Where Great Ideas Are Born

The greatest breakthroughs in your business are not coming from the computer. They’re not coming from typing on the keyboard. They’re going to come from, as I mentioned before, creating some space.

I’m out here on a beautiful day in Toronto. I’m just going to show you my view here. Right now I’m sitting right by the river. Spring time is here, the ice is melting. Leila is chewing some stuff.

Taking Time Off

A couple of years ago I took a two month sabbatical in the summertime. I took two months off completely from my health and fitness business. And this is before we started Healthpreneur. It was a two month test really to see, number one, would the business do better without me? And number two, just in terms of getting me more focused and clear on what I wanted to do in the future, all that good stuff. And I’ve got to tell you, those two months off were some of the best months for me personally, and also for our business.

So my brother, who runs operations for our company, he ran the business obviously while I was playing tennis and taking my dogs for a walk and hanging out on park benches. He’s like dude, it’s better without you. It’s better without you because now he’s forced to do things that normally he would turn to me to get done.

Bringing Thoughts To Life

But that’s not the point. The point is during those two months off, I had a lot of time that was not on my computer. So I would take a journal, I’d go to the park, I play some tennis, sit in the grass afterwards, do some stretching, hang out, do some thinking. And I’ve got to say, in a world where everyone’s talking about grind and hustle, listen. I’m telling you, the biggest breakthroughs are gonna come from chilling out.

There is a time to work hard. Don’t get me wrong. You have to put in the work, but it comes at a price. When you’re constantly on social media chasing likes and followers, that is the wrong game to be chasing. It is the wrong game to play because likes and followers have no bearing on your business. And yes, there are ways we can convert them into clients and dollars and so forth, but we have to keep the main thing the main thing. And there’s two things that matter in the world of bringing thoughts to life.

Number one is the idea. There’s a lot of debate about what’s more important, the idea or execution. The way I look at it is that execution is the second piece, which is extremely important. It’s very important to execute because if we don’t, then we’re just talking and writing ideas down that never become realized.

But here’s the thing, is that once you have figured out the execution piece, once you’ve put together some type of process to perfect the execution, then the only thing that makes that thing better is a better idea.

So let me give you an example. Not all my videos are good. Maybe this video is not good, I don’t know. But the process of me creating a video, the execution of it is really simple. I take out my Osmo Pocket, obviously I have an idea of what I talk about and I hit record. We record it, we upload it to YouTube, we upload it to social and we do some stuff with it. So that process is dialed in. There’s no thinking about executing that. But what makes the difference between one video and another? Well if I have a video or if you have a video or a piece of content that is much, much better based on the big idea you want to get across in the video, then that video is going to do a lot better.

How We Come Up With Great Ideas

So how do we come up with great ideas? Well great ideas come from space. Not outer space but thinking and having time away from the doing. You can’t innovate and hustle at the same time.

So what I want to encourage you here is to think about how can you create more space in your life. Maybe you have thinking Thursdays where you take half the day off and you go to a park with a notebook and you just sit there and look at the trees and allow things to come into your head and allow ideas to percolate and to culminate into big ideas.

I’m watching this really cool YouTube channel. It’s called, I think, First we Feast, and they have a whole segment called The Hot Ones. It’s this interview series where the guy interviews celebrities while eating 10 increasingly spicy hot wings. It’s a brilliant idea. So if you look at okay, how does one YouTube channel take off more than another? It’s because that is a brilliant idea. Watching celebrities cry, swear, sweat on camera while they’re being interviewed for their latest movie, for their journey, it is brilliant. And it’s so much more interesting than just another sit down interview.

Now, I don’t know where the idea came from, but that’s the difference. It’s that yes, you execute the videos, you put them up on YouTube. But what makes that channel have five million subscribers now? It’s a brilliant idea.

Now, I don’t know the host Shawn Evans, but listen, I think all the greatest ideas in this world have come from that flow state, that space. It’s not from the doingness.

So what I want you to think about is take time to separate yourself from everything. Take time to think. Take time to allow things to percolate and come from wherever they come from. Once you have that idea, then we want to move it into action. Because there’s no sense in having a bunch of ideas if we never act on them.

But anyways, so that’s just a bit of my process of how I come up with ideas, what my thoughts are on ideas and execution. And listen, you have amazing ideas that are just sitting in your minds and sometimes you just need a bit of space to allow them to come forth.

So anyways, that’s the deal. Listen, as you know, we help health and fitness coaches and experts grow their coaching businesses. And a big piece of that is coming up with an idea, a big idea, that’s going to captivate your audience. This is one of the biggest things that most businesses miss.

Let’s Talk

Anyways, if you want our help to get more clients and scale your coaching, book a call with us. Let’s jump on the phone, let’s figure out where you are, where you want to go. Let’s brainstorm an idea to move you forward with more clarity and momentum. If that’s of interest to you and you’re sick and tired of really not making the money you want to make and just find yourself burning out, then how much longer do you want to let that go on?

Click on this link, let’s book a time to chat. And let’s see how we can move you forward.

All right, hope you’ve enjoyed this. I’m going to get back to the bench and the river. I’ll see you soon.

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If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

How to Succeed More and Stress Less

Control you can, accept what you can’t, expect what you want. That’s a little parable or a saying that I try to do my very best to live my life by, and I want to walk you through what that means. I want to give you an example here.

Control What You Can

So let’s think of traffic. We all love sitting in traffic, right? So let’s say you’re driving your car and you’re sitting in traffic. Now, if we look at the first piece, control what you can, what can you control in that situation? You’re sitting in bumper-to-bumper traffic and there is no way you can get off the highway. What can you control in that situation? Nothing outside of yourself, obviously. You can’t turn the car off the highway, you can’t take an exit, but you can focus up here. You can change your thoughts, you can change the way you approach the situation.

Accept What You Can’t

So that’s an example of control what you can. The second piece of that is accept what you can’t, which means accept that you’re in traffic. No matter how much you get frustrated, no matter how much you yell at the car in front of you, you can’t go any faster, right? So you have to accept the situation.

Expect What You Want

And third is, expect what you want, which means in spite of the situation, expect the results working out for you, which means allowing things to unfold. Allow the universe to work its magic and see yourself getting out of that traffic, getting to your destination on time without worrying about it. Now, this sounds easy in theory, right? In practice, this is one of the most challenging things you can go through in life.

Applying This To Your Business

Let’s look at an example from business. I’ll give you an example of what our clients do. Okay, so we help our clients set up a perfect client pipeline, which helps to bring in clients pretty much on demand. And so there’s a few things we can control in that situation. We can control our messaging, we can control what we put into our webinar, we can control the message we put out into the world to attract clients to our business. Okay, so we can control that. Accepting what you can’t means once you’ve put your message out, once you have tweaked your funnel, you have optimized it, you have your Facebook ads running, there’s not much more you can do. Like you have to accept the fact that you can’t force people to click on your ads. You can’t force people to book calls with you. You have to just accept that. And that leads into the third piece, which is expect what you want.

So you accept it and you expect the best. You expect the results that you want, you expect however many people to book a call with you, you expect however many clients to enroll with you without stressing about it. You see that? So I promise you, if you live by these three principles, a couple things will happen. One, you’ll have a lot less stress. Number two, you’ll be a much happier person. You’ll be a pleasure to be around. You won’t be one of those neurotic trying to force the issue on everything type of people.

And third, surprisingly, you’ll get the results you want. Because listen, there’s only so much we can do, and then we have to put ourselves in a state of alignment to allow the universe to work its magic. And we can’t force grass to grow. We can’t force paint to dry any faster. We have to allow things to take to their course.

Write This Down

So I want to leave you once again with this saying. Control what you can, accept what you can’t, expect what you want. Write that down. You can DM me on it if you want, whatever, but let it sink in and really think of in every aspect of your life. How can you apply these three principles? I promise you it’ll make a huge difference. Let me know what it does for you in the comments below. I’ll see you soon.

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If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

How to Focus In a World of Scattered Attention

Focus. Let’s talk about focus for a second.

In 1970, a Nobel Prize winner, Herbert Simon, said that information consumes the attention of its recipients, therefore a wealth of information creates a poverty of attention. Pretty powerful, right? Just let that sink in for a second.

The Number One Currency: Attention

Two years ago at my Healthpreneur Live event from stage in my keynote state-of-the-industry address, I told everyone on the audience, I said, “Listen, guys, the number one thing that matters in this day and age, the number one currency that we’re all working with is attention.” Brands, businesses, their goal is to command the attention of their viewers, of their consumers. Right?

You are watching this video, and this is an example of me commanding your attention in some degree. That’s part of it, but the second piece, as a creator, is being able to focus your attention to create outcomes.

Less Time Consuming – More Time Creating

I recently deleted Facebook and Instagram off my phone for probably the second or third time now, to be honest. I don’t have email on my phone. I don’t have social media on my phone anymore. When I’m on my desktop or my laptop, I use an app called Kill News Feed on Chrome. It kills the Facebook news feed, which is great for me. I also use another app called Self-control, which blocks any websites I don’t want access to for any amount of time that I choose.

For me, I recognized that, listen, I’ve seen what’s happened to my mind with the iPhone. Just the phone, just social media, just the phone, and I know that my focus, my attention, has really diminished compared to where it used to be. One of my goals this year is to really focus on improving my focus. Right? I think that no matter where you are in business, no matter what level of business you’re at, to achieve the goals you want to achieve, you have to be focused on what matters most. As much as I love having you watch my stuff on social, spending time scrolling through a newsfeed is probably the single-biggest thing that’s going to kill your business. It’s going to kill your dreams because you’re spending most of your time consuming other people’s stuff instead of creating your own.

This is this conundrum. It’s like, yeah, I definitely want you to consume this, but at the same time I also want to encourage you to shut this off, to do what you need to do to move your business forward because the more time you spend consuming my stuff, the less time you’re spending creating your stuff.

So that’s a little message I want to really have sink into your mind today is that it’s not about the latest strategy or tactics. You more or less know what to do. If you don’t know what to do, then obviously, reach out, and we can help you. But if you know what to do,  why aren’t we doing it? Distractions, low attention, all these things can be trained. They can be built like a muscle. It just requires self-awareness to understand what’s happening inside of you, why you’re being distracted, why you’re feeling the way you’re feeling, how you lose focus, how you can get back on track.

If you can really master that, the sky’s the limit to what you can do in your business and in your life. Anyways, when it comes to staying focused, I’m a big believer in keeping things simple.

Listen, if you want our help to get more focus in your business, to only do a small number of moves that will make a big impact, then book a call with us. Answer a few questions to tell us a little bit about your business, and we’ll jump on a 45-minute call to see if we can help you. Okay?

But again, at the end of the day, where attention goes, energy flows, and results show. I’ll see you soon.

