people.

Does that work? 

KEN: Oh, that works. That works. The

JENNA: Like it does, right?

KEN: Yeah. You can build something around that. You know, Like group track, but then you can start branding it. Like, you know, this is the, the group conversion method, you know, or the group authority, you know, process, um, getgrouped. grouped

KEN: com 

JENNA: Yeah. I don't know. We're gonna, it's a stretch. It is a stretch. We're going to have to figure it 

KEN: Well, it's only a stretch until enough people started talking about it. Track. 

JENNA: Yeah. exactly. Yeah.

KEN: so tell us what is group track, who's it for and what's the problem it solves.

JENNA: Yeah, So basically group track is a CRM or a followup system that integrates and lives on top of social media. So as I was mentioning kind of before is, When we started teaching our clients on how to find leads and how to talk to them and how to nurture them and how to convert them and how to keep them buying, you obviously need to put them in some sort of pipeline where you're able to track people through those stages and steps and, and process so that you know where people are and you don't lose anyone through the cracks.

And so the problem with doing it with most of our clients are. Most of the people who would want to look at group track are entrepreneurs who are actually using social media as a mechanism to get leads and convert them into clients.

And so you're showing up, whether you're on Facebook or Instagram, and you're talking to people. And so without a system like group track, what you're going to have to do is either number one, not track it, which is not recommended or number two, You're going to have to get  a spreadsheet which good luck. you're going to lose your mind, you know, and I will tell you, like, we have seven and eight figure companies coming to us and they're like, well, look at my spreadsheets. This is a mess, you know, which we're excited because we can fix that. or what you're going to have to do is you're going to be on social media, copy and paste it into some other system that you're used to using, right? Like an email marketing system or something like that. And so the beautiful thing about group track is, um,

Our CRM lives on top of Facebook and Instagram.

So literally if you see someone that you're like,

I think they're a good lead, you can literally hover over their name on whatever platform and instantly add that to our system, which also integrates with big systems that a lot of people are using like high level convert kit, active campaign, click funnels and so forth.

And so really what we want to do is help you fill your funnel in those systems with leads from social media while making sure that you're not losing people through the cracks or like honestly spending millions of hours doing the things that we know you have to do anyways.

And that's where really, you know, I know we have talked about a lot is that's where the AI is going to come into play.

That's where automations and all sorts of features that group track has can really kind of help you the things that we know you have to do on social media anyways to get clients, but just kind of accelerate it for you.

KEN: I get the software is great and I think that anybody listening or watching, go down below, check it out. There'll be a link there.

Let's talk about the messaging that actually gets people excited and enough to get into that group track in the first place, um, whether they're on Facebook or Instagram or where LinkedIn, right? You posted something here. I'm going to read your post. Facebook groups aren't dead. Your old strategy is. What is the new strategy?

JENNA: Oh my God, I love that. And by the way. If you read it the way I wrote it in my head, it's like, Facebook groups are not dead. Your old strategy is like, I'm actually yelling this at people. So just know if you hear it, I'm lovingly shaking everybody. Right? And so here's the thing, right? In 2020, all you had to do was show up. You know what I mean? Like the world was on pause, people were at home, they had money to spend, they had time to invest in themselves and their growth and all of the things. And so, literally back in the day, all you had to do was show up, throw a post up on social media and people would throw money at you.

And especially if you put them in a Facebook group, like that is just an amazing ecosystem where, oh my gosh, you have tons of people with the problem you solved hanging out in a community where you can then just, Literally show up and make money. And so that's kind of the old way. And what's starting to happen is the market is really shifting. And so what we're starting to see is the people have gone back to work. people have less time to buy things and invest in themselves and take the time and learn all the things people bought from a lot of coaches that all of a sudden came to be in 2020. And unfortunately, a lot of those coaches weren't great. They didn't deliver the clients, didn't get the results that they promised. And a lot of those were charging very, very high ticket. And so you've got a lot of people in the market in terms of consumers who are feeling very burned right now, you know what I mean? And so here we have a bunch of people who can literally swipe left on every single, you know, coach because there's so many of them.

It's so noisy because if you're a coach, you now have to be on social media and a content creator. Um, and so you've got a lot of competition. It's very noisy and you have a bunch of people that are very hesitant to buy because they don't want to get in the long term commitments. They don't want to spend a lot of money and they don't really know if they can trust you, if you're going to deliver the results.

