WEBVTT 1 00:00:00.000 --> 00:00:04.280 And welcome, welcome, welcome. 2 00:00:04.280 --> 00:00:08.800 I am so excited for each and every one of you that are here. 3 00:00:08.800 --> 00:00:14.800 Of course, we are launching into what I believe is one of the greatest adventures, one of 4 00:00:14.800 --> 00:00:17.960 the greatest series we've done so far. 5 00:00:17.960 --> 00:00:26.000 I think it's going to be an incredible experience with so much transformation, and that is the 6 00:00:26.000 --> 00:00:29.800 Build Like Jesus. 7 00:00:29.800 --> 00:00:37.440 And so this is actually pillar zero, like I haven't even started with pillar one. 8 00:00:37.440 --> 00:00:41.320 So that's why I say it's going to be at least 13 weeks. 9 00:00:41.320 --> 00:00:45.440 Because I had built it and I was like, nope, there's a foundation, we got to put another 10 00:00:45.440 --> 00:00:49.800 ground floor before we even go further. 11 00:00:49.800 --> 00:00:56.520 And so of course, the central question on this whole series is what would be possible 12 00:00:56.520 --> 00:01:10.440 in 12 or 13 or 14 weeks if we actually built every part of our business the way Jesus would? 13 00:01:10.440 --> 00:01:13.920 What can transform? 14 00:01:13.920 --> 00:01:19.160 And love already the feedback that you guys are sending me and the things God is showing 15 00:01:19.160 --> 00:01:20.160 you. 16 00:01:20.160 --> 00:01:22.440 So I'm looking for more of that. 17 00:01:22.440 --> 00:01:29.280 And I'm just thrilled to share this with you and come alongside you with this. 18 00:01:29.280 --> 00:01:40.160 So today, today, I'm going to tell you that an offer can be beautifully packaged. 19 00:01:40.160 --> 00:01:51.880 You can have a phenomenal, beautiful package offer and have it still fail, fall flat, crickets, 20 00:01:51.880 --> 00:02:08.520 when it begins with what we want to teach instead of what the person both desires and 21 00:02:08.520 --> 00:02:10.880 needs. 22 00:02:10.880 --> 00:02:22.880 So we started laying this foundation yesterday that about the good shepherd and about love 23 00:02:22.880 --> 00:02:34.520 and that love listens and ask questions and it listens and it doesn't assume. 24 00:02:34.520 --> 00:02:38.120 It doesn't assume. 25 00:02:38.720 --> 00:02:43.360 And I shared yesterday in Power Hour, which if you're not familiar as part of the Prosper 26 00:02:43.360 --> 00:02:49.680 Leader membership, Wednesday mornings at eight, the Power Hour, we lay the scriptural foundation, 27 00:02:49.680 --> 00:02:53.120 promises, principles, praying. 28 00:02:53.120 --> 00:03:00.760 And then today in Thursday mornings at eight, we get into the immersive experience that 29 00:03:00.760 --> 00:03:04.600 not only are we adding more deaths, but you're actually going to be doing it. 30 00:03:04.600 --> 00:03:07.520 We're actually going to be working through it. 31 00:03:07.520 --> 00:03:13.360 And then, of course, at nine on Thursdays, I open up office hours. 32 00:03:13.360 --> 00:03:17.800 And we dig in, we roll up our sleeves, we answer your questions, we work on whatever 33 00:03:17.800 --> 00:03:18.800 you work on. 34 00:03:18.800 --> 00:03:21.360 I'm sharing whatever's happening. 35 00:03:21.360 --> 00:03:28.520 So we laid this foundation yesterday, and I want to go a little deeper with it today 36 00:03:28.520 --> 00:03:31.700 and really build on it. 37 00:03:31.700 --> 00:03:33.200 So here's the thing. 38 00:03:33.200 --> 00:03:37.400 Today, we're not going to create like a giant program. 39 00:03:37.400 --> 00:03:38.720 We're not doing that. 40 00:03:38.720 --> 00:03:41.360 We're not going to redesign your entire business. 41 00:03:41.360 --> 00:03:42.360 Sometimes we want to do that. 42 00:03:42.360 --> 00:03:43.360 Why? 43 00:03:43.360 --> 00:03:46.040 We want to just burn it down and start all over. 44 00:03:46.040 --> 00:03:47.240 It's going to be really simple. 45 00:03:47.240 --> 00:04:01.880 We're going to get clear enough that one real woman, one real woman can hear your offer, 46 00:04:01.880 --> 00:04:08.760 recognize it, and know this is for me. 47 00:04:08.760 --> 00:04:14.200 Many of you know I have a saying that if you can bake a dozen cookies, you can make 12 48 00:04:14.200 --> 00:04:16.399 dozen cookies. 49 00:04:16.399 --> 00:04:23.000 So if you have an offer that brings a client, it can bring 12 clients, or 120, or 1,200. 50 00:04:23.000 --> 00:04:24.120 We're not going for numbers. 51 00:04:24.120 --> 00:04:34.320 But my point is, can one woman recognize it and immediately go, this is for me? 52 00:04:34.320 --> 00:04:36.560 This is for me. 53 00:04:36.560 --> 00:04:40.560 So why am I calling it pillar number zero? 54 00:04:40.560 --> 00:04:44.680 Not even pillar number one, pillar number zero. 55 00:04:45.680 --> 00:04:55.360 before content, but before any of it, before lead generation, before sales conversations, 56 00:04:55.360 --> 00:05:00.040 before follow-up, before marketing, messaging. 57 00:05:00.000 --> 00:05:06.840 referrals, leadership, multiplication, all of that stuff, we have to answer two 58 00:05:06.840 --> 00:05:14.080 questions. We must answer. That's why it's pillar number zero. We have to answer two 59 00:05:14.080 --> 00:05:24.800 questions. Question number one. Who are the people God has entrusted to you? 60 00:05:25.280 --> 00:05:33.440 Who are the people God has entrusted to you? We talked yesterday about stewardship. 61 00:05:34.560 --> 00:05:42.960 Who are the people God has entrusted to you? Number two. What clear pathway 62 00:05:44.960 --> 00:05:52.560 are you inviting them into? Who are the people that God has entrusted to you 63 00:05:52.560 --> 00:06:00.480 and what clear pathway are you leading them into? 64 00:06:04.160 --> 00:06:09.440 So I want you to get this. We're talking about one person. Not everyone in the world you can 65 00:06:09.440 --> 00:06:15.040 possibly serve and those of you that are multi-talented like, well I could serve this and 66 00:06:15.040 --> 00:06:19.280 I could serve that and I could serve that and my highly creatives call me with a new niche 67 00:06:19.280 --> 00:06:25.600 every week, a new idea, a new business idea, right? But we're talking about one person, not 68 00:06:25.600 --> 00:06:35.840 everybody you can possibly serve. We're talking about one now problem, one present problem, 69 00:06:36.400 --> 00:06:44.080 not every struggle that she carries. One. One person, one present problem, 70 00:06:44.080 --> 00:06:48.640 one meaningful result. 71 00:06:51.280 --> 00:06:57.280 Not a promise to transform their entire life. You're not trying to fix everything that 72 00:06:58.160 --> 00:07:03.600 they say is broken or you see is broken. One meaningful. So we got one person, 73 00:07:03.600 --> 00:07:09.920 one present problem, one meaningful result. One focused pathway. 74 00:07:10.880 --> 00:07:14.160 What's the path you're taking? Not everything that you know. 75 00:07:16.480 --> 00:07:21.360 You know, if you're newer in the coaching or mentoring or network marketing space, 76 00:07:23.040 --> 00:07:29.600 even new in relationships, a lot of times, I don't know if any of you relate, but our insecurities, 77 00:07:30.160 --> 00:07:36.800 like we want to really show up, we want to really over deliver. Any of you just like pour in like 78 00:07:37.760 --> 00:07:44.560 the kitchen sink and then some like any of you like that? And that's, that's natural, 79 00:07:44.560 --> 00:07:51.440 but it's overwhelming. So it's one focus pathway, not everything, you know, when you get this 80 00:07:52.800 --> 00:07:59.200 simplicity, you're going to see so much change. And finally, a working decision, 81 00:08:00.160 --> 00:08:07.600 not a lifelong contract. So what's the one person with the one present problem, 82 00:08:07.600 --> 00:08:14.320 with the one meaningful result, with the one focus pathway, with the working decision? 