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If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

The 4-Step Testimonial Template

If you’ve got clients, virtual or in-person, and you want more of their goodness that you can use to attract other clients, I want to give you a really simple four step template you can use when asking them for a testimonial or review of your amazing awesomeness.

Whether you’re doing a video testimonial with them or you’re asking for one from them or a written testimonial, there’s four steps you want to make that are addressed. When you are communicating with these clients, or if you’re going to be interviewing them, ask them the four following things.

Here are the four steps:

Star, struggle, discovery, results.

Let’s look at how this breaks down.

Hey, my name’s Yuri Elkaim. I’m the founder of Healthpreneur. That’s the star.

Here comes the struggle. When I started my business in 2006, I had no clue what I was doing. For the first three years I was a mess. I had no clue what I was doing. I was doing a thousand things. Nothing was working until… so that’s the struggle… until I discovered my first coach, and my first coach introduced me to a whole new world of possibilities that I never would have known of otherwise.

What I’ve done there is I’ve introduced my coach, if I were using him as an example for this testimonial.

As a result of that discovery, I’ve now built two multiple seven figure companies. I’ve written three bestselling books, including a number two New York Times bestseller, helped over half a million customers around the world to better health, and Healthpreneur has become the industry leader in helping other health and fitness experts grow successful coaching businesses. It’s a pretty good result, right?

That’s the framework of how to go from star, struggle, discovery, result. Now in your case, it might be… Well, actually let me give you another example.

My name is Yuri Elkaim. When I was 17 years old, I lost all of my hair to an autoimmune condition, and that’s the star/struggle.

I spent eight years trying to figure things out. I had no clue what was going on until I discovered the power of nutrition. I went back to school to study holistic nutrition. Was blown away. Made some simple shifts in my life and in my diet, and lo and behold, within about six months, all of my hair had come back, and since that time I’ve had more energy and so forth and so on. That’s another example of the star/struggle/discovery/result.

Now obviously you’re looking at this, you’re saying, “Hey, dude, where is your hair?” Long story short, a couple years ago I was at the doctor with my son, had a vaccination, tetanus shots. I don’t even know why I did it. Two weeks later my hair fell out again. Anyways, so that’s neither here nor there. But that’s the framework.

The Struggle Is The Star Of Your Testimonial

If you’re asking for testimonials from your clients or if you’re creating some type of video montage of a client, like a client case study, make sure you hit those four pieces on the head. Because what a lot of people miss is they go from star, discovery, result, and they miss the struggle. But if you think about why we love movies and why we love characters, it’s the struggle, because that humanizes us. It humanizes the person and now we can relate to them.

All right, I hope this four step framework helps you out. If it does, give this video a thumbs up. Share it with someone else who might benefit from this, and if this is a hell yes for you, just say yes in the comments below, and I hope this served you.

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If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

How a Mastermind Can Help Your Business

Morning. How’s it going? Yuri here down in Puerto Rico. First time down here. It’s actually a pretty amazing. If you’ve been to Dominican Republic, it’s very much like that.

I just finished up three days at my buddy Mark Wade’s Puerto Rico mastermind. I was invited to speak down here. I’m really grateful for that opportunity so thank you Mark, I was able to share with 30 amazing entrepreneurs some of the stuff that’s been working really well for us. I want to share cool insights I had over the last couple of days. I got to hang with some really great people, my friend Todd Herman, Jeff Walker, Shaa Wasmund and some really big people in the thought leadership space and the online marketing space. Obviously yes, there’s tactics and strategies that are discussed but the big thing to remember that I keep getting out of events like this mastermind, is you just have to be here.

Why You Need To Surround Yourself With Other Great People

You have to be in situations where you are surrounding yourself with other great people. There’s just so many opportunities for learning, for growth, for connections with the right people. It’s Jeff Walker, who’s the founder of Product Launch Formula, who’s responsible now for probably more than a billion dollars in sales between the students said something really interesting, which I agree with. He said, “The beautiful thing about having an online business is that you only need an internet connection and a laptop, but the downside is that you only need an internet connection and a laptop.” So as you know, being an entrepreneur, it can get pretty lonely. You can go down some pretty isolated tunnels if you spend most of your time sitting behind a computer.

So I want to challenge it all. I want you to think about in your worlds, wherever you live, to get out of your comfort zone. Hop on a plane, get to some type of event. I’ve been to, I don’t even know, dozens and dozens of events since 2010 and before that, from 2006 to 2009 I had done none of them. I thought to myself, you know what? I’m going to figure this Internet online business thing all by myself and it didn’t really happen that way. So the big inflection points in my business happened when I started to come out to different events and I had to get off my ass. I had to get out of my comfort zone, I had to jump on a plane and I can tell you, no matter how good or bad an event is, you will always, always extract some value but again, what you put in is what you get out of it.

What You Put In Is What You Get Out

I think a lot of people want to … they think to themselves, “What can I get out of this event?” That’s totally fine, but also come at it with a giving hand, like what can I give to this event? What can I give to the people in attendance here? When you come with a giving hand, you just get so much more in return.

So I want to challenge you and encourage you to figure out how can you get out? How can you be surrounded by the right people? How can you get to an event or a mastermind that at least is going to expose you to new ideas, to bigger thinking, to other people who’ve done great things? Because that’s going to inspire you, that’s going to build your beliefs, that’s going to give you maybe that one idea or strategy that could be the thing you’ve been looking for to move your business forward.

So anyways, that’s my lesson for today. I want to actually share this with you. This is pretty amazing. Check this out. That’s another benefit of getting off your butt, right? So you get to hang out in beautiful locations in some cases.

Anyways, if you’re interested in hanging out with me, having me coach you at least for two days, we have our mastermind coming up in Toronto, June 26th and 27th. If you’re interested in more information, we’ve got six spots left. Just type Toronto in the comments and I’ll hook you up with some more details about what we’re doing. Listen, if you’re a coach, if you want to scale your coaching, if you want to get more clients, if you know that, hey, this Yuri guy, he’s got his stuff together, I think he can really help me in my business. By the way, I can, let me know. Let me know in the comments. For now, I’m going to continue my walk. I hope you have an amazing day. See you soon.

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If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

Why People Don’t Want What You’re Selling

Let’s talk about why people don’t want what you’re selling. I know that’s a little bit of a tough pill to swallow, but you’re hearing it from the master himself, the man who’s put out more products that have tanked and failed than perhaps anyone else.

I don’t know if that’s true or not, but listen, I’ve been around for a long time online in the health and fitness space since 2006, and I need to be honest.  I’ve had two major wins, two big wins in that time, but everything else has been mediocre at best, and a lot of failed offers.

How To Stand Out  In The Crowd

When I say offer, I mean you put a product, or an offer, or a program out and it’s like no one cares. No one buys. It’s frustrating isn’t it? Because you put your heart and soul into developing something you hope people are going to want and then they don’t.

Yeah, so it sucks. I want to talk about why this happens. There’s a couple of different factors, but I want to share one thing that not a lot of people, at least who don’t work with us, think about, and it’s this idea of ideas. Big ideas, specifically.

You see every successful campaign offer, thing that comes to market, usually has a big idea. Think of Sham Wow, the rag that soaks up a pool worth of water. That’s a big idea. You see, the stronger your big idea, the less dramatic your marketing has to be, because people just get it and they want it.

Another big idea is obviously something about maybe a lot more common, P90X. They’re big idea is muscle confusion, which is a name they gave to the fact that if you train your muscles in different ways and use periodization, your body’s not going to hit a plateau.

With what it is you’re offering, you’re probably offering something that is not extremely unique. Most people have seen it. Less brain fog, less anxiety, is your weight loss, put on muscle, overcome IBS. They’ve seen a lot of these types of promises. So the only thing that you can do to make you and your offer standouts, our one of the only things, is by introducing what we call a proprietary process.

Your proprietary process is the bridge that helps people go from where they are to where they want to go. If you just tell them, “Hey, yeah, we’re going to work together and I’m going to help you go from bloated and constipated to normal again.” Cool. So will Metamucil.

Nowadays more than ever, your prospects or potential clients are very interested in how you’re going to go about doing that because they’ve seen so many other products and offers on the market, the level of skepticism is at an all-time high.

For instance, you might be thinking, “Hey Yuri, cool, you’re just another business coach pitching, I’m going to help you get more clients to make more money.” Which is true. If we were to boil it down it’s the promise. But the way we do it is very, very different than a lot of people.

This Is What Makes Us Different From Everyone Else

See, we help you build what we call a perfect client pipeline, which is a four step process that allows you to predictably, consistently, and mostly automatically bring in new leads and clients on autopilot. It helps you enroll those clients while adding tremendous value to them in the process and without feeling salesy or pushy. And we do so without doing any of the nonsense like blogging, YouTube, posting on social, none of that stuff.

Because the most important thing you need to do, whether you’re starting or scaling, especially if you’re scaling, you don’t have this yet, is you need to have one really well dialed in funnel or pipeline to acquire clients and make money. And most people don’t have that. What do they do instead? They worry about their logo, they worry about their branding, they worry about how many followers they have on Instagram. None of that stuff matters if you’re not making money.

That’s an example of our big idea. Anyways, if you would like help with your big idea and how to really make your magic stand out so you can go from mundane to magical, then what I would love for you to do right now is go to WorkWithYuri.com, book in a time to talk with us.

We’ll figure out where you are now. Where you want to go. What are some of the challenges standing in your way. And we’ll have a look at what is your offering. We’ll look at hey let’s look at restructuring this in a way that’s going to be a lot more compelling for people because I promise you you’re one tweak away from a major breakthrough and we can probably help with that.

So go to WorkWithYuri.com, book in your time to chat with us, but only if you’re a health entrepreneur who is coaching clients and you are sick and tired of your current situation, understanding that what you’re doing right now is simply not working and you are ready for a better, smarter way to get clients, help them, and grow your business. Do that now. I’ll see you there.

Subscribe

If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

Ignore the Competition, Copy Disney

Do you want a simple way to really cast yourself away from the competition, and to failure proof your business? Well here’s how. Don’t copy the competition. Model or copy Disney.

Let me tell you what that means.

So if you look at Disney, Disney is not cheap. If you’ve been there, it can cost quite a bit of money. But they’re doing pretty well. They’re doing very, very well. And people from all over the world will fly in to Disneyland or Disney World to enjoy the magic, to enjoy the experience. And that’s the opportunity so why not copy that type of model as opposed to worrying about what other people are charging?

People Will Pay More For The Experience

I was at Epcot about a year ago with my kids and we went on this amazing ride I forget the name of it. But it was what I think movies are going to become in the next couple of years. We’re sitting on suspended seats and there was this huge movie screen in front of us. And all of a sudden we kind of were lifted off the ground and were going through the movie screen almost, as almost like a fly on the nose of an airplane. We’re flying through the Himalayas, through the plains in central Canada, whatever. And we come across the Taj Mahal. And as soon as we get to the Taj Mahal all of a sudden it starts to smell like jasmine. And I’m like this is amazing. So they brought in our senses of smell into a movie like experience. And I was like this is incredible.

