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All right, I wasn't recording, so let's start again.

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Welcome, welcome, welcome to, this is a bonus day,

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successful sales conversation.

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We've been building for five days.

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It's been powerful.

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If you missed that, no problem.

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This is a standalone.

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Welcome, welcome.

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For those of you who have been rock stars showing up every single day,

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congratulations.

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So if you missed today, the recordings

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will be up in the Prosper Women Facebook group

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until probably Monday, Monday night-ish.

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And so you can watch and catch up over the weekend.

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Or the best option, and today's the last day to do it,

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is get the VIP upgrade.

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The VIP upgrade, today's the last day to get that.

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That's going to give you lifetime access to these.

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And you're going to want to go back and listen, particularly to today's.

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Let me tell you, there's also, in the Prosper Leader membership,

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there's more on the subject of successful sales.

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Let me tell you, the clients I have that go back and listen to this

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at least once a quarter are rocking it in sales.

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Like, they literally say, I just listened again,

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and I just went and made a sale.

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This thing produces results.

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We're going to deal with the inner game, the outer game, the strategies.

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This is going to be a powerful day.

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So the VIP upgrade gets you lifetime replays.

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You can go back to this again and again.

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And I threw in an incredible bonus for the VIP upgrade.

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You get a full month in the Prosper Leader membership.

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Now, the Prosper Leader membership is normally $197 a month.

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And you get all access pass to everything in the Prosper Leader

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membership.

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And it is packed.

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There's some things in there that sold for over $4,000.

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So you get all access.

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There's practical mind stuff like sales and follow up.

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There's technology, how to use AI to save 15 to 20 hours.

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So you get all access pass for a month.

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And you get to attend the live events.

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I do two coaching mastermind live events.

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The next one, if you're listening to this in real time, will be April 1st.

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We do the first Tuesday of the month to kick off the month.

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And then the third Thursday in the evening.

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So first Tuesday morning, third Thursday evening.

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This was born straight from God telling me.

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Like 2020 when everything was shifting and we were going into lockdown

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and all of that.

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And God said, we are not those that draw back in fear.

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And he said, gather the women.

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And he showed me a visual of women linking arms and carrying each other

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across their personal finish line.

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I could tell stories for this whole time as to what God is doing in there

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and how he's bringing women together and how they are supporting each other.

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This is so important.

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And you'll get to experience that for a month.

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I'm also live every Thursday for office hours.

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So we can work on whatever it is that you're feeling stuck.

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You can come bring something for me or the other women to look at.

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Get support.

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It's the best deal.

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All right.

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It's the best deal.

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Today's the last day to get the VIP upgrade.

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All right.

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Let's move on.

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Hopefully by now you've downloaded the study guide.

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The link is there in the chat.

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And you can take notes and follow along.

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Linda puts a lot into these study guides.

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And Nicole, if any questions or comments I need to see,

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bring them to my attention.

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Otherwise, I'll let you handle them.

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It's hard for me to watch the chat and just laser focus.

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But yes, put your questions, put your comments, put your intentions.

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It's important.

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We want to hear from you.

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So let's go.

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You did ask how people felt about sales.

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And there are two comments.

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I'd love to hear.

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Tell me.

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How do people feel about sales?

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So Karen said, I hated sales when I didn't believe or like the product.

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Now I see what I do as a needed service.

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And Dorian said, I'd love to avoid it,

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but I know I need to overcome my mindset about it

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in order to thrive in my business.

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OK.

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Yeah.

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So how many of you, like that's you, sales?

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That's me. I know I need it. I don't like it. I don't want to do it. I'm not very good at it. Like, you know, pop me in the chat if you relate or in the Facebook chat. Okay, so, and thank you, Nicole. Thank you for being here. Everybody just give a high five taking her Saturday morning to support us all.

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So, Father, I give thanks for this time.

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Holy Spirit, we just invite you to flood the atmosphere.

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We invite you to flood our minds and our hearts.

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We need some shifts to fully step into all. Can you mute, Nicole, whoever it is.

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Lord, we just ask that for breakthrough. You are Jehovah Belperazim, the God of the breakthrough.

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And when it comes to fully stepping into what you've called us to, it requires new mindsets, new skill sets, new actions, and I'm asking that you'll give us the courageous, bold ability to step fully into all that you've called us.

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Lord, let the words of my mouth, the meditation of my heart be pleasing in your sight. I pray blessings on every man and woman listening to this live or on the replay. Bless them, Lord. Prosper them. In Jesus name. Amen.

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All right, let me look at some of the comments too. And who is ready? Say ready. Say ready. Say ready.

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Okay, so I see Serena UK's in the house. Good morning. I see Victoria, Charla. I put my glasses on. I can see you guys. Cool. All right. Welcome, welcome, welcome.

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So there's a couple things at the top as we just open. Let's just set a foundation.

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My dad used to say to me, as it relates to business, he saw me start a number of businesses starting in my 20s. And he said, Brenda, nothing happens until the sale.

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And that could sound really simple. But the truth is, the sad truth, I see many people that are new or not so new, a year, two years in the coaching, consulting, healing, entrepreneurial journey that don't have sales.

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They're expending so much energy. They're doing so many things. They are building their social media platform. They're showing up live, they're getting a website, they're learning AI, they're getting technology, and they're avoiding the only thing that's going to take their business forward, which is sales.

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And no joke, I can't tell you the number of clients that have been in business one, two, sometimes longer, years, who have done some free, some pro bono stuff, but don't have clients, not making money.

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There is a crazy perspective that I've seen more than once. And by the way, we turn this around immediately. And I'm so glad you're here today, because it's going to shift. That stops today. I've got people that start because they're so heart centered, they're so loving, they love God.

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There's no judgment on them. They're such beautiful people. They're hungry to learn, beautiful people, hungry to learn, hungry to serve God, hungry to advance the kingdom of God. They're beautiful people. And they actually are having to have a job or tap into their retirement or their social security to fund their business.

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And they're not just in the beginning to kick it off. But year after year, they're in business to have to get a job to fund their business. This is messed up. And I bring a stop to that by God's grace. And so today, that stops here. So I often start a call with new people, making it really simple. Those of you who know me, I'm super direct.

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It's with so much love, but there's no nonsense what you're getting here today. You're going to hear it straight.

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clients, many of you preferably high-ticket clients.

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So you're making income, and you're making impact.

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Is that correct?

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And they say yes.

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That's kind of the end here, and then we serve them.

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In order to get those high-ticket clients,

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you need three things, I tell them, and I'm telling you.

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You need three things.

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First, you need clarity.

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Very often, they're not getting clients

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because they're not even clear what their offer is,

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what their pricing is, who their niche is, all of that.

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What makes them unique?

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What's their value proposition?

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And that's the first thing, is to get clarity.

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And I build line upon line upon line.

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You've got to know exactly who you serve

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so you know their now problem that you solve, which

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becomes your value proposition, your big promise, which

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becomes a very irresistible offer

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with very irresistible pricing, and now we

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can be making sales, all right?

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And so we do that in a one-day business breakthrough

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intensive.

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This is the single thing I started doing in 2020,

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just out of my heart of over three decades in business,

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I could see that so many people had been trained

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in coaching and healing, and they had lots of certificates,

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but they didn't understand how to run a business.

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Heart-centered, beautiful people that don't

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know about running a business.

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And so God had me say, you know what?

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They don't need a long time.

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This can be done in one day.

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And that's how the one-day breakthrough was born,

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the business breakthrough, OK?

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And if you don't know about that or you've never had that

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or you're not clear, book a call with me.

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Schedule a call with me.

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Let's make sure, OK, about that.

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So three things you need.

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Number one, that clarity.

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Who do I serve?

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What do I offer?

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What's irresistible?

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What problem do I solve?

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Clarity.

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Number two, a solid lead generation strategy.

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You must have a continuous flow of leads

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coming into your business, of prospective clients,

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of the kind of people you want to serve.

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Because if you don't have any leads,

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there's no one to make an offer to.

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There's no one to get a sale.

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So clarity, solid lead generation strategy,

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and there's so many.

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And I personalize that.

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We come up with that in the business breakthrough strategy

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session.

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Some of you are people people, and you

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want to be out networking.

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You want to be free speaking.

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You want to be doing trade shows.

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There's so many things that way.

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You want to be a podcast expert.

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You want to be an author.

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There's ways to do it that way.

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Some of you don't desire to leave your home,

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and you'd love to build it totally online.

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So we customize that.

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But there has to be a consistent lead generation strategy, OK?

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Two things, clarity, lead generation strategy number

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three, and that's why we're here today.

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You must be able to have a successful sales conversation.

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You need to be making lots of offers,

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and those offers need to convert into sales.

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And I've shared this with you before.

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Many of you are good at giving information.

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So you put information on social media.

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You put information in webinars or whatever.

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You're putting information out there.

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You're emailing information.

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Let me tell you, first of all, information

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is not transformation.

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And let me tell you, those of you

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that are building just by sharing information,

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those days are gone.

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I've watched so many transitions.

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You've got to know where you are on the timeline.

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Things have changed.

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There was one way of doing business before 2020.

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There was another way of building it

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between 2020 and 2022.

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People were still in their homes looking at Zooms,

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looking for opportunities, not go back to work.

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They were buying programs like hotcakes.

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It was easy.

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You didn't even have to have good marketing.

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Yeah, it was just booming.

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2022, things changed.

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They had to go back to work.

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Things didn't work.

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Now they're in debt.

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Now they're highly skeptical.

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And now the buying cycle starts changing.

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And it starts taking longer.

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It requires more touches.

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And then AI is kicking in.

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And the glut of information.

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So you've got to understand, information is at their fingertips.

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If you're building your coaching consulting business on information, you're going to get

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wiped out.

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They can get information at their fingertips.

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There's a zillion AIs now.

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So it's not information that they desire or that you can be offering.

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Yes, you can be teaching as part of what you're doing, but don't base your business on just

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putting information out there.

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Information is not transformation.

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Transformation, the difference between information and transformation is the sale.

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Because until they've bought from you and you can pour into them one-on-one or in a

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group or however you're pouring into them, transformation can't happen.

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So the missing link for most of you is you're showing up, you're putting information, there

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is no sale.

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There's not the transformation.

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Does that make sense?

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Pop in the chat if that makes sense to you.

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So this also helps you define between the difference between an invitation and an offer.

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Okay, good.

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I'm glad this is hitting you where you are.

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I'm seeing your chat.

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00:16:28.120 --> 00:16:29.920
Yeah, good.

244
00:16:29.920 --> 00:16:35.000
As you understand this, you'll know how to change your business, okay?

245
00:16:35.000 --> 00:16:42.000
So many people, I will say, how many offers are you making?

246
00:16:42.000 --> 00:16:44.240
How many offers did you make?

247
00:16:44.240 --> 00:16:48.320
Look, I count for myself.

248
00:16:48.320 --> 00:16:53.040
I track it online, I'm a hands-on, I like looking at it.

249
00:16:53.080 --> 00:16:56.200
You see those orange dots right there?

250
00:16:56.200 --> 00:17:00.360
Those are all leads that I've talked to recently.

251
00:17:00.360 --> 00:17:08.920
Those orange dots, those orange highlighters, tell me I made an offer and it's a very warm,

252
00:17:08.920 --> 00:17:15.560
very hot, needs lots of follow-up because we now know, even Google said, how many touches.

253
00:17:15.560 --> 00:17:17.839
We need no less than eight to 12.

254
00:17:17.839 --> 00:17:19.599
The fortune is in the follow-up.

255
00:17:19.599 --> 00:17:24.680
That's a whole other masterclass we'll come to and is on the Prosper Leader membership.

256
00:17:24.680 --> 00:17:27.720
We need follow-up to complete the sales.

257
00:17:27.720 --> 00:17:30.480
It doesn't always happen first time.

258
00:17:30.480 --> 00:17:40.840
So in this Prosper Daily Planner, I put everything to help you keep your mind and your actions

259
00:17:40.840 --> 00:17:44.500
and your skills in one place.

260
00:17:44.500 --> 00:17:52.460
So at the bottom of this, so they've got your whole spiritual practice, it's got breaking

261
00:17:52.460 --> 00:17:54.820
into 20-minute chunks, your mission, your vision.

262
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I mean, there's so much in here, I'm not going to go into that now.

263
00:17:57.860 --> 00:18:01.460
But down here at the bottom is something you need to be doing every day.

264
00:18:01.460 --> 00:18:03.860
How many leads today?

265
00:18:03.860 --> 00:18:05.700
How many calls?

266
00:18:05.700 --> 00:18:07.560
How many sales?

267
00:18:07.560 --> 00:18:10.740
How much income came in?

268
00:18:10.740 --> 00:18:12.740
How much expenses went out?

269
00:18:12.740 --> 00:18:14.980
What kind of business are you?

270
00:18:14.980 --> 00:18:16.060
There's so much more.

271
00:18:16.060 --> 00:18:21.620
But this is something we have to be paying attention to.

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00:18:21.620 --> 00:18:40.020
So if I say to you, how many offers did you make this week, last week, this month, if

273
00:18:40.020 --> 00:18:49.020
you're not making offers, you're not making sales, period, unless you've hired a professional

274
00:18:49.020 --> 00:18:53.220
sales team and they're doing that for you.

275
00:18:53.220 --> 00:18:59.060
But until then, if you don't have the cashflow to do that and you're bootstraping your business,

276
00:18:59.060 --> 00:19:00.060
what does that say?

277
00:19:00.060 --> 00:19:05.020
If there's a number before zero, are we in the negative?

278
00:19:05.020 --> 00:19:06.020
That's funny.

279
00:19:06.020 --> 00:19:07.020
Okay.

280
00:19:07.020 --> 00:19:08.020
I love that.

281
00:19:08.020 --> 00:19:09.900
That's really funny.

282
00:19:10.780 --> 00:19:14.300
So sometimes I'll say, how many offers did you make?

283
00:19:14.300 --> 00:19:16.860
And they'll say, I made two.

284
00:19:16.860 --> 00:19:17.860
And I'll go, great.

285
00:19:17.860 --> 00:19:18.860
What was the offer?

286
00:19:18.860 --> 00:19:20.740
I invited them to my Facebook group.

287
00:19:20.740 --> 00:19:24.020
I invited them to a live I was doing.

288
00:19:24.020 --> 00:19:25.020
That's not an offer.

289
00:19:25.020 --> 00:19:26.020
That's an invitation.

290
00:19:26.020 --> 00:19:32.300
So first of all, be very clear, an offer is when they have a chance to purchase something

291
00:19:32.300 --> 00:19:34.340
and pay you for something.

292
00:19:34.340 --> 00:19:39.020
And you gave them a link to be able to buy that thing.

293
00:19:39.020 --> 00:19:40.020
Okay.

294
00:19:40.020 --> 00:19:42.460
That's an offer.

295
00:19:42.460 --> 00:19:47.980
So if you're not making money and you're not making impact, it's because you're not making

296
00:19:47.980 --> 00:19:48.980
offers.

297
00:19:48.980 --> 00:19:54.580
And if you're not making offers, it's either because fear has got you bound up or you don't

298
00:19:54.580 --> 00:19:56.420
have clarity or both.

299
00:19:56.420 --> 00:19:58.820
So let's break through some of that today.

300
00:19:58.820 --> 00:20:00.060
Remember, I gave you a link.

301
00:20:00.000 --> 00:20:01.920
give you the success formula.

302
00:20:01.920 --> 00:20:06.920
Mindset plus skillset plus right action equals results.

303
00:20:08.480 --> 00:20:09.320
Remember that?

304
00:20:09.320 --> 00:20:14.320
Mindset plus skillset plus right action equals results.

305
00:20:14.800 --> 00:20:18.180
So we're gonna talk about the mindset today of sales,

306
00:20:18.180 --> 00:20:19.920
the inner game.

307
00:20:19.920 --> 00:20:22.480
We're gonna talk about the skillset of sales,

308
00:20:22.480 --> 00:20:24.400
the outer game.

309
00:20:24.400 --> 00:20:27.200
We're gonna talk about the actions that you're gonna take

310
00:20:27.240 --> 00:20:31.640
so that you leave here today getting results.

311
00:20:31.640 --> 00:20:33.080
Who's ready for that?

312
00:20:33.080 --> 00:20:36.260
Say me, pop it in the chat.

313
00:20:36.260 --> 00:20:41.260
Okay, so yay, me, me, me, me, me, me.

314
00:20:42.280 --> 00:20:43.560
Love it, yay.

315
00:20:43.560 --> 00:20:45.360
Okay, let's do it, let's do it.

316
00:20:45.360 --> 00:20:50.360
So on the page two, page two, definition of a sale.

317
00:20:50.800 --> 00:20:55.800
A sale is a transaction between two or more parties.

318
00:21:00.640 --> 00:21:04.000
It's a transaction between two or more parties

319
00:21:05.400 --> 00:21:10.400
in which the buyer receives a tangible or intangible good.

320
00:21:14.280 --> 00:21:16.220
So in other words, they receive a product

321
00:21:16.220 --> 00:21:18.160
or a service or an asset.

322
00:21:18.200 --> 00:21:19.800
So there's this exchange,

323
00:21:19.800 --> 00:21:22.280
a transaction between two or more people.

324
00:21:22.280 --> 00:21:26.720
The buyer gets tangible or intangible goods, service,

325
00:21:26.720 --> 00:21:30.460
assets in exchange for money.

326
00:21:31.400 --> 00:21:34.560
So are we all clear what a sale is?

327
00:21:34.560 --> 00:21:37.160
So there's no confusion about what a sale is.

328
00:21:38.040 --> 00:21:40.080
It's a transaction.

329
00:21:40.080 --> 00:21:43.240
Buyer gets something, the seller gets money.

330
00:21:43.240 --> 00:21:45.560
That's a sale, okay?

331
00:21:45.560 --> 00:21:50.560
So why do we struggle with sales or with selling?

332
00:21:53.120 --> 00:21:55.560
How many of you, I wanna know how many of you

333
00:21:55.560 --> 00:21:59.200
this leaves your mouth easily.

334
00:21:59.200 --> 00:22:01.520
I'm not a salesperson.

335
00:22:01.520 --> 00:22:03.960
I'm just not a salesperson.

336
00:22:03.960 --> 00:22:06.480
I wanna know who am I talking to?

337
00:22:06.480 --> 00:22:11.480
Who are my, I'm not a salesperson in the house, okay?

338
00:22:15.600 --> 00:22:17.040
You've got two choices.

339
00:22:17.040 --> 00:22:19.240
First of all, do you want a business?

340
00:22:19.240 --> 00:22:21.160
And you got two choices.

341
00:22:21.160 --> 00:22:24.440
You've got enough money, and it's very significant

342
00:22:24.440 --> 00:22:28.200
to hire and manage a salesperson or team,

343
00:22:28.200 --> 00:22:31.200
or you're gonna change that mindset and skillset,

344
00:22:31.200 --> 00:22:33.520
or you're not gonna have a business.

345
00:22:34.440 --> 00:22:37.720
I told you I'm direct, okay?

346
00:22:37.720 --> 00:22:39.600
Is it okay if I talk straight talk to you?

347
00:22:39.600 --> 00:22:42.440
Let's not fancy pants around.

348
00:22:42.440 --> 00:22:44.200
I love the spiritual.

349
00:22:44.200 --> 00:22:47.800
You and I could talk God and prayer and impact,

350
00:22:47.800 --> 00:22:50.520
and like I could do that, you know me.

351
00:22:51.960 --> 00:22:56.880
But today we've gotta be really honest.

352
00:22:56.880 --> 00:23:00.000
Are we building an expensive hobby

353
00:23:00.000 --> 00:23:02.000
or are we building a business?

354
00:23:03.200 --> 00:23:05.160
You've gotta get really real.

355
00:23:05.160 --> 00:23:09.120
Without a sale, there is no business.

356
00:23:09.120 --> 00:23:14.000
If the sales income coming in is less than the expenses,

357
00:23:14.760 --> 00:23:16.120
you've got a business that's going in debt

358
00:23:16.120 --> 00:23:17.920
that is becoming a liability.

359
00:23:22.400 --> 00:23:23.240
Okay?

360
00:23:24.560 --> 00:23:27.120
Doesn't let us have, no, there's no excuses.

361
00:23:27.120 --> 00:23:30.200
Anybody working with me knows we're not messing around.

362
00:23:31.520 --> 00:23:33.640
Serena's telling, my clients know.

363
00:23:33.640 --> 00:23:35.320
Ask Serena if I mess around.

364
00:23:35.320 --> 00:23:37.480
Ask Charlotte, ask, no, no, no.

365
00:23:37.480 --> 00:23:42.080
Okay, so let's break through some of this, okay?

366
00:23:42.920 --> 00:23:45.880
It's a lot of money I couldn't afford,

367
00:23:45.880 --> 00:23:49.480
so I discount my service.

368
00:23:49.480 --> 00:23:51.680
Okay, we're gonna talk about all of that.

369
00:23:51.680 --> 00:23:53.480
This is all mindset stuff.

370
00:23:53.480 --> 00:23:55.320
Who's ready for shift?

371
00:23:55.320 --> 00:23:58.200
Like you can keep doing the same thing

372
00:23:58.200 --> 00:23:59.920
and expecting different results,

373
00:23:59.920 --> 00:24:02.240
which is the definition of insanity,

374
00:24:02.240 --> 00:24:04.960
or you can be willing to shift.

375
00:24:04.960 --> 00:24:08.040
It's your choice, no joke, okay?

376
00:24:09.000 --> 00:24:12.600
So ready to shift, 100%, yes, please.

377
00:24:13.600 --> 00:24:17.320
I used to view sales much like a sleazy job.