83 00:08:15.520 --> 00:08:21.120 You guys just, can you kind of like exhale and just feel the simplicity of that? 84 00:08:21.520 --> 00:08:28.480 Any of you feel just the difference of that? Do you, do you feel the clarity that if you go into 85 00:08:29.440 --> 00:08:34.559 all the things we're talking about, offers and follow up, can you feel the clarity if you knew 86 00:08:34.559 --> 00:08:41.120 exactly the person, exactly the problem that you solve, exactly the transformation, 87 00:08:42.080 --> 00:08:48.240 exactly the path you were going to take them on? You guys feel that? 88 00:08:48.960 --> 00:08:58.720 You guys feel that? Jesus knew. He knew the path that he was going to lead them on. 89 00:09:00.800 --> 00:09:05.680 Look at Psalms 23. This is just coming to me spontaneously. I told you yesterday, 90 00:09:05.680 --> 00:09:10.000 we're both the sheep and serving as the shepherd and the leader, right? 91 00:09:10.000 --> 00:09:15.280 So the Lord is my shepherd. I shall not lack. What's the very first thing it says? 92 00:09:15.840 --> 00:09:24.400 He leads me besides still waters. He makes me lie down in green pastures. Do you see the clear 93 00:09:24.400 --> 00:09:34.480 pathway of the leadership? So I want to ask you right now, I want you just to think of one real 94 00:09:34.480 --> 00:09:42.880 person, one real person. Who is one real person that God has repeatedly placed in your path? 95 00:09:45.520 --> 00:09:49.040 Write down just their first name. Put it in the chat. 96 00:09:51.040 --> 00:09:57.840 One person that God has repeatedly placed in your path. 97 00:10:00.000 --> 00:10:03.520 Just first thing, don't need the whole thing. 98 00:10:03.520 --> 00:10:04.480 Pop it in the chat. 99 00:10:04.480 --> 00:10:07.620 I want you to see, I want this to become very real for you. 100 00:10:09.360 --> 00:10:11.920 One person that God keeps springing in your path. 101 00:10:24.640 --> 00:10:27.400 Okay, beautiful, beautiful. 102 00:10:28.400 --> 00:10:32.840 Thank you, Linda, vice versa. 103 00:10:38.800 --> 00:10:41.860 Okay, everybody got that person? 104 00:10:43.920 --> 00:10:45.920 Keep going, participate in this. 105 00:10:50.620 --> 00:10:53.340 So, Holy Spirit, 106 00:10:54.340 --> 00:10:58.300 Father, in the name of Jesus, 107 00:11:01.620 --> 00:11:06.620 I ask that you bring one person clearly to mind. 108 00:11:06.820 --> 00:11:10.080 Spotlight somebody. 109 00:11:13.720 --> 00:11:18.720 Help us to release assumptions or pressure, 110 00:11:19.720 --> 00:11:22.360 the need to impress 111 00:11:24.920 --> 00:11:28.440 and show us what you see. 112 00:11:31.640 --> 00:11:36.640 Teach us, teach us to serve with love, 113 00:11:37.480 --> 00:11:41.040 with wisdom, with integrity. 114 00:11:43.720 --> 00:11:47.940 In Jesus' name, amen. 115 00:11:49.720 --> 00:11:54.720 All right, let's focus for just a second. 116 00:11:56.720 --> 00:12:01.720 Coco, let's focus for just a second 117 00:12:03.160 --> 00:12:08.160 on the shepherd first business. 118 00:12:08.280 --> 00:12:10.160 Oh, you guys are still writing. 119 00:12:10.160 --> 00:12:11.000 Oh, I love that. 120 00:12:11.000 --> 00:12:14.240 Okay, husband, Don, but this is hard. 121 00:12:14.240 --> 00:12:17.120 Okay, he shows me that I'm really disconnected from my, 122 00:12:17.120 --> 00:12:19.120 okay, that's beautiful. 123 00:12:19.120 --> 00:12:21.400 You know, nothing that we're doing here 124 00:12:21.400 --> 00:12:23.620 is shame or judgment. 125 00:12:23.620 --> 00:12:25.320 It's gonna show us the holes. 126 00:12:25.320 --> 00:12:27.560 It's gonna show us the things that we really know, 127 00:12:27.560 --> 00:12:29.060 and it's gonna show us the gaps. 128 00:12:29.060 --> 00:12:31.500 That's why we're here, right? 129 00:12:31.500 --> 00:12:33.000 It's perfect. 130 00:12:33.000 --> 00:12:38.000 And, okay, it's okay if you guys are saying, Brenda. 131 00:12:38.920 --> 00:12:43.920 Okay, so the shepherd first business. 132 00:12:43.960 --> 00:12:48.960 So yesterday we did Proverbs 27, 23, 133 00:12:53.280 --> 00:12:58.280 and I was reading it again in the Passion Translation 134 00:12:58.600 --> 00:13:00.760 as I was preparing this morning. 135 00:13:01.820 --> 00:13:04.440 And I want you just to hear this again with fresh eyes 136 00:13:04.440 --> 00:13:08.060 to lay the foundation as we go forward. 137 00:13:08.060 --> 00:13:11.020 I'm gonna read it to you in the Passion Translation. 138 00:13:12.020 --> 00:13:17.020 A shepherd should pay close attention 139 00:13:17.940 --> 00:13:22.060 to the faces of his flock 140 00:13:23.440 --> 00:13:26.620 and hold close to his heart 141 00:13:27.860 --> 00:13:32.740 the condition of those he cares for. 142 00:13:35.240 --> 00:13:38.340 A shepherd should pay close attention 143 00:13:38.340 --> 00:13:41.060 to the faces of his flock 144 00:13:41.060 --> 00:13:43.460 and hold close to his heart 145 00:13:43.460 --> 00:13:48.340 the conditions of those he cares for. 146 00:13:50.680 --> 00:13:54.100 So knowing the condition 147 00:13:54.100 --> 00:13:59.100 means paying attention to what is happening now. 148 00:14:01.380 --> 00:14:03.820 What is happening now? 149 00:14:03.820 --> 00:14:08.820 Yesterday's understanding may not describe today's need. 150 00:14:11.340 --> 00:14:16.340 Yesterday's understanding may not describe today's needs. 151 00:14:18.820 --> 00:14:23.820 Especially now we're in such rapid transformation. 152 00:14:25.540 --> 00:14:30.540 I don't think I've ever seen so much change in a short time. 153 00:14:31.540 --> 00:14:36.540 Just starting with 2020, going through COVID, 154 00:14:36.580 --> 00:14:38.580 going through post COVID, 155 00:14:38.580 --> 00:14:41.220 going through the algorithm changes, 156 00:14:41.220 --> 00:14:45.500 going through AI, like all that we're going through. 157 00:14:45.500 --> 00:14:49.380 There's so, so much, so many changes, so fast. 158 00:14:49.380 --> 00:14:52.480 So yesterday is gone. 159 00:14:52.480 --> 00:14:54.020 What's the now problem? 160 00:14:54.020 --> 00:14:56.260 What's the present time? 161 00:14:56.260 --> 00:14:59.980 And so then we go to Jesus as we build like Jesus, 162 00:15:00.000 --> 00:15:06.720 go to John 10, one of the most beautiful discourses when we look at how would Jesus 163 00:15:06.720 --> 00:15:15.840 build in a pattern after this. And again, I just love the Passion Translation for this. 164 00:15:15.840 --> 00:15:20.160 I would read through a lot. I'd read through Amplified. I'd read through a lot of translations, 165 00:15:20.160 --> 00:15:27.680 but I love the Passion Translation. And John 10 in the Passion Translation, listen to this. It says, 166 00:15:27.680 --> 00:15:43.040 the sheep recognize the voice of the true shepherd. The sheep recognize the voice of the 167 00:15:43.040 --> 00:15:54.120 true shepherd. Right now when there's so much noise, those that are speaking truth, the sheep 168 00:15:54.120 --> 00:16:02.120 are going to feel there's something different here. And it goes on and says, he calls his own 169 00:16:02.120 --> 00:16:11.320 by name and leads them out. There's the clear pathway, leads them out. And then it says, 170 00:16:11.320 --> 00:16:22.600 he works ahead of them. In other words, he's leading. The tail's not wagging the dog, 171 00:16:22.600 --> 00:16:30.680 the sheep are not driving the direction. It says, he works ahead of them for they are, 172 00:16:30.680 --> 00:16:35.400 he walks, I said, I'm sorry, I said works. He walks, my writing early this morning, 173 00:16:35.400 --> 00:16:43.480 he walks ahead of them. He walks ahead of them. He walks ahead of them. 174 00:16:46.280 --> 00:16:51.720 I love that. You know, what Amanda's teaching in health and her cleanses and all, 175 00:16:51.800 --> 00:17:00.440 she did it first and she's doing it again, like she's walking ahead of them. Rhonda wrote a book, 176 00:17:00.440 --> 00:17:04.920 she's got the Christian Meditator and she was just sharing before we got on the call, 177 00:17:04.920 --> 00:17:09.079 her and her husband are going through her book and doing the Bible study and doing 178 00:17:09.079 --> 00:17:19.960 the reflection questions. She walks ahead of them. He walks ahead of them for they are familiar 179 00:17:20.040 --> 00:17:27.640 with his voice. For your people to be familiar with your voice, they have to hear your voice, 180 00:17:27.640 --> 00:17:32.760 which means you have to get outside of yourself and be visible and show up. 181 00:17:35.480 --> 00:17:41.560 So, they recognize the truth in your voice. They recognize your voice. They recognize 182 00:17:41.560 --> 00:17:47.320 the truth. In verse 11, of course, the good shepherd lays down his life. 183 00:17:48.040 --> 00:17:52.120 And then I caught this today, we didn't read this yesterday, but in verse 12, 184 00:17:52.920 --> 00:18:06.680 it says, but the worker who serves only for wages is not a real shepherd. The worker who serves 185 00:18:06.680 --> 00:18:14.680 only if you're looking at your sheep, your client, your precious person that you're here to serve, 186 00:18:14.680 --> 00:18:22.200 and you're seeing them as your electricity bill. You're the worker, not the shepherd. 