WEBVTT

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And all right, welcome back for those of you that are coming back as an encore to the successful

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sales conversation masterclass. Because that was such a power packed, condensed,

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filled with information, a few hours, I deliberately added this encore so that we

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could have more interaction, more Q&A, going deeper, making sure you've got the fullness

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of the original masterclass. So if you have not yet seen the original masterclass,

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you get the replay. So whether you're coming to this for the first time or you're coming back,

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you do get the replay. So I'll show you that real quick to make sure it's on the recording

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and you all know how to navigate your way. So when you go into the Prosper membership site,

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which of course is membership.prosperandallthings.com. When you go in there, you will notice

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if you are a Prosper leader member, of course you have access to everything in here,

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which is a ton. And if you are not, you of course have access to the free resources,

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which are many, including the first video on each thing, plus lots of free. You will notice

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whether you are a member or not, that there is a group you'll see on the left,

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successful sales conversation. And so you can go into that group. If you've never been to the

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Prosper membership, it may ask you to put your name and information. If you've already been,

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it's just going to let you straight in there. And when you go in there, you are going to see

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the template, the master template, and you're going to see the original video. So if you have

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not watched the original replay, that's where you want to go first and watch that. It's rich

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and there's no way I can catch you up today. So that's that, making sure that you know how

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to do that. So my intention right now is to give you a really quick, because half of you are just

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coming for the first time, give you a really quick overview. So let me know, first of all,

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if all of you, maybe just someone like Kate or Marianne or something, raise your hand that you

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see the slide, successful sales masterclass. I want to make sure I'm showing the screen. Yes,

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you see the screen that says successful sales masterclass. Okay, beautiful. Good to know technology

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is working. Okay. So I'm going to give you a very quick overview of what we talked about, get you

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into the headspace and remembering what we did and catch you up, those that weren't there.

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And so what I'd like you to be thinking about as you're listening to this is some specific

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examples for yourself. So in the sales conversation, remember we opened that nothing happens

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in your business really until the sale. Okay. Up until that point, you're really just kind of

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playing. Right. And so it's, as you have the sale that of course, you're able to make the impact

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that you desire to make on the income. And so it all, we have to have the sales. And of course,

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there's a path to get there. So I mentioned in order to have the sales, which is your business,

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you must have this sales conversation. So the goal of this masterclass was to get you

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more confident on these sales conversations, sales calls, right? In order to have sales

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conversations, however, you have to have people scheduled, which means you have to have leads.

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Okay. And which means you have to have a lead generation system. So if you haven't done those

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first steps, that's where you need to go back and make sure that you've got the leads. If you've got

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the leads and they're being scheduled, this is designed to help you have great success in your

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sales conversation. Okay. So we talked about the inner game and the outer game, the inner game.

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And I need you guys to mute yourself. I hear you typing and so on. So please mute yourself.

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And so the inner game is equally or more important than the outer game. To be honest,

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I would tend to lean more toward the inner game.

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If you show up with the right heart and really the right energy and the right understanding,

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there's a lot of grace if you don't have all of the skills on the external.

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So this is not something you want to brush over.

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The inner game is incredibly important.

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So I talked about four areas in the inner game, okay?

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Number one is to change your image of yourself.

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And interestingly enough, those of you that got here early for the call, we had some fun

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interacting.

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And what God is really showing me with the Prosper Leader membership, that he's just

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bringing together the most brilliant, beautiful, open-hearted women I've ever seen.

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I mean, just incredible women gathering.

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So in addition to all the nuts and bolts that you got access to, all the master classes

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and courses and blah, blah, blah, and two live coaching and all of that, the real beauty

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is that this is a place where women are linking arms for real, not just in talk, to help each

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other across their personal finish line.

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And one of the aspects, and this is really coming forth this week, one of the aspects

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of linking arms is to witness each other, to truly see each other, and to see each other

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and remind each other of the incredible greatness in you.

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The incredible love, beauty, gifts, talents, experiences that make you, you.

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And so part of this inner game is first of all, just how we see ourselves, right?

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So from my perspective, sharing here, who we are, scripture says is we're the temple,

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we're the container, we're the container of God, of spirit, of Jesus.

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However you understand it, the bottom line is you're carrying more than just a body.

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And because God is in you, all sufficiency is in you, you have access to all wisdom,

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to all solutions, to all love, to all resources.

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You must remember who you are.

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And so when you're showing up in these masterclasses, you're not showing up as a miserly beggar

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hoping to persuade someone to do something they don't want to do.

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No, no, no.

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You're coming from a place of greatness.

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And so this is part of the inner game, is remembering who you are, that your life experience

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really matters.

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My coach says, the workshop that you're living is the workshop you should be giving, okay?

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Derek Rydell.

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The workshop you're living is the workshop you should be giving.

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So never, never underestimate all of the experiences from childhood on and how rich and how valuable

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they are for making a difference in other people's lives, right?

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So you've got experience, you've got education, you've got so much that you're bringing to

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the table.

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You've got understanding, you've got spiritual understanding, you've got spiritual gifts.

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And so how you show up is huge.

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And so changing your image of yourself, okay?

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And that means you're not showing up as a salesperson, as a one concern people have

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with sales.

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You're not showing up as a taker.

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You're not coming to take something.

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If they buy from you and they exchange money for value, which is what sales is, an exchange

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of money for goods or services or value.

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If they do that, you're not taking something from them.

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You're exchanging.

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You're bringing them value.

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And so changing how you see yourself, you don't need to be timid.

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You don't need to be shy.

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You don't need to undercut what you charge.

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You don't need to be looking at your feet when you ask for the order or avoid asking.

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You come from this place of service.

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I'm here to serve.

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One of my favorite prayers before I got on this call alone was, Holy Spirit, God, live

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through me right now.

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Coach through me, teach through me, encourage through me, write through me, inspire through

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me.

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is how we see ourselves.

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We're vessels, we're conduits of the divine.

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OK, number one.

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Number two, then we need to change our image of sales.

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It's not about persuading someone to do something that they don't want to do.

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It's not manipulative.

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It's not slimy.

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It's not taking and the many other, you know, older images of sales.

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Right. Sales is helping people

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get what they want, desire, need.

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And so sales is really about listening, identifying a need and helping them

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like Zig Ziglar, helping people get what they want.

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You'll always be wildly successful.

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So sales is just simply an exchange, right, of value,

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of goods, of services, for money.

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So that takes all of the the edge and the, you know,

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the need to try to say, hey, I'm not a salesperson.

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Well, we're all salespeople, believe it or not.

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We're always selling something that we believe in,

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whether we're selling our children on the need to go to bed or we're selling

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someone on, you know, whatever.

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OK, we're all selling all the time.

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And then number three, and this was really big,

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changing how we're looking at the client.

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And you really it was so good and so big.

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You really just need to go back and listen to that.

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It will that alone will change everything about your sales.

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So number three, too huge to go over right now.

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And then number four is this idea, this question, where am I coming from?

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When I show up for the sales conversation, where am I coming from?

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Right. Am I coming from a place of lack

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where I'm looking at my client as my next electricity bill?

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Right. My next whatever bill.

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And so am I coming from this place of lack that I need to get?

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Am I coming from this place of lack?

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I need to get clients. I need to get money.

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I need to get something from the outside so that I can be happy, prosperous.

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This is an external locus of control.

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It is a broken, failed model.

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So the alternative that I would encourage you to go deep with

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and again, go back and watch the replay

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is that you're coming from a place of abundance.

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You're coming from a place of of having this.

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I have so much love, experience,

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resources, strategies, tools, whatever.

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All that you have.

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Most of all, you have God in you.

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And so when I'm showing up, I'm not showing up in desperation. Right.

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Think about dating.

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You know how many of you women really like a super needy man

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that is just really clinging to you and begging that he absolutely needs you

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to survive?

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You know, none of us like that kind of cleanliness for most most of us. Right.

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So what we love is two whole individuals showing up.

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And so you're seeing your client as whole,

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made in the image of God, worthy of respect,

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filled with dignity.

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And you're seeing yourself the same way.

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And now a beautiful exchange can take place.

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OK, so the inner game.

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And then we went through the five steps of the outer game.

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OK, and again, every one of these steps got at length in the replay.

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So go back. OK,

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but these are the steps that must take place

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for you to have a successful sales conversation. Right.

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So you have to create trust and rapport.

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And if you skip this,

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you're not going to get the sale.

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OK, it's going to be awkward and it's they're not going to open up to you.