378
00:24:17.320 --> 00:24:19.640
Yes, exactly, we're gonna talk about that.

379
00:24:19.640 --> 00:24:21.680
So exactly that right now.

380
00:24:23.520 --> 00:24:24.880
There's a box right there.

381
00:24:24.880 --> 00:24:26.960
What image comes to mind?

382
00:24:26.960 --> 00:24:28.680
You can put it in the chat,

383
00:24:28.680 --> 00:24:29.920
or you could write it right here.

384
00:24:29.920 --> 00:24:31.280
What image comes to mind

385
00:24:31.280 --> 00:24:34.480
when you think about a salesperson?

386
00:24:34.480 --> 00:24:37.160
What image comes to mind?

387
00:24:37.320 --> 00:24:39.200
What image comes to mind

388
00:24:42.600 --> 00:24:46.040
when you think of a salesperson?

389
00:24:47.160 --> 00:24:50.200
Spammy emails, okay?

390
00:24:51.200 --> 00:24:52.760
All right.

391
00:24:52.760 --> 00:24:55.320
By the way, your greatest objection

392
00:24:55.320 --> 00:24:58.080
is gonna be the greatest objection of your clients.

393
00:24:59.200 --> 00:25:00.040
It's like-

394
00:25:00.000 --> 00:25:02.880
It's like you wear a mirror.

395
00:25:02.880 --> 00:25:03.380
Yeah.

396
00:25:03.380 --> 00:25:05.960
So Lonnie and Heather both said car salesman.

397
00:25:05.960 --> 00:25:06.680
Car salesman.

398
00:25:06.680 --> 00:25:08.480
In different comments.

399
00:25:08.480 --> 00:25:09.400
Good.

400
00:25:09.400 --> 00:25:12.800
And boy, hasn't that changed these days

401
00:25:12.800 --> 00:25:15.760
as to how cars are sold?

402
00:25:15.760 --> 00:25:17.120
I pushed a button.

403
00:25:17.120 --> 00:25:19.000
This is how the world is changing.

404
00:25:19.000 --> 00:25:21.040
I pushed a button.

405
00:25:21.040 --> 00:25:23.000
I found the Tesla that I liked.

406
00:25:23.000 --> 00:25:24.600
And I pushed a button.

407
00:25:24.600 --> 00:25:26.640
And everything went through.

408
00:25:26.640 --> 00:25:28.760
And I signed an online thing.

409
00:25:28.760 --> 00:25:35.280
And a big tow truck came, dropped off my beautiful red

410
00:25:35.280 --> 00:25:38.840
Tesla, had me look around, see if I liked it,

411
00:25:38.840 --> 00:25:44.000
walked around my old Infiniti, loaded it on the tow truck,

412
00:25:44.000 --> 00:25:44.760
took it away.

413
00:25:44.760 --> 00:25:46.120
It was fully paid.

414
00:25:46.120 --> 00:25:47.760
They paid before that.

415
00:25:47.760 --> 00:25:51.200
And I pulled my Tesla into the garage.

416
00:25:51.200 --> 00:25:53.680
Life is changing.

417
00:25:53.680 --> 00:25:56.040
We have to change.

418
00:25:56.040 --> 00:25:59.040
Those days of spammy tactics, nobody likes them.

419
00:25:59.040 --> 00:26:00.600
No one does it.

420
00:26:00.600 --> 00:26:04.080
If you got a Tesla, you support.

421
00:26:04.080 --> 00:26:04.600
OK.

422
00:26:04.600 --> 00:26:09.520
Well, I bought it before any of all of that started.

423
00:26:09.520 --> 00:26:11.800
And I got it for a lot different reasons.

424
00:26:11.800 --> 00:26:14.640
So we won't go politically about that.

425
00:26:14.640 --> 00:26:21.720
So the struggle that happens here,

426
00:26:21.760 --> 00:26:25.880
the struggle that happens here is

427
00:26:25.880 --> 00:26:33.560
that we see ourselves as taking more than we're giving.

428
00:26:36.600 --> 00:26:40.360
We see ourselves like, I'm taking something.

429
00:26:40.360 --> 00:26:42.760
I don't want to take their money.

430
00:26:42.760 --> 00:26:44.400
They may not have enough money.

431
00:26:44.400 --> 00:26:47.000
We get in their pocketbooks and judge what they can afford

432
00:26:47.000 --> 00:26:48.200
and what they can't.

433
00:26:48.200 --> 00:26:51.880
I don't want to take something from them.

434
00:26:51.880 --> 00:26:53.960
I don't want to be seen as a taker.

435
00:26:53.960 --> 00:26:55.080
I don't want to be sleazy.

436
00:26:55.080 --> 00:26:56.200
I don't want to be seen.

437
00:26:56.200 --> 00:26:58.920
So we've got this inner game going

438
00:26:58.920 --> 00:27:04.040
that we're taking more than we're giving.

439
00:27:04.040 --> 00:27:07.480
We're taking more than we're giving.

440
00:27:07.480 --> 00:27:10.880
We're going to shift that today.

441
00:27:10.880 --> 00:27:15.560
So I want to tell you that I struggled

442
00:27:15.560 --> 00:27:17.800
with this as much as anybody.

443
00:27:17.800 --> 00:27:20.720
I've just been at it for a long time now.

444
00:27:20.720 --> 00:27:24.000
But I remember in my 20s, I joined

445
00:27:24.000 --> 00:27:26.840
a Canadian nutritional network marketing company.

446
00:27:26.840 --> 00:27:29.800
It was my first time to sell anything.

447
00:27:29.800 --> 00:27:33.520
And so I needed to.

448
00:27:33.520 --> 00:27:36.480
This was before Zoom and online.

449
00:27:36.480 --> 00:27:40.520
And it was before it was even cool to be working at home.

450
00:27:40.520 --> 00:27:42.960
So you didn't even want to let people

451
00:27:42.960 --> 00:27:44.880
know that you worked from home.

452
00:27:44.880 --> 00:27:46.000
And there was no place.

453
00:27:46.040 --> 00:27:47.960
It was before Starbucks and stuff.

454
00:27:47.960 --> 00:27:53.040
And so I remember vividly one of my first sales presentations

455
00:27:53.040 --> 00:27:54.440
going into a Denny's.

456
00:27:54.440 --> 00:27:55.440
That's what you do.

457
00:27:55.440 --> 00:27:56.880
And you had to make an excuse.

458
00:27:56.880 --> 00:27:59.400
I said, well, I'm going to be between appointments here.

459
00:27:59.400 --> 00:28:01.360
I could meet you in a Denny's.

460
00:28:01.360 --> 00:28:03.000
I'm not going to invite them to my house

461
00:28:03.000 --> 00:28:04.480
or tell them I'm working from the home

462
00:28:04.480 --> 00:28:05.840
because I thought I'm not legit.

463
00:28:05.840 --> 00:28:09.080
That was before it was cool to have home-based businesses.

464
00:28:09.080 --> 00:28:12.200
And so I meet.

465
00:28:12.200 --> 00:28:16.240
And he was an insurance sales guy.

466
00:28:16.240 --> 00:28:18.000
And so it's a double whammy.

467
00:28:18.000 --> 00:28:20.600
I'm going to sell a salesperson, number one.

468
00:28:20.600 --> 00:28:23.040
And number two, I had this thing.

469
00:28:23.040 --> 00:28:26.160
First of all, I was scared to death for sales.

470
00:28:26.160 --> 00:28:28.200
Scared to death.

471
00:28:28.200 --> 00:28:32.000
And especially to a man.

472
00:28:32.000 --> 00:28:33.280
I don't know why.

473
00:28:33.280 --> 00:28:37.200
A man in a suit, a man in a tie, me trying to sell.

474
00:28:37.200 --> 00:28:40.000
I was a hot mess.

475
00:28:40.000 --> 00:28:42.400
So I got my presentation all ready.

476
00:28:42.400 --> 00:28:43.920
I had a notebook.

477
00:28:43.920 --> 00:28:45.480
And I had the clear sheets.

478
00:28:45.480 --> 00:28:47.720
And I put each page of what I was

479
00:28:47.720 --> 00:28:50.240
going to present for this nutritional product

480
00:28:50.240 --> 00:28:51.600
and opportunity.

481
00:28:51.600 --> 00:28:53.480
I'm sitting in this Denny's.

482
00:28:53.480 --> 00:28:56.600
Sweat is pouring down my back.

483
00:28:56.600 --> 00:29:00.920
And I open this thing, which is my presentation.

484
00:29:00.920 --> 00:29:02.080
And I'm talking.

485
00:29:02.080 --> 00:29:04.640
And I'm flipping the pages so fast

486
00:29:04.640 --> 00:29:06.760
that I'm fanning him with the pages.

487
00:29:06.760 --> 00:29:08.520
And I think I ended with something like,

488
00:29:08.560 --> 00:29:11.080
you don't really want this, do you?

489
00:29:11.080 --> 00:29:13.120
You don't really want to buy this, do you?

490
00:29:13.120 --> 00:29:15.400
That's how I started sales.

491
00:29:15.400 --> 00:29:17.640
And I share that story.

492
00:29:17.640 --> 00:29:22.280
And I had to walk out in a very Asian style.

493
00:29:22.280 --> 00:29:25.400
I kind of walked out greeting him and backing out

494
00:29:25.400 --> 00:29:30.080
so he would not see my back was completely soaked in sweat.

495
00:29:30.080 --> 00:29:34.600
So I don't want you to think that sales just

496
00:29:34.600 --> 00:29:37.520
comes naturally to, I don't think,

497
00:29:37.520 --> 00:29:39.360
anybody for the most part.

498
00:29:39.360 --> 00:29:42.160
We have a bent that is easier for an extrovert

499
00:29:42.160 --> 00:29:43.960
than an introvert sometimes.

500
00:29:43.960 --> 00:29:46.560
And we have a bent what we saw growing up

501
00:29:46.560 --> 00:29:48.520
and what our story is.

502
00:29:48.520 --> 00:29:53.560
It's still, understand that sales is a skill set.

503
00:29:53.560 --> 00:29:54.560
It's a mindset.

504
00:29:54.560 --> 00:29:56.280
But it's a skill set.

505
00:29:56.280 --> 00:29:58.640
And it can be learned.

506
00:29:58.640 --> 00:30:01.040
And it can be a beauty.

507
00:30:00.000 --> 00:30:04.120
beautiful, joyful, easy experience

508
00:30:04.120 --> 00:30:07.480
that is pleasurable to both people.

509
00:30:07.480 --> 00:30:09.080
So we're going to make some shifts.

510
00:30:09.080 --> 00:30:13.360
Are you open to seeing things differently?

511
00:30:13.360 --> 00:30:17.520
Are you open to choosing to see that today this

512
00:30:17.520 --> 00:30:20.480
could be an intention?

513
00:30:20.480 --> 00:30:23.560
A Course in Miracles, one of the days in A Course in Miracles

514
00:30:23.560 --> 00:30:28.400
says, I'm willing to see this differently.

515
00:30:28.400 --> 00:30:34.560
So any of you willing to see sales differently?

516
00:30:34.560 --> 00:30:39.800
Say me if you're willing to see it differently.

517
00:30:39.800 --> 00:30:41.840
So that's how not to do it.

518
00:30:41.840 --> 00:30:43.680
That's how I started.

519
00:30:43.680 --> 00:30:46.840
So let's have, there, I see you all.

520
00:30:46.840 --> 00:30:49.880
Let's have an inner shift so that sales

521
00:30:49.880 --> 00:30:51.920
doesn't feel sleazy, slimy.

522
00:30:51.920 --> 00:30:54.520
It's heartfelt. It's in alignment with God.

523
00:30:54.520 --> 00:30:56.760
It's in alignment with who you are.

524
00:30:56.760 --> 00:30:58.040
It's natural.

525
00:30:58.040 --> 00:30:59.800
It's not rigid.

526
00:30:59.800 --> 00:31:01.400
It's not selfish.

527
00:31:01.400 --> 00:31:03.360
It's not taking.

528
00:31:03.360 --> 00:31:06.240
Let's make some shifts.

529
00:31:06.240 --> 00:31:11.280
So now we're on page three.

530
00:31:11.280 --> 00:31:18.880
The first box, selling is not about you.

531
00:31:18.880 --> 00:31:22.520
Selling is not about you.

532
00:31:22.520 --> 00:31:25.520
Now, I teach this when it comes to selling,

533
00:31:25.520 --> 00:31:28.120
but it's true for so many things.

534
00:31:28.120 --> 00:31:30.160
I teach it when it comes to speaking.

535
00:31:30.160 --> 00:31:34.000
Some of you desire to be excellent speakers.

536
00:31:34.000 --> 00:31:37.480
And I train up my clients to be excellent speakers.

537
00:31:37.480 --> 00:31:39.280
I've been speaking for three decades.

538
00:31:39.280 --> 00:31:43.000
I've spoken on large stages, Les Brown, Brian Tracy.

539
00:31:43.000 --> 00:31:47.720
And I've raised up award-winning speaking teams.

540
00:31:47.720 --> 00:31:50.520
And I believe speaking is an awesome lead generation.

541
00:31:50.520 --> 00:31:54.240
Free speaking, awesome lead generation and impact way

542
00:31:54.240 --> 00:31:55.160
to do it.

543
00:31:55.160 --> 00:31:56.720
So what I'm teaching you about sales

544
00:31:56.720 --> 00:31:59.600
is also true about speaking.

545
00:31:59.600 --> 00:32:02.360
And that is where the lens is.

546
00:32:02.360 --> 00:32:03.560
You see this?

547
00:32:03.560 --> 00:32:06.400
We shoot the lens, right?

548
00:32:06.400 --> 00:32:11.200
So if when you go to do the sale, the lens,

549
00:32:11.200 --> 00:32:16.200
or if you go to speak, the lens is on you.

550
00:32:16.200 --> 00:32:18.240
Oh my gosh, I didn't do my hair right.

551
00:32:18.240 --> 00:32:19.880
Oh, am I standing right?

552
00:32:19.880 --> 00:32:21.040
I think I look rigid.

553
00:32:21.040 --> 00:32:22.360
I better.

554
00:32:23.160 --> 00:32:27.280
If the lens is on you, I need the sale.

555
00:32:27.280 --> 00:32:29.000
I need to pay my electricity bill.

556
00:32:29.000 --> 00:32:32.320
If I don't get the sale, I don't know what I'm going to help.

557
00:32:32.320 --> 00:32:34.440
The lens is on you.

558
00:32:34.440 --> 00:32:39.040
Successful sales, successful speaking,

559
00:32:39.040 --> 00:32:43.040
the lens is on the person that you're serving,

560
00:32:43.040 --> 00:32:45.120
that you're speaking to.

561
00:32:45.120 --> 00:32:47.080
Does that make sense?

562
00:32:47.080 --> 00:32:48.040
You guys are so active.

563
00:32:48.040 --> 00:32:50.600
I want to read everything you're saying.

564
00:32:50.600 --> 00:32:54.440
So Zig Ziglar had a saying that you

565
00:32:54.440 --> 00:32:59.000
will get all that you want in life, all that you desire

566
00:32:59.000 --> 00:33:03.720
in life, if you help enough people get what they want.

567
00:33:03.720 --> 00:33:10.160
So selling is about finding a need, identifying a need,

568
00:33:10.160 --> 00:33:12.840
and helping them fill that need.

569
00:33:13.840 --> 00:33:16.840
OK?

570
00:33:16.840 --> 00:33:21.840
Sales is about identifying something that they want,

571
00:33:21.840 --> 00:33:25.880
they desire, they need, they're hoping for,

572
00:33:25.880 --> 00:33:28.560
and helping them get that.

573
00:33:28.560 --> 00:33:30.400
So it's not about you.

574
00:33:30.400 --> 00:33:32.880
So you want to take the angst out of the whole thing.

575
00:33:32.880 --> 00:33:34.720
It's not about, do I appear sleazy?

576
00:33:34.720 --> 00:33:35.800
Do they like me?

577
00:33:35.800 --> 00:33:38.240
Am I talking too fast?

578
00:33:38.240 --> 00:33:40.320
That's putting the lens on you.

579
00:33:40.600 --> 00:33:44.880
So the first shift is putting the lens on them, OK?

580
00:33:44.880 --> 00:33:50.960
And then, number two, the golden rule,

581
00:33:50.960 --> 00:33:54.680
treat them as you would like to be treated.

582
00:33:54.680 --> 00:34:00.920
So when you go to make a sale, or you go to speak,

583
00:34:00.920 --> 00:34:05.200
or in any other interaction, honestly, frankly,

584
00:34:05.200 --> 00:34:09.560
remind yourself, this is your sister.

585
00:34:09.600 --> 00:34:12.320
This is your brother.

586
00:34:12.320 --> 00:34:23.000
This is another made-in-God's-image human being.

587
00:34:23.000 --> 00:34:25.280
And so the golden rule is, I'm going

588
00:34:25.280 --> 00:34:28.760
to treat them the way that I would

589
00:34:28.760 --> 00:34:34.000
love to be treated if we flip the script.

590
00:34:34.000 --> 00:34:38.239
And so we remember the golden rule, OK?

591
00:34:38.239 --> 00:34:41.960
Next page, we get really important here.

592
00:34:41.960 --> 00:34:44.480
We're going to really start diving in.

593
00:34:44.480 --> 00:34:53.719
Page four, selling is about adding value.

594
00:34:53.719 --> 00:34:58.080
Those of you who have coached with me know I'm obsessed.

595
00:35:00.000 --> 00:35:03.840
with myself adding value.

596
00:35:03.840 --> 00:35:05.400
I'm obsessed.

597
00:35:05.400 --> 00:35:09.600
How can I make these courses better?

598
00:35:09.600 --> 00:35:13.760
We'll meet Monday night at 5 with the team.

599
00:35:13.760 --> 00:35:14.840
Nicole will be there.

600
00:35:14.840 --> 00:35:15.640
Linda will be there.

601
00:35:15.640 --> 00:35:20.320
And what went really well, what didn't go well,

602
00:35:20.320 --> 00:35:21.960
how can we improve it next time?

603
00:35:21.960 --> 00:35:24.480
How can we serve at an even higher level?

604
00:35:24.480 --> 00:35:26.960
How can we make it even better?

605
00:35:26.960 --> 00:35:29.400
How can we make the Prosper Leader membership

606
00:35:29.400 --> 00:35:33.000
the best in class?

607
00:35:33.000 --> 00:35:38.280
So obsessed with adding value.

608
00:35:38.280 --> 00:35:40.920
Money is an exchange for value.

609
00:35:40.920 --> 00:35:45.600
The more value you're delivering, the more money.

610
00:35:45.600 --> 00:35:50.600
So we're obsessed with serving and with adding value.

611
00:35:50.600 --> 00:35:53.280
So there's a little exercise for you.

612
00:35:53.280 --> 00:35:54.880
I want you to do this right there.

613
00:35:54.880 --> 00:36:01.480
You've got on page 4, you got that blank square right there.

614
00:36:01.480 --> 00:36:05.440
And you could also just do it on a plain sheet of paper.

615
00:36:05.440 --> 00:36:10.240
Start thinking right now, freehand, just have fun,

616
00:36:10.240 --> 00:36:13.400
all the ways you add value.

617
00:36:13.400 --> 00:36:17.160
Like I could write, I help women get clear.

618
00:36:17.160 --> 00:36:19.960
I break through mindset blocks.

619
00:36:19.960 --> 00:36:24.440
I teach them how to build profitable faith

620
00:36:24.440 --> 00:36:26.880
integrated businesses.

621
00:36:26.880 --> 00:36:28.040
I want you to start writing.

622
00:36:28.040 --> 00:36:31.040
Anything you do, I help them get healthy.

623
00:36:31.040 --> 00:36:34.320
I help them know they're a daughter of the most high God

624
00:36:34.320 --> 00:36:36.200
or son of the most high God.

625
00:36:36.200 --> 00:36:39.080
I help them in their sobriety journey

626
00:36:39.080 --> 00:36:41.320
to really know who they are.

627
00:36:41.320 --> 00:36:44.520
I help them discover their purpose.

628
00:36:44.520 --> 00:36:48.280
I support them in fully.

629
00:36:48.280 --> 00:36:50.480
Just start freehanding.

630
00:36:50.480 --> 00:36:51.640
I want you to write.

631
00:36:51.640 --> 00:36:54.840
Have fun, those of you that can scribble and write crooked

632
00:36:54.840 --> 00:36:56.160
and up and down.

633
00:36:56.160 --> 00:36:58.520
And when you get done, hold it up to the camera.

634
00:36:58.520 --> 00:37:02.760
I want to see this box just filled with ways

635
00:37:02.760 --> 00:37:05.040
that you add value.

636
00:37:08.360 --> 00:37:13.240
Think about it, even if it's I encourage, I inspire,

637
00:37:13.240 --> 00:37:15.880
I pray for them.

638
00:37:15.880 --> 00:37:17.920
I have tools to help them.

639
00:37:20.800 --> 00:37:22.480
I give them strategies.

640
00:37:25.840 --> 00:37:27.080
I help them organize.

641
00:37:27.080 --> 00:37:28.280
There we go.

642
00:37:28.280 --> 00:37:29.440
Nice, Serena.

643
00:37:29.440 --> 00:37:31.920
OK.

644
00:37:31.920 --> 00:37:33.680
I got to make you bigger so I can see you.

645
00:37:33.680 --> 00:37:34.600
Hold on, hold on.

646
00:37:34.600 --> 00:37:35.920
I want to see you.

647
00:37:35.920 --> 00:37:37.200
Let's just pin here.

648
00:37:37.200 --> 00:37:37.960
OK, let me see.

649
00:37:37.960 --> 00:37:40.840
Turn it the other way again.