187 00:18:24.600 --> 00:18:29.080 So, verse 12 says, but the worker who serves only for wages 188 00:18:29.080 --> 00:18:33.480 is not a real shepherd because he has no heart. 189 00:18:33.880 --> 00:18:43.640 And verse 14 says, I know the hearts of those who are mine. Do you know the hearts 190 00:18:43.640 --> 00:18:51.560 of those you're called to serve? You see, Jesus' model when we're building like Jesus, 191 00:18:51.880 --> 00:18:58.680 when we're building like Jesus, it was personal before it was multiplied. 192 00:19:00.920 --> 00:19:09.480 It was personal before it was multiplied. Some people say, how can I start a membership or how 193 00:19:09.480 --> 00:19:18.360 can I do a masterclass? What if only one person shows up? How beautiful. What if one person shows 194 00:19:18.360 --> 00:19:24.840 up? Are you looking at the numbers and who's not there? Or are you looking at the heart of the one 195 00:19:24.840 --> 00:19:30.760 that God just brought you? The Bible says he was faithful with little as ruler over much. 196 00:19:30.760 --> 00:19:35.720 That might be your test. You might start with one client. You might start with one person 197 00:19:35.720 --> 00:19:40.680 showing in your masterclass. How do you do that? Do you get to know their heart? Do they know you 198 00:19:40.680 --> 00:19:49.240 by voice? All right, Lindsay, so glad you were here. Blessings. So Jesus' model was personal 199 00:19:49.240 --> 00:19:57.560 before it was multiplied. The shepherd metaphor is not about treating people as inferior. We're not 200 00:19:57.560 --> 00:19:59.880 looking down our noses at anybody. 201 00:20:00.000 --> 00:20:12.000 we're all in this journey together, but it is about responsibility and relationship and protection and provision and trust. 202 00:20:12.000 --> 00:20:24.000 God is entrusting people into your fold, your flock, your tribe, your team, whatever you're calling it, your family. 203 00:20:25.000 --> 00:20:38.000 And so we saw in Mark 10, going a little further in the same chapter 51, that Jesus knew Barthaeus was blind. 204 00:20:38.000 --> 00:20:43.000 And yet he still asked, what do you want me to do for you? 205 00:20:43.000 --> 00:20:58.000 He knew. You may have insight, you may have foresight, you may be accurate and know, or you may not know and you may misjudge and think you knew, but Jesus asked. 206 00:20:58.000 --> 00:21:03.000 So why ask when the need is so obvious? 207 00:21:03.000 --> 00:21:10.000 You come and I'm like, you need this. It's obvious you need this. 208 00:21:10.000 --> 00:21:24.000 Jesus allowed, think about this, Barthetimus, the grace, the honor, the respect to speak for himself. 209 00:21:24.000 --> 00:21:34.000 We must ask, almost always the question, Jesus, what do you want me to do for you? What do you desire? What do you need? 210 00:21:34.000 --> 00:21:40.000 Elijah comes to the widow with the oil. What do you want me to do? What do you need? 211 00:21:40.000 --> 00:21:49.000 We allow them the dignity to speak for themselves. He honored the man's agency. He honored the man's desire. 212 00:21:49.000 --> 00:21:58.000 He didn't confuse, catch this, he didn't confuse observation with understanding. 213 00:21:59.000 --> 00:22:07.000 I may observe something and go, oh, I see you got a spot on your cheek, man, we're going to work on wiping that spot off your cheek. 214 00:22:07.000 --> 00:22:16.000 Not the desires of the heart and what he needs. We don't confuse observation and understanding. 215 00:22:16.000 --> 00:22:23.000 He created participation rather than passive dependence. 216 00:22:23.000 --> 00:22:28.000 So let's apply this to business and start doing some stuff here. 217 00:22:28.000 --> 00:22:39.000 Jesus's pattern when we're building like Jesus, he gives us five principles right here in this first versus five principles as we build like Jesus. 218 00:22:40.000 --> 00:22:50.000 OK, number one, he knew by name, he knew by name. 219 00:22:50.000 --> 00:22:59.000 Serve a recognizable person. They're not a number. 220 00:22:59.000 --> 00:23:04.000 They're not your next whatever distributor client. 221 00:23:04.000 --> 00:23:12.000 Now, know by name, serve a recognizable person. Number two, know the condition. 222 00:23:12.000 --> 00:23:25.000 Know the condition, understand their present reality, understand her present reality. 223 00:23:25.000 --> 00:23:36.000 Ask. Ask. Ask. A.S.K. Ask. Brenda, can you repeat number two, please? 224 00:23:36.000 --> 00:23:43.000 Know their know the condition. Understand their present reality. Thank you. 225 00:23:43.000 --> 00:23:49.000 Ask. Do not assume what they want. Ask. 226 00:23:50.000 --> 00:24:01.000 And don't just ask. Listen. Listen. Pay attention to the language. 227 00:24:01.000 --> 00:24:10.000 Listen carefully. Invite. Invite. 228 00:24:10.000 --> 00:24:20.000 Offer a clear next step. Without pressure. So know by name, know the condition. 229 00:24:20.000 --> 00:24:30.000 Ask. Listen. Invite. 230 00:24:30.000 --> 00:24:35.000 You know. On a personal level. 231 00:24:35.000 --> 00:24:46.000 I'm having a really fun few days, Saturday, Sunday, yesterday, I've met someone pretty amazing. 232 00:24:46.000 --> 00:24:50.000 All of the hours of those days. 233 00:24:50.000 --> 00:24:56.000 Was him asking and listening. It was so refreshing. 234 00:24:56.000 --> 00:25:00.000 People are always talking about themselves and telling and I contend. 235 00:25:00.000 --> 00:25:01.880 to do that and just run off with the mouth 236 00:25:01.880 --> 00:25:03.000 and everybody's in the world 237 00:25:03.000 --> 00:25:04.520 and they're just talking and talking. 238 00:25:04.520 --> 00:25:06.640 I got to experience over the last few days 239 00:25:06.640 --> 00:25:09.560 what it feels like to have someone take a genuine interest 240 00:25:09.560 --> 00:25:11.420 and ask a question and then go deeper, 241 00:25:11.420 --> 00:25:13.120 not in a rude interrogative way, 242 00:25:13.120 --> 00:25:15.720 but a fascinated way, a curious way, 243 00:25:15.720 --> 00:25:19.140 and then ask another question and then ask. 244 00:25:19.140 --> 00:25:24.140 And it's just so refreshing in a very self-centered world. 245 00:25:25.500 --> 00:25:28.560 Can you imagine how your clients will respond? 246 00:25:28.560 --> 00:25:30.160 So I want you to write this down. 247 00:25:30.160 --> 00:25:31.900 Here's the key point I want to make, 248 00:25:31.900 --> 00:25:34.640 and then we're going to jump in and do it. 249 00:25:34.640 --> 00:25:38.380 Knowing your person. 250 00:25:38.380 --> 00:25:43.180 Knowing your person is not merely marketing research. 251 00:25:45.600 --> 00:25:48.100 Often I get that when I meet someone new. 252 00:25:48.100 --> 00:25:50.780 Well, I'm just doing marketing research. 253 00:25:51.720 --> 00:25:53.360 Okay, marketing research is good, 254 00:25:53.360 --> 00:25:55.260 but that's not knowing your person. 255 00:25:56.260 --> 00:26:00.180 Knowing your person is not merely marketing research. 256 00:26:00.180 --> 00:26:05.080 Get this, it is love and stewardship. 257 00:26:06.740 --> 00:26:11.740 It is love and stewardship. 258 00:26:15.540 --> 00:26:17.380 Love and stewardship. 259 00:26:19.220 --> 00:26:23.700 So that's not to say that your calling, 260 00:26:23.700 --> 00:26:26.020 it can touch many, many people. 261 00:26:26.020 --> 00:26:28.260 I'm not saying that it's not going to, 262 00:26:28.260 --> 00:26:31.100 but we're simplifying here for a minute, okay? 263 00:26:31.100 --> 00:26:32.060 Clarity. 264 00:26:32.060 --> 00:26:34.360 It's not that you're not going to touch a multitude. 265 00:26:34.360 --> 00:26:36.780 I believe when you get clear like this, you will, 266 00:26:36.780 --> 00:26:39.940 but clarity requires a really specific starting space. 