And so those things that we used to do, which was just throw up the post and expect that people are going to buy from you are not working. And what we really have to move into, which is the space that I love the most, which is the nurture space. so again, it's like really that conversation, the communication, the relationship building, the trust building.

That's where you're actually going to get clients today. So it's not so much just one to many and people are going to throw money all over the place. You really have to get into the conversations. And for us, that's in the DMs, right? So 

KEN: so what's the difference between marketing to a Facebook group versus just right on your profile?

JENNA: there's still a lot of great things. Um, and you know, again, I tell people all the time. Facebook groups are not dead, you know, and there's this like whole thing going around where people are saying that. and to be honest, I think it's the people who have not shifted with the shift of the market, you know, they're still doing the old tactics, expecting the same results, but they're not really taking into consideration that all of these changes have happened and that they really need to kind of pivot into the new world.

The only difference I would say, and I actually would use both of them, right? So we at group track, we talk about your ideal client being your yellow car. So if I were to ask you, how often do you see yellow cars driving around town? You're going to be like, not that much, right? But if I was like, Ken, every single time you see a yellow car, imagine there's a dollar sign because that's your ideal client.

All of a sudden, when you start looking for them, you're going to start seeing them everywhere. And I can promise you someone who's listening to this podcast in the next couple of weeks is going to be like, Oh my gosh, I've literally seen yellow cars everywhere after they listen to this. And so here's the thing.

Once you start realizing yellow cars are everywhere, you can choose to either sit on the highway and hope and pray one drives by, or you could say, wait a minute. Where did the yellow cars park? Is there a convention? Do they all hang out together somewhere, right? And so what we want to do is say, Where do those people park? And that is a Facebook group, right? That's at least one place that people park, And so when we can say, Go in front of a complete audience, Full of people who have the problem you solve, Or the goal that you can help them accomplish, When you actually show up and make that offer,

That's when they're going to throw money at you, especially because you've built that trust and the rapport and you've really kind of rocked that Facebook group and supported them in a way.

The other place, though, is your personal profile. So what's interesting is that we will actually, as we're coaching our clients on strategies that are working, we would actually suggest that you fill your friends list on Facebook or your followers list on Instagram with people who are your yellow cards.

Because as much as we love Aunt Martha, Aunt Martha's not buying my program. You know what I mean? And so if I just fill my friends list with people that aren't actually a good fit and they're not yellow cars, all of the content that I'm posting on my personal page is going to fall on deaf ears. So we almost want to create your personal profile as a secondary yellow car parking lot.

So that no matter whether you're showing up on your personal page or you're doing it in your Facebook group, you are speaking to the right people. so what you'll notice is as we kind of do our strategy, which we run,a specific strategy called the weekly sales formula. It is like our rinse and repeat non negotiable way of getting the right people, the yellow cars, to honk their horn. Aka comment on our content, invite them into a training and make an offer.

And so what you'll see is part of the strategy that we teach, it actually incorporates posting in your Facebook group as well as on your personal profile. And so we really use a combination of the two, but I will tell you. If you are shifting and you're changing the way you're speaking, Facebook group to me is still where it's at.

Like, no question.

KEN: I know that you didn't just tease us with that and you're going to leave us high and dry and not tell us at all. What is the seven day content strategy? Because you wouldn't do that to us, would you?

JENNA: I would never. I would never. And yes. Okay. So I am happy to do that. So here's the thing, right?

This is what makes a Facebook group work. How many groups have you been in where you walk in the door and two things happen? Either you're immediately

DM'd with an offer like, Buy my thing! Don't you want my thing? What's your pain point? How much money are you making? Like, it's crazy, right? Or, people are like, I don't want to be that guy.

So they do the opposite, which is nothing. And so what happens is you might be building this great Facebook group, but the people aren't engaged and things are just not moving. And so what we actually teach is for you to run your Facebook group like a retail store.

And so I want you guys to think about this, right? If you walk into a store that is brick and mortar, what's going to happen? First, you're going to have, um, you know, a name, a title of the store. Typically you're going to see what they sell on the window. You're going to walk in and an associate is going to greet you.

And here's the thing, when you walk into a store, does the associate just assume that you want to buy? Or are they first uncovering your needs? Like, hey Ken, thank you so much for walking into the XYZ store. We're so glad you're here. what is it that brought you in? How can we support you today? And typically what you would do is you would answer

And then the Associate would be like, Oh, you're looking for shoes.