650
00:37:40.840 --> 00:37:41.800
I smile.

651
00:37:41.800 --> 00:37:42.560
Oh, no, come on.

652
00:37:42.560 --> 00:37:43.960
You're not getting off that easy.

653
00:37:43.960 --> 00:37:44.520
Keep going.

654
00:37:44.520 --> 00:37:45.720
Nope, nope, nope.

655
00:37:45.720 --> 00:37:47.120
You're not getting off that easy.

656
00:37:47.120 --> 00:37:48.080
That's why I had to make it big.

657
00:37:48.080 --> 00:37:49.120
I'm not going to let you.

658
00:37:49.120 --> 00:37:52.360
No, no, no, not happening.

659
00:37:52.360 --> 00:37:55.160
I want those filled.

660
00:37:55.160 --> 00:37:56.040
This is no joke.

661
00:37:56.040 --> 00:37:56.960
This is so important.

662
00:37:56.960 --> 00:37:58.720
Remember, we said most of you see yourself

663
00:37:58.720 --> 00:37:59.960
as takers and not givers.

664
00:37:59.960 --> 00:38:02.680
We're going to start breaking these mindsets right now.

665
00:38:02.680 --> 00:38:04.440
That's a mindset.

666
00:38:04.440 --> 00:38:08.160
Everything that you do, Serena, you do so much.

667
00:38:08.160 --> 00:38:10.160
You just start pouring that out.

668
00:38:13.440 --> 00:38:15.560
OK.

669
00:38:15.560 --> 00:38:17.080
What do you help them break through?

670
00:38:17.080 --> 00:38:18.440
What do you help them get clear?

671
00:38:18.440 --> 00:38:20.800
What do you help them understand?

672
00:38:20.800 --> 00:38:22.440
What do you help them shift?

673
00:38:22.440 --> 00:38:25.320
What do you help them?

674
00:38:25.320 --> 00:38:27.600
How do you support them?

675
00:38:27.600 --> 00:38:32.720
You got into coaching because you've got some gifts to share.

676
00:38:32.720 --> 00:38:34.360
And not only coaching.

677
00:38:34.360 --> 00:38:35.520
I'm talking to all of you.

678
00:38:35.520 --> 00:38:37.120
Heather, you got into copywriting.

679
00:38:37.120 --> 00:38:40.320
Karen, you got into supporting those in sobriety.

680
00:38:40.320 --> 00:38:42.440
So I'm talking to all of you, not just coaches

681
00:38:42.440 --> 00:38:43.680
and consultants.

682
00:38:43.680 --> 00:38:45.480
This is true for business.

683
00:38:45.480 --> 00:38:47.000
This is true for ministry.

684
00:38:47.000 --> 00:38:49.040
This is true for nonprofits.

685
00:38:49.040 --> 00:38:51.080
Sales works in all of these.

686
00:38:51.080 --> 00:38:53.880
I have consultants in nonprofits.

687
00:38:53.880 --> 00:38:58.120
I have non-coach consultant clients.

688
00:38:58.120 --> 00:38:58.640
OK.

689
00:38:58.640 --> 00:38:59.960
Heather, let me take a look.

690
00:38:59.960 --> 00:39:01.120
I'm going to make it bigger.

691
00:39:01.120 --> 00:39:02.400
I want to see it.

692
00:39:02.400 --> 00:39:03.200
Come on up here.

693
00:39:03.200 --> 00:39:04.640
Let me see.

694
00:39:04.640 --> 00:39:05.880
Nice.

695
00:39:05.880 --> 00:39:06.640
OK.

696
00:39:06.640 --> 00:39:07.280
Keep going.

697
00:39:07.280 --> 00:39:08.360
Fill it up even more.

698
00:39:08.360 --> 00:39:09.800
Keep going.

699
00:39:09.800 --> 00:39:10.520
Keep going.

700
00:39:14.680 --> 00:39:15.400
Keep going.

701
00:39:21.400 --> 00:39:24.680
Fill that thing.

702
00:39:24.680 --> 00:39:30.680
All the ways you add value, you help them forgive.

703
00:39:30.680 --> 00:39:32.240
You help them believe in themselves.

704
00:39:32.240 --> 00:39:33.840
You help them change habits.

705
00:39:33.840 --> 00:39:37.440
You help them ask more empowering questions.

706
00:39:37.440 --> 00:39:40.360
You help them change their vocabulary.

707
00:39:40.480 --> 00:39:41.520
You help them speak.

708
00:39:41.520 --> 00:39:43.440
You help them write a book.

709
00:39:43.440 --> 00:39:45.680
You help them organize.

710
00:39:45.680 --> 00:39:48.160
You help them release.

711
00:39:48.160 --> 00:39:48.680
Come on.

712
00:39:48.680 --> 00:39:49.680
Just keep going.

713
00:39:49.680 --> 00:39:50.400
Keep going.

714
00:39:53.640 --> 00:39:55.440
Somebody else got one to show me?

715
00:39:55.440 --> 00:39:58.440
Somebody else got one to show me?

716
00:40:00.000 --> 00:40:03.460
This is so important.

717
00:40:03.460 --> 00:40:06.420
You are not a taker.

718
00:40:06.420 --> 00:40:07.420
You are a giver.

719
00:40:07.420 --> 00:40:08.420
Okay.

720
00:40:08.420 --> 00:40:09.420
Who else?

721
00:40:09.420 --> 00:40:10.420
Let me see.

722
00:40:10.420 --> 00:40:15.620
I'm going to, I'm going to flip so I see different people than I was seeing earlier.

723
00:40:15.620 --> 00:40:16.620
Okay.

724
00:40:16.620 --> 00:40:21.220
So if I miss something, Nicole, tell me if somebody's showing something.

725
00:40:21.220 --> 00:40:22.220
Okay.

726
00:40:22.220 --> 00:40:32.420
Oh, I love that, Karen.

727
00:40:32.420 --> 00:40:33.420
What a great story.

728
00:40:33.420 --> 00:40:34.420
Love that.

729
00:40:34.420 --> 00:40:35.980
Charla's holding up her.

730
00:40:35.980 --> 00:40:36.980
Who is?

731
00:40:36.980 --> 00:40:37.980
Charla.

732
00:40:37.980 --> 00:40:38.980
Okay.

733
00:40:38.980 --> 00:40:39.980
Let me go find her.

734
00:40:39.980 --> 00:40:40.980
I want to see it.

735
00:40:40.980 --> 00:40:41.980
Thank you, Nicole.

736
00:40:41.980 --> 00:40:42.980
I can't see everybody at once.

737
00:40:42.980 --> 00:40:43.980
Hold on.

738
00:40:43.980 --> 00:40:44.980
Let me bring you Charla.

739
00:40:44.980 --> 00:40:45.980
Hang tight.

740
00:40:45.980 --> 00:40:46.980
I'm coming.

741
00:40:46.980 --> 00:40:47.980
Okay.

742
00:40:47.980 --> 00:40:48.980
Let me see.

743
00:40:48.980 --> 00:40:49.980
Okay.

744
00:40:49.980 --> 00:40:50.980
Oh, she's staying all nice and linear.

745
00:40:50.980 --> 00:40:51.980
Okay.

746
00:40:51.980 --> 00:40:52.980
Okay.

747
00:40:52.980 --> 00:40:53.980
Let's fill that thing up.

748
00:40:53.980 --> 00:40:54.980
I love that.

749
00:40:54.980 --> 00:40:55.980
Congratulations.

750
00:40:55.980 --> 00:40:56.980
I love that.

751
00:40:56.980 --> 00:40:57.980
Keep going.

752
00:40:57.980 --> 00:40:58.980
Keep going.

753
00:40:58.980 --> 00:40:59.980
You're doing so good.

754
00:40:59.980 --> 00:41:03.660
I want that thing full that you could barely like figure out right around the edges, like

755
00:41:03.660 --> 00:41:04.660
right everywhere.

756
00:41:04.660 --> 00:41:10.460
Just ask God to show you, ask God to show you.

757
00:41:10.460 --> 00:41:15.720
How are you calling me to add value or not about perfection?

758
00:41:15.720 --> 00:41:18.180
This is just what you're being called to do.

759
00:41:18.180 --> 00:41:20.780
This is who God made you for.

760
00:41:20.780 --> 00:41:23.820
This is about sales being service.

761
00:41:23.820 --> 00:41:24.820
Okay.

762
00:41:24.820 --> 00:41:29.300
Anybody else want to show me before we move on?

763
00:41:29.300 --> 00:41:30.300
Was this helpful?

764
00:41:30.300 --> 00:41:31.300
Okay.

765
00:41:31.300 --> 00:41:32.940
Serena, let me see.

766
00:41:32.940 --> 00:41:33.940
What changed?

767
00:41:33.940 --> 00:41:34.940
Let me go grab you.

768
00:41:34.940 --> 00:41:35.940
Let me see.

769
00:41:35.940 --> 00:41:36.940
Oh, good.

770
00:41:36.940 --> 00:41:37.940
Look at that.

771
00:41:37.940 --> 00:41:38.940
Love that.

772
00:41:38.940 --> 00:41:39.940
Okay.

773
00:41:39.940 --> 00:41:40.940
Love that.

774
00:41:40.940 --> 00:41:42.420
That's what I'm talking about.

775
00:41:42.420 --> 00:41:43.580
This is an important.

776
00:41:43.580 --> 00:41:48.420
This needs to go where you can see it all the time.

777
00:41:48.420 --> 00:41:49.420
Okay.

778
00:41:49.420 --> 00:41:50.420
This is important.

779
00:41:51.060 --> 00:41:52.060
This is big.

780
00:41:52.060 --> 00:41:53.060
Lonnie, Lonnie, wait a minute.

781
00:41:53.060 --> 00:41:54.060
Let me grab you.

782
00:41:54.060 --> 00:41:55.660
I see you, but I got to pin you so I can see you big.

783
00:41:55.660 --> 00:41:56.660
Otherwise you're tiny.

784
00:41:56.660 --> 00:41:57.660
Okay.

785
00:41:57.660 --> 00:41:58.660
Let me see Lonnie.

786
00:41:58.660 --> 00:41:59.660
Hold it up.

787
00:41:59.660 --> 00:42:00.660
Let me see.

788
00:42:00.660 --> 00:42:01.660
Hold it up to the camera.

789
00:42:01.660 --> 00:42:02.660
It's a blank piece of paper.

790
00:42:02.660 --> 00:42:03.660
So, okay.

791
00:42:03.660 --> 00:42:04.660
No, that's great.

792
00:42:04.660 --> 00:42:05.660
That's nice.

793
00:42:05.660 --> 00:42:06.660
Look good.

794
00:42:06.660 --> 00:42:07.660
Good.

795
00:42:07.660 --> 00:42:08.660
You filled it up.

796
00:42:08.660 --> 00:42:09.660
I love it.

797
00:42:09.660 --> 00:42:10.660
Congratulations.

798
00:42:10.660 --> 00:42:11.660
That is so awesome.

799
00:42:11.660 --> 00:42:12.660
Okay.

800
00:42:12.660 --> 00:42:13.940
I want to know just doing this exercise.

801
00:42:13.940 --> 00:42:16.420
Did something shift inside of you?

802
00:42:16.420 --> 00:42:19.020
Did something shift?

803
00:42:19.020 --> 00:42:25.620
I know that I have a lot of people say, wow, I add a lot of value.

804
00:42:25.620 --> 00:42:27.700
I really do.

805
00:42:27.700 --> 00:42:33.300
And even one of those things that's in there, and it will also have to do with something

806
00:42:33.300 --> 00:42:38.700
we'll talk about later, which is undercharging or minimizing what you do, right?

807
00:42:38.700 --> 00:42:45.780
When you start looking at the value that you add, okay, I wasn't really thinking about

808
00:42:45.940 --> 00:42:50.820
what I was writing and I'm a little surprised about what I've written.

809
00:42:50.820 --> 00:42:51.820
Love that.

810
00:42:51.820 --> 00:42:52.820
Of course.

811
00:42:52.820 --> 00:42:53.820
Of course, Serena.

812
00:42:53.820 --> 00:42:54.820
Of course.

813
00:42:54.820 --> 00:42:55.820
Okay.

814
00:42:55.820 --> 00:42:56.820
Victoria.

815
00:42:56.820 --> 00:43:01.020
If all want to work with me, that's a good one.

816
00:43:01.020 --> 00:43:02.020
Yeah.

817
00:43:02.020 --> 00:43:03.020
Victoria.

818
00:43:03.020 --> 00:43:04.020
Good.

819
00:43:04.020 --> 00:43:07.700
Karen posted because her paper was disappearing on her.

820
00:43:07.700 --> 00:43:08.700
Who did?

821
00:43:08.700 --> 00:43:09.700
Karen.

822
00:43:09.700 --> 00:43:10.700
Okay.

823
00:43:10.700 --> 00:43:11.700
Posted.

824
00:43:11.700 --> 00:43:12.700
Okay.

825
00:43:12.700 --> 00:43:16.780
I guess it's not showing up for me.

826
00:43:16.780 --> 00:43:18.340
I'm looking here.

827
00:43:18.340 --> 00:43:21.140
So she said, I discover their purpose, support their sobriety.

828
00:43:21.140 --> 00:43:23.140
I guide them to recovery resources.

829
00:43:23.140 --> 00:43:28.740
I understand what they're going through and provide a safe space and encourage their steps

830
00:43:28.740 --> 00:43:30.100
towards their true self.

831
00:43:30.100 --> 00:43:31.100
So beautiful.

832
00:43:31.100 --> 00:43:32.100
So beautiful.

833
00:43:32.100 --> 00:43:33.100
I love what you do.

834
00:43:33.100 --> 00:43:35.300
I love your heart, sister.

835
00:43:35.300 --> 00:43:36.300
Okay.

836
00:43:36.300 --> 00:43:42.540
So this, this exercise right here and how did you get pinned?

837
00:43:42.540 --> 00:43:43.540
I don't know.

838
00:43:43.540 --> 00:43:45.540
Let me get back to me here.

839
00:43:45.540 --> 00:43:46.540
Okay.

840
00:43:46.540 --> 00:43:48.540
There's a lot of working parts.

841
00:43:48.540 --> 00:43:49.540
Okay.

842
00:43:49.540 --> 00:43:50.540
There we go.

843
00:43:50.540 --> 00:43:51.540
All right.

844
00:43:51.540 --> 00:43:54.980
This is such an important piece.

845
00:43:54.980 --> 00:44:00.020
I'd like you to post it near where you work and look at it often.

846
00:44:00.020 --> 00:44:03.700
This is going to be a shift from, okay.

847
00:44:03.700 --> 00:44:10.220
You know, the verses that we've done all week and including the widow and she was deeply

848
00:44:10.220 --> 00:44:14.380
in debt and she asked Elijah to help her.

849
00:44:14.380 --> 00:44:18.180
And the first thing that he asked is, what do you want?

850
00:44:18.180 --> 00:44:19.180
What do you desire?

851
00:44:19.180 --> 00:44:20.180
Right.

852
00:44:20.180 --> 00:44:21.540
Which we all have to ask, what are you doing?

853
00:44:21.540 --> 00:44:22.540
What's your intention?

854
00:44:22.540 --> 00:44:26.220
And the second thing he asked is, what do you have?

855
00:44:26.220 --> 00:44:27.220
What do you have?

856
00:44:27.220 --> 00:44:28.220
Okay.

857
00:44:28.220 --> 00:44:29.580
Which is what we're doing right here.

858
00:44:29.580 --> 00:44:31.700
What do you have?

859
00:44:31.700 --> 00:44:36.620
It's a value that people need that can solve problems that can change lives that can make

860
00:44:36.620 --> 00:44:37.620
an impact.

861
00:44:37.620 --> 00:44:39.500
What do you have?

862
00:44:39.500 --> 00:44:42.780
And then the widow, and you see this all the way through scripture, I don't have time to

863
00:44:42.780 --> 00:44:48.060
go into it, but the widow said only a little, this is really common.

864
00:44:48.060 --> 00:44:51.100
One of the widows in that story said just a few rice cakes.

865
00:44:51.100 --> 00:44:54.060
Another one said only a little oil.

866
00:44:54.060 --> 00:44:56.580
When Moses was asked, what do you have?

867
00:44:56.580 --> 00:44:59.620
Only a rod.

868
00:44:59.620 --> 00:45:00.620
Only a stick.

869
00:45:00.000 --> 00:45:07.560
stick. Yes, looks like only a stick for Moses. And yet, with

870
00:45:00.620 --> 00:45:00.620


871
00:45:07.560 --> 00:45:11.560
the power of God, when we talked about the P of partner with God,

872
00:45:11.680 --> 00:45:17.240
partnering with God, that stick parted the Red Sea. That stick

873
00:45:17.240 --> 00:45:21.080
got water from a rock, that stick led a multitude, that

874
00:45:21.080 --> 00:45:26.080
stick brought healing. You follow me? What you're writing

875
00:45:26.080 --> 00:45:32.560
on this is not only a little, we must stop minimalizing. God has

876
00:45:32.560 --> 00:45:37.640
given you gifts. And the parable of the talents is about how do

877
00:45:37.640 --> 00:45:45.080
you steward your gifts? Because of the three in the parable of

878
00:45:45.080 --> 00:45:53.680
the talents, only one was the owner that came back unhappy

879
00:45:53.680 --> 00:45:58.720
with the first one, like, had whatever 10 and got 10 more,

880
00:45:58.720 --> 00:46:01.560
well done, good and faithful servant, I'm going to give you

881
00:46:01.600 --> 00:46:04.360
more, I'm going to give you authority. The second one had,

882
00:46:04.400 --> 00:46:07.760
you know, three or five, double them, well done, good and

883
00:46:07.760 --> 00:46:12.520
faithful. The third one said, I knew you were a very harsh man

884
00:46:12.520 --> 00:46:18.320
and I hid it, hid the talents. That's the only one that the

885
00:46:18.320 --> 00:46:26.480
landowner said, not good words, not good words, and took away

886
00:46:26.480 --> 00:46:32.680
even that. So God is not calling you to minimize the value you

887
00:46:32.680 --> 00:46:36.600
can bring the gifts he's put in you to steward. And this will

888
00:46:36.600 --> 00:46:42.160
change everything on sale. So this goes in a public place. And

889
00:46:42.160 --> 00:46:48.240
um, and you look at it often, and you think about it before

890
00:46:48.240 --> 00:46:51.680
you say only a little and you think about it before you don't

891
00:46:51.680 --> 00:46:55.080
make the sale and don't add that value. Because without the sale,

892
00:46:55.080 --> 00:47:00.440
you can't give that to somebody. Unless unless you've chosen, and

893
00:47:00.440 --> 00:47:04.440
I've had some hard talks with people, I said, you're running a

894
00:47:04.440 --> 00:47:08.480
non profitable, you're not running a nonprofit, I don't

895
00:47:08.480 --> 00:47:11.560
have a problem with that you're running a non profitable

896
00:47:11.560 --> 00:47:16.080
self funded business. Like if that's what you desire, and you

897
00:47:16.080 --> 00:47:20.720
choose cool, I'll support you. But if you're choosing to run a

898
00:47:20.720 --> 00:47:26.920
non profitable self funded business, not on my watch, if

899
00:47:26.920 --> 00:47:31.120
it's your intention, I bless you go do it. Hey, this is super

900
00:47:31.120 --> 00:47:35.480
important. Am I talking to anybody? All right. We're gonna

901
00:47:35.480 --> 00:47:38.520
get real here. We're gonna get real because we're here to

902
00:47:38.520 --> 00:47:42.240
change lives. We're here to build profitable faith

903
00:47:42.240 --> 00:47:49.200
integrated businesses that impact lives. Okay, so next page

904
00:47:49.200 --> 00:47:53.480
becomes very important. That's more of the inner game. So we're

905
00:47:53.480 --> 00:47:59.920
not a taker. We're a giver. We're not sleazy. We are adding

906
00:47:59.920 --> 00:48:05.480
value. Okay, so we're shifting how we even look at sales is

907
00:48:05.480 --> 00:48:09.680
adding value sales is finding a need and we're going to go now

908
00:48:09.680 --> 00:48:15.440
into the outer skill set to get you really strong at doing this.

909
00:48:15.520 --> 00:48:21.120
Okay. What I'm going to do though, is you need to be sharp

910
00:48:21.120 --> 00:48:23.640
because we're going to really get into the skill set. We're

911
00:48:23.640 --> 00:48:29.000
going to take a quick two minute break, two minute break. Okay.

912
00:48:29.240 --> 00:48:31.560
And then we're going to come back and talk about the skill

913
00:48:31.560 --> 00:48:36.080
set. Get some water, breathe, get up, move, dance, do

914
00:48:36.080 --> 00:48:39.040
something that you come back completely sharp. Okay, quick,

915
00:48:39.040 --> 00:48:46.200
quick, quick. Take a break. Okay. I have to get you Nicole

916
00:48:46.200 --> 00:48:48.200
set up one of these times that

917
00:48:49.520 --> 00:48:50.520
pause the recording,

918
00:48:50.600 --> 00:48:54.840
we can have Oh, thank you. Okay, let's go over here and pause.

919
00:48:55.080 --> 00:49:04.520
Oh, come on back. We've got a lot to cover here. Who got a

920
00:49:04.680 --> 00:49:10.920
breakthrough? Even in that if you got a shift, pop shift in

921
00:49:10.920 --> 00:49:14.720
the chat. And if you want to say what the shift is, that helps

922
00:49:14.720 --> 00:49:18.560
everybody. You know, we have a philosophy and prosper women

923
00:49:18.760 --> 00:49:23.800
that the tide that rises raises all boats, all ships. So when

924
00:49:23.800 --> 00:49:27.360
you get a breakthrough, and you share it, all the women get to

925
00:49:27.360 --> 00:49:36.120
rise together with you. We are in rooted to rise. Okay. Um, so

926
00:49:36.320 --> 00:49:41.080
who got a shift? And what shifted so far? Did you get a

927
00:49:41.080 --> 00:49:47.240
mindset shift? Did something shift in you? Okay. recognizing

928
00:49:47.240 --> 00:49:53.680
my true value? Beautiful. What a great shift. What a great shift.