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They're not going to be open and receptive.

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You're not going to know their true needs, their true desires

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or even what they're thinking.

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There's going to be a wall between you.

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So I really went into how to do this, create trust and rapport.

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Number two is the use of questions, open ended questions.

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So you're creating rapport using the many strategies I gave you.

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And then you're asking open ended questions

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for the purpose of really understanding them for really getting clear.

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Where are they?

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What matters to them? What's important to them?

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What is their vision? What is their why?

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Where are they feeling stuck?

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What do they need?

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Where are where can you help them move to the next level?

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And so the questions and I gave you samples

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and I also gave you a pre-coaching questionnaire, which can be a great way

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to have some of this before you even get on the phone on the Zoom. OK, so.

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So you create trust and rapport, and then you ask questions.

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And remember, the person asking the questions is in control of the conversation.

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So it is important if this is your conversation and you have an intention and you're taking it to an ideal place of building a new relationship of having trust and rapport of knowing this person and identifying their needs.

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It's very important that you are the one asking the questions. So sometimes you'll get on a call and the other person will start asking the questions like, well, well, you know, can you tell me a little bit more like what exactly you do, or you know

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where did you get certified or something that could really throw you off your game.

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It's important that you say, thanks for asking that I will definitely address that and come back to it. But first, what's really important to me is to really get to know you.

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Or you can answer it in a 30 second, you know, hey, I've been a coach to coaches for 10 years before that I come out of the business world I founded you know seven figure companies in the nutritional you know direct selling industry.

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And now I've been really mentoring coaches and that includes you know a prosper leader membership it includes coach certification I do breakthrough business intensives.

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That's just a little bit about me. But what's really important here is you tell me how long have you been in coaching and and and what phase are you in right now are you are you actually seeing clients are you just getting ready to see clients,

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And so do you see that I was able to get the attention off of me back to them because remember I taught you that sales is never about me. If you're focusing on yourself.

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And that means focusing this is true of speaking public speaking as well those that are speakers. So, as a speaker, as a coach in this conversation, if I'm worried about am I saying the right thing I don't want to forget anything.

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Am I boy do I appear nervous can they tell that I'm fidgeting is my lighting right, am I, so it's all about you, you're just connected from them you've missed the whole point.

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Okay, so that's why you must recall this whole thing is about them forget about you.

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People like people who are like them so just find the commonality, find.

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This is so, it's so endearing and and so beautiful, you know, Serena's on this call, and I made the comment yesterday to her in some sense, two people couldn't be more different we're on the opposite sides of the world we're different ethnicities

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I mean, you couldn't be more different and yet the similarities are amazing. Right. And and we really found all of those are interested in medicine are marrying, you know, and and having mixed children are divorce are, you know, on and on our spiritual practices

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we found so much that I actually just like fell in love with her it's like, wow, this is a new friend this is a sister This is someone I want to associate with, you know, for the future.

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And it's possible when you're asking questions and you're listening and you're finding that that commonality because most of us have more in common than, than we really realize.

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And then you're giving them a chance you've asked a lot of questions, and, and now you are starting to bridge. Okay, so now you, you know what they need, and you know what you have.

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It's time for a bridge now and only now I have not talked about what I do other than maybe that quick synopsis I gave because they asked. Other than that, it's not about me, it's all about what they're trying to achieve and so now my job is to bridge,

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Okay, am I really picking up that, you know, they really need a coach certification and my picking up that they really need a business breakthrough they need an intensive to get clear on their niche and their packages and their pricing and you know their messaging

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and or am I picking up that they really need a community, and they need a place to grow and have a sense of belonging. So, based on these questions I know that and now I can bridge from the prosper membership to where they are, or from you know the prosper

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design coach certification to where they are, or from a business you know breakthrough intensive, only after I really understand their needs their desires where they are.

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they're feeling stuck. Do I even initiate bridging? I don't talk

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about me or what I offer until that happens. And so that is

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where the bridge happens. And then now it's really time to be

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quiet. There's two times to be really quiet. You ask the

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question, and you just listen. You take notes. And you just

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really listen wholeheartedly. Not thinking about what you're

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going to say next, just listen. And that's one time you're

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quiet. Every time you're asking a question, they're doing all

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the talking, not you. So you learn to be quiet. And after

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you really explain and bridge, and I shared some key phrases

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that I use like, well, you know, based on what you shared with

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me, here's what I recommend. That could be a bridge. It's

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like a doctor. You know, here's what I'm prescribing. Here's

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what I recommend. You do the same thing as a coach. You know,

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based on what I see, you know, you really don't know your

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niche, you don't have any clear packages, you don't have your

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pricing in order, you need, here's what I recommend. We can

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do all of that in one day, in a breakthrough business intensive,

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you see. And so you wait now again, to see. And if they don't

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say anything, say now, I've been doing, you know, we've been

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doing a lot of talking, I'd love to know, you know, right now,

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what's coming up for you? What, what questions? What are has

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what comments? And you wait, you let them talk, this is going to

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be the place that the objections will come? Well, you know, I'd

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love to do it. But I've spent so much on coaches. And I really

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don't know that I can spend any more. I'm already in debt. I

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don't have money. I really don't have time to take out whatever

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the objections can all come out. Okay. And that gives you now a

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chance. And we we went through that we go back over the

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benefits. And so you know, we laid the foundation, the trust

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and rapport, the identifying needs, the bridge, the feedback,

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and the asking for the order. And we talked about the sales

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mountain with Eric Lawthorne, who I have taught together with,

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and he's brilliant in sales, and this sales, a mountain that

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really lets you know that you've got to do the right thing in the

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right order. And so again, go back to the replay, I'm not

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going to go into every step of this. But you get into that

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divine dance here where you do maybe an initial kind of trial

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close, some objections calm, you come back and you do another

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close some, you know, objections, and either they,

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they buy this is kind of a nice dance right here. Or, you know,

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they need to think about it. And the fortune is absolutely in the

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follow up. See this long green line, like, almost all your

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business is going to happen in this follow up. Okay. And so for

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that reason, next month, I am doing on the 20th, I'm doing a

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masterclass called the fortune is in the follow up, I'm going

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to walk you through every step of how to follow up. Okay. So

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for that right now, that brings you up to speed. So you you now

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should be pretty caught up. And so what I'd love to, you know,

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hear from you. And that is, let me be able to see all of you

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beautiful faces. There we go. Okay, so now, how about that? I

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did it exactly in 30 minutes. That was my goal. Um, okay, so,

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so that's your overview. And now let's apply it. Where do you

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have questions? Where do you get stuck? Where would you love

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support? Where would you love to go deeper? In the bottom of the

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screen, you see a thing that says reactions. And when you

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click on that reactions, there's a thing that says raise hand.

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So raise your hand, I'll go in the order as you raise it. And

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let's have a conversation as to where you would love more

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support, more examples, more anything along the way. How is

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your sales conversation going? Have you started applying this

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since we did the masterclass? For those of you that attended

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that? And where does it get sticky? Where do you need

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support? What can I answer? How can I support you? And it could

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be in any of those areas. So awesome. Okay, Victoria, go

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ahead and unmute yourself. And let me see, I'd like to pin you

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too. So we have both of us. And I think there we go. Okay,

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beautiful. All right. So tell me a little bit how it's going and

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how I can

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I actually, um, I lost, I did most of that assignment and then I wasn't able,

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I thought I saved it and so I, it didn't save, so I have to start over, but I

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really went through that and really the bridging and benefits, I get caught on,

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um, My, uh, the difference between the, the benefits and my sessions, kind of

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that, like the features, okay.

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The features and benefits.

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And then again, I do have a follow-up.

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I, I do have a follow-up system that I, I'm just not putting it into place.

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And so I, I know I need to tighten up that I have a 24 hour window and they

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kind of want to marinate and stuff.

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And, um, but my fault just needs to tighten up and, um, good.

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Those are two really good points.

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Let me, let me address those.

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I love both of those.

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Okay.

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Um, features versus benefits.

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All of you need to know that.

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Okay.

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Um, most of the time.

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Um, so here's a, here's a little sentence to remember.

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Okay.

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Um, features tell benefits sell.

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Okay.

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And by benefits, I also mean results.

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Okay.

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Um, and that they can experience.

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All right.

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So features are the logistics.

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How many sessions?

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How many minutes?

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How many months?

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Um, what technical thing they get, you know, they get this portal, they get this

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tool, they get these books, they get this map, whatever.

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Okay.

