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All right, good morning, good morning or actually we have people all over the world so good

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evening to those of you in UK and Spain and good afternoon to those of you on the East

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Coast and mountain and for those watching by the recording I know many of you said you

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couldn't make it live well I don't know what time it is but we're glad that you're here.

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I'm super super excited about this training in some of my emails I shared with you something

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my father used to say to me now my father made his first million before he was 30 and

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he went on to build multi-million dollar companies over the years he has he has passed away and

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but I learned a lot I didn't get any inheritance that's a whole nother story but I did get

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the inheritance of knowledge and understanding and so some things stick with you and I was

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reminded preparing for this call that nothing really happens until the sale and so my passion

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with this particular masterclass so many of you and by the way please mute yourself if

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you could so we get a good recording and and so my experience that I find working with

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coaches and entrepreneurs healers small business leaders is that this is really the sticking

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point they are just exerting an enormous amount of energy chasing leads but very few of those

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leads they're showing up on social media and they're trying to copyright and they're trying

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to do all kinds of things that's another conversation but they are not getting the sale and you

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see without the sale you're not making the impact and you're not making the income and

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you're not transforming lives why you got into business and so this is a super important

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topic I felt led you know what it's time I need to help people to get those sales and

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so that's what we're going to be focusing on today it's meant to be fun and interactive

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we've got people from lots of states lots of places so let's get to know each other

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let's have fun I will add questions at the end and any that I don't get you all that

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registered for this are getting a bonus Q&A on the 30th of this month so we will get your

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questions answered so you can be making notes thinking of those and we'll get started I'd

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like to begin by just speaking a blessing over you I love to do that to pray before

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we start to invite the wisdom of God to show up so I'm going to start with that and then

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we'll get right into the topic of having successful sales conversations oh so father mother God

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I just invite you right now to work mightily in this master class I speak blessings over

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every woman that is represented here I speak blessings over her business I speak blessings

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over the clients she's called to serve blessings over her products and services and things

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that she's bringing to add value I speak blessings may everything she put her hand to prosper

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may everything that needs to be said every question that needs to be answered every breakthrough

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through that needs to happen let it happen here open our spiritual senses to hear what

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you spirit are saying to each one of us and may the words of my mouth in the meditations

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of my heart glorify you amen and amen amen who is ready let me go ahead and put some

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slides on to help you with some visuals and we will get started okay can someone let me

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know you know what you're not seeing it I already know I got to share the screen let

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me come back over here and share the screen otherwise you're not seeing anything technology

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so many things to do I usually have someone running this and I don't today so you're going

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to watch me fumble around and see that I'm human just like you are okay now um can someone

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give me a wave let me know you're seeing the slides yeah and are you seeing me yes okay

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means we are ready to go.

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OK, so I'm going to kind of shrink this

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down so that I'm not seeing me.

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So I can see. There we go.

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All right.

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So welcome to the successful sales

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conversation master class.

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All right.

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Nothing happens until you get the sale.

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That's what we're going to be helping you do today.

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And so the first thing that is so

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powerful always in any class is to set an intention, set an intention.

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So right now, take just a moment.

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What is your intention for this next few hours that we spend together?

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Be clear about it.

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We'll talk at the end and make sure that that happened.

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So if you could just wave a magic wand,

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a spirit wand and have this next few hours be exactly what you want it to be.

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What would happen?

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What would you need to learn?

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What would you need to break through?

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What would you need to understand?

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What is your intention?

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Intention is the most powerful thing that we can do.

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And that's how you'll get the most out of this master class.

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OK,

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put it in writing if you can.

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Hopefully you've got a pad and paper.

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You can make some notes as we're going.

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I will be sending you this recording.

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I will be sending you a template to give

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you some more home play to go dig deeper before we meet again.

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So you'll have these slides and you'll have some home play to work on.

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Now, those of you that are coaching with me know that I work off of a success

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formula, OK, and the success formula is

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mindset plus skill set.

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Plus right action.

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Equals results, so you've got three components,

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it's a it's a mathematical equation, everything on the left side affects

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the right side, so you've got mindset, you've got skill set,

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you've got action produces results in this case, the results are sales,

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income, growing your business impact.

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OK, all three of those matter.

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So in other words, if you're only focusing on the action

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and I'm going to give you lots of actions, I'm going to give you my five step

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action plan for sales, you can do all the right actions.

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But if you have a mindset of lack

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or a mindset that doesn't believe it's

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possible or doesn't believe in yourself or any of the possible limiting beliefs

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that we can hold, then it takes away from the equation.

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Also, especially when we're talking about sales, it's mindset plus skill set.

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Sales is a skill.

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Now, I've been in sales in some form or another.

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We all are, by the way, those of you that are coaches, by the way,

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your your craft is coaching, but you're in a sales business.

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OK, those of you that are healers,

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you have the skill and the craft of healing, but you're in the sales business.

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Those of you that are teachers,

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so I want you to understand that this conversation is for all of you.

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We're going to talk about that.

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So if there's some resistance, feel kind of what you're feeling in your heart.

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When I use the word sales, in fact, all of you say the word sales,

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sales and how how are you feeling inside? Right.

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And so there is a skill set

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and you will get better and better and better the more that you do.

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So I'm going to lay some foundation today.

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But it's kind of like riding a bicycle.

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I can talk to you about a bicycle.

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I can talk to you about the wheels.

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I can talk to you about the pedals.

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I can talk to you about the handlebar and I can describe.

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I can even show you, you know, videos about it.

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But until you get on that bike and master

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your balance and practice pedaling, you will not go anywhere.

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OK, so I'm going to be always straightforward and real.

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This is a skill set.

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And the more you do it now, I'm going to share a story just

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to help you know that, you know, I know whatever level you're at.

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I know how you're feeling.

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OK, I was scared to death of sales.

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Let me tell you about my first sales.

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You're going to crack up, I think.

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But I want you to to really understand that it is a skill set.

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So I started I made my first six figures in in network marketing.

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I joined a Canadian nutritional network marketing company.

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I was young. I was in my 20s.

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It was my first sales experience.

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I was selling this nutritional supplement.

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It was a potassium.

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mineral supplement that looked like motor oil.

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It was black motor oil looking, smelled terrible,

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looked terrible, came in a white bottle

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that looked like a milk bottle.

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And that was my first sales experience, okay?

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And this was back in the day.

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Like I said, this is going way back.

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It was not cool to say you worked from home.

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That would be embarrassing, okay?

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There was no such thing.

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You were unprofessional if you were working.

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You had to hide that you worked from home, right?

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And so I had to come up with a way to have sales.

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This was before, you know, all the things we have right now

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with the internet and social media and all that.

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I'm going way back.

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And so I took out a newspaper ad.

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I took out a newspaper ad to recruit salespeople

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for my new sales organization.

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And somebody answered, they were interested.

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Oh no, what do I do?

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I can't invite them to my house.

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I can't tell them I work from home.

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I got to be smooth about this.

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How am I going to work this sale?

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And so I told them I was going to be coming.

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I found out where he was.

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This was also scary.

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This was a man, you know, to see a man and sell to a man.

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It was very scary to me at the time.

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And so I came up with this brilliant idea

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that I was going to be in the area.

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And why don't we meet at, I think it was a Denny's.

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It was a local restaurant.

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This is before Starbucks, there weren't coffee shops.

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And so we met.

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And so there I was, I got one of these booths

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in the back of the restaurant

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and I had prepared my sales presentation.

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Guys, I wish I could show you.

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I had a three ring binder with the sheet protectors

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and I had printed out everything I was going to say.

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And so he showed up, okay?

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There he is.

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He walks in and he's in a tie.

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He's a professional.

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And I am scared beyond scared.

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My first sales experience, right?

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So you would have cracked up if you saw what I did.

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I took the binder and I was showing him the pages

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and I was flipping the pages so fast and talking so fast.

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I flipped the pages.

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I was literally fanning his hair back with the pages, right?

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In this, and you know, I'm shaking.

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My voice is shaking.

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My body is shaking.

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And I think I made some kind of call to action.

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Like you wouldn't be interested in this, right?

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This is a true story, guys.

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This is a true story.

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And the funniest part is I don't even remember how it ended

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but the quick, the maneuvering was trying to leave.

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He was kind of like being a gentleman

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and let me walk out in front of him.

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And I did not want to walk in front of him

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because I had so much, my back was soaked in sweat,

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completely soaked.

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Every part of my body,

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I wasn't sure I was going to be able to walk,

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you know, sweat down my back.

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And I was doing kind of an Asian.

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Some of you know, I lived in Korea for years.

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I was married almost 30 years.

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So I was kind of doing an Asian exit.

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You know, Serena, you might appreciate this, right?

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You kind of back out, right?

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I was being very Asian that day, not to show my back, right?

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It wasn't so much about respect.

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So anyway, we all start somewhere.

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I want you to feel good about that.

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Sales is the skill.

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So mindset plus skillset plus action equals results.

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We're going to cover all of that here today.

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So today we're going to focus on two major shifts then,

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because what you notice about mindset, skillset

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and action is that there's an inner game

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and there's an outer game and they both matter.

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The inner game may matter more,

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but they both really, really, really matter.

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So we're going to cover the inner game

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of successful sales conversations and the outer game.

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Okay, so get ready.

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This is going to be fun.

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All right, so this masterclass is for you.

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If you're an author, speaker, or coach,

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you've got a product, you've got a service,

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you've got something that really adds value, right?

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And you desire to learn and to master

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how to lead a successful sales conversation

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without being like sleazy or salesy

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or using complicated words.

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You're using complicated scripts or manipulative tactics

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or high pressure or any of that.

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We're not doing that.

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So if you desire to have sales be fun

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and relationship building and heart centered,

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and if you desire to influence your potential clients

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and skyrocket your sales.

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sales so you can have a bigger impact than this master class is for you.

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I shared the early story.

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My first sales, you know, I was in my 20s.

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I went on to master that skill and do very well.

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I reached the very highest level.

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I was in the highest promotion level, the highest income level.

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I trained thousands of leaders.

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I actually opened up states and regions trained for the company.

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And so I got started very young, fortunately, in this thing called sales.

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And so I've done a lot of things wrong, a lot of things right.

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I'll share all of those with you.

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I went on later in my late 20s, early 30s

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to actually found my own international nutritional network

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marketing corporation.

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And so then, of course, we had thousands and thousands of distributors.

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And I did the training for them as well.

255
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Had countless over the decades, countless events, retreats, sales, trainings.

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And as I mentioned, this is the 10 year anniversary

257
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for Prosper in all things.

258
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I've been a coach to coaches, founder of, you know,

259
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Prosper by Design Coach Certification.

260
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So I've been equipping coaches, Prosper TV.

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I've been creating a platform for coaches and healers

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to to really have visibility

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and be able to show up the Prosper membership site.

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So it's about equipping coaches, healing healers, entrepreneurs

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to successfully launch and market

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their products, courses and programs.

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So like I opened with nothing

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happens in your business until the sale.

269
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My dad used to say that.

270
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And decades have shown me that he was oh, so right.

271
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But but I'm not a salesperson.

272
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I'm I'm just not a salesperson.

273
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How many of you put it in the chat?

274
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I want to know.

275
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Fess up. How many of you have used those words?

276
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Put it in the chat right now.

277
00:17:21.520 --> 00:17:23.839
How many of you say, yes, that's me.

278
00:17:24.640 --> 00:17:28.119
How many of you have said,

279
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I'm just not a salesperson.

280
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Yeah, we got me.

281
00:17:34.160 --> 00:17:36.880
Yep. Yep. Me was me.

282
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This is a common thing that we say.

283
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Me, me, me, me, me.

284
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So scary. What year was this?

285
00:17:46.600 --> 00:17:49.080
I'm not going to give you my age, ladies. OK.

286
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All right. I'll tell you more.

287
00:17:51.360 --> 00:17:52.520
What year was I don't know.

288
00:17:52.520 --> 00:17:55.640
It was so, man, it was

289
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early 80s, very beginning of the 80s, I think.

290
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All right. So I'm not a salesperson.

291
00:18:02.840 --> 00:18:06.120
Well, you know, the truth is you actually are.

292
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Whether you're doing a sales job on your kids to clean their room

293
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or to get their homework done, or you did a sales job

294
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attracting your maid or had a sales job done to you to attract you.

295
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Like I mentioned, every business, the truth is you're in the sales business

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no matter what you do.

297
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And so we need to talk about this.

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What is it that makes us what is the shadow?

299
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What is the thing that makes us?

300
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Why do we why do we struggle with this idea of of sales?

301
00:18:38.360 --> 00:18:41.040
You see, if you look at the definition of a sale,

302
00:18:41.360 --> 00:18:44.200
like it's really simple, you see the picture.

303
00:18:44.360 --> 00:18:45.760
It's bottom line.

304
00:18:45.760 --> 00:18:50.560
You give something of value, a product, a good, a service. Right.

305
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And they give you money.

306
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Really simple.

307
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We do this all day long, so we don't think anything about it.

308
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We're we're handing our money online, offline, everywhere, all day long,

309
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having these sales transactions.

310
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So why do we struggle so much?

311
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I think that if you really look in your mind,

312
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it is an image that you're holding.

313
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OK, and it's something from the past,

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whether you saw it on TV or you experienced it yourself,

315
00:19:26.200 --> 00:19:30.480
whether it was that fast talking car salesperson

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that got you into a piece of junk and you were stuck

317
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or the high pressured salesperson.

318
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If you've been through like a timeshare presentation.

319
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Oh, my goodness.

320
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You know, there's some doozies.

321
00:19:44.320 --> 00:19:49.080
And so we have these experiences where in our mind,

322
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we've moved from the bottom line definition.

323
00:19:53.120 --> 00:19:56.560
I mean, the definition, there's no emotional charge. Right.

324
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Do you feel an emotional charge if I say it's a transaction?

325
00:20:00.000 --> 00:20:05.000
between two people, there's no charge.

326
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A buyer gets something, a seller sells something,

327
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there's no charge.

328
00:20:10.380 --> 00:20:12.520
So where does the emotional charge,

329
00:20:12.520 --> 00:20:15.840
I'm not a salesperson, come from, right?

330
00:20:15.840 --> 00:20:20.840
It's this image that we've created in our image maker, right,

331
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of high pressure tactics,

332
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of making someone do something they don't want to do,

333
00:20:26.240 --> 00:20:31.240
as seen as sleazy, seen as manipulative, you know.

334
00:20:31.480 --> 00:20:35.240
Put in there, put in the chat, you know, what's your image?

335
00:20:35.240 --> 00:20:36.760
What comes to mind?

336
00:20:36.760 --> 00:20:39.280
What is it when you, what are you afraid of

337
00:20:39.280 --> 00:20:41.880
that you say I'm not a salesperson?

338
00:20:41.880 --> 00:20:43.640
What is it?

339
00:20:43.640 --> 00:20:47.400
What is it that you are imagining?

340
00:20:48.280 --> 00:20:49.560
Was it an experience?

341
00:20:49.560 --> 00:20:51.240
Is it something in your imagination?

342
00:20:51.240 --> 00:20:52.680
Put it in the chat.

343
00:20:52.680 --> 00:20:56.460
What is it that you are afraid about sales?

344
00:20:56.460 --> 00:21:01.160
What makes you want to disassociate and say, I'm not that,

345
00:21:01.160 --> 00:21:03.200
which means you really are, right?

346
00:21:03.200 --> 00:21:04.700
It's a shadow.

347
00:21:04.700 --> 00:21:05.540
What is it?

348
00:21:05.540 --> 00:21:08.260
Put something in the chat right there, okay?

349
00:21:08.260 --> 00:21:11.000
That I don't know enough or have enough value.

350
00:21:11.000 --> 00:21:13.040
Good, we're gonna really talk about that today.

351
00:21:13.040 --> 00:21:14.940
Great observation.

352
00:21:14.940 --> 00:21:17.280
I don't wanna be like the one that got me

353
00:21:17.280 --> 00:21:19.880
to buy something I didn't need or I couldn't afford.

354
00:21:19.880 --> 00:21:21.400
Great, okay?

355
00:21:21.440 --> 00:21:23.520
This is so important that you look at this

356
00:21:23.520 --> 00:21:25.320
because these are shadows in your life.

357
00:21:25.320 --> 00:21:26.680
They're keeping you.

358
00:21:26.680 --> 00:21:28.360
These beliefs, right?

359
00:21:28.360 --> 00:21:31.800
These limiting beliefs are keeping you.

360
00:21:31.800 --> 00:21:34.400
Fear of rejection, good one, thank you.

361
00:21:34.400 --> 00:21:37.680
So these beliefs, right?

362
00:21:37.680 --> 00:21:42.680
These fears are standing between you and the income,

363
00:21:43.880 --> 00:21:48.400
the lifestyle that you desire to live, the freedom,

364
00:21:48.400 --> 00:21:50.120
the impact.

365
00:21:50.120 --> 00:21:53.400
You can't make impact unless you're going to

366
00:21:53.400 --> 00:21:56.000
just spend your life giving everything for free.

367
00:21:56.000 --> 00:21:59.960
You've got enough resources to have the impact.

368
00:21:59.960 --> 00:22:02.400
And so these are the things.

369
00:22:02.400 --> 00:22:05.960
I remember my parents hiding from salespeople.

370
00:22:05.960 --> 00:22:08.360
So I created the belief that selling

371
00:22:08.360 --> 00:22:11.640
was not welcomed and annoying.

372
00:22:11.640 --> 00:22:16.140
Wow, you see how this stuff is what is keeping us stuck.

373
00:22:16.140 --> 00:22:18.240
It's these limiting beliefs.

374
00:22:18.240 --> 00:22:20.040
So as we shine the light on them

375
00:22:20.040 --> 00:22:22.040
and we bring them to the surface,

376
00:22:22.040 --> 00:22:25.520
we can replace these lies with truth.

377
00:22:25.520 --> 00:22:29.680
We can create new definitions, right?

378
00:22:29.680 --> 00:22:34.560
New powerful strategies so that we no longer struggle.

379
00:22:34.560 --> 00:22:36.720
So let's do that right now.

380
00:22:36.720 --> 00:22:41.720
Let's start with the inner game, the inner game.

381
00:22:42.640 --> 00:22:47.640
So the first thing in the inner game is

382
00:22:48.440 --> 00:22:49.960
to really be successful,

383
00:22:49.960 --> 00:22:52.660
to have successful sales conversations.

384
00:22:52.660 --> 00:22:56.440
We're going to need to change our image of self.

385
00:22:56.440 --> 00:23:01.040
You see many of those comments that you just put in the chat,

386
00:23:01.040 --> 00:23:03.920
it was about being a taker.

387
00:23:03.920 --> 00:23:08.920
You saw a salesperson as something who takes something,

388
00:23:09.000 --> 00:23:10.800
takes their hard-earned money,

389
00:23:10.800 --> 00:23:13.080
and now they're not going to have any more,

390
00:23:13.080 --> 00:23:16.760
takes their, you know, takes their whatever.

391
00:23:16.760 --> 00:23:19.720
And they end up with something

392
00:23:19.720 --> 00:23:22.380
that they don't really need or want or desire.

393
00:23:22.380 --> 00:23:25.760
So if you see yourself as a taker,

394
00:23:25.760 --> 00:23:27.320
it's going to be a limiting belief

395
00:23:27.320 --> 00:23:29.720
that keeps you from successful sales.

396
00:23:29.720 --> 00:23:34.720
On the other hand, if you see yourself as a giver

397
00:23:35.060 --> 00:23:37.920
that you know you give so much value,

398
00:23:37.920 --> 00:23:39.600
and I'm going to give you some exercises

399
00:23:39.600 --> 00:23:42.600
to actually really put this into place, okay?

400
00:23:42.600 --> 00:23:47.080
Right now, I'm just talking about the inner game, all right?

401
00:23:47.080 --> 00:23:52.080
So, you know, how many of you have maybe seen yourself

402
00:23:54.760 --> 00:23:57.760
as a taker, and that's your fear?

403
00:23:57.760 --> 00:24:00.720
You just, maybe some of you,

404
00:24:00.720 --> 00:24:02.360
and this is kind of a little bonus point

405
00:24:02.360 --> 00:24:05.640
that just came to my mind for a reason, I think.

406
00:24:05.640 --> 00:24:09.200
Maybe some of you are in the business

407
00:24:09.200 --> 00:24:12.680
of getting into other people's business,

408
00:24:12.680 --> 00:24:15.200
primarily getting into their finances.

409
00:24:15.200 --> 00:24:17.240
In other words, you feel,

410
00:24:17.240 --> 00:24:19.240
go ahead and mute yourself, please.

411
00:24:19.240 --> 00:24:24.240
You feel that you are taking something.

412
00:24:24.240 --> 00:24:26.440
You feel you're taking something.

413
00:24:26.440 --> 00:24:30.920
And so you feel you're taking money from them,

414
00:24:30.920 --> 00:24:34.040
money that they don't have.

415
00:24:34.040 --> 00:24:37.320
So consequently, you either don't make the sale,

416
00:24:37.320 --> 00:24:39.880
you don't ask for the sale, or if you do,

417
00:24:39.880 --> 00:24:42.000
which is another subject for another time,

418
00:24:42.000 --> 00:24:43.920
you just keep discounting.

419
00:24:43.920 --> 00:24:45.400
You just keep discounting.

420
00:24:45.400 --> 00:24:46.760
You offer more free.

421
00:24:46.760 --> 00:24:49.400
You offer it for cheaper and cheaper.

422
00:24:49.400 --> 00:24:52.240
Okay, can I ask you guys to mute yourself?

423
00:24:52.240 --> 00:24:53.240
I can go in and do it,

424
00:24:53.240 --> 00:24:55.280
but if you could just click the mute button,

425
00:24:55.280 --> 00:24:57.200
that would be amazing.

426
00:24:57.200 --> 00:24:58.680
So we're afraid that-

427
00:24:58.680 --> 00:25:00.520
Can you see, Brenda?

428
00:25:00.000 --> 00:25:11.000
If I'm not, I can hear you talking right now, um, yeah, can you please mute me I'm not able to do it myself. Okay, let me see if I can figure out how to do that really quick.

429
00:25:11.000 --> 00:25:17.000
Thank you. Otherwise I can hang up.

430
00:25:17.000 --> 00:25:25.000
I'm gonna have to stop sharing for a second to be able to find you here. Thank you guys for your patience we want to have a good recording.

431
00:25:25.000 --> 00:25:31.000
Okay, there we go. Muted. Okay, and now I'll share the screen.

432
00:25:31.000 --> 00:25:39.000
And we will come back to where we are. Okay, so it's this idea that we see ourselves as a taker.

433
00:25:39.000 --> 00:25:55.000
Now I shared the early story at the beginning where I walked out, you know, someone who'd said no and I walked out with $25,000. Right. And did I feel like I was taking from you know this beautiful young woman and the mom.

434
00:25:55.000 --> 00:26:13.000
No, it's not because I was so clear on the value that I was going to give. I was literally going to help them be in business which I did everything from figuring out their niche to their big promise to designing their website to, you know, their sales

435
00:26:13.000 --> 00:26:33.000
to their packages their pricing. I knew I was giving so much more value. Okay. And so this idea of being giver or taker and delivering value I'm going to give you a home play to work on for that but in order to master this inner game we have to change

436
00:26:33.000 --> 00:26:48.000
our image of ourself and see ourselves as being a blessing as adding value as being a giver. We also have to change our image of sales that selling is serving.

437
00:26:48.000 --> 00:27:03.000
It's not manipulating it's not taking it's not sleazy selling is serving I'm going to teach you more about that selling is adding value. I'm going to teach you more about that so we got to change our image of ourself.

438
00:27:03.000 --> 00:27:12.000
We have to change our image of sales, we have to change our image of our clients. Now this is an interesting one.

439
00:27:12.000 --> 00:27:34.000
This is a big one on many counts. This is where the golden rule really applies. Okay. This is where we treat others the way that we want to be treated. So, how are you seeing your client.

440
00:27:34.000 --> 00:27:37.000
This is this is a really big one.

441
00:27:37.000 --> 00:28:00.000
How are you seeing your client. Do you see them as a brother or sister, made in the image of God, with gifts and talents and messages to share with the world, worthy of love worthy of respect worthy of appreciation, or do you see them as how you're going

442
00:28:00.000 --> 00:28:03.000
to pay your next electricity bill.

443
00:28:04.000 --> 00:28:10.000
Do you see them as an object, or do you see them as a divine being.

444
00:28:10.000 --> 00:28:29.000
That's the first thing, changing the image that you see them as powerful filled with potential with so many gifts and value to bring to the world. And so you treat them the way that you would like to be treated you want to bring out the best that potential

445
00:28:30.000 --> 00:28:44.000
in them. So, you see that the who they who they who they really, really are. And the second thing is you don't buy into their story you have to rise above.

446
00:28:45.000 --> 00:29:01.000
Because their mindset.

447
00:29:01.000 --> 00:29:13.000
If you buy into those limiting beliefs and shrink down what you're bringing and shrink down to their level.

448
00:29:13.000 --> 00:29:22.000
You are doing them a great, great disservice. Now, I'll tell you an honest story.

449
00:29:22.000 --> 00:29:36.000
I, when I started prosper 10 years ago, I had gone through some of you know my story but I had, I had been in an emotionally abusive relationship I've been in a marriage almost 30 year marriage, and I have left with absolutely nothing.

450
00:29:37.000 --> 00:29:50.000
This is why I understand where so many of you start and many of my clients start, I moved into an empty rental house, I did not take child support I did not take alimony I did not know where the next income was going to come.

451
00:29:50.000 --> 00:30:00.000
I will tell you those of you that need a fast start my first six months. I was a content creating maniac. I did three full day events.

452
00:30:00.000 --> 00:30:04.000
I did six workshops.

453
00:30:04.000 --> 00:30:07.000
I did 36 Bible studies.

454
00:30:07.000 --> 00:30:12.000
I was given value left and right.

455
00:30:12.000 --> 00:30:19.000
And so when I started in this way,

456
00:30:19.000 --> 00:30:23.000
I knew what it was to have nothing.

457
00:30:23.000 --> 00:30:29.000
And I understood where my clients come from.

458
00:30:29.000 --> 00:30:31.000
And an interesting thing happened.

459
00:30:31.000 --> 00:30:33.000
I did some live events,

460
00:30:33.000 --> 00:30:37.000
and I think I was offering them around $500,

461
00:30:37.000 --> 00:30:42.000
at that time discounted, around $500 an event.

462
00:30:42.000 --> 00:30:50.000
And then I had an upsell to a program that was around $29.97 at the time.

463
00:30:50.000 --> 00:30:54.000
And I had some leaders in the community.

464
00:30:54.000 --> 00:30:59.000
I heard talk, got back to me.