929
00:49:54.360 --> 00:49:57.600
I pray that's true for each person where you just I'll get

930
00:49:57.600 --> 00:50:00.000
clients where they go, Wow, I actually

931
00:50:00.000 --> 00:50:06.060
you do a lot. Wow, I actually help people a lot. And so it

932
00:50:06.060 --> 00:50:10.600
becomes really important. Yes, knowing my value, love it. You

933
00:50:10.600 --> 00:50:14.560
know, you think about that, and you go deeper with each one of

934
00:50:14.560 --> 00:50:18.640
you what you do, how that can impact even generations, how it

935
00:50:18.640 --> 00:50:25.120
can impact a life and how that spreads. Okay, Karen, I'm really

936
00:50:25.120 --> 00:50:32.480
into giving value, volunteering, helping. Yes, yes, yes, yes.

937
00:50:33.360 --> 00:50:40.040
Yes. Beautiful. Value. Beautiful. Okay. I need to stop

938
00:50:40.040 --> 00:50:44.400
minimizing the gifts God has given me. Very good, Dorian.

939
00:50:44.840 --> 00:50:51.440
Very good. My gift of helping people become more savvy and

940
00:50:51.440 --> 00:50:57.480
business administrations. Wonderful. Wonderful. This can

941
00:50:57.480 --> 00:51:01.400
be fun. Yes, Serena. Yes, yes, yes. Can you imagine how

942
00:51:01.400 --> 00:51:04.760
different your life is? If you're like, okay, God, let's

943
00:51:04.760 --> 00:51:07.700
have fun today. Okay, God, who are we going to impact? Whose

944
00:51:07.700 --> 00:51:10.520
life's going to be changed? Okay, God, who are you bringing

945
00:51:10.520 --> 00:51:14.600
into my business? Who's coming into this ecosystem? Okay,

946
00:51:14.760 --> 00:51:18.640
what's next? I love that allowing the flow of God to work

947
00:51:18.640 --> 00:51:24.160
through me can actually be fun. Yes, it's exhilarating. And

948
00:51:24.320 --> 00:51:29.920
truly, when you step into that, every one of my 15 minute calls

949
00:51:30.040 --> 00:51:36.040
are fun. Every one of my sales presentations are fun. Every one

950
00:51:36.040 --> 00:51:39.320
of the people coming into my business, it's not just fun, but

951
00:51:39.320 --> 00:51:45.600
fulfilling and rewarding, because I'm so committed. And

952
00:51:45.600 --> 00:51:49.520
you know how fulfilling it is to see someone that's in a

953
00:51:49.520 --> 00:51:52.920
business not making any money now making money, not making an

954
00:51:52.920 --> 00:51:56.680
impact now making an impact, not knowing their value now knowing

955
00:51:56.680 --> 00:52:01.000
their value, not having clarity now being clear, like whatever

956
00:52:01.000 --> 00:52:05.080
it is for you, not being organized, now being organized,

957
00:52:05.120 --> 00:52:09.320
you know, not being healthy, now being healthy, like for each of

958
00:52:09.320 --> 00:52:14.200
you, not being connected, mind heart coherence, now connected,

959
00:52:14.400 --> 00:52:18.360
not, you know, not knowing all the shifts that you're making

960
00:52:18.360 --> 00:52:23.200
Karen for those in sobriety, not having great copywriting, now

961
00:52:23.200 --> 00:52:27.080
having great copywriting, not being visible, Heather, you're

962
00:52:27.080 --> 00:52:31.520
helping them be visible, right? So, so this is so beautiful to

963
00:52:31.520 --> 00:52:35.840
just focus on this and understand this. Okay. All

964
00:52:35.840 --> 00:52:40.240
right. We're going to get into the outer that was the inner

965
00:52:40.240 --> 00:52:45.760
game. And now let's get into the outer game. Okay. And so

966
00:52:46.200 --> 00:52:55.400
this was something that was was taught by Eric Loftholme. He's

967
00:52:55.400 --> 00:52:59.880
one of the top sales trainers in the nation. And when I had the

968
00:52:59.880 --> 00:53:05.400
nutritional network marketing company, we hired him to train

969
00:53:05.520 --> 00:53:09.320
our distributors. And he and I did a lot of courses together

970
00:53:09.320 --> 00:53:13.080
and did a lot of teaching together and had a lot of fun.

971
00:53:13.280 --> 00:53:18.440
And I really like and this is in your guide on page five as well.

972
00:53:18.760 --> 00:53:26.080
And I really like this to help you visualize the process. And

973
00:53:26.440 --> 00:53:31.840
so before I share it, let me just give an example to help

974
00:53:31.840 --> 00:53:36.240
you think through this a little bit. Okay. One of the things

975
00:53:36.280 --> 00:53:40.760
that happens because we're nervous is we don't do the right

976
00:53:40.760 --> 00:53:44.200
things in the right order, or we don't do the right things in the

977
00:53:44.200 --> 00:53:48.640
right timing. Okay, so we do things that need to be done. So

978
00:53:48.640 --> 00:53:51.880
the best example to get this clear in your head, and some of

979
00:53:51.880 --> 00:53:55.000
you have heard me share this before, is you imagine you're

980
00:53:55.000 --> 00:53:59.400
sitting, you know, at a at a Starbucks or something where

981
00:53:59.400 --> 00:54:01.840
there's a counter, you're at a sushi bar, whatever, you're

982
00:54:01.840 --> 00:54:06.400
sitting there. And you're a woman in this example, you're a

983
00:54:06.400 --> 00:54:11.480
woman and a man comes and sits next to you. And he sits and he

984
00:54:11.480 --> 00:54:16.120
says, I was just admiring how beautiful you are. And he pulls

985
00:54:16.120 --> 00:54:20.120
out a ring, and he opens the box. And he says, I want to

986
00:54:20.120 --> 00:54:26.000
know, will you marry me? Like, you're gonna say, you're nuts,

987
00:54:26.000 --> 00:54:28.000
get out of here, you're gonna get up and move, you're gonna

988
00:54:28.000 --> 00:54:31.400
walk away. For most of you. I mean, some of you might go cool.

989
00:54:31.400 --> 00:54:33.920
I like the size of the ring, I'll take the ring. But you

990
00:54:33.920 --> 00:54:38.280
know, seriously, it's it could have been the right thing. But

991
00:54:38.280 --> 00:54:42.680
it was in the wrong timing. Now, it's that same man had sat and

992
00:54:42.680 --> 00:54:44.800
said, you're just absolutely beautiful. Do you live around

993
00:54:44.800 --> 00:54:48.720
here? What do you do? Really? I work in that same office

994
00:54:48.720 --> 00:54:53.400
building. And conversation and it's just enjoyable and fun. And

995
00:54:53.400 --> 00:54:56.440
he said, you know, would I be being too bold to ask your

996
00:54:56.440 --> 00:55:00.040
number, I'd love to take you out for lunch. I know I'm great.

997
00:55:00.000 --> 00:55:04.240
place, would you love to have lunch with me?" And if you enjoyed the conversation,

998
00:55:04.240 --> 00:55:12.000
there was rapport created and some trust, you may say so. And sometimes it's simply that.

999
00:55:12.800 --> 00:55:21.680
You know, I was out salsa dancing not long ago, and a man, I usually, I would never do this,

1000
00:55:21.680 --> 00:55:29.280
a man, he had the warmest eyes and the warmest smile. He's actually, he's huge,

1001
00:55:29.280 --> 00:55:38.800
he's an ex-San Francisco football player, and he said, I would really like to take you out to

1002
00:55:38.800 --> 00:55:44.080
dinner. Would you be willing to give me your number? And normally, no, I don't know you,

1003
00:55:44.080 --> 00:55:49.680
no, I'm not giving you my number. But his eyes were so warm, and his smile was so warm,

1004
00:55:49.680 --> 00:55:56.160
and there was such trust that I said yes. Wonderful human being, had a wonderful meal,

1005
00:55:56.960 --> 00:56:03.280
have had many wonderful conversations. So imagine you're sitting at that, and he says that,

1006
00:56:03.280 --> 00:56:08.160
and he asks you, and so you go, and you have this wonderful lunch, or this wonderful,

1007
00:56:08.160 --> 00:56:14.800
let's say it's lunch, and he says, I've enjoyed this so much, do you like, I would love to take,

1008
00:56:14.800 --> 00:56:19.840
there's a beautiful show coming up, and dinner, I'd love to take you next week to this show,

1009
00:56:20.400 --> 00:56:26.720
and have you seen it? And you say yes, and then you say, you know what, I'd love to take a day

1010
00:56:26.720 --> 00:56:31.360
trip, would you love, you know, we're close to the Napa Valley, would you love to go see the vineyards?

1011
00:56:31.360 --> 00:56:36.960
Okay, you get the drift, it's moving forward like that, and now, you know, six months passes,

1012
00:56:36.960 --> 00:56:44.400
and now he opens that ring, and you say yes, or a year passes, or whatever. Do you feel that example

1013
00:56:44.400 --> 00:56:52.160
there? So it can be the right things in the wrong timing. This is the biggest mistake made in sales,

1014
00:56:52.160 --> 00:56:59.520
because we're nervous, because we don't understand the process, we can do the right things in the

1015
00:56:59.520 --> 00:57:09.760
wrong order. Is this making sense to you? Is that an example you can all relate to? Okay, wonderful.

1016
00:57:09.760 --> 00:57:21.760
Okay, so yes, the anointing, yeah, yes, yes, yes, okay, love it. All right, so let me share this with you,

1017
00:57:25.760 --> 00:57:35.280
and let's go over this sales triangle. Okay, so at the very bottom left, in the blue,

1018
00:57:35.360 --> 00:57:41.840
is lead generation. Remember I said there's three things, right? So you got to have clarity,

1019
00:57:41.840 --> 00:57:46.640
because who are you even going after, you know, what, how do you help, and what problem do you solve?

1020
00:57:46.640 --> 00:57:53.440
And then second, you've got to have lead generation. It has to be consistent leads coming in. Okay, so

1021
00:57:53.440 --> 00:57:58.880
that's the bottom right there, and what I want you to understand, you see how there's like little,

1022
00:57:58.960 --> 00:58:06.240
like dots, like round along the way? These are steps, this is sequential, and what I want you

1023
00:58:06.240 --> 00:58:14.720
to understand is we don't skip steps, and so the purpose with the lead is to set the appointment,

1024
00:58:15.360 --> 00:58:22.400
that the next sale is not to talk about the benefits of what you offer, not to handle objections,

1025
00:58:22.480 --> 00:58:30.560
not, the first thing with the lead is to set the appointment, okay? Unless you have an automated

1026
00:58:30.560 --> 00:58:37.360
system that does all of this for you, and you would take this process, so let's say that it

1027
00:58:37.360 --> 00:58:44.800
was an evergreen webinar, okay, well then the first part would be that they register for the webinar.

1028
00:58:45.520 --> 00:58:49.680
If you're doing high ticket sales, the first thing should be appointment setting,

1029
00:58:49.680 --> 00:58:55.200
you understand, so it could be registering if you have something that's doing some of this for you,

1030
00:58:55.200 --> 00:59:01.600
okay? So you're not selling anything else, you're not commuting anything, either it's that they join

1031
00:59:01.600 --> 00:59:06.720
that webinar, or they have an appointment with you, so let's go with the appointment right now,

1032
00:59:06.720 --> 00:59:14.240
okay? The next step when they're on the appointment, your first order of priority

1033
00:59:14.240 --> 00:59:23.120
is to create trust and rapport, trust and rapport, so that's the red little ball right there, trust

1034
00:59:23.120 --> 00:59:33.920
and rapport, so on page six, we skipped page five, I got that out of order, okay, it's all right,

1035
00:59:33.920 --> 00:59:38.000
we're going to just start here, this is, I guess, the way it was meant to be, my notes are out of order,

1036
00:59:38.080 --> 00:59:47.200
okay, so creating trust and rapport. Rapport, the definition of rapport on page six is a friendly,

1037
00:59:48.240 --> 00:59:54.320
harmonious relationship, especially a relationship characterized by agreement,

1038
00:59:55.120 --> 00:59:59.920
mutual understanding, or empathy that makes communication.

1039
01:00:00.000 --> 01:00:05.520
possible or easy, OK?

1040
01:00:05.520 --> 01:00:11.120
So there's tools for creating rapport.

1041
01:00:11.120 --> 01:00:15.800
And if you skip to page 7, there's

1042
01:00:15.800 --> 01:00:22.240
some tools there that you can use to create rapport, OK?

1043
01:00:22.240 --> 01:00:28.000
And the first is paying attention, noticing.

1044
01:00:28.080 --> 01:00:31.240
And people want to be seen.

1045
01:00:31.240 --> 01:00:32.600
They want to be heard.

1046
01:00:32.600 --> 01:00:35.160
They want to be noticed, OK?

1047
01:00:35.160 --> 01:00:39.680
And so often, even as I'm setting the appointment

1048
01:00:39.680 --> 01:00:43.640
or just having a conversation in DMs, I'm noticing.

1049
01:00:43.640 --> 01:00:45.840
I'm noticing something about their bio,

1050
01:00:45.840 --> 01:00:49.600
something about their profile, something

1051
01:00:49.600 --> 01:00:53.240
that you can comment on, right?

1052
01:00:53.240 --> 01:00:56.600
And you have something.

1053
01:00:56.600 --> 01:01:00.440
So common interest creates rapport, right?

1054
01:01:00.440 --> 01:01:02.520
We like people who are like us.

1055
01:01:02.520 --> 01:01:04.040
Is that not true?

1056
01:01:04.040 --> 01:01:06.760
So part of creating rapport is finding things

1057
01:01:06.760 --> 01:01:10.120
that you have in common, OK?

1058
01:01:10.120 --> 01:01:12.920
And quickly doing that, right?

1059
01:01:12.920 --> 01:01:15.880
So I had someone reach out to me yesterday,

1060
01:01:15.880 --> 01:01:17.680
and he was from Minnesota.

1061
01:01:17.680 --> 01:01:21.200
And I said, oh, wow, I was born in the Minneapolis-St. Paul

1062
01:01:21.200 --> 01:01:24.120
area of Minnesota, OK?

1063
01:01:24.120 --> 01:01:29.080
It's something in common right away, OK?

1064
01:01:29.080 --> 01:01:33.800
When I met Karen, and I saw what she was doing in recovery,

1065
01:01:33.800 --> 01:01:37.600
and I said, Karen, I come from a long line

1066
01:01:37.600 --> 01:01:39.840
of addicts and alcoholics.

1067
01:01:39.840 --> 01:01:43.760
My mother, my grandmother, my brother, like, I get.

1068
01:01:43.760 --> 01:01:45.120
This is a tough journey.

1069
01:01:45.120 --> 01:01:47.960
What you're doing is so important.

1070
01:01:47.960 --> 01:01:51.280
How did that make you feel, right?

1071
01:01:51.280 --> 01:01:55.720
There's instant rapport, OK?

1072
01:01:55.720 --> 01:01:58.600
And there's so, I could go on and on,

1073
01:01:58.600 --> 01:02:01.000
but this is something so important.

1074
01:02:01.000 --> 01:02:03.920
Like, be curious.

1075
01:02:03.920 --> 01:02:09.520
So part of noticing also is asking questions and being

1076
01:02:09.520 --> 01:02:10.920
curious.

1077
01:02:10.920 --> 01:02:14.720
One of the most important things that we can do, notice things.

1078
01:02:14.720 --> 01:02:18.440
And as you notice, find what's common.

1079
01:02:18.440 --> 01:02:21.960
Find commonalities, OK?

1080
01:02:21.960 --> 01:02:28.280
Another thing taken from the study of NLP,

1081
01:02:28.280 --> 01:02:31.640
that learning to create rapport, there's

1082
01:02:31.640 --> 01:02:34.680
things that create rapport.

1083
01:02:34.680 --> 01:02:39.400
And two of those are mirroring and matching, OK?

1084
01:02:39.440 --> 01:02:47.280
So an example of matching is, let's look in a conversation,

1085
01:02:47.280 --> 01:02:50.440
what are some of the variables, OK?

1086
01:02:50.440 --> 01:02:53.080
One of the variables when we talk

1087
01:02:53.080 --> 01:02:58.720
is the speed at which we talk, OK?

1088
01:02:58.720 --> 01:03:04.960
If you talk to someone from, well, Texas,

1089
01:03:04.960 --> 01:03:09.440
or you talk to someone from Hawaii,

1090
01:03:09.440 --> 01:03:17.120
their pace of talking is going to be pretty calm, usually,

1091
01:03:17.120 --> 01:03:19.760
pretty slow.

1092
01:03:19.760 --> 01:03:26.840
Draw out their words, have pauses in there.

1093
01:03:26.840 --> 01:03:36.680
If you do not match that, and you come in talking super fast

1094
01:03:36.680 --> 01:03:38.640
and super amped up and telling them

1095
01:03:38.640 --> 01:03:41.400
how their life is totally going to be different,

1096
01:03:41.400 --> 01:03:43.480
you're going to be out of rapport.

1097
01:03:46.240 --> 01:03:49.320
You meet with a New Yorker, and they're

1098
01:03:49.320 --> 01:03:52.920
going to be linear and talking pretty fast and pretty direct,

1099
01:03:52.920 --> 01:03:56.320
and let's get to the point, OK?

1100
01:03:56.360 --> 01:04:01.120
And you drag on and on, and a New Yorker

1101
01:04:01.120 --> 01:04:03.080
is not going to have any patience for you.

1102
01:04:03.080 --> 01:04:07.360
You're going to be out of rapport, OK?

1103
01:04:07.360 --> 01:04:12.040
I like to always put metaphor with dancing.

1104
01:04:12.040 --> 01:04:15.520
Those of you know I'm a Latin ballroom dancer, Salseta.

1105
01:04:15.520 --> 01:04:22.280
And dancing has taught me so much about God, always,

1106
01:04:22.280 --> 01:04:23.880
always, always, always.

1107
01:04:23.880 --> 01:04:26.000
And one of the first things I had

1108
01:04:26.000 --> 01:04:28.400
to learn, which is a biblical principle,

1109
01:04:28.400 --> 01:04:32.040
about staying in step with the spirit.

1110
01:04:32.040 --> 01:04:36.040
Those that are led by the spirit are the sons and daughters

1111
01:04:36.040 --> 01:04:37.240
of God, right?

1112
01:04:37.240 --> 01:04:41.320
And so salsa dancing, as a follower,

1113
01:04:41.320 --> 01:04:49.840
you're being led, which means you have to keep in step, which

1114
01:04:49.920 --> 01:04:54.800
means that if you try to anticipate or memorize

1115
01:04:54.800 --> 01:04:58.400
the move, maybe it's probably like this in Aikido, too,

1116
01:04:58.400 --> 01:05:00.800
but there's this rhythm.

1117
01:05:00.000 --> 01:05:09.240
right? That we keep a same pace. So if our partner's dancing at a certain pace, like

1118
01:05:09.240 --> 01:05:15.840
he may be dancing to the music, hitting it on every other beat. He might be going slow,

1119
01:05:15.840 --> 01:05:19.920
you know, and hitting it every other beat. And you may have someone else that's hitting

1120
01:05:19.920 --> 01:05:26.120
it every beat. You may have someone on time and a half, you know, in the music, keeping

1121
01:05:26.120 --> 01:05:33.040
in step. And the sales conversation is the same way. You're keeping in step with the

1122
01:05:33.040 --> 01:05:37.160
Holy Spirit that you're constantly talking to the Holy Spirit. What do I need to know?

1123
01:05:37.160 --> 01:05:43.640
What do I need to share? Help me be in tune. Create the rapport here. Is this the right

1124
01:05:43.640 --> 01:05:50.120
time to share this? And you're keeping in step with the person that you're sharing with,

1125
01:05:50.120 --> 01:06:01.360
okay? To create this rapport. Does that make sense? All of you kind of see that, okay?

1126
01:06:01.360 --> 01:06:09.800
And so noticing commonality, mirroring and matching. What's another thing we can match?

1127
01:06:09.800 --> 01:06:19.880
We can adjust the tempo. We can match the volume. What if you get someone that talks

1128
01:06:19.880 --> 01:06:28.800
pretty soft, not only slow, but deliberate and quiet. And you come in and you're like

1129
01:06:28.800 --> 01:06:33.960
yelling your presentation to them. You are like pumped up and you're like, come on, you

1130
01:06:33.960 --> 01:06:44.760
want to join me? Let's go. Let's rock and roll. You're out of rapport. Okay? So a lot

1131
01:06:44.760 --> 01:06:53.520
of the strategy is just being mindful of noticing. Noticing how are they, what's their volume?

1132
01:06:53.520 --> 01:07:05.120
What's their tempo? Right? Noticing these things and matching it and mirroring it. Okay?