Let's go to the shoe section. Right? And they would put you with a bunch of pairs of shoes and we would try them on and do the whole thing. We take that exact same experience. And that's what we teach our clients to do with their Facebook groups. So we have our Facebook group questions that we're answering and trying to learn a little bit about them.

When they walk in the door, we are DMing them and uncovering their needs. And then based on what they tell us, we're going to walk them over and put them in the dressing room with content relevant to their problem, right? So they get in front of us, they start to learn about us, they trust us and all those things.

But we don't just leave them with the content, right? Because we're tracking them in our group track pipeline, we know, hey, they're in the dressing room kind of filling us out,

Set a task, follow back up and say, hey, is this something that, you know, you like or whatever, or would you like to learn about how we can support you with it?

So that's kind of like the high level strategy that we're doing inside of our community. Then on top of that, we do the weekly sales formula. So now that we've got our community really moving, they can see the level of support and service and giving a value that we're doing in the community. Now what we're going to do is kind of sift for gold, right?

So we've got a lot of people in our Facebook community. That may not really be ready to purchase or maybe they're not even problem aware fully at this point. And so we do the weekly sales formula, which I'll just kind of give a high level overview. But again, if I were to point to one thing that allows us to collect over a million every year with a low ticket offer.

A small team and zero ad spend. This is what I would point to. So basically what we do every single Monday is we put up a social media post, which is a call to action. We call it the Monday post. Really, really good at naming things around here as you can see, right? It's on Monday, so it's called the Monday post.

So on 

KEN: Yeah, at least you won't get the day wrong. You know,

JENNA: right? post the Monday on a Tuesday. So 

So on Monday, you do a hand raiser post that is very simple. Like, we're not asking for a copywriter, right? We're like, do you have this problem? Say me, right? And so it's either going to call out people with the problem that you solve or the goal that you help them accomplish. And so we're going to put that post inside of our Facebook community.

KEN: could you actually like give us an example of, let's say, for a coach who helps people. gain back another day of their week, through organization, right? So what would that post be for that person?

JENNA: So it could be something like, you know, our exact template of how to run your day so that you can get a day or an hour back each day. You know what I mean?

So like

KEN: So you're offering a lead magnet. Is that right?

JENNA: most of the time, it doesn't always have to be, but most of the time.

So the other day I had one really, really well, which was just who wants our chat templates that help us sell over six figures a month? So just very simple, very easy. It's like, do you want this result? Do you want this thing? Whatever it may be.

So what we're doing is we're getting people to raise our hands. But as you guys may know, if you're listening, because you post on social media and like we talked about, there's a lot of noise and a lot of people posting content.

Now you're not always going to get the hand raises you want. So I'm going to give you guys a ninja hack and this is like no joke. Okay. It works.

What you're going to do is you're going to go to your email list, you're going to write the stupidest email, which is literally, do you want my thing? right? Like, we're not copywriting, we're not, you know, I

JENNA: saying if you want to use AI, great. But we're literally like, Hey, I'm giving you this really cool thing in my Facebook group.

Click here to get it.

When they click here in the face or in the email, it's actually going to drop them off in your Facebook group on that exact post.

JENNA: Right? So we're getting the algorithm moving by getting more eyeballs, more comments, more eyeballs, more kind of, you know, and it just kind of snowballs.

And so here's what's really beautiful. If the person's already in your Facebook group, they click on the link, they go to the post. If the person on your email list is not in your Facebook group and they have the problem or they want that solution, they click the link, they join your group. Right? So it's a really nice way to organically get more people in your Facebook group as well as more eyes and more comments and more honking

On that post.

So we do our Monday post. We drive email to it. We usually suggest an email each day, but here's the kicker. Every single email is driving them back to that Monday post because we really want to concentrate the algorithms and the hand raisers.

So then what we do is we actually will use our software, which is GroupTrack, to track every single person who has commented.

Because here's the thing, if they are honking their horn, aka commenting, saying,

I want that, or I have that problem. 

JENNA: They are your yellow cards, right? They're literally saying, I'm yellow.

I'm you, right? And so we want to track all of those leads. And so what's really cool about group track is automatically it can track everybody who's commented on the post.

It can automatically like every comment. Automatically reply to every comment and automatically DM them. If you choose to every single person who has commented. And so really great, because here's the thing. If you want people to comment, you better have a conversation back because again, everything we teach is about being a good human.

And if you and I were talking in a store And I asked you a question and you answered, I would reply, right? But it's like, for whatever reason on social media, we completely forget that. And then we just like ghost people. It's so strange.