Setting The Bar Higher

Now obviously as a coach we’re not talking about doing that. You could if you wanted to in some way, shape, or form. But I want you to think about setting the bar higher. Setting the bar higher for yourself means don’t worry about what other people are doing. Don’t worry about what other businesses are doing. Because honestly most people are doing just enough to be good enough. They’re mediocre. The standard nowadays, not just for coaching but just in general, hotels, restaurants, is so mediocre, it’s so average that it is so easy to stand out.

I’ll give you another great example. We used to go to this Italian restaurant in Toronto years ago. We used to go every single week, at least once a week. For years. Now, a really simple thing they could have done is knowing every single time after dinner I would order tiramisu. So maybe once every six months or so they could have been like “Hey, you know what, we’ll take care of the dessert tonight. It’s on us.” Such a small, simple act. Did they ever care to do that? No. Have we gone back to that restaurant since? Nope. They have probably lost thousands of dollars in business just because they didn’t think of little things to make their client’s experience just a little bit more magical.

So I want you to raise your standards, raise the bar in your business, and think a little bit more like Disney as opposed to comparing yourself to most mediocre businesses that you come across every single day.

If you agree with me let me know in the comments below. I’d love to get your thoughts on this.

What business you may have done business with, whether it’s a theme park or a brand, that has really wowed your expectations and has really been a pleasant surprise? I’d love to know in the comments below and I hope this has helped you out.

Subscribe

If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia

The X-Factor for Winning in Business and Life with Zander Fryer

It’s another great day for an episode of the Healthpreneur podcast! Today, I’m joined by Zander Fryer, a best-selling author, certified success coach, and impact entrepreneur who has helped hundreds of coaches and experts build six and seven-figure businesses.

The word “impact” has always resonated with Zander. That’s why when he was climbing the corporate ladder and a mentor challenged his mindset he decided to finally make a shift that would be on purpose – not off purpose – and now he’s happier and more successful than ever.

Zander’s got some deep wisdom to share about success, having a growth mindset, courage, and confidence. He also touches on some of the work he does with his clients to get them to that next level in business by redefining their relationship with rejection and the word “no”. Healthpreneurs, grab a seat and get ready for some valuable truth-bombs!

In This Episode Zander and I discuss:

  • His personal development (un-development) goals.
  • His background in the corporate world and the mentor who rocked his world.
  • Living on purpose or off purpose and maintaining a growth mindset.
  • The relationship between courage and confidence.
  • Your moral responsibility to do good and make an impact.

 

01:30 – 10:00 – Introducing Zander and his goals, philosophy, and journey

10:00 – 16:00 – A fixed mindset versus a growth mindset

16:00 – 21:30 – How we make decisions in life and what is required to make them

21:30 – 30:00 – How to inspire courage in others and what Zander does with his clients

30:00 – 35:30 – Changing your relationship with rejection and the word “no”

35:30 – 40:30 – The Rapid Five

Transcription

Yuri Elkaim:                         Hey guys, welcome to the show. Today I’m joined by Zander Fryer, and I’m excited to have you on the podcast with us, because we have never met before this, but we obviously have a lot of mutual friends and you’ve done some amazing stuff in the health and fitness space, coaching coaches and helping them grow their business, and you’ve got a really interesting background as well because you did some pretty high-level stuff for Cisco and meeting with executives from Disney and NBC, and you had a really interesting, I guess, journey up until this point, which has really equipped you with some amazing capabilities to help others grow their businesses.

Yuri Elkaim:                         But before we dig into that, let’s break the ice with something for the audience. What’s something that a lot of people don’t even know about you. Who is this Zander Fryer, really?

Introducing Zander and his goals, philosophy, and journey

Zander Fryer:                     So to be honest, I think most people actually know a lot about me because I tend to be a pretty open book, but I think one of the things that has become very important in my life … Somebody asked me the other day, they kinda asked me, “Zander, what’s your personal development goal?” And I really had to think about it for a while as a coach and as someone who’s been such a big fan of personal development for so long. I really thought about it and I said, “Honestly, my big goal is actually personal undevelopment. It’s kinda re-becoming that four-year-old me.”

Zander Fryer:                     So I think something that most people don’t really know about me is, I do everything I can to just be a kid again.

Yuri Elkaim:                         Nice.

Zander Fryer:                     Everything from … I mean, you can on the video, I’ve got Nerf guns in the background. I’ve got …

Yuri Elkaim:                         I didn’t know they were Nerf. I just thought they were real guns.

Zander Fryer:                     Nope, they’re Nerf guns. I know we’re in America, but these are Nerf guns.

Yuri Elkaim:                         Yeah.

Zander Fryer:                     But no, so everything that I do, I really love to embrace that kid again in me, and I think honestly it’s been a big reason for a lot of our success as a business as well, because just being able to find fun and find joy in absolutely everything. If you were an entrepreneur and it was all about work and you didn’t have fun doing it, there’s no reason, right?

Yuri Elkaim:                         Yeah, that’s awesome.

Zander Fryer:                     So I think that’s something that a lot of people don’t know about me, is just if I could be four years old again, I probably would.

Yuri Elkaim:                         Yeah, that’s awesome. I’ve got three boys who are five, six, and eight, so I kind of spend most of my time at that level.

Zander Fryer:                     Oh, perfect.

Yuri Elkaim:                         It’s very true though, because life can get pretty serious pretty quick, and I think when you’re running your own business, it’s important to have fun, because what’s the point of doing what we’re doing if we’re not? So that’s really cool. So what does fun look like for you?

Zander Fryer:                     Oh, man. Mostly, I definitely spend a lot of time with my girlfriend right now. She’s from Australia, kidnapped her from Australia and she’s living here now. So just been doing a lot of different fun stuff with her, whether it’s traveling, whether it’s dinners and date nights, hanging out with our family or my godson or my nephew, so spending time with the kids as well.

Zander Fryer:                     But for me personally, I have a lot of other activities I love to do, whether it’s rock-climbing, boxing, or kickboxing at the gym is a big one for me. And then probably mostly for me, beach time. I’m just a total beach bum, hence me being in San Diego. We spent a couple of weeks out in Toulon last month, but if I could spend majority of my days facedown in the sand, that would be ideal.

Yuri Elkaim:                         That’s awesome. Good for you, man. That’s great. Wicked.

Zander Fryer:                     Yup.

Yuri Elkaim:                         So talk to us about this journey, because you started off in corporate America, kind of lived that whole executive lifestyle. Talk to us about how that started, what you learned on that journey, and why you decided to no longer do that.

Zander Fryer:                     Yeah, absolutely. And I think for me, I kinda look at how I got into the corporate world. It was not necessarily an accident, but I was just kinda following everybody else, right? So before I actually started working for Cisco, I went to UCLA for electronic engineering, so I was an engineer by trade, but while I was at UCLA, I was also in Air Force ROTC, and that’s kinda where I really learned to love mentoring and coaching and leading people.

Zander Fryer:                     Really excelled in Air Force ROTC, was actually gonna be a fighter pilot in the US Air Force, and then my senior year, I actually made a really dumb decision of driving home after a couple of drinks out with friends, and I got a DUI. So my senior year of college, got kicked out of the Air Force. I had my next 20 years of my life planned, and got kicked out of the Air Force and everything changed at that point, so I think I lost a lot of confidence in myself to really pursue what I knew what was right for me.

Zander Fryer:                     So I did what any 22-year-old kid, lost kid does, right? You take your great degree and you take all these skills that you learned, and you take them into the corporate world, right? So basically, went and joined the corporate world, went and joined Cisco, which was a phenomenal job. Great place to work, phenomenal job, made a lot of good friends there. And over about six years while I was working there, made great money and kept rising through the ranks, getting promotions, getting raises.

Zander Fryer:                     It wasn’t like it was a dead-end job. Kinda like you mentioned, by the time I left, I was covering companies like NBC, Disney, Facebook, DirecTV, Sony. I had a standing meeting with the Disney CIO. As a kid in his mid-twenties, that’s just weird. But I had basically what everybody was telling me was success. You had the title. You had the luxuries. You had the income. I was driving around in a BMW. I had all that stuff, but I never felt successful. I never felt fulfilled or happy in what I was doing.

Zander Fryer:                     I’d get a raise and I’d get this sharp peak of joy and then it would just dull out, and I’d just be hungry for more and I was just kinda like, “What is going on here? There’s gotta be something more.” And I think a lot of this world feels that, right? I think a lot of this world has changed after what society and culture has told them what success is, and they chase after it and they achieve it, and they notice that it’s not what it’s supposed to be, but not a lot of them are willing to admit that something’s wrong and they need to go another direction.

Yuri Elkaim:                         Yeah.

Zander Fryer:                     I look back at my life and I was not far away from being a lifer in the corporate world and it was actually a conversation with a mentor of mine that really shifted things for me. He basically asked me one day … and he was an entrepreneur, traveled the world speaking, and he asked me one day, “Zander, you could do a lot of things. What would you do if you couldn’t fail?”

Zander Fryer:                     And my answer to that was like, “Well, ever since I got kicked out of the Air Force, I really miss mentorship. I really miss coaching people, leading others, having that impact.” And I think that’s one of the big words that’s always resonated with me, is “impact.” And he asked me, “Just because you’re on this path, does that mean you should go down it?”

Zander Fryer:                     It wasn’t like I was in a dead-end job. I was gonna be one of the youngest directors in Cisco’s recent history. And he’s like, “Just because you’re on this path, does that mean you should go down it? Just because you’re good at something, does that mean you should do it?” And I was like, “Well, I get what you’re saying, but I have so much momentum. I make such good money here. I don’t wanna pass that up.”

Zander Fryer:                     And he said something to me that kinda really shifted the way that I think, and shifted it forever, essentially, and how I live my life now. But he basically said, “Zander, one thing that you learn when you get older is the one resource you can never get back is your time.” And he’s like, “You’re either living every moment, you’re either living on purpose or off purpose. And every moment off purpose is a moment wasted.”

Zander Fryer:                     And he said, “The difference between you and me is I’m actually living my dream, and ever since you got kicked out of the Air Force, you’re just dreaming one.” And that conversation just rocked my world, because I was such a confident kid, and he basically just looked me square in the eyes and was just like, “You’re just a scared four-year-old, basically.”

Yuri Elkaim:                         Yeah, that’s amazing. That’s great advice.

Zander Fryer:                     Yeah.

Yuri Elkaim:                         I don’t think too many people have the type of mentorship … I mean, it’d be great to have that kind of wisdom from a parent, but I don’t even think most parents have that type of wisdom to impart on their kids, so that’s …

Zander Fryer:                     Absolutely, right?