267 00:26:39.940 --> 00:26:43.420 We're getting so real and so detailed 268 00:26:43.420 --> 00:26:45.240 over these 12 weeks, right? 269 00:26:45.240 --> 00:26:47.220 13 weeks. 270 00:26:47.220 --> 00:26:50.980 And so we're going to use this five-part filter 271 00:26:51.020 --> 00:26:53.900 as we build like Jesus, okay? 272 00:26:53.900 --> 00:26:57.460 So I gave you the pattern, the Jesus five-part, 273 00:26:57.460 --> 00:26:59.620 but I'm going to give you a filter now, 274 00:26:59.620 --> 00:27:01.660 not to confuse these two. 275 00:27:01.660 --> 00:27:06.180 So the five-part alignment filter, okay? 276 00:27:06.180 --> 00:27:07.680 Is this my person? 277 00:27:08.700 --> 00:27:13.240 Okay, number one, compassion, compassion. 278 00:27:14.180 --> 00:27:16.660 Here's the question around compassion. 279 00:27:17.660 --> 00:27:22.660 Whose problem genuinely moves you? 280 00:27:24.500 --> 00:27:28.940 Whose problem genuinely moves you? 281 00:27:31.300 --> 00:27:33.340 Good morning, Natalie, welcome. 282 00:27:33.340 --> 00:27:35.220 Natalie's in the house. 283 00:27:35.220 --> 00:27:39.260 All right, so compassion. 284 00:27:39.260 --> 00:27:44.100 Whose problem genuinely moves you? 285 00:27:47.580 --> 00:27:52.580 I am so moved when a woman is building a business 286 00:27:54.540 --> 00:27:57.240 and she comes and she is so exhausted. 287 00:27:57.240 --> 00:28:00.860 She's been striving, she's been sacrificing. 288 00:28:00.860 --> 00:28:03.420 She's been trying to be all things 289 00:28:03.420 --> 00:28:05.380 and she's still not making any money. 290 00:28:05.380 --> 00:28:08.660 I get the intake form that asks questions 291 00:28:08.660 --> 00:28:11.380 before I even have my first call. 292 00:28:11.380 --> 00:28:15.660 So I can talk about those first questions and I see that. 293 00:28:15.660 --> 00:28:19.140 I've been in business a year, they say, or two or five, 294 00:28:19.140 --> 00:28:22.740 and they're not making money and they're striving. 295 00:28:22.740 --> 00:28:25.260 I'm moved. 296 00:28:25.260 --> 00:28:29.420 I'm moved by the woman that doesn't have God, 297 00:28:29.420 --> 00:28:31.660 that they're not partnering with them 298 00:28:31.660 --> 00:28:33.480 and they're trying to do it alone 299 00:28:33.480 --> 00:28:35.940 and they're exhausted and they're fried, right? 300 00:28:35.940 --> 00:28:39.620 So compassion, whose problem moves you? 301 00:28:40.980 --> 00:28:42.940 Whose problem moves you? 302 00:28:42.940 --> 00:28:46.720 And then competence, number two, competence. 303 00:28:47.780 --> 00:28:51.420 Whom are you equipped to help? 304 00:28:53.620 --> 00:28:56.780 I've been building businesses for more than 35 years. 305 00:28:56.780 --> 00:28:58.900 I'm not going to tell you how much I feel old, 306 00:28:58.900 --> 00:29:03.900 but I'm competent to get into your business and let's go. 307 00:29:07.780 --> 00:29:11.500 So whom are you competent to help? 308 00:29:11.500 --> 00:29:13.640 Maybe you've just walked the journey. 309 00:29:13.640 --> 00:29:15.600 Maybe you're helping people with addiction 310 00:29:15.600 --> 00:29:17.220 and you've been clean and sober 311 00:29:17.220 --> 00:29:21.140 for two or five or 10 years, right? 312 00:29:21.140 --> 00:29:24.780 Maybe you're taking people from, 313 00:29:24.780 --> 00:29:27.140 like one of my clients, from clutter to clarity, 314 00:29:27.140 --> 00:29:30.980 like you know what it is to be stuck in clutter 315 00:29:30.980 --> 00:29:32.940 and you're able to take them. 316 00:29:32.940 --> 00:29:36.340 Maybe you're able to take them on a healing journey. 317 00:29:36.340 --> 00:29:39.260 Maybe like Jackie, you've been through a lot of grief 318 00:29:39.260 --> 00:29:42.720 and you can walk women through grief, right? 319 00:29:44.100 --> 00:29:47.700 Maybe like Amanda, you've turned your health around 320 00:29:47.700 --> 00:29:50.060 and you're able to walk them through. 321 00:29:50.060 --> 00:29:54.340 So competence, whom are you equipped to help? 322 00:29:57.460 --> 00:29:59.900 Maybe like Linda, running, running, 323 00:30:00.000 --> 00:30:03.280 schools, and all the marketing she had to do, and branding, 324 00:30:03.280 --> 00:30:06.720 and writing, and everything laid the foundation 325 00:30:06.720 --> 00:30:09.440 for what she can do. 326 00:30:09.440 --> 00:30:11.140 You should see one of my clients. 327 00:30:11.140 --> 00:30:13.320 We brought her in to do branding. 328 00:30:13.320 --> 00:30:16.440 You should see what this woman did, the beautiful branding, 329 00:30:16.440 --> 00:30:17.400 and logos. 330 00:30:17.400 --> 00:30:19.560 And oh my goodness, she rocks the house 331 00:30:19.560 --> 00:30:21.320 if you don't know Linda already. 332 00:30:21.320 --> 00:30:22.440 OK. 333 00:30:22.440 --> 00:30:25.160 Number three, credibility. 334 00:30:25.160 --> 00:30:28.600 Credibility. 335 00:30:28.600 --> 00:30:33.600 Where have you or your clients produced results? 336 00:30:36.880 --> 00:30:39.520 When I can get a testimony from this team, one 337 00:30:39.520 --> 00:30:42.480 of my newest clients over the last six, eight weeks, 338 00:30:42.480 --> 00:30:44.560 and they can say, hey, in six weeks 339 00:30:44.560 --> 00:30:46.640 we got more progress working with Brenda 340 00:30:46.640 --> 00:30:49.680 than we did two years trying it ourself. 341 00:30:49.680 --> 00:30:51.720 When I can get someone and comes out 342 00:30:51.720 --> 00:30:54.480 of the gate brand new as a consultant 343 00:30:54.480 --> 00:30:58.120 and make six figures in 90 days. 344 00:30:58.120 --> 00:31:03.000 When I can have someone come out of a complete mental emotional 345 00:31:03.000 --> 00:31:07.920 slump in real estate and come out and make an extra six 346 00:31:07.920 --> 00:31:09.440 figures, you see what? 347 00:31:09.440 --> 00:31:11.000 And it doesn't have to be money. 348 00:31:11.000 --> 00:31:12.320 It can be healing. 349 00:31:12.320 --> 00:31:13.680 It can be freedom. 350 00:31:13.680 --> 00:31:14.800 It can be love. 351 00:31:14.800 --> 00:31:16.240 It can be relationships. 352 00:31:16.240 --> 00:31:20.280 It doesn't have to be money, but credibility. 353 00:31:20.280 --> 00:31:23.280 What has God given you as the shepherd 354 00:31:23.280 --> 00:31:26.000 that can produce results? 355 00:31:26.000 --> 00:31:28.720 The shepherd could lead them to water. 356 00:31:28.720 --> 00:31:30.480 He could find the green pastures. 357 00:31:30.480 --> 00:31:32.400 He could have the path. 358 00:31:32.400 --> 00:31:36.160 He leads us, Psalms 23, in paths of righteousness. 359 00:31:36.160 --> 00:31:37.200 He was righteous. 360 00:31:37.200 --> 00:31:40.000 He could lead us in paths of righteousness. 361 00:31:40.000 --> 00:31:42.760 Number four, connection. 362 00:31:42.760 --> 00:31:43.680 Connection. 363 00:31:43.680 --> 00:31:50.640 Who can you realistically reach and build relationships with? 364 00:31:50.640 --> 00:31:53.400 For me, female faith-based entrepreneurs, 365 00:31:53.400 --> 00:31:57.920 I can absolutely understand their heart 366 00:31:57.920 --> 00:32:01.600 and connect with them. 367 00:32:01.600 --> 00:32:06.400 So compassion, competence, credibility, connection, 368 00:32:06.400 --> 00:32:08.520 and finally, current need. 369 00:32:08.520 --> 00:32:10.480 Current need. 370 00:32:10.480 --> 00:32:14.000 What problem are they motivated? 371 00:32:14.000 --> 00:32:16.440 Did you hear the key word? 372 00:32:16.440 --> 00:32:21.080 What problem are they motivated to address right now? 373 00:32:21.080 --> 00:32:22.360 Did you catch the key word? 374 00:32:22.360 --> 00:32:24.960 What was the key word there? 375 00:32:24.960 --> 00:32:27.880 Pop it in the chat. 376 00:32:27.880 --> 00:32:28.800 What was the key word? 377 00:32:34.120 --> 00:32:35.800 OK, they. 378 00:32:35.800 --> 00:32:37.400 Motivated is good, too. 379 00:32:37.400 --> 00:32:39.520 I'll take those both together. 380 00:32:39.520 --> 00:32:40.480 But it was they. 381 00:32:40.480 --> 00:32:42.480 It's not, what am I motivated? 382 00:32:42.480 --> 00:32:44.120 What do I think you need? 383 00:32:44.120 --> 00:32:46.560 What do I have experience in? 384 00:32:46.560 --> 00:32:48.560 Can you lead and guide and say, here's 385 00:32:48.560 --> 00:32:50.720 what I recommend based on your needs? 