1133
01:07:05.120 --> 01:07:12.040
Mirroring is a whole fascinating subject. I used to show pictures in these classes, but

1134
01:07:12.040 --> 01:07:18.840
have any of you seen a couple, you walk in a restaurant or something and you see a couple

1135
01:07:18.920 --> 01:07:25.080
that's in rapport and they're sitting the same way, their legs are crossed the same way. Their

1136
01:07:25.080 --> 01:07:30.440
arms are in exactly the same position where they're leaning exactly the same way. Like,

1137
01:07:30.440 --> 01:07:36.920
have you ever noticed that? Start being mindful. If you haven't start watching, have you ever seen

1138
01:07:36.920 --> 01:07:42.440
a couple that they've had a TIF and they're out of rapport and they're sitting at a bench and

1139
01:07:42.440 --> 01:07:47.080
they're almost back to back and their arms are crossed, you know, and they're facing the other

1140
01:07:47.080 --> 01:07:51.880
way and this person and you're like, Ooh, things are not good happening there. Any of you know

1141
01:07:51.880 --> 01:07:59.640
what I'm talking about? Okay. So this is about rapport and the first step in sales, you've got

1142
01:07:59.640 --> 01:08:06.200
the appointment. Now you've got to create rapport either in your presentation or if you're talking

1143
01:08:06.200 --> 01:08:15.000
to them, you're doing it live. Okay? So you mirror and you match things. So if, if they, and,

1144
01:08:15.000 --> 01:08:21.319
and it's another way to tell if you're in rapport too, because once you're in rapport and you'll go

1145
01:08:21.319 --> 01:08:26.680
to do something and I'm very mindful because I've looked at this for 30 years, so I'm super aware,

1146
01:08:26.680 --> 01:08:33.720
but I see it all the time and I'll be talking and I'll go, you know, like this as I'm talking

1147
01:08:33.720 --> 01:08:39.080
and pretty soon the person I'm talking to their hands in the same position, right? And you go,

1148
01:08:39.080 --> 01:08:47.160
we're really in rapport. Okay. So you're watching these things. This is so important. Okay. Once

1149
01:08:47.160 --> 01:08:54.120
you've established rapport and rapport can come from asking questions, from finding commonality,

1150
01:08:54.760 --> 01:09:02.279
from mirroring, from matching. Okay. Once you're in rapport and I'm always looking for common

1151
01:09:02.279 --> 01:09:11.800
interest things. I'm always asking questions, being interested. And by the way, in a conversation

1152
01:09:11.800 --> 01:09:19.240
and in sales, the one who is asking questions is in control of the conversation is, is leading,

1153
01:09:19.240 --> 01:09:24.520
is directing. There's in dance, there's leaders and there's followers in life and sales. There's

1154
01:09:24.520 --> 01:09:30.040
in conversation, there are leaders and there's followers. Okay. The one who's asking questions

1155
01:09:30.680 --> 01:09:42.840
is leading. I always do all the asking. Okay. So even if they start it's, let's say it's a 15

1156
01:09:42.840 --> 01:09:48.120
minute conversation and that's just about creating rapport and identifying a need. We'll talk about

1157
01:09:48.120 --> 01:09:54.040
that in a second. And they'll go, so tell me what you do. And I'll say, I am so excited to tell you

1158
01:09:54.040 --> 01:09:59.880
about, about what I'm doing. But I noticed that you're, you know, I'm looking at who I

1159
01:10:00.000 --> 01:10:04.640
here. So I'm talking to Karen a lot because she's who I see right here. But I noticed you're working

1160
01:10:04.640 --> 01:10:11.840
with people in recovery, right? And Peggy, I noticed you're in the healing ministry, right?

1161
01:10:12.400 --> 01:10:18.960
And Serena, I noticed that you do Aikido. And how long have you been doing that?

1162
01:10:19.760 --> 01:10:26.640
And does that carry into the rest of your life? Do you use that in your coaching and consulting

1163
01:10:26.640 --> 01:10:35.040
at all? And so when we talk about them and what interests them, you're creating rapport.

1164
01:10:36.160 --> 01:10:40.800
Also, in the asking the questions, you're being curious, you're showing an interest,

1165
01:10:40.800 --> 01:10:48.000
people want to be noticed. And now I start moving in that trust and rapport into question asking,

1166
01:10:48.000 --> 01:10:54.080
which we're getting into the yellow part of this, which is identifying their needs,

1167
01:10:54.880 --> 01:11:02.720
their wants, their desires. So we have the appointment, we create trust and rapport,

1168
01:11:03.440 --> 01:11:10.320
and we identify their needs. We should not be talking about our product or service,

1169
01:11:10.320 --> 01:11:14.480
we should not be making a pitch, we should not be talking about ourselves,

1170
01:11:14.480 --> 01:11:22.560
if we have not done this. It's the wedding ring at the bar before you've earned the right to do that.

1171
01:11:24.080 --> 01:11:30.240
So I hope that you'll always remember that analogy to just hold yourself back, hold your horses,

1172
01:11:30.240 --> 01:11:34.800
I know you love your product, I know you love your service, I know you're excited to make the sale,

1173
01:11:34.800 --> 01:11:41.760
hold back. If you don't see the signs of the rapport and the trust, take some more time.

1174
01:11:42.880 --> 01:11:52.000
Okay, and then from the trust and the rapport, identify customer needs. This is the next step.

1175
01:11:52.880 --> 01:11:59.520
Okay, and so this is on page eight, I think.

1176
01:12:00.240 --> 01:12:03.040
Brenda, sorry, Dorian asked if you can repeat that again.

1177
01:12:04.080 --> 01:12:04.720
Which part?

1178
01:12:07.600 --> 01:12:08.960
She didn't specify.

1179
01:12:08.960 --> 01:12:11.040
Okay, maybe ask me a specific question.

1180
01:12:11.840 --> 01:12:14.160
The part about don't do this before that.

1181
01:12:14.160 --> 01:12:20.320
Oh, okay. Do not share the benefits of your product, make a sale,

1182
01:12:20.320 --> 01:12:26.960
make a pitch, talk about yourself before you have created trust and rapport.

1183
01:12:28.160 --> 01:12:33.760
And now the next thing, before you have identified customer needs.

1184
01:12:33.760 --> 01:12:38.480
So if you're looking at this slide and it's in your notes, you go in that order.

1185
01:12:39.120 --> 01:12:40.960
You do not skip these steps.

1186
01:12:43.200 --> 01:12:47.760
Okay, and these steps can be done in five minutes, 15 minutes, one hour.

1187
01:12:47.760 --> 01:12:49.360
I would use these same steps.

1188
01:12:50.720 --> 01:12:57.040
I would pace myself. If I have a 15-minute connect call, the appointment has been set.

1189
01:12:57.680 --> 01:13:03.680
I know in 15 minutes, at least five minutes has got to be in creating this trust and rapport.

1190
01:13:03.680 --> 01:13:07.360
Asking about them, getting to know them, finding out what we have in common,

1191
01:13:07.360 --> 01:13:10.320
just building this delightful conversation.

1192
01:13:10.320 --> 01:13:14.640
And at least five minutes has to be, if it's a 15-minute call,

1193
01:13:15.280 --> 01:13:18.320
identifying needs in what they're doing.

1194
01:13:18.880 --> 01:13:21.280
And so you're asking questions.

1195
01:13:21.280 --> 01:13:26.560
And then the last five minutes can quickly move into what you offer,

1196
01:13:26.560 --> 01:13:31.040
which I don't get heavy into that in 15 minutes.

1197
01:13:31.040 --> 01:13:37.040
That is where I schedule a call, or if I have time, I continue.

1198
01:13:37.040 --> 01:13:41.920
Now, if this was an hour conversation, well, now, you know,

1199
01:13:41.920 --> 01:13:48.000
I've got a good 10 minutes of trust and rapport and 10 minutes of asking questions.

1200
01:13:48.000 --> 01:13:51.520
And, you know, maybe 20 minutes of asking questions

1201
01:13:51.520 --> 01:13:54.160
and really digging into what they're doing.

1202
01:13:54.160 --> 01:13:59.840
And then the last 10 and 20 minutes can be sharing the benefits and making the offer.

1203
01:14:00.400 --> 01:14:01.120
Do you follow me?

1204
01:14:01.120 --> 01:14:06.480
So it doesn't matter if it's 15 minutes or it's an hour that you have, or even five minutes.

1205
01:14:06.480 --> 01:14:09.680
If I only have five minutes, if I just met someone,

1206
01:14:09.680 --> 01:14:13.600
the first 30 seconds to a minute is going to be in trusting and rapport.

1207
01:14:13.600 --> 01:14:14.720
I love that.

1208
01:14:14.720 --> 01:14:16.720
How do you do that, right?

1209
01:14:16.720 --> 01:14:18.080
How did you come to be here?

1210
01:14:18.720 --> 01:14:24.160
And so, you know, you're going to be doing this no matter the length of time.

1211
01:14:24.880 --> 01:14:28.160
And if you end up having questions about this, you can be popping them in the chat.

1212
01:14:28.160 --> 01:14:30.480
I'll come back and answer the questions.

1213
01:14:30.480 --> 01:14:35.600
So once we've got trust and rapport and we start asking questions,

1214
01:14:35.600 --> 01:14:39.040
and we're not asking questions like an interviewer,

1215
01:14:39.040 --> 01:14:43.360
like a robot that's putting them on the spot and asking them too many questions.

1216
01:14:43.920 --> 01:14:48.960
We're asking questions from a place of curiosity,

1217
01:14:48.960 --> 01:14:52.960
a place of genuine interest in getting to know them,

1218
01:14:52.960 --> 01:14:59.920
a place of genuinely caring, you know, and this becomes really powerful.

1219
01:15:00.000 --> 01:15:09.080
So, asking questions allows you to better know the needs, the goals, and the struggles

1220
01:15:09.080 --> 01:15:11.560
of your potential client.

1221
01:15:11.560 --> 01:15:16.640
It also gets them to think about their problem in a new and interesting way.

1222
01:15:16.640 --> 01:15:17.640
Okay.

1223
01:15:17.640 --> 01:15:20.120
So now this can also be done.

1224
01:15:20.120 --> 01:15:27.600
I encourage you if your appointment setting, when you set an appointment with me automatically,

1225
01:15:27.600 --> 01:15:32.040
and I use Coach Accountable and I could show you, automatically when they schedule the

1226
01:15:32.040 --> 01:15:36.800
appointment, a questionnaire is included.

1227
01:15:36.800 --> 01:15:41.760
And the questionnaire asks them some questions.

1228
01:15:41.760 --> 01:15:45.920
I ask them how long they've been in business.

1229
01:15:45.920 --> 01:15:52.080
I particularly, for what I do, ask them how much they're earning.

1230
01:15:52.080 --> 01:15:53.080
It's relevant.

1231
01:15:53.080 --> 01:15:54.240
I'm a business coach.

1232
01:15:54.240 --> 01:15:55.320
It's relevant.

1233
01:15:55.320 --> 01:15:57.520
And it's just generality.

1234
01:15:57.520 --> 01:16:00.200
Is it zero to 10,000 a year?

1235
01:16:00.200 --> 01:16:03.160
Is it 10,000 to 50,000?

1236
01:16:03.160 --> 01:16:04.160
Is it 50 to 100?

1237
01:16:04.160 --> 01:16:07.160
Is it 100 to 250?

1238
01:16:07.160 --> 01:16:11.760
This tells me a lot, because if they say, I've been in business five years and they're

1239
01:16:11.760 --> 01:16:16.320
still making zero to 10,000, it tells me a lot.

1240
01:16:16.320 --> 01:16:17.320
Okay.

1241
01:16:17.320 --> 01:16:22.000
So for you, it might be a health questionnaire, it might be a sobriety questionnaire, it might

1242
01:16:22.000 --> 01:16:24.240
be a copywriting questionnaire.

1243
01:16:24.240 --> 01:16:28.800
So then I ask them, what are they most excited about?

1244
01:16:28.800 --> 01:16:32.440
What's working really well?

1245
01:16:32.440 --> 01:16:35.200
And I ask them, what's their greatest challenge?

1246
01:16:35.200 --> 01:16:36.600
What are they struggling with?

1247
01:16:36.600 --> 01:16:38.760
What's not working so well?

1248
01:16:38.760 --> 01:16:42.880
So I want to know what's working really well, and I want to know what they're struggling

1249
01:16:42.880 --> 01:16:43.880
with.

1250
01:16:43.880 --> 01:16:50.440
So I come in personally, when I come in to a call, I am already got a pretty good picture

1251
01:16:50.440 --> 01:16:55.360
of what their needs are and what they're struggling with.

1252
01:16:55.360 --> 01:16:58.600
Not always, but often.

1253
01:16:58.600 --> 01:17:06.480
And it is not until you know, and you have identified what is their pain.

1254
01:17:06.480 --> 01:17:13.960
And I always say, okay, when you know your niche, what is their now problem?

1255
01:17:13.960 --> 01:17:18.480
What is keeping them up at night?

1256
01:17:18.520 --> 01:17:24.920
What is the now problem that you can help them solve?

1257
01:17:24.920 --> 01:17:32.200
What if they were going to Google solutions, what would they Google?

1258
01:17:32.200 --> 01:17:40.320
So do you see so far, that this is basic relationship building, that there's nothing sleazy or slimy?

1259
01:17:40.320 --> 01:17:45.160
I mean, is there anything slimy about saying, hey, what's a good time for us to get together?

1260
01:17:45.160 --> 01:17:47.480
Do you like Tuesdays or Thursdays?

1261
01:17:47.480 --> 01:17:50.280
Do you like mornings or evenings or weekends?

1262
01:17:50.280 --> 01:17:55.400
So anything sleazy about setting an appointment, any of you have a problem setting an appointment?

1263
01:17:55.400 --> 01:17:56.800
Anything sleazy?

1264
01:17:56.800 --> 01:17:57.800
Okay.

1265
01:17:57.800 --> 01:18:02.760
Once you've set the appointment and there, is there anything sleazy about genuinely taking

1266
01:18:02.760 --> 01:18:10.120
an interest in them and creating rapport, creating trust?

1267
01:18:10.120 --> 01:18:12.760
Is there anything sleazy about that?

1268
01:18:12.760 --> 01:18:16.480
Anything that just makes you go, ooh, yuck, I don't want to create trust.

1269
01:18:16.480 --> 01:18:19.760
Ooh, yuck, rapport.

1270
01:18:19.760 --> 01:18:21.400
I don't want them to relate to me.

1271
01:18:21.400 --> 01:18:26.200
I don't want to relate to, like, is there anything sleazy so far?

1272
01:18:26.200 --> 01:18:33.680
And so now you're taking an interest, you care, you have genuine, and by the way, this

1273
01:18:33.680 --> 01:18:34.680
is two ways.

1274
01:18:34.680 --> 01:18:36.720
They may not be your ideal client.

1275
01:18:36.720 --> 01:18:41.480
So you're also sorting and sifting, right?

1276
01:18:41.480 --> 01:18:47.320
You know, my ideal client, if they come to me and they say, I'm an agnostic or I'm an

1277
01:18:47.320 --> 01:18:53.640
atheist, and don't bring up the word God, and teach me, I want to learn about business,

1278
01:18:53.640 --> 01:18:57.280
but I don't want to hear a single word about God, okay?

1279
01:18:57.280 --> 01:19:04.040
I can love them and find ways to, you know, serve any way I can, but that's not my ideal

1280
01:19:04.040 --> 01:19:07.680
client, right?

1281
01:19:07.680 --> 01:19:15.120
So it's also sifting and sorting, okay?

1282
01:19:15.120 --> 01:19:18.080
But don't sift and sort too soon.

1283
01:19:18.080 --> 01:19:22.080
Let me tell you another example, okay?

1284
01:19:22.080 --> 01:19:29.160
You know how many people that I met with that say, I already have a coach.

1285
01:19:29.160 --> 01:19:30.160
I'm good.

1286
01:19:30.160 --> 01:19:32.720
I've already got coaching covered.

1287
01:19:32.720 --> 01:19:40.760
Now if someone said that to you or consultant or whatever you do, fill in the blank, would

1288
01:19:40.760 --> 01:19:44.400
you back off and just go, oh, okay, well, it's really great visiting with you and I

1289
01:19:44.400 --> 01:19:48.040
pray it goes really well.

1290
01:19:48.040 --> 01:19:49.040
I don't do that.

1291
01:19:49.040 --> 01:19:56.120
Do you know how many people hire me that have a coach?

1292
01:19:56.120 --> 01:19:59.160
Probably 50%.

1293
01:19:59.160 --> 01:20:00.000
So I hope that doesn't happen.

1294
01:20:00.000 --> 01:20:01.000
It doesn't stop you.

1295
01:20:03.400 --> 01:20:07.000
You know, I had one that said, yeah, I've got a coach.

1296
01:20:07.000 --> 01:20:09.080
I've had a coach for a year.

1297
01:20:09.080 --> 01:20:12.060
I'm in my last, I'm in my 12th month.

1298
01:20:12.060 --> 01:20:17.060
And some of you know, or she's rocking it, Anastasia.

1299
01:20:17.720 --> 01:20:20.280
And no, Antoinette, Antoinette.

1300
01:20:20.280 --> 01:20:23.960
And I said, that's awesome.

1301
01:20:23.960 --> 01:20:25.400
How many clients have you gotten?

1302
01:20:25.400 --> 01:20:26.500
How's your business doing?

1303
01:20:26.500 --> 01:20:28.060
A year of coaching, that's fabulous.

1304
01:20:28.060 --> 01:20:30.540
Congratulations investing in yourself.

1305
01:20:30.540 --> 01:20:31.380
How's it going?

1306
01:20:31.380 --> 01:20:32.920
How many clients do you have?

1307
01:20:32.920 --> 01:20:34.380
None.

1308
01:20:34.380 --> 01:20:36.440
You haven't made any money for this whole year?

1309
01:20:36.440 --> 01:20:38.020
No.

1310
01:20:38.020 --> 01:20:39.420
Well, what are you doing exactly?

1311
01:20:39.420 --> 01:20:40.660
Tell me about it.

1312
01:20:40.660 --> 01:20:41.860
Maybe I can help.

1313
01:20:43.020 --> 01:20:45.840
Well, my coach told me to show up

1314
01:20:45.840 --> 01:20:47.380
and do a live every single day.

1315
01:20:47.380 --> 01:20:48.540
So I've been consistent.

1316
01:20:48.540 --> 01:20:50.680
I've done a live every single day

1317
01:20:50.680 --> 01:20:54.760
or most of the days for this entire year.

1318
01:20:54.760 --> 01:20:56.660
Wow, that's awesome.

1319
01:20:56.660 --> 01:20:58.780
How do you feel about that?

1320
01:20:58.780 --> 01:20:59.620
I hate it.

1321
01:20:59.620 --> 01:21:01.060
I hate being online.

1322
01:21:01.060 --> 01:21:02.640
I hate doing this.

1323
01:21:02.640 --> 01:21:04.220
And I don't think anybody's listening to me

1324
01:21:04.220 --> 01:21:06.580
and I don't think it's working.

1325
01:21:06.580 --> 01:21:08.820
She happens to specialize in mind-heart.

1326
01:21:08.820 --> 01:21:10.300
She's a graduate from heart math

1327
01:21:10.300 --> 01:21:13.940
and she happens to specialize in mind-heart coherence.

1328
01:21:13.940 --> 01:21:15.560
Do you see the disconnect here?

1329
01:21:17.260 --> 01:21:20.220
So then, you know, being Holy Spirit led,

1330
01:21:20.220 --> 01:21:24.260
I said, tell me, what does your husband do?

1331
01:21:24.260 --> 01:21:25.340
I don't usually ask that,

1332
01:21:25.340 --> 01:21:28.140
but God put it on my heart, so I asked.

1333
01:21:28.140 --> 01:21:31.020
She says, oh, we own an event center.

1334
01:21:32.220 --> 01:21:33.060
I said, really?

1335
01:21:33.060 --> 01:21:34.180
That's amazing.

1336
01:21:35.040 --> 01:21:37.340
I'm still in this question, trust and rapport,

1337
01:21:37.340 --> 01:21:38.340
identifying needs.

1338
01:21:38.340 --> 01:21:39.180
Are you following me?

1339
01:21:39.180 --> 01:21:41.080
I'm giving you real examples.

1340
01:21:41.080 --> 01:21:44.120
And so I said, wow, that's really amazing.

1341
01:21:44.120 --> 01:21:46.020
I said, so are you doing live events,

1342
01:21:46.020 --> 01:21:49.800
workshops, masterclasses, like that kind of event center?

1343
01:21:49.800 --> 01:21:52.960
And she says, no.

1344
01:21:52.960 --> 01:21:56.340
My husband keeps saying I should do that.

1345
01:21:56.340 --> 01:21:58.000
I was like, well, I think you might wanna listen

1346
01:21:58.000 --> 01:21:59.600
to your husband a little bit.

1347
01:22:00.920 --> 01:22:02.200
And I said, do you know?

1348
01:22:02.200 --> 01:22:05.520
And I started finding out and asking questions that,

1349
01:22:05.520 --> 01:22:08.920
she says, I'm really a person-to-person person.

1350
01:22:08.920 --> 01:22:11.440
I really like meeting people person-to-person.

1351
01:22:11.440 --> 01:22:13.800
I said, really, have you done any networking?

1352
01:22:14.920 --> 01:22:16.760
Okay, I got to this place

1353
01:22:16.760 --> 01:22:19.840
where I identified the customer need, no money.

1354
01:22:19.840 --> 01:22:21.120
It's not working.

1355
01:22:21.120 --> 01:22:23.800
The lead generation system is broken.

1356
01:22:23.800 --> 01:22:26.000
She's not in fulfillment.

1357
01:22:26.000 --> 01:22:30.160
Okay, I'm ready to move to the green.

1358
01:22:30.160 --> 01:22:31.660
I created rapport.

1359
01:22:31.660 --> 01:22:33.360
There's a trust here.

1360
01:22:33.360 --> 01:22:34.960
We're talking.