465
00:30:59.000 --> 00:31:00.000
People were talking about me.

466
00:31:00.000 --> 00:31:02.000
That's going to happen, ladies.

467
00:31:02.000 --> 00:31:03.000
It'll go back to you.

468
00:31:03.000 --> 00:31:08.000
And they felt I was just absolutely charging too much.

469
00:31:08.000 --> 00:31:11.000
I was charging too much.

470
00:31:11.000 --> 00:31:15.000
And they really were kind of disgusted with me for charging too much.

471
00:31:15.000 --> 00:31:17.000
So there's another example, ladies.

472
00:31:17.000 --> 00:31:18.000
What do you do?

473
00:31:18.000 --> 00:31:20.000
Like the, no, the story I shared at the beginning,

474
00:31:20.000 --> 00:31:23.000
do you shrink down to their level and their beliefs,

475
00:31:23.000 --> 00:31:26.000
or do you value them so much,

476
00:31:26.000 --> 00:31:31.000
see so much potential in them that you create the space for them to expand

477
00:31:31.000 --> 00:31:32.000
their beliefs?

478
00:31:32.000 --> 00:31:33.000
Okay.

479
00:31:33.000 --> 00:31:36.000
This is going to be very important when we talk about objections.

480
00:31:36.000 --> 00:31:37.000
Okay.

481
00:31:37.000 --> 00:31:43.000
And so I got a message back to that person.

482
00:31:43.000 --> 00:31:47.000
And I said, I'm not in the business of lowering my rates.

483
00:31:48.000 --> 00:31:53.000
I'm in the business of helping you raise yours and helping you make more

484
00:31:53.000 --> 00:31:54.000
money.

485
00:31:54.000 --> 00:31:59.000
So I must not shrink myself down to your limiting belief.

486
00:31:59.000 --> 00:32:02.000
I must hold the space for you to grow your belief.

487
00:32:02.000 --> 00:32:05.000
You see, this is so important.

488
00:32:05.000 --> 00:32:08.000
So we change our image of ourself.

489
00:32:08.000 --> 00:32:11.000
We're a giver we're adding so much value.

490
00:32:11.000 --> 00:32:12.000
We're not a taker.

491
00:32:12.000 --> 00:32:14.000
We change our image of sales.

492
00:32:14.000 --> 00:32:17.000
It's not sleazy, manipulative, blah, blah, blah.

493
00:32:17.000 --> 00:32:19.000
It's serving. It's adding value.

494
00:32:19.000 --> 00:32:22.000
We change our image of our clients.

495
00:32:22.000 --> 00:32:25.000
To really add value.

496
00:32:25.000 --> 00:32:27.000
You're going to need to stretch them.

497
00:32:27.000 --> 00:32:32.000
Because the mindset that they have now got them where they are.

498
00:32:32.000 --> 00:32:34.000
If they want to get to the next place,

499
00:32:34.000 --> 00:32:37.000
it's going to require a new mindset and new skillset, new actions.

500
00:32:37.000 --> 00:32:39.000
You've got to stretch them.

501
00:32:39.000 --> 00:32:41.000
You can't shrink down to their story.

502
00:32:42.000 --> 00:32:46.000
I often think in the Bible of the story of the man that was lame,

503
00:32:46.000 --> 00:32:48.000
that was by the pool of Bethsaida.

504
00:32:48.000 --> 00:32:50.000
I've been there.

505
00:32:50.000 --> 00:32:53.000
And, and, and it said that he had his mat.

506
00:32:53.000 --> 00:32:57.000
And it was believed that the angel would stir this water.

507
00:32:57.000 --> 00:33:01.000
And whoever got in the water first would be healed. So there,

508
00:33:01.000 --> 00:33:04.000
that was their belief. And so there was a rush to get in there,

509
00:33:04.000 --> 00:33:06.000
but this man was lame and he couldn't get there.

510
00:33:06.000 --> 00:33:10.000
And so he had missed the mark for so long.

511
00:33:10.000 --> 00:33:14.000
He really had created a complete limiting belief of himself.

512
00:33:14.000 --> 00:33:17.000
And then the master.

513
00:33:17.000 --> 00:33:19.000
Jesus shows up.

514
00:33:19.000 --> 00:33:22.000
And ask them a really powerful question.

515
00:33:22.000 --> 00:33:25.000
Remember, we're going to talk later about the power of questions.

516
00:33:25.000 --> 00:33:28.000
Do you want to be whole? Do you want to be healed?

517
00:33:28.000 --> 00:33:31.000
Would you be whole?

518
00:33:31.000 --> 00:33:34.000
And.

519
00:33:34.000 --> 00:33:37.000
He came up with lots of excuses. Well, I'd like to,

520
00:33:37.000 --> 00:33:40.000
but I can't get there fast enough. Everyone gets there before me.

521
00:33:40.000 --> 00:33:42.000
And.

522
00:33:42.000 --> 00:33:44.000
And he took one look at him and he said,

523
00:33:44.000 --> 00:33:48.000
Get up, roll up your mat and get up.

524
00:33:48.000 --> 00:33:51.000
You see the thing that Jesus could not do.

525
00:33:51.000 --> 00:33:54.000
And he never did was to shrink down.

526
00:33:54.000 --> 00:33:58.000
He didn't get down on the mat with the lame and say, oh,

527
00:33:58.000 --> 00:34:00.000
I am so sorry.

528
00:34:00.000 --> 00:34:04.000
I, I feel your pain. I'm looking at your limbs. They're really withered.

529
00:34:05.000 --> 00:34:07.000
You're right. I mean, I can see.

530
00:34:07.000 --> 00:34:10.000
You're right. You probably can't.

531
00:34:10.000 --> 00:34:13.000
He didn't shrink down.

532
00:34:13.000 --> 00:34:17.000
Right to the limiting belief, nor should you.

533
00:34:17.000 --> 00:34:21.000
With your clients, you've got to change the image of your clients.

534
00:34:21.000 --> 00:34:26.000
And you lead by example and you share your own stories.

535
00:34:26.000 --> 00:34:27.000
Okay.

536
00:34:27.000 --> 00:34:30.000
I had a couple people this week.

537
00:34:31.000 --> 00:34:34.000
I had a couple people this week.

538
00:34:34.000 --> 00:34:37.000
That, you know, they're limiting objection is around money.

539
00:34:37.000 --> 00:34:38.000
We'll talk about objections later,

540
00:34:38.000 --> 00:34:40.000
but they're limiting objection was around money.

541
00:34:40.000 --> 00:34:42.000
And they're waiting.

542
00:34:42.000 --> 00:34:45.000
You're going to get this often.

543
00:34:45.000 --> 00:34:50.000
They're waiting for the perfect circumstance to start.

544
00:34:50.000 --> 00:34:52.000
So they're waiting until they get the money and then they're going to

545
00:34:52.000 --> 00:34:54.000
work with you.

546
00:34:54.000 --> 00:34:58.000
Now, how many of you have had the experience?

547
00:34:58.000 --> 00:34:59.000
Okay.

548
00:35:00.000 --> 00:35:15.000
You actually had to put the money first and then the money came to be able to pay for you had to choose you had to decide, you had to okay I got a big absolutely in all caps from Lauren, right.

549
00:35:15.000 --> 00:35:34.000
Um, you had to. Yes, I'm getting a yes high five. Yes, yes. Okay, Georgia says yes Michelle says yes, or me that says yes, Serena says yes right, Georgia Victoria Okay, so, so you know what I'm talking about but you're going to have to explain

550
00:35:34.000 --> 00:35:45.000
because they may not know that they are they are waiting, and I often because I believe in leading by example I don't ask my clients to do anything that I don't do.

551
00:35:45.000 --> 00:35:47.000
Okay.

552
00:35:47.000 --> 00:36:06.000
So I share, and I'm real stories are powerful in your own are very powerful it's being vulnerable it creates rapport which we're going to talk about. And so I shared that you know when I first added a lead generator, which a successful lead generators

553
00:36:07.000 --> 00:36:19.000
important things you know we're talking about sales but to have sales you got to have leads, and you need to have a solid lead generation system. So if you don't have that we need to back up a few steps talk to me do a free call.

554
00:36:19.000 --> 00:36:35.000
But anyway, to hire a lead generator. It felt very threatening it was extra $800 a month, and it was like wow, you know that's a lot am I really going to be able to do this you know, I took the risk, I did it.

555
00:36:35.000 --> 00:36:52.000
And she even the first month made me thousands, and she has made me 10s of thousands. Right. So, you get to where you understand return on investment as a business person right you put $800 in $1,500 comes out you put $800 in you know

556
00:36:52.000 --> 00:37:07.000
$3,000 comes out, you have no problem that's called return on investment that's being good businesswoman. Right. So I had to stretch and do that and then almost a month after that I added my copywriter, and it's another $1,000 a month.

557
00:37:07.000 --> 00:37:21.000
And it's like oh my gosh on top of the 800 I'm adding 1000 What am I doing am I just like going to dwindle my profits like should I really be doing this you know I, I took the risk I looked at return on investment first month he made me a few thousand

558
00:37:21.000 --> 00:37:38.000
he's made me many thousands. After that, okay.

559
00:37:38.000 --> 00:37:52.000
And what I found is that life goes on, and the money comes in my business grows. Now this has a lot to do with your mindset you don't get into fear you don't get constricted and contracted and constipated because that will stop the flow.

560
00:37:52.000 --> 00:38:07.000
There's more to this we want to activate the flow, but the bottom line is, you have to be able to change the image of your client. And finally, you need to check your motives, where are you coming from.

561
00:38:07.000 --> 00:38:22.000
Are you coming from a place of having this are you coming from a place of abundance. Okay, I personally believe I have Christ in me I have the Holy Spirit in me that means I have all sufficiency in me I have, I have the mind of Christ I have access

562
00:38:22.000 --> 00:38:32.000
to all knowledge, all wisdom, all resources I have power authority. So when I show up, I'm not coming from a place of lack.

563
00:38:32.000 --> 00:38:44.000
I have to break the mindset of lack I have to do a lot of money work. Some of you may need to be doing that. So I'm coming from a place of abundance and having this knowing that I'm going to be giving so much value.

564
00:38:44.000 --> 00:38:58.000
So people can sense or in the sales conversation are you coming from a place that need. Are you panicking, like I'm so nervous because I just have to have this sale because I have to pay my electricity bill, or are you coming from a place of how can I serve,

565
00:38:58.000 --> 00:39:18.000
how can I add value, how can I pour out so much. So that is the inner game. Okay, so the inner game. The first thing the big big switch the big shift is I want you to write this down, selling is not about you.

566
00:39:18.000 --> 00:39:32.000
You need to write this down now let me tell you that this is the biggest challenge in selling. Also, if you've been to the membership site and you've listened to my communication secrets master class.

567
00:39:32.000 --> 00:39:48.000
I also tell you to be an effective speaker. It can never be about you, and ineffective speaker, you know, is using their imagination wrongly they're seeing themselves you know falling tripping as they go up on the stage and they're nervous they see that

568
00:39:48.000 --> 00:39:59.000
they're shaking they wonder if they're going to pass out they wonder if they're going to forget, and they're so they're thinking about how they look and I wonder how I look and they're so obsessed with themselves that they're not connecting with their audience.

569
00:39:59.000 --> 00:40:00.000
The inner game is true.

570
00:40:00.000 --> 00:40:08.000
for sales. Right now, you need to understand selling is not about you.

571
00:40:08.200 --> 00:40:14.320
Zig Ziglar said many years ago, you will get all you want in life.

572
00:40:14.520 --> 00:40:17.440
You get everything all you want in life.

573
00:40:17.640 --> 00:40:22.560
If you help enough other people get what they want.

574
00:40:22.760 --> 00:40:24.880
Now I use the word desire.

575
00:40:24.880 --> 00:40:26.080
I don't like the word one.

576
00:40:26.080 --> 00:40:28.080
It means extreme lack, but you guys know.

577
00:40:28.360 --> 00:40:30.800
So you'll get everything you desire.

578
00:40:31.000 --> 00:40:35.240
If you help another enough other people get what they desire.

579
00:40:35.440 --> 00:40:37.080
So that's what this is about.

580
00:40:37.280 --> 00:40:42.480
This sales conversation is about discovering what they desire.

581
00:40:42.680 --> 00:40:44.000
What is their vision?

582
00:40:44.200 --> 00:40:45.400
What do they need?

583
00:40:45.600 --> 00:40:47.160
What are their challenges?

584
00:40:47.360 --> 00:40:48.800
Where are they struggling?

585
00:40:49.000 --> 00:40:54.240
Your whole focus is on them and helping them succeed.

586
00:40:54.440 --> 00:40:56.280
It's no longer about you.

587
00:40:56.440 --> 00:41:01.240
That gets rid of all of this inner nonsense about being a salesperson.

588
00:41:01.440 --> 00:41:06.520
The focus moves from yourself to your client, your customer.

589
00:41:06.720 --> 00:41:10.000
Selling is about serving.

590
00:41:10.200 --> 00:41:13.000
The question you want to be constantly asking.

591
00:41:13.200 --> 00:41:14.720
I have it all over my calendar.

592
00:41:14.920 --> 00:41:16.080
I ask it every day.

593
00:41:16.280 --> 00:41:18.720
I asked it before I do this master class.

594
00:41:18.920 --> 00:41:21.960
How can I add value?

595
00:41:22.160 --> 00:41:23.560
How can I add more value?

596
00:41:23.760 --> 00:41:25.160
What else can I give?

597
00:41:25.240 --> 00:41:26.920
How can I add value?

598
00:41:27.120 --> 00:41:30.880
When you're in that focus, you're going to be coming from such

599
00:41:31.080 --> 00:41:36.840
a place of abundance, such a place of love, such a heart centered that the sales

600
00:41:37.040 --> 00:41:39.040
is going to completely change.

601
00:41:39.240 --> 00:41:40.800
Selling is serving.

602
00:41:41.000 --> 00:41:42.760
How can I serve you?

603
00:41:42.960 --> 00:41:45.640
How can I help you achieve that vision?

604
00:41:45.840 --> 00:41:48.040
You have those desires, those goals.

605
00:41:48.240 --> 00:41:50.560
Selling is about serving.

606
00:41:50.760 --> 00:41:51.760
Okay.

607
00:41:51.760 --> 00:41:55.840
And so that's the inner game.

608
00:41:56.040 --> 00:42:00.280
We're going to move now to the inner game.

609
00:42:00.480 --> 00:42:04.040
But what I want you to do is

610
00:42:04.240 --> 00:42:09.040
I want you to right now on a piece of paper, I want you to do a little exercise

611
00:42:09.240 --> 00:42:13.040
and just take your pen out a blank white sheet of paper.

612
00:42:13.240 --> 00:42:17.000
And I want you to free hand just as fast as you can.

613
00:42:17.200 --> 00:42:20.360
Just free hand right now.

614
00:42:20.560 --> 00:42:27.680
All the ways that you add value.

615
00:42:27.880 --> 00:42:29.720
All the ways you add value.

616
00:42:29.920 --> 00:42:31.480
So just think about it.

617
00:42:31.680 --> 00:42:32.800
It could be anything.

618
00:42:33.000 --> 00:42:36.520
I help people grow their confidence.

619
00:42:36.720 --> 00:42:39.360
I help them figure out their niche.

620
00:42:39.560 --> 00:42:42.880
I hold them accountable.

621
00:42:43.080 --> 00:42:44.880
I encourage them.

622
00:42:45.080 --> 00:42:47.800
I teach them X, Y, Z.

623
00:42:48.000 --> 00:42:52.120
I just start writing, just start writing.

624
00:42:52.320 --> 00:42:58.000
Just as fast as you can, as many words as you possibly can.

625
00:42:58.200 --> 00:43:00.800
What do you help them do?

626
00:43:01.000 --> 00:43:02.880
Do you coach? Do you teach?

627
00:43:03.080 --> 00:43:05.120
Do you inspire?

628
00:43:05.320 --> 00:43:07.800
Do you encourage?

629
00:43:08.720 --> 00:43:10.120
Who?

630
00:43:11.000 --> 00:43:12.520
Women.

631
00:43:12.720 --> 00:43:17.080
Women and menopause children.

632
00:43:17.280 --> 00:43:20.480
I blank.

633
00:43:20.680 --> 00:43:29.160
Coach, teach, encourage, equip, inspire, empower who to do what?

634
00:43:29.360 --> 00:43:30.960
To do what?

635
00:43:31.160 --> 00:43:34.880
What are some of the problems you solve?

636
00:43:35.520 --> 00:43:39.080
Do you help them break limiting beliefs?

637
00:43:39.800 --> 00:43:43.480
Do you help them develop self-worth?

638
00:43:44.400 --> 00:43:47.760
Do you help them get creative?

639
00:43:48.720 --> 00:43:50.720
Do you help them with skills?

640
00:43:50.720 --> 00:43:51.800
Do you help them speak?

641
00:43:51.800 --> 00:43:52.520
Do you help them?

642
00:43:52.720 --> 00:43:53.760
I'm helping you right now.

643
00:43:53.960 --> 00:43:57.960
I'm adding value, helping you sell confidently.

644
00:43:59.840 --> 00:44:03.240
To start writing, fill the page.

645
00:44:03.440 --> 00:44:07.040
Do you improve relationships?

646
00:44:07.240 --> 00:44:11.120
Do you give them communication skills?

647
00:44:11.680 --> 00:44:16.280
Do you bring healing and restoration to their body?

648
00:44:16.680 --> 00:44:19.480
Do you pray?

649
00:44:19.680 --> 00:44:28.680
Do you create a space for them to give them tools, to give them strategies?

650
00:44:30.320 --> 00:44:33.360
Do you equip them?

651
00:44:35.320 --> 00:44:36.920
Keep writing.

652
00:44:37.080 --> 00:44:43.760
So that page, just it can be messy, free hand, just just fill the page.

653
00:44:48.600 --> 00:44:49.800
Fill the page.

654
00:44:50.000 --> 00:44:54.520
OK, go ahead right now and let me go.

655
00:44:54.720 --> 00:44:58.160
Let me let me just see you guys hold it up to the screen.

656
00:44:58.360 --> 00:44:59.680
Hold your paper. Let me see.

657
00:44:59.880 --> 00:45:01.160
Let me see.

658
00:45:00.000 --> 00:45:02.960
your beautiful mess. Hold it up to the screen. Let me see it.

659
00:45:03.000 --> 00:45:07.720
All right. Look at that. Let me see. Oh, yeah, keep holding it.

660
00:45:07.720 --> 00:45:10.800
I'm going around making the rounds. That's beautiful. I love

661
00:45:10.800 --> 00:45:14.760
it. Okay. So how's that? How's that make you feel? Put that put

662
00:45:14.760 --> 00:45:18.840
in the chat? What is that? What is that ways you add value that

663
00:45:18.840 --> 00:45:21.640
little exercise right there? Put it in the chat right now. How

664
00:45:21.640 --> 00:45:24.360
did that? How did that make you feel? What did that do for you?

665
00:45:24.360 --> 00:45:33.960
Empowered. Okay, thank you. I feel like a giver. Good moving

666
00:45:33.960 --> 00:45:40.120
from a taker to a giver. Good job. I thought wow, I give a ton

667
00:45:40.120 --> 00:45:44.560
of value above and beyond. That's exactly what I wanted you

668
00:45:44.560 --> 00:45:50.040
to feel makes me feel I have a lot to give inspired more to add

669
00:45:50.040 --> 00:45:55.320
value. Yes, surprised by the value. Never thought about so

670
00:45:55.320 --> 00:46:00.560
many different things I help with. Wow, makes me feel I have

671
00:46:00.560 --> 00:46:07.160
a lot to give surprised. Okay, so you see how beautiful this

672
00:46:07.160 --> 00:46:11.000
exercise now this is golden. This piece of paper right now is

673
00:46:11.000 --> 00:46:15.440
a treasure. Okay, it's worth the workshop already. Okay, gave me

674
00:46:15.440 --> 00:46:19.000
clarity how much impact my giving is having. Whoo, you

675
00:46:19.000 --> 00:46:22.080
guys, this is a breakthrough. This is a big deal right here.

676
00:46:22.120 --> 00:46:25.720
Okay, that piece of paper becomes very important. You keep

677
00:46:25.720 --> 00:46:29.160
it near your phone where you're going to do your sales call.

678
00:46:29.560 --> 00:46:35.600
Before you get on the call, you go back over that. And you look

679
00:46:35.600 --> 00:46:41.560
at that. I was talking to a relationship coach and you know,

680
00:46:41.560 --> 00:46:45.080
I don't remember I think she might charge like 20,000 I don't

681
00:46:45.080 --> 00:46:50.000
remember right now might have been more 30,000 for her her

682
00:46:50.000 --> 00:46:56.640
high end offering. And we looked at how many people that she kept

683
00:46:56.640 --> 00:46:59.400
from the divorce court, their marriages were restored. She

684
00:46:59.400 --> 00:47:02.920
worked with people that were about to get a divorce. And I

685
00:47:02.920 --> 00:47:06.640
said, Do you realize what a divorce costs? You know, a

686
00:47:06.640 --> 00:47:09.240
couple hundred thousand a half a million a million I mean,

687
00:47:09.240 --> 00:47:13.640
depending where you're at. Do you realize I mean that $30,000

688
00:47:13.640 --> 00:47:17.760
in value not only for the impact on the love and the

689
00:47:17.760 --> 00:47:21.200
relationship and the children and the generations, but the

690
00:47:21.200 --> 00:47:25.000
money they saved working with you. So you have to think about

691
00:47:25.000 --> 00:47:27.680
that too. And the value the money that they're saving

692
00:47:27.680 --> 00:47:31.600
working with you. Also the return on investment. You know,

693
00:47:31.600 --> 00:47:36.640
I know when I work with you. So for example, I do business

694
00:47:36.640 --> 00:47:42.360
breakthrough intensives, okay. And they're $1,500. And what I

695
00:47:42.360 --> 00:47:46.960
do during that intensive is to help each person and they get

696
00:47:46.960 --> 00:47:50.240
templates in advance, but help you get super clear on your

697
00:47:50.240 --> 00:47:53.320
niche. Most people have no clue their niche. I mean, to say

698
00:47:53.320 --> 00:47:57.720
women or women over 40. That's not a niche, right? So really

699
00:47:57.720 --> 00:48:02.920
clear on the niche really clear on this, the problem you solve

700
00:48:02.920 --> 00:48:08.360
the value, your big promise, right? Really clear on on the

701
00:48:08.360 --> 00:48:13.000
packages that you offer, and all the value that they're so

702
00:48:13.000 --> 00:48:18.160
irresistible, the pricing. So I do all of this in one day, I do

703
00:48:18.160 --> 00:48:22.040
what many have been struggling six months, a year, three years

704
00:48:22.040 --> 00:48:25.440
to figure out, we get it all on a whiteboard, and it's done in

705
00:48:25.440 --> 00:48:30.640
one day. So you see, I'm a giver, and I add so much value,

706
00:48:30.840 --> 00:48:37.080
I know $1,500, that that is going to make them $1,500. So

707
00:48:37.080 --> 00:48:40.560
many times again, and again, and again, and again, it's going

708
00:48:40.560 --> 00:48:43.040
to change their social media is going to change their website,

709
00:48:43.040 --> 00:48:45.680
it's going to change how they show up, they're going to

710
00:48:45.680 --> 00:48:50.400
attract clients immediately. And so I know you see, this is the

711
00:48:50.400 --> 00:48:53.800
way you must come forward, you are showing up as a

712
00:48:53.800 --> 00:48:58.320
professional. And just by all your comments, you can see that

713
00:48:58.320 --> 00:49:04.640
you're not alone. What we do as women, is we downgrade what we

714
00:49:04.640 --> 00:49:08.160
have to offer. We're always looking at everybody else.

715
00:49:08.160 --> 00:49:12.400
We're always looking at all the shiny objects, all the shiny

716
00:49:12.400 --> 00:49:16.920
people, shiny programs, people, Instagram world where everybody's

717
00:49:16.920 --> 00:49:22.320
got it all together. But little old me, what do I have to give?

718
00:49:22.640 --> 00:49:30.960
Yeah. And this exercise let you see. Remember, you have God in

719
00:49:31.000 --> 00:49:35.520
you, you're a container of God. That's what all the scriptures

720
00:49:35.520 --> 00:49:40.720
say. Which means you have all sufficiency, you have access to

721
00:49:40.720 --> 00:49:44.800
all wisdom, all power, all love, all goodness, all understanding,

722
00:49:45.000 --> 00:49:51.880
all resources, you lack nothing. So are you willing to show up

723
00:49:52.560 --> 00:49:56.240
and have a successful sales conversation? Now what we're

724
00:49:56.240 --> 00:49:59.560
going to do, we're going to take a really quick two, three

725
00:49:59.560 --> 00:50:00.080
minutes.

726
00:50:00.000 --> 00:50:04.160
stretch because the mind can only absorb what the butt can endure.

727
00:50:04.360 --> 00:50:06.360
And some of you may need to run to the restroom.

728
00:50:06.560 --> 00:50:11.920
Some of you need to get a quick drink of water, shake it out, move, breathe.

729
00:50:12.120 --> 00:50:13.720
Let's come back. Let's make it five minutes.

730
00:50:13.920 --> 00:50:15.800
Let's come back at five after. OK.

731
00:50:15.960 --> 00:50:17.520
And that way you're going to be sharp

732
00:50:17.720 --> 00:50:20.520
and ready and we're going to get into the outer game.

733
00:50:20.720 --> 00:50:22.080
We've got so much juicy stuff.

734
00:50:22.280 --> 00:50:26.000
We'll see you back in five minutes.

735
00:50:30.080 --> 00:50:34.440
All right, so welcome back to the second part.

736
00:50:34.640 --> 00:50:39.080
I think that was there was some very powerful breakthrough that happened.

737
00:50:39.280 --> 00:50:43.640
So real quick in the chat, put in your biggest takeaway,

738
00:50:43.840 --> 00:50:48.920
your biggest aha from this first session, let's let everyone glean.

739
00:50:49.120 --> 00:50:50.600
This is activating the flow.

740
00:50:50.800 --> 00:50:53.960
This is you adding value right here, right now.

741
00:50:54.160 --> 00:50:55.360
OK,

742
00:50:55.560 --> 00:51:00.480
the more that you share this, the more value you know you have to give.

743
00:51:00.680 --> 00:51:03.680
So just pop in the chat right now.

744
00:51:03.880 --> 00:51:06.360
What was it?

745
00:51:08.280 --> 00:51:11.800
The level of value we give is mind blowing.