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Those are all features which, um, should come in last priority.

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So one of the things just to kind of let you see this actually played out, um, and

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I may even go there and show you, but let me say it first.

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And then if I need to show you, I'll show you.

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One of the things that I do in a breakthrough intensive is we lay out, you

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know, every aspect of, um, you know, of the person's business.

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And so the first thing we do is we have the, the catchy title, right.

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The subject of your program.

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So from that very beginning, the program should be focused on the others.

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So we know exactly what they get and who it's for.

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Okay.

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And, um, Serena, we just did yours yesterday.

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It's fresh in my mind.

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Um, do you remember your title and your subtitle?

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Yeah, it's, um, the resourceful confident and connected mother coaching program

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for, and then I can't remember for something I remember single, single

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mothers going through divorce or separation, something like that.

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I think single moms going through, I'm going off my head.

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So the reason I have her share that is both components are there.

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So the title was resourceful, confident.

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What was the third thing?

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Connected and connected.

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Okay.

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And it really fits her program, right?

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I mean, connecting with God, connecting with each other, connecting with her

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children, you know, connecting to research.

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So, so, um, so the right resourceful, confident and connected, you know, woman.

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Right.

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So looking at that, those are not features.

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Those are benefits.

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Those are results.

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Right.

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And then you want it to also write quickly at a glance.

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This goes on our website.

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It goes on our social media.

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You want at a glance right away to say who it's for.

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And so in her case, I think it said for single moms, you know, going

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through divorce or something like that.

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Okay.

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So a single mom, a divorce mom, you know, she's going to know, wow,

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this is a program for me and yes.

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I want to be more confident.

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That's what I'm really struggling with right now.

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Yes.

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I want to be connected.

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Yes.

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I need resources there.

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They're saying yes, yes, yes, yes.

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Right.

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That's an example of sharing a benefit.

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And then, you know, we created questions to pull her in.

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So in the same way I'm teaching you in the sales master class in the written

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form, oh, there we go, the resourceful, confident and connected mother

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coaching program for newly divorced or separated moms.

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Okay.

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So you see now it also lets you know it's coaching.

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Okay.

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Um, and, uh, and, and, and if that's a little long, Serena, I

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know we created it yesterday.

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You could probably remove the word program right there to even

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shorten it coaching for, okay.

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As I'm looking at it.

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Um, so, so, so this is an example.

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Now, what did I tell you that we do after creating a report is we ask questions.

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Okay.

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Serena and I came up with five questions.

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that is asked on the website, that's asked on the social media, if she's on the phone,

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she could be asking those questions again. And then we went into the benefits of what she offers

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and what they get. And then only after all of that was done on the bottom, did we put the features,

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get two one-on-one 60-minute coachings per month, get two group per month, get one, blah, blah,

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those, was that not at the very bottom, Serena? Yeah, yeah. So I modeled this in writing as well

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as in speaking. So does that, first on that part of your question, does that help you, Victoria?

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Okay. And then the second part of your question, as far as implementing immediate follow-up,

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this can be really easy, guys. This can be really easy. So you need an immediate game,

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okay, within the first 24 hours, and you need a long-term game, all right, which is,

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if they're not buying now, and even if they are, I'm going to stay in touch with them for the rest

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of their life. I showed you Eric Laugholm's slide, Eric would say, until they buy or die, okay?

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So that's how long you're going to stay in touch, until they buy or die,

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because what do we know? We know the average person takes eight, 10, 12 touches

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before they buy something, okay? Now, for people that bought this masterclass, they heard from me

397
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probably, or from my copywriter, probably 20, I don't know how many, 25 times, and most bought

398
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in the last five minutes. So those of you that think you're pestering someone, most bought in

399
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the last five minutes of the game, meaning within the last 24 hours, within the last 12 hours,

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00:31:53.040 --> 00:31:57.760
last three hours, that's when they were buying, okay? So you're not pestering, you're getting

401
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sales, and you're always doing it in love and adding value, okay? So the short game, Victoria,

402
00:32:05.120 --> 00:32:11.360
to make it really easy, okay? I showed you on the replay, go back on the replay, and I showed you

403
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the sample email, which most of you that have worked with me have gotten this email, so you'll

404
00:32:16.000 --> 00:32:26.160
recognize it, okay? So I go into my sent, in my email, this is my personal email box, so I've

405
00:32:26.160 --> 00:32:32.560
got two. I've got my personal, Outlook or Gmail, whatever you use, and I've got a CRM. I've got a,

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00:32:33.200 --> 00:32:38.240
you know, customer relationship management, you know, software. I use ActiveCampaign,

407
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and that's a subject we could talk. I can help you probably even get a discount on it, and so on.

408
00:32:45.200 --> 00:32:50.480
So that's different. That's my ongoing communication. That's all in ActiveCampaign,

409
00:32:50.480 --> 00:32:54.800
but right now, you just, you're brand new, you had a sales conversation.

410
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The first time, you need to write it. After that, you're going to cut and paste. You're going to

411
00:33:01.520 --> 00:33:06.560
copy it, and you're going to paste it. You're going to change the name. You're going to change

412
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the first paragraph that's personal to that person. What you offer is going to probably stay

413
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almost the same. The link is going to stay the same, and the social proof on the bottom is going

414
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to stay the same, okay? And so it's really a cut and paste. It should not take you very long. So

415
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I get off the phone from doing, you know, a free call, a sales conversation,

416
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and then I, of course, I record the call. So I save the recording. I go into my scent. I grab it.

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I start a new email. I change the name, and I personalize the first paragraph, what we, you

418
00:33:45.600 --> 00:33:49.840
know, what I really liked about them and their business and what they're doing, that connecting

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type paragraph. The rest is pretty much staying the same. I'm putting in the recording, and boom.

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It doesn't take me long, but I'm following up. It's an automatic habit. If you can do it right

421
00:34:01.840 --> 00:34:08.560
after the call, beautiful. Best. If you have back-to-back calls, then before the end of the

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00:34:08.560 --> 00:34:13.440
day. Don't leave your office until you've done your follow-up for the calls you had. Now it's

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not sitting on your shoulder. It's fresh on your mind. It's done, okay? Second, I use three, the

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00:34:21.679 --> 00:34:26.639
core to three strands of follow-up, and this is going to be the master class next month, but I'm

425
00:34:26.639 --> 00:34:33.440
going to give some some details here. Core to three strands is how can you follow up email. We just

426
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talked about that was email follow-up. Next, direct messaging or text, whatever you have of theirs,

427
00:34:42.560 --> 00:34:47.600
and that would be in case the email gets lost or they're not watching for it or they don't know

428
00:34:47.679 --> 00:34:51.760
that the name of my company is Prosper and All Things. They know me as Brenda or whatever.

429
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We don't want it lost. We don't want it going in spam or promotion, so a direct message that says,

430
00:35:00.000 --> 00:35:02.360
I really loved our conversation.

431
00:35:02.360 --> 00:35:04.200
I just emailed you.

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It came from Prosper.

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Prosper and all things.

434
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If you don't see it, let me know.

435
00:35:08.800 --> 00:35:11.240
Check spam or promotions, let me know.

436
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Second touch.

437
00:35:13.600 --> 00:35:18.760
Now I've connected two ways.

438
00:35:18.760 --> 00:35:23.280
Then the third way is social media.

439
00:35:23.280 --> 00:35:25.540
If I haven't already friend requested them,

440
00:35:25.540 --> 00:35:27.760
if I haven't stayed connected that way.

441
00:35:28.600 --> 00:35:32.800
The ways to connect are phone or text, email,

442
00:35:32.800 --> 00:35:33.880
and social media.

443
00:35:33.880 --> 00:35:37.200
I call that the cord of three strands.

444
00:35:37.200 --> 00:35:41.640
So now you just want to make sure

445
00:35:41.640 --> 00:35:45.520
that you have a way of tracking that you've written down

446
00:35:45.520 --> 00:35:50.800
so you know to come back around if they don't buy right away.

447
00:35:50.800 --> 00:35:55.080
And simultaneously with me, I now

448
00:35:55.080 --> 00:35:57.960
added their name to my CRM, which

449
00:35:57.960 --> 00:36:02.120
means that they're going to be getting emails from me

450
00:36:02.120 --> 00:36:05.160
at least once a week, the Sunday email that I write,

451
00:36:05.160 --> 00:36:09.760
and sometimes three, four times a week, five times.

452
00:36:09.760 --> 00:36:12.320
So now I'm front of mind.