386 00:32:50.760 --> 00:32:53.160 Absolutely. 387 00:32:53.160 --> 00:32:57.000 So I want you now to consider a person. 388 00:32:57.000 --> 00:32:58.680 Which real person? 389 00:32:58.680 --> 00:33:01.120 I want you just thinking through your database, 390 00:33:01.120 --> 00:33:02.880 thinking people you've had contacts, 391 00:33:02.880 --> 00:33:06.400 thinking you're already working with, you want to work with. 392 00:33:06.400 --> 00:33:10.800 But which real person sits closest 393 00:33:10.800 --> 00:33:14.120 to the intersection of these five areas? 394 00:33:14.120 --> 00:33:17.360 Which real person do you feel compassion 395 00:33:17.360 --> 00:33:20.480 and you feel competence that you're equipped to help them? 396 00:33:21.240 --> 00:33:23.520 And you know you can produce results 397 00:33:23.520 --> 00:33:25.640 and you feel a connection, you want 398 00:33:25.640 --> 00:33:29.680 to build a relationship with them, and you feel? 399 00:33:33.280 --> 00:33:34.280 Love that. 400 00:33:34.280 --> 00:33:35.600 Natalie's in the airport. 401 00:33:35.600 --> 00:33:36.440 What a rock star. 402 00:33:36.440 --> 00:33:37.680 Thank you for being here. 403 00:33:37.680 --> 00:33:39.560 OK. 404 00:33:39.560 --> 00:33:40.640 All right. 405 00:33:40.640 --> 00:33:42.640 So it doesn't surprise me. 406 00:33:42.640 --> 00:33:44.600 Where in the world is Natalie, right? 407 00:33:44.640 --> 00:33:45.160 OK. 408 00:33:45.160 --> 00:33:49.640 So which real person sits closest 409 00:33:49.640 --> 00:33:54.520 to the intersection of these five areas? 410 00:33:54.520 --> 00:33:58.240 I want you to finish this sentence. 411 00:33:58.240 --> 00:34:04.800 The person I am choosing to serve in this season is. 412 00:34:10.719 --> 00:34:14.280 Now, I want to put a little guardrail around this, 413 00:34:14.280 --> 00:34:14.800 if you will. 414 00:34:14.800 --> 00:34:16.639 This is a working decision, OK? 415 00:34:16.639 --> 00:34:18.320 You're not being locked in right now. 416 00:34:18.320 --> 00:34:20.719 There isn't only one right answer. 417 00:34:20.719 --> 00:34:24.280 Action, conversation is going to give you the information 418 00:34:24.280 --> 00:34:26.480 that overthinking can't, OK? 419 00:34:26.480 --> 00:34:28.760 So we're not overthinking this. 420 00:34:28.760 --> 00:34:32.360 We're just developing a working model right now. 421 00:34:32.360 --> 00:34:39.840 So the person I'm choosing to serve in this season is. 422 00:34:39.840 --> 00:34:41.360 We need this to go forward. 423 00:34:44.280 --> 00:34:59.280 The person I'm choosing to serve in this season is. 424 00:35:00.000 --> 00:35:08.880 Okay, let's go deep. 425 00:35:08.880 --> 00:35:13.000 Does everybody have the person, because we're going to do an exercise right now. 426 00:35:13.000 --> 00:35:21.240 Does everybody have a person? 427 00:35:21.240 --> 00:35:24.320 Go ahead and put in the chat, because we're going to actually do this. 428 00:35:24.320 --> 00:35:27.960 It's not, we're not trying to create pages and pages of notes. 429 00:35:27.960 --> 00:35:31.000 We're going to build, we're going to build like Jesus. 430 00:35:31.000 --> 00:35:36.160 So I need everybody to have a person in mind that you are called to serve. 431 00:35:36.160 --> 00:35:39.200 You're choosing to serve in this season. 432 00:35:39.200 --> 00:35:40.840 Everybody get a person. 433 00:35:40.840 --> 00:35:41.840 Okay. 434 00:35:41.840 --> 00:35:42.840 Amanda did. 435 00:35:42.840 --> 00:35:43.840 Colette did. 436 00:35:43.840 --> 00:35:44.840 Come on. 437 00:35:44.840 --> 00:35:45.840 Put it in the chat. 438 00:35:45.840 --> 00:35:46.840 I need to know before I go forward. 439 00:35:46.840 --> 00:35:50.440 A person you're going to choose to serve in this season. 440 00:35:50.440 --> 00:35:51.840 Okay. 441 00:35:51.840 --> 00:35:53.340 Okay. 442 00:35:53.340 --> 00:35:54.840 Fabulous. 443 00:35:54.840 --> 00:35:56.340 Okay. 444 00:35:57.220 --> 00:36:01.220 Did everybody put somebody in? 445 00:36:01.220 --> 00:36:05.420 I guess I heard you wrong, Brenda. 446 00:36:05.420 --> 00:36:09.820 I thought you meant like what they were going through, like what kind of. 447 00:36:09.820 --> 00:36:10.820 Okay. 448 00:36:10.820 --> 00:36:14.820 Right now, I want you to have a person in mind that we're going to walk through a filter 449 00:36:14.820 --> 00:36:17.380 so you can actually practice doing this. 450 00:36:17.380 --> 00:36:20.340 So it's a person you're choosing to serve. 451 00:36:20.340 --> 00:36:21.340 Okay. 452 00:36:21.340 --> 00:36:22.660 A person. 453 00:36:22.660 --> 00:36:25.940 So there's names in here, Cynthia, Janet. 454 00:36:26.540 --> 00:36:27.540 Okay. 455 00:36:27.540 --> 00:36:28.540 Lori. 456 00:36:28.540 --> 00:36:29.540 You see. 457 00:36:29.540 --> 00:36:30.540 Dawn. 458 00:36:30.540 --> 00:36:31.540 They're people. 459 00:36:31.540 --> 00:36:34.300 Actual person that you're called to serve in this season. 460 00:36:34.300 --> 00:36:36.220 You're choosing to serve. 461 00:36:36.220 --> 00:36:39.780 This is not in stone, but it's going to let you do the exercise. 462 00:36:39.780 --> 00:36:40.780 Okay. 463 00:36:40.780 --> 00:36:44.540 Don't overthink this, but make sure everybody participate. 464 00:36:44.540 --> 00:36:45.540 Okay. 465 00:36:45.540 --> 00:36:46.540 Good. 466 00:36:46.540 --> 00:36:47.540 All right. 467 00:36:47.540 --> 00:36:51.900 Now I want you to divide a page into five sections. 468 00:36:51.900 --> 00:36:54.620 Divide a page into five sections. 469 00:36:54.620 --> 00:36:58.260 We're going to do these five filters. 470 00:36:58.260 --> 00:36:59.940 Five sections. 471 00:36:59.940 --> 00:37:05.580 Divide a page into five sections. 472 00:37:05.580 --> 00:37:10.220 So the first section is the real person. 473 00:37:10.220 --> 00:37:11.220 Okay. 474 00:37:11.220 --> 00:37:17.780 The first section, I want you to describe this person, not a vague audience. 475 00:37:17.780 --> 00:37:19.300 Describe this person. 476 00:37:19.300 --> 00:37:25.980 So for example, what season of life or business are they in? 477 00:37:25.980 --> 00:37:34.660 Like newly married or coming out of cancer or brand new starting a business or what season 478 00:37:34.660 --> 00:37:38.500 of life just came out of a divorce? 479 00:37:38.500 --> 00:37:44.740 What season of life or business is she in? 480 00:37:44.740 --> 00:37:45.740 Brenda. 481 00:37:46.060 --> 00:37:52.940 I'm going to just let you do it how it works for your brain right now. 482 00:37:52.940 --> 00:37:53.980 I'm not stuck on it. 483 00:37:53.980 --> 00:37:57.940 We just want five categories here that we can just start building this. 484 00:37:57.940 --> 00:38:00.820 If you could divide it into five squares, cool. 485 00:38:00.820 --> 00:38:03.660 If that for your brain doesn't work, I'm not going to get stuck on it. 486 00:38:03.660 --> 00:38:07.220 It's okay. 487 00:38:07.220 --> 00:38:08.220 Whatever you feel. 488 00:38:08.220 --> 00:38:12.920 You want to take a circle and break it into a pie chart or whatever, that's okay. 489 00:38:12.920 --> 00:38:16.760 Whatever works for you. 490 00:38:16.760 --> 00:38:24.200 So what we're doing in the first, the first square, really the first section is what season 491 00:38:24.200 --> 00:38:25.600 we're describing this person. 492 00:38:25.600 --> 00:38:28.240 What season of life or business are they in? 493 00:38:28.240 --> 00:38:32.600 What has recently changed? 494 00:38:32.600 --> 00:38:33.720 They just went through a divorce. 495 00:38:33.720 --> 00:38:35.360 They just got diagnosed with cancer. 496 00:38:35.360 --> 00:38:37.280 They just lost their job. 497 00:38:37.280 --> 00:38:41.200 They just whatever, got a diagnosis. 498 00:38:41.200 --> 00:38:45.560 What's recently changed? 499 00:38:45.560 --> 00:38:47.320 The company just went out of business. 500 00:38:47.320 --> 00:38:51.520 What's recently changed? 501 00:38:51.520 --> 00:38:53.080 Is this number two? 502 00:38:53.080 --> 00:38:55.440 This is still in the real person. 503 00:38:55.440 --> 00:38:58.640 So we're just looking, is this number one? 504 00:38:58.640 --> 00:39:01.840 And within the real person, we're getting such a clear picture. 505 00:39:01.840 --> 00:39:04.600 Thank you for asking. 