746
00:51:12.000 --> 00:51:18.120
Thank you, Lauren, that really opened your eyes to that and it will change the way

747
00:51:18.320 --> 00:51:21.760
you do your sales conversation, so doing that exercise.

748
00:51:21.960 --> 00:51:22.840
Fantastic.

749
00:51:23.040 --> 00:51:24.600
OK, who else?

750
00:51:24.800 --> 00:51:30.320
Your biggest aha takeaway, share with the group, let everybody grow together.

751
00:51:30.520 --> 00:51:32.520
All right. My aha moment.

752
00:51:32.720 --> 00:51:33.960
Let me see. It's moving fast.

753
00:51:34.160 --> 00:51:36.240
Let me catch up here.

754
00:51:36.440 --> 00:51:40.840
Seeing my clients as resourceful, strong and powerful.

755
00:51:41.040 --> 00:51:47.400
Yes. Changing how we view our clients instead of shrinking down with them.

756
00:51:47.600 --> 00:51:50.320
You know, they come to you, many clients that come to you.

757
00:51:50.320 --> 00:51:52.720
They're very contracted, right?

758
00:51:52.920 --> 00:51:54.960
They come to you because they feel stuck.

759
00:51:54.960 --> 00:51:56.000
They're constipated.

760
00:51:56.200 --> 00:51:57.080
They're frustrated.

761
00:51:57.280 --> 00:51:59.160
They're they're feeling discouraged.

762
00:51:59.360 --> 00:52:03.480
So the last thing they need, of course, we have compassion and empathy.

763
00:52:03.680 --> 00:52:08.360
But the best thing you can do as a coach is to see the greatness in them,

764
00:52:08.560 --> 00:52:12.400
to call out the potential and the power in them.

765
00:52:12.600 --> 00:52:13.920
So so beautiful.

766
00:52:14.120 --> 00:52:17.680
Seeing the client's resourceful, strong and powerful.

767
00:52:17.840 --> 00:52:22.200
OK, Victoria also changed how I see my clients.

768
00:52:22.400 --> 00:52:23.560
Beautiful.

769
00:52:23.760 --> 00:52:25.480
Don't see them as broke.

770
00:52:25.680 --> 00:52:27.120
Don't see them as defeated.

771
00:52:27.320 --> 00:52:31.680
Don't feel, you know, see them as as sick.

772
00:52:31.880 --> 00:52:36.520
All right, Lissa, I cannot make the biggest impact until after the sale.

773
00:52:36.720 --> 00:52:39.680
That's right. Before then, we're just spinning.

774
00:52:39.880 --> 00:52:40.360
Right.

775
00:52:40.560 --> 00:52:46.200
And and unfortunately, most coaches and healers are spending 80

776
00:52:46.200 --> 00:52:50.480
percent of their time in non impact producing.

777
00:52:50.680 --> 00:52:52.880
They're chasing they're chasing leads.

778
00:52:53.080 --> 00:52:55.280
And so that has to be solved.

779
00:52:55.480 --> 00:52:57.080
But that's a different conversation.

780
00:52:57.280 --> 00:52:59.600
If you don't have a solid lead generation,

781
00:52:59.800 --> 00:53:03.280
if you're not clear your niche, your packages, your big promise,

782
00:53:03.480 --> 00:53:08.040
that kind of stuff, how you add value, do a free call with me.

783
00:53:08.240 --> 00:53:10.440
In fact, I'll put it right now.

784
00:53:10.640 --> 00:53:11.720
Here's the link.

785
00:53:11.720 --> 00:53:13.920
If you haven't done, it's just B.I.T.

786
00:53:14.120 --> 00:53:17.720
dot L.Y. Schedule.

787
00:53:17.920 --> 00:53:23.280
Brenda, so, you know, if you don't have that part of it in place,

788
00:53:23.480 --> 00:53:27.520
oops, I think that instead of going, it only went to Lauren instead of everybody.

789
00:53:27.720 --> 00:53:29.480
Let me try that again.

790
00:53:29.680 --> 00:53:31.400
Everyone in meeting, let's try it again.

791
00:53:31.600 --> 00:53:35.280
B.I.T. dot L.Y. Schedule.

792
00:53:35.480 --> 00:53:37.680
Brenda. OK, so if you want to do a free

793
00:53:37.880 --> 00:53:40.520
breakthrough strategy call with me, that's the link.

794
00:53:40.720 --> 00:53:44.920
You can just copy that link and we'll look at we'll look at your niche.

795
00:53:45.120 --> 00:53:46.760
We'll look at your big promise.

796
00:53:46.960 --> 00:53:47.880
We'll look at your packages.

797
00:53:48.080 --> 00:53:51.920
We'll look at your pricing, OK, because that comes before having

798
00:53:51.920 --> 00:53:54.640
the sales conversation and that's where most people are stuck.

799
00:53:54.840 --> 00:54:00.640
So in this in this master class, I'm assuming that you already have that.

800
00:54:00.840 --> 00:54:05.240
OK, let's just see a couple more things that you got.

801
00:54:05.440 --> 00:54:06.080
All right.

802
00:54:06.080 --> 00:54:12.160
Some of the big changes that wow, you guys wrote so much good stuff.

803
00:54:12.160 --> 00:54:13.960
I want to try to get back to the beginning.

804
00:54:14.160 --> 00:54:16.720
OK, I cannot make my biggest impact.

805
00:54:16.920 --> 00:54:18.240
OK, here's another one.

806
00:54:18.440 --> 00:54:21.480
I am not in the business of lowering my standards.

807
00:54:21.680 --> 00:54:24.680
I'm in the business of helping you expand yours.

808
00:54:24.880 --> 00:54:30.840
Beautiful. OK, so you took from my story and you could use in that word standards.

809
00:54:31.040 --> 00:54:32.520
You could use income.

810
00:54:32.680 --> 00:54:37.640
You could use, you know, a lot of things that, you know, I'm not in the business

811
00:54:37.840 --> 00:54:42.200
of of shrinking, you know, my beliefs of what's possible.

812
00:54:42.400 --> 00:54:47.520
I'm in the business of helping you expand your beliefs, what's possible.

813
00:54:47.720 --> 00:54:50.840
I'm not in the business of lowering my prices.

814
00:54:51.040 --> 00:54:53.640
I know the value I bring and what you're going to get.

815
00:54:53.840 --> 00:54:55.640
I'm in the business of helping you know that.

816
00:54:55.840 --> 00:54:57.440
So you can raise yours.

817
00:54:57.640 --> 00:54:59.320
So good, good takeaway.

818
00:55:00.000 --> 00:55:04.760
is not about me and I offer incredible value to my clients.

819
00:55:04.760 --> 00:55:05.660
Michelle, thank you.

820
00:55:05.660 --> 00:55:06.700
That's a big turnaround.

821
00:55:06.700 --> 00:55:09.020
Right there alone is worth the price of admission.

822
00:55:09.020 --> 00:55:10.180
Beautiful.

823
00:55:10.180 --> 00:55:13.140
Mary Ann, seeing myself not as a salesperson

824
00:55:13.140 --> 00:55:15.260
but someone who adds value.

825
00:55:15.260 --> 00:55:16.940
Yes, that's the big question.

826
00:55:16.940 --> 00:55:18.940
How can I add value?

827
00:55:18.940 --> 00:55:22.500
Kim, I honestly didn't realize the effect or image

828
00:55:22.500 --> 00:55:25.260
of our clients and how I see them.

829
00:55:25.260 --> 00:55:28.280
Yes, that's so big.

830
00:55:28.280 --> 00:55:33.080
To not see them as sick but to see the wholeness that's

831
00:55:33.080 --> 00:55:37.040
possible, to not see them as lacking but filled

832
00:55:37.040 --> 00:55:41.200
with possibility and potential, to not see them

833
00:55:41.200 --> 00:55:43.520
as any of those things.

834
00:55:43.520 --> 00:55:47.720
We see them as made like you, like I see you.

835
00:55:47.720 --> 00:55:51.080
Each one of you is made in the image of God,

836
00:55:51.080 --> 00:55:52.920
worthy of respect and love, filled

837
00:55:52.920 --> 00:55:56.080
with infinite possibilities, infinite potential,

838
00:55:56.080 --> 00:55:58.440
infinite power and resources.

839
00:55:58.440 --> 00:56:01.800
And so I don't buy into people's limiting beliefs.

840
00:56:01.800 --> 00:56:04.720
We're going to get, when we talk about objections and stuff,

841
00:56:04.720 --> 00:56:08.320
this will come up a lot because the objections are almost

842
00:56:08.320 --> 00:56:09.760
always around lack.

843
00:56:09.760 --> 00:56:10.720
I lack time.

844
00:56:10.720 --> 00:56:11.560
I lack money.

845
00:56:11.560 --> 00:56:12.880
I lack resources.

846
00:56:12.880 --> 00:56:15.360
I lack whatever.

847
00:56:15.360 --> 00:56:18.600
Bandwidth, it's always a lack kind of thing.

848
00:56:18.600 --> 00:56:19.920
All right, beautiful.

849
00:56:19.920 --> 00:56:20.640
Oh, OK.

850
00:56:20.640 --> 00:56:23.440
And Victoria, also about activating the flow.

851
00:56:23.440 --> 00:56:25.400
Wonderful.

852
00:56:25.400 --> 00:56:26.720
OK, good.

853
00:56:26.720 --> 00:56:32.680
Kim, see them as the end result of what you give.

854
00:56:32.680 --> 00:56:38.240
See them as whole and healthy and powerful and confident

855
00:56:38.240 --> 00:56:44.800
and filled with self-worth and set free and prosperous

856
00:56:44.800 --> 00:56:47.440
and wonderful.

857
00:56:47.440 --> 00:56:49.400
OK, I think we had a good one.

858
00:56:49.400 --> 00:56:50.680
Let's keep it moving.

859
00:56:50.680 --> 00:56:51.920
Who's ready to keep going?

860
00:56:51.920 --> 00:56:53.720
Give me a big woo-hoo.

861
00:56:53.720 --> 00:56:54.800
Are you with me?

862
00:56:54.800 --> 00:56:56.360
All right, let's keep going.

863
00:56:56.360 --> 00:56:58.640
Let me share the screen again.

864
00:56:58.640 --> 00:57:01.840
And let's get to part two.

865
00:57:01.840 --> 00:57:05.440
All right, so we've covered the inner game, lots of takeaways

866
00:57:05.440 --> 00:57:06.960
that you guys got from that.

867
00:57:06.960 --> 00:57:09.120
Now we're going to get to the outer game.

868
00:57:09.120 --> 00:57:11.640
Because remember, the equation we opened with,

869
00:57:11.640 --> 00:57:15.800
mindset, which is inner game, plus skill set,

870
00:57:15.800 --> 00:57:20.640
which is outer game, plus right actions, not just any action,

871
00:57:20.640 --> 00:57:25.840
but right actions, which is outer game, equals results.

872
00:57:25.840 --> 00:57:27.360
That's your income.

873
00:57:27.360 --> 00:57:28.640
That's your impact.

874
00:57:28.640 --> 00:57:29.840
That's your growth.

875
00:57:29.840 --> 00:57:32.600
OK, so we've covered the inner game.

876
00:57:32.600 --> 00:57:35.760
Now we're going to focus on the outer game.

877
00:57:35.760 --> 00:57:41.240
Now I've been promising you the five-step simple sales system

878
00:57:41.240 --> 00:57:43.400
that I use.

879
00:57:43.400 --> 00:57:45.920
So sometimes people come to me and they're

880
00:57:45.920 --> 00:57:48.640
memorizing complicated scripts.

881
00:57:48.640 --> 00:57:52.000
And there's, oh, like these funnels.

882
00:57:52.000 --> 00:57:56.320
And there's like, oh, it makes my head spin.

883
00:57:56.320 --> 00:58:00.200
You guys, heart-centered five steps.

884
00:58:00.200 --> 00:58:04.080
You learn these five steps, and they're very intuitive.

885
00:58:04.080 --> 00:58:09.320
You build on these five steps, and it becomes incredibly easy.

886
00:58:09.320 --> 00:58:10.680
I use these five steps.

887
00:58:10.680 --> 00:58:12.040
I told you at the beginning.

888
00:58:12.040 --> 00:58:15.240
I made my first six figures in sales

889
00:58:15.240 --> 00:58:18.600
when I joined a nutritional network marketing company.

890
00:58:18.600 --> 00:58:19.880
Out of Canada.

891
00:58:19.880 --> 00:58:22.400
And so that was my first sales.

892
00:58:22.400 --> 00:58:24.840
And I used this, by the way.

893
00:58:24.840 --> 00:58:28.280
And fortunately, starting in my 20s,

894
00:58:28.280 --> 00:58:33.160
I was trained by some of the best.

895
00:58:33.160 --> 00:58:37.320
I mean, I was attending Jim Brown, Brian Tracy,

896
00:58:37.320 --> 00:58:40.640
Tony Robbins when it was a little tiny room.

897
00:58:40.640 --> 00:58:42.320
I've had meals.

898
00:58:42.320 --> 00:58:44.440
I've spent time with Brian Tracy.

899
00:58:44.440 --> 00:58:47.280
I've had meals with him.

900
00:58:47.280 --> 00:58:50.080
I've been on his television show.

901
00:58:50.080 --> 00:58:52.080
I've spent time with Les Brown.

902
00:58:52.080 --> 00:58:54.600
I've been mentored.

903
00:58:54.600 --> 00:58:56.960
Jim Brown, Tony Robbins.

904
00:58:56.960 --> 00:58:59.720
So I have looked at this for a long time.

905
00:58:59.720 --> 00:59:01.800
And when you know you really have a system

906
00:59:01.800 --> 00:59:03.680
is when it doesn't change.

907
00:59:03.680 --> 00:59:06.480
So it made my first six figure in my 20s.

908
00:59:06.480 --> 00:59:10.280
It built seven figure companies in my 30s and 40s.

909
00:59:10.280 --> 00:59:13.040
And I continue to use it as a coach

910
00:59:13.040 --> 00:59:15.920
to coaches for the last decade.

911
00:59:15.920 --> 00:59:18.240
So no matter what business you're in,

912
00:59:18.240 --> 00:59:21.000
this simple sales system will work.

913
00:59:21.000 --> 00:59:23.720
It's not complicated.

914
00:59:23.720 --> 00:59:25.480
Truth, when you really understand it,

915
00:59:25.480 --> 00:59:26.800
is not complicated.

916
00:59:26.800 --> 00:59:28.800
You don't have to get fancy.

917
00:59:28.800 --> 00:59:31.000
So let's go through this step by step

918
00:59:31.000 --> 00:59:34.920
and equip you to walk through that.

919
00:59:34.920 --> 00:59:37.520
So the foundation, what you see at the bottom,

920
00:59:37.520 --> 00:59:40.200
is trust and rapport.

921
00:59:40.200 --> 00:59:41.440
That is the first step.

922
00:59:41.440 --> 00:59:43.880
If they don't know, like, and trust you,

923
00:59:43.880 --> 00:59:46.080
they're not going to do business with you.

924
00:59:46.080 --> 00:59:49.640
If you have not created a rapport,

925
00:59:49.640 --> 00:59:54.240
if they don't feel that you have their best interest at heart,

926
00:59:54.240 --> 00:59:57.120
if they don't like you, if they don't trust you,

927
00:59:57.120 --> 00:59:58.840
if they don't think you're like them,

928
00:59:58.840 --> 01:00:01.120
if they think you're too.

929
01:00:00.000 --> 01:00:09.120
perfect. This is why it's very important we show up vulnerably, authentically, genuinely

930
01:00:10.480 --> 01:00:16.080
and to build this trust and rapport. We're going to go through each of these five steps in

931
01:00:16.080 --> 01:00:20.800
detail. I'm just giving you the overview here. That's the foundation. First thing you have to

932
01:00:20.800 --> 01:00:28.000
do from day one and all the way through, trust and rapport. I'm going to pull back the

933
01:00:28.000 --> 01:00:36.480
curtains and show you some of the ways that I do this. Second is identify their needs,

934
01:00:36.480 --> 01:00:44.480
and we do this with the power of open-ended questions. We first get where they know, like,

935
01:00:44.480 --> 01:00:50.960
and trust us, and then we have to understand them. What do they desire? What is their vision?

936
01:00:51.520 --> 01:00:57.200
What are they trying to accomplish? What's working? What's not working? Why isn't it working?

937
01:00:57.200 --> 01:01:04.640
What's their struggles? What's their greatest need right now? You have to know them. If you're

938
01:01:04.640 --> 01:01:09.840
going to serve them, remember we said selling is serving. If you're going to serve them and you're

939
01:01:09.840 --> 01:01:17.360
going to do that in a heart-centered, add-value way, then you have to have asked enough questions

940
01:01:17.360 --> 01:01:23.520
and listened to their answers enough to identify where they're coming from.

941
01:01:24.400 --> 01:01:34.720
And then the next step on that is to bridge, to bridge from those needs, desires, visions,

942
01:01:34.720 --> 01:01:42.400
challenges that they're having, bridge to what you offer, to the solution that you bring.

943
01:01:42.400 --> 01:01:48.400
So you see, it's always directly tied. You don't have a cookie-cutter sales thing that you're just

944
01:01:48.400 --> 01:01:53.360
talking to yourself. It's always about them, because remember we opened that. Selling's not

945
01:01:53.360 --> 01:02:01.120
about you. It's about them, and so this is still about them. It's not about us. It's not about us,

946
01:02:01.120 --> 01:02:11.360
and so it is this bridge from the benefits that you offer, the results that you bring.

947
01:02:12.560 --> 01:02:17.760
You bridge from what they desire, what they need, what their challenges are, to what you offer,

948
01:02:17.840 --> 01:02:27.120
and then you've got to have the feedback, okay? What questions do they still have unanswered?

949
01:02:27.120 --> 01:02:32.240
They're not going to buy if there's still questions lingering. What doubts? What fears? What

950
01:02:32.240 --> 01:02:37.600
objections? It all needs to come out. There needs to be a conversation now. That's why it's called

951
01:02:37.600 --> 01:02:51.120
a sales conversation, and then you must ask for the order. Now, a sales conversation is not

952
01:02:51.120 --> 01:02:59.760
a sales conversation if there is not a clear call to action. There's not a clear

953
01:03:00.720 --> 01:03:08.800
asking for the order, asking for the sale. A lot of times, one of the first things I do,

954
01:03:08.800 --> 01:03:16.400
I'm talking to coaches, and I'm trying to see where they are and how they're doing,

955
01:03:17.200 --> 01:03:23.840
and so one of the things that you can tell how you're doing and where your income is, is how

956
01:03:23.840 --> 01:03:29.840
many sales conversations have you had? Look at your calendar right now, and over this last month,

957
01:03:30.960 --> 01:03:36.160
how many sales conversations did you have? Well, for most people, the answer is zero,

958
01:03:36.880 --> 01:03:41.840
right? So what does a coach need to make income and impact? They need sales.

959
01:03:42.800 --> 01:03:46.480
They have to have clients, customers. Money has to be coming in. I mean, let's just break this down.

960
01:03:46.480 --> 01:03:51.120
Let's make it really plain. They need sales. In order to have sales, they need to be having sales

961
01:03:51.200 --> 01:03:57.520
conversations. In order to have sales conversations, they have to have leads.

962
01:03:58.560 --> 01:04:04.880
In order to have leads, they have to have lead generation, okay? So this is where we're

963
01:04:04.880 --> 01:04:10.800
building. So when I ask them, how many sales conversations have you had? It's usually, how many

964
01:04:10.800 --> 01:04:18.960
do you think? Zero, or what they're calling a sales conversation, well, I've been doing some networking.

965
01:04:19.520 --> 01:04:27.920
Well, I did some get-to-know calls. That's not a sales call, and I want you to

966
01:04:27.920 --> 01:04:34.080
understand the purpose of the sales call is to get a sale, okay? It's not to get to know them.

967
01:04:34.080 --> 01:04:39.680
That will be a byproduct, but we got to be really clear. So if you're just chit-chatting, wanting to

968
01:04:39.680 --> 01:04:45.760
get to know you, let's see how we can add value to each other. Those calls, by the way, almost

969
01:04:45.760 --> 01:04:52.240
always go nowhere, because you need to set up the call that they're getting on the call

970
01:04:52.240 --> 01:04:57.440
because they're interested in what you have to offer, and then you need to go through this five-step

971
01:04:57.440 --> 01:04:59.920
process, and at the end, it needs to be very, very clear.

972
01:05:00.000 --> 01:05:03.080
very clear what you're offering, and it should be irresistible.

973
01:05:03.080 --> 01:05:06.000
So part of what I do is help you get your offer irresistible.

974
01:05:06.200 --> 01:05:10.840
Okay, so let's go through it and start breaking this down.

975
01:05:11.040 --> 01:05:16.280
So we've talked about an inner game, changing the image of ourselves,

976
01:05:16.280 --> 01:05:19.480
changing the image of sales, changing the image of the client.

977
01:05:19.680 --> 01:05:23.000
And the outer game is these five steps.

978
01:05:23.200 --> 01:05:26.680
Now, here is a very important slide.

979
01:05:26.680 --> 01:05:30.680
I want to go over with you and spend some time on this.

980
01:05:30.880 --> 01:05:34.560
This was given to me by Eric Lotham.

981
01:05:34.760 --> 01:05:37.760
He's one of the top sales trainers in the world.

982
01:05:37.960 --> 01:05:40.080
He's a personal friend.

983
01:05:40.280 --> 01:05:44.800
When I was founder of Network Marketing Companies, I hired him to come in and train

984
01:05:45.000 --> 01:05:46.400
in our company.

985
01:05:46.600 --> 01:05:50.960
He and I have built courses together and taught together and done a lot of fun

986
01:05:50.960 --> 01:05:57.440
things. And so this is a really elegant way of looking at what this looks like.

987
01:05:57.640 --> 01:05:59.440
And there's a reason I'm going to share

988
01:05:59.640 --> 01:06:02.360
this with you, and I put it in red on the bottom.

989
01:06:02.560 --> 01:06:07.280
So I just share the different components of a sales conversation.

990
01:06:07.480 --> 01:06:10.720
But there needs to be a sequence.

991
01:06:10.920 --> 01:06:16.160
I want you to write down the word sequence, proper sequence.

992
01:06:16.280 --> 01:06:21.840
That means doing the right thing in the right order,

993
01:06:22.040 --> 01:06:25.320
doing the right thing in the right order.

994
01:06:25.520 --> 01:06:30.400
So I want to share with you an example to make this really real.

995
01:06:30.600 --> 01:06:35.200
And it's a mistake that coaches and healers and small business entrepreneurs make.

996
01:06:35.400 --> 01:06:37.280
OK, and it goes like this.

997
01:06:37.480 --> 01:06:38.840
I want you to imagine with me.

998
01:06:39.040 --> 01:06:43.960
I want you to imagine that you go into Starbucks or whatever.

999
01:06:44.000 --> 01:06:45.520
And we got people all over the world.

1000
01:06:45.720 --> 01:06:48.120
But you go into your coffee shop, OK,

1001
01:06:48.320 --> 01:06:53.840
and you're sitting there and you're having your nice little whatever,

1002
01:06:54.040 --> 01:06:58.000
Muffet or Crumpet or whatever you have in your tea or coffee.

1003
01:06:58.200 --> 01:07:06.200
And a man sits next to you and he looks at you and he smiles and you smile.

1004
01:07:06.400 --> 01:07:09.280
And he says, you know what?

1005
01:07:09.480 --> 01:07:12.840
I'm absolutely 100% in love with you.

1006
01:07:12.960 --> 01:07:16.000
And he pulls out a three carat diamond ring.

1007
01:07:16.200 --> 01:07:21.480
He opens the box and he says, will you marry me?

1008
01:07:21.680 --> 01:07:26.440
Now, tell me in the chat, what would you do if that happened to you?

1009
01:07:29.120 --> 01:07:30.120
What would you do?

1010
01:07:30.320 --> 01:07:34.240
Would you say, yes, I've been waiting for you, maybe some of you would.

1011
01:07:34.440 --> 01:07:38.480
But looking at the three carat, you know, but but what would you do?

1012
01:07:38.680 --> 01:07:40.920
I mean, you'd be you'd think he's a freak.

1013
01:07:40.960 --> 01:07:45.200
You'd say no way you move away like like tell me what you would do.

1014
01:07:45.400 --> 01:07:46.840
Put it put it in the chat.

1015
01:07:47.040 --> 01:07:50.520
OK, I'd say no, but I can keep the ring run.

1016
01:07:50.720 --> 01:07:54.080
Laugh out loud. Did he mistake me for someone else?

1017
01:07:54.280 --> 01:07:56.320
I say no. But can I keep the ring?

1018
01:07:56.520 --> 01:07:57.840
Laugh, laugh, run.

1019
01:07:58.040 --> 01:08:01.080
OK, so you guys get get the idea.

1020
01:08:01.280 --> 01:08:05.000
You see, he was doing something that's really valuable.

1021
01:08:05.200 --> 01:08:06.800
He did a really nice proposal.

1022
01:08:07.000 --> 01:08:10.600
He had a really nice ring, but it was out of sequence.

1023
01:08:11.080 --> 01:08:14.040
You see, what if he met you and said, you know what?

1024
01:08:14.240 --> 01:08:16.720
I don't think I've ever seen such a beautiful woman.

1025
01:08:16.920 --> 01:08:19.680
I love your eyes. I love your smile.

1026
01:08:19.880 --> 01:08:21.520
Do you think we could have coffee?

1027
01:08:21.720 --> 01:08:24.640
Could I get to know you? Could I call you?

1028
01:08:24.840 --> 01:08:28.200
And you might say, OK, you know, you look decent enough.

1029
01:08:28.200 --> 01:08:30.080
And you had a conversation or two.

1030
01:08:30.080 --> 01:08:30.920
And he said, you know what?

1031
01:08:31.120 --> 01:08:33.240
I've enjoyed our conversation so much.

1032
01:08:33.439 --> 01:08:35.520
Could we have could we have dinner?

1033
01:08:35.720 --> 01:08:40.279
And you say, yeah, I think you have this beautiful wines and dines.

1034
01:08:40.319 --> 01:08:41.720
You have this beautiful dinner.

1035
01:08:41.920 --> 01:08:44.720
And can I can I take you on a day trip?

1036
01:08:44.720 --> 01:08:45.880
There's this beautiful place.

1037
01:08:46.080 --> 01:08:47.920
Can I take you to the Napa vineyards?

1038
01:08:48.120 --> 01:08:50.000
And so he takes you on a drive.

1039
01:08:50.200 --> 01:08:55.000
And so the weeks and the months pass and you meet his family and he meets your

1040
01:08:55.200 --> 01:09:00.200
family, and now six months down the road, he goes to a beautiful meal and he sits

1041
01:09:00.399 --> 01:09:05.319
down and he opens that three carat ring. Is your response different?