A fixed mindset versus a growth mindset

Yuri Elkaim:                         That’s awesome. So, I’m a big believer in success leaving clues. You mentioned you were going to be one of the youngest high-level people at Cisco. What is it about you or what you did to help you achieve that level of success?

Zander Fryer:                     Yeah, that is a great question. To me, this always kinda comes back to one instance in my life when I was seven years old. So we’re gonna have to go back a bit for that one.

Yuri Elkaim:                         Sure.

Zander Fryer:                     But have you ever read the book Mindset, by Carol Dweck?

Yuri Elkaim:                         No. No, I haven’t. But I know the premise of it.

Zander Fryer:                     Yeah, so I actually had this conversation with Tom Bilyeu as well and he said this was actually the same single … He had a very similar single point when he was a kid, that was a massive shift in the way that he viewed the world. So one of the things that Carol Dweck talks about, she talks about the difference between what’s called a “fixed mindset” and a “growth mindset.”

Zander Fryer:                     So for anybody who hasn’t heard of this, check it out. If you really start to just live this idea … If somebody were to ask me, “What’s the number reason you’ve been able to do what you do?” It’s actually just that.

Zander Fryer:                     And so the way that I look at it, you have either a fixed mindset or a growth mindset. The fixed mindset is this belief that with what you’re given, in any area of your life, on a scale of one to ten, you’re given that. It’s set in stone. It’s concrete. So on a smartness scale, if you’re a level seven out of ten, you’re forever a level seven. Right? If you’re a level ten out of ten, you’re forever a level ten. And maybe in communication or relationship-building, or like you and I were kinda talking about, sales or something like that, right?

Zander Fryer:                     Now, if you have this fixed mindset of being this set level, you never wanna push yourself. You never wanna show everybody … If you’re a level five out of ten in the intelligence scale, you never wanna show somebody that you might not be smart enough to do something because then you’ve shown everybody your level is a five.

Zander Fryer:                     Now, the growth mindset is this idea that if you’re given a level five … and I do believe that we’re all kind of given a certain level at a certain point, nature versus nurture, whatever. But if you’re at a level five, you could grow to a six or a seven, or even eight or a nine or a ten. But to do that, you have to go try something new, get out of your comfort zone, make mistakes, fail.

Zander Fryer:                     But when you realize that, “If I’m a level five and I need to be a level eight to accomplish this thing that I want to accomplish, if I go try at a level five and fail, then I’ll become a six if I learn from it, and then I can fail again and become a seven, and fail again and become an eight, and then I succeed.”

Zander Fryer:                     And I learned this when I was seven years old, accidentally. I’ll ask you, do I come off as a really dumb person? You just met me.

Yuri Elkaim:                         No, not at all.

How we make decisions in life and what is required to make them

Zander Fryer:                     So when I was seven years old, I was actually the slow kid in class. I had a below-average IQ and I was actually gonna be held back, so I couldn’t learn, I couldn’t read, I couldn’t do math. I had a very low IQ and they were basically like, “We’re probably gonna have to put Zander through second grade once again, maybe twice again.” And my mom, amazing parents, just loved the hell out of me, were like, “Oh, he’s cute. He’ll get by in life anyway. We don’t really mind.”

Yuri Elkaim:                         He’ll figure it out.

Zander Fryer:                     So, amazing mom. Just wanted to support and love me. But I remember my teacher, Linda Legrange, I remember this so vividly. When I was seven years old, I remember her sitting me down and saying, “Zander, if you want to be smart, you really have to work hard at it.”

Zander Fryer:                     And I was like, “Huh.” And she said, “Zander, do you want to be smart?” And I said, “I really wanna be smart.” She said, “Do you promise me you’ll work hard at it?” And I said, “I promise.”

Zander Fryer:                     I ended up working my ass off that year. I passed second grade. I passed third grade, fourth grade, fifth grade, sixth grade. By the time I was going to middle school, I had to go to high school to take math. By the time I was going to high school, I had to go to the local college to take math.

Zander Fryer:                     So there was this moment when I was seven years old where I made the decision that I could get better at anything that I really wanted to, if I was willing to do the work, get out of my comfort zone, go make mistakes, and frankly, mess it up.

Zander Fryer:                     But as long as I was willing to grow and I had this belief that I could grow, I could do it. And that’s basically carried over into how I’ve applied myself, whether it was in the Air Force, whether it was in Cisco as an engineer, being able to quit a job cold turkey with no network, no experience as an entrepreneur and being able to grow my coaching business very quickly, all stems from this belief that even if I’m at a level one, if I put in the work and I focus on learning, I can get to a two, three, four, five, six, seven, all the way up to a ten, if I really wanted to.

Yuri Elkaim:                         That’s great. Yeah. When you work with a lot of people, you start to see certain patterns, right? You start to see the same things happen over and over again.

Zander Fryer:                     Yeah.

How to inspire courage in others and what Zander does with his clients

Yuri Elkaim:                         There’s two really big things that I look at when we work with our clients … Actually, there’s three. Number one, you have to be really good at what you do. You have to be an expert and obviously be able to help people, but let’s just assume that’s kinda the first thing most people have.

Yuri Elkaim:                         But there’s two other really important traits that I find challenging to teach, other than through life experience. Number one is courage, and number two is self-belief or confidence. I mean, I believe your courage is such an important role. There’s actually one of my keynote talks called The Courage Code, because it’s like, what is it that … For one Zander, there’s probably thousands of others who are like, “No. I’ve got a good job. It’s secure. It’s safe. It’s whatever. I’d love to do this other thing, but I’m scared.” Right?

Zander Fryer:                     Yup. Yeah.

Yuri Elkaim:                         So, in your case, was it the self-belief that gave you the courage to leap forward, just because you knew based on experience, “I’ve done this before or something similar. I can do this again because I’m just gonna apply myself, figure it out as I go”?

Zander Fryer:                     Yeah. I’m so glad that you bring that up. I did a TED Talk about three weeks ago covering both of these.

Yuri Elkaim:                         Nice.

Zander Fryer:                     Because in my opinion, it’s kinda like the chicken or the egg conversation. What comes first, courage or confidence? I don’t know which one actually comes first, but they both feed into each other and it’s like, once you start that cycle, they both really do feed into each other, because you’re right. If you have more confidence, you’re going to take more courageous decision.

Zander Fryer:                     Our life is just dictated by a series of decisions, one after another, and every single one of them, we’re either choosing from a place of fear like you mentioned, or choosing courageously from a place of purpose. And every decision that you want to make purposefully requires courage.

Zander Fryer:                     And so, a couple of ways that I describe it, it’s like when I jumped ship, it was because I didn’t have confidence and I didn’t even know what I wanted to do at that point. I didn’t really have confidence that I knew how to build a business, I knew how to get this up and running. I didn’t have any confidence in that.

Zander Fryer:                     Like you mention, I had confidence in myself to be able to figure it out, which gave me the courage to face my fears. But how did I build that confidence to begin with? So I think that’s kinda what we’re getting at here. It’s like, for me, the way I explain it, it’s like poker chips. It’s like, if you have a really small stack of poker chips, you’re not gonna play any big hands. If you got like, ten poker chips, you’re only gonna play one poker chip at a time.

Zander Fryer:                     But say you play those poker chips and you start to win every now and then, and you start to build that poker chip count, that confidence. You start to have more confidence and you can play bigger hands, and you can play five poker chips or ten poker chips, so you can take bigger risks as you build that confidence pile.

Zander Fryer:                     But one of the things that I’ve seen, it’s this constant continuous buildup of confidence by surviving small risks, but to do that, you have to be courageous to begin with. You have to make the decision to be courageous, to build this confidence pile of poker chips.

Zander Fryer:                     So one of the things that we always talk about with our clients, you can start to take little actions today that will make you feel more confident. Do one thing that gets you out of your comfort zone. We do things in our program we call, “comfort-crushing challenges,” because once somebody goes and does it, they feel like they can do anything.

Zander Fryer:                     And it could be something as simple as giving a random person a hug or a compliment. It could be reaching out to a mentor of yours, that you think there’s no way that they would ever respond to you. So somebody who’s listening to this right now, make sure to reach out to Yuri. He might respond to you.

Zander Fryer:                     But one of the examples I give is, when I first quit my job, one of the first things that I did is I reached out to someone who is now my current mentor, one of my current personal mentors, Jack Canfield. Who on earth would think that a random kid in a corporate job could reach out to the Chicken Soup for the Soul guy and have a conversation with him, and end up the next day, flying out to Arizona to spend the next couple of weeks with him?

Zander Fryer:                     It’s not a normal thing, but just because I had the courage to reach out, I survived it and then afterwards, I felt like I could do anything. But it’s taking these little risks to build that pile of confidence so that you can go take bigger risks.

Zander Fryer:                     Because like you mentioned, for me it was like, I had to have courage to leave that corporate world. But to have that courage, I had to have confidence. So over many years of making a lot of mistakes and surviving them all, whether it’s the DUI or all the little things along the way, being like, “Well, I’m not gonna die if I do this,” eventually you’re just like, “Okay, I can just do this and we’ll figure it out.”

Yuri Elkaim:                         Completely. Really good insights there, and I think a lot of times … I mean, I see this a lot in entrepreneurship, because that’s pretty much what we deal mostly, but I think in life, people are so afraid in general, that they’re looking for what everyone else is doing. They’re looking for the social proof. They’re looking for, “Show me that this works for other people, whatever that thing is, before I step out.” And it’s like, “Hold on.” It’s actually the opposite way around. Entrepreneurs create amazing things, tangible things, out of nothing.

Zander Fryer:                     Out of nothing. You have to be a leader. You have to be willing to go first.

Yuri Elkaim:                         Yeah, and you have to believe it before you see it, but I think a lot of people are looking for the seeing before they believe, and how do you train that? How do you get someone other than, is it really just a matter of accumulation of courageous moments over time? Or is there a way to get people, even if they’re later on in life, to the point where, “Hey, listen. If you spend $10 a day on Facebook ads and they don’t work out, are you gonna be okay with that?” Or whatever the situation might be. How do you get someone, in your experience, to the point where they can have more courage to do the things that they might be afraid of, but they know they need to do them?

Zander Fryer:                     Yeah, and it all comes back, to me, to understanding the mind and how the mind actually works, because most people don’t know this, but your subconscious is 95-98% of your brain. Most people, when they hear that, they’re like, “What?” But it’s true, right? 2-5% of you is the conscious thinking you. So you’re only like, 2-5% of a person. That’s mind-blowing to a lot of people.

Zander Fryer:                     The rest of you is run by this subconscious autonomous process, which is exactly like a computer that can be programmed, and it’s constantly being programmed by other people around you, by things around you, by your environment. What most people don’t realize is your brain is five times more likely to be programmed by negative experiences than it is by positive ones, because it’s our survival instinct.