506 00:39:04.600 --> 00:39:07.760 This is still on number one, the real person. 507 00:39:07.760 --> 00:39:12.000 What responsibility is she carrying? 508 00:39:12.000 --> 00:39:23.280 Husband, lost job, carrying responsibility for the home finances. 509 00:39:23.280 --> 00:39:32.360 Parents got sick or in the hospital or in hospice, carrying the responsibility. 510 00:39:32.360 --> 00:39:33.480 You guys feeling me? 511 00:39:33.480 --> 00:39:35.400 So we're looking at this real person. 512 00:39:35.400 --> 00:39:40.360 We're looking at what season of life or business, what's recently changed, what responsibility 513 00:39:40.360 --> 00:39:42.320 they're carrying. 514 00:39:42.320 --> 00:39:44.480 What does she value? 515 00:39:44.480 --> 00:39:49.440 What's super important? 516 00:39:49.440 --> 00:39:58.120 What does she value? 517 00:40:00.000 --> 00:40:04.440 or feel genuinely understood? 518 00:40:04.440 --> 00:40:09.440 What would make her feel genuinely understood? 519 00:40:09.760 --> 00:40:12.160 He, she, I'm using the word she, 520 00:40:12.160 --> 00:40:14.200 but whatever it is for you. 521 00:40:16.640 --> 00:40:21.320 What would make her feel genuinely understood? 522 00:40:31.000 --> 00:40:35.400 I'm fascinated by your answer, Rhonda. 523 00:40:35.400 --> 00:40:37.880 You put down Don, your husband. 524 00:40:37.880 --> 00:40:39.320 I'm fascinated. 525 00:40:39.320 --> 00:40:41.280 Are you taking Build Like Jesus 526 00:40:41.280 --> 00:40:42.600 and building your marriage 527 00:40:42.600 --> 00:40:44.200 as well as building your business? 528 00:40:44.200 --> 00:40:46.480 Are you looking at this through two lenses? 529 00:40:50.280 --> 00:40:51.280 Not really. 530 00:40:51.280 --> 00:40:52.120 Okay. 531 00:40:52.120 --> 00:40:54.720 But it could happen that way. 532 00:40:54.720 --> 00:40:56.040 Okay. 533 00:40:56.040 --> 00:40:58.800 I just saw you put down his name and I thought that. 534 00:40:58.800 --> 00:41:00.640 Because I can't think of a person. 535 00:41:00.640 --> 00:41:03.400 I feel very, there's people, 536 00:41:03.400 --> 00:41:05.960 but to be able to answer these specific people. 537 00:41:05.960 --> 00:41:07.960 You had people show up in your group. 538 00:41:07.960 --> 00:41:09.840 You had people sign up in your membership. 539 00:41:09.840 --> 00:41:10.680 Just pick one. 540 00:41:10.680 --> 00:41:12.440 Yeah, but I don't know anything personal. 541 00:41:12.440 --> 00:41:14.440 I don't know any of this. 542 00:41:14.440 --> 00:41:15.280 I don't know. 543 00:41:15.280 --> 00:41:17.320 This is gonna be such a fun experience for you. 544 00:41:17.320 --> 00:41:18.440 Good, good, good. 545 00:41:18.440 --> 00:41:19.720 I don't know what they need. 546 00:41:19.720 --> 00:41:22.000 I'm just putting what I think they need. 547 00:41:22.000 --> 00:41:23.840 You're in the right place, sister. 548 00:41:23.840 --> 00:41:24.800 Okay. 549 00:41:24.800 --> 00:41:26.000 All right. 550 00:41:26.000 --> 00:41:31.000 So, what would make her feel genuinely understood? 551 00:41:32.040 --> 00:41:32.880 Okay. 552 00:41:32.880 --> 00:41:35.360 Now you go back to that sentence again. 553 00:41:35.360 --> 00:41:39.440 The person I'm choosing to serve is. 554 00:41:39.440 --> 00:41:40.920 Right? 555 00:41:40.920 --> 00:41:43.560 Like you're just getting really clear on that. 556 00:41:43.560 --> 00:41:44.400 Okay. 557 00:41:44.400 --> 00:41:46.520 The second category. 558 00:41:46.520 --> 00:41:50.160 Second category, her present problem. 559 00:41:51.320 --> 00:41:53.400 Her present problem. 560 00:41:53.400 --> 00:41:55.440 So, this is so important. 561 00:41:55.880 --> 00:41:58.960 We forget to ask this and we have to know this. 562 00:41:58.960 --> 00:42:01.160 And this changes everything. 563 00:42:01.160 --> 00:42:03.960 When you know this, everything changes. 564 00:42:03.960 --> 00:42:04.800 Okay. 565 00:42:06.040 --> 00:42:11.040 What is happening now that she wants changed? 566 00:42:14.480 --> 00:42:19.480 What is happening now that she wants changed? 567 00:42:19.760 --> 00:42:22.680 You know, I'm looking at all of you on the screen, 568 00:42:22.680 --> 00:42:24.400 everyone on this list. 569 00:42:24.400 --> 00:42:25.960 I know you. 570 00:42:25.960 --> 00:42:26.880 I pray for you. 571 00:42:26.880 --> 00:42:28.520 I feel your heart. 572 00:42:28.520 --> 00:42:33.160 And I know exactly what you want changed right now. 573 00:42:34.320 --> 00:42:36.880 I can clearly write it down. 574 00:42:39.080 --> 00:42:44.080 What is happening now in her life that she wants changed? 575 00:42:46.760 --> 00:42:48.880 Now, I'm gonna help you for just a second 576 00:42:48.880 --> 00:42:53.360 to distinguish between a few things that can be confusing. 577 00:42:53.360 --> 00:42:54.280 Okay. 578 00:42:55.120 --> 00:42:57.960 I want you to distinguish between a symptom. 579 00:42:59.800 --> 00:43:00.640 Right? 580 00:43:00.640 --> 00:43:03.160 You understand a symptom on the body. 581 00:43:03.160 --> 00:43:05.960 She's got a rash, but we don't know. 582 00:43:05.960 --> 00:43:08.520 Was she in poison ivy? 583 00:43:08.520 --> 00:43:11.600 Is she having a reaction to medications? 584 00:43:11.600 --> 00:43:13.160 Is it a stress response? 585 00:43:13.160 --> 00:43:15.440 We just see a rash, a symptom. 586 00:43:15.440 --> 00:43:18.200 You guys understand what I mean when I say symptom? 587 00:43:18.200 --> 00:43:21.320 So, in her life, in her business, in her marriage, 588 00:43:21.320 --> 00:43:24.480 whatever, what's visibly happening? 589 00:43:26.280 --> 00:43:27.640 She lost all her clients. 590 00:43:27.640 --> 00:43:28.760 She's not making money. 591 00:43:28.760 --> 00:43:30.040 She lost her business. 592 00:43:30.040 --> 00:43:32.680 She, like what's visibly happening? 593 00:43:32.680 --> 00:43:34.240 That's a symptom. 594 00:43:36.640 --> 00:43:38.320 She's got a rash. 595 00:43:38.320 --> 00:43:39.840 We don't know. 596 00:43:39.840 --> 00:43:41.960 Then pressure. 597 00:43:41.960 --> 00:43:44.240 So, I want you to understand the symptom. 598 00:43:44.240 --> 00:43:46.320 I want you to understand the pressure. 599 00:43:47.160 --> 00:43:51.080 How is that affecting her emotionally, 600 00:43:51.080 --> 00:43:55.000 financially, relationally, practically? 601 00:43:55.000 --> 00:43:58.800 So, I'm using physical so you can get a picture. 602 00:43:58.800 --> 00:44:03.080 This can be emotional, financial, spiritual, but pressure. 603 00:44:03.080 --> 00:44:07.320 So, visibly, the symptom is she's got a rash. 604 00:44:08.680 --> 00:44:11.760 Emotionally, she no longer wants to go to church 605 00:44:12.760 --> 00:44:14.440 or go in public. 606 00:44:14.440 --> 00:44:16.840 She's not showing up live at her business. 607 00:44:16.840 --> 00:44:18.440 Financially, it's costing her. 608 00:44:18.440 --> 00:44:20.280 She's not showing up 609 00:44:20.280 --> 00:44:22.680 because she's not confident showing up. 610 00:44:25.200 --> 00:44:29.120 And it's hurting her financially. 611 00:44:30.200 --> 00:44:32.360 Relationally, she hasn't been intimate 612 00:44:32.360 --> 00:44:33.960 with her husband for six months. 613 00:44:33.960 --> 00:44:37.160 This rash, she can't. 614 00:44:39.200 --> 00:44:40.840 Okay? 615 00:44:40.840 --> 00:44:43.640 So, how is it affecting her emotionally, 616 00:44:43.640 --> 00:44:46.400 financially, relationally, practically? 617 00:44:46.400 --> 00:44:48.920 Now, I gave you a physical thing rash. 618 00:44:49.800 --> 00:44:52.480 It could be she lost her job. 619 00:44:52.480 --> 00:44:56.440 And the pressure is she doesn't have any money in the bank. 620 00:44:56.440 --> 00:44:57.480 And it's affecting her. 621 00:44:57.480 --> 00:44:59.120 She's completely stressed out. 622 00:44:59.120 --> 00:44:59.960 She can't sleep. 623 00:45:00.000 --> 00:45:02.560 that night, she can't pay her bills, 624 00:45:02.560 --> 00:45:06.860 the creditors are calling, her husband's mad at her. 625 00:45:06.860 --> 00:45:07.700 Do you see? 626 00:45:07.700 --> 00:45:10.120 Okay, so we've got a symptom, we've got a pressure. 627 00:45:11.240 --> 00:45:13.580 We're gonna go a layer deeper. 628 00:45:13.580 --> 00:45:18.580 Underlying issue, underlying issue. 629 00:45:19.760 --> 00:45:24.760 What may be keeping the problem in place? 