1042
01:09:05.520 --> 01:09:06.680
The answer is yes.

1043
01:09:06.680 --> 01:09:11.880
It was the same action, different sequence.

1044
01:09:12.080 --> 01:09:15.720
This is the mistake that coaches make

1045
01:09:15.920 --> 01:09:20.040
and healers and small business entrepreneurs, they might do the right

1046
01:09:20.240 --> 01:09:25.080
thing, say the right things, make the right offer, but they do it in the wrong

1047
01:09:25.279 --> 01:09:31.880
sequence. So this is going to help you to kind of see the sequence.

1048
01:09:31.880 --> 01:09:32.359
All right.

1049
01:09:32.359 --> 01:09:36.680
So as I mentioned, it's got to start with lead generation, OK?

1050
01:09:36.880 --> 01:09:39.600
And the purpose, everything has a purpose.

1051
01:09:39.800 --> 01:09:41.200
It gets you to the next step.

1052
01:09:41.399 --> 01:09:45.520
So the purpose of lead generation is to set an appointment.

1053
01:09:45.720 --> 01:09:46.399
That's it.

1054
01:09:46.600 --> 01:09:51.439
The purpose of lead generation is not to get the sale, not to introduce your

1055
01:09:51.640 --> 01:09:56.760
products, not to collaborate, not to the purpose of the lead generation is to have

1056
01:09:56.960 --> 01:10:00.040
an appointment. OK, the purpose.

1057
01:10:00.000 --> 01:10:07.440
of the appointment is to create trust and rapport so they know, like, and trust you,

1058
01:10:08.160 --> 01:10:12.480
so you can't really create trust and rapport if they haven't agreed to an appointment,

1059
01:10:12.480 --> 01:10:17.600
and you can't have an appointment if you haven't generated the leads, so you're creating trust and

1060
01:10:17.600 --> 01:10:25.120
rapport, and very simultaneously, you can begin to move into asking questions,

1061
01:10:26.000 --> 01:10:31.680
and so this could happen at the same time, building trust and rapport, because you can be asking

1062
01:10:31.680 --> 01:10:38.160
questions and really listening, being very attentive, and also sharing your own experience,

1063
01:10:38.800 --> 01:10:43.200
and so that's building rapport, they're knowing, liking, trusting, and you're starting to see where

1064
01:10:43.200 --> 01:10:50.720
they're coming from, and when you feel that there's sufficient trust and rapport and you

1065
01:10:50.720 --> 01:10:57.760
really know your client, you know what they need, you really understand their true challenge,

1066
01:10:57.760 --> 01:11:06.000
their true desire, then and only then you can bridge, where you start to share the benefits

1067
01:11:06.000 --> 01:11:16.560
of what you offer, you start to share the benefits of what you offer, and this then takes you into

1068
01:11:16.560 --> 01:11:24.640
the sweet spot. This sweet spot is this elegant dance of you bringing out an offer and them giving

1069
01:11:24.640 --> 01:11:32.240
you some objections or challenges and you coming back and answering those and helping them see

1070
01:11:32.240 --> 01:11:38.160
how it's possible, and you've got this dance that happens, and for some of you,

1071
01:11:38.800 --> 01:11:45.840
now, Eric uses the word close. Those of you that know me, I don't like the word close, but close

1072
01:11:45.840 --> 01:11:52.400
the sale is common in sales language. I don't use that word. I had to train my copywriter. I had to

1073
01:11:52.400 --> 01:11:57.840
train my clients. I don't use that word, because you don't close. You open the relationship. You open

1074
01:11:57.840 --> 01:12:07.200
the flow. You activate beginning to serve, but in this, they say yes in some, whatever

1075
01:12:07.200 --> 01:12:13.600
your number is, and we're going to be tracking your numbers, and so they begin to say yes.

1076
01:12:13.600 --> 01:12:21.840
For others, it's not yet. Some will, some won't, some wait, so what? You cannot get attached

1077
01:12:21.840 --> 01:12:31.120
to that. Your job is just to activate the flow, and so you'll see that this huge, huge green light

1078
01:12:31.120 --> 01:12:38.640
right here is the follow-up. We're going to be talking about that, and the follow-up is where

1079
01:12:38.640 --> 01:12:50.720
the fortune is. Most of my sales, most, happen in the follow-up, and follow-up has become more and more

1080
01:12:50.720 --> 01:12:58.960
and more important. Do you know it takes eight, ten, twelve, even fifteen exposures for someone to say

1081
01:12:58.960 --> 01:13:07.360
yes nowadays, and so I'm going to be sharing my follow-up strategies. I use something called the

1082
01:13:07.360 --> 01:13:14.720
cord of three strands that can't be broken, and the cord of three strands, which includes phone

1083
01:13:14.720 --> 01:13:23.760
or text or direct messaging, includes email, includes social media, so phone, text, direct

1084
01:13:23.760 --> 01:13:30.320
messaging, email, social media. That's the cord of three strands that I use in follow-up, and I use all

1085
01:13:30.320 --> 01:13:39.840
three, and it takes so long, and some of you, one of your limiting beliefs is you're not understanding that,

1086
01:13:39.840 --> 01:13:45.120
and you're afraid. We're going back to the inner game. You're afraid of being sleazy or salesy, and

1087
01:13:45.120 --> 01:13:53.200
you're going to blow up your list, and what are they going to think of you, and ladies, you are

1088
01:13:53.200 --> 01:14:01.600
an example. Most of you have heard about this master class from me personally in text. We have

1089
01:14:01.600 --> 01:14:10.480
dm'd about it, and you've gotten multiple emails. You got like two yesterday and one or two today,

1090
01:14:11.200 --> 01:14:18.960
and do you know probably a third of the people who joined joined last night or today? That means they

1091
01:14:18.960 --> 01:14:24.880
had already received probably ten or twelve emails about this subject. I had people five minutes before

1092
01:14:24.880 --> 01:14:30.720
the call that were emailing me saying, Wait, how can I join? When is this? Well, wait a minute. I've been

1093
01:14:30.720 --> 01:14:36.240
emailing, so those of you afraid of emailing too much, the more emails, the more money. If they're

1094
01:14:36.240 --> 01:14:41.520
good emails that add value, that are heart-centered, you get value like you guys

1095
01:14:41.520 --> 01:14:46.160
started at the beginning. Wow, I'm already using what you put in your email, because I don't just

1096
01:14:46.160 --> 01:14:53.280
sleaze you and slam you each time I share stories. I add value. I give you tools so that you welcome

1097
01:14:53.280 --> 01:14:59.440
my emails, but the fact is for this master class alone, my copywriter, and I don't even have the

1098
01:14:59.440 --> 01:15:00.000
number in front,

1099
01:15:00.000 --> 01:15:02.840
front of me, but I would have to guess probably at least 10

1100
01:15:02.840 --> 01:15:07.600
emails, maybe 12 just off the top of my head. You see, this

1101
01:15:07.600 --> 01:15:10.080
is very important. The fortune is in the follow up. So we're

1102
01:15:10.080 --> 01:15:13.720
going to address that in the next segment. So when you

1103
01:15:13.720 --> 01:15:17.960
understand this, you don't like you don't get on the phone from

1104
01:15:17.960 --> 01:15:21.240
leads and at the lead level start sharing the benefits of

1105
01:15:21.240 --> 01:15:26.800
what you offer. It's like that diamond ring. You haven't built

1106
01:15:26.800 --> 01:15:29.640
trust rapport, they didn't agree to meet with you. You didn't

1107
01:15:29.640 --> 01:15:31.960
have a date, you didn't have an appointment where you were

1108
01:15:31.960 --> 01:15:34.560
guaranteed their attention. They're busy, they're

1109
01:15:34.560 --> 01:15:37.840
distracted, they didn't agree to spend time with you. And you

1110
01:15:37.840 --> 01:15:42.040
didn't establish the no like and trust. So you're not ready to

1111
01:15:42.040 --> 01:15:46.120
start handling objections and sharing benefits. You see how

1112
01:15:46.120 --> 01:15:50.080
this works, understanding the sales mountain, the sales

1113
01:15:50.080 --> 01:15:54.000
sequence. And sometimes you drop down, you know, you got

1114
01:15:54.000 --> 01:15:57.200
objection, and you you drop back down, and we need to go back to

1115
01:15:57.200 --> 01:16:00.520
the benefits and the results and a different objection comes

1116
01:16:00.520 --> 01:16:03.920
and we go back to the benefits. And then we might have to go

1117
01:16:03.920 --> 01:16:07.880
back and really talk about their needs and their vision and what

1118
01:16:07.880 --> 01:16:10.840
they're doing now and why it's not working. And we share the

1119
01:16:10.840 --> 01:16:15.040
benefits and we go back again. You see how this works? All

1120
01:16:15.040 --> 01:16:21.760
right. So put in the chat if that's say helpful, or did any

1121
01:16:21.760 --> 01:16:26.040
of you did any of you make this mistake in in the past in the

1122
01:16:26.040 --> 01:16:29.320
chat? Have you been out of sequence put in the chat out of

1123
01:16:29.320 --> 01:16:33.560
sequence or didn't know that or Wow, that's helpful. Okay, good,

1124
01:16:33.680 --> 01:16:39.760
helpful, helpful, very helpful. Okay, awesome. Glad to know some

1125
01:16:39.760 --> 01:16:42.960
of this stuff. You know, I've been doing it for 30 years. And

1126
01:16:42.960 --> 01:16:46.080
okay, good. You guys all said helpful. Alright, so let's keep

1127
01:16:46.080 --> 01:16:51.120
moving. So let's start working through the steps. Okay. Step

1128
01:16:51.160 --> 01:16:56.920
number one, at the bottom of that sales mountain is building

1129
01:16:56.920 --> 01:17:03.280
trust and rapport, building trust and rapport. So notice

1130
01:17:03.320 --> 01:17:07.960
that a conversation, a sales conversation can be one person

1131
01:17:07.960 --> 01:17:13.320
or it can be multiple people. Right. And so a sales

1132
01:17:13.320 --> 01:17:16.720
conversation in this case is happening with multiple people.

1133
01:17:17.160 --> 01:17:22.960
And so what are some of the signs that the people listening

1134
01:17:23.000 --> 01:17:29.480
are in rapport? Okay, and and and let me advance it here and

1135
01:17:29.480 --> 01:17:34.600
define rapport means that there is this harmonious relationship.

1136
01:17:35.200 --> 01:17:38.520
In other words, it's characterized by there's a sense

1137
01:17:38.520 --> 01:17:42.400
of agreement. I like to call it the internal nod. They're going

1138
01:17:42.400 --> 01:17:45.320
Yes, yes, they're nodding their head to what you're saying.

1139
01:17:45.320 --> 01:17:49.080
That's rapport, they're nodding, the internal nod,

1140
01:17:49.280 --> 01:17:52.360
there's a there's a mutual understanding, they feel

1141
01:17:52.360 --> 01:17:56.120
understood, they understand what you're saying. There's this

1142
01:17:56.160 --> 01:17:59.800
empathy, you know, I shared my story starting my coaching

1143
01:17:59.800 --> 01:18:03.560
business 10 years ago, you know, from an empty house, no source

1144
01:18:03.560 --> 01:18:08.040
of income, I have an empathy for new coaches, I know what it is

1145
01:18:08.040 --> 01:18:11.760
to struggle and to wonder how to start and how do you get it from

1146
01:18:11.760 --> 01:18:14.800
there to high six figures, right. And so there's this

1147
01:18:14.800 --> 01:18:19.520
understanding, this agreement, this, this, this empathy that

1148
01:18:19.520 --> 01:18:26.080
makes communication easy. And so what do you what do you notice

1149
01:18:26.080 --> 01:18:30.600
here? Put in the chat? Do you think that's happening right

1150
01:18:30.600 --> 01:18:34.760
now? Do you think that there is rapport here? Go ahead and put

1151
01:18:34.760 --> 01:18:38.360
that in the chat. What do you see that lets you know that

1152
01:18:38.360 --> 01:18:42.480
there might be some rapport? What kind of signs of rapport

1153
01:18:42.480 --> 01:18:46.160
would you even look for? By the way, I do a whole workshop on

1154
01:18:46.160 --> 01:18:48.720
rapport. It's a deep, deep subject, but I'm going to give

1155
01:18:48.720 --> 01:18:53.600
you the best that the tip of the iceberg today just to really,

1156
01:18:54.280 --> 01:18:58.000
I'm going to maybe find an old one that I've done on rapport

1157
01:18:58.000 --> 01:19:00.800
and put it in the membership site. So you guys have access

1158
01:19:00.800 --> 01:19:04.560
to that. So you'll really be trained to know what to look

1159
01:19:04.560 --> 01:19:08.280
for. So they're listening, they're making eye contact,

1160
01:19:08.280 --> 01:19:10.400
okay, you can see they're not looking around, they're not

1161
01:19:10.400 --> 01:19:12.280
looking at their phones, they're not looking at the

1162
01:19:12.280 --> 01:19:15.960
ceiling. That's a sign of rapport. They're, they're

1163
01:19:15.960 --> 01:19:19.320
engaged, okay, they start to share their story, there's a

1164
01:19:19.320 --> 01:19:23.520
relationship starting to happen. There's, there's rapport. So

1165
01:19:23.520 --> 01:19:26.680
when you look at this picture, what kind of things do you see

1166
01:19:26.680 --> 01:19:30.480
that lets you know that there might be rapport? See if any of

1167
01:19:30.480 --> 01:19:35.080
you students of rapport, you see anything? Leaning in, George, a

1168
01:19:35.080 --> 01:19:38.680
good one, see that one in the front, he's leaning all the way

1169
01:19:38.680 --> 01:19:43.760
in. Okay. The only girl is not impressed. Yeah, this might have

1170
01:19:43.760 --> 01:19:47.880
been out of rapport. It might be a male speaking in male language

1171
01:19:47.880 --> 01:19:53.400
and she might be like, not which is why it's why we focus on your

1172
01:19:53.400 --> 01:19:57.880
niche, right? Because I tell people you can serve everybody,

1173
01:19:57.880 --> 01:19:59.320
I'm quite confident.

1174
01:20:00.000 --> 01:20:02.440
but each person has different needs,

1175
01:20:02.440 --> 01:20:06.160
it speaks a different language, different desires.

1176
01:20:06.160 --> 01:20:10.880
And so that's, this woman is probably not in the niche.

1177
01:20:10.880 --> 01:20:13.760
Okay, but they're interested, they're paying attention.

1178
01:20:13.760 --> 01:20:16.200
So there's a level of rapport.

1179
01:20:16.200 --> 01:20:17.680
Okay, good.

1180
01:20:17.680 --> 01:20:19.260
So let's talk about some tools.

1181
01:20:19.260 --> 01:20:21.200
Like I said, I do a whole workshop on this,

1182
01:20:21.200 --> 01:20:25.840
but let me give you some quick tools to create rapport,

1183
01:20:25.840 --> 01:20:29.180
to create that know, like, and trust type thing.

1184
01:20:29.180 --> 01:20:34.180
One of them is you being interested, being observant,

1185
01:20:34.980 --> 01:20:39.980
having a sense of curiosity and fascination,

1186
01:20:40.740 --> 01:20:42.080
being fascinated.

1187
01:20:42.080 --> 01:20:44.680
Now I purposely gave you a very plain picture,

1188
01:20:44.680 --> 01:20:47.420
there's not a lot to talk about, okay?

1189
01:20:47.420 --> 01:20:52.020
But if you were going to be fascinated with this woman,

1190
01:20:52.020 --> 01:20:54.320
what could you be curious about?

1191
01:20:54.320 --> 01:20:55.660
What could you ask?

1192
01:20:55.660 --> 01:20:59.900
What could you comment about?

1193
01:20:59.900 --> 01:21:01.980
What could you talk about

1194
01:21:01.980 --> 01:21:06.980
just with this very little information that you have?

1195
01:21:07.140 --> 01:21:10.140
Put in the chat, what could, what conversations?

1196
01:21:10.140 --> 01:21:13.700
Okay, beautiful smile, Georgia, that's a great one.

1197
01:21:13.700 --> 01:21:15.700
You know, it's okay, you know,

1198
01:21:15.700 --> 01:21:18.460
I do this all the time in the grocery store,

1199
01:21:18.460 --> 01:21:21.500
people that serve me anywhere, when they smile,

1200
01:21:21.500 --> 01:21:23.860
I'll say, wow, thank you for that smile,

1201
01:21:23.860 --> 01:21:24.940
that really warmed my day.

1202
01:21:24.980 --> 01:21:26.780
What a beautiful smile.

1203
01:21:26.780 --> 01:21:30.420
You really have a gift in that smile, okay?

1204
01:21:30.420 --> 01:21:33.580
Interesting earrings, Serena and Natalie

1205
01:21:33.580 --> 01:21:36.740
both said great earrings, okay?

1206
01:21:36.740 --> 01:21:40.020
And so you could ask a question, where did you get them?

1207
01:21:40.020 --> 01:21:43.360
I love those, those are fascinating, right?

1208
01:21:43.360 --> 01:21:47.140
Great color top, okay?

1209
01:21:47.140 --> 01:21:50.380
Kim says she's confident, she loves to wear bold colors.

1210
01:21:50.380 --> 01:21:53.340
She's showing up, so you could say, you know, I just love,

1211
01:21:54.180 --> 01:21:59.180
you have a demeanor of confidence, I love the brightness,

1212
01:21:59.260 --> 01:22:02.780
it just, you know, the way it just matches with your smile,

1213
01:22:02.780 --> 01:22:06.020
your skin just really pops, it's a beautiful top,

1214
01:22:06.020 --> 01:22:07.380
love that, right?

1215
01:22:07.380 --> 01:22:12.380
So being fascinated, you know, where did you find that?

1216
01:22:13.060 --> 01:22:15.420
How did you get started?

1217
01:22:15.420 --> 01:22:18.020
Just absolutely be fascinated, you know,

1218
01:22:18.020 --> 01:22:22.180
if you've ever watched a good conversationalist,

1219
01:22:22.180 --> 01:22:24.900
they are so fascinated.

1220
01:22:24.900 --> 01:22:29.620
A good conversationalist is asking a lot of questions.

1221
01:22:29.620 --> 01:22:32.900
And by the way, you can make a note about this, okay?

1222
01:22:32.900 --> 01:22:36.140
The person who's asking the questions

1223
01:22:36.140 --> 01:22:38.860
is controlling the conversation.

1224
01:22:38.860 --> 01:22:40.460
This is really important.

1225
01:22:40.460 --> 01:22:43.500
I put in one of the emails about the importance

1226
01:22:43.500 --> 01:22:47.960
of you taking the conversation where you want it to go

1227
01:22:47.960 --> 01:22:50.460
at the very beginning, okay?

1228
01:22:50.460 --> 01:22:55.460
And so a lot of times people will ask you about you,

1229
01:22:56.220 --> 01:22:58.100
they'll start controlling the conversation.

1230
01:22:58.100 --> 01:23:01.540
Well, tell me about, you know, what you're offering.

1231
01:23:01.540 --> 01:23:03.060
Now, they might say that, you know,

1232
01:23:03.060 --> 01:23:05.220
tell me about exactly what are you selling?

1233
01:23:05.220 --> 01:23:07.020
They might open with that.

1234
01:23:07.020 --> 01:23:11.100
What do you know right now from the sales mountain

1235
01:23:11.100 --> 01:23:13.940
that I shared with you, right, about the sequence?

1236
01:23:13.940 --> 01:23:17.940
For me to answer that would be completely out of sequence.

1237
01:23:17.940 --> 01:23:18.860
And I go, you know what?

1238
01:23:18.860 --> 01:23:21.100
I'm really looking forward to sharing with that.

1239
01:23:21.100 --> 01:23:24.060
But first, I'm super fascinated with you.

1240
01:23:24.060 --> 01:23:28.020
Tell me, tell me, how long have you been in business?

1241
01:23:28.020 --> 01:23:30.060
How long have you been coaching?

1242
01:23:30.060 --> 01:23:33.820
Tell me, you know, and I changed the conversation.

1243
01:23:33.820 --> 01:23:37.420
I immediately start asking the questions

1244
01:23:37.420 --> 01:23:40.260
and I ask more and more and more and more questions.

1245
01:23:40.260 --> 01:23:42.980
Let me tell you a typical sales conversation.

1246
01:23:42.980 --> 01:23:45.220
This may be very eyeopening for you.

1247
01:23:45.220 --> 01:23:48.140
A typical sales conversation for me,

1248
01:23:48.140 --> 01:23:50.620
I might spend at least half.

1249
01:23:50.620 --> 01:23:52.700
I've been known to spend out of an hour,

1250
01:23:52.700 --> 01:23:55.900
45 minutes asking questions.

1251
01:23:55.900 --> 01:23:59.660
And the sales portion and in those questions

1252
01:23:59.660 --> 01:24:02.860
where I'm curious, I'm fascinating,

1253
01:24:02.860 --> 01:24:07.580
I'm creating trust and rapport, I'm identifying needs.

1254
01:24:07.580 --> 01:24:12.300
And so that is the majority of the call.

1255
01:24:12.300 --> 01:24:16.380
I'm fascinated, I'm curious, okay?

1256
01:24:16.380 --> 01:24:20.180
And one of the things I'm looking for,

1257
01:24:20.180 --> 01:24:24.860
another tool is commonality, commonality.

1258
01:24:24.860 --> 01:24:26.940
You see, you could write this down.

1259
01:24:26.940 --> 01:24:31.940
People like people who are like themselves.

1260
01:24:32.340 --> 01:24:35.700
People like people who are like themselves.

1261
01:24:35.700 --> 01:24:38.620
We like people that are like us, okay?

1262
01:24:38.620 --> 01:24:42.420
And so you wanna find some commonality, right?

1263
01:24:42.420 --> 01:24:47.380
So again, we could be curious, we could be fascinated.

1264
01:24:47.380 --> 01:24:49.820
I personally would be really fascinated

1265
01:24:49.820 --> 01:24:51.420
about where she's working.

1266
01:24:51.420 --> 01:24:53.860
She Zoomed from this call

1267
01:24:53.860 --> 01:24:55.620
and the first thing I'm gonna do,

1268
01:24:55.620 --> 01:24:57.660
I may really compliment her smile

1269
01:24:57.660 --> 01:24:59.500
and how great it is to connect.

1270
01:24:59.500 --> 01:25:00.340
And I might.

1271
01:25:00.000 --> 01:25:04.160
say I'm super fascinated with her office, like it looks like

1272
01:25:04.160 --> 01:25:08.160
she's working outside. And I'm fascinated with all the potted

1273
01:25:08.160 --> 01:25:13.000
plants. Is she into gardening, I might find some commonality I

1274
01:25:13.000 --> 01:25:17.240
am, I have a tower garden, I'm growing my vegetables. And I

1275
01:25:17.240 --> 01:25:21.440
love you know, I love life and gardening. And so I might touch

1276
01:25:21.440 --> 01:25:25.000
there, I might comment on the lighting, how beautiful I bet

1277
01:25:25.000 --> 01:25:29.520
it's beautiful at night to be sitting out there, right. And

1278
01:25:29.520 --> 01:25:32.760
I'm also fascinated with her drink, because I can't figure

1279
01:25:32.760 --> 01:25:35.800
out what the heck it is. I don't know if it's iced tea lemonade,

1280
01:25:35.800 --> 01:25:39.320
if it's a bloody Mary, it seems to have some kind of sprinkles.

1281
01:25:39.320 --> 01:25:43.160
I don't know if that's salt or sugar. And I'm so curious about

1282
01:25:43.160 --> 01:25:46.440
her drink. So I would be fascinated. What in the world

1283
01:25:46.440 --> 01:25:49.720
are you drinking? I have to ask, you know, I have three guesses.

1284
01:25:49.720 --> 01:25:55.600
And all of those things are creating this commonality when

1285
01:25:55.640 --> 01:25:58.440
when we're talking. So we're looking for things that we have

1286
01:25:58.440 --> 01:26:03.960
in common, okay. And by the way, you share your part of how

1287
01:26:03.960 --> 01:26:07.240
you have it in common in just a quick sentence or two, don't go

1288
01:26:07.240 --> 01:26:12.000
off on long story talking about yourself, but share enough that

1289
01:26:12.000 --> 01:26:14.840
they feel you get them and that you have something in common.

1290
01:26:14.960 --> 01:26:19.080
Okay, so like for me, sometimes I find that we have in common

1291
01:26:19.080 --> 01:26:22.640
that we homeschooled our kids, you know, that would be, you

1292
01:26:22.640 --> 01:26:26.800
know, really fun, or it might be gardening, or it might be being

1293
01:26:26.800 --> 01:26:30.120
vegan, or being into health. And I share, you know, I've spent

1294
01:26:30.120 --> 01:26:35.400
30 years in health, and I'm kind of a vegan chef. And so, you

1295
01:26:35.400 --> 01:26:39.120
know, these are things that we can share. Now, I want you to

1296
01:26:39.120 --> 01:26:44.720
look at these pictures. These are of a couple out on the

1297
01:26:44.720 --> 01:26:50.160
beach. And it's, it's very fascinating when when you study

1298
01:26:50.160 --> 01:26:54.120
the body language of lovers and get in the habit of doing this,

1299
01:26:54.800 --> 01:27:00.280
you'll notice that this rapport shows up as being perfectly in

1300
01:27:00.280 --> 01:27:05.880
sync. Okay, this has been known, it's been called matching or

1301
01:27:05.880 --> 01:27:09.360
mirroring. And the reason it's called mirroring is because

1302
01:27:09.360 --> 01:27:13.360
we've actually, you know, you've heard monkey see monkey do, we

1303
01:27:13.360 --> 01:27:21.000
actually have mirror neurons in our brain. And so we, we, we

1304
01:27:21.000 --> 01:27:26.760
like to, to match this way to mirror when we're in rapport,

1305
01:27:26.800 --> 01:27:31.240
okay. And so we see it, and we, and this, like I said, I spent

1306
01:27:31.240 --> 01:27:34.160
three hours teaching reports, I can't do that here, I'm just

1307
01:27:34.160 --> 01:27:38.040
giving you tip of the iceberg as a tool for this first step.

1308
01:27:38.040 --> 01:27:40.880
Remember, we're laying the foundation of the five steps.

1309
01:27:41.040 --> 01:27:44.680
The first step is creating rapport, they've got to know

1310
01:27:44.680 --> 01:27:47.400
like, or trust you, or they're not going to buy. So these are

1311
01:27:47.400 --> 01:27:51.880
tools, right? Finding commonality is tools. Being

1312
01:27:51.880 --> 01:27:59.040
fascinated is is a tool. And mirror and matching is a tool.