Zander Fryer:                     As ancient man, the amygdala, that part of your brain kept you alive. It kept you from being eaten by a saber tooth tiger, but we don’t really have to worry about that anymore because there’s no saber tooth tigers around. But that part of our brain still runs our life, because we think … For example, going up on stage or public speaking. We know we’re not gonna die if we go up on stage and speak publicly, right? But our body reacts as if we’re about to be eaten by a tiger.

Zander Fryer:                     Blood rushes to your extremities so that you can run really fast. Your heart starts pounding. Your adrenaline beats really quickly in case you need to fight the tiger. You start to sweat so that you taste bad in case you get bitten. All of that is your fight or flight response to prevent you from dying.

Zander Fryer:                     And so the way that I explain this to people, it doesn’t matter how young you are or how old you are, as soon as you make the conscious decision to understand that your life is run by subconscious processes, that’s it. It doesn’t matter who you are. I don’t care how strong that 5% of your brain is, it will never overpower the 95%.

Yuri Elkaim:                         Yeah, for sure.

Zander Fryer:                     If you have five horses running towards your goals and they’re tied to 95 horses running the opposite direction, who’s gonna win?

Yuri Elkaim:                         Oh, it’s like putting a married man in a brothel and having him spend all his days there.

Zander Fryer:                     Yeah.

Yuri Elkaim:                         Eventually … That’s a bad example, but you’re not really setting yourself up to win.

Zander Fryer:                     I think it’s a perfect example, man. Yeah, so it’s a losing battle. So I think the first step that I tell everybody, it doesn’t matter how young you are or hold you are. The first step is make the conscious decision to accept that the 5% you will never win unless you get the 95% you on board.

Zander Fryer:                     And so really, it’s all about conditioning new habits, new ways of thinking, new habitual thought processes that start to serve you. The reason we do comfort-crushing challenges with every single one of our clients is because we’re basically conditioning the habit of getting out of your comfort zone.

Zander Fryer:                     If you get comfortable getting uncomfortable, then making a decision like that, spending 10 bucks a day on Facebook, even if you’re not bringing in a bunch of money, then you’re like, “Okay. Well, that gets me out of my comfort zone a little bit, which means it’s probably a good thing for me because I’m growing.”

Zander Fryer:                     So your comfort zone is never stagnant. It’s either growing or it’s shrinking. So if you’re comfortable, your comfort zone is shrinking. If you’re uncomfortable, it’s growing. You’re becoming bigger. You’re becoming better, and that’s the only way you’re ever going to achieve the things you want to achieve.

Zander Fryer:                     So to me, number one, it’s just basically making the conscious decision that the 5% will never win, and then starting to ingrain those good habits that’ll get you to that next step, whether it’s constantly getting out of your comfort zone.

Zander Fryer:                     Like we’re talking about, every time you face a fear and make a decision, you’re building that confidence. You’re building that conditioned habit to face your fears, rather than allow those fears to destroy you.

Yuri Elkaim:                         Yeah, that’s so good.

Zander Fryer:                     So it’s all about those habits, in my opinion.

Changing your relationship with rejection and the word “no”

Yuri Elkaim:                         Yeah. So I wanna segue into selling … We’ll spend a few minutes talking about this, because you’re terrific at sales.

Zander Fryer:                     Sure.

Yuri Elkaim:                         And we both agree that it’s probably the most important skill you can develop as an entrepreneur, or even just as a human in any area of life. I believe that the number one thing holding people back is the fear of being disliked. I believe it’s one of the biggest crippling fears that most people are not even aware of.

Yuri Elkaim:                         They’re afraid of putting themselves out there on social. They’re afraid of asking tough questions in a conversation, because what if that other person says no? What if they reject me? What if they get pissed off because I’m probing too deep? I think that’s the single biggest reason that holds people back.

Yuri Elkaim:                         So, if you were to give somebody two, three tips. And I hate the word tips. Hacks, nuggets, I hate that stuff. But for the sake of time, if there were two or three things that you could tell someone to become a more effective … I don’t wanna use the word “salesperson,” but more effective at selling. What would those be?

Zander Fryer:                     That is a great question. I think for me, the first part, most importantly, it basically comes down … and the reason why you said, “I don’t wanna say a salesperson,” because “sales” has, like you mentioned, a very negative connotation from years of frankly shitty people using it the wrong way.

Zander Fryer:                     So “sales” has a very negative connotation, which is why people think if they come off salesy, they will lose people liking, no liking and trusting them, right? This goes back to the amygdala. Evolutionarily programmed, we wanna be part of a community for our survival. If people don’t like us, we die.

Yuri Elkaim:                         Yeah.

Zander Fryer:                     So that goes right back to that. But the way that I explain it is, the first tip that I would give everybody is understand what sales actually is. Sales is not a good or a bad thing. Sales is just a tool that can be used for good or for how bad.

Zander Fryer:                     Now, if you’re a good person and we talk about, in the coaching space or in the health and wellness space, and your job is to bring good and value to people, you actually have a moral responsibility to sell more. The way I explain it, it’s like, most people don’t get this but one of my favorite salespeople in the entire world, Martin Luther King.

Zander Fryer:                     Most people don’t think about this, but Martin Luther King was one of the best salesmen of an entire generation. He sold an entire country, and frankly the world, on an idea. If you go through his “I have a dream” speech, it’s all marketing copy, influence, sales strategies. He uses urgency to really get people to move forward. It’s a beautifully-written sales page. It’s phenomenal. Now, would you say Martin Luther King was a good person?

Yuri Elkaim:                         I think so, yeah.

Zander Fryer:                     I would, right? If he was afraid of people not liking him for a message he was putting out there, where would we be now? And I think that’s something that, first and foremost, I want everybody to understand. If you’re doing something good, you have a moral responsibility to sell your idea, to sell your services, to sell your products, because sales is just a tool.

Zander Fryer:                     So you need to get over the relationship that you have with sales, because it’s not good or bad. It’s just a tool, and I believe everybody listening to this is probably a good person, and they probably have something amazing that they need to get to the world. So the first thing that I want them to ask themselves is, “What am I holding myself back for when truthfully, if Martin Luther King was worried about people liking him, we would not be where we are today?” Right?

Yuri Elkaim:                         Yup, totally.

Zander Fryer:                     So I think that’s number one. Number two, I think would be … and this kinda goes back to what you were just talking about. People are afraid of rejection. People are afraid of hearing the word, “no.” One of my favorite books in the entire world is the book Go For No. I don’t know if you’ve read that one.

Yuri Elkaim:                         Go For No?

Zander Fryer:                     Go For No.

Yuri Elkaim:                         Okay. I have not. It sounds good, though.

Zander Fryer:                     It’s phenomenal. It’s like an 88 page book. You can read it on a lunch break.

Yuri Elkaim:                         Nice.

Zander Fryer:                     But the whole premise of it is, there’s certain levels of successful people in the world, and the most successful of them are the ones that are willing to hear, “No.” That same mentor that I just mentioned that got me to quit my job, one of the other things that he said to me, he’s like … He was making seven figures at the time. I was making nothing. And he said, “Do you know the difference between where you’re at first starting off, and having a seven-figure business?” And I said, “I don’t know.” And he said, “A million nos.”

Zander Fryer:                     That just shifted my idea of what it took to be successful. I just heard to go hear more nos. And so in the book Go For No, it talks about the five levels of no. It starts off with the ability to fail, or the ability to hear “no” or rejection. Everybody in the world can fail. Everybody can fail.

Zander Fryer:                     Now, the next level is actually a willingness to fail, a toleration of failure, because you know that you’re gonna need to fail a little bit to move forward and grow. So you can tolerate failure. About 20% of the world is willing to tolerate failure. That’s not enough. You need to actually want failure.

Zander Fryer:                     You go into that 5% of really successful people, whether it’s business owners, entrepreneurs, salespeople. You actually want to hear, “no.” Because you know that if you’re hearing “no,” that means you’re going far enough and you’re pushing yourself and you’re growing. You’re getting out of your comfort zone. So then there’s the people that want to hear “no.” That’s the 5% that will be truly successful.

Zander Fryer:                     Then there’s the people that not only want to hear “no,” they want to hear “no” faster, hear it more, and hear it bigger. They wanna fail big. They wanna fail fast. They wanna fail strong and hard, because they know that if they’re gonna fail, they might as well do it going after big, crazy goals.

Zander Fryer:                     And so, I think probably the next thing that I would give for everybody, is just start to shift your belief around rejection, because most people think rejection is on the opposite side of success. We wanna stay away from rejection and failure, and just go for success. It’s like, no. Rejection and failure is on the way to success.

Yuri Elkaim:                         Totally.

Zander Fryer:                     So that’s probably the second thing that I would give people.

Yuri Elkaim:                         I think just even there, just those two mindset shifts, we can talk about the mechanisms and scripts and all that stuff, but none of that stuff matters if you’re not willing to do what you just said. Look for the no. Understand that failure is part of the process. It’s not something you wanna run away from. It’s part of the journey, that you have those failures and nos.

Zander Fryer:                     100%. Yeah.

Yuri Elkaim:                         Yeah.

Zander Fryer:                     Yeah, 100%, and I think in the end, it all comes down to that mindset and that belief. We’ve worked with companies. We’ve worked with individuals that have perfect sales “tactics” and strategies, but then once you start to shift some of the mindsets and the beliefs, and the intention and the energies, their sales will go from 30% to 50% to 60, 70%. They’re just like, “We’re still using the same script. What the hell is going on?”

Zander Fryer:                     It’s like, “Well, you’re approaching it totally differently. You’re not approaching it with this fear of rejection. You’re not approaching it like you’re a bad person for trying to sell this person. You’re approaching it like you’re saving this person’s life.” I’m sure a lot of the Healthpreneurs that you work with, honestly, their services save lives.

Yuri Elkaim:                         Life-changing, for sure.

Zander Fryer:                     It’s life-changing, and if you’re preventing yourself from having someone work with you, because you think that selling is bad, that’s what blows my mind.

Yuri Elkaim:                         Yeah. “But at least they’re not gonna get pissed off at me, and we’ll just part as friends.”

Zander Fryer:                     Yeah. “But at least they’ll like me.” That’s the most selfish thing I’ve ever heard.

Yuri Elkaim:                         Totally.

Zander Fryer:                     You would rather them be a friend for 45 minutes or for 30 minutes, than to change their life, and then they invite you to their wedding or their kid’s wedding ten years from now. That’s the type of relationship that I wanna have with someone. I wanna be able to look them in the eyes, call them out on their bullshit, help them move forward, so that we’re not friends for just 30 minutes. I actually get to be there for their wedding, for their first kid, for all these other things that are gonna go on, because I got to help them, really help them.