453
00:36:12.320 --> 00:36:15.920
Whether they buy or not, they're hearing from me every week.

454
00:36:15.920 --> 00:36:19.480
And when they're ready, they'll be there.

455
00:36:19.480 --> 00:36:21.960
So how many of you appreciate that you're always

456
00:36:21.960 --> 00:36:23.400
hearing from me?

457
00:36:23.400 --> 00:36:24.400
You can tell the truth.

458
00:36:24.400 --> 00:36:25.120
Raise your hand.

459
00:36:25.120 --> 00:36:25.760
Raise your hand.

460
00:36:25.760 --> 00:36:27.640
OK.

461
00:36:27.640 --> 00:36:29.040
This is super important.

462
00:36:29.040 --> 00:36:29.880
You're not bugging.

463
00:36:29.880 --> 00:36:30.960
You're adding value.

464
00:36:30.960 --> 00:36:32.160
You're staying front of mind.

465
00:36:32.160 --> 00:36:36.120
And if you're not front of mind, someone else is.

466
00:36:36.120 --> 00:36:39.400
So does that answer your two questions?

467
00:36:39.400 --> 00:36:42.000
They're great questions.

468
00:36:42.000 --> 00:36:43.280
OK, beautiful.

469
00:36:43.280 --> 00:36:46.120
All right, I'll unpin you there.

470
00:36:46.120 --> 00:36:49.440
And we'll go to Michelle.

471
00:36:49.440 --> 00:36:55.160
So let me remove the pin, and let me go pin you.

472
00:36:55.160 --> 00:36:57.640
OK, beautiful.

473
00:36:57.640 --> 00:36:59.240
All right, what's your question?

474
00:36:59.240 --> 00:37:01.000
Thank you, Brenda.

475
00:37:01.000 --> 00:37:06.440
My question today is about overcoming objections,

476
00:37:06.440 --> 00:37:08.560
specifically the money one.

477
00:37:08.560 --> 00:37:14.680
I mean, as we get into it, and of course, you'd love it.

478
00:37:14.680 --> 00:37:17.600
And then it was like, oh my gosh,

479
00:37:18.160 --> 00:37:21.200
I would love to invest in it, but I just

480
00:37:21.200 --> 00:37:23.880
can't right now until the money starts coming in

481
00:37:23.880 --> 00:37:27.320
from the business that I'm trying to build, and so on.

482
00:37:27.320 --> 00:37:29.480
So do you have advice for that?

483
00:37:29.480 --> 00:37:33.440
OK, that's a really great one.

484
00:37:33.440 --> 00:37:35.480
And it's going to be common.

485
00:37:35.480 --> 00:37:39.240
And there's layers to that one.

486
00:37:39.240 --> 00:37:42.960
So may I share it multidimensionally and not

487
00:37:42.960 --> 00:37:44.840
give you a quick, easy answer?

488
00:37:44.960 --> 00:37:50.200
Because whenever we're dealing with a money story,

489
00:37:50.200 --> 00:37:52.360
it's multidimensional.

490
00:37:52.360 --> 00:37:54.920
And kind of like the sales story that we had to do

491
00:37:54.920 --> 00:37:57.000
is multidimensional.

492
00:37:57.000 --> 00:38:00.720
So the first place that it starts, believe it or not,

493
00:38:00.720 --> 00:38:04.600
is not in your client, but it's in you.

494
00:38:04.600 --> 00:38:10.280
And so if you remember the exercise I had you do,

495
00:38:10.280 --> 00:38:13.080
how many of you did it, that you wrote out

496
00:38:13.080 --> 00:38:15.360
all the ways you add value.

497
00:38:15.360 --> 00:38:17.440
And you have that on a sheet, and you have it

498
00:38:17.440 --> 00:38:19.840
where you can look at all the time.

499
00:38:19.840 --> 00:38:25.240
So before you ever get on the call, you're like, wow,

500
00:38:25.240 --> 00:38:29.160
I add so much value.

501
00:38:29.160 --> 00:38:32.720
I bring so much to the table.

502
00:38:32.720 --> 00:38:35.120
And that's really important.

503
00:38:35.120 --> 00:38:40.280
Because if you're showing up with your own baggage, which

504
00:38:40.320 --> 00:38:44.280
is like maybe I feel like an imposter,

505
00:38:44.280 --> 00:38:46.440
maybe I'm not giving enough value,

506
00:38:46.440 --> 00:38:49.040
maybe I'm charging too much, maybe,

507
00:38:49.040 --> 00:38:52.200
then you've already lost the game just in your head

508
00:38:52.200 --> 00:38:53.960
before they ever say a word.

509
00:38:53.960 --> 00:38:59.320
And something I was taught in sales like 30 plus years ago

510
00:38:59.320 --> 00:39:01.800
is it's like you got a giant mirror, like those bike

511
00:39:01.800 --> 00:39:05.600
mirrors or whatever that you have in your helmet.

512
00:39:05.600 --> 00:39:09.840
And so you got this giant mirror that whatever objections

513
00:39:09.880 --> 00:39:12.920
you're getting are your objections.

514
00:39:12.920 --> 00:39:14.000
So that's the first thing.

515
00:39:14.000 --> 00:39:15.840
You got to deal with it inside yourself.

516
00:39:15.840 --> 00:39:17.800
Deal with your money story.

517
00:39:17.800 --> 00:39:20.480
And so if you're getting the money objection a lot,

518
00:39:20.480 --> 00:39:21.920
you got to do some money work.

519
00:39:21.920 --> 00:39:23.960
And I can really help you on that.

520
00:39:23.960 --> 00:39:27.880
And I highly recommend in the Prosper Leader membership

521
00:39:27.880 --> 00:39:32.400
that you do the manifest love, health, and prosperity

522
00:39:32.400 --> 00:39:36.400
to just start rewiring your brain around money.

523
00:39:36.400 --> 00:39:38.760
I'm also going to put in there the God money in me

524
00:39:38.760 --> 00:39:39.920
if I haven't already.

525
00:39:39.920 --> 00:39:42.280
And there's a Bible study for God money in me.

526
00:39:42.280 --> 00:39:46.760
So rewiring your brain, that's number one.

527
00:39:46.760 --> 00:39:53.240
Number two is the way that you present your offering.

528
00:39:53.240 --> 00:39:58.440
And part of what you can do with this money objection

529
00:39:58.440 --> 00:40:00.840
or any objection.

530
00:40:00.000 --> 00:40:05.000
is to do what I call pre-empting, pre-empting.

531
00:40:06.560 --> 00:40:11.560
This is the sales technique, pre-empting the objection,

532
00:40:11.560 --> 00:40:15.320
which means that in your presentation,

533
00:40:15.320 --> 00:40:20.320
you've already addressed what could be a possible objection.

534
00:40:22.840 --> 00:40:24.600
So how would I do that?

535
00:40:24.600 --> 00:40:26.460
So for example, with money,

536
00:40:27.220 --> 00:40:32.220
you need to tie the value of what you're offering.

537
00:40:32.980 --> 00:40:36.320
If, here's the best ideal,

538
00:40:36.320 --> 00:40:40.000
if you can tie what you're doing in coaching

539
00:40:40.000 --> 00:40:43.260
with their financial success,

540
00:40:44.720 --> 00:40:48.160
then you'll have more chance of them giving you money,

541
00:40:48.160 --> 00:40:51.180
right, of them, you know, exchanging value.

542
00:40:52.080 --> 00:40:54.420
If you can't do that,

543
00:40:54.420 --> 00:40:58.780
then the second is that you're going to make their life

544
00:40:58.780 --> 00:41:03.780
so much more peaceful, enjoyable, easier, faster, et cetera.

545
00:41:05.820 --> 00:41:08.580
Okay, so, you know, those are types of values.

546
00:41:08.580 --> 00:41:13.100
So if I was pre-empting from a financial standpoint, okay,

547
00:41:13.100 --> 00:41:17.500
let's say I'm, you know, mine is a little easy.

548
00:41:17.500 --> 00:41:19.140
Okay, I feel it's easy.

549
00:41:19.140 --> 00:41:22.980
And in other words, if I'm charging you $1,500

550
00:41:22.980 --> 00:41:26.700
for a breakthrough intensive, first of all, I'm very clear,

551
00:41:26.700 --> 00:41:28.780
I'm giving you $10,000 in value.

552
00:41:28.780 --> 00:41:31.900
And most coaches would charge 10,000 for what I offer.