1361
01:22:34.960 --> 01:22:37.720
In fact, I created so much rapport

1362
01:22:37.720 --> 01:22:40.040
that I said, you know, this is what I,

1363
01:22:40.040 --> 01:22:43.960
if I were your coach, this is what I would recommend.

1364
01:22:43.960 --> 01:22:45.800
And I started sharing a whole strategy

1365
01:22:45.800 --> 01:22:47.580
and the possibilities.

1366
01:22:47.580 --> 01:22:50.480
And she says, my husband would never,

1367
01:22:50.480 --> 01:22:51.960
I've spent so much money on coaching.

1368
01:22:51.960 --> 01:22:54.360
My husband would never let me hire another coach.

1369
01:22:55.800 --> 01:22:59.020
I don't have time today, but I want you to notice something.

1370
01:23:00.120 --> 01:23:01.900
Those are objections.

1371
01:23:03.040 --> 01:23:04.880
They're buying objections, actually,

1372
01:23:04.880 --> 01:23:06.440
but they're objections.

1373
01:23:07.440 --> 01:23:09.480
If you just listen to the objection and go,

1374
01:23:09.480 --> 01:23:11.040
yeah, I understand, it's hard.

1375
01:23:11.040 --> 01:23:12.040
Times are hard right now.

1376
01:23:12.040 --> 01:23:13.680
Well, I pray that you're blessed

1377
01:23:13.680 --> 01:23:15.300
and we'll talk again soon.

1378
01:23:16.120 --> 01:23:20.920
Or if you see that an objection, right,

1379
01:23:20.920 --> 01:23:23.800
is really possibility.

1380
01:23:23.800 --> 01:23:26.880
It's a question dressed in work clothes.

1381
01:23:26.880 --> 01:23:30.640
It's an invitation dressed in work clothes, okay?

1382
01:23:30.640 --> 01:23:32.700
So the objection doesn't faze me.

1383
01:23:32.700 --> 01:23:35.320
Now I did something, I've only done probably twice

1384
01:23:35.320 --> 01:23:38.400
that I can remember in all these years since 2012.

1385
01:23:38.400 --> 01:23:41.040
But I said, you know, because she already told me

1386
01:23:41.040 --> 01:23:43.040
her husband's been telling her to do this.

1387
01:23:43.040 --> 01:23:45.100
I'm gonna create rapport with the decision maker,

1388
01:23:45.140 --> 01:23:47.180
which is her husband at this moment.

1389
01:23:47.180 --> 01:23:50.180
So I said, you know, I'd love to talk to your husband

1390
01:23:50.180 --> 01:23:53.940
and share the ideas, you know, that we just talked about.

1391
01:23:53.940 --> 01:23:57.000
Honey, come here, she wants to talk to you.

1392
01:23:57.940 --> 01:23:59.860
So here comes husband.

1393
01:23:59.860 --> 01:24:02.560
He's no nonsense, we're gonna create rapport.

1394
01:24:02.560 --> 01:24:05.460
He's bottom line, no nonsense.

1395
01:24:05.460 --> 01:24:08.100
And I said, you know, I love your wife.

1396
01:24:08.100 --> 01:24:10.340
I was talking to your beautiful wife

1397
01:24:10.340 --> 01:24:12.540
and we got into conversation.

1398
01:24:12.540 --> 01:24:15.660
I see she's really been struggling to build her business

1399
01:24:15.660 --> 01:24:17.260
and that what she's been doing online,

1400
01:24:17.260 --> 01:24:19.540
she's not enjoying it and it's not working.

1401
01:24:19.540 --> 01:24:21.220
And when I asked her about you,

1402
01:24:21.220 --> 01:24:23.500
she said that you guys have an event center.

1403
01:24:23.500 --> 01:24:26.300
That's amazing, how long have you had that?

1404
01:24:26.300 --> 01:24:30.100
And I said, you know, I told her that if it were me,

1405
01:24:30.100 --> 01:24:33.060
I would recommend doing some in-person networking.

1406
01:24:33.060 --> 01:24:36.220
I'd love to teach her how to successfully network

1407
01:24:36.220 --> 01:24:38.460
and drive to the event center

1408
01:24:38.460 --> 01:24:40.460
where she could be doing masterclasses

1409
01:24:40.460 --> 01:24:44.060
and, you know, all kinds of things, events and retreats.

1410
01:24:44.060 --> 01:24:46.560
And I said, so I was talking to her,

1411
01:24:46.560 --> 01:24:48.260
but she said, I really need to talk to you,

1412
01:24:48.260 --> 01:24:50.060
that you're the decision maker.

1413
01:24:50.060 --> 01:24:52.340
So these are the things I'm thinking.

1414
01:24:52.340 --> 01:24:53.940
And her husband said,

1415
01:24:53.940 --> 01:24:56.900
if you can get my wife to do that, you're hired.

1416
01:24:58.300 --> 01:25:00.100
So, so anyway.

1417
01:25:00.000 --> 01:25:03.640
You see, objections, asking questions, building rapport,

1418
01:25:03.640 --> 01:25:06.960
that was a double rapport with her and with the husband.

1419
01:25:06.960 --> 01:25:08.160
I don't normally do that.

1420
01:25:08.160 --> 01:25:13.320
But I hope you're seeing some things in that.

1421
01:25:13.320 --> 01:25:17.560
It's not until I've identified the needs.

1422
01:25:17.560 --> 01:25:21.720
Most often for me, if they're coming to me

1423
01:25:21.720 --> 01:25:25.040
and they haven't made money, I know they don't have clarity.

1424
01:25:25.040 --> 01:25:27.760
And I know the very first thing I need to talk about,

1425
01:25:27.760 --> 01:25:30.240
and I'll use metaphors or analogies.

1426
01:25:30.240 --> 01:25:33.600
And I'll talk about, right now, you're

1427
01:25:33.600 --> 01:25:35.280
swimming in muddy water.

1428
01:25:35.280 --> 01:25:37.800
You're trying to build a business in muddy water.

1429
01:25:37.800 --> 01:25:42.320
It's so hard to swim and to see and to build in muddy water.

1430
01:25:42.320 --> 01:25:45.400
So if you can use a visual to help them see that,

1431
01:25:45.400 --> 01:25:49.080
it's really good.

1432
01:25:49.080 --> 01:25:50.920
Maybe we're talking about accountability.

1433
01:25:50.920 --> 01:25:53.120
Maybe they're a super creative person.

1434
01:25:53.120 --> 01:25:54.440
I just shared this recently.

1435
01:25:54.440 --> 01:25:55.760
I think it was with Charla.

1436
01:25:55.760 --> 01:25:58.680
And she's just brilliant.

1437
01:25:58.680 --> 01:26:00.880
She can just create till the cows come home.

1438
01:26:00.880 --> 01:26:03.320
I mean, she writes beautiful books and does podcasts.

1439
01:26:03.320 --> 01:26:04.520
She's just brilliant.

1440
01:26:04.520 --> 01:26:09.480
And I said, one of the things we know

1441
01:26:09.480 --> 01:26:15.160
is that with a coach, accountability, 65%

1442
01:26:15.160 --> 01:26:19.680
will accomplish 65% more when we have accountability,

1443
01:26:19.680 --> 01:26:21.520
a coach holding us accountable.

1444
01:26:21.520 --> 01:26:24.160
So this is part of what we do in coaching.

1445
01:26:24.160 --> 01:26:28.680
And I said, I see myself like in bumper bowling.

1446
01:26:28.680 --> 01:26:30.600
She's got little grandchildren and stuff.

1447
01:26:30.600 --> 01:26:31.880
So it's a good analogy.

1448
01:26:31.880 --> 01:26:35.160
I see how they put the thing in the bowling alley.

1449
01:26:35.160 --> 01:26:38.960
And so the ball goes down, and it starts to be a gutter ball.

1450
01:26:38.960 --> 01:26:40.240
But nope, no gutter ball.

1451
01:26:40.240 --> 01:26:41.360
It bounces off of that.

1452
01:26:41.360 --> 01:26:43.320
And boom, we just got a strike.

1453
01:26:43.320 --> 01:26:44.440
It goes off this side.

1454
01:26:44.440 --> 01:26:44.960
Boom.

1455
01:26:44.960 --> 01:26:47.080
I said, I'm kind of like the bumper bowling

1456
01:26:47.080 --> 01:26:48.160
in your business, right?

1457
01:26:48.160 --> 01:26:51.360
We're going to keep you going straight in clarity,

1458
01:26:51.360 --> 01:26:52.600
in accomplishing.

1459
01:26:52.600 --> 01:26:55.800
And this is another part when you start sharing the benefits

1460
01:26:55.800 --> 01:27:00.840
is future focus, future focus, that you're talking

1461
01:27:00.840 --> 01:27:02.880
as if it's already happened.

1462
01:27:02.880 --> 01:27:06.560
So in each of these examples, I said, as we're working,

1463
01:27:06.560 --> 01:27:08.360
this would be an assumptive close.

1464
01:27:08.360 --> 01:27:10.920
As we're working together, one of the things that'll be

1465
01:27:10.920 --> 01:27:12.360
important is accountability.

1466
01:27:12.360 --> 01:27:15.520
As we're working together, you're going to get so clear.

1467
01:27:15.520 --> 01:27:19.320
I want you to imagine that you know exactly who you serve

1468
01:27:19.320 --> 01:27:21.200
and the problem that you solve.

1469
01:27:21.200 --> 01:27:23.040
And you know exactly what you offer.

1470
01:27:23.040 --> 01:27:25.280
And you have irresistible offers.

1471
01:27:25.280 --> 01:27:27.440
And you've got pricing that's good for you

1472
01:27:27.440 --> 01:27:29.600
and good for good.

1473
01:27:29.600 --> 01:27:32.080
And those of you that don't have that, by the way,

1474
01:27:32.080 --> 01:27:34.360
schedule a call with me, because this is first step.

1475
01:27:34.360 --> 01:27:36.880
If you're swimming in muddy water, what I'm talking about

1476
01:27:36.880 --> 01:27:37.760
is you.

1477
01:27:37.760 --> 01:27:40.280
Schedule a call with me if you don't have clarity.

1478
01:27:40.280 --> 01:27:42.240
If you're not making the money that you desire

1479
01:27:42.240 --> 01:27:46.360
or you're not creating the rapport, let's talk about it.

1480
01:27:46.360 --> 01:27:47.960
So we've worked through these steps.

1481
01:27:47.960 --> 01:27:49.640
We've got leads coming in.

1482
01:27:49.640 --> 01:27:51.480
We set appointments.

1483
01:27:51.480 --> 01:27:52.840
We were noticing.

1484
01:27:52.840 --> 01:27:53.840
We were matching.

1485
01:27:53.840 --> 01:27:54.760
We were mirroring.

1486
01:27:54.760 --> 01:27:56.640
We were paying attention.

1487
01:27:56.640 --> 01:27:58.600
We began to be curious.

1488
01:27:58.600 --> 01:28:01.040
We began to ask a lot of questions.

1489
01:28:01.040 --> 01:28:05.200
And in asking the questions, not like a drill sergeant,

1490
01:28:05.200 --> 01:28:08.400
asking questions the way you would at a picnic.

1491
01:28:08.400 --> 01:28:13.800
Asking questions the way you would at a potluck, whatever.

1492
01:28:13.800 --> 01:28:17.040
Curious, interested.

1493
01:28:17.080 --> 01:28:19.920
You're listening and you're paying attention.

1494
01:28:19.920 --> 01:28:21.320
What are they struggling with?

1495
01:28:21.320 --> 01:28:22.360
What do they desire?

1496
01:28:22.360 --> 01:28:25.560
I'll often ask the question, what's your big vision?

1497
01:28:25.560 --> 01:28:27.320
I'll often ask, if you could just

1498
01:28:27.320 --> 01:28:30.800
take a magic paintbrush and a Holy Spirit brush

1499
01:28:30.800 --> 01:28:34.960
and just paint the perfect, what does it look like?

1500
01:28:34.960 --> 01:28:37.040
Oh, I'd love to have retreats.

1501
01:28:37.040 --> 01:28:40.960
And I'd love to teach women how to be vegan and eradicate heart

1502
01:28:40.960 --> 01:28:41.760
disease.

1503
01:28:41.760 --> 01:28:45.920
And so on both ends, what's keeping them from it

1504
01:28:45.920 --> 01:28:47.600
and what's their desires?

1505
01:28:47.600 --> 01:28:49.560
You have to know their desires.

1506
01:28:49.560 --> 01:28:53.400
That's what we're doing in this yellow part.

1507
01:28:53.400 --> 01:28:57.960
When we move from the yellow and into the green,

1508
01:28:57.960 --> 01:29:00.360
where we're just really getting to know that,

1509
01:29:00.360 --> 01:29:01.960
what are they struggling with?

1510
01:29:01.960 --> 01:29:03.200
What makes them tick?

1511
01:29:03.200 --> 01:29:04.520
What do they desire?

1512
01:29:04.520 --> 01:29:06.600
What's their vision?

1513
01:29:06.600 --> 01:29:08.160
We're moving in.

1514
01:29:08.160 --> 01:29:10.120
And by the way, if you don't have a study guide,

1515
01:29:10.120 --> 01:29:11.720
we drop the link in the chat.

1516
01:29:11.720 --> 01:29:13.680
You guys don't need to take notes too much.

1517
01:29:13.920 --> 01:29:16.240
This is there for you.

1518
01:29:16.240 --> 01:29:20.680
And so now and only now do you have

1519
01:29:20.680 --> 01:29:25.400
permission to talk about you and share the benefits.

1520
01:29:25.400 --> 01:29:29.360
And so it's related to the need.

1521
01:29:29.360 --> 01:29:31.760
So now I'm listening and I find out

1522
01:29:31.760 --> 01:29:34.440
that they don't have clarity.

1523
01:29:34.440 --> 01:29:38.280
Then I'll say, based on our conversation,

1524
01:29:38.280 --> 01:29:42.960
based on what you're sharing, here's what I recommend.

1525
01:29:42.960 --> 01:29:48.040
This is my favorite transition sentence.

1526
01:29:48.040 --> 01:29:51.440
Here's what I recommend.

1527
01:29:51.440 --> 01:29:58.200
So we're now in this blue section of share the benefits,

1528
01:29:58.200 --> 01:30:00.560
which is on page 9.

1529
01:30:00.000 --> 01:30:02.040
share the benefits.

1530
01:30:02.040 --> 01:30:05.600
This is where you future cast.

1531
01:30:05.600 --> 01:30:09.880
Remember, don't get in the weeds.

1532
01:30:09.880 --> 01:30:11.560
I want you to understand the difference

1533
01:30:11.560 --> 01:30:15.560
between features and benefits.

1534
01:30:15.560 --> 01:30:18.560
Many of you are not making the sale because you're

1535
01:30:18.560 --> 01:30:21.120
focusing on features.

1536
01:30:21.120 --> 01:30:22.440
I could work with you.

1537
01:30:22.440 --> 01:30:23.560
I have a program.

1538
01:30:23.560 --> 01:30:28.880
It's 90 days, and we meet twice a month for 60 minutes.

1539
01:30:28.880 --> 01:30:32.720
And it's $997.

1540
01:30:32.720 --> 01:30:36.240
I have not set a single result. That's all a feature.

1541
01:30:36.240 --> 01:30:37.680
People don't buy features.

1542
01:30:37.680 --> 01:30:38.800
They buy results.

1543
01:30:38.800 --> 01:30:40.920
They buy transformation.

1544
01:30:40.920 --> 01:30:43.040
That comes much later.

1545
01:30:43.040 --> 01:30:44.680
When you're sharing the benefits,

1546
01:30:44.680 --> 01:30:47.840
you're focusing on the results that they can experience.

1547
01:30:47.840 --> 01:30:52.280
And whenever possible, use stories.

1548
01:30:52.280 --> 01:30:55.040
Facts tell, stories sell.

1549
01:30:56.040 --> 01:30:58.520
OK?

1550
01:30:58.520 --> 01:31:00.680
You know, I would continue the story

1551
01:31:00.680 --> 01:31:03.040
like I shared about Antoinette.

1552
01:31:03.040 --> 01:31:06.600
I helped her discover how to choose the right networking

1553
01:31:06.600 --> 01:31:07.400
event.

1554
01:31:07.400 --> 01:31:09.880
And so she found one that she loved,

1555
01:31:09.880 --> 01:31:11.440
and they asked her to speak.

1556
01:31:11.440 --> 01:31:14.120
And so I helped her get free speaking going,

1557
01:31:14.120 --> 01:31:17.600
and I got her really comfortable in her free speaking.

1558
01:31:17.600 --> 01:31:23.440
And so she had an opportunity to have a table at a trade show.

1559
01:31:23.440 --> 01:31:25.440
So in coaching, I taught her how

1560
01:31:25.440 --> 01:31:28.840
to rock it with the table, that people would come to her table,

1561
01:31:28.840 --> 01:31:30.640
how she would get leads, how she'd

1562
01:31:30.640 --> 01:31:32.160
be able to follow up easily.

1563
01:31:32.160 --> 01:31:33.840
I taught her how to do that.

1564
01:31:33.840 --> 01:31:36.480
And so she had it all set up exactly,

1565
01:31:36.480 --> 01:31:38.560
and she had we go from glory to glory.

1566
01:31:38.560 --> 01:31:41.800
She had flyers inviting to the master class

1567
01:31:41.800 --> 01:31:44.320
she was going to do in her event center.

1568
01:31:44.320 --> 01:31:47.600
And so the fun story is she brought a stack of flyers.

1569
01:31:47.600 --> 01:31:49.960
People just loved what she was doing,

1570
01:31:49.960 --> 01:31:51.880
gathered around her table.

1571
01:31:51.880 --> 01:31:55.000
She went through all the flyers in the first couple of hours,

1572
01:31:55.000 --> 01:31:57.960
and she had to call her husband to bring more flyers.

1573
01:31:57.960 --> 01:32:01.400
So her husband arrives and bringing flyers,

1574
01:32:01.400 --> 01:32:05.040
and he can see like five deep around her table.

1575
01:32:05.040 --> 01:32:08.680
And he smiles and says, you're in your element.

1576
01:32:08.680 --> 01:32:11.480
And I said, does he love your coach?

1577
01:32:11.480 --> 01:32:14.640
And she filled the events.

1578
01:32:14.640 --> 01:32:16.200
She went on to do events.

1579
01:32:16.200 --> 01:32:18.920
She went on to be very successful in free speaking.

1580
01:32:18.920 --> 01:32:20.680
She went on to do podcasts.

1581
01:32:20.680 --> 01:32:21.960
Of course, she got clients.

1582
01:32:21.960 --> 01:32:23.320
She started making money.

1583
01:32:23.320 --> 01:32:25.600
She upped what she was making.

1584
01:32:25.600 --> 01:32:28.520
So what I just did, and I'm doing it brief

1585
01:32:28.520 --> 01:32:33.800
because this is a training, I'd rather show you in a story

1586
01:32:33.800 --> 01:32:34.720
than just tell you.

1587
01:32:34.720 --> 01:32:37.360
I can help you make money.

1588
01:32:37.360 --> 01:32:41.560
Share as many stories as you can, yours or others.

1589
01:32:41.560 --> 01:32:44.120
Describe the results.

1590
01:32:44.120 --> 01:32:47.400
So stories are the most fascinating and the most heart

1591
01:32:47.400 --> 01:32:48.360
opening.

1592
01:32:48.400 --> 01:32:51.240
And so briefly, but with passion and emotion,

1593
01:32:51.240 --> 01:32:52.880
share a story, your own.

1594
01:32:52.880 --> 01:32:55.000
I shared my own about speaking.

1595
01:32:55.000 --> 01:32:56.200
That was rapport building.

1596
01:32:56.200 --> 01:32:58.760
I want you to know you're not alone.

1597
01:32:58.760 --> 01:33:00.400
I wasn't born on a stage.

1598
01:33:00.400 --> 01:33:02.360
I wasn't born comfortable selling.

1599
01:33:02.360 --> 01:33:03.280
Did you feel that?

1600
01:33:03.280 --> 01:33:05.680
When I shared that with you, could you suddenly relate

1601
01:33:05.680 --> 01:33:07.480
and go, oh, there's hope.

1602
01:33:07.480 --> 01:33:09.080
Oh, she had to learn it too.

1603
01:33:09.080 --> 01:33:10.400
She didn't like it either.

1604
01:33:10.400 --> 01:33:12.360
Oh, she's like me.

1605
01:33:12.360 --> 01:33:13.720
Did you feel that?

1606
01:33:13.720 --> 01:33:17.200
So the stories can be your own, and the stories

1607
01:33:17.200 --> 01:33:20.720
can be others of someone who struggled with the same thing,

1608
01:33:20.720 --> 01:33:25.560
how they overcame the results, the success that they got.

1609
01:33:25.560 --> 01:33:29.840
So one of the things you're going to do for sales,

1610
01:33:29.840 --> 01:33:32.840
you need to have a story log.

1611
01:33:32.840 --> 01:33:35.440
You need to have a story folder.

1612
01:33:35.440 --> 01:33:38.640
And everything can be a story.

1613
01:33:38.640 --> 01:33:42.640
As you get good at this, there's a story in everything.

1614
01:33:42.640 --> 01:33:46.000
Just start listing stories.

1615
01:33:46.000 --> 01:33:47.520
Start becoming a master.

1616
01:33:47.520 --> 01:33:52.760
When we work on lead generation and we work on copywriting,

1617
01:33:52.760 --> 01:33:57.440
stories, stories are so important.

1618
01:33:57.440 --> 01:34:00.760
So now we've worked our way through trust and rapport.

1619
01:34:00.760 --> 01:34:03.080
We've identified customer needs.

1620
01:34:03.080 --> 01:34:05.280
Now I start sharing.