Yuri Elkaim:                         Yup, totally. Dude, this has been terrific. And guys, we can go down the rabbit hole forever on this stuff, but I’m hoping you’re starting to see this theme come up over and over again with these conversations and through all these different interviews that we’ve done. Zander, before we finish off, are you ready for the rapid five?

Zander Fryer:                     Let’s do it, man.

Yuri Elkaim:                         Actually, before we jump into that, what is the best place for our listeners to check you out online, stay up to date with what you’re up to?

Zander Fryer:                     Sure, yeah. So you can go to zanderfryer.com. Check us out on there. Our main offer is, we do high-impact coaching, so we work with coaches and help coaches build sustainable, profitable businesses. We also have our Instagram, @zanderfryer and @highimpactcoaching. Check us out anywhere there. Feel free to reach out to me on DM. I’m happy to answer any questions that you guys might have.

The Rapid Five

Yuri Elkaim:                         Awesome, perfect. Now, let’s jump into the rapid five. All right, so you’ve got no prior knowledge of what these questions are.

Zander Fryer:                     No, that’s what makes it fun.

Yuri Elkaim:                         Number one, what’s your biggest strength?

Zander Fryer:                     My biggest strength?

Yuri Elkaim:                         Yeah.

Zander Fryer:                     Oh. To take it back to where we started this conversation, I would probably say my ability to just really embrace the four-year-old me, be creative, be silly and joyful and playful when I need to, but also be able to just let it … kinda like we’re talking, you can tell I’m pretty passionate about this stuff, but just letting myself really feel it. I think my biggest strength is honestly just being able to be a four-year-old kid when I want to.

Yuri Elkaim:                         Cool, love it. Number two, what’s your biggest weakness?

Zander Fryer:                     Biggest weakness. I feel like this is something that I’ve really been working on, but for me, it’s kind of counterintuitive but it’s always been a really deep fire, a really deep drive to achieve that highest vision, highest purpose of me, to the point where sometimes it has caused me in the past to push towards burnout. And we hear this with entrepreneurs a lot of times …

Zander Fryer:                     Push towards burnout, push yourself harder than you could see imaginable. Have to be super grateful for my girlfriend Maddie and everything she’s brought into my life, to really kinda bring me back down to reality. But I think that’s probably been one of my biggest weaknesses is just getting the blinders on, and just going full board ahead without any recognition of anything else going on in my life.

Yuri Elkaim:                         Yeah, nice. Well, you’re a true driver, right? For sure.

Zander Fryer:                     Yup.

Yuri Elkaim:                         Cool. Number three, what’s one skill you’ve become dangerously good at in order to grow your business?

Zander Fryer:                     It’s gotta be sales.

Yuri Elkaim:                         Yeah.

Zander Fryer:                     Somebody asked me the other day what the most important money-making skill was, and I would actually sum it up into persuasive communication, or influential communication.

Yuri Elkaim:                         For sure.

Zander Fryer:                     Because like I mentioned, you can be selling on a consultation or a call. You could be a good copywriter, where basically you’re influencing via your writing. A great speaker is influential in their speaking skills. Most of the time it’s sales copy. So I would say that influential, that persuasive communication for sure.

Yuri Elkaim:                         That’s great. Number four, what do you do first thing in the morning?

Zander Fryer:                     I go to the bathroom. First thing in the morning, first thing that I do is I have a quick little meditation breath work routine to warm up the body, and then I get right into my meditations, visualizations, affirmations.

Yuri Elkaim:                         Awesome. Very cool. And finally, complete this sentence: “I know I’m being successful when …”

Zander Fryer:                     I know I’m being successful when I am coming from a place of love, growth, and purposeful action all the time.

Yuri Elkaim:                         Awesome. Love it. Dude, Zander, thank you so much for taking the time, for joining us, for sharing your wisdom and your perspective. This has been great to connect finally, and I’m sure the audience and listeners and viewers are probably loving this interview, so guys, check him out, zanderfryer.com. Follow him on Instagram, and Zander, once again, thanks so much, buddy.

Zander Fryer:                     Absolutely. Thanks for having me, man.

Yuri Elkaim:                         For sure.

Yuri Elkaim:                         Hey, thanks so much for joining us on this episode of the Healthpreneur podcast. If you’ve enjoyed this episode, here’s what I’d like you to do right now. If you haven’t done so already, please subscribe to the Healthpreneur podcast on iTunes, and while you’re there, leave us a rating or review. It helps us get in front of more people and change more lives.

Yuri Elkaim:                         And if you’re ready to start or scale your health or fitness coaching business, and want to start getting in front of more people, working with them at a higher level, without trading time for money, then I invite you to check out our free seven figure health business blueprint training, totally free right now, and you can do so at healthpreneurgroup.com/training.

Yuri Elkaim:                         For now, thank you so much for joining us. Continue to be great, do great, and I look forward to seeing you in the next episode.

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What You Missed

In our last episode, my three awesome Results Coaches and I talked about the certification epidemic. Most of you listening have probably gotten some certification or another, right?

The thing is, certifications are important, but there’s a point when you need to stop using them to justify stalling the forward momentum of your business. If you keep getting certification after certification but never actually help clients, what’s really holding you back?

Not lack of qualification, that’s for sure! It’s your mindset. Are you comparing yourself to others? Do you fear putting yourself out there? Are you waiting for that magical moment where everything is just perfect? Well, another certification isn’t going to fix that.

Listen in to find out what we think about this certification epidemic and why you should just get moving already.

by Stasia

The Certification Epidemic

Welcome to the Healthpreneur podcast, where we bring you the best information to get your health business to the next level! Today I’ve got my three awesome Results Coaches – Steph, Jackie, and Amy – on the show discussing the certification epidemic. Most of you listening have probably gotten some certification or another, right?

The thing is, certifications are important, but there’s a point when you need to stop using them to justify stalling the forward momentum of your business. If you keep getting certification after certification but never actually help clients, what’s really holding you back?

Not lack of qualification, that’s for sure! It’s your mindset. Are you comparing yourself to others? Do you fear putting yourself out there? Are you waiting for that magical moment where everything is just perfect? Well, another certification isn’t going to fix that. Listen in to find out what we think about this certification epidemic and why you should just get moving already.

In This Episode Amy, Jackie, and I discuss:

  • How too many certifications can hold you back.
  • The importance of being good at your craft – but not stalling.
  • The real problem (hint: a certification won’t solve it).
  • Why a supportive network is critical.
  • “Just in time” versus “just in case”.

 

01:30 – 04:00 – Introducing today’s topic: The certification epidemic.

04:00 – 07:30 – Using certifications as a stall tactic

07:30 – 12:00 – The mindset and action you need to create

12:00 – 15:00 – The network prescription and handling haters

15:00 – 18:30 – Not operating on a “just in case” basis

18:30 – 22:00 – Getting out of the “more and more” mindset

Transcription

Yuri Elkaim:                         What’s going on Healthpreneurs? How are you doing? Welcome back to the show, Yuri is here with you with Steph, Jackie and Amy; three of our awesome results coaches. Welcome guys, how’s it going?

Amy:                                     Hey

Jackie:                                   Hi

Steph:                                   Awesome

Introducing today’s topic: The certification epidemic

Yuri Elkaim:                         Wicked. So, today we are going to be talking about a topic which I think is- I don’t know, we’ll have some fun with this. It’s called the Certification Epidemic and if you’re watching this, you’re most likely a health or fitness expert and that means you’ve probably gotten some type of certification at some point in your life. You’ve probably done the personal trainer exam, you’ve gone to school for a certification or degrees and you’ve maybe done multiple different types of certifications. And what I want to postulate in today’s episode is that I think having or going down this road of having too many certifications can actually be holding you back from your dreams and we’ll talk about why that’s the case in today’s episode.

Yuri Elkaim:                         Amy, just out of curiosity, what type of certifications have you done in your fitness training?

Amy:                                     In my fitness career, Personal Trainer, I have a functional training certificate. I then have Precision and Nutritional level 1 and level 2. I have a bunch.

Jackie:                                   You just got your Yoga certification.

Amy:                                     What is it?

Jackie:                                   You just got your Yoga certification too!

Amy:                                     Yes, I did. I did just get my Yoga certification. But that was after 10 years of denying myself.

Yuri Elkaim:                         So let me ask you, why did you get your Yoga certification?

Amy:                                     I got my Yoga certification because I love yoga. Yoga is so important to me, it really is central to my life. It’s really a part of who I am and so when I went for this certification, it was really for me. My yoga teacher said, “You don’t have to teach.” She was like, ” Just do the course, it’s going to be so good for you.” So, I took if for a different reason than all my other certifications.

Yuri Elkaim:                         And Jackie and Steph, you guys have done your own stuff as well, which is great. One of the things I want to get across in today’s episode is that you have to be good at what you do, you have to be very good at your craft. So if part of that is going to school and getting certifications, sharpening your saw so you can better help your clients, I’m all for that and I think it’s really important because if you don’t have the tools in the toolbox, you can’t fix a lot of problems. So that’s important. But the other end of the spectrum is where a lot of people in most days use more certifications as a stall tactic from putting themselves out there to do what matters most which is selling and enrolling clients and actually putting themselves out and building a business.

Using certifications as a stall tactic

Yuri Elkaim:                         So I want to ask you guys; Jackie, you’ve obviously done a lot of calls for us; has this been something that’s come up for you where you’ve spoken to someone who is like “I’ll get this started when I’ve got my ducks in a row and I’ve gotten this certification done.” I’m sure that’s happened a few times. Tell us a little bit about that.

Jackie:                                   Yes and thankfully I can relate to that because I have multiple coaching certifications in different levels and what I’ve come to realize is that they all were great tools in the toolbox but then I was becoming a master of many instead of one. And thank God because I would have been tens of hundreds of thousands of dollars later. And so really when I get to people on these phone calls and they say, “Now I need to have this,” or “I need to finish up this,” the cool thing is, we usually get to a point where it’s like, “I don’t need any more, but I do want to finish what I’m doing,” and “How cool would it be to have clients at the end of it instead of trying to wait another two, three, four five, six months to figure out how to get clients?” So I congratulate, and start to coach and train in real life and get paid on graduation day or before.

Jackie:                                   That’s the really cool part when you use the Health Business Accelerator workshop. I wish I would have had this, Yuri, way back when you and I started working together, right?

Jackie:                                   You can get in that whole cycle of and going back to like mindset even, it’s more like feeling not good enough, having the spotlight syndrome, comparing ourselves to others when really, we bring a unique talent just who we are as we are. Steph and I have even been through the same training programs but yet we still bring different components to the table. We worked in Corporate America together in different levels and we still bring different components, right? So it’s not even about comparison anymore, it’s more like just focusing on your gifts and talents, bringing that to the table because there’s a lot of people who are looking for you and can’t find you because you’re still taking another training program and you’re going to do that forever until someone helps you break that cycle.