630 00:45:27.440 --> 00:45:29.200 So one more, the symptom. 631 00:45:29.240 --> 00:45:31.600 She doesn't have enough clients. 632 00:45:31.600 --> 00:45:34.620 The pressure, the income is inconsistent 633 00:45:34.620 --> 00:45:36.200 and she's questioning herself 634 00:45:36.200 --> 00:45:38.280 if she should just go get a job. 635 00:45:38.280 --> 00:45:42.000 Underlying issue, her offer is unclear 636 00:45:42.000 --> 00:45:46.600 and she lacks a consistent relationship building process. 637 00:45:46.600 --> 00:45:47.960 Do you guys understand? 638 00:45:47.960 --> 00:45:50.020 There's a symptom that you see, 639 00:45:50.020 --> 00:45:52.880 there's a pressure that's created in her life 640 00:45:52.880 --> 00:45:56.120 and there's the real underlying issue. 641 00:45:56.120 --> 00:45:58.480 So symptom, she's gonna say, 642 00:45:58.720 --> 00:46:01.640 I'm not getting clients, I don't have any clients. 643 00:46:01.640 --> 00:46:04.360 Pressure, if I don't start making money, 644 00:46:04.360 --> 00:46:06.920 I'm gonna have to go get a job and leave my business. 645 00:46:06.920 --> 00:46:09.680 I can't pay the bills, maybe I'm not cut out for this. 646 00:46:09.680 --> 00:46:11.360 Maybe God's not calling this. 647 00:46:11.360 --> 00:46:15.320 The underlying issue, who do you serve? 648 00:46:15.320 --> 00:46:17.060 What are you offering? 649 00:46:17.060 --> 00:46:19.540 Well, I'm offering this and this and this over there 650 00:46:19.540 --> 00:46:22.340 and well, who are you offering it to? 651 00:46:23.200 --> 00:46:25.320 How are you building relationships? 652 00:46:25.320 --> 00:46:26.960 What's your lead generation system? 653 00:46:26.960 --> 00:46:27.800 Not there. 654 00:46:27.800 --> 00:46:28.620 You get it? 655 00:46:28.620 --> 00:46:29.960 You guys feel this? 656 00:46:29.960 --> 00:46:31.880 You see how deep this can go? 657 00:46:33.000 --> 00:46:36.400 So here's the sentences you're gonna complete 658 00:46:36.400 --> 00:46:37.840 and you can keep working on this. 659 00:46:37.840 --> 00:46:40.440 We'll take it over to office hours 660 00:46:40.440 --> 00:46:45.440 but right now, she is struggling with. 661 00:46:45.920 --> 00:46:50.360 Right now, she is struggling with. 662 00:46:50.360 --> 00:46:53.120 You're gonna finish that sentence. 663 00:46:53.120 --> 00:46:56.480 Right now, she is struggling with. 664 00:47:02.800 --> 00:47:04.880 Right now, she's struggling with. 665 00:47:04.880 --> 00:47:07.440 For Amanda, it might be she's struggling 666 00:47:07.440 --> 00:47:09.960 that she's sick all the time 667 00:47:09.960 --> 00:47:12.720 and she's put on an extra 20 pounds 668 00:47:13.900 --> 00:47:16.120 and it's costing her in every area of her life. 669 00:47:16.120 --> 00:47:18.680 So right now, she's struggling with 670 00:47:18.680 --> 00:47:20.920 and then right next to that, you're gonna say, 671 00:47:20.920 --> 00:47:23.080 this is costing her. 672 00:47:24.040 --> 00:47:26.080 This is costing her. 673 00:47:26.080 --> 00:47:28.120 It's costing her health. 674 00:47:28.120 --> 00:47:30.000 It's costing her relationship. 675 00:47:30.000 --> 00:47:31.880 It's costing her marriage. 676 00:47:31.880 --> 00:47:34.320 It's costing her financially. 677 00:47:34.320 --> 00:47:36.440 It's costing her spiritually. 678 00:47:36.440 --> 00:47:38.640 It's costing her confidence. 679 00:47:40.680 --> 00:47:42.320 It's costing her own health. 680 00:47:43.960 --> 00:47:48.520 So here's the teaching point I want you to get from this. 681 00:47:48.520 --> 00:47:50.180 Why are we doing this? 682 00:47:51.600 --> 00:47:53.240 You wanna stop having crickets. 683 00:47:53.240 --> 00:47:56.920 You wanna build real relationships with real people 684 00:47:56.920 --> 00:47:59.240 and get real results. 685 00:47:59.240 --> 00:48:04.240 The problem has to be one that she, she recognizes 686 00:48:05.000 --> 00:48:08.600 and she wants addressed. 687 00:48:10.560 --> 00:48:13.000 We're not diagnosing her with a problem 688 00:48:13.000 --> 00:48:14.920 she doesn't believe she has. 689 00:48:14.920 --> 00:48:18.640 It's not Amanda, you wanting it more for them 690 00:48:18.640 --> 00:48:19.920 than they want it for themselves. 691 00:48:19.960 --> 00:48:22.680 It's not you coming to someone you care 692 00:48:22.680 --> 00:48:25.280 that you see has heart disease and symptoms, 693 00:48:25.280 --> 00:48:27.880 sees as overweight, sees, 694 00:48:27.880 --> 00:48:29.800 but they don't see that as the problem. 695 00:48:29.800 --> 00:48:32.720 They see, if I don't get a different job and make money, 696 00:48:32.720 --> 00:48:33.680 I don't care what I eat. 697 00:48:33.680 --> 00:48:35.080 I don't care what my body is. 698 00:48:35.080 --> 00:48:37.360 You see the difference. 699 00:48:37.360 --> 00:48:39.220 You can't want it more for them. 700 00:48:39.220 --> 00:48:43.760 They have to recognize and want help addressing this. 701 00:48:44.760 --> 00:48:49.760 So number three is her desired result, her desired result. 702 00:48:53.280 --> 00:48:56.880 What does she want to be different with a timeline? 703 00:48:56.880 --> 00:49:00.080 What does she wanna be different in the next 30 days? 704 00:49:00.080 --> 00:49:03.120 What does she wanna be different in the next 60 days? 705 00:49:03.120 --> 00:49:08.120 What does she want to be different in the next 90 days? 706 00:49:14.760 --> 00:49:19.760 So a valuable result has to be very specific 707 00:49:20.400 --> 00:49:22.080 enough to recognize. 708 00:49:26.600 --> 00:49:30.800 I have a client that I made a first offer 709 00:49:30.800 --> 00:49:32.940 and they paid full price. 710 00:49:34.020 --> 00:49:39.020 Then I made a second offer that I tripled the price 711 00:49:40.240 --> 00:49:42.040 and they gladly paid. 712 00:49:43.040 --> 00:49:48.040 And now I just did a proposal where I tripled that price 713 00:49:48.480 --> 00:49:50.920 and they gladly said, yes. 714 00:49:50.920 --> 00:49:51.760 Why? 715 00:49:52.720 --> 00:49:54.360 I understand the problem. 716 00:49:54.360 --> 00:49:56.520 I understand the transformation. 717 00:49:56.520 --> 00:49:58.220 I'm clear in the offer. 718 00:49:58.220 --> 00:50:00.120 Do you understand when you have that? 719 00:50:00.000 --> 00:50:01.640 Money is not an object. 720 00:50:01.640 --> 00:50:05.240 You're not going to get price objections. 721 00:50:05.240 --> 00:50:07.080 Do you feel me? 722 00:50:07.080 --> 00:50:08.320 Is this making sense? 723 00:50:08.320 --> 00:50:10.240 For who is this really landing? 724 00:50:12.960 --> 00:50:17.240 So the valuable result has to be specific. 725 00:50:17.240 --> 00:50:20.400 It has to be important enough to act on. 726 00:50:20.400 --> 00:50:25.400 It has to be meaningful enough that they'll invest in it. 727 00:50:25.440 --> 00:50:29.960 It has to be responsible for you to help create. 728 00:50:29.960 --> 00:50:32.360 Like you're not taking on something that, 729 00:50:32.360 --> 00:50:36.040 like I wouldn't go try to help someone through addiction. 730 00:50:36.040 --> 00:50:37.320 Like that's not responsible. 731 00:50:37.320 --> 00:50:39.040 That's not my expertise. 732 00:50:40.160 --> 00:50:42.800 I wouldn't go, I understand health a lot, 733 00:50:42.800 --> 00:50:45.720 but I wouldn't go try to lead someone through detoxes. 734 00:50:45.720 --> 00:50:47.240 That's not the best use. 735 00:50:47.240 --> 00:50:48.680 And Stuart, do you follow me? 736 00:50:48.680 --> 00:50:51.200 So we're looking for something that's specific, 737 00:50:51.200 --> 00:50:54.160 important, meaningful, responsible. 738 00:50:54.160 --> 00:50:56.320 So I want you to complete this sentence. 739 00:50:56.320 --> 00:50:58.080 We're still on number three. 740 00:50:58.080 --> 00:51:01.000 What she most wants now is. 741 00:51:01.920 --> 00:51:05.760 What she most wants now is. 742 00:51:11.280 --> 00:51:13.120 And then right next to that, 743 00:51:14.080 --> 00:51:19.080 if this changes, it will allow her to, 744 00:51:19.640 --> 00:51:23.400 if this changes, what she most wants. 745 00:51:25.040 --> 00:51:27.920 And if this changes, it'll allow her to. 746 00:51:30.600 --> 00:51:31.920 I keep mentioning Amanda 747 00:51:31.920 --> 00:51:33.640 because I see her face right in front of me right now 748 00:51:33.640 --> 00:51:35.760 on the Zoom. 749 00:51:35.760 --> 00:51:40.200 Her husband was one of the first to go through the detox 750 00:51:40.200 --> 00:51:44.120 and he had such pain, was scheduled for surgeries 751 00:51:44.120 --> 00:51:47.240 and he couldn't go on walks anymore. 