553
00:41:31.900 --> 00:41:35.540
But secondly, I know that at the end of that,

554
00:41:35.540 --> 00:41:37.780
making those shifts of what we just did,

555
00:41:37.780 --> 00:41:39.100
you're going to start getting clients.

556
00:41:39.100 --> 00:41:42.060
And one client of yours is going to pay

557
00:41:42.060 --> 00:41:43.740
for what you just paid me.

558
00:41:43.740 --> 00:41:47.060
So I would be bringing that to your attention

559
00:41:47.060 --> 00:41:48.400
as we're going along.

560
00:41:48.400 --> 00:41:52.080
But let's say it's not me and I'm picking some random.

561
00:41:52.080 --> 00:41:57.080
Let's say that it is a clutter specialist,

562
00:41:57.400 --> 00:41:59.480
a clutter coach that works on clutter.

563
00:42:00.840 --> 00:42:05.280
And I'm able to, throughout my presentation,

564
00:42:05.280 --> 00:42:09.120
talk about how much business is being lost,

565
00:42:09.120 --> 00:42:11.520
how many things they're buying duplicate,

566
00:42:11.520 --> 00:42:14.720
how much money they're spending and losing,

567
00:42:14.720 --> 00:42:18.680
how much lack of peace because of having that clutter.

568
00:42:18.680 --> 00:42:21.960
And so by having this clutter coaching program

569
00:42:22.840 --> 00:42:26.160
with me, they're going to save money,

570
00:42:26.160 --> 00:42:28.800
make money and feel so much better.

571
00:42:29.760 --> 00:42:32.600
So I'm preempting it before we even get to it.

572
00:42:34.560 --> 00:42:37.880
Let's say like someone like Serena

573
00:42:37.880 --> 00:42:40.280
that's working with someone that is,

574
00:42:40.280 --> 00:42:43.360
maybe it's a relationship coach, not even Serena.

575
00:42:43.360 --> 00:42:45.320
Let's say it's a relationship coach

576
00:42:45.320 --> 00:42:50.000
and dealing with couples that are thinking about a divorce.

577
00:42:50.000 --> 00:42:54.120
And I'm going into, a divorce is going to cost you

578
00:42:54.120 --> 00:42:56.520
a hundred thousand, a half a million, a million.

579
00:42:57.640 --> 00:43:02.280
Imagine spending 25,000 with me right now

580
00:43:02.280 --> 00:43:06.640
and either being able to avoid that divorce

581
00:43:06.640 --> 00:43:09.760
or shorten the time or make it amical

582
00:43:09.760 --> 00:43:11.480
and work with the mediator.

583
00:43:11.480 --> 00:43:13.720
Coaching with me is going to save you so much money.

584
00:43:13.720 --> 00:43:15.040
It's just kind of a no-brainer.

585
00:43:15.040 --> 00:43:16.080
You see, you want to create

586
00:43:16.080 --> 00:43:19.520
that kind of no-brainer type setting.

587
00:43:22.120 --> 00:43:27.120
So that would be the second thing to really help them see.

588
00:43:27.760 --> 00:43:30.360
So you're putting that into the presentation.

589
00:43:30.360 --> 00:43:33.520
And then now, if that objection comes,

590
00:43:34.680 --> 00:43:38.000
now you, again, this goes back,

591
00:43:38.000 --> 00:43:41.680
the third dimension of that is how you see your client.

592
00:43:41.680 --> 00:43:43.840
Remember we talked about how you see yourself,

593
00:43:43.840 --> 00:43:44.800
how you see sales.

594
00:43:44.800 --> 00:43:47.680
Now, the third dimension is how you see your client.

595
00:43:47.680 --> 00:43:50.640
Do you see them as poor and pitiful

596
00:43:50.640 --> 00:43:52.880
and do you buy into their money story

597
00:43:52.880 --> 00:43:56.360
and start shrinking yourself to match their shrink?

598
00:43:56.360 --> 00:44:00.600
Or do you find ways to hold an expanded space

599
00:44:00.600 --> 00:44:05.240
and a resourceful, a creative space that says,

600
00:44:05.240 --> 00:44:08.800
I know that there's infinite possibilities.

601
00:44:08.800 --> 00:44:13.720
Let's explore some of the infinite possibilities

602
00:44:13.720 --> 00:44:15.360
as to how you could make this work.

603
00:44:15.360 --> 00:44:18.160
Knowing that it's going to save you,

604
00:44:18.160 --> 00:44:20.760
going to give you this, going to give you that,

605
00:44:20.760 --> 00:44:22.440
let's look at all the ways.

606
00:44:22.440 --> 00:44:26.760
And one way is a money-expanding idea.

607
00:44:27.760 --> 00:44:29.480
Sometimes we get stuck.

608
00:44:29.480 --> 00:44:33.400
Like, let's say it's, let me make it small.

609
00:44:33.400 --> 00:44:35.800
Let's say $1,000, okay?

610
00:44:35.800 --> 00:44:37.840
So it's like, I don't know how I'm going to come up

611
00:44:37.840 --> 00:44:38.680
with 1,000.

612
00:44:38.680 --> 00:44:40.920
I'm just starting small because it's easy to do the math.

613
00:44:40.960 --> 00:44:43.960
Okay, so I don't know how I'm going to come up

614
00:44:43.960 --> 00:44:45.880
with the $1,000.

615
00:44:45.880 --> 00:44:49.120
All right, maybe brainstorm some ways

616
00:44:49.120 --> 00:44:50.560
that you can come up with 1,000,

617
00:44:50.560 --> 00:44:54.480
but let's say, let's brainstorm what's possible.

618
00:44:54.480 --> 00:44:58.520
What's five ways you might come up with $1,000?

619
00:44:58.520 --> 00:45:00.240
And then let's go this way.

620
00:45:00.000 --> 00:45:06.000
What are 10 ways that maybe you could come up with $500?

621
00:45:06.000 --> 00:45:12.000
Okay, or what are 20 ways you could come up with $250?

622
00:45:12.000 --> 00:45:18.000
What I've done is I've moved their brain from a stock fixed point of I can't,

623
00:45:18.000 --> 00:45:20.000
which is programming from childhood.

624
00:45:20.000 --> 00:45:21.000
I can't afford it.

625
00:45:21.000 --> 00:45:22.000
I can't. I just can't.

626
00:45:22.000 --> 00:45:23.000
Right. We're used to that.

627
00:45:23.000 --> 00:45:24.000
Where are you going to get that money?

628
00:45:24.000 --> 00:45:25.000
Money doesn't grow on trees.

629
00:45:25.000 --> 00:45:27.000
I can't. You got all that program.

630
00:45:27.000 --> 00:45:29.000
I got to break through that.

631
00:45:29.000 --> 00:45:30.000
Now.

632
00:45:30.000 --> 00:45:33.000
I had a coach probably 10 years ago.

633
00:45:33.000 --> 00:45:38.000
That I had coached me because he would fill.

634
00:45:38.000 --> 00:45:43.000
Huge triple ballrooms. And so I wanted to get coaching on, on events.

635
00:45:43.000 --> 00:45:46.000
And I had private coaching with him and he said,

636
00:45:46.000 --> 00:45:48.000
do you know how I feel about event?

637
00:45:48.000 --> 00:45:50.000
You know, 10,000 people.

638
00:45:50.000 --> 00:45:53.000
He said, I asked myself.

639
00:45:54.000 --> 00:45:58.000
What are 10 ways that I could get a thousand people or what are 20 ways?

640
00:45:58.000 --> 00:46:01.000
I could get 500 people.

641
00:46:01.000 --> 00:46:06.000
Or, you know, what are 50 way? And I, the concept.

642
00:46:06.000 --> 00:46:08.000
Grab me. That's how you fill a room.

643
00:46:08.000 --> 00:46:10.000
And I started filling rooms that way.

644
00:46:10.000 --> 00:46:14.000
That's also how you help people get creative paying for your program.

645
00:46:14.000 --> 00:46:15.000
Okay.

646
00:46:15.000 --> 00:46:18.000
Does that help?

647
00:46:18.000 --> 00:46:19.000
You're muted.

648
00:46:19.000 --> 00:46:21.000
Yeah.

649
00:46:21.000 --> 00:46:22.000
Okay.

650
00:46:23.000 --> 00:46:24.000
Okay.

651
00:46:24.000 --> 00:46:28.000
All right. Let's go over to.

652
00:46:28.000 --> 00:46:30.000
Dr. Marianne hair.