1313
01:27:59.240 --> 01:28:05.080
And one of the ways that you can tell, if you are I need you to

1314
01:28:05.080 --> 01:28:10.640
mute yourself might have been Victoria just came in. So one of

1315
01:28:10.640 --> 01:28:16.760
the ways that you can test this, if you want to know if you're in

1316
01:28:16.760 --> 01:28:21.280
rapport, and this works on zoom or in person, okay, is you'll

1317
01:28:21.280 --> 01:28:27.400
start by matching or mirroring them, right? So if I was with

1318
01:28:27.400 --> 01:28:30.880
that first couple, notice, they kind of have their hand to their

1319
01:28:30.880 --> 01:28:35.520
mouth, right? Um, so if I was with them, I might sit Indian

1320
01:28:35.520 --> 01:28:39.840
style right in front of them and lean in, right, I might match,

1321
01:28:39.880 --> 01:28:43.800
or I might have just gently without being obvious, I might

1322
01:28:43.800 --> 01:28:49.040
have my hand near, near my mouth, okay, I'm creating

1323
01:28:49.040 --> 01:28:55.720
rapport. And then I might after I really want to test it, am I

1324
01:28:55.720 --> 01:28:59.400
really in rapport, I might change my posture, I might open

1325
01:28:59.400 --> 01:29:05.120
my arms. And what you'll find is if you're in rapport, suddenly,

1326
01:29:05.320 --> 01:29:09.400
they will open and they'll start matching you. And you know,

1327
01:29:09.400 --> 01:29:12.840
you're in rapport. Now, this happens very unconsciously.

1328
01:29:12.840 --> 01:29:19.360
Honestly, I crack up with with my man, I'll go look at us, this

1329
01:29:19.360 --> 01:29:23.320
is hilarious, we will have our arms crossed the exact same way

1330
01:29:23.320 --> 01:29:27.000
we'll be seated with the same leg crossed, or we'll be leaning

1331
01:29:27.000 --> 01:29:29.960
certain way we'll have our hands on, you know, we might have

1332
01:29:29.960 --> 01:29:33.200
might be leaning on our hands or have our hands, we might have it

1333
01:29:33.200 --> 01:29:37.480
like this, we will have it exactly in the same way. And

1334
01:29:37.480 --> 01:29:39.760
I'll often call attention and that just because you're in

1335
01:29:39.760 --> 01:29:43.840
perfect rapport, okay, that matching and mirroring. So this

1336
01:29:43.840 --> 01:29:51.280
is a tool to get into rapport. And it's a tool to, to test the

1337
01:29:51.320 --> 01:29:57.520
the rapport to see how you are are doing. Okay. And so what are

1338
01:29:57.520 --> 01:30:00.040
some of the things that you can match and you

1339
01:30:00.000 --> 01:30:06.320
can mirror? Well, facial expressions. Okay, if I was

1340
01:30:06.320 --> 01:30:11.040
sitting down with this little girl, and I just got the hugest

1341
01:30:11.040 --> 01:30:14.760
smile. Now, if I build rapport, and I kept smiling, she might

1342
01:30:14.760 --> 01:30:20.360
break a little smile. And I know we're in rapport. But if not, um,

1343
01:30:20.400 --> 01:30:24.960
you know, me being like, out there and huge smile would

1344
01:30:24.960 --> 01:30:28.800
actually cause a disconnect, because she's not there. Right?

1345
01:30:28.800 --> 01:30:33.480
I picked an extreme picture. So I might not put on the frown, I

1346
01:30:33.480 --> 01:30:37.840
might keep a small smile to try to move the direction. But I

1347
01:30:37.840 --> 01:30:41.040
might talk like this, I might put my hand right here as I

1348
01:30:41.040 --> 01:30:49.200
talk, and just begin to create that. Okay, so we can model and

1349
01:30:49.200 --> 01:30:56.480
mirror the body language, the posture, okay. Also, sensory

1350
01:30:56.480 --> 01:31:02.320
preference, people learn, um, they have one modality that they

1351
01:31:02.320 --> 01:31:06.240
take in information the fastest, okay, that's called your sensory

1352
01:31:06.240 --> 01:31:09.400
preference. That's when I teach on brain leads. And there's

1353
01:31:09.400 --> 01:31:13.720
stuff on this in the in the prosper membership site. And I'm

1354
01:31:13.720 --> 01:31:16.200
going to put some more in there about understanding your brain

1355
01:31:16.200 --> 01:31:19.800
lead. So sensory preference, the way that you can tell the

1356
01:31:19.800 --> 01:31:24.920
sensory preference is by listening to their words. So if

1357
01:31:24.920 --> 01:31:30.600
they say, I see what you're saying. Oh, I see it now.

1358
01:31:30.600 --> 01:31:37.440
That's clear. Oh, okay. Their sensory preference is is going

1359
01:31:37.440 --> 01:31:43.280
to be seen. Right? And if they say, Oh, that rings a bell. I

1360
01:31:43.280 --> 01:31:46.960
hear you. I hear what you're saying. Yeah, that sounds

1361
01:31:46.960 --> 01:31:52.080
familiar. Well, their sensory preference is, is listening.

1362
01:31:52.480 --> 01:31:55.000
That's how they take in information best. This is very

1363
01:31:55.000 --> 01:31:59.200
important clues. This goes back to being fascinated, right? Um,

1364
01:31:59.400 --> 01:32:03.400
there, they might say, I feel you, you know, I don't know, I

1365
01:32:03.400 --> 01:32:07.520
just have a gut feeling. I don't know, that doesn't feel right to

1366
01:32:07.520 --> 01:32:11.600
me. Somehow that just feels just well, you know, their sensory

1367
01:32:11.600 --> 01:32:15.520
preference is feeling. So to create rapport, you listen and

1368
01:32:15.520 --> 01:32:18.200
figure out what their sensory preference is, and you start

1369
01:32:18.200 --> 01:32:21.680
using that language. So your questions become does that feel

1370
01:32:21.680 --> 01:32:25.200
right to you? How do you feel about that? What's your feeling?

1371
01:32:25.200 --> 01:32:28.360
How did you feel when that happened? Or does that does that

1372
01:32:28.360 --> 01:32:31.480
sound about right? Are you are you hearing, you know, how this

1373
01:32:31.480 --> 01:32:35.560
could work for you? Are you seeing the possibilities here?

1374
01:32:35.840 --> 01:32:39.960
Are you so you want to match the sensory preference also matching

1375
01:32:39.960 --> 01:32:43.640
the energy levels, right? Like, if I was sitting with this

1376
01:32:43.640 --> 01:32:49.440
client who is depressed and stuck, and really not ready, the

1377
01:32:49.480 --> 01:32:53.040
last thing I want to do is be super excited to come on, let's

1378
01:32:53.040 --> 01:32:55.800
do this. Are you ready to create a change? We can make this

1379
01:32:55.800 --> 01:32:59.920
happen. You know, there's gonna be a total disconnect. Okay. And

1380
01:32:59.920 --> 01:33:03.520
so I've got to start matching their energy level and then

1381
01:33:03.520 --> 01:33:07.160
slowly help expand it, right. And we can also do this with

1382
01:33:07.160 --> 01:33:10.720
breathing, match the breathing. There's so many things, like I

1383
01:33:10.720 --> 01:33:13.840
said, this is a full workshop. But another thing that we can

1384
01:33:13.840 --> 01:33:19.360
match is vocal. So I want you to think about when someone is

1385
01:33:19.360 --> 01:33:23.800
speaking, if they're using their voice, what are some of

1386
01:33:23.800 --> 01:33:27.760
the things that we could match their voice has several

1387
01:33:27.760 --> 01:33:31.680
characteristics. So put in the chat, what are some

1388
01:33:31.680 --> 01:33:38.720
characteristics of of their voice? What are some okay, tone,

1389
01:33:38.840 --> 01:33:43.920
we can match their tone, the tempo, good, the volume, good,

1390
01:33:44.160 --> 01:33:47.640
the level. Okay, so you guys are you're a sharp bunch. Okay, so

1391
01:33:47.640 --> 01:33:52.480
you got this. So, um, you know, as I have done sales

1392
01:33:52.480 --> 01:33:55.840
presentations all over the world, people have different

1393
01:33:55.840 --> 01:34:04.000
tempos. So if I go to the show me state of Missouri, right, I

1394
01:34:04.000 --> 01:34:13.880
find that they tend to talk very slowly. And they really have to

1395
01:34:13.880 --> 01:34:19.200
get what you're saying, and they want you to show it. And

1396
01:34:19.240 --> 01:34:24.440
so if I get into Missouri, and I just start talking about all the

1397
01:34:24.440 --> 01:34:26.600
ways that we can make this happen, and this and that, and

1398
01:34:26.600 --> 01:34:29.080
this and that, and I'm, you know, I'm animated, I'm talking

1399
01:34:29.080 --> 01:34:33.640
fast, and I'm high pitched, then there's going to be a real

1400
01:34:33.640 --> 01:34:38.360
disconnect, there's not going to be rapport. Okay, I'm spending a

1401
01:34:38.360 --> 01:34:41.560
lot of time on rapport, because this is foundation, if you don't

1402
01:34:41.560 --> 01:34:44.960
have rapport, you're not going to have the sale, most of you

1403
01:34:44.960 --> 01:34:47.880
are skipping past this step, they don't know and like and

1404
01:34:47.880 --> 01:34:50.840
trust you, they have not connected, they don't feel that

1405
01:34:50.840 --> 01:34:53.880
you get them, they don't feel understood, they don't feel

1406
01:34:53.880 --> 01:34:57.280
heard, they don't feel that you genuinely care about them. And

1407
01:34:57.280 --> 01:35:00.040
so these are some tools to be able

1408
01:35:00.000 --> 01:35:04.600
to do that. Now, if I'm in New York, I mean, they want to get

1409
01:35:04.600 --> 01:35:07.040
to the point, like, just give me the bottom line, what's number

1410
01:35:07.040 --> 01:35:09.680
one, number two, number three, how do we make that happen? A

1411
01:35:09.680 --> 01:35:16.400
lot of masculine energy, right? And so if I went there and talk

1412
01:35:16.400 --> 01:35:20.200
like I would, they would not have the patience, they'd be

1413
01:35:20.200 --> 01:35:24.400
gone, right? So places have masculine and feminine energy,

1414
01:35:24.400 --> 01:35:28.920
which influences the vocal, you know, if we're in Hawaii, and

1415
01:35:29.160 --> 01:35:33.440
just hang loose, and you know, I'm not going to want to be real

1416
01:35:33.440 --> 01:35:38.240
driven masculine energy. So we can match the rate, the tempo,

1417
01:35:38.520 --> 01:35:41.960
all of that. Okay, so number one, the foundation that we

1418
01:35:41.960 --> 01:35:49.280
just laid is creating rapport. Okay, number two is the power of

1419
01:35:49.280 --> 01:35:53.400
questions. Now, these are not yes, no questions. These are

1420
01:35:53.400 --> 01:35:59.200
open ended questions. All right. And the purpose is both

1421
01:35:59.240 --> 01:36:03.200
to get to know them, know, like and trust factor, create rapport

1422
01:36:03.440 --> 01:36:09.240
and you are being fascinated, you are being curious, if

1423
01:36:09.240 --> 01:36:11.440
you're really going to add value, if you're really going to

1424
01:36:11.440 --> 01:36:14.200
serve them, if you're really going to put them first, then

1425
01:36:14.200 --> 01:36:18.000
you have to know them. What matters to them? What are they

1426
01:36:18.000 --> 01:36:22.240
trying to create? Where are they feeling stuck? What have they

1427
01:36:22.240 --> 01:36:27.000
tried? What's working? What's not working? And so the main

1428
01:36:27.000 --> 01:36:32.560
reason for the questions is to begin to identify the needs,

1429
01:36:32.600 --> 01:36:39.040
their desires, their pain. Now, a second bonus use of questions

1430
01:36:39.360 --> 01:36:42.560
is to get them to expand and think about things they haven't

1431
01:36:42.560 --> 01:36:47.760
thought about before. Okay. And so a lot of times I after I've

1432
01:36:47.760 --> 01:36:51.920
really identified and I've got it, I might start asking more

1433
01:36:51.920 --> 01:36:56.240
specific questions. And by the way, you want to start with easy

1434
01:36:56.360 --> 01:37:00.360
to answer questions that create rapport and that are fun, right?

1435
01:37:00.360 --> 01:37:04.720
So tell me, you know, what got you into coaching? How long have

1436
01:37:04.720 --> 01:37:08.960
you been coaching? You know? What's your favorite part? So

1437
01:37:09.040 --> 01:37:11.960
these are just like, let's get to know you. Let me just kind of

1438
01:37:11.960 --> 01:37:17.320
what you do before that, right? And then I start, you know,

1439
01:37:17.360 --> 01:37:22.640
getting into some deeper, harder questions. And then for me, a

1440
01:37:22.640 --> 01:37:26.920
lot of times I use questions to help them realize what they

1441
01:37:26.920 --> 01:37:31.440
don't have that they do need help with. So for example, I'll

1442
01:37:31.440 --> 01:37:35.160
very often ask a woman I'm speaking with to tell me about

1443
01:37:35.160 --> 01:37:42.000
her niche. Who is her ideal client that she serves? And the

1444
01:37:42.000 --> 01:37:46.120
truth is, most people, they're really mistaken about niche. I

1445
01:37:46.120 --> 01:37:48.560
mean, they call everything under the sun and niche, and

1446
01:37:48.560 --> 01:37:52.320
it's not a niche. Okay, they just this is the most

1447
01:37:52.320 --> 01:37:58.080
misunderstood concept out there. Or, or they'll tell me, no, I

1448
01:37:58.080 --> 01:38:01.160
don't, you know, I can serve everyone. So let's suppose

1449
01:38:01.160 --> 01:38:05.560
you're, you're, you're a health coach, or let's suppose you're a

1450
01:38:05.560 --> 01:38:08.640
hypnotherapist, right? Or let's suppose you have some kind of

1451
01:38:08.640 --> 01:38:12.800
healing work or whatever, right? You're a mindset coach. And they

1452
01:38:12.800 --> 01:38:17.560
go, well, what I do, it can really help everyone. And what I

1453
01:38:17.560 --> 01:38:20.840
explained to them, I agree with them, I create rapport. And I

1454
01:38:20.840 --> 01:38:24.400
say, you're right. I'm very convinced that what you do could

1455
01:38:24.400 --> 01:38:31.280
help everyone. However, the needs, the desires, and the

1456
01:38:31.280 --> 01:38:35.880
language are completely different between a 16 year old

1457
01:38:36.000 --> 01:38:44.720
pregnant teenager, a 25 year old homeschool mom of six, a 30 year

1458
01:38:44.720 --> 01:38:52.360
old network marketer, a 65 year old retiree, a 50 year old empty

1459
01:38:52.360 --> 01:38:56.720
nester that's going through a divorce. See, the thing is that

1460
01:38:56.720 --> 01:39:00.760
they have very different desires right now, what's important to

1461
01:39:00.760 --> 01:39:05.880
them, what matters, very different needs, very different

1462
01:39:05.880 --> 01:39:12.280
pains. And, and the truth is, they they all speak a different

1463
01:39:12.280 --> 01:39:18.800
language. They all speak a different language. And so, in

1464
01:39:18.840 --> 01:39:23.720
not coming up with a niche, they actually are throwing spaghetti

1465
01:39:23.720 --> 01:39:26.080
on the wall, they're trying to talk to everybody hoping it

1466
01:39:26.080 --> 01:39:31.920
sticks, but they're reaching only a few. And so, how can you

1467
01:39:31.920 --> 01:39:35.080
do what we talked about all along? How can you really serve?

1468
01:39:35.080 --> 01:39:38.880
How can you really know? How can you add value? You've got to

1469
01:39:38.880 --> 01:39:44.520
have a niche. And I like to explain it this way. In

1470
01:39:44.520 --> 01:39:47.760
medicine, you could have a general practitioner. He works

1471
01:39:47.760 --> 01:39:53.720
on ingrown toenails and the common cold and whatever, COVID,

1472
01:39:53.720 --> 01:39:56.880
whatever, right, general practitioner. And you could

1473
01:39:56.880 --> 01:39:59.320
have a pediatric brain surgeon.

1474
01:40:00.000 --> 01:40:05.200
Now, who charges more?

1475
01:40:05.200 --> 01:40:07.960
Who is going to be more highly sought out?

1476
01:40:07.960 --> 01:40:12.200
People will even come from around the world for this pediatric brain surgeon, not the

1477
01:40:12.200 --> 01:40:13.840
general practitioner.

1478
01:40:13.840 --> 01:40:19.920
So what happens when you have a niche is you become an expert and they feel you know them

1479
01:40:19.920 --> 01:40:25.520
because you speak their language, you talk about their problems, they feel you get them.

1480
01:40:25.520 --> 01:40:29.280
And by the way, now you're going to be asked, you're the expert, you're going to be asked

1481
01:40:29.280 --> 01:40:33.920
to write in different guest blogs, you're going to be asked to speak in different guest

1482
01:40:33.920 --> 01:40:34.920
posts.

1483
01:40:34.920 --> 01:40:42.280
You become the expert when you when you hyper and so you're not leaving people out.

1484
01:40:42.280 --> 01:40:43.280
And guess what?

1485
01:40:43.280 --> 01:40:45.160
Yes, you'll have exceptions to the rule.

1486
01:40:45.160 --> 01:40:48.320
You know, I serve women, right?

1487
01:40:48.320 --> 01:40:53.800
And I serve women coaches, and typically 40 and above.

1488
01:40:53.800 --> 01:40:57.320
And typically Christian women coaches 40 and above.

1489
01:40:57.320 --> 01:41:03.880
And so you know, I know my niche or at least spiritually minded and but do I get a man

1490
01:41:03.880 --> 01:41:09.480
that sometimes says, Hey, I know you serve, you know, women coaches, but is there any

1491
01:41:09.480 --> 01:41:11.320
way I could work with you?

1492
01:41:11.320 --> 01:41:13.080
And if you're comfortable, you can say yes.

1493
01:41:13.080 --> 01:41:16.880
So you're going to get exceptions, some that are younger, some that are whatever.

1494
01:41:16.880 --> 01:41:21.880
But the main thing is you're speaking your message and you're hitting the target spot

1495
01:41:21.880 --> 01:41:23.280
on.

1496
01:41:23.280 --> 01:41:29.480
And so I use questions to help them realize what maybe they're not so clear on.

1497
01:41:29.480 --> 01:41:32.240
I say, Well, what's your what's your big promise?

1498
01:41:32.240 --> 01:41:33.240
What's your big value?

1499
01:41:33.240 --> 01:41:34.240
What's your headline?

1500
01:41:34.240 --> 01:41:36.520
What's what's the problem you solve?

1501
01:41:36.520 --> 01:41:41.400
And I get, uh, right, because they haven't thought through that.

1502
01:41:41.400 --> 01:41:42.400
And they're realizing, right?

1503
01:41:42.400 --> 01:41:43.400
Well, what's your subheading?

1504
01:41:43.400 --> 01:41:47.880
Like, if I look at what you offer, you know, can I tell looking at it that it Wow, that's

1505
01:41:47.880 --> 01:41:52.280
me makes me raise my hand, you solve a specific problem for a specific group of people.

1506
01:41:52.280 --> 01:41:55.400
And I said, Well, well, tell me about your packages.

1507
01:41:55.400 --> 01:42:01.760
Well, usually that's like sessions, like I have six sessions, I have three months I have.

1508
01:42:01.760 --> 01:42:02.760
That's a feature.

1509
01:42:02.760 --> 01:42:03.760
That's not a package.

1510
01:42:03.760 --> 01:42:08.320
A package is something that's so beautiful on the outside, the big bow, the wrapping,

1511
01:42:08.320 --> 01:42:10.600
you can't wait to rip off the lid.

1512
01:42:10.600 --> 01:42:13.600
And when you rip off the lid, you want to know what's inside.

1513
01:42:13.600 --> 01:42:17.280
And I think of packages like girl gifts, right?

1514
01:42:17.280 --> 01:42:20.840
Any of you give girl gifts where you got about five or six gifts in there, you know, they're

1515
01:42:20.840 --> 01:42:24.160
all wrapped in tissue, you know, you got the candle, you got the journal, you got

1516
01:42:24.160 --> 01:42:27.640
the pen, you got the right you got any of you give girl gifts?

1517
01:42:27.640 --> 01:42:28.640
Yeah.

1518
01:42:28.640 --> 01:42:30.400
No, nobody gets girl gifts.

1519
01:42:30.400 --> 01:42:31.800
Okay, some of you give girl gifts.

1520
01:42:31.800 --> 01:42:32.800
All right.

1521
01:42:32.800 --> 01:42:34.000
I look at packages that way.

1522
01:42:34.000 --> 01:42:36.920
It's every great way that you add value.

1523
01:42:36.920 --> 01:42:40.440
It's described in your package makes them irresistible.

1524
01:42:40.440 --> 01:42:42.680
So I asked questions about these things.

1525
01:42:42.680 --> 01:42:44.560
And those questions make them think differently.

1526
01:42:44.560 --> 01:42:46.960
Well, I didn't think about a niche like that.

1527
01:42:46.960 --> 01:42:47.960
Huh?

1528
01:42:47.960 --> 01:42:49.920
I didn't think about a package like that.

1529
01:42:50.000 --> 01:42:54.080
I mean, my coach certification just taught me to put together how many hours and trade

1530
01:42:54.080 --> 01:42:57.320
time for dollars, you know, therapist model.

1531
01:42:57.320 --> 01:43:02.720
So you see, I use questions to to create that space.

1532
01:43:02.720 --> 01:43:07.400
Now here's a here's a tip to make your life, you know, easy.

1533
01:43:07.400 --> 01:43:11.120
And that is have a free coaching questionnaire.

1534
01:43:11.120 --> 01:43:15.080
I like to attach that before I ever meet with them.

1535
01:43:15.080 --> 01:43:19.320
So we've gotten the lead generation, they've agreed to the appointment.

1536
01:43:19.720 --> 01:43:24.040
And then when they make the appointment, they get the pre-coaching questionnaire before

1537
01:43:24.040 --> 01:43:28.400
I'm meeting with them and creating trust and rapport and asking questions.

1538
01:43:28.400 --> 01:43:29.400
Okay.

1539
01:43:29.400 --> 01:43:31.800
And this gives me a lot of information.

1540
01:43:31.800 --> 01:43:35.440
So there might be some you have to find what's important for you to know.

1541
01:43:35.440 --> 01:43:40.120
I like to ask how long in business, because coaching is going to be very different for

1542
01:43:40.120 --> 01:43:44.080
someone who's never coached just starting, they're going to need something different

1543
01:43:44.080 --> 01:43:49.160
than someone who's been coaching five years needs something totally different 10 years.

1544
01:43:50.000 --> 01:43:54.920
And then I often have a list of which of these is most important to you.

1545
01:43:54.920 --> 01:43:55.920
Right.

1546
01:43:55.920 --> 01:44:02.240
So, you know, figuring out my products or service, you know, knowing what to charge,

1547
01:44:02.240 --> 01:44:06.160
marketing and messaging, you know, lead generation.

1548
01:44:06.160 --> 01:44:12.720
So whatever you do, that's part of your packages, list out some and let them choose more than

1549
01:44:12.720 --> 01:44:15.480
one and ask which is more important.

1550
01:44:15.480 --> 01:44:18.440
That's going to help you know where they're coming from.

1551
01:44:18.760 --> 01:44:20.880
And then I like these two questions.

1552
01:44:20.880 --> 01:44:25.400
They're a pair, what it could be, what it what's working well for you or what are you

1553
01:44:25.400 --> 01:44:27.480
most excited about?

1554
01:44:27.480 --> 01:44:28.680
That's a great opening.

1555
01:44:28.680 --> 01:44:31.640
That's a trust and rapport building, finding out I'm super excited.

1556
01:44:31.640 --> 01:44:32.640
I wrote a book.

1557
01:44:32.640 --> 01:44:33.640
I'm super excited.

1558
01:44:33.640 --> 01:44:34.640
I just launched my course.

1559
01:44:34.640 --> 01:44:35.640
I'm super excited.

1560
01:44:35.640 --> 01:44:37.680
I just, I just got my certification.

1561
01:44:37.680 --> 01:44:38.680
Okay.

1562
01:44:38.680 --> 01:44:39.680
Celebrate with them.

1563
01:44:39.680 --> 01:44:40.680
Congratulate them.

1564
01:44:40.680 --> 01:44:43.520
You know, that's a happy question.

1565
01:44:43.520 --> 01:44:47.480
And so you can start the whole call by congratulating them.

1566
01:44:47.520 --> 01:44:52.440
And then I have, you know, what, where are you feeling challenged?

1567
01:44:52.440 --> 01:44:53.440
I always ask this question.

1568
01:44:53.440 --> 01:44:54.760
Where are you feeling stuck?

1569
01:44:54.760 --> 01:44:56.760
Where are you procrastinating?

1570
01:44:56.760 --> 01:44:57.760
Okay.

1571
01:44:57.760 --> 01:44:59.640
That's going to tell you a lot what they need.

1572
01:44:59.640 --> 01:45:00.080
You already know.

1573
01:45:00.000 --> 01:45:05.840
almost know what they need, right? I'm feeling really stuck. I have no leads. I'm on social

1574
01:45:05.840 --> 01:45:11.360
media. I jump up and down and do the social media dance, but they're not converting to

1575
01:45:11.360 --> 01:45:17.680
clients. I post three times. I show up live. I spin around five times, and I'm still not getting

1576
01:45:17.680 --> 01:45:26.000
clients. Okay, I know how I can help them. Feeling challenged. I'm just not sure even

1577
01:45:26.000 --> 01:45:30.640
what to offer, or I'm feeling challenged with my marketing, my messaging,

1578
01:45:31.600 --> 01:45:37.680
feeling challenged in my mindset. I'm really discouraged. I'm really depressed. So, it's

1579
01:45:37.680 --> 01:45:43.520
important to get some of these questions, because here's something interesting I want you to think

1580
01:45:43.520 --> 01:45:50.640
about. They will typically schedule an appointment at the time that they're really feeling most

1581
01:45:50.640 --> 01:45:54.720
desperate. If they're feeling good and things are rocking and rolling, they're probably not

1582
01:45:54.720 --> 01:45:59.680
going to schedule an appointment with you, okay? So, they'll probably schedule at a moment that

1583
01:46:00.320 --> 01:46:04.560
their real self is coming out, like, this isn't working. This sucks. I'm about to throw in the

1584
01:46:04.560 --> 01:46:10.480
towel, okay? That's when you want to ask these questions. That's when you're going to get the

1585
01:46:10.480 --> 01:46:16.720
real answer, because here's what's going to happen. They might affirm their way out of it.