So we're going to reply, react, DM, all the things. And we're going to get into a conversation with them.

Then what we're going to do is say, Hey, great. Jenna, Ken, whoever, right?

Whoever owns the community, they're going to be doing a live training on the strategy that goes with it this Thursday. Okay? So we're literally saying, Oh, you want the lead magnet or you want this solution? Great. We're going to give it to you during our training on Thursday.

And so while we're in the DMs, not only are we getting them to register for our event, But we're really uncovering their pain points and some of the language that we use in the DMs is really great because we're going to be like, okay, cool. So we can make sure that this training is really valuable. What are you already doing?

That's not working. We'll be sure to address that during the training.

Now, imagine if you're in the DMS with someone and they're literally telling you, Jenna or whoever the CEO is, is literally going to talk about your problem that you tell us.

How would that make you feel? Right? You’d be like, Wow, I feel served. I feel, you know, like I’m not a number, and I better show up to that training because she’s going to talk to something specifically about what I care about.

Right? So we’re getting so much market research. Our people are feeling very served in the DMs and so forth. We get them to register for our event.

They come to our live training every Thursday. Every Thursday when we do the live training, what we’re giving them is what to do, not how to do it.

Right, so as an example, let’s say that my training is on how to have an email sequence that nurtures and converts your Facebook group.

If I were to give the what to do, I would be like, Welcome email. Have another email that, you know, gets them into your DMs. Have another email that drops them off here.

I’m giving you what to do, but the how to do it—you have to pay for, right? That’s what you get in our coaching program, which would be the templates and exactly written for you, right?

So we show up on our live training. We give them what to do, not how to do it. And then we do an offer at the end and we’re like, Okay, great. Is this something that if you implemented in your life, in your business, and whatever, that you think you would get the results you’re looking for?

And we get people to buy in, and they’re commenting, and it’s going crazy. Like the comments are out of control, right?

Because as we’re doing this training, we’re doing those call-to-actions throughout the entire time.

And so we’ve got all these people who’ve made all these micro-decisions to be like, Yes, that makes sense. Oh my gosh, that’s good. Yes, I want to do that, right?

And so at the end of it, the conversation and the question is so simple. It’s just, Great. Do you want to do this on your own or would you like to learn about what it looks like to get support so you could do it a little bit faster, better, using our stuff?

It’s not, Do you want to join our program? Do you want to buy this thing? It’s just, Do you want to try and figure it out on your own or do you want to see how you can get support?

And then literally all we do is we’re like, If you want to learn about our coaching, drop the word whatever.

And then every single Friday, we follow up with everybody for the week, whether you raised your hand for the hand-raiser, came to our live training, commented on something—we’re going to then follow up and ask if you do want to take the next step.

And so we literally run that play every single week with a new topic. And again, if I could point to one thing where I think it really is working and why we’ve been able to have this success with zero ad spend, that would be it.

KEN: Okay. Well, you said it’s a seven-day program and we’ve got pretty much Monday, Thursday, Friday, right?

JENNA: Five. Really, well, five.

KEN: Okay. And in between is just driving people to the Monday post, and then after you do live, I assume that you’re driving people to watch the replay. Is that right?

JENNA: Yep. So Friday we’re automatically DMing with GroupTrack. Um, so we’ll send a DM like, Hey, here’s the replay in case you missed it. We’re following up with everybody.

KEN: So GroupTrack takes care of that automatic follow-up then, huh?

JENNA: Yep. You got it. Yep. And yeah. And so we’re doing it through the DMs as well as email.

KEN: Okay. Now I’ve got my own ideas about this, but I want to hear yours because I think a lot of listeners might be interested. If you're going live every week and you're offering some type of training slash, you know, lead magnet slash, you know, whatever it is we're going to be talking about, how do you consistently keep content fresh?

JENNA: So, you’re gonna love this, I think.

KEN: So?

JENNA: Well, I don’t know. A lot of people ask this question, like, Don’t you think they’ll get sick of hearing the same thing? So what we actually teach is a strategy that is kind of like a house, right? If you can bear with me, I’m going to explain what it looks like.

Imagine that the result that you’re providing people is the roof. Right, and we have to have walls to hold the weight of the roof up. Those walls represent what you have to do in order to get the results.