653
00:46:30.000 --> 00:46:32.000
And let me unpin you.

654
00:46:32.000 --> 00:46:36.000
And.

655
00:46:36.000 --> 00:46:38.000
Where is it? Remove pin. Okay.

656
00:46:38.000 --> 00:46:40.000
And let me go over and grab you.

657
00:46:40.000 --> 00:46:42.000
All right, there we go.

658
00:46:43.000 --> 00:46:46.000
Okay.

659
00:46:46.000 --> 00:46:50.000
Well, I think partly you have already started to answer it, but as you know,

660
00:46:50.000 --> 00:46:51.000
I just hired.

661
00:46:51.000 --> 00:46:52.000
Caroline now.

662
00:46:52.000 --> 00:46:53.000
Yeah.

663
00:46:53.000 --> 00:46:54.000
Yeah.

664
00:46:54.000 --> 00:46:56.000
And they have started to.

665
00:46:56.000 --> 00:47:01.000
Contact people. Yeah.

666
00:47:01.000 --> 00:47:04.000
And sometimes they even write back and I'm not supposed to answer.

667
00:47:04.000 --> 00:47:05.000
Of course.

668
00:47:06.000 --> 00:47:07.000
Yeah.

669
00:47:07.000 --> 00:47:09.000
I'm not doing anything.

670
00:47:09.000 --> 00:47:13.000
But you see, then I go and look at their profiles.

671
00:47:13.000 --> 00:47:21.000
And then I see these are people who've been coaches.

672
00:47:21.000 --> 00:47:25.000
Like me for much longer, or, you know, they studied psychology.

673
00:47:25.000 --> 00:47:27.000
I mean, I studied anthropology. That's a little similar.

674
00:47:27.000 --> 00:47:28.000
To a certain degree.

675
00:47:28.000 --> 00:47:30.000
But, you know, it made me feel, oh my gosh.

676
00:47:31.000 --> 00:47:34.000
Yeah.

677
00:47:34.000 --> 00:47:37.000
I have a sweet spot. I have a particular program.

678
00:47:37.000 --> 00:47:42.000
Yeah.

679
00:47:42.000 --> 00:47:45.000
I'm focusing on, but I still have to somehow work out. Well,

680
00:47:45.000 --> 00:47:47.000
how I'm going to start. And yeah.

681
00:47:47.000 --> 00:47:48.000
Yeah. So.

682
00:47:48.000 --> 00:47:53.000
Everybody starts somewhere.

683
00:47:53.000 --> 00:47:55.000
And life is a little bit interesting.

684
00:47:55.000 --> 00:47:58.000
Life is often a battle of convictions.

685
00:47:58.000 --> 00:48:00.000
And so, you know,

686
00:48:00.000 --> 00:48:03.000
it's not just a level of experience.

687
00:48:03.000 --> 00:48:05.000
It's it's really a level of confidence.

688
00:48:05.000 --> 00:48:07.000
And so.

689
00:48:07.000 --> 00:48:11.000
We can shrink.

690
00:48:11.000 --> 00:48:18.000
And again, you're another example.

691
00:48:18.000 --> 00:48:20.000
You know, all of you that are on this,

692
00:48:20.000 --> 00:48:23.000
most of you that are on this are, are, are brilliant women.

693
00:48:23.000 --> 00:48:25.000
You're you're brilliantly educated.

694
00:48:25.000 --> 00:48:26.000
You're brilliant.

695
00:48:26.000 --> 00:48:27.000
And you're brilliant.

696
00:48:27.000 --> 00:48:28.000
And you're brilliant.

697
00:48:28.000 --> 00:48:29.000
And you're brilliant.

698
00:48:29.000 --> 00:48:32.000
And you're brilliant.

699
00:48:32.000 --> 00:48:34.000
You're brilliant. And you're brilliant.

700
00:48:34.000 --> 00:48:36.000
For those of you that came on a little later,

701
00:48:36.000 --> 00:48:38.000
before I started this call, I said, you know,

702
00:48:38.000 --> 00:48:41.000
one of the big things of, of the prosper leader membership.

703
00:48:41.000 --> 00:48:42.000
Is we as women.

704
00:48:42.000 --> 00:48:45.000
Half too well. First of all, we have to remember who we are.

705
00:48:45.000 --> 00:48:46.000
Okay.

706
00:48:46.000 --> 00:48:49.000
The second of all, as women, instead of comparing,

707
00:48:49.000 --> 00:48:53.000
instead of criticizing, instead of judging each other.

708
00:48:53.000 --> 00:48:54.000
We need to look at the good,

709
00:48:54.000 --> 00:48:57.000
the good and the bad and the good seeing the gold in each other and

710
00:48:57.000 --> 00:48:58.000
calling that out.

711
00:48:58.000 --> 00:49:00.000
I'm reminding each other who we are.

712
00:49:00.000 --> 00:49:01.000
Okay.

713
00:49:01.000 --> 00:49:06.000
So this is, this is definitely a situation.

714
00:49:06.000 --> 00:49:10.000
Of of you needing to remember who you are educationally

715
00:49:10.000 --> 00:49:11.000
experience wise.

716
00:49:11.000 --> 00:49:13.000
And what you're bringing to the table.

717
00:49:13.000 --> 00:49:16.000
And it really doesn't matter how long they've been a coach.

718
00:49:16.000 --> 00:49:17.000
Okay.

719
00:49:17.000 --> 00:49:20.000
And let me tell you, I learned this at a very young age.

720
00:49:20.000 --> 00:49:22.000
If you can imagine.

721
00:49:22.000 --> 00:49:25.000
I was in my late twenties.

722
00:49:25.000 --> 00:49:29.000
As a founder of a seven figure company,

723
00:49:29.000 --> 00:49:33.000
a nutritional network marketing company and into my early thirties.

724
00:49:33.000 --> 00:49:37.000
And I was mentoring.

725
00:49:37.000 --> 00:49:41.000
I mean, I can think right now, one of the people I was personally mentoring.

726
00:49:41.000 --> 00:49:45.000
Was the founder of all the days in hotels.

727
00:49:45.000 --> 00:49:47.000
On the West coast.

728
00:49:48.000 --> 00:49:49.000
I was mentoring.

729
00:49:49.000 --> 00:49:50.000
I was mentoring.

730
00:49:50.000 --> 00:49:51.000
You know,

731
00:49:51.000 --> 00:49:54.000
chain of hotels. So here I am a 20 something early 30 something.

732
00:49:54.000 --> 00:49:58.000
Like who the hell am I to be mentoring this multi-kazillionaire

733
00:49:58.000 --> 00:50:00.000
lives in a mansion on the golf course.

734
00:50:00.000 --> 00:50:06.480
It's so easy to shrink, but I knew what I knew and I added value to his life and he

735
00:50:06.480 --> 00:50:08.360
looked up to me as a mentor.

736
00:50:08.360 --> 00:50:16.640
I had someone that was top in the life insurance industry, like in the top one, one hundredth

737
00:50:16.640 --> 00:50:20.840
percent of the world, like top, okay.

738
00:50:20.840 --> 00:50:27.520
Looked at me and he was, you know, 20, 30 years older and same thing, right?

739
00:50:27.520 --> 00:50:28.520
Who am I?

740
00:50:28.520 --> 00:50:29.520
Okay.

741
00:50:29.520 --> 00:50:33.680
So I come into this coaching space, right?

742
00:50:33.680 --> 00:50:35.640
And it's really a change.

743
00:50:35.640 --> 00:50:37.840
I've been running in the business world.

744
00:50:37.840 --> 00:50:40.020
I've been running a corporation.

745
00:50:40.020 --> 00:50:42.080
So now I'm suddenly in a coaching space.

746
00:50:42.080 --> 00:50:47.680
I'm, I'm a new kid in town, but that didn't matter how long I'd been coaching.

747
00:50:47.680 --> 00:50:48.680
Didn't matter.

748
00:50:48.680 --> 00:50:50.280
Cause did I have the business experience?

749
00:50:50.280 --> 00:50:51.280
Yes.

750
00:50:51.280 --> 00:50:53.360
Did I have the personal development experience?

751
00:50:53.360 --> 00:50:54.360
Yes.

752
00:50:54.360 --> 00:50:56.160
Did I have the ability to mentor?

753
00:50:56.160 --> 00:50:57.160
Yes.

754
00:50:57.160 --> 00:50:59.080
Didn't care how long I've been coaching.