1621
01:34:05.280 --> 01:34:09.880
Based on what you shared with me, here's what I recommend.

1622
01:34:09.880 --> 01:34:13.040
I recommend we spend a day together.

1623
01:34:13.040 --> 01:34:14.680
And this is going to be a day.

1624
01:34:14.680 --> 01:34:17.440
It's going to be where you're no longer swimming in muddy water.

1625
01:34:17.440 --> 01:34:19.320
This is going to be a day where you

1626
01:34:19.320 --> 01:34:21.800
know absolutely who you serve.

1627
01:34:21.800 --> 01:34:24.160
Many people think they know who they serve,

1628
01:34:24.160 --> 01:34:26.600
and they say their niche is women over 50.

1629
01:34:26.600 --> 01:34:27.520
That's not a niche.

1630
01:34:27.520 --> 01:34:29.080
That's half the world.

1631
01:34:29.080 --> 01:34:31.520
There's a huge difference between a woman over 50

1632
01:34:31.520 --> 01:34:34.640
with 12 kids homeschooling, a woman over 50 that's

1633
01:34:34.640 --> 01:34:38.720
thinking about retirement who's a CFO for a financial.

1634
01:34:38.720 --> 01:34:39.680
And I go on and on.

1635
01:34:39.680 --> 01:34:41.800
I go, they don't hang out the same place.

1636
01:34:41.800 --> 01:34:43.280
They don't speak the same language.

1637
01:34:43.320 --> 01:34:44.720
They don't have the same desire.

1638
01:34:44.720 --> 01:34:46.880
They don't have the same needs.

1639
01:34:46.880 --> 01:34:50.840
And so we start getting super clear on our niche, OK?

1640
01:34:50.840 --> 01:34:54.360
And then we build line upon line.

1641
01:34:54.360 --> 01:34:57.040
And so from that, now I'm talking to them, right?

1642
01:34:57.040 --> 01:34:59.040
And I walk them through the process.

1643
01:34:59.040 --> 01:35:01.000
Let them.

1644
01:35:00.000 --> 01:35:16.000
Experience your process. We're going to do this, and you're going to experience this shift, and then you're going to be able to do this. Let them live working with you before they actually hire you.

1645
01:35:16.000 --> 01:35:30.000
This is so important. Be able to communicate how they're going to feel, what they're going to be able to do that they couldn't do, what they're going to understand that they didn't understand, what they're going to break through that they didn't break through.

1646
01:35:30.000 --> 01:35:43.000
Whatever this is, whether it's in health and nutrition, whether it's in sobriety, all of these things, it's the same. In copywriting, all the same. And so there's a bridge. You're bridging.

1647
01:35:43.000 --> 01:35:56.000
Okay, this is the next level now. You're bridging from their needs and challenges to the solution that your product or service offers. This is what you wrote before, all the value that you deliver.

1648
01:35:56.000 --> 01:36:08.000
And so we're bridged. My favorite bridge is, you know, based on what you shared, and I repeat what I got, I really heard them. Based on what you shared, here's what I recommend.

1649
01:36:08.000 --> 01:36:15.000
And then I'll usually give only two choices, because the brain doesn't understand more than two choices.

1650
01:36:15.000 --> 01:36:21.000
I'll say, you know, we could do all of this in one day.

1651
01:36:21.000 --> 01:36:39.000
We could do this in a day. And by the way, Nicole, in the Prosper Women, if you could put the different links as I'm talking about them, if you haven't already, not just in the Zoom, but they need the different links that I'm talking about, please.

1652
01:36:39.000 --> 01:36:50.000
Okay, so in the Prosper Women Facebook group. Okay, so we bridge. And it's like, so here's what I recommend.

1653
01:36:50.000 --> 01:37:01.000
You either spend a day, I like condensing it and doing it in a day, so you leave absolutely clear, because clarity is everything. Half of why you're not showing up is because you're not clear.

1654
01:37:01.000 --> 01:37:09.000
So you'll leave absolutely clear and I list out. We do that in a one day business breakthrough intensive.

1655
01:37:10.000 --> 01:37:29.000
If you find that not only clarity, but you need support implementing. You need someone to hold you accountable. You need someone to help you with skill set, someone to help you with mindset, breaking through limiting beliefs, someone to give you a clear action strategy plan.

1656
01:37:29.000 --> 01:37:53.000
Someone, and I'm describing, I say, then I recommend 90 days or a year. People that work with me a year are usually the ones that earn six figures, but a minimum of 90 days. And then I make an irresistible offer. So you see, we go here from bridge to their needs and challenge to the solution that you offer.

1657
01:37:53.000 --> 01:38:11.000
Okay, and I did an initial close. And initial close is now starting to bring an answer. I say, you know, which of those appeals to you more, you know, the one day or the 90 day or longer, which one appeals to you more.

1658
01:38:12.000 --> 01:38:35.000
And often they'll say the one day or they may say, I could really see the 90 days or the objections will come up. This is the place for the objections, which are questions in work clothes. And they'll say, you know, the truth is, I really don't have the money right now.

1659
01:38:35.000 --> 01:38:44.000
This is where you want to be, desire to be as flexible as you can to get them in the door.

1660
01:38:45.000 --> 01:39:07.000
And so the first thing I would do is see if you could solve the objection. Okay. And so, you know, I just had this yesterday, I will find a way whenever possible to help someone work with me, if they have a unique circumstance, I will find a way to make that work.

1661
01:39:07.000 --> 01:39:26.000
And I almost never do this, but this person had bought, they were really serious about working with me, but they had just bought a house and it had taken a big chunk of change. They just gotten a huge tax bill or an expense or something. They're like, I want to work with you, but it's my cash flow right this moment.

1662
01:39:27.000 --> 01:39:49.000
And you're going to do two things. You're going to repeat the benefits and you're going to help them understand the difference between an expense and an investment. This is a very important thing for you to understand personally and to teach the difference between an expense and an investment.

1663
01:39:49.000 --> 01:39:59.000
And an investment, you see wealthy people think differently than broke people. Entrepreneurs think differently than employees.

1664
01:40:00.000 --> 01:40:02.760
Employees would look at coaching as an expense.

1665
01:40:02.760 --> 01:40:04.320
They look at everything as an expense.

1666
01:40:04.320 --> 01:40:06.320
Money goes out.

1667
01:40:06.320 --> 01:40:10.080
Entrepreneurs and wealthy people understand the difference

1668
01:40:10.080 --> 01:40:12.320
between the expense and an investment.

1669
01:40:12.320 --> 01:40:14.680
And they're always looking for investments

1670
01:40:14.680 --> 01:40:18.080
that have a return on investment.

1671
01:40:18.080 --> 01:40:22.920
So you want to be able to show a return on investment.

1672
01:40:22.920 --> 01:40:28.120
So let's say a breakthrough intensive with me is $1,500.

1673
01:40:28.200 --> 01:40:30.960
And they can get their first client.

1674
01:40:30.960 --> 01:40:34.080
You want to show them how to get a quick win.

1675
01:40:34.080 --> 01:40:36.960
And they could get even one client,

1676
01:40:36.960 --> 01:40:38.640
and they already make that back.

1677
01:40:38.640 --> 01:40:41.040
Maybe their clients are $3,000,

1678
01:40:41.040 --> 01:40:43.560
or maybe it's two clients, whatever.

1679
01:40:43.560 --> 01:40:47.520
I show them return on investment quickly.

1680
01:40:49.440 --> 01:40:50.520
And not just there,

1681
01:40:50.520 --> 01:40:52.400
but how they're going to have a skill

1682
01:40:52.400 --> 01:40:54.080
that they can use over and over and over

1683
01:40:54.080 --> 01:40:55.960
and continue to genuate.

1684
01:40:55.960 --> 01:40:58.960
So first, I help them understand return on investment.

1685
01:40:58.960 --> 01:41:02.760
And second, if it truly is a monetary issue,

1686
01:41:02.760 --> 01:41:04.400
I try to work with them.

1687
01:41:04.400 --> 01:41:08.040
Would it help if we break it into two payments?

1688
01:41:08.040 --> 01:41:11.320
Very often at that point, it's like, yes.

1689
01:41:11.320 --> 01:41:15.520
So help them distinguish why the benefits,

1690
01:41:15.520 --> 01:41:17.840
how this is a return on investment.

1691
01:41:17.840 --> 01:41:20.880
Make the finances something they can do.

1692
01:41:20.880 --> 01:41:22.840
Break it into two payments, three payments,

1693
01:41:22.840 --> 01:41:23.760
depending what you do.

1694
01:41:23.760 --> 01:41:25.920
Break it, you know, lump sum.

1695
01:41:26.720 --> 01:41:28.520
And they save a lot of money or monthly,

1696
01:41:28.520 --> 01:41:30.280
over three months, six months, a year,

1697
01:41:30.280 --> 01:41:31.680
whatever you're offering.

1698
01:41:31.680 --> 01:41:34.000
Make it like, be kind hearted,

1699
01:41:34.000 --> 01:41:36.080
treat them the way you want to be treated.

1700
01:41:36.080 --> 01:41:37.960
Of course, if they're making payments,

1701
01:41:37.960 --> 01:41:39.640
it needs to be a little more expensive

1702
01:41:39.640 --> 01:41:40.680
because it costs you.

1703
01:41:40.680 --> 01:41:44.160
It costs you for the billing and all of that, right?

1704
01:41:44.160 --> 01:41:45.560
But I make it possible.

1705
01:41:45.560 --> 01:41:46.960
I say, and I'll ask them that,

1706
01:41:46.960 --> 01:41:49.680
would it help if we did this?

1707
01:41:49.680 --> 01:41:51.560
Would it work if we did this?

1708
01:41:51.560 --> 01:41:54.800
This is that objection handling dance right there

1709
01:41:54.840 --> 01:41:56.760
between the close and the objections

1710
01:41:56.760 --> 01:41:58.520
and back to the close and go.

1711
01:41:58.520 --> 01:42:02.200
Okay, it's that dance up there, okay?

1712
01:42:02.200 --> 01:42:06.240
It says elegantly dancing with the prospect.

1713
01:42:06.240 --> 01:42:09.400
Okay, let's solve these questions that you have.

1714
01:42:09.400 --> 01:42:11.000
I don't have time.

1715
01:42:11.000 --> 01:42:13.720
Okay, would it be better for you to take that intensive?

1716
01:42:13.720 --> 01:42:16.400
And instead of doing one four or six hour chunk,

1717
01:42:16.400 --> 01:42:17.520
we break it into a couple.

1718
01:42:17.520 --> 01:42:18.800
They got little grandkids.

1719
01:42:18.800 --> 01:42:20.600
I can't focus that long.

1720
01:42:20.600 --> 01:42:23.440
Great, if we broke it into two hour chunks over three,

1721
01:42:24.040 --> 01:42:26.800
and do the intensive in parts, would that help you?

1722
01:42:26.800 --> 01:42:29.280
Because it's gonna be time, it's gonna be money,

1723
01:42:29.280 --> 01:42:32.160
typically if they're serious, right?

1724
01:42:32.160 --> 01:42:34.000
It's gonna be belief.

1725
01:42:34.000 --> 01:42:36.080
I don't know if this is gonna work for me.

1726
01:42:36.080 --> 01:42:37.960
It didn't work in the past.

1727
01:42:37.960 --> 01:42:40.760
Lots of stories, lots of examples,

1728
01:42:40.760 --> 01:42:42.560
lots of what you could do.

1729
01:42:42.560 --> 01:42:45.760
You do this elegant dance.

1730
01:42:45.760 --> 01:42:48.920
So you get through, and I will often say,

1731
01:42:48.920 --> 01:42:50.520
what comes up for you

1732
01:42:50.520 --> 01:42:52.320
if they're not telling you their objections?

1733
01:42:52.320 --> 01:42:54.880
What are your questions, comments, ahas?

1734
01:42:54.880 --> 01:42:56.360
What's coming up for you?

1735
01:42:57.240 --> 01:43:00.440
So get to know where they're at and do that elegant dance.

1736
01:43:00.440 --> 01:43:03.080
Don't be afraid of that, okay?

1737
01:43:03.080 --> 01:43:06.400
And then come back again to the benefits

1738
01:43:06.400 --> 01:43:08.600
and make a second call to action.

1739
01:43:09.720 --> 01:43:13.360
So if I send you a link and I send you testimonies

1740
01:43:13.360 --> 01:43:16.880
and we make the pricing work, will that work for you?

1741
01:43:16.880 --> 01:43:20.120
I'm gonna ask again, okay?

1742
01:43:20.120 --> 01:43:24.640
And then you see that it slides down over there

1743
01:43:24.640 --> 01:43:28.120
on the right side to the follow-up.

1744
01:43:28.120 --> 01:43:33.120
What I need you to understand, there's a funnel, okay?

1745
01:43:33.440 --> 01:43:35.560
There's broad people that are coming in

1746
01:43:35.560 --> 01:43:36.800
and they're coming down your funnel

1747
01:43:36.800 --> 01:43:38.240
and they're getting to know more about you

1748
01:43:38.240 --> 01:43:39.160
and they're meeting with you.

1749
01:43:39.160 --> 01:43:42.160
And there's a funnel in buying.

1750
01:43:42.160 --> 01:43:45.440
And what I want you to understand that right now,

1751
01:43:45.440 --> 01:43:49.440
only about one maximum 3%

1752
01:43:49.440 --> 01:43:52.640
is actually ready to buy right now.

1753
01:43:52.640 --> 01:43:56.320
Like the moment you talk to them, they're ready to buy,

1754
01:43:56.320 --> 01:43:57.960
they've got the money.

1755
01:43:57.960 --> 01:44:01.800
So in the whole funnel scope of things,

1756
01:44:01.800 --> 01:44:06.280
this little one to 3% is very minute.

1757
01:44:06.280 --> 01:44:09.540
So you're looking for the ones that are ready now,

1758
01:44:10.380 --> 01:44:15.380
then there's like 3% to 5% that will be ready.

1759
01:44:15.940 --> 01:44:17.700
They're tire kicking, they're shopping,

1760
01:44:17.700 --> 01:44:19.220
they come into the car dealership,

1761
01:44:19.220 --> 01:44:22.500
they know they wanna buy a car, they wanna try,

1762
01:44:22.500 --> 01:44:24.460
they wanna see the different types,

1763
01:44:24.460 --> 01:44:26.980
the different dealerships, they wanna compare,

1764
01:44:26.980 --> 01:44:31.300
they're ready, they're thinking that they're gonna do it

1765
01:44:31.300 --> 01:44:33.220
by graduation for their kids,

1766
01:44:33.220 --> 01:44:36.180
or they're thinking they got their tax money coming back,

1767
01:44:36.180 --> 01:44:39.100
they're going to do it, not today,

1768
01:44:39.100 --> 01:44:40.780
but they're going to do it.

1769
01:44:40.780 --> 01:44:41.740
That's the next.

1770
01:44:41.740 --> 01:44:44.780
So you've got this very small that's ready right now.

1771
01:44:44.780 --> 01:44:45.980
If you stop there,

1772
01:44:45.980 --> 01:44:49.280
you're leaving 97% of the population out.

1773
01:44:51.140 --> 01:44:53.700
You've got another more that if you follow up

1774
01:44:53.700 --> 01:44:57.020
fairly shortly in the next month, three, six months,

1775
01:44:57.020 --> 01:44:58.460
they're gonna buy from you.

1776
01:44:59.460 --> 01:45:00.300
And then you.

1777
01:45:00.000 --> 01:45:07.440
got the rest that you continue to nurture, stay front of mind, you come back with other offers

1778
01:45:08.080 --> 01:45:17.040
after you've gone through this process. So the fortune is in the follow-up. The fortune is in

1779
01:45:17.040 --> 01:45:25.280
the follow-up. If you're not following up more than 12 times with the cord of three strands

1780
01:45:25.280 --> 01:45:31.600
follow-up, if you're not following up that you have them on your email list,

1781
01:45:32.640 --> 01:45:38.960
okay, the other night in the Prosper Leader membership we started how to get a cash infusion,

1782
01:45:38.960 --> 01:45:45.760
how to get cash flow happening in your business, right? How to get flow. And we went through a

1783
01:45:45.760 --> 01:45:52.240
bunch of examples and we started with your email list. Your email list is the most important. So

1784
01:45:52.240 --> 01:45:58.320
most of your sales, the easiest and most important sell is live, on a Zoom, on a call.

1785
01:45:59.040 --> 01:46:07.120
Next is on text and DM, okay, and next is email. Social media is way down. If you're trying to make

1786
01:46:07.120 --> 01:46:11.120
your sales on social, no, that's where you're getting connections and leads and you're getting

1787
01:46:11.120 --> 01:46:21.600
them off of social media onto your email list. So knowing how to grow your email list and nurture

1788
01:46:21.600 --> 01:46:27.920
your email list is absolutely essential for the sales process. So immediately they're going to go

1789
01:46:27.920 --> 01:46:35.680
on your email list. So there's people that were here all week that I met lead generation back in

1790
01:46:35.680 --> 01:46:45.120
the blue. I met by adding them to my LinkedIn and I got it to rapport and appointment setting

1791
01:46:45.120 --> 01:46:54.080
on LinkedIn and they immediately went on my email list and they were already in my social media

1792
01:46:54.080 --> 01:47:00.160
and when they register I get their phone number for the appointment so I can text them as well.

1793
01:47:00.160 --> 01:47:07.200
So I have the cord of three strands to follow up forever and I continue to do that. So I grow the

1794
01:47:07.200 --> 01:47:15.280
list and I nurture the list. This is like rowing a boat. Grow your list. If you don't have an email

1795
01:47:15.280 --> 01:47:21.840
list you don't have a business. It's your first step. Grow your list. Nurture your list. And so I'm

1796
01:47:21.840 --> 01:47:28.080
growing and I'm nurturing and I'm nurturing and I'm nurturing. Then on the email list this is a follow-up

1797
01:47:28.080 --> 01:47:36.640
strategy. And you notice that I believe in give, give, give, ask, give, give, give, give, ask.

1798
01:47:36.640 --> 01:47:43.600
So every time remember we did the value exercise every time I'm doing an email how can I add value

1799
01:47:43.600 --> 01:47:50.960
to them? What story can inspire them? What strategy can help them move forward? How can I add value?

1800
01:47:50.960 --> 01:47:56.800
We're not just doing information. We talked about that earlier. So how can I add value? So

1801
01:47:56.800 --> 01:48:03.120
I'm giving value, giving value, and then I'm inviting. An invitation is not an offer but I'm inviting.

1802
01:48:03.920 --> 01:48:10.320
Google said that they have to consume I think I don't remember it was eight there's different

1803
01:48:10.320 --> 01:48:16.480
sources but eight hours, 12 hours of your content. The average consumer needs to consume. Chomp, chomp,

1804
01:48:16.480 --> 01:48:22.960
chomp, chomp, chomp, consume. So they're consuming your emails. They're consuming your social media posts.

1805
01:48:22.960 --> 01:48:28.880
They're consuming video. They're consuming if you're doing like this. I just did a five day and

1806
01:48:28.880 --> 01:48:35.280
this is a bonus day. This would be seven hours of consumption. Those of you who stayed with me

1807
01:48:35.840 --> 01:48:42.080
we had five hours during the week, two hours today. That was seven hours of consumption. Do you feel

1808
01:48:42.080 --> 01:48:48.640
like you know me more? Do you feel like you trust me more? Do you feel like you know I can add value

1809
01:48:48.640 --> 01:48:56.960
more? This is what you must do. This is where the fortune is in the follow-up. Okay is that helpful?

1810
01:48:58.160 --> 01:49:05.520
So I'm going to stop sharing get where I can see you a little bit better. I'm going to encourage

1811
01:49:05.520 --> 01:49:12.080
you on a couple things. Where do you go from here? First of all if you have not scheduled a call with

1812
01:49:12.080 --> 01:49:18.160
me I encourage you to do that. Book a call. Let's see where you are, where you want to go, what's

1813
01:49:18.160 --> 01:49:24.320
blocking you, what's keeping you, what resources I can give you, what's your next step. Let's get you

1814
01:49:24.320 --> 01:49:31.760
moving forward. So if you haven't booked a call still have a chance to book a call with me. Secondly

1815
01:49:32.480 --> 01:49:39.360
this is the last day to get the VIP upgrade. If you're not if you're already a prosper leader

1816
01:49:39.360 --> 01:49:43.520
member of course the bonus doesn't matter that much to you because you're already a member.

1817
01:49:43.520 --> 01:49:51.280
Congratulations you already know the value. Okay if you desire the replays beyond this week

1818
01:49:51.280 --> 01:49:56.800
in the prosper women facebook group you're going to want to get the VIP upgrade to get the replays

1819
01:49:56.800 --> 01:49:59.840
especially this. You want to take your time with this one and work.

1820
01:50:00.000 --> 01:50:07.760
on it and you get a bonus month in the Prosper Leader membership. If you're already a Prosper

1821
01:50:07.760 --> 01:50:14.320
Leader member, I want to point out some very important things of where you can go next.

1822
01:50:16.000 --> 01:50:21.040
Brenda. Yes. All right, Mary asked if we're going to revisit page five.

1823
01:50:22.320 --> 01:50:29.280
Okay, thank you. I just want to point that out. I love you organized people and let's see what

1824
01:50:29.280 --> 01:50:36.320
was page five. Let me find it and answer that question. It was before the sales mountain.

1825
01:50:37.440 --> 01:50:43.600
Check your motives. Oh, yeah. Okay. So, you know, the number four, check your motives.

1826
01:50:43.600 --> 01:50:50.560
Where are you coming from? Are you looking at that appointment as your next electricity bill?