Yuri Elkaim:                         I think you really hit the nail on the head, because it really is what you mentioned. There’s so much self-doubt because everyone is comparing themselves to everyone else. ” Oh my God, this person has so many letters behind their name; this person has so many whatever’s behind their name; this person is crushing it on Instagram; oh, they’re PM level certified whatever or I’ve got to do this or that.” And again, it’s this balance of doing enough to be dangerous but also not falling into the lifelong student syndrome.

Yuri Elkaim:                         I’ve got friends from university which I graduated almost 16 years ago, and they are still in school. They are still doing the PhD thing. Listen, that’s fine if you want to do that, maybe I’m really just delusional in my thinking about this, but I feel like some of them are almost trying to avoid the real world by being a student forever. And I see this happen a little bit too much in the health and fitness face as well.

Yuri Elkaim:                         Steph, because you do a lot of great coaching with our clients, does this come up with some of the coaching calls that you do in terms of people not believing themselves enough, having that self-doubt, how does all of this kind of creep into that?

Steph:                                   A hundred percent. So I think that a lot of times, just like Jackie was saying, is that a lot of it stems from lack of self-worth and not feeling ready. So you’re constantly getting ready to get ready. It’s like “Once I get this certification done, then I’ll be good enough.” Then you’ll get that certification, “I still don’t feel good enough. Okay, maybe I need to get this certification and then I’ll be good enough. Nope, still don’t feel good enough.”

Steph:                                   But the funny thing about it is that you have this big dream to help all these people and make a lot of money hopefully at the same time. You feel like you’re taking steps forward towards that big vision, that big dream by taking all of these certifications but really it’s like this cave analogy I always use: It’s like you’re going like this; the next podcast I listen to, the next video I watch, the next certification, the next book, the next this, the next that. You’re going in circles, going nowhere, you have to actually take action and do the thing, and see the clients, and launch the course, and try something that’s actually going to build your business rather than “Let me get ready. Let me get ready. Let me get ready. Let me do this. Let me do that.”

Steph:                                   There’s a lot of people that get stuck in that. There’s also a lot of perfectionism, so I just recently did some research on perfectionism and the last 30 years it has just exponentially gone up. Meaning people feel like they have to be, do and have everything they are seeing online specifically, so on like Instagram, on Facebook, so if you see this whoever, whoever doing all of these amazing things that has all of these letters behind their name, you think, “Oh my God, I can’t possibly do anything until I’m just like that.” When really people are just posting their highlight reels, it’s not even real, it’s very curated. So people just have to remember that, and Stephan James just posted something funny on Facebook. He’s like, “People always ask me what’s the first step. It’s like, take the first step!” You actually have to do something. There’s no perfect thing, you just actually have to do it and you can’t do that if you’re constantly thinking you have to get the next certification, and the next certification. You don’t need them. You really don’t.

The mindset and action you need to create

Steph:                                   That’s the thing, is if you build your own business and your own brand and doing your own thing, you really don’t need so-and-so certification of this certification or that certification. I learned that the hard way.

Steph:                                   And nobody asks you. I’ve never had any client ask me what certifications I’ve had. And my degree from college, from university is in Healthcare Administration with a minor in Business Communication. My minor’s gotten me farther than my major. And so, it’s more about who has coached you. When I would mention the people I’ve worked with, Dr. Jim Lair, Dr. Jack Ruppel, Heidi Hannah, Yuri Elkaim. When I start mentioning big players, they don’t give a a***. They’re like, “You’ve worked with high players, they obviously see something in you. I want to work with you.” It’s that next level up.

Yuri Elkaim:                         Absolutely. One of the things I was thinking about was what Steph mentioned. Think of it this way, guys, if you ever watch ESPN, or if you’re in Canada watching TSN, if you watch the top 30 goals of the month, those are like the highlight reels of really boring games. You are looking at these amazing goals and you’re thinking, “Man, that’s what I’ve got to do.” But the reality is, like in soccer, it was 90 minutes of a little like a big yawn. Not in all cases, but we miss everything that goes into what creates that goal. And I think it’s just a great perspective, you brought up stuff to constantly remind us. We live in this world of comparisons, that’s obviously going to happen no matter what; but I think it comes down to, you have to be so solid in your own skin that all that other stuff just washes away.

The network prescription and handling haters

Yuri Elkaim:                         A funny story, literally yesterday, I see this post on Instagram, and I’m like, “What the hell is going on?” Some dude saw a video of mine on my health channel where I talk about drinking a lot of water with your meal is not a great idea. So some dude turns that into a meme, and it’s got my face on it from the video with this huge headline saying something like, “Drinking water is bad for you.” And then he goes on to destroy me saying I’m this f-ing a****** and this, and this, and this. He’s now upturned 50,000 followers. And he put this up on Instagram and Facebook and it’s amazing how fast people jumped in like “Yeah, this guy’s a frigging idiot” and whatever, whatever. I’m like guys, watch the video for context. But the thing is when he posted that, we had people who follow me who jumped into the conversation like “WTF” “What is this about?” “What are you guys doing?”

Yuri Elkaim:                         The thing is that it didn’t even phase me. Maybe years ago, I would have had that, like, “Oh my God, what is going to happen?” I didn’t even- that butterfly feeling, that sinking stomach feeling- it didn’t even happen for a second. Because I just kind of scrolled through his feed really quickly; his whole business is built around tearing other people down. And I’m like man, that’s just the way he is. I’m not going to engage in this nonsense. Who cares?

Yuri Elkaim:                         You have to get- and I don’t know what the prescription is to build that type of thick skin other than the fact that you just have to build thick skin. You have to put yourself out there. I’ve literally been dealt, and we all have, negative comments, people smack talk you, telling us like, we look a certain way. If you don’t put yourself out there, you’re going to stay safe. You’re never going to see that stuff. And I think a lot of times we don’t put ourselves out there because we fear that backlash, but the only way to get better at dealing with that backlash is to deal with that backlash. Do you think Trump cares what people think about him?

Jackie:                                   Yeah, Yuri, the prescription is-it’s simple, it’s having a good network, like a tight, small network, not hundreds of thousands of people like your master minds, like up leveling to next coaching groups and a coach. Sometimes that self-doubt, sometimes that negative talk is worse than that person who just posted a meme about you. Sometimes it comes from internally and it holds us back from taking that step. So I think when you have that coach or you at least have a network or both, where you can lean on that and people can call you out on your own self insecurities in a very loving and kind way and break you out of those habitual thoughts, then you can move forward. And you can be like, “Yeah, that next credential, it may be nice to have.” It’s not a must have.

Jackie:                                   I used to view Ty Lopez. I’m like, “Oh my God, there’s Ty Lopez again.” He used to drive me bonkers. I watched a really cool episode of him on YouTube over the weekend because I wanted to understand the real Ty Lopez. I just didn’t want to know him as a guy who read a book a day, or an hour, or five books a day. I don’t remember. He was just reading so many books, and it was driving me bonkers because I don’t teach my personal coaching clients that. I tell them to read one book a year, I don’t care, just read something and take action on it. If you’re going to read one a day and not take action, what’s the point? That’s why he rubbed me the wrong way. But now that I got to know him, he’s pretty brilliant and he has his stuff together and he does more than what all of society, all of these other haters have done or said about him.

Not operating on a “just in case” basis

Yuri Elkaim:                         Another section I’ve had recently is just in time versus just in case. So, it’s learning something that, if we go back into people looking to deploy their business, they’re thinking about “I’m going to get this just in case this happens. I’m going to get this certification just in case some time down the road, I have to deal with this.” And again, I understand that everyone is different from the way we’re made up. Jackie and I were very similar in terms of we’ll just jump into something without thinking much about it. Not everyone is like that, so I understand that.

Yuri Elkaim:                         But for me, it’s like I’m going to jump in and do this and then if something comes up, then I’m going to get the skills to deal with that. And so what that allows most people to do is it allows them to take action and move forward and when stuff comes up, in that just in time scenario, you have that deadline, urgency really, to get that stuff figured out as fast as possible. And that, again, is not for everyone but for me it’s really worked well because otherwise you’re just accumulating stuff that you’re never going to use and it’s kind of like reading 52 books instead of reading one book and mastering it and going deep with that.

Yuri Elkaim:                         Amy, I apologize because I muted your line on my end, but I think you can unmute yourself. I’ll let you jump in there.

Amy:                                     It’s all good. I wanted to piggyback on what Jackie said about having a coach. I had a great session with one of our clients the other day, one of our check-in calls, which is just so great that we’re doing these 2 weeks and the 4 weeks in with our clients. So it came down to it, we went over all the nuts and the bolts and the programs is sounding amazing, and really getting back, again, just super simple, and the end of the call comes and there’s silence and the question is “So how do I get over imposture syndrome?”

Amy:                                     And I think this is exactly what we’re talking about and I said, “You know what, you just have to go live and do it.” And that’s it, that’s the only way. You’re never going to, as you said, that next certification, all it’s going to do right now is empty your bank account and fill your brain with more stuff to confuse you. It doesn’t mean you can’t do that down the road, but right now, what can you do to help people including yourself? And that’s really what we see is people struggle with that whole money mindset, so how can you help yourself by increasing your income when you have to increase your impact and you’ve got to just do it.

Amy:                                     So definitely lean in for the support because that was really, there was nothing else to say or do other than just get it done and put it out there.

Yuri Elkaim:                         Thank you for bringing that up, Amy because that posture syndrome affects every single person. I’ve dealt with it. I stalled starting Healthpreneur for two years because of imposture syndrome. So I’ll be very honest with you guys, I went through some major mental issues because, like an identity crisis. I’m this health and fitness guy but I’ve really figured this marketing and business stuff out and all of a sudden I’m going to start teaching that stuff. Who am I to start teaching that stuff? Who’s going to listen to me? Two years of mind freak.

Yuri Elkaim:                         So, guys, everyone goes through this and the only way to get through, like Amy says, you just have to do it. And the thing is, you’ll always be one step ahead of someone else and you’ll always be one step behind someone else as well. So, I really believe that most health and fitness experts take for granted what they know. It’s like, “Oh, everyone knows this.” No they don’t. No they don’t. We’re speaking English, they’re speaking Arabic. It’s different languages guys, you have to really understand that we have magic that can make a big difference in people’s lives and you don’t need more letters behind your name. You could have been a dropout in college, I could have dropped out of university and I still would have had enough knowledge and wisdom to help a lot of people. Never forget that, never feel to do more and more stuff to serve others.

Getting out of the “more and more” mindset

Yuri Elkaim:                         Final thoughts, guys, before we wrap this up. We’ve talked about imposture syndrome, we’ve talked about perfectionism, we’ve talked about delaying and getting ready to get ready. Is there anything else we need to touch on to really drive this point home today?