755
00:50:59.640 --> 00:51:03.920
Did I come into the space and coach people that had been in five, 10, 15 years longer

756
00:51:03.920 --> 00:51:04.920
than me?

757
00:51:04.920 --> 00:51:05.920
Yep.

758
00:51:05.920 --> 00:51:06.920
Still do.

759
00:51:06.920 --> 00:51:07.920
Did I even coach?

760
00:51:07.920 --> 00:51:15.440
I mean, so I get people question like, were you certified by X, Y, Z organization?

761
00:51:15.440 --> 00:51:21.080
Do you have X, Y, Z mark of approval, good seal of approval, you know, certification.

762
00:51:21.080 --> 00:51:26.760
And I, you know, my answer to them, no, actually I created a coach certification program.

763
00:51:26.760 --> 00:51:30.320
I certified myself and other coaches, right?

764
00:51:30.320 --> 00:51:33.760
So you don't have to get into that square.

765
00:51:33.760 --> 00:51:35.200
It's completely unnecessary.

766
00:51:35.200 --> 00:51:41.240
You focus on the question that I gave you before, which is how can I add more value?

767
00:51:41.240 --> 00:51:46.900
Your whole conversation is this is how I can add value to you.

768
00:51:46.900 --> 00:51:52.800
This is how I can make your life better, faster, easier, happier, richer, whatever.

769
00:51:52.800 --> 00:51:53.840
That's the whole focus.

770
00:51:53.840 --> 00:51:54.840
It's not on you.

771
00:51:54.840 --> 00:51:56.520
Remember we're moving the spotlight.

772
00:51:57.280 --> 00:51:58.280
It's not about me.

773
00:51:58.280 --> 00:52:01.760
It doesn't matter how long I've done what I, it's not about me.

774
00:52:01.760 --> 00:52:06.040
It's about what value can I deliver?

775
00:52:06.040 --> 00:52:09.960
You know, a bunch of you, you've got PhDs, you've got MDs.

776
00:52:09.960 --> 00:52:14.040
I don't have an MD or a PhD.

777
00:52:14.040 --> 00:52:16.280
I completed at the master's level.

778
00:52:16.280 --> 00:52:18.880
Does that mean I can't coach you?

779
00:52:18.880 --> 00:52:19.880
No.

780
00:52:19.880 --> 00:52:20.880
Right?

781
00:52:20.880 --> 00:52:24.340
Because I am coaching you.

782
00:52:24.340 --> 00:52:26.560
What I do have, I bring you.

783
00:52:26.560 --> 00:52:28.160
I don't have a PhD.

784
00:52:28.160 --> 00:52:32.440
I don't even have a desire to get a PhD to be honest.

785
00:52:32.440 --> 00:52:34.120
I don't need it.

786
00:52:34.120 --> 00:52:35.920
I bring you what I have.

787
00:52:35.920 --> 00:52:42.240
What God has given me and placed me, I'm here to serve you with what I've got.

788
00:52:42.240 --> 00:52:46.320
I don't need any more letters after my name to do that.

789
00:52:46.320 --> 00:52:47.320
Is that helpful?

790
00:52:47.320 --> 00:52:48.320
Yes.

791
00:52:48.320 --> 00:52:49.320
Thank you so much.

792
00:52:49.760 --> 00:52:52.720
In a nutshell, just remember who you are, sister.

793
00:52:52.720 --> 00:52:53.720
You're powerful.

794
00:52:53.720 --> 00:52:55.640
You carry the presence of God.

795
00:52:55.640 --> 00:52:57.400
You have lifetime of experience.

796
00:52:57.400 --> 00:52:59.260
You have amazing education.

797
00:52:59.260 --> 00:53:02.440
You have a valuable program that can change their life.

798
00:53:02.440 --> 00:53:05.560
Focus on how you can change their life.

799
00:53:05.560 --> 00:53:06.560
I will.

800
00:53:06.560 --> 00:53:07.560
Thank you so much.

801
00:53:07.560 --> 00:53:08.560
All right.

802
00:53:08.560 --> 00:53:09.560
Lots of love.

803
00:53:09.560 --> 00:53:10.560
Okay.

804
00:53:10.560 --> 00:53:18.200
Uh, I know we are at the top of the hour, which I promised to keep this short on less.

805
00:53:18.200 --> 00:53:20.480
There's something burning that you'd love to talk about.

806
00:53:20.480 --> 00:53:30.160
Is there any other questions, comments, um, put in the, put into the chat, um, has this

807
00:53:30.160 --> 00:53:32.520
been valuable to you?

808
00:53:32.520 --> 00:53:35.240
Did you gain some things that you can really use?

809
00:53:35.240 --> 00:53:40.040
Give me some feedback in the chat.

810
00:53:40.040 --> 00:53:44.200
And if you have any other questions, you can pop them in there as well.

811
00:53:44.200 --> 00:53:45.200
Okay.

812
00:53:45.200 --> 00:53:48.120
Renee, let me grab you here.

813
00:53:48.920 --> 00:53:51.200
Let me pin you.

814
00:53:51.200 --> 00:53:52.280
There you go.

815
00:53:52.280 --> 00:53:54.400
Consider yourself pinned.

816
00:53:54.400 --> 00:53:55.400
Thank you.

817
00:53:55.400 --> 00:54:03.060
And, um, so, so I too am working with Caroline and it's been, we are two months in and it's

818
00:54:03.060 --> 00:54:04.800
been a really, really good experience.

819
00:54:04.800 --> 00:54:11.440
And I had, um, but I did have to make some adjustments to that because I am learning

820
00:54:11.440 --> 00:54:13.320
as we go in that process.

821
00:54:13.320 --> 00:54:20.800
And she's so generous and allowing me to, you know, panic and call and say, but I want

822
00:54:20.800 --> 00:54:29.920
to share this because, um, especially with Dr. Hair, I also believe that every, uh,

823
00:54:29.920 --> 00:54:33.480
every meeting is a divine meeting.

824
00:54:33.480 --> 00:54:38.280
I had a woman and for those of you who don't know me, I'm a professional healthcare advocate

825
00:54:38.280 --> 00:54:40.280
and I've been doing this for about 14 years.

826
00:54:40.280 --> 00:54:46.240
I have five employees and, uh, three healthcare advocates and Brenda has seen me go from the

827
00:54:46.240 --> 00:54:52.480
bottoms of the pits and rise out of that, you know, again, God's God's grace and gain

828
00:54:52.480 --> 00:54:55.280
my confidence in the work I'm doing.

829
00:54:55.280 --> 00:55:00.000
Um, but, but this woman called me and I, and I felt a little.

830
00:55:00.000 --> 00:55:27.000
But bad because I was reading the string of conversation we'd had on LinkedIn that I had not been myself participating in. So, so when we, when I connected with her I said you know I have to come really clean with you here because I have an agency that I'm working with and I know we've been communicating but you haven't been communicating directly with me and I just really felt compelled to say that to her.

831
00:55:27.000 --> 00:55:42.000
And she kind of said she's executive vice president of my company and she sat back in her chair, and you could tell she was a little, a little bit surprised, but she said, my husband has terminal cancer, and I thought you could help me.

832
00:55:42.000 --> 00:55:55.000
And so, now you're talking my, you're now you're singing my language right and I said, Okay, I might be able to help you. Well, blah blah blah she gives me the whole thing.

833
00:55:55.000 --> 00:56:13.000
So I always have two computers and as she's talking I'm looking. He's a triathlete 50 years old, great condition. And he started having these dizzy spells and they've diagnosed him with this terminal brain tumor, and basically medicine, you know, sent him home to be comfortable.

834
00:56:14.000 --> 00:56:32.000
And I said, No, he has a lot of fight left in him. So I was able to go on and MD Anderson is running some trials short long story short, I was able to help coordinate a meeting for them within the Anderson they're seeing him next week. Right. Wonderful.

835
00:56:33.000 --> 00:56:50.000
There was a point in time when I thought about not even taking that call. Right. But again, there's no, there's no accidents right yeah yeah. And, and, you know, clearly she looked at my information on LinkedIn as well when she reached out.

836
00:56:51.000 --> 00:57:05.000
to me. So I felt kind of bad that I took her off guard when I said you haven't been communicating directly with me so in hindsight, I let me address that I think it's, I'm really glad you brought that up, especially since a number of you are using Caroline

837
00:57:05.000 --> 00:57:21.000
Caroline for lead generation, your preparation before you get on the phone with these calls really matters. And I do several things to prepare. Okay, number one, I showed you last week the pre coaching questionnaire.