1827
01:50:51.280 --> 01:50:56.560
And so you're coming from a place of trying to get and have to have a place of lack,

1828
01:50:56.560 --> 01:51:02.640
or are you coming from a place of giving value? And then, of course, the five steps is the triangle

1829
01:51:02.640 --> 01:51:08.000
that we just did. That's what the five steps are. Okay. So that's the same as the triangle

1830
01:51:08.000 --> 01:51:15.120
for the five steps. Okay. And so in the prop, thank you, Nicole, for letting me know. So in

1831
01:51:15.120 --> 01:51:20.080
the Prosper Leader membership, there's some things I'd like you to notice. Am I sharing

1832
01:51:20.080 --> 01:51:31.920
the screen still? Yeah. Okay. So some important things are in here and some of them are just

1833
01:51:31.920 --> 01:51:39.760
short and fast, but it gets you really thinking. So there's some short ones on follow-up and

1834
01:51:39.760 --> 01:51:48.400
there's some really short ones on making offers and how absolutely important it is

1835
01:51:49.200 --> 01:51:57.120
to make offers. Super important. So all of that is there, even if you go there free.

1836
01:51:57.120 --> 01:52:04.560
And then for premium members, the Successful Sales Masterclass, a different version of what I did

1837
01:52:04.560 --> 01:52:12.160
today with slides, but a lot in common, is up there. And it's about, I don't know, almost three hours.

1838
01:52:12.160 --> 01:52:17.920
So there was a lot more than what we did here. But the Successful Sales Conversation Masterclass

1839
01:52:17.920 --> 01:52:25.600
is there. And then there's another two hours of Encore Q&A. So if you have some questions,

1840
01:52:25.600 --> 01:52:32.960
you could even start with the Encore Q&A because the questions you have, other people had. So I

1841
01:52:32.960 --> 01:52:41.440
would go in there. If you don't have a follow-up system, there is a three-hour, what is it,

1842
01:52:41.440 --> 01:52:47.440
two-hour masterclass on the fortune and the follow-up, like how to set up your follow-up to

1843
01:52:47.440 --> 01:52:55.440
really get results. And then there's another hour and some change Q&A in the same way.

1844
01:52:56.640 --> 01:53:03.680
So I think it's separate. Here's irresistible offers. Here's follow-up. Your leads are

1845
01:53:03.680 --> 01:53:09.760
your seeds. But there's also the follow-up. So there's a lot there. There's how to

1846
01:53:09.760 --> 01:53:14.960
use technology. And then there's our live meetings, first Tuesday, third Thursday.

1847
01:53:14.960 --> 01:53:23.200
There's every Thursday morning office hours. Day one was P, partner with God. There is like

1848
01:53:23.200 --> 01:53:30.400
six or seven days. So there's like six days of that to really go deep with partnering with God

1849
01:53:30.400 --> 01:53:36.320
in business. If you're having struggles with money, there's a three-hour masterclass on money.

1850
01:53:36.960 --> 01:53:44.640
This 90-day activation here was over $4,000. I sold that for 10 years for that.

1851
01:53:44.640 --> 01:53:49.120
So there's a lot in here to really grow you. There's Bible studies,

1852
01:53:50.320 --> 01:53:56.320
harnessing your spiritual power, the four agreements from a biblical perspective,

1853
01:53:57.760 --> 01:54:03.840
hearing from God. There's challenges, there's health, there's relationships.

1854
01:54:03.840 --> 01:54:10.320
So this is the last day. With the VIP, you get a month, which is $197 a month value.

1855
01:54:10.320 --> 01:54:19.040
You get that included in the VI and lifetime access to the replays. And then if you're ready

1856
01:54:19.040 --> 01:54:25.440
to take your business to the next level, book a call with me. Let's talk. Has this been helpful?

1857
01:54:25.440 --> 01:54:31.200
Do you look at... I want to know if you're looking at sales differently than when you arrived. Are

1858
01:54:31.200 --> 01:54:37.760
you leaving different than you came? Put in the chat. Are you leaving different than you came?

1859
01:54:38.320 --> 01:54:46.080
Are you seeing this as doable? Are you seeing it as warm and heartfelt? Are you seeing as knowing

1860
01:54:46.080 --> 01:54:58.080
exactly what to do? You're clear. Tell me about the changes. So outer shift, wonderful. I'm so glad.

1861
01:55:00.000 --> 01:55:05.000
and okay, absolutely, and hard, and yes.

1862
01:55:05.880 --> 01:55:10.440
I can see where the disconnect is, wonderful.

1863
01:55:10.440 --> 01:55:12.880
I love that, I'd love to hear more.

1864
01:55:12.880 --> 01:55:15.200
I'm going to be sending you a review

1865
01:55:15.200 --> 01:55:16.880
or if you send me a testimony,

1866
01:55:16.880 --> 01:55:21.880
it would mean the world to help more people discover this.

1867
01:55:21.960 --> 01:55:24.000
Let's see, yes, it was great benefit

1868
01:55:24.000 --> 01:55:27.160
presenting the services, wonderful, okay.

1869
01:55:27.160 --> 01:55:29.400
Now I can't wait to get out there

1870
01:55:29.400 --> 01:55:32.640
and add more value and make more friends.

1871
01:55:32.640 --> 01:55:35.980
I'm loving it, Victoria's on fire, okay.

1872
01:55:36.840 --> 01:55:41.840
Let's see, taking this all in on a deeper place with me

1873
01:55:43.880 --> 01:55:48.200
so it becomes second nature, yes, yes, okay.

1874
01:55:48.200 --> 01:55:50.840
Great benefit, concrete steps.

1875
01:55:50.840 --> 01:55:53.080
When you can begin to understand the steps

1876
01:55:53.080 --> 01:55:54.880
and then you just break it down

1877
01:55:54.880 --> 01:55:57.800
and then it's constant and never ending improvement.

1878
01:55:57.800 --> 01:55:59.880
You just continue to get better at each.

1879
01:55:59.880 --> 01:56:01.800
You become a better listener.

1880
01:56:01.800 --> 01:56:05.600
You learn, you become a better question asker.

1881
01:56:05.600 --> 01:56:08.340
You become better at identifying needs.

1882
01:56:08.340 --> 01:56:11.240
You become better at creating rapport.

1883
01:56:11.240 --> 01:56:16.240
You become better at, and if you're new to this,

1884
01:56:17.280 --> 01:56:19.040
don't put pressure on yourself.

1885
01:56:19.040 --> 01:56:23.000
Like I would first and foremost,

1886
01:56:23.000 --> 01:56:25.200
kind of like tennis or dance or whatever,

1887
01:56:25.200 --> 01:56:27.720
go out and do practice runs.

1888
01:56:28.520 --> 01:56:31.360
Just practice presenting without any expectation

1889
01:56:31.360 --> 01:56:33.240
that they're going to join or not.

1890
01:56:33.240 --> 01:56:36.960
Just feel fabulous that you made an offer.

1891
01:56:37.840 --> 01:56:40.360
Just feel fabulous that you made an offer.

1892
01:56:40.360 --> 01:56:42.960
Now we're going to, in the Prosper Leader Membership,

1893
01:56:42.960 --> 01:56:45.240
we're going to be talking about how to make offers.

1894
01:56:45.240 --> 01:56:48.240
We're going to really go deep in this next month

1895
01:56:48.240 --> 01:56:51.800
because we're going to have you making a lot of offers

1896
01:56:51.800 --> 01:56:54.660
because there's all kinds of offers.

1897
01:56:54.660 --> 01:56:57.400
There's offers to reactivate.

1898
01:56:58.080 --> 01:56:59.000
There's offers to renew.

1899
01:56:59.000 --> 01:57:01.200
There's offers to get referrals.

1900
01:57:01.200 --> 01:57:04.520
There's offers, like there's all kinds of offers

1901
01:57:04.520 --> 01:57:05.360
you can make.

1902
01:57:05.360 --> 01:57:10.040
There's intro offers that just gets their feet wet, right?

1903
01:57:10.040 --> 01:57:11.800
There's bigger offers.

1904
01:57:11.800 --> 01:57:16.120
There's offers, you know, so it's really important

1905
01:57:16.120 --> 01:57:19.040
that you just practice, practice.

1906
01:57:19.040 --> 01:57:20.240
It's progress.

1907
01:57:20.240 --> 01:57:24.200
It's not perfection, okay?

1908
01:57:24.200 --> 01:57:26.480
Let's see, there was some more questions.

1909
01:57:27.400 --> 01:57:32.400
How do I turn around the word calculated

1910
01:57:34.640 --> 01:57:37.000
because that's negative?

1911
01:57:37.000 --> 01:57:37.880
I'm not sure.

1912
01:57:37.880 --> 01:57:39.800
Where are you using calculated?

1913
01:57:39.800 --> 01:57:40.920
You'll have to let me know.

1914
01:57:40.920 --> 01:57:43.520
I would say more skilled that you're honing your,

1915
01:57:43.520 --> 01:57:46.160
you know, the Bible talks about sharpening iron.

1916
01:57:46.160 --> 01:57:48.360
It seems like a plan, like a step-by-step,

1917
01:57:48.360 --> 01:57:50.440
and it just seems a little, but it's necessary.

1918
01:57:50.440 --> 01:57:53.240
Oh, the step-by-step feels calculated, yeah.

1919
01:57:53.240 --> 01:57:56.320
When you learned to tie your shoes,

1920
01:57:56.360 --> 01:57:59.040
did your mom say, hey, just tie them?

1921
01:57:59.040 --> 01:58:01.120
Or did she say, you take the left hand

1922
01:58:01.120 --> 01:58:04.160
and you make a little bow and then you wrap around it

1923
01:58:04.160 --> 01:58:06.560
and then you pull, like, did that happen?

1924
01:58:06.560 --> 01:58:08.080
Or when you go to the dentist, did they,

1925
01:58:08.080 --> 01:58:09.520
like, were they really calculating,

1926
01:58:09.520 --> 01:58:11.600
showing you how to brush your teeth?

1927
01:58:11.600 --> 01:58:13.360
When you learned a recipe

1928
01:58:13.360 --> 01:58:15.040
and they didn't say start stirring,

1929
01:58:15.040 --> 01:58:17.400
they started with the ingredients to buy,

1930
01:58:17.400 --> 01:58:18.880
and then they told you how to mix.

1931
01:58:18.880 --> 01:58:22.480
So maybe look at the mindset

1932
01:58:22.480 --> 01:58:24.720
that because you have a system,

1933
01:58:24.760 --> 01:58:27.160
and let me bring this on a deeper level, ladies,

1934
01:58:27.160 --> 01:58:31.720
because I've got a lot of free creative types here as well.

1935
01:58:31.720 --> 01:58:33.480
And you don't like structure.

1936
01:58:33.480 --> 01:58:35.040
You rebel against structure.

1937
01:58:35.040 --> 01:58:37.400
Do I have any rebels against structure?

1938
01:58:37.400 --> 01:58:38.600
Can you put in the chat?

1939
01:58:38.600 --> 01:58:39.560
Am I talking to anybody?

1940
01:58:39.560 --> 01:58:40.440
Who's my rebels?

1941
01:58:40.440 --> 01:58:42.520
They hate structure.

1942
01:58:42.520 --> 01:58:44.680
And they love freedom.

1943
01:58:44.680 --> 01:58:46.160
So they don't, they got into business

1944
01:58:46.160 --> 01:58:47.040
so they'd have freedom.

1945
01:58:47.040 --> 01:58:48.680
They don't want any structure.

1946
01:58:48.680 --> 01:58:52.600
Okay, all right, for my beautiful creatives,

1947
01:58:52.600 --> 01:58:56.120
structure creates freedom.

1948
01:58:58.200 --> 01:59:03.040
Get this, structure creates freedom.

1949
01:59:03.040 --> 01:59:04.880
There's a container.

1950
01:59:04.880 --> 01:59:08.200
So for example, I have a container on my business.

1951
01:59:08.200 --> 01:59:11.440
I only work three and a half days a week.

1952
01:59:11.440 --> 01:59:13.760
And my calendar is set to a structure.

1953
01:59:13.760 --> 01:59:15.320
That's when you're gonna get in.

1954
01:59:15.320 --> 01:59:16.480
If you book an appointment,

1955
01:59:16.480 --> 01:59:19.480
you won't find me on Saturday afternoon,

1956
01:59:19.480 --> 01:59:20.920
Sunday, Monday, Tuesday.

1957
01:59:20.920 --> 01:59:22.920
I'm busy dancing, doing Pilates,

1958
01:59:22.920 --> 01:59:25.000
gardening, traveling and eating.

1959
01:59:25.000 --> 01:59:26.360
I'm like, I'm having a blast.

1960
01:59:26.360 --> 01:59:28.000
I'm not working at that time.

1961
01:59:28.000 --> 01:59:31.680
Structure created freedom.

1962
01:59:33.480 --> 01:59:38.440
You knowing what to do when and developing that habit

1963
01:59:38.440 --> 01:59:41.680
is going to create so much freedom.

1964
01:59:41.680 --> 01:59:45.800
You having sales, people joining is going to.

1965
01:59:45.800 --> 01:59:47.960
So does that help a little bit?

1966
01:59:47.960 --> 01:59:49.440
Those of you rebellious,

1967
01:59:49.600 --> 01:59:53.400
you know, life, everything that God made

1968
01:59:53.400 --> 01:59:57.280
is male and female, masculine, feminine energy.

1969
01:59:57.280 --> 01:59:59.160
And they're very different.

1970
01:59:59.160 --> 02:00:00.000
The feminine.

1971
02:00:00.000 --> 02:00:05.880
and energy is free and receptive and creative and all of those

1972
02:00:05.880 --> 02:00:12.200
things. And the masculine, the feminine comes first. So you

1973
02:00:12.200 --> 02:00:16.320
dreaming, having a vision, being creative, creating that's you

1974
02:00:16.360 --> 02:00:21.080
the feminine energy that comes first, then the masculine comes

1975
02:00:21.080 --> 02:00:26.400
along and provides structure. And your business does the same

1976
02:00:26.400 --> 02:00:30.720
thing. Because if your business doesn't have any goals, it

1977
02:00:30.720 --> 02:00:33.920
doesn't have it doesn't have any structure, it won't go

1978
02:00:33.920 --> 02:00:36.640
anywhere. So I'm so glad you brought that up. Thank you for

1979
02:00:36.640 --> 02:00:43.400
bringing that up. Okay, maybe process. It's just a word. I'm

1980
02:00:43.400 --> 02:00:47.240
just it's an order. I use the example of putting the ring on.

1981
02:00:47.800 --> 02:00:51.040
There's doing the right things in the right order. Don't ask

1982
02:00:51.040 --> 02:00:56.000
your clients to get married before you even found out about

1983
02:00:56.000 --> 02:00:58.800
who they are. And some of you are going out there and going,

1984
02:00:58.800 --> 02:01:00.920
Will you marry me? Will you marry me? I need someone to

1985
02:01:00.920 --> 02:01:03.760
marry me. Please marry me. I've got something really good. You

1986
02:01:03.760 --> 02:01:07.080
really should marry me. I'm beautiful. Marry me. It doesn't

1987
02:01:07.080 --> 02:01:11.360
work that way. You've got a court. Okay, I must have some

1988
02:01:11.360 --> 02:01:15.040
we all have masculine and feminine energy. And it's

1989
02:01:15.040 --> 02:01:21.520
learning when to use which, okay. I've been in business over

1990
02:01:21.520 --> 02:01:28.920
30 years. I operated in a lot of masculine energy. Dance had

1991
02:01:28.920 --> 02:01:35.280
to teach me to reconnect to the feminine energy. And a balanced

1992
02:01:35.280 --> 02:01:40.840
business has time for feminine energy where you create, you

1993
02:01:40.840 --> 02:01:45.760
connect, you dream, you vision like there has to be that or

1994
02:01:45.760 --> 02:01:50.800
it's dead. But a business must have masculine structure. What

1995
02:01:50.800 --> 02:01:53.560
do you offer? How do you check? If I just say, Hey, I'll coach

1996
02:01:53.560 --> 02:01:56.520
you. I don't know how long we'll just see how long it goes. I

1997
02:01:56.520 --> 02:02:00.040
don't know. Make your best offer. I don't know. I'm not

1998
02:02:00.040 --> 02:02:02.800
sure what my expenses are. No, I've never looked at my numbers.

1999
02:02:02.800 --> 02:02:05.880
I don't know if my company's making or losing money. You're

2000
02:02:05.880 --> 02:02:09.640
in a mess. You're not in a business. Okay, so we need the

2001
02:02:09.640 --> 02:02:13.440
feminine and we need the masculine. Okay, masculine,

2002
02:02:13.440 --> 02:02:17.240
feminine in business just explained a lot of things. Oh,

2003
02:02:17.240 --> 02:02:21.960
good. I'm so glad we're getting the lights turning on. Okay, I

2004
02:02:21.960 --> 02:02:26.000
love that. What does that face mean? Mary? I'm not so literate

2005
02:02:26.040 --> 02:02:29.320
in emojis. What does that face mean? Someone translate for me.

2006
02:02:29.960 --> 02:02:34.160
What does that mean? When I see that face? What is that? Someone

2007
02:02:34.160 --> 02:02:40.240
tell me I don't even know. I'm a successful mess. Okay. I love

2008
02:02:40.240 --> 02:02:44.520
you. You're a successful mess. You're in the right place. I'm

2009
02:02:44.520 --> 02:02:49.280
so thankful. You know what hang out become a prosper leader

2010
02:02:49.280 --> 02:02:52.800
member. If you don't want to do the VIP just want to prosper

2011
02:02:52.800 --> 02:02:57.560
leader membership. Nicole, you could pop that in. Ah, it'll be

2012
02:02:57.560 --> 02:03:00.800
a Bentley that is prosper leader. I will give you a

2013
02:03:00.800 --> 02:03:06.560
discounted normally it's 197. You can get it for 99. If you

2014
02:03:06.560 --> 02:03:09.720
don't want to mess with anything else. I just I want to hang out.

2015
02:03:09.720 --> 02:03:12.120
I want to be taught every Thursday. I want to be in the

2016
02:03:12.120 --> 02:03:15.720
community. I desire to have access to everything you teach.

2017
02:03:15.880 --> 02:03:18.720
Just do the prosper leader membership. That's fine, too.

2018
02:03:18.840 --> 02:03:21.880
Okay, just do the prosper leader. Hang out. This is gonna

2019
02:03:21.880 --> 02:03:25.040
we're gonna love on you. It's gonna rub off. You're gonna

2020
02:03:25.040 --> 02:03:28.480
learn from each other. You're gonna learn from me. Always on

2021
02:03:28.480 --> 02:03:33.160
Thursdays. Come and ask your questions. Try this out. So just

2022
02:03:33.160 --> 02:03:36.040
come hang out in the prosper leader membership. If you need

2023
02:03:36.040 --> 02:03:39.680
one on one that you need me to focus exactly on you and give

2024
02:03:39.680 --> 02:03:43.040
you step by step give you some of that masculine like, and the

2025
02:03:43.040 --> 02:03:45.080
feminine because I'm going to encourage I'm going to do it

2026
02:03:45.080 --> 02:03:47.800
all. If you need the one on one attention, then of course,

2027
02:03:47.880 --> 02:03:49.040
schedule a call.

2028
02:03:49.360 --> 02:03:52.960
Lonnie had a question. Oh, I'm gonna ask a question look like

2029
02:03:52.960 --> 02:03:55.520
it got overlooked. But she said, Do you think it's wise to have

2030
02:03:55.520 --> 02:03:57.280
one month coaching packages?

2031
02:03:57.960 --> 02:04:04.640
Oh, yes, I do. I do. You need to assess and so one month, three

2032
02:04:04.640 --> 02:04:11.240
months, one year, the question really is, how long do you need

2033
02:04:11.720 --> 02:04:15.200
to deliver the result that you're promising realistically

2034
02:04:15.240 --> 02:04:20.040
on average, decide around that if you go less than that, and

2035
02:04:20.040 --> 02:04:23.160
they don't get results, you're hurting both of you. So that's

2036
02:04:23.160 --> 02:04:28.000
how you decide that. Okay. All right. I know we went over time

2037
02:04:28.000 --> 02:04:32.240
by a few minutes. I hope that helps you. You know, keep

2038
02:04:32.240 --> 02:04:35.280
popping your questions and your comments in the prosper women

2039
02:04:35.280 --> 02:04:37.920
Facebook group. I'll keep checking. I'll keep answering.

2040
02:04:38.040 --> 02:04:41.400
Okay, I'll keep showing up. I love your questions. It also

2041
02:04:41.400 --> 02:04:44.720
lets me know what to teach in the prosper leader membership.

2042
02:04:44.720 --> 02:04:49.280
So I love your questions. Glad this blessed you glad that

2043
02:04:49.280 --> 02:04:53.880
you're here. Thank you for showing up. And we will see you

2044
02:04:53.880 --> 02:04:57.280
soon. If you're in the prosper leader membership. We will see

2045
02:04:57.280 --> 02:04:59.880
you on Thursday, the 27th for

2046
02:05:00.000 --> 02:05:03.960
office hours. We will see you April 1st for the monthly

2047
02:05:03.960 --> 02:05:09.240
kickoff. So jump on in. Love you all. See you soon.

2048
02:05:09.680 --> 02:05:11.120
And happy birthday, Brenda.

2049
02:05:11.320 --> 02:05:14.960
Thank you. I'm having a salsa birthday party tonight.

2050
02:05:15.000 --> 02:05:18.120
Midnight strikes my birthday. Tomorrow's my birthday. Thank

2051
02:05:18.120 --> 02:05:18.240
you.

2052
02:05:21.400 --> 02:05:21.960
Bye.