So, for example, with me, my roof would be getting clients from social media. My pillars, or my walls, would be, you know:

Getting leads.
Nurturing those leads.
Converting them.
Keeping them.
And so what we want to be able to do is just tell people, If you want this result, those four walls must be at 100%. Within those walls, we’re like, Well, how do we build those walls up so that they can actually do it?

Those are the bricks or the cinder blocks. Those are the different methods. And so basically what we do is we say, Okay, there are four pillars. Within each of the pillars, there are four bricks that are going to make the wall grow.

That’s basically our content strategy. So we run the play:

Each month is one pillar.
Four weeks is one, two, three, four cinder blocks or bricks.
Once we’ve done it, we have every single asset we could possibly need. We’ve got our emails, lead magnets, and reels repurposed from our live training. We literally have everything done, and then we rinse and repeat it.

Here’s the thing: sometimes I get the question, Don’t you worry that people are going to get tired of hearing you? And I’m like, absolutely not. I want them to be like:

Oh, Jenna, that’s the girl who talks about yellow cars.
Oh, that’s Jenna. She’s the one who is known for organic social.
You know what I mean? I want you to be like, Oh yeah, I heard her say that. Here’s the thing too: we’ve got clients and prospects that come to so many of our trainings because they’re very valuable.

What’s really beautiful about it is that when they hear it the first time, they’re at this location in their business—maybe new or whatever. The second time they hear it, they’re like, Oh, because they’re in a different place or a different mentality. So we want that repetition.

But like I said, the most beautiful part is this: we’ve got four pillars that represent our offer. Within each, there are about four bricks that are going to help you build that wall up. Each brick is one topic of content. We just rinse and repeat it every four months. It’s literally the easiest thing.

KEN: Okay. And how much time do you think you’re spending on planning, repurposing, and posting, like just on social media content as a whole? Think of it as a weekly basis.

JENNA: Yeah, no, not a lot. Some clients of ours want to literally build out every piece of content for their entire four months. In fact, I have a done-for-you client right now where I’m building his out, and it’s taking me some time to get every single asset—from lead magnets to follow-up emails and all the things.

But typically, as our clients learn this process and start implementing it, they’ll usually go week-to-week and be like, Alright, cool. It’s Monday. I need to do this, this, and this. We have it down to such a science that it literally doesn’t take much time.

You’ll love this too: we’ve also created a Chat2BT that has built-in templates, formats, and scripts. Our clients can be like, Okay, it’s Monday. Here’s my topic. Chat2BT will support you in giving all the assets needed.

So, in reality, we maybe spend about an hour. Me, as the CEO, I spend less. I’m usually like, Hey…

KEN: But are you the one on camera? What’s it like for your company? Are you the one in front of the camera when it comes to your brand?

JENNA: Yeah, so I’ll usually tell my team, This is the topic we’re going to do. Here’s the lead magnet. If we don’t have the lead magnet, we’ll create it quickly. Then they set up the emails, automate everything, and I show up on Thursday, do the training, and make the offer.

I’m not even in the DMs doing the follow-up or sales. I’ve given it to my team to be like, Here are the yellow cars—these are the people who raised their hand, said they have the problem, want a result, and are ready now.

In the live training, they say they want to learn about working with us. So when my team reaches out, they’re like:

Hey, I saw that when Jenna went live, you said you wanted to learn about getting support implementing the strategy.
Would you like to get on a call?
The beautiful thing is, because we give that white-glove group service and treat people like they’re in a retail store, by the time someone gets on a sales call—if they even do, because most buy through DMs—it’s a triage call.

Literally, it’s like:

When does it start?
How much does it cost?
When are we doing this?
It’s never about overcoming objections. We don’t have to because they know us, like us, and trust us. The amount of service we give inside our community really puts them over the edge. So we almost pre-sell them through our service.

KEN: Yeah, makes sense. Hey, we’ve got just a few more minutes left. I’d love to hear your thoughts about the future. What do you see getting phased out? And what new opportunities should people, especially coaches, be thinking about in terms of content marketing or social media marketing in general?

JENNA: Oh my gosh. Can I lovingly scream at everybody? My favorite thing to tell people to stop doing is cold DMing. For the love.

You know, we’ve seen where people got very excited because we know that DMs have a much higher open rate than emails. And so people went a little wild. What started to happen is that a lot of coaches were telling people to go into other people’s groups, blind friend-request everybody in the Facebook group, and send them a cold DM pitch.

And people are so over it. You know, I’m sure you guys listening are getting those all the time. They don’t work. They’re gross, and it’s just a waste.