752 00:51:47.240 --> 00:51:50.560 So in their marriage, that part of holding hands 753 00:51:50.560 --> 00:51:54.240 and walking down the path didn't exist anymore, right? 754 00:51:54.240 --> 00:51:57.480 So what he most wanted was his life back, 755 00:51:57.480 --> 00:52:00.040 to be able to walk, to be able to do things, 756 00:52:00.040 --> 00:52:04.360 to feel good again, to get out of pain again. 757 00:52:04.360 --> 00:52:09.160 And if this changes, it will allow him to. 758 00:52:10.040 --> 00:52:11.720 It's starting with it allowed him, 759 00:52:11.720 --> 00:52:14.120 they took their first walk together. 760 00:52:14.120 --> 00:52:16.520 Are you following how this plays out? 761 00:52:17.280 --> 00:52:19.000 It's so beautiful. 762 00:52:19.000 --> 00:52:21.520 Doing business this way is so beautiful. 763 00:52:21.520 --> 00:52:25.600 Doing business Jesus' way is so joy-filled, 764 00:52:25.600 --> 00:52:29.440 love-filled, so fulfilling, so rich, 765 00:52:29.440 --> 00:52:32.840 so meaningful for you and for the clients. 766 00:52:34.920 --> 00:52:38.640 And so when we look at your entrusted advantage, 767 00:52:38.640 --> 00:52:41.200 you're gonna think, okay, what have I lived through? 768 00:52:42.280 --> 00:52:44.920 What have I studied or mastered? 769 00:52:44.920 --> 00:52:47.720 What results have I helped create? 770 00:52:49.160 --> 00:52:53.040 What do people already ask you about all the time? 771 00:52:55.000 --> 00:52:59.840 What can you help someone do with confidence and integrity? 772 00:53:03.080 --> 00:53:06.840 I watched Linda come in and create a brand board 773 00:53:06.840 --> 00:53:09.200 that was stunning. 774 00:53:10.160 --> 00:53:12.480 Every aspect of what they're gonna need 775 00:53:12.480 --> 00:53:13.960 going forward in their business. 776 00:53:14.000 --> 00:53:16.160 It was Madison Avenue. 777 00:53:16.160 --> 00:53:20.080 It was $100,000 caliber quality. 778 00:53:21.000 --> 00:53:22.880 She's got this. 779 00:53:24.000 --> 00:53:25.640 She could charge anything. 780 00:53:25.640 --> 00:53:27.840 She could ask anything to do this. 781 00:53:27.840 --> 00:53:29.000 She's got this. 782 00:53:29.000 --> 00:53:30.240 Do you follow me? 783 00:53:31.760 --> 00:53:34.880 So you've got to ask your entrusted advantage. 784 00:53:34.880 --> 00:53:38.640 And so you complete the sentence, I'm equipped to help. 785 00:53:38.640 --> 00:53:40.160 I'm equipped to support. 786 00:53:40.160 --> 00:53:41.280 I'm equipped to lead. 787 00:53:41.280 --> 00:53:43.960 I'm equipped to teach whatever words you want. 788 00:53:43.960 --> 00:53:47.040 I'm equipped to help because. 789 00:53:47.040 --> 00:53:50.360 I don't love the word help, but fill in the blank. 790 00:53:50.360 --> 00:53:52.320 I'm equipped to support. 791 00:53:52.320 --> 00:53:56.120 I'm equipped to lead because. 792 00:53:57.360 --> 00:54:01.920 So your entrusted advantage is not everything you've learned. 793 00:54:03.800 --> 00:54:08.800 Have I ever shown you certificates of my degrees? 794 00:54:08.880 --> 00:54:10.040 I have them. 795 00:54:12.200 --> 00:54:14.600 It's not relevant for me right now. 796 00:54:14.600 --> 00:54:17.400 It's not everything you learned, okay? 797 00:54:17.400 --> 00:54:20.520 It's what you have that can help this person on the path. 798 00:54:20.520 --> 00:54:22.400 You might only be three steps ahead 799 00:54:22.400 --> 00:54:24.040 of the person you're helping, 800 00:54:24.040 --> 00:54:25.240 but you're three steps ahead. 801 00:54:25.240 --> 00:54:28.200 And that's three steps that will change their life. 802 00:54:28.200 --> 00:54:29.680 So it's the experience. 803 00:54:29.680 --> 00:54:30.560 It's the wisdom. 804 00:54:30.560 --> 00:54:32.280 It's the gifting. 805 00:54:32.280 --> 00:54:34.840 It's the most relevant thing that you have 806 00:54:34.840 --> 00:54:36.760 toward that person's need. 807 00:54:39.280 --> 00:54:41.120 So what we're gonna do going forward, 808 00:54:41.960 --> 00:54:44.200 number five, just so you have it in your notes, 809 00:54:44.200 --> 00:54:47.120 is the focused pathway. 810 00:54:47.120 --> 00:54:49.640 We're gonna work through this in office hours, 811 00:54:49.640 --> 00:54:52.560 but the focused pathway, in other words, 812 00:54:52.560 --> 00:54:56.320 what is the simplest responsible path 813 00:54:57.400 --> 00:55:00.000 that takes them from their current problem 814 00:55:00.000 --> 00:55:03.200 to the desired result. 815 00:55:04.400 --> 00:55:06.600 What is the simplest responsible path 816 00:55:06.600 --> 00:55:08.840 that takes them from where they are? 817 00:55:08.840 --> 00:55:11.720 You know what they need, you know what they desire, 818 00:55:11.720 --> 00:55:13.760 you know what their now problem is, 819 00:55:13.760 --> 00:55:16.400 you know what you're equipped to serve them. 820 00:55:16.400 --> 00:55:18.640 What's the path to take them from the problem 821 00:55:18.640 --> 00:55:21.020 to their result? 822 00:55:24.280 --> 00:55:26.620 So the offer is not everything you know, 823 00:55:26.620 --> 00:55:31.620 it's the clearest pathway to a meaningful result, okay? 824 00:55:35.300 --> 00:55:39.740 I'm gonna land there, I'm gonna close with prayer, 825 00:55:39.740 --> 00:55:41.100 we're gonna take a five minute break 826 00:55:41.100 --> 00:55:43.660 and we're gonna come back for office hours, okay? 827 00:55:43.660 --> 00:55:48.660 So father, this was a lot of information as we study you 828 00:55:51.560 --> 00:55:55.740 and we see the beautiful way you shepherded your sheep. 829 00:55:56.980 --> 00:56:00.380 That you would leave the 99 for one 830 00:56:00.380 --> 00:56:03.020 and you knew that one by name. 831 00:56:04.820 --> 00:56:07.020 And you knew where they were wounded, 832 00:56:07.020 --> 00:56:09.700 you knew where they were hurting, 833 00:56:09.700 --> 00:56:11.760 you knew what they needed. 834 00:56:13.220 --> 00:56:15.700 They were too thin, too fat, they weren't eating, 835 00:56:15.700 --> 00:56:18.340 they were laying down, they were stuck upside down, 836 00:56:18.340 --> 00:56:22.080 they were stuck in a thistle, you knew. 837 00:56:23.520 --> 00:56:26.260 And as the good shepherd, you laid down your life 838 00:56:26.900 --> 00:56:27.740 for your sheep. 839 00:56:27.740 --> 00:56:30.500 Father, may we shepherd the people that you bring us, 840 00:56:30.500 --> 00:56:34.420 I pray that this word will go so deep in our spirit 841 00:56:34.420 --> 00:56:38.660 that our love will rise, that our hearts will expand, 842 00:56:38.660 --> 00:56:41.820 that our ability to listen and hear, 843 00:56:41.820 --> 00:56:46.820 that our abilities to truly see people where they are 844 00:56:47.520 --> 00:56:51.540 and not put on them what we think that they need. 845 00:56:52.840 --> 00:56:55.780 Father God, touch our hearts, touch our business, 846 00:56:56.500 --> 00:56:59.260 bring the women or the men that were called 847 00:56:59.260 --> 00:57:04.260 to serve Lord God and may we serve with love. 848 00:57:06.340 --> 00:57:09.760 You said that the greatest leader is the greatest servant. 849 00:57:10.840 --> 00:57:14.880 Teach us Lord, teach us. 850 00:57:16.740 --> 00:57:21.740 We love you and we dedicate this to you in Jesus name, amen. 851 00:57:23.820 --> 00:57:25.500 I love all you sisters. 852 00:57:25.540 --> 00:57:28.820 Linda, I got a brilliant idea you're gonna love. 853 00:57:28.820 --> 00:57:32.820 I see this study guide right now that we just did today. 854 00:57:32.820 --> 00:57:37.260 I see it, so do you, I think, right? 855 00:57:37.260 --> 00:57:41.700 This is something that needs the hand of Linda on. 856 00:57:41.700 --> 00:57:44.140 I know you guys have taken great notes. 857 00:57:44.140 --> 00:57:45.700 We'll see what comes out of all this. 858 00:57:45.700 --> 00:57:48.540 But anyway, I love you all. 859 00:57:48.540 --> 00:57:49.980 Take a break, okay? 860 00:57:49.980 --> 00:57:54.500 It is 9.03, let's come back at 10 after for office hours. 861 00:57:54.500 --> 00:57:56.740 We'll see you at 10 after.