1586
01:46:16.720 --> 01:46:21.520
It might be a week until you have the call or whatever, and they might kind of psych themselves

1587
01:46:21.520 --> 01:46:25.760
up, and when they get on the phone with you, they've got their persona. They've got their

1588
01:46:25.760 --> 01:46:29.440
image. They want you to think they're afraid and vulnerable to tell you what they're

1589
01:46:29.440 --> 01:46:34.480
really going through, and they might have worked through whatever they wrote about, okay, and so

1590
01:46:34.480 --> 01:46:40.080
you're not going to get the real truth right there, but you can go back. I share the screen and what

1591
01:46:40.080 --> 01:46:44.800
they answer, and I said, I noticed you've been really procrastinating writing your book

1592
01:46:44.800 --> 01:46:52.320
for two years. Tell me about that. Tell me more about that, you see, and so you're going to

1593
01:46:52.320 --> 01:46:57.920
catch what it was that made them schedule the call better if you have a pre-coaching questionnaire,

1594
01:46:57.920 --> 01:47:07.280
okay? Little bonus tip right there, and so then the key, the key, the key, the key is listen.

1595
01:47:07.600 --> 01:47:16.480
Listen, right? Listen, so you can go back to the pre-coaching questionnaire, and when you're live

1596
01:47:16.480 --> 01:47:23.200
with them, you can go deeper, right, go deeper, and you're really watching them. You're listening

1597
01:47:23.200 --> 01:47:28.560
with your full being, right, so you're watching when do they light up, when do they get heavy

1598
01:47:28.560 --> 01:47:35.440
and shrink, when do they kind of shift, like you're really watching them, okay, and so listening,

1599
01:47:35.440 --> 01:47:41.520
so I'm going to share a true story, and then we'll take a break, and then we'll

1600
01:47:41.520 --> 01:47:45.680
come back with the really, really juicy final stuff and Q&A and everything. Has this been

1601
01:47:45.680 --> 01:47:52.480
helpful? Give me a wave. Let me know. Put in the chat. Let me know. Are you getting great

1602
01:47:52.480 --> 01:47:57.120
value? Is it helpful? Put something in the chat. Talk to me. I've been talking a long time here

1603
01:47:58.080 --> 01:48:05.680
in a master class. Okay, great value, mind-blowing, okay, wonderful, yes, exclamation point, great

1604
01:48:05.680 --> 01:48:13.600
value, all in caps, yes, lots of notes, such good value, yay. Alyssa, I know you've got a trip coming

1605
01:48:13.600 --> 01:48:19.920
up, so you took the time to be here. I appreciate that. Such good value. Okay, thank you for sharing

1606
01:48:19.920 --> 01:48:30.400
that. Okay, let's share a true story. This also goes back. I was a founder of a large network

1607
01:48:30.400 --> 01:48:40.320
marketing, nutritional network marketing company. Get a drink here. All right, and so I have this

1608
01:48:40.320 --> 01:48:46.320
couple. They were a realtor. They were probably in their high 50s. They had been very successful,

1609
01:48:46.320 --> 01:48:54.080
so this goes back, I think, around 2008, and so they were very successful, both of them realtors,

1610
01:48:54.080 --> 01:48:59.200
and we'd gone through the real estate crash, and they had lost everything. They even lost their

1611
01:48:59.200 --> 01:49:05.120
home, and so they made an appointment. They wanted to meet with me, and so we were in my small

1612
01:49:05.120 --> 01:49:11.840
conference room. I had a large office, and we were in the conference room, and I started asking

1613
01:49:11.840 --> 01:49:16.800
questions. Now, remember, I owned a nutritional network marketing company, so my questions are

1614
01:49:16.800 --> 01:49:23.920
going to be around health and around finances, and so I asked them about their health,

1615
01:49:24.640 --> 01:49:33.360
and I was absolutely fascinated. She had had a brain aneurysm. She'd been through so much,

1616
01:49:34.240 --> 01:49:42.800
and he had had heart attacks, and so there was so much just talking about their health and just

1617
01:49:42.800 --> 01:49:47.840
really understanding, and what are they doing? How are they changing? What things have they

1618
01:49:47.840 --> 01:49:51.360
changed since they had all that happen? What's working? What's not working? Where are they

1619
01:49:51.360 --> 01:49:56.880
struggling? And then I got really fascinated. I asked them, because they did business together,

1620
01:49:56.880 --> 01:49:59.920
and I'm a curious person. I get fascinated, and so

1621
01:50:00.000 --> 01:50:04.200
So I asked them how they met, which is also a fun story.

1622
01:50:04.200 --> 01:50:07.520
And their story was so fascinating.

1623
01:50:07.520 --> 01:50:09.320
They had dated in high school.

1624
01:50:09.320 --> 01:50:11.200
And then they had lost touch.

1625
01:50:11.200 --> 01:50:14.600
And both of them had gone and gotten married and been married

1626
01:50:14.600 --> 01:50:16.440
for like 20-some years.

1627
01:50:16.440 --> 01:50:18.840
And both of them had gone through divorce.

1628
01:50:18.840 --> 01:50:20.800
And they had found each other again.

1629
01:50:20.800 --> 01:50:21.920
And they were now married.

1630
01:50:21.920 --> 01:50:24.800
And so again, it's just fascinating.

1631
01:50:24.800 --> 01:50:26.560
That's trust and rapport.

1632
01:50:26.560 --> 01:50:29.800
They're just telling me their story, and it's just amazing.

1633
01:50:29.800 --> 01:50:33.800
And so then I got into the harder conversations.

1634
01:50:33.800 --> 01:50:35.880
I mean, they had lost their home.

1635
01:50:35.880 --> 01:50:40.960
And their real estate business had completely tanked.

1636
01:50:40.960 --> 01:50:43.960
And they were desperate.

1637
01:50:43.960 --> 01:50:47.920
And so I talked.

1638
01:50:47.920 --> 01:50:50.000
This is a true story.

1639
01:50:50.000 --> 01:50:52.960
I asked questions and listened, not I talked.

1640
01:50:52.960 --> 01:50:58.280
I listened for about 50 minutes, 5-0.

1641
01:50:58.320 --> 01:51:01.120
I had a one-hour appointment with them.

1642
01:51:01.120 --> 01:51:04.640
I talked for 50 minutes listening to them,

1643
01:51:04.640 --> 01:51:08.800
asking questions, fascinated, curious.

1644
01:51:08.800 --> 01:51:10.840
Nothing about myself, nothing about my products,

1645
01:51:10.840 --> 01:51:12.640
nothing about my services.

1646
01:51:12.640 --> 01:51:18.840
In the last 10 minutes, I bridged what next step I'm

1647
01:51:18.840 --> 01:51:20.640
going to teach you how to do.

1648
01:51:20.640 --> 01:51:22.000
And I bridged.

1649
01:51:22.000 --> 01:51:28.080
And we went from the needs, their pains, their desires,

1650
01:51:28.080 --> 01:51:32.080
and I bridged to what I had to offer.

1651
01:51:32.080 --> 01:51:35.480
And I said, wow, I mean, looking at what you've shared,

1652
01:51:35.480 --> 01:51:37.920
I mean, I can see that health is really

1653
01:51:37.920 --> 01:51:39.280
a priority for you guys.

1654
01:51:39.280 --> 01:51:41.520
I mean, supporting your immune system

1655
01:51:41.520 --> 01:51:44.080
and getting your strength and your health back

1656
01:51:44.080 --> 01:51:46.680
is absolutely crucial.

1657
01:51:46.680 --> 01:51:50.680
And I do believe that our products will be huge.

1658
01:51:50.680 --> 01:51:54.080
Enterprime for the immune system and Delta E for the brain

1659
01:51:54.080 --> 01:51:55.160
and for your focus.

1660
01:51:55.200 --> 01:51:59.360
And so I was going through the products

1661
01:51:59.360 --> 01:52:00.760
that we had formulated.

1662
01:52:00.760 --> 01:52:07.800
And then I said, it seems to me, with what's

1663
01:52:07.800 --> 01:52:11.640
happened in the real estate, that right now it's

1664
01:52:11.640 --> 01:52:15.280
really crucial that you generate some income.

1665
01:52:15.280 --> 01:52:19.360
And I said, this could be a perfect opportunity for you

1666
01:52:19.360 --> 01:52:22.960
to bring in some income before real estate comes back around.

1667
01:52:22.960 --> 01:52:27.400
I know it will at some point, but this would be a way.

1668
01:52:27.400 --> 01:52:29.120
And here's the funny thing.

1669
01:52:29.120 --> 01:52:31.240
I described both of those a little bit,

1670
01:52:31.240 --> 01:52:32.720
but I had 10 minutes.

1671
01:52:32.720 --> 01:52:35.800
I literally had to leave at the top of the hour.

1672
01:52:35.800 --> 01:52:37.240
I had an appointment.

1673
01:52:37.240 --> 01:52:38.800
So get this image.

1674
01:52:38.800 --> 01:52:40.840
I talked for 50 minutes.

1675
01:52:40.840 --> 01:52:45.120
And then I said, I'm sorry, we can continue this conversation

1676
01:52:45.120 --> 01:52:48.280
if this sounds like something you're ready for.

1677
01:52:48.280 --> 01:52:49.560
And here's my favorite line.

1678
01:52:49.560 --> 01:52:51.800
Here's what I recommend.

1679
01:52:51.880 --> 01:52:54.640
I recommend you start at the top package.

1680
01:52:54.640 --> 01:52:57.400
And I went through all the benefits, the best discount,

1681
01:52:57.400 --> 01:53:00.240
the duplication, the blah, blah, blah.

1682
01:53:00.240 --> 01:53:02.840
And I said, if you want to do that, catch up with me.

1683
01:53:02.840 --> 01:53:04.240
I've got to run right now.

1684
01:53:04.240 --> 01:53:05.520
I've got a speaking engagement.

1685
01:53:05.520 --> 01:53:06.760
I've got to be out the door.

1686
01:53:06.760 --> 01:53:08.120
It's been such a pleasure.

1687
01:53:08.120 --> 01:53:09.080
I love your story.

1688
01:53:09.080 --> 01:53:11.320
I love connecting, getting to know you.

1689
01:53:11.320 --> 01:53:14.280
I can see that these products will be amazing for you,

1690
01:53:14.280 --> 01:53:15.960
recovering and restoring your health.

1691
01:53:15.960 --> 01:53:18.560
I can see that this could be what you've

1692
01:53:18.560 --> 01:53:23.040
been looking for to get your finances back in order.

1693
01:53:23.040 --> 01:53:25.360
So I look forward to connecting with you.

1694
01:53:25.360 --> 01:53:28.600
And literally, that was the end of the conversation.

1695
01:53:28.600 --> 01:53:30.840
I got up and had to leave the room.

1696
01:53:30.840 --> 01:53:33.760
I could hear them both talking as they

1697
01:53:33.760 --> 01:53:35.560
were walking out the door.

1698
01:53:35.560 --> 01:53:37.160
And they said, honey, I think this

1699
01:53:37.160 --> 01:53:38.680
is what we've been praying for.

1700
01:53:38.680 --> 01:53:41.000
Honey, this is exactly what we need.

1701
01:53:41.000 --> 01:53:42.240
We've got to connect with her.

1702
01:53:42.240 --> 01:53:43.240
We've got to buy these.

1703
01:53:43.240 --> 01:53:44.600
We've got to get started.

1704
01:53:44.600 --> 01:53:45.960
I think we need to do this.

1705
01:53:45.960 --> 01:53:47.960
I think we should start right away.

1706
01:53:47.960 --> 01:53:50.520
And so they made an appointment.

1707
01:53:50.520 --> 01:53:53.360
They chased me down to make an appointment,

1708
01:53:53.360 --> 01:53:55.440
and they bought the top package.

1709
01:53:55.440 --> 01:53:59.120
But it was 50 minutes of trust and rapport, asking questions.

1710
01:53:59.120 --> 01:54:01.600
These first two steps that I just taught you,

1711
01:54:01.600 --> 01:54:06.320
5-0, 50 minutes of that, creating trust and rapport,

1712
01:54:06.320 --> 01:54:08.400
asking questions to identify the need.

1713
01:54:08.400 --> 01:54:10.600
It was 10 minutes of bridging, which

1714
01:54:10.600 --> 01:54:12.240
I'm going to teach you next, which

1715
01:54:12.240 --> 01:54:14.720
is showing the benefits of what you have to offer

1716
01:54:14.720 --> 01:54:17.880
and how it relates to their needs.

1717
01:54:17.880 --> 01:54:22.880
So what I'm going to do, I know the mind can only

1718
01:54:22.880 --> 01:54:25.040
absorb what the seat can endure.

1719
01:54:25.040 --> 01:54:27.640
We're going to take a five-minute quick break

1720
01:54:27.640 --> 01:54:29.600
and let this kind of settle in.

1721
01:54:29.600 --> 01:54:31.360
It's important you get up and move.

1722
01:54:31.360 --> 01:54:34.120
It's important you get some water, shake, move,

1723
01:54:34.120 --> 01:54:35.600
get fresh, because you don't want

1724
01:54:35.600 --> 01:54:39.680
to miss a single juicy drop of what's left in the last hour.

1725
01:54:39.680 --> 01:54:42.920
And we're going to have some Q&A. It's going to be powerful.

1726
01:54:42.920 --> 01:54:45.080
So I will see you back.

1727
01:54:45.120 --> 01:54:48.240
Let's come back at 14 after.

1728
01:54:48.240 --> 01:54:49.360
Well, it's just turn 10.

1729
01:54:49.360 --> 01:54:51.000
Let's come back 15 hours.

1730
01:54:51.000 --> 01:54:53.960
That's easy to remember, 15.

1731
01:54:53.960 --> 01:54:55.920
See you soon.

1732
01:55:00.000 --> 01:55:18.000
Okay.

1733
01:55:18.000 --> 01:55:24.000
All right. Welcome back.

1734
01:55:24.000 --> 01:55:27.000
Go ahead and put in the chat again. We're activating flow.

1735
01:55:27.000 --> 01:55:31.000
Okay.

1736
01:55:31.000 --> 01:55:35.000
And we're going to do some takeaways from this last

1737
01:55:35.000 --> 01:55:36.000
session as we're focusing.

1738
01:55:36.000 --> 01:55:38.000
On the outer game.

1739
01:55:38.000 --> 01:55:42.000
Go ahead and pop in the chat.

1740
01:55:42.000 --> 01:55:44.000
What's your biggest aha.

1741
01:55:44.000 --> 01:55:45.000
Question comment.

1742
01:55:45.000 --> 01:55:51.000
Aha.

1743
01:55:51.000 --> 01:55:52.000
Okay. The sequence,

1744
01:55:52.000 --> 01:55:55.000
realizing that there's a sequence doing the right thing in the right

1745
01:55:55.000 --> 01:55:58.000
place.

1746
01:55:58.000 --> 01:56:04.000
What's been a takeaway for you?

1747
01:56:04.000 --> 01:56:07.000
That you build rapport for 50 minutes.

1748
01:56:07.000 --> 01:56:09.000
Love the idea of asking more questions.

1749
01:56:09.000 --> 01:56:12.000
Also love the idea of curious and fascinated.

1750
01:56:12.000 --> 01:56:13.000
Thank you, Lauren. Great.

1751
01:56:13.000 --> 01:56:24.000
Great, great, great.

1752
01:56:24.000 --> 01:56:30.000
Okay.

1753
01:56:30.000 --> 01:56:34.000
We often just talk ourselves right out of the sale.

1754
01:56:34.000 --> 01:56:38.000
We talk, talk, talk, talk, talk, and we're missing the mark completely.

1755
01:56:38.000 --> 01:56:41.000
You need a niche because they all speak a different language.

1756
01:56:41.000 --> 01:56:42.000
Thank you, Claudia.

1757
01:56:42.000 --> 01:56:46.000
Wonderful.

1758
01:56:46.000 --> 01:56:49.000
I'd meet the person asking the question controls the conversation.

1759
01:56:49.000 --> 01:56:51.000
Absolutely.

1760
01:56:51.000 --> 01:56:59.000
And.

1761
01:56:59.000 --> 01:57:02.000
The best way one asking the questions is the one that is leading the

1762
01:57:02.000 --> 01:57:06.000
conversation. So great, great takeaways. Good.

1763
01:57:06.000 --> 01:57:09.000
Glad you're getting great value. Okay. Let's see here.

1764
01:57:09.000 --> 01:57:11.000
We'll.

1765
01:57:11.000 --> 01:57:18.000
Keep it moving here. We got a lot still to cover. I'm excited.

1766
01:57:18.000 --> 01:57:21.000
Okay.

1767
01:57:21.000 --> 01:57:23.000
Let's go back here.

1768
01:57:23.000 --> 01:57:28.000
Take that down.

1769
01:57:28.000 --> 01:57:30.000
And don't know what happened. Lost my slideshow.

1770
01:57:30.000 --> 01:57:32.000
There we go.

1771
01:57:32.000 --> 01:57:35.000
Okay. So I shared my true story. Okay. So we're on step three.

1772
01:57:35.000 --> 01:57:36.000
Step one.

1773
01:57:36.000 --> 01:57:38.000
Trust and rapport.

1774
01:57:38.000 --> 01:57:44.000
Right.

1775
01:57:45.000 --> 01:57:51.000
So.

1776
01:57:51.000 --> 01:57:55.000
Only then are you starting to move into the results you offer the

1777
01:57:55.000 --> 01:57:57.000
benefits they can get.

1778
01:57:57.000 --> 01:57:59.000
Working with you. Okay.

1779
01:57:59.000 --> 01:58:04.000
And so this is where you're going to share the benefits.

1780
01:58:04.000 --> 01:58:08.000
You now have the right to talk about you, what you offer,

1781
01:58:08.000 --> 01:58:09.000
what you do.

1782
01:58:10.000 --> 01:58:11.000
Okay.

1783
01:58:11.000 --> 01:58:13.000
And then you're going to share your stories.

1784
01:58:13.000 --> 01:58:14.000
Okay.

1785
01:58:14.000 --> 01:58:17.000
And then you're going to share your stories through them.

1786
01:58:17.000 --> 01:58:18.000
And.

1787
01:58:18.000 --> 01:58:21.000
It's really powerful to use the power of stories.

1788
01:58:21.000 --> 01:58:22.000
Okay.

1789
01:58:22.000 --> 01:58:24.000
When, when you're doing this.

1790
01:58:24.000 --> 01:58:27.000
Okay.

1791
01:58:27.000 --> 01:58:34.000
And for stories to be powerful, you want to describe.

1792
01:58:34.000 --> 01:58:38.000
As much use, like a good movie is many of the senses as,

1793
01:58:38.000 --> 01:58:39.000
as much as you can.

1794
01:58:39.000 --> 01:58:41.000
Okay.

1795
01:58:41.000 --> 01:58:50.000
So I'm going to send you a template with some of these work played.

1796
01:58:50.000 --> 01:58:53.000
Home play for you to be working on, to go deeper with this.

1797
01:58:53.000 --> 01:58:54.000
And then of course,

1798
01:58:54.000 --> 01:58:56.000
we're going to pick up on the 30th with our encore session,

1799
01:58:56.000 --> 01:58:58.000
where you get to ask more questions and go deeper.

1800
01:58:58.000 --> 01:58:59.000
And so.

1801
01:58:59.000 --> 01:59:02.000
Your exercise is to start to make a list.

1802
01:59:02.000 --> 01:59:03.000
Of stories.

1803
01:59:04.000 --> 01:59:05.000
Okay.

1804
01:59:05.000 --> 01:59:07.000
And then you're going to share your stories.

1805
01:59:07.000 --> 01:59:09.000
And you're going to share your stories.

1806
01:59:09.000 --> 01:59:13.000
Whether it's yours or others. And as you're reading my emails,

1807
01:59:13.000 --> 01:59:15.000
as you're listening to me, talk as.

1808
01:59:15.000 --> 01:59:19.000
You know, any, you notice I shared my first sale story.

1809
01:59:19.000 --> 01:59:22.000
You noticed I shared this story of meeting with this couple.

1810
01:59:22.000 --> 01:59:27.000
And there's, there's many, many stories.

1811
01:59:27.000 --> 01:59:30.000
And stories are very fascinating, very heart opening,

1812
01:59:30.000 --> 01:59:31.000
really create.

1813
01:59:32.000 --> 01:59:33.000
You know,

1814
01:59:33.000 --> 01:59:35.000
you don't want them to be your own story,

1815
01:59:35.000 --> 01:59:39.000
but you want them to help people see through the story.

1816
01:59:39.000 --> 01:59:40.000
So the stories can be your own.

1817
01:59:40.000 --> 01:59:41.000
Okay.

1818
01:59:41.000 --> 01:59:47.000
I shared my story.

1819
01:59:47.000 --> 01:59:51.000
No launching coaching business 10 years ago as a coach to coaches.

1820
01:59:51.000 --> 01:59:55.000
It can be your clients and you don't have to use names,

1821
01:59:55.000 --> 01:59:56.000
but you could just, you know,

1822
01:59:56.000 --> 02:00:00.000
You'll notice in emails. I often share client stories.

1823
02:00:00.000 --> 02:00:05.920
of you responded when I shared the story about the health coach that said no. Some of you even got

1824
02:00:05.920 --> 02:00:11.600
takeaway of how to apply that when someone says no to you. So do you see the power of stories?

1825
02:00:11.600 --> 02:00:18.080
This is why the greatest masters in the world all use storytelling as their primary way of teaching

1826
02:00:18.080 --> 02:00:27.600
and touching lives and opening hearts and so on. So your home play or exercise is to just start

1827
02:00:27.600 --> 02:00:32.560
making a list of all the possible stories, things that have happened in your life, things that have

1828
02:00:32.560 --> 02:00:39.040
happened in coaching experiences. And as you get a bunch of them, you can get more organized and

1829
02:00:39.040 --> 02:00:45.280
categorize them into different types of stories. Sometimes it's just a sentence, like I shared the

1830
02:00:45.280 --> 02:00:51.120
story of my dad that he told me, hey, Brenda, you know, nothing happens in business until you get

1831
02:00:51.120 --> 02:00:56.320
to sale. That became the whole basis of, you know, the marketing that I did and the emails, right?

1832
02:00:56.320 --> 02:01:00.960
It's a form of a story, right? So it could be really simple like that or it can be more

1833
02:01:00.960 --> 02:01:09.440
descriptive like the realtors or like how I got started. And it allows women to learn, to connect,

1834
02:01:09.440 --> 02:01:20.480
to open their hearts. So use the power of stories. So this step three, this step three

1835
02:01:20.480 --> 02:01:28.960
is bridging. Okay. So I have a picture of a bridge. So you can imagine on one side of the bridge

1836
02:01:28.960 --> 02:01:37.200
here closest to us is their needs, their goals, desires. Remember, we opened with the fact that

1837
02:01:37.200 --> 02:01:42.000
selling is not about us. It's about them, right? Their needs, their pains, their desires, their

1838
02:01:42.000 --> 02:01:52.000
vision. So we're bridging from that to what you offer, the solution, the problem you solve, your

1839
02:01:52.000 --> 02:02:00.720
products, your services, what you offer. This is the magic moment where we move from what they've

1840
02:02:00.720 --> 02:02:05.280
been sharing to what you have to offer. And remember, it's all about sequence. It's about

1841
02:02:05.280 --> 02:02:09.600
doing the right thing in the right order, right? The sales mountain. So you've already gotten the

1842
02:02:09.600 --> 02:02:14.560
lead. You've already gotten the appointment. You've already built trust and rapport. You've

1843
02:02:14.560 --> 02:02:20.880
already asked enough questions to identify the needs. You're now ready and only now ready to

1844
02:02:20.880 --> 02:02:26.160
talk about your products and services. So that's why I said a lot of times when you meet people

1845
02:02:26.160 --> 02:02:31.600
right up at the front and they go, oh, tell me what you do. And you make the mistake. You let

1846
02:02:31.600 --> 02:02:37.520
them take the leadership. You start talking about what you do. You didn't build rapport. You didn't

1847
02:02:37.520 --> 02:02:42.800
know their needs. You're throwing spaghetti on the wall, hoping it sticks. And so you got out

1848
02:02:42.800 --> 02:02:47.840
of sequence. You pulled out the diamond ring, asked them to marry, but you never got to know,

1849
02:02:48.560 --> 02:02:54.160
right? You never got to build a relationship. So this is very important. We're on step three.

1850
02:02:54.160 --> 02:02:59.600
We've already created trust and rapport. We've already asked questions and identified the need.

1851
02:03:00.240 --> 02:03:07.520
Now we're bridging. And here's my favorite sentence for bridging. You can share this.

1852
02:03:07.520 --> 02:03:14.000
You can borrow it. You can write it down. Here's what I recommend. It is the easiest bridge.

1853
02:03:15.200 --> 02:03:20.400
So I say, like I did with the realtors, you heard me, you heard me bridge, right? I say,

1854
02:03:20.400 --> 02:03:26.720
you know, based on what you shared about whatever, about your health, about, about,

1855
02:03:26.720 --> 02:03:32.080
you know, your relationship struggles, about what you're going through right now, what you shared

1856
02:03:32.080 --> 02:03:36.480
about your business, where you're feeling stuck, based on what you shared with me, and I'm

1857
02:03:36.480 --> 02:03:44.560
repeating back what they shared, here's what I recommend. So, I have two favorite sentences. One

1858
02:03:44.560 --> 02:03:48.640
is, here's what I recommend. I'm going to share the other question, the other statement in a minute,

1859
02:03:48.640 --> 02:03:55.520
but I'll give it to you here. Here's your next step. So, here's what I recommend, and here's

1860
02:03:55.520 --> 02:04:00.240
your next step. So, you can see right here, this man, he's built rapport. They're smiling. They're

1861
02:04:00.240 --> 02:04:05.680
listening. He's pointing. You can easily hear him say, here's what I recommend. This is why you need

1862
02:04:05.680 --> 02:04:10.400
this. This is how it solves your problem. This is the results you're going to get. This is the benefit.

1863
02:04:10.960 --> 02:04:21.280
Here's what I recommend. And then, step four is when you see how they feel about things.