The interesting thing is, Meta has actually rolled out a lot of new rules in the past few months restricting people from sending mass DMs or cold pitches if you’re not connected to the person. So sending blind friend requests to people you have no connection with or cold-pitching DMs would be my please stop doing this.

I very much, with everything in my soul, believe—and this might be a really big differentiator with GroupTrack and some of our competitors—that, yeah, we could add features to help people do that. We could teach those strategies. But we’ve drawn a line in the sand to say we would rather teach strategies that help you be a human.

It’s interesting because we have automations—auto-responders, bulk messaging, and things like that. But what we always say is that our AI and our automations are there to help you scale your human connection, not replace it.

That’s really important, especially as we look forward. I think we are going to go back to what it used to be: Be a human. Talk to humans. Don’t rely on tech to replace you, but rather to enhance and accelerate you.

As we rebuild GroupTrack, that’s been our main focus. Every time Meta rolls out these changes, it reinforces that what we’re teaching and doing aligns with what they want. Meta wants engaging content, connections with people you know, and less spam.

That would be my biggest advice: Be yourself. Have genuine connections. But I’ll tell you—connect with the people engaging with your profile and content. Really get into the DMs with them because those are the people who will choose you.

KEN: How about in the future—10 years from now? Where do you see the biggest opportunities? Because we’re talking far enough in the future that anything could happen. So, 10 years from now?

JENNA: Oh my gosh. That’s such an interesting question. I do believe AI is going to be even bigger than it is now. My hope is that it continues to enhance humans and doesn’t replace them. That’s always a fear.

But yeah, I think technology is going to be in a place we can’t even imagine. Even when you listen to Mark Zuckerberg and Meta about what they’re building, you’re like, Are you kidding me?

My hope is that great technology continues to emerge, but we need to ensure it doesn’t overstep. People want AI bots to do everything—sales, relationship building, closing in DMs, and managing social profiles.

I think it will get there at some point. I just hope it’s done in a way that still works for humans. It’ll be interesting to see what happens.

KEN: When you said, I hope it doesn’t replace humans, I get where you’re coming from. But I also think back to technology replacing humans in the past. The net result is usually positive. Like machines replacing manual labor in wheat fields—it was transformative.

JENNA: Right.

KEN: Nowadays, we can’t live without certain technologies, even though we survived without them for so long.

JENNA: Honestly, GroupTrack itself feels like AI because it’s doing stuff for you. But here’s the thing: Even when I use ChatGPT, it’s still me. I’m not having it write my emails or posts—I’m having a conversation with it, and it’s enhancing me, not replacing me.

That’s really what I mean. My fear is humans won’t be part of the picture at all when it comes to selling. I want people to have relationships.

And this might be broader than what we’re talking about, but recently at my kiddo’s school, they banned phones because the kids were just looking down at lunch and didn’t know how to have conversations.

That’s what I mean. Technology is amazing. There are so many advantages, and I’m grateful we live in this time. But I hope we can still be good humans through it.

KEN: I think one way to sum it up is: It’s fine replacing humans for tasks, but not the human experience.

JENNA: Yes, that’s it. You nailed it. Replace the tasks, not the experience. I’m going to steal that.

KEN: Go for it. Jenna, we’ve got to wrap this up. Where should people go if they want to learn more about GroupTrack, content marketing, or get inside one of your super spiffy groups to see the seven-day content machine in action?

JENNA: Absolutely. If you want a free trial, go to www.grouptrackcrm.com. Name is staying the same for now, so you can find it there.

And of course, you’re welcome to join our Facebook group: Organic Sales System Powered by GroupTrack. We focus on both the strategy and the system that go with the tool.

When you join, expect to be treated like a human. We’ll connect with you, uncover your needs, and support you in the community.

KEN: Love it. Love it. If you guys ever make enough money, you should buy track.com. Then it could be group.track.com, community.track.com, or whatever. That’s at least a seven-figure domain.

JENNA: Our goal is to be the social CRM for all platforms. We’ve got big things to do in the next few years.

KEN: All right, everyone, thanks for sticking around to the end. Check out the links below. If you’re listening on audio, watch the video on YouTube.

By the way, Jenna came dressed for the theme. She’s talking about yellow cars, and you’ll have to watch the video to see what I’m talking about.

Jenna, thank you so much for sharing your tactics and story. Everyone else, I’ll see you next week.

JENNA: Amazing. Thank you, guys.