838
00:57:21.000 --> 00:57:37.000
So now I've got five questions that I've asked them that I know about them before I get on the phone. Number two, I go into, you know, in my case is Facebook and your case LinkedIn wherever these conversations are having, and I read the conversation.

839
00:57:38.000 --> 00:57:59.000
Okay. Um, so, Caroline is like a glorified super intelligent virtual assistant in a way that she is embodying you and representing you, but it's your responsibility then to pick up the conversation and step in, you've approved the conversation, it represents

840
00:57:59.000 --> 00:58:17.000
you. And so it's no different than having a VA or a secretary or anyone else, you know when you get when you get big, you know, I've had, you know, team members and secretaries I remember how I got on Brian Tracy's television show, and it went like this,

841
00:58:18.000 --> 00:58:35.000
and I was so busy this application for me had, I gave it to Kim my office manager, and I said, you know me really well complete this, I got to get to these meetings, and she filled it in and submitted it and that night I got an email from Brian Tracy's organization

842
00:58:35.000 --> 00:58:51.000
that says you're talking divine appointments. I love that you do Bible studies in your office, we really want you on the show. Now, number one, I might not have put that on myself, and, you know, number two I really didn't did not look at that conversation you

843
00:58:51.000 --> 00:59:09.000
know fortunately it was a divine appointment and it went well. So, be prepared guys know your conversation, know your client before you get on the phone. So I look at the pre coaching questionnaire, I read messenger, and I go through their social media and try to

844
00:59:09.000 --> 00:59:23.000
get to know them as much as I can before I get on the phone that only takes five or 10 minutes but it's very very valuable five or 10 minutes. And if that's the case, you don't need to do that because that that could really put someone off, you know, it's great that you're so

845
00:59:23.000 --> 00:59:26.000
honest and so loving.

846
00:59:27.000 --> 00:59:29.000
It's great.

847
00:59:29.000 --> 00:59:41.000
Gosh, I'm talking to someone right yeah no it's great. It's great. And keep going it's going to get better and better you know I've worked with Caroline for two and a half years the longer you work with her, the better she knows you the better she represents you the better

848
00:59:41.000 --> 00:59:55.000
she's the more people she sends you the better it gets. Um, so, but, but this is really important is to prepare. And then, you know, I agree so much, every single meeting there's no chance there's no accidents in the universe you're meeting

849
00:59:55.000 --> 01:00:00.000
exactly who you're supposed to be meeting and it may be for a totally different reason.

850
01:00:00.000 --> 01:00:03.920
than what you think it is.

851
01:00:03.920 --> 01:00:06.760
And so that's gonna come forth,

852
01:00:06.760 --> 01:00:09.640
especially if you're showing up with this idea

853
01:00:09.640 --> 01:00:14.640
of Holy Spirit, God, Jesus, whatever you're saying, use me.

854
01:00:16.580 --> 01:00:19.720
Write through me, coach through me, speak through me,

855
01:00:19.720 --> 01:00:21.520
teach through me, whatever you're doing.

856
01:00:21.520 --> 01:00:23.960
Let just be that, be that, come do it.

857
01:00:23.960 --> 01:00:27.600
And what, not only the MD Anderson connection was great,

858
01:00:27.600 --> 01:00:31.560
but I got a note from her just thanking me

859
01:00:31.560 --> 01:00:36.440
for reminding them that they're in the fight of their life,

860
01:00:36.440 --> 01:00:39.160
but they can do it, right?

861
01:00:39.160 --> 01:00:41.880
And she said, you were the only person

862
01:00:41.880 --> 01:00:43.960
to like step in and encourage us.

863
01:00:43.960 --> 01:00:47.620
Like everybody else is like, oh, I'm sorry about that.

864
01:00:47.620 --> 01:00:48.880
Go home, right?

865
01:00:48.880 --> 01:00:51.120
And she said, you're the only one that said no,

866
01:00:51.120 --> 01:00:52.720
you have a fight on your hands.

867
01:00:52.720 --> 01:00:55.280
Yeah, Renee, reach out to me, please.

868
01:00:55.280 --> 01:00:56.960
This is coming up three times.

869
01:00:57.840 --> 01:01:01.240
There is, in my previous company that I had,

870
01:01:01.240 --> 01:01:04.000
there is a man, his name is Wayne Miles.

871
01:01:04.000 --> 01:01:04.960
You can look him up.

872
01:01:04.960 --> 01:01:08.800
He's won the Western States 100 challenge

873
01:01:08.800 --> 01:01:13.800
on countless times in his age division, got cancer.

874
01:01:15.280 --> 01:01:18.440
I think the first time that he got cancer,

875
01:01:19.940 --> 01:01:22.720
they did not have a good prognosis.

876
01:01:22.720 --> 01:01:24.780
And he did some very interesting things.

877
01:01:25.300 --> 01:01:26.140
Number one, nutritionally,

878
01:01:26.140 --> 01:01:27.740
he was taking our product, Enterprime.

879
01:01:27.740 --> 01:01:31.940
Number two is when he went to see the doctor,

880
01:01:31.940 --> 01:01:35.060
he purposely went in his running clothes,

881
01:01:35.060 --> 01:01:38.180
running shoes, running shorts, psychologically,

882
01:01:38.180 --> 01:01:41.860
running, you know, t-shirt and looked at him

883
01:01:41.860 --> 01:01:44.580
because they said, we're going to need to amputate your leg.

884
01:01:44.580 --> 01:01:45.700
And he's a runner.

885
01:01:45.700 --> 01:01:49.400
And he said, doc, I want to run.

886
01:01:49.400 --> 01:01:51.260
What can you do?

887
01:01:51.260 --> 01:01:53.700
And because of the way he was dressed,

888
01:01:53.700 --> 01:01:55.140
they went back and had a comp.

889
01:01:55.140 --> 01:01:56.700
Anyway, they ended up saving his leg.

890
01:01:56.700 --> 01:01:57.780
He's back running again.

891
01:01:57.780 --> 01:02:00.160
He got cancer again, same thing,

892
01:02:00.160 --> 01:02:02.840
but he'd be a great connection of encouragement

893
01:02:02.840 --> 01:02:07.500
that has overcome this as a runner two or three times.

894
01:02:07.500 --> 01:02:10.700
So you told me the story for a reason

895
01:02:10.700 --> 01:02:11.760
and that keeps coming up.

896
01:02:11.760 --> 01:02:14.580
So I'll share that too.

897
01:02:14.580 --> 01:02:17.980
All right, ladies, I do want to honor time

898
01:02:17.980 --> 01:02:20.500
and let me look really quick at the chat

899
01:02:20.500 --> 01:02:21.800
at some of your comments.

900
01:02:22.800 --> 01:02:26.920
And let's see, Michelle says, yes, you answered my questions.

901
01:02:26.920 --> 01:02:28.520
Kate, yes, thank you.

902
01:02:28.520 --> 01:02:31.240
Tracy, yes, yes, thank you for being so open with us.

903
01:02:31.240 --> 01:02:32.640
Love you guys.

904
01:02:32.640 --> 01:02:35.760
Victoria, yes, so valuable, thank you.

905
01:02:35.760 --> 01:02:38.160
What methods do you use to track your clients?

906
01:02:38.160 --> 01:02:39.680
OK, that's a good question.

907
01:02:39.680 --> 01:02:43.160
We'll put that in the follow-up masterclass, guys.

908
01:02:43.160 --> 01:02:45.400
That's going to be on the 20th of next month.

909
01:02:45.400 --> 01:02:48.280
I'm going to do Saturday morning.

910
01:02:48.280 --> 01:02:50.400
The fortune is in the follow-up.

911
01:02:50.400 --> 01:02:55.240
And all right, blessings to all you ladies.

912
01:02:55.240 --> 01:02:57.800
So enjoyed being here with you.

913
01:02:57.800 --> 01:03:03.720
Go out there and make those sales and make that impact.

914
01:03:03.720 --> 01:03:05.000
Change the world.

915
01:03:05.000 --> 01:03:05.720
Love you each.

916
01:03:05.720 --> 01:03:07.560
Thanks for being part of my life.

917
01:03:07.560 --> 01:03:08.520
God bless you.

918
01:03:08.520 --> 01:03:10.000
Thank you so much.

919
01:03:10.000 --> 01:03:11.400
Thank you.

920
01:03:11.400 --> 01:03:12.960
Bye-bye.