1864
02:04:21.840 --> 02:04:28.400
So, this horse is giving some feedback about something that just happened, right? So, you're

1865
02:04:28.400 --> 02:04:33.360
going to get some feedback. It might be them laughing. It might be a lot of objections. It

1866
02:04:33.360 --> 02:04:41.520
might be fear. It might be excitement. Let's do it. I'm ready, but you've got to know what that

1867
02:04:41.520 --> 02:04:47.200
feedback is. You've got to give room, right, for their questions, for their comments, and a lot of

1868
02:04:48.000 --> 02:04:53.840
times, if now I had been talking for a minute, I'd been sharing about the benefits, I've been

1869
02:04:53.840 --> 02:04:59.840
sharing about the results, I've been really creating a place of possibility as to what they're

1870
02:05:00.000 --> 02:05:04.880
experience can be like, which is another very powerful sales

1871
02:05:04.880 --> 02:05:09.600
technique, and that is that you future pace with them.

1872
02:05:09.600 --> 02:05:12.140
You help them to imagine what their life would

1873
02:05:12.140 --> 02:05:14.680
be like using their service.

1874
02:05:14.680 --> 02:05:19.700
So I might say to you, what would it be like for you?

1875
02:05:19.700 --> 02:05:23.000
Imagine that you're so super clear on your niche

1876
02:05:23.000 --> 02:05:25.180
so that when you talk, they're listening,

1877
02:05:25.180 --> 02:05:26.560
they're raising their hand, they're

1878
02:05:26.560 --> 02:05:28.000
excited to work with you.

1879
02:05:28.000 --> 02:05:30.480
You're so clear on the problem you solve,

1880
02:05:30.480 --> 02:05:32.880
and your offers are so irresistible,

1881
02:05:32.880 --> 02:05:36.400
and they're priced in such a way that it's

1882
02:05:36.400 --> 02:05:39.520
so easy for them to say yes.

1883
02:05:39.520 --> 02:05:45.240
And so it's a type of, I'm sharing some of what I do,

1884
02:05:45.240 --> 02:05:46.920
and I'm future pacing.

1885
02:05:46.920 --> 02:05:48.080
I'm letting them picture.

1886
02:05:48.080 --> 02:05:49.920
Try it on.

1887
02:05:49.920 --> 02:05:51.680
Take the vacuum home.

1888
02:05:51.680 --> 02:05:52.800
Experience it.

1889
02:05:52.800 --> 02:05:57.200
And then I'll back up again, because again, sales

1890
02:05:57.200 --> 02:05:59.000
is more about serving and listening.

1891
02:05:59.000 --> 02:06:01.280
And I'll say, now, I've shared a lot with you

1892
02:06:01.280 --> 02:06:03.720
in the last couple of minutes.

1893
02:06:03.720 --> 02:06:04.840
Talk to me a little bit.

1894
02:06:04.840 --> 02:06:08.640
What are your questions, comments, ahas?

1895
02:06:08.640 --> 02:06:11.520
And I just get silent, and I let them talk.

1896
02:06:11.520 --> 02:06:13.080
You're going to learn so much.

1897
02:06:13.080 --> 02:06:16.600
If you can shut up right there, zip your lips,

1898
02:06:16.600 --> 02:06:18.240
you're going to learn so much.

1899
02:06:18.240 --> 02:06:19.840
So I shared all the benefits.

1900
02:06:19.840 --> 02:06:21.480
I gave it my best.

1901
02:06:21.480 --> 02:06:25.480
And then I said, so what questions does that bring up?

1902
02:06:25.480 --> 02:06:26.120
What questions?

1903
02:06:26.120 --> 02:06:26.720
What comments?

1904
02:06:27.040 --> 02:06:29.120
What's ahas there?

1905
02:06:29.120 --> 02:06:31.560
And they'll tell you everything.

1906
02:06:31.560 --> 02:06:34.560
They'll go, you know, I can't believe you're offering.

1907
02:06:34.560 --> 02:06:36.680
These are some of the comments I get.

1908
02:06:36.680 --> 02:06:39.320
One will be like, where have you been all my life?

1909
02:06:39.320 --> 02:06:40.760
Why has no one taught me this?

1910
02:06:40.760 --> 02:06:43.040
I've been struggling with this for three years, five years.

1911
02:06:43.040 --> 02:06:43.880
That's one comment.

1912
02:06:43.880 --> 02:06:44.720
OK, they're all in.

1913
02:06:44.720 --> 02:06:47.320
They see it, the value, they're all in.

1914
02:06:47.320 --> 02:06:49.800
The other questions can come in the form of objections,

1915
02:06:49.800 --> 02:06:51.520
which I'm going to talk about.

1916
02:06:51.520 --> 02:06:55.200
And so it might be, I love what you're offering,

1917
02:06:55.200 --> 02:06:56.440
but I can't afford it.

1918
02:06:56.440 --> 02:06:58.760
And that one really cracks me up because I haven't even

1919
02:06:58.760 --> 02:06:59.880
told them how much it is.

1920
02:06:59.880 --> 02:07:02.200
And they're already telling me they can't afford it.

1921
02:07:02.200 --> 02:07:03.720
That one really cracks me up.

1922
02:07:03.720 --> 02:07:06.400
In fact, I have fun with it sometimes because I go,

1923
02:07:06.400 --> 02:07:08.520
well, I'm just curious because we haven't even

1924
02:07:08.520 --> 02:07:10.920
talked about that, the investment yet.

1925
02:07:10.920 --> 02:07:13.360
And I said, how much do you think

1926
02:07:13.360 --> 02:07:16.000
that this is the investment is?

1927
02:07:16.000 --> 02:07:20.080
And they'll say very often, $8,000, $9,000, $10,000.

1928
02:07:20.080 --> 02:07:22.680
And I'll go, well, you know, that's what it's worth.

1929
02:07:22.680 --> 02:07:24.760
That's the return on the investment, absolutely.

1930
02:07:24.760 --> 02:07:27.360
But the good news is it's only $1,500.

1931
02:07:27.360 --> 02:07:29.720
So we just dealt with it all right there

1932
02:07:29.720 --> 02:07:31.960
by me just listening.

1933
02:07:31.960 --> 02:07:34.640
So sometimes you've got to get in their head

1934
02:07:34.640 --> 02:07:36.640
to be able to answer their objection.

1935
02:07:36.640 --> 02:07:41.160
So I say, how much of you saying you can't afford it

1936
02:07:41.160 --> 02:07:43.280
is our childhood programming?

1937
02:07:43.280 --> 02:07:44.600
We've been taught.

1938
02:07:44.600 --> 02:07:47.280
We just always lack, lack, lack.

1939
02:07:47.280 --> 02:07:48.440
We wake up in the morning.

1940
02:07:48.440 --> 02:07:49.560
We've been trained in lack.

1941
02:07:49.560 --> 02:07:52.200
We wake up in the morning and I didn't get enough sleep.

1942
02:07:52.200 --> 02:07:53.080
Lack.

1943
02:07:53.080 --> 02:07:54.840
I don't have enough time for today.

1944
02:07:54.840 --> 02:07:55.600
Lack.

1945
02:07:55.600 --> 02:07:57.520
I don't know how I'm going to pay these bills.

1946
02:07:57.520 --> 02:07:58.080
Lack.

1947
02:07:58.080 --> 02:07:59.960
We're the lack duck.

1948
02:07:59.960 --> 02:08:04.920
And so it's really, really important

1949
02:08:04.920 --> 02:08:07.400
that you give them time to talk right here

1950
02:08:07.400 --> 02:08:09.600
and see what comes out.

1951
02:08:09.600 --> 02:08:12.800
And it's going to let you know how to proceed,

1952
02:08:12.800 --> 02:08:15.400
because it may be that they need more information.

1953
02:08:15.400 --> 02:08:17.960
It may be questions or objections, which

1954
02:08:17.960 --> 02:08:19.280
are questions in work clothes.

1955
02:08:19.280 --> 02:08:20.320
Write that down.

1956
02:08:20.360 --> 02:08:24.240
Objections are questions in work clothes.

1957
02:08:24.240 --> 02:08:30.160
Objections are questions in work clothes.

1958
02:08:30.160 --> 02:08:35.400
An objection means I need more information.

1959
02:08:35.400 --> 02:08:39.440
So if they have given you an objection,

1960
02:08:39.440 --> 02:08:42.120
it's really a question in a work clothe, which

1961
02:08:42.120 --> 02:08:46.480
means we need to go back again and go back over some benefits,

1962
02:08:46.480 --> 02:08:48.640
go back over again.

1963
02:08:48.640 --> 02:08:54.720
Their desires, their pain, where they are.

1964
02:08:54.720 --> 02:08:59.640
And so we'll talk about that in objections.

1965
02:08:59.640 --> 02:09:01.120
But this is the time.

1966
02:09:01.120 --> 02:09:05.760
This is the place to do that, where you get the feedback

1967
02:09:05.760 --> 02:09:07.480
and you find out.

1968
02:09:07.480 --> 02:09:13.600
So let's take a minute a little bit about the objections.

1969
02:09:13.600 --> 02:09:16.600
So I want you to put in the chat,

1970
02:09:16.600 --> 02:09:18.400
how do you feel when you get what

1971
02:09:18.400 --> 02:09:20.840
is perceived as an objection?

1972
02:09:20.840 --> 02:09:22.320
I've already given you a reframe,

1973
02:09:22.320 --> 02:09:23.840
so I kind of helped you out already.

1974
02:09:23.840 --> 02:09:26.680
But how do you feel when you get an objection?

1975
02:09:31.240 --> 02:09:32.400
Way to take action.

1976
02:09:32.400 --> 02:09:34.400
Let's say I'm looking at the chat.

1977
02:09:34.400 --> 02:09:35.920
She's on her way to Europe right now,

1978
02:09:35.920 --> 02:09:38.680
and so she's bringing her computer.

1979
02:09:38.680 --> 02:09:41.240
She just packed a notebook to write down all the stories.

1980
02:09:41.240 --> 02:09:43.200
Wonderful, because you write great emails,

1981
02:09:43.200 --> 02:09:45.600
so that's going to be perfect for what you do.

1982
02:09:45.600 --> 02:09:48.800
OK, so how do you feel about objections?

1983
02:09:48.800 --> 02:09:51.560
What happens for you when you get, do you get objections?

1984
02:09:51.560 --> 02:09:54.800
What are they, and does it just take you off track,

1985
02:09:54.800 --> 02:09:57.280
or do you handle them well?

1986
02:09:57.280 --> 02:10:01.480
Tell me your experience with objections.

1987
02:10:00.000 --> 02:10:11.120
what happens for you? Objections are just fears. Okay, so Victoria, okay, really great. Thank you

1988
02:10:11.120 --> 02:10:18.320
for the feedback. Victoria says it's like a deflating balloon. Okay, so Victoria, thank you

1989
02:10:18.320 --> 02:10:24.960
for sharing that and being transparent. Again, your questions help everybody. You are giving value.

1990
02:10:24.960 --> 02:10:30.880
You're adding. So, thank you for being so real and so transparent. So, what that tells me,

1991
02:10:31.440 --> 02:10:36.480
okay, I want to give you something very important. This is a life coaching. This is

1992
02:10:36.480 --> 02:10:43.440
more a mindset type thing, okay? Nothing has meaning until we give it meaning.

1993
02:10:45.200 --> 02:10:52.160
In other words, we attach meaning to everything. We attach meaning to how somebody looks at us. We

1994
02:10:52.160 --> 02:10:58.160
attach meaning to what they say. We attach meaning to an objection. We attach meaning to

1995
02:10:58.800 --> 02:11:05.680
they didn't show up on the call. We attach meaning. I mean, we attach meaning to everything, okay? So,

1996
02:11:05.680 --> 02:11:11.200
always the question when you're feeling stuck is, you know, what am I making that mean? Because

1997
02:11:11.200 --> 02:11:18.160
objections, if it's like a deflating balloon, okay, that's a great image. Okay, what am I making it

1998
02:11:18.240 --> 02:11:23.760
mean? Am I making it mean that I'm being rejected personally? Am I taking it personally,

1999
02:11:25.440 --> 02:11:32.480
which a great book is The Four Agreements, okay? If you have not read The Four Agreements, one of

2000
02:11:32.480 --> 02:11:38.480
the most important books you could ever read. I have a 12-week study on the Prosper Membership

2001
02:11:38.480 --> 02:11:44.080
site to go even deeper because I think it's one of the most important books out there,

2002
02:11:44.080 --> 02:11:49.600
but that would be the first thing is, am I taking the objection personally? So, look at the

2003
02:11:49.600 --> 02:11:58.720
difference. They rejected me. I feel rejected. I feel like a deflated balloon. Look at the difference, or

2004
02:11:59.520 --> 02:12:04.640
wow, I didn't answer all their questions. They have more questions. I need to do a better job

2005
02:12:04.640 --> 02:12:12.160
answering the questions. Do you feel that changing the meaning changes everything around objections?

2006
02:12:13.120 --> 02:12:17.840
So again, if we go back to the first rule of selling that I shared with you, and that is

2007
02:12:17.840 --> 02:12:25.040
selling is not about you. This is not about you. This is about them. This is about your client.

2008
02:12:25.040 --> 02:12:33.520
The objection is not about you. It's about them. It's their fear. It's their limiting mindset.

2009
02:12:33.520 --> 02:12:40.720
It's their needing more information. Do you get it? It's their programming. Do you get it?

2010
02:12:41.360 --> 02:12:48.160
This will set you free when you stop taking this personal. So, your job is to do a great job

2011
02:12:48.160 --> 02:12:55.440
answering the questions. So, it's like a deflating balloon. Well, maybe now it'll be like a question

2012
02:12:55.440 --> 02:13:03.920
and we're close, Victoria. Okay, objections are just fears. Absolutely. Okay, Lauren, I get them

2013
02:13:03.920 --> 02:13:09.280
because I've trained myself to be excited about this as a coaching opportunity.

2014
02:13:11.920 --> 02:13:15.920
Tell me more about that, Lauren. This is fascinating. I really want to hear what you

2015
02:13:15.920 --> 02:13:21.200
have to say. I'm not sure I'm understanding that, and that looks fascinating. Okay, go ahead.

2016
02:13:21.840 --> 02:13:25.920
Yeah, no, go ahead. You can talk. Go ahead. No, I was just going to say that I used to get

2017
02:13:25.920 --> 02:13:30.240
really deflated and scared about objections, but I've been doing it long enough now where I realize

2018
02:13:30.240 --> 02:13:36.880
I have the opportunity to really support them to see what the limit is in their thinking.

2019
02:13:36.880 --> 02:13:43.440
Beautiful. Okay, so now you're, oh, I see. Okay, I get it now. Okay, you've trained yourself.

2020
02:13:43.440 --> 02:13:49.200
You've renewed your mind. You've expanded your mindset. So, now it's exciting. You're like, wow,

2021
02:13:49.200 --> 02:13:58.480
this is a coaching opportunity, right? So, the objection then becomes you seeing the root cause

2022
02:13:58.480 --> 02:14:05.360
of that, right? So, you're getting to what is the limiting belief behind this objection, and so this

2023
02:14:05.360 --> 02:14:12.160
is probably more about your money story, or this is probably more about your self-worth story, or

2024
02:14:12.160 --> 02:14:20.400
this is probably more about your belief about lack and how the world operates. So, all of those

2025
02:14:20.400 --> 02:14:28.000
things, and so how exciting that you get an objection that, wow, this is a coaching opportunity.

2026
02:14:28.480 --> 02:14:38.800
So, now I would do some coaching by maybe giving a very quick tool tip strategy, but do not

2027
02:14:38.800 --> 02:14:46.560
make, this is important, you brought up something really important, do not make the sales

2028
02:14:46.560 --> 02:14:54.160
conversation a coaching session. Now, I know that differs from some beliefs. Some people believe

2029
02:14:54.160 --> 02:14:59.840
to add value, to actually let them experience you.

2030
02:15:00.000 --> 02:15:18.000
There is truth in that, but you want to keep that very small and simple because if you don't, like I've had several clients I had to totally help with this, they would see a coaching opportunity like what you just said, they put on their coaching hat

2031
02:15:18.000 --> 02:15:33.000
they would help them solve the problem, the person would be totally appreciative. They never got back to asking for the order. And so all they did was free coaching, and they have to do a whole dance to set another appointment to.

2032
02:15:33.000 --> 02:15:49.000
So don't fall into that trap either. Okay, so, um, I do a little of that so like I'm, you know, I'm on the call, and I may you know they think they know their niche, and my questions may help them realize they don't know their niche.

2033
02:15:49.000 --> 02:16:04.000
And I might give them some examples and I might tell them some ways to find, but I say you know this is just the tip of the iceberg I give you all of that in the breakthrough intensive we will will you'll have templates to do that will work all of this

2034
02:16:04.000 --> 02:16:18.000
forward. So I give enough for them to feel confident that I'm going to add value I know what I'm talking about but I don't spend that time coaching. I didn't, I didn't that real it or couple I didn't do health coaching.

2035
02:16:18.000 --> 02:16:31.000
You know I'm educated in health, I'm very knowledgeable, you know, 30 years and how I could have gone in and let's look at your diet, let me help you what are you doing with supplements How about movement, what do you, how about you know, I could have gone

2036
02:16:31.000 --> 02:16:46.000
into health coaching, I would have given free health coaching and not had an order. Okay, I could have gone into business coaching I could have gone into mindset coaching their relationship with money, and really help them get a money breakthrough and still

2037
02:16:47.000 --> 02:16:54.000
Remember coaching is not about the this conversation sales conversation is not about me it's about them.

2038
02:16:54.000 --> 02:17:08.000
And we're going through this five step process that always works, which means that my job in this session after the appointments book is to create trust and rapport, because people are only going to work with you if they know I can trust you so I got to

2039
02:17:08.000 --> 02:17:17.000
make sure I got the trust and rapport covered. Number two, I have to have asked enough questions that I've identified their pains their needs their desires, who they are.

2040
02:17:17.000 --> 02:17:33.000
Number three, I have to have bridge. Now, when I really know that I'm sharing through the lens of what they desire this real it or I didn't just share hey you really need products, let me tell you about my products, you know this this immune

2041
02:17:33.000 --> 02:17:42.000
support formula was developed for our daughter you know it's we've met over 300 you know doctor scientists and researchers, you know, I didn't go into all of that.

2042
02:17:42.000 --> 02:17:50.000
Right, that would have defeated the point. It was all the conversation was around them Wow, looking at what you've gone through.

2043
02:17:51.000 --> 02:18:02.000
right now, supporting your body nutritionally having clear thinking focus attention, going to be really important for this next season in your life health is really a high priority based on what you've been through.

2044
02:18:02.000 --> 02:18:18.000
You can't afford you know having had aneurysms and strokes you can't afford to mess around. And with the finances what's going on for you right now you need something this could be the answer you've been looking for to get your finance so you see you've got

2045
02:18:18.000 --> 02:18:27.000
you see their, their vision their preferred future you take them is all focused on their preferred future.

2046
02:18:28.000 --> 02:18:48.000
I'm only bridging from what they've shared what I offer to get them do you feel the shift how this changes the whole sales conversation. Do you see how this is not sleazy, not manipulative heart centered, adding value, truly one human to another Do

2047
02:18:48.000 --> 02:18:53.000
you see how this is such a different approach.

2048
02:18:54.000 --> 02:19:05.000
Now I'm helping them work through the fear. Okay, I feel rejected again Claudia what meaning are you attached to it, change the meaning, change your life. Okay.

2049
02:19:06.000 --> 02:19:21.000
They used to excite me now I just move on, I want to re engage. Okay. Yeah, so that's something we could really look on because you're leaving just piles of money by just moving on because of an objection, right.

2050
02:19:22.000 --> 02:19:35.000
I moved on I shared I mean I opened with the story I would have left a 25 to $25,000 check on the table the opening story that I shared. If I had, you know, taken the know and the objection and the objection was we already hired someone else.

2051
02:19:35.000 --> 02:19:42.000
I get that objection all day long, by the way, I get all day long in the lead generation system.

2052
02:19:43.000 --> 02:19:58.000
I'm saying I already have a coach Craig congratulations that's so important. Again, back to the questions. Are they helping you with this with that with this. Okay. And no, well then let's do a free breakthrough call that's the appointment that becomes

2053
02:19:58.000 --> 02:20:00.000
the sales conversation. Okay.

2054
02:20:00.000 --> 02:20:02.000
So, you see how that helps?

2055
02:20:02.000 --> 02:20:03.000
Okay.

2056
02:20:03.000 --> 02:20:04.000
So good.

2057
02:20:04.000 --> 02:20:05.000
Thank you.

2058
02:20:05.000 --> 02:20:06.080
Let me just catch some more comments.

2059
02:20:06.080 --> 02:20:11.480
So yes, avoid making the rejection mean anything about you.

2060
02:20:11.480 --> 02:20:17.840
The funny thing is all rejection, all the stuff is not about you.

2061
02:20:17.840 --> 02:20:18.920
You're not that important.

2062
02:20:18.920 --> 02:20:19.920
You're not that big.

2063
02:20:19.920 --> 02:20:20.920
It's so funny.

2064
02:20:20.920 --> 02:20:21.920
Life is so funny.

2065
02:20:21.920 --> 02:20:24.300
You know, we go, wow, did you see that?

2066
02:20:24.300 --> 02:20:26.480
She really looked at me funny.

2067
02:20:26.480 --> 02:20:29.320
I bet you she's really jealous because of my boyfriend.

2068
02:20:30.160 --> 02:20:32.440
I bet she thinks I'm really rich because I'm like her.

2069
02:20:32.440 --> 02:20:35.040
I mean, we got this whole story and guess what?

2070
02:20:35.040 --> 02:20:36.480
They're not even thinking about you.

2071
02:20:36.480 --> 02:20:40.280
They're trying to figure out, oh, did I turn off the sprinkler this morning or is my lawn

2072
02:20:40.280 --> 02:20:41.280
flooding?

2073
02:20:41.280 --> 02:20:45.400
Like, they're not even, like, we make it like it's about us.

2074
02:20:45.400 --> 02:20:47.320
It's not about you.

2075
02:20:47.320 --> 02:20:48.600
Get set free.

2076
02:20:48.600 --> 02:20:49.600
Change the meaning.

2077
02:20:49.600 --> 02:20:51.440
It's not about you.

2078
02:20:51.440 --> 02:20:55.600
That's why I say read the four agreements because the first agreement, four agreements,

2079
02:20:55.600 --> 02:20:57.880
you'll never have a relationship problem ever again.

2080
02:20:57.880 --> 02:21:00.560
The first agreement is don't take it personal.

2081
02:21:00.560 --> 02:21:02.160
None of this is about you.

2082
02:21:02.160 --> 02:21:07.920
That rejection that you're calling a rejection, that objection is simply, you know what?

2083
02:21:07.920 --> 02:21:08.920
I'm scared.

2084
02:21:08.920 --> 02:21:11.240
I need more information.

2085
02:21:11.240 --> 02:21:12.820
Where can I come up with the money?

2086
02:21:12.820 --> 02:21:13.820
Will this work?

2087
02:21:13.820 --> 02:21:15.440
The past stuff didn't work.

2088
02:21:15.440 --> 02:21:17.320
You know, they're going into their past.

2089
02:21:17.320 --> 02:21:18.600
They're going into their fears.

2090
02:21:18.600 --> 02:21:20.440
They're going into their story.

2091
02:21:20.440 --> 02:21:22.280
Has nothing to do with you.

2092
02:21:22.280 --> 02:21:23.920
So don't make it about you.

2093
02:21:23.920 --> 02:21:25.800
Remember the opening slide?

2094
02:21:25.800 --> 02:21:26.900
Selling is not about you.

2095
02:21:26.920 --> 02:21:28.100
It's about your client.

2096
02:21:28.100 --> 02:21:30.300
Remember we started with the Zig Ziglar.

2097
02:21:30.300 --> 02:21:34.660
Help enough people get what they want and you'll get what you want.

2098
02:21:34.660 --> 02:21:35.660
Okay.

2099
02:21:35.660 --> 02:21:46.060
Now, the best thing for objections, first of all, is to preempt them, preempt them.

2100
02:21:46.060 --> 02:21:51.340
That means deal with the objections before they ever have a chance to surface.

2101
02:21:51.340 --> 02:21:53.500
That's in part of your story.

2102
02:21:53.500 --> 02:21:56.940
Because you're sharing your story, your client's testimonies.

2103
02:21:56.940 --> 02:22:01.580
So maybe it's about money.

2104
02:22:01.580 --> 02:22:06.940
And so I share different stories of clients that they didn't know how, or I shared my

2105
02:22:06.940 --> 02:22:08.020
own story.

2106
02:22:08.020 --> 02:22:10.900
You know, I didn't know how I was going to pay for this and this and this and this.

2107
02:22:10.900 --> 02:22:16.820
But what I learned was, so I was preempting this idea, right, of objections.

2108
02:22:16.820 --> 02:22:17.820
Okay.

2109
02:22:17.820 --> 02:22:19.700
You can do that with time.

2110
02:22:20.700 --> 02:22:23.860
Many people think that it's going to take a long time.

2111
02:22:23.860 --> 02:22:25.100
It doesn't have to.

2112
02:22:25.100 --> 02:22:26.620
We can have this up and running.

2113
02:22:26.620 --> 02:22:28.060
We could do this in the first month.

2114
02:22:28.060 --> 02:22:29.580
We could do this in the second month.

2115
02:22:29.580 --> 02:22:30.580
We could do this.

2116
02:22:30.580 --> 02:22:34.340
Again, that would be future pacing around their vision.

2117
02:22:34.340 --> 02:22:37.580
I had someone that said, I got to make money quick.

2118
02:22:37.580 --> 02:22:40.900
If I pay this, I don't have the source of income coming in.

2119
02:22:40.900 --> 02:22:42.660
Great.

2120
02:22:42.660 --> 02:22:43.760
Let's look at possibility.

2121
02:22:43.760 --> 02:22:46.260
Let's look at all the ways, like money.

2122
02:22:46.260 --> 02:22:51.620
One of my favorite things is, let's say it's $10,000, and they go, I just don't have 10,000.

2123
02:22:51.620 --> 02:22:53.580
And I go, I get it.

2124
02:22:53.580 --> 02:22:56.460
Here's something that has helped me, right?

2125
02:22:56.460 --> 02:23:00.660
And I go, just start playing right now so that we can open up our mind because our mind

2126
02:23:00.660 --> 02:23:02.900
gets constipated and contracted.

2127
02:23:02.900 --> 02:23:09.700
And I say, let's list five ways that maybe we could bring in an extra 10,000.

2128
02:23:09.700 --> 02:23:13.780
What are five ways we could bring in an extra 10,000, right?

2129
02:23:13.780 --> 02:23:14.980
You just start listing.

2130
02:23:14.980 --> 02:23:20.460
And then I go, what are 10 ways could bring in an extra 5,000?

2131
02:23:20.460 --> 02:23:24.220
What are 10 ways I could bring in an extra 5,000?

2132
02:23:24.220 --> 02:23:30.780
What are 20 ways I could bring in an extra $2,500?

2133
02:23:30.780 --> 02:23:35.660
And what I'm doing is I'm getting the mind out of the constipated and getting them brainstorming.

2134
02:23:35.660 --> 02:23:38.460
Well, let's look at all the ways that are possible.

2135
02:23:38.460 --> 02:23:41.380
And as you're doing this, they're going to start giving you ideas.

2136
02:23:41.380 --> 02:23:42.380
Wow.

2137
02:23:42.380 --> 02:23:46.900
Well, I started, I got this side hustle where I'm doing this and I could sell this and I've

2138
02:23:46.900 --> 02:23:48.100
been meaning to sell this.

2139
02:23:48.100 --> 02:23:49.380
I've got this.

2140
02:23:49.380 --> 02:23:51.700
Maybe I could let go of this.

2141
02:23:51.700 --> 02:23:55.960
Maybe I could move this money from here to here instead of that.

2142
02:23:55.960 --> 02:24:00.460
Maybe I could, because now you're getting them in a possibility thinking, because again,

2143
02:24:00.460 --> 02:24:03.980
one of my favorite questions is what's possible.

2144
02:24:03.980 --> 02:24:07.540
And I explained to them quantum physics.

2145
02:24:07.540 --> 02:24:12.300
What we know about quantum physics is that there's infinite possibilities.

2146
02:24:12.300 --> 02:24:16.580
We live in a world of infinite possibilities.

2147
02:24:16.580 --> 02:24:20.500
That means there's a million, million, million, million, picture them like lottery balls.

2148
02:24:20.500 --> 02:24:25.340
There's a million, million, million, million, million, million, million possibilities.

2149
02:24:25.340 --> 02:24:32.220
And it's not until we give our attention and intention to one of those that it collapses

2150
02:24:32.340 --> 02:24:38.300
from the wave form into the particle, manifest us as form in our life.

2151
02:24:38.300 --> 02:24:40.900
Consciousness always precedes form.

2152
02:24:40.900 --> 02:24:46.660
Cause always precedes effect.

2153
02:24:46.660 --> 02:24:52.220
And so they've collapsed around a certain one possibility.

2154
02:24:52.220 --> 02:24:55.380
I got to get them back in an expanded state.

2155
02:24:55.380 --> 02:24:59.580
Remember we talked about, we don't collapse to their state, we expand.

2156
02:25:00.000 --> 02:25:03.800
I got to get them back into this expanded state

2157
02:25:03.800 --> 02:25:06.560
that there's infinite possibilities.

2158
02:25:06.560 --> 02:25:08.040
I often get them thinking.

2159
02:25:08.040 --> 02:25:09.800
I'll say, do you believe God is in you?

2160
02:25:09.800 --> 02:25:11.840
Do you believe Christ in you?

2161
02:25:11.840 --> 02:25:15.280
And they'll be like, yeah, spirit in you, yeah.

2162
02:25:15.280 --> 02:25:17.820
Like, are you a container of the spirit?

2163
02:25:17.820 --> 02:25:19.040
Yeah.

2164
02:25:19.040 --> 02:25:21.080
Well, does the spirit have any limit?

2165
02:25:21.080 --> 02:25:24.600
Does God have any limit or is it all sufficient?

2166
02:25:25.600 --> 02:25:26.760
Wow, all sufficient.

2167
02:25:26.760 --> 02:25:28.480
Do you have the mind of Christ?

2168
02:25:28.480 --> 02:25:29.760
Yeah.

2169
02:25:29.760 --> 02:25:32.840
So does that mean you have access to all resources,

2170
02:25:32.840 --> 02:25:34.400
the cattle on a thousand hills,

2171
02:25:34.400 --> 02:25:37.360
all of the precious metals in the hills?

2172
02:25:37.360 --> 02:25:41.000
Like, do you have access to all possibilities,

2173
02:25:41.000 --> 02:25:43.920
all wisdom, all creativity, all?

2174
02:25:43.920 --> 02:25:45.700
You see, you've got to get them back

2175
02:25:45.700 --> 02:25:47.520
to remembering who they are.

2176
02:25:47.520 --> 02:25:50.520
Remember, we talked about changing our view

2177
02:25:50.520 --> 02:25:52.360
of our prospect, right?

2178
02:25:52.360 --> 02:25:55.100
We don't see them as helpless and hopeless and broke

2179
02:25:55.100 --> 02:25:57.600
and don't have money and feel sorry for them

2180
02:25:57.600 --> 02:26:00.080
and down-shrink to catch up and be where they are.

2181
02:26:00.080 --> 02:26:01.600
We expand them.

2182
02:26:01.600 --> 02:26:03.620
And this is what we do with the objections.

2183
02:26:03.620 --> 02:26:06.240
We get them in a mindset of possibility

2184
02:26:06.240 --> 02:26:10.160
and we start coming up with creative solutions, okay?

2185
02:26:10.160 --> 02:26:13.920
So we'll do more of this when we get back together,

2186
02:26:13.920 --> 02:26:15.020
but once you've done this,

2187
02:26:15.020 --> 02:26:17.580
now you're gonna bring it back around

2188
02:26:17.580 --> 02:26:20.320
to your second call to action, okay?

2189
02:26:20.320 --> 02:26:23.200
And so you've already listened, you've done the feedback,

2190
02:26:23.200 --> 02:26:24.500
you've answered the questions,

2191
02:26:24.500 --> 02:26:25.700
you've handled the objections.

2192
02:26:25.700 --> 02:26:28.420
We come back again, you know?

2193
02:26:28.420 --> 02:26:33.420
And I often like doing a soft sell here.

2194
02:26:34.660 --> 02:26:38.060
And so one of my soft sells is I say,

2195
02:26:40.020 --> 02:26:41.300
here's your next step.

2196
02:26:41.300 --> 02:26:42.460
Here's what I recommend.

2197
02:26:42.460 --> 02:26:44.360
Here's your next step.

2198
02:26:44.360 --> 02:26:46.420
Here's your next step, okay?

2199
02:26:46.420 --> 02:26:49.480
So for me, I'm a little bit different.

2200
02:26:49.480 --> 02:26:52.020
A lot of people sell right there on the phone

2201
02:26:52.020 --> 02:26:53.640
and they take the order.

2202
02:26:53.640 --> 02:26:55.200
I do that once in a while,

2203
02:26:55.200 --> 02:26:58.400
but most of my sales come immediately

2204
02:26:58.400 --> 02:27:00.480
after the sales conversation.

2205
02:27:00.480 --> 02:27:04.240
It just takes the pressure off and it makes it very real.

2206
02:27:04.240 --> 02:27:07.440
And so what I do, and I'm gonna share my,

2207
02:27:07.440 --> 02:27:09.920
I'm gonna roll back the curtain, exactly what I do.

2208
02:27:09.920 --> 02:27:11.960
The fortune is in the follow-up.

2209
02:27:11.960 --> 02:27:14.840
I send an immediate email.

2210
02:27:14.840 --> 02:27:18.240
And so now I become very instructional

2211
02:27:18.240 --> 02:27:20.920
as I'm guiding them down their path.

2212
02:27:20.920 --> 02:27:24.280
So my sales conversation is very instructional.

2213
02:27:24.280 --> 02:27:26.900
So I say, okay, here's what I'm gonna do.

2214
02:27:26.900 --> 02:27:29.160
Here's your next step, okay?

2215
02:27:29.160 --> 02:27:32.360
Immediately after this, I'm going to send you an email.

2216
02:27:32.360 --> 02:27:34.280
I'm gonna show you that email right now.

2217
02:27:34.280 --> 02:27:37.160
Immediately after this, I'm gonna send an email.

2218
02:27:37.160 --> 02:27:41.160
And in that email will be the recording of our conversation,

2219
02:27:41.160 --> 02:27:44.260
will be a summary of what we talked about.

2220
02:27:44.260 --> 02:27:48.800
There'll be the link to go ahead and join the program

2221
02:27:48.800 --> 02:27:51.200
or purchase whatever it was that I was offering.

2222
02:27:52.120 --> 02:27:54.120
And I put expectation.

2223
02:27:55.760 --> 02:27:59.280
I come from a place that they're going to say yes.

2224
02:27:59.280 --> 02:28:01.120
I'm already, that's my mindset.

2225
02:28:01.120 --> 02:28:05.120
So I'm coming from a place of positive assumption.

2226
02:28:05.120 --> 02:28:08.040
I'm expecting them to say yes, okay?

2227
02:28:08.040 --> 02:28:11.660
And so I say, now the link will be there.

2228
02:28:11.660 --> 02:28:14.800
And as soon as you click on the link,

2229
02:28:14.800 --> 02:28:17.680
then I'm gonna start sending you some templates

2230
02:28:17.720 --> 02:28:19.600
to get you prepared.

2231
02:28:19.600 --> 02:28:21.960
And we'll schedule a time for,

2232
02:28:21.960 --> 02:28:24.100
let's say I'm talking about the Breakthrough Intensive.

2233
02:28:24.100 --> 02:28:27.000
We'll schedule a time for your Breakthrough Intensive.

2234
02:28:27.000 --> 02:28:29.200
We're gonna spend three, four, five hours together,

2235
02:28:29.200 --> 02:28:31.840
whatever we need to accomplish those things

2236
02:28:31.840 --> 02:28:32.920
that I've mentioned.

2237
02:28:32.920 --> 02:28:36.020
So as soon as you click on that, we'll get you scheduled

2238
02:28:36.020 --> 02:28:37.680
and I'll start sending the templates

2239
02:28:37.680 --> 02:28:39.920
so you have time to really process it

2240
02:28:39.920 --> 02:28:43.560
and really come when we come together,

2241
02:28:43.560 --> 02:28:46.920
I will be pulling out of you all the words,

2242
02:28:46.920 --> 02:28:48.480
all the marketing, all the messaging.

2243
02:28:48.480 --> 02:28:49.640
I'm gonna be pulling it out of you.

2244
02:28:49.640 --> 02:28:51.360
We're gonna be working on a whiteboard.

2245
02:28:51.360 --> 02:28:55.200
So now, do you see how I'm coming from an Assumptive Close?

2246
02:28:55.200 --> 02:28:58.240
Do you see how I'm taking them on the customer journey

2247
02:28:58.240 --> 02:28:59.400
on future pacing?

2248
02:28:59.400 --> 02:29:01.720
I'm describing, you're gonna get this

2249
02:29:01.720 --> 02:29:03.320
and then we're gonna do this

2250
02:29:03.320 --> 02:29:05.080
and then you're gonna have that.

2251
02:29:05.080 --> 02:29:08.780
I'm not saying, do you wanna have the order?

2252
02:29:10.400 --> 02:29:12.840
So that's one thing is come from an Assumptive Close

2253
02:29:12.840 --> 02:29:14.960
with the call to action.

2254
02:29:14.960 --> 02:29:19.960
And second of all is I always give two choices, two choices.

2255
02:29:21.400 --> 02:29:25.160
So I don't create a yes or no situation.

2256
02:29:25.160 --> 02:29:27.800
I don't create, so would you like to start coaching?

2257
02:29:29.320 --> 02:29:33.360
Would you like to start coaching is a yes, no question.

2258
02:29:33.360 --> 02:29:35.600
They can just say, no, I'm not ready.

2259
02:29:35.600 --> 02:29:38.880
I say, which is better for you?

2260
02:29:38.880 --> 02:29:42.480
So for example, when I'm helping you develop your packages,

2261
02:29:42.480 --> 02:29:45.760
for example, maybe you've got this premium package

2262
02:29:45.760 --> 02:29:49.320
and it's very, it includes one-on-one, it's personalized,

2263
02:29:49.320 --> 02:29:52.320
it's individualized, very custom

2264
02:29:52.320 --> 02:29:54.140
and that's your most expensive package.

2265
02:29:54.140 --> 02:29:56.400
And then maybe you have a group,

2266
02:29:56.400 --> 02:29:59.160
which includes more like the group dynamics,

2267
02:29:59.160 --> 02:30:00.000
the relationship.

2268
02:30:00.000 --> 02:30:05.760
It's the mastermind, you know, and because it's a group, you can charge a lot less, right?

2269
02:30:05.760 --> 02:30:07.640
The investment's a lot lower.

2270
02:30:07.640 --> 02:30:11.880
So now we can go into alternate clothes, right?

2271
02:30:11.880 --> 02:30:14.120
Which is better for you?

2272
02:30:14.120 --> 02:30:22.080
You know, the the leadership level or the, you know, the group level, the one on one coaching or the group.

2273
02:30:22.080 --> 02:30:24.080
That's an example of alternate clothes.

2274
02:30:24.080 --> 02:30:28.160
So I don't ever close if you're going to use the word clothes.

2275
02:30:28.160 --> 02:30:31.720
I don't I don't ever make an offer that's only one offer.

2276
02:30:31.720 --> 02:30:33.680
I have at least two.

2277
02:30:33.680 --> 02:30:43.720
OK, another soft sell little bonus here is we're wrapping up another soft sell is is to let them know again.

2278
02:30:43.720 --> 02:30:54.680
Assumptive is, you know, I usually do these on Mondays or Saturdays and I've got one Saturday left and I've got two Mondays.

2279
02:30:54.680 --> 02:31:04.720
So, you know, if you want to go ahead and have me pencil you in that, we get the date first and then you can get my email and go through everything.

2280
02:31:04.720 --> 02:31:09.760
We can do that right now. Now, again, this is just another moving the needle forward.

2281
02:31:09.760 --> 02:31:12.800
They're committing in a soft way, right?

2282
02:31:12.800 --> 02:31:18.560
It's not a hard close, but they're getting out their calendar and they're going, yeah, I think I'd like the twenty six.

2283
02:31:18.560 --> 02:31:21.400
OK, I'll pencil you in. And again, here's what I'm going to do.

2284
02:31:21.400 --> 02:31:24.240
You're going to get this email. You're going to click on the link.

2285
02:31:24.240 --> 02:31:27.280
Dot, dot, dot, dot. OK. All right.

2286
02:31:27.280 --> 02:31:30.480
You guys want to see behind the screen.

2287
02:31:30.480 --> 02:31:35.560
You want to see what what the email looks like.

2288
02:31:35.560 --> 02:31:38.280
Here's what it looks like. OK, let me close this down.

2289
02:31:38.280 --> 02:31:42.480
This is this is an example one I just did.

2290
02:31:42.480 --> 02:31:49.200
OK, so I usually open the email kind of recapping what we talked about.

2291
02:31:49.200 --> 02:31:51.320
So it was so great connecting.

2292
02:31:51.320 --> 02:31:55.160
And I'm commenting something, you know, their kids are about to go to school.

2293
02:31:55.160 --> 02:32:00.200
You're about to create a, you know, impactful, possible coaching business.

2294
02:32:00.200 --> 02:32:06.680
And then I give them the summary of, you know, usually I put the rerun, but I had to run there.

2295
02:32:06.680 --> 02:32:08.720
I didn't I didn't put the recording.

2296
02:32:08.720 --> 02:32:15.120
Usually I'll put the recording right there. And then again, I'm I'm recapping what I talked about.

2297
02:32:15.120 --> 02:32:18.400
So I believe for you to launch and be profitable.

2298
02:32:18.400 --> 02:32:24.160
It's crucial that you gain clarity on your niche, your big promise value statement,

2299
02:32:24.160 --> 02:32:28.600
your marketing, your messaging, your customer journey, your lead generation.

2300
02:32:28.600 --> 02:32:30.360
So you can here's the results.

2301
02:32:30.360 --> 02:32:36.520
So you can get consistent leads and focus on sharing the gifts in you.

2302
02:32:36.520 --> 02:32:38.960
And now again, here's imagination.

2303
02:32:38.960 --> 02:32:45.400
Here's future pacing. Imagine the joy of having consistent clients coming to you.

2304
02:32:45.400 --> 02:32:50.120
Now I go through what we're going to do during that day, what I recommend.

2305
02:32:50.120 --> 02:32:58.840
And I say, hey, to do this, I recommend we do, you know, one jumpstart, you know, business breakthrough intensive.

2306
02:32:58.840 --> 02:33:02.520
60 days is going to be a totally different business.

2307
02:33:02.520 --> 02:33:05.080
And then this is the final thing.

2308
02:33:05.080 --> 02:33:07.200
This is where you want to be gathering stories.

2309
02:33:07.200 --> 02:33:13.560
You want to take reviews from all of your current clients, get a review, your free clients, your existing clients.

2310
02:33:13.560 --> 02:33:17.640
I put reviews, the results.

2311
02:33:17.640 --> 02:33:19.240
That's what I close with.

2312
02:33:19.240 --> 02:33:21.640
This is very, very important.

2313
02:33:21.640 --> 02:33:29.200
Right. So, you know, you know, Shanti, I received so much more than I expected.

2314
02:33:29.200 --> 02:33:34.800
I had hoped to have clarity in my niche and have clear and easy to understand messaging.

2315
02:33:34.800 --> 02:33:40.560
Da da da. But now I have more clear ideas on my ultimate vision and my work.

2316
02:33:40.600 --> 02:33:43.400
I know what systems I need to have in place.

2317
02:33:43.400 --> 02:33:45.040
Da da da da da. Right.

2318
02:33:45.040 --> 02:33:47.000
So, Jan, same thing.

2319
02:33:47.000 --> 02:33:50.360
I'm now crystal clear on my offering, my messaging.

2320
02:33:50.360 --> 02:33:53.800
Da da da da da. Victoria. Right.

2321
02:33:53.800 --> 02:33:57.480
Malia. So so I'll just, you know, blast some of these.

2322
02:33:57.480 --> 02:34:05.520
Right. So that they can get a taste of, you know, what this is like.

2323
02:34:05.520 --> 02:34:11.640
OK, so I said to you that the fortune is in the follow up.

2324
02:34:11.640 --> 02:34:16.320
And so the first follow up that I do is that immediate email.

2325
02:34:16.320 --> 02:34:24.320
Soon as I get off the phone and that email recaps the benefits and results, there's a link to join their social proof.

2326
02:34:24.320 --> 02:34:31.960
OK, then I DM or text them to make sure they look for the email, because sometimes it could get spam.

2327
02:34:31.960 --> 02:34:34.960
And I recap again, you know, great connecting.

2328
02:34:34.960 --> 02:34:38.840
Here's your next action. As soon as you register, I'll send you data.

2329
02:34:38.840 --> 02:34:46.320
OK, and then if I haven't heard from them, then three days, three weeks, one month and somewhere in that time.

2330
02:34:46.320 --> 02:34:52.160
And they go on my email list so that I am constantly front of mind to them.

2331
02:34:52.160 --> 02:34:59.000
All of that occurs. OK, now I want to share one last thing and your bonus.

2332
02:34:59.000 --> 02:35:00.000
And so we did.

2333
02:35:00.000 --> 02:35:05.280
out of time for questions. So, the 30th, we're going to do an encore. That's all going to be

2334
02:35:05.280 --> 02:35:10.240
about you asking questions and what you tried and what worked and what didn't. If you want

2335
02:35:10.240 --> 02:35:16.000
to schedule with me, there's the link to schedule. I want to share with you another thing that can

2336
02:35:16.000 --> 02:35:23.840
help you go further, because remember I said it's mindset plus skill set plus action plan,

2337
02:35:24.400 --> 02:35:34.080
right? And so, I want to show you this, if I can get back here and get out of that email

2338
02:35:34.080 --> 02:35:42.400
and get out of that. And where did it go? Come on. Well, I might have to do it differently.

2339
02:35:42.400 --> 02:35:48.080
Let me get out of this if I can't. Here it is. Okay. This, if you're not familiar,

2340
02:35:48.080 --> 02:35:55.920
is the prosper member leadership. Okay. And are you all, I want to make sure with all of that,

2341
02:35:55.920 --> 02:36:00.960
that you're still seeing. So, someone give me a little thumbs up or something that you're seeing

2342
02:36:00.960 --> 02:36:09.840
the screen. You're not seeing the screen. No? Okay. Then I need to stop sharing and I need to

2343
02:36:09.840 --> 02:36:19.920
share again. And now that I share, how about now? Are you seeing prosper and all things?

2344
02:36:19.920 --> 02:36:28.080
Yes. Okay. Beautiful. Thank you. I'm glad I asked. Okay. This is really, it's my entire heart and soul

2345
02:36:28.080 --> 02:36:37.920
in one place for you. It is masterclasses such as this one. It is five-day challenges. It is

2346
02:36:38.000 --> 02:36:44.960
studies. It is just about everything you need to grow. Here it is about copywriting. Here it is

2347
02:36:44.960 --> 02:36:54.320
about lead generation. There's eBooks. I have communication. My favorite courses, Manifest

2348
02:36:54.320 --> 02:36:59.680
Love, Health and Prosperity. People who have gone through this course, I mean, they got the love of

2349
02:36:59.680 --> 02:37:04.480
their life. They got their house. They got the things that they wanted. One of my most powerful,

2350
02:37:04.480 --> 02:37:12.720
powerful courses, The Jumpstart, Getting Clear on Your Vision, Activating Flow, Business,

2351
02:37:13.680 --> 02:37:22.320
there's the Communication Secrets. There's so much here. Okay. And so, there's a lot that's

2352
02:37:22.320 --> 02:37:26.400
just free. You can just go and check out everything for free. You just go to

2353
02:37:26.400 --> 02:37:31.040
membership.prosperandallthings.com and you get all the resources for free.

2354
02:37:31.680 --> 02:37:38.000
I'm going to offer something even better. And what I'm going to offer, I'm going to put it in

2355
02:37:38.000 --> 02:37:46.240
the chat right now. Let me put the link in the chat. I'm going to offer you, let me put the link

2356
02:37:46.240 --> 02:37:55.920
here. You guys are going to want to save this link. For $1, you get everything, including all my live

2357
02:37:55.920 --> 02:38:05.040
workshops. Plus, twice a month, we go live, live coaching. It's a powerful community. Plus,

2358
02:38:05.040 --> 02:38:12.960
all the courses on here, some of them I sold for $3,000 and more. You can try for $1 everything.

2359
02:38:13.520 --> 02:38:20.320
And then, you really get to experience it after 10 days as you love it. You can cancel anytime.

2360
02:38:20.320 --> 02:38:27.840
You stay on. You love it. And it's $1.97. And the really cool thing is you get to bring a friend

2361
02:38:27.840 --> 02:38:36.080
free, so you can split that. So, this is the most powerful community. God spoke to me very clearly

2362
02:38:36.080 --> 02:38:43.440
with times being challenging that he said, gather the women together. And literally, what I saw was

2363
02:38:43.440 --> 02:38:50.800
women linking arms, supporting, loving, encouraging, holding accountable to cross their personal

2364
02:38:50.800 --> 02:39:02.400
finish lines, us doing it together. And so, that is the Prosper Leader Membership. And so, this

2365
02:39:02.400 --> 02:39:06.560
workshop would have been free. Those of you that are our members, of course, this is free. All my

2366
02:39:06.560 --> 02:39:12.240
live workshops are free and included. Twice a month, we meet the first Tuesday of the month

2367
02:39:12.240 --> 02:39:18.400
at 7 a.m. to jumpstart your month. It's so powerful, and I'm giving you templates and tools

2368
02:39:18.400 --> 02:39:26.160
and resources. We have community time. And then, the third Thursday in the evening at 6 p.m.,

2369
02:39:26.160 --> 02:39:33.840
we're bringing the whole thing to a wrap. And the way those are structured, half of it

2370
02:39:33.920 --> 02:39:41.040
is me teaching, bringing something really powerful or interviewing a powerful guest,

2371
02:39:41.040 --> 02:39:46.800
and then the second half is community time. You're networking. You're supporting each other. You're

2372
02:39:46.800 --> 02:39:53.280
learning. You're asking questions. This is a super-powerful place to keep what you experienced

2373
02:39:53.280 --> 02:39:59.840
today, to keep it going, to keep the tools and the resources going. So, I'm going to

2374
02:40:00.000 --> 02:40:07.360
bite you. I put the link in there. Try it out for a dollar, and I think you're going to really,

2375
02:40:07.360 --> 02:40:13.040
I encourage you to start with the Manifest Love, Health, and Prosperity series and the Jumpstart.

2376
02:40:13.040 --> 02:40:17.760
You're going to get so much value. If you want to learn how to be a great communicator, go listen to

2377
02:40:17.760 --> 02:40:22.720
that. If you want to learn about lead generation, go listen to that. It's just a plethora of

2378
02:40:22.720 --> 02:40:29.440
resources to grow you, grow your faith, grow your business, be part of a community and a container

2379
02:40:29.440 --> 02:40:38.960
for you to fully reach the fullest potential. So, we are exactly at the top of the hour.

2380
02:40:38.960 --> 02:40:45.840
We covered a lot of territory. Put in the chat box any closing comments

2381
02:40:45.840 --> 02:40:52.640
about how this has been for you, what you got from it, and I'm looking forward on the 30th at 10

2382
02:40:52.640 --> 02:40:58.560
a.m. to supporting you further, going to the next level. I'm going to be sending you this recording.

2383
02:40:58.560 --> 02:41:04.080
I'm going to be sending you some templates, some home play to work on as well, so you'll have time

2384
02:41:04.080 --> 02:41:11.280
to think about it and then in two weeks. Good. Okay. Love the part about handling rejection.

2385
02:41:12.000 --> 02:41:17.520
Wonderfully valuable book to call. Yes, Lauren, I saw that. Looking forward to connecting with you.

2386
02:41:17.520 --> 02:41:23.680
That's awesome. Looking forward to it. Armida, you're welcome. Great to see you again. Serena,

2387
02:41:23.680 --> 02:41:27.920
beyond your expectations. That's great. By the way, I'm going to send you guys a review about

2388
02:41:27.920 --> 02:41:34.240
this workshop, so thank you. Please put that in the review. So appreciate that you're here.

2389
02:41:34.240 --> 02:41:40.320
I know it's nighttime for you on the other side of the world. So great to have you. Michelle, excited

2390
02:41:40.320 --> 02:41:48.000
for your breakthrough. Absolutely, and I am too. It's going to be awesome. Lissa, thank you for all

2391
02:41:48.000 --> 02:41:54.160
the value you always give. Love you. Have a wonderful, wonderful trip. Lissa, thank you for taking time

2392
02:41:54.160 --> 02:41:59.760
right before you jump on the plane. Appreciate you. Alright, and I know there was more than

2393
02:41:59.760 --> 02:42:05.040
twenty that are just listening to the recording, but you guys got to be here and add value and

2394
02:42:05.040 --> 02:42:11.040
interact, and I appreciate you taking this time. We'll see you in two weeks. Lots of love to you all.

2395
02:42:11.040 --> 02:42:17.520
Blessings.