Jackie:                                   I think it really all goes back to what Stephanie said, it’s that action but what takes it a little deeper is aligned action because that’s going to be heart centered, that’s going to be authentic, that’s going to be true, you don’t have to know it all. When I say I’m a mindset coach, people are like, “Oh, great, that can go in every direction.” But I don’t help everyone. I don’t help everything or every mindset issue, there’s specifics that I’m really good at right now. It doesn’t mean I can’t get those skills and experiences later, but if I’m taking an authentic aligned action, it’s going to feel good, I’m going to be excited again. When we’re taking action based on fear, that’s what holds us up, that’s going to stop us, that’s going to lead to procrastination and that’s going to make us think I need more certifications.

Jackie:                                   So I think if we can just step back, reassess, and take aligned action, that’s going to be a big part of just moving forward with what you have and landing in on the coaching.

Yuri Elkaim:                         Make a decision out of love as opposed to fear. I think anything in life would be better from that fear.

Jackie:                                   Always wins, always wins.

Yuri Elkaim:                         Cool, guys. Well, if you’re listening to this, and you’re at a point where you’re thinking about kind of getting your business off the ground or to the next level and you’ve been delaying for a bit, maybe a little bit too long, then here’s what I want you to do. Check out our free training called the 7 Figure Help Your Business Blueprints. Go to healthpreneurgroup.com/training, check it out if your residence fits you and you’re at a point where you’re ready to make your business the priority in your life, aside from your health, friends and family and stuff, but if you’re ready to make this your thing, check it out. If this resonates with you, then book a call with us and we can figure out a game plan for your situation and if we’re a fit to work together, that’s cool, if not, totally fine as well. But that’s all today, guys. Thank you for joining us, once again, another between the ear session on the Healthpreneur Podcast and we look forward to seeing you in our next episode. Thanks guys.

Yuri Elkaim:                         Hey, thanks so much for joining us on this episode of the Healthpreneur Podcast. If you have enjoyed this episode, here’s what I’d like you to do right now. If you haven’t done so already, please subscribe to the Healthpreneur Podcast on iTunes, and while you’re there, leave us a rating or review. It helps us get in front of more people and change more lives. And if you’re ready to start or scale your health or fitness coaching business and want to start getting in front of more people, working from a higher level, without training, time or money, then I’d invite you to check out our free 7 Figure Health Business Blueprint Training, totally free, right now, and you can do so at healthpreneurgroup.com/training.

Yuri Elkaim:                         For now, thank you so much for joining us, continue to be great, do great and I look forward to seeing you in the next episode.

Subscribe

If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

What You Missed

In our last episode, I talked about improving the sales process by revealing the number one objection that kills your business and keeps your potential clients in pain.

And guess what? It has nothing to do with money. This common objection must be addressed and you must prepare for it.

Tune in to hear how to never let this objection get in the way of selling your product and helping people again.

by Stasia

The TRUTH About Your Money Problem

If you are a health or fitness expert, coach, or practitioner and you’re wondering to yourself, “Man, I wish I could just make more money,” well I’m going to tell you right here in this video the true problem behind that statement.

My name is Yuri Elkaim, founder of Healthpreneur. I help health experts like yourself start and scale very successful high-end coaching programs that create amazing results for your clients.

The Biggest Challenge Most Health Coaches Has

We speak with a lot of people every week who are health coaches, health experts, practitioners, you name it. I can tell you one of the biggest challenges we find is that health coaches and experts just don’t make enough money. It’s plain and simple. It’s sad, but it’s the reality. I think out of all the professions you can think of, internet marketers, business, accountants, lawyers, whatever the professionals might be, health experts for the most part undervalue themselves, and I don’t understand why because you’ve got amazing wisdom and magic that can really transform someone’s health, right? Never discount that.

It’s NOT A Money Problem… It’s an Income Problem

So, I want you to remember this. If you have a money problem, you actually don’t have a money problem. You have an income problem. And if you have an income problem, then what you really have is an incoming problem, which means you have no predictable way of generating leads and clients into your business like clockwork.

That’s the biggest problem that we see in all of the businesses that we help. The very reason we exist as a company is because of this problem.

We know there’s amazing schools out there certifying coaches and professional schools where practitioners are coming out of, but none of these schools are teaching their students how to build a business.

The Health Industry Certification Merry Go Round

The health industry is plagued by this certification badge of honor system, where it’s like you have to get one certification and another and another and another and another and another where eventually people will take you seriously enough to work with you. Listen, you don’t need 10 certifications. You know more than most people. You’re fine. As long as you can help someone achieve an outcome, that’s all that matters. I’m all for personal development and growth and all that good stuff, but never let that stop you from building a business that actually helps people. Right? Everything else other than helping your clients is just getting ready to get ready.

How To Generate More Leads And Clients Into Your Business

So how do we generate more leads and clients into our business? Well let’s look at the different options you have in today’s day and age. So you have a website, right? You have a beautiful website, you spent thousands of dollars on the website, and you put it up online and then what? Nothing. Exactly. Or, you could write a lot of blog content,  posting one blog per wee 0r, blog post per day, you put it up on your website and then … exactly. Nothing. Or you have a YouTube channel. You put up some videos, you put some content here and there, you share your opinions, you get all this beautiful studio setup or you shoot from your iPhone, you put up the video and then a few people see it. Or maybe you do some Facebook Lives or post some cool quotes on Facebook and nobody sees it. Or maybe you decide, you know what, I’m going to do what everyone else is doing on Instagram, I’m going to take photos of every single thing I eat, and I’m going to take photos of you know what, and then eventually they’ll do business with me, right? Because that’s the way to do it. I want to become an influencer.

All of these scenarios are just … they don’t make sense. I’ve been online since 2006 and I’ve done everything from product launches, summits, three physical published book launches, including a number two New York Times bestseller, high-end coaching programs, supplements, e-books, lead magnets, our blog gets a million visitors per month, my YouTube channel has 250,000 subscribers, that’s actually my health and fitness channel, not the Healthpreneur channel.  I tell you all this stuff because I’ve done everything you’re probably thinking of doing or the stuff all those internet marketers are telling you have to do.

And listen, all that stuff can work, right? There are many different ways you can scale the mountain. But you have to ask yourself, what is the opportunity cost of pursuing this business model? And I can tell you, the opportunity cost is a lot of time, frustration, and money. Now over the years, I’ve discovered something that we’ve actually used to build our Healthpreneur business from the ground up to more than a million dollars in one year very quickly, and it’s exactly what we help our clients do who are also health and fitness experts who would rather not waste their time doing all that nonsense I just mentioned.

What You Need: The Perfect Client Pipeline

And what we’ve developed is a really very simple four-step process called the Perfect Client Pipeline. It’s a four-step process and it’s super simple to deploy in your business. Now I say it’s simple, but not easy. I don’t ever want you to think that building a business is easy, because it’s not, and if you think it is then you probably shouldn’t be in business. This is about building something really substantial, not a hobby. If you’re looking to build a side hustle or a hobby, there’s no space for you. There really isn’t, because it’s too competitive to be mediocre. You have to be better.

The good news is that because there’s so much mediocrity, it’s actually fairly easy to stand out and be better than most what everyone else is doing. But you have to make the decision. Is this a hobby that, oh if it doesn’t work out, I’ll just go back to massage school. Or is this like all your eggs are in this basket, you’re going to make this happen no matter what? If you’re the latter, then that’s awesome, because more people need you. And if you like this type of stuff and you want to discover how we help our clients with that four step process, there’s two things I want you to do right now.

Next Steps

Step number one is subscribe to the Healthpreneur channel. We’ve got lots of amazing videos to help you with your mindset, your marketing, your monetization, and your self-managing systems to help you start and scale your business.

Once you’ve done that, I want you to return to our homepage, and on the introduction trailer video, there is a description. In that description there is a link. I want you to click on it. It’s going to take you to download a free copy of my bestselling book called Health Profit Secrets. Inside that book, I’m going to lay out our whole plan. The four-step Perfect Client Pipeline, and you can deploy it, you can run with it, you can do whatever you want with it. It’s all inside that book and you can get your free copy today, just for subscribing to the channel, it’s my free gift to you. Does that sound good?

Do WHAT?!!!

So let’s go back to your money problem. The money problem again is an incoming problem. The more leads and clients you have coming in, the more income you can generate, and once you’ve got more income, you don’t he any money problems anymore. Because the only way to solve your money problems is to generate more revenue. And the only way to generate more revenue ironically, is to increase your expenses.

Now hold on, Yuri, how does that make any sense? Well let me ask you this. If you want to make more money, what are you going to do? Please, just tell me verbally, speak into the camera, speak into the phone or the TV or the computer that you’re watching this on. What are you going to do? You have two options, okay, you have two options to increase your revenue. So I’ll give you three seconds.

Alright, so option number one is you’re saying okay, I don’t need to increase my expenses to make more money because I’m going to knock on people’s doors, I’m going to write blog posts, I’m going to shoot videos, I’m going to do all this stuff on social media, and all of that’s free. And you are completely 100 percent right. It is free. And that’s totally fine. But you know what you’re never going to get back? Your time.

So all that stuff can work, yeah you can increase your income maybe, it’s not going to be predictable, it’s not going to be scalable, but it’s going to take a hell of a lot of time.

The second way, the smarter way to build your income is to increase your expenses. So how do we increase our expenses? Well, we increase the right ones. Specifically things like advertising. How do we put a message in front of the right people, put some money behind it to amplify the message, and now instead of your manually typing into Facebook or manually typing into Instagram, you’ve got one message or one ad that is doing all the heavy lifting for you. You spend more money on ads, you have more leads and clients coming in, your income goes up.

And if you do it properly, you’ve got really good margin. For instance in our business, for every dollar we spend on Facebook, we make about eight dollars in return. Do you think I’m going to keep doing that? Yes. Here you go Facebook, here’s a dollar, I’ll take eight in return. Now would you like that? Hopefully the answer is yes. If so, I’m going to share exactly how we do that inside the Health Profit Secrets book. Again, subscribe to the channel to get that.

The second thing in terms of increasing your expenses you want to consider is bringing on people in your team. People propel you forward. You can build a business by yourself but you’re only going to get so far. Maybe to high six figures if you’re lucky. But if you want to really accelerate your growth, it’s going to come through people. Never go the cheap route when you’re trying to hire. And you might be a bit too early on for this discussion, so I’m just going to stop here and just let you know that people and advertising are two of the best and fastest ways to grow your business in terms of generating more leads and clients. And as you do that, you generate more income and when you generate more income, you have fewer money problems. Now I’m not saying problems go away because they don’t. But you become better at solving them. You’re a better version of yourself to be able to handle bigger problems.

Now final thing I’m going to mention is look at this, okay? So, I want you to think about this. You can make $100,000 a year in your business, and let’s say your business is 50 percent profit. $100,000 … if I can speak, $100,000 a year revenue, 50 percent profit, how much money do you take home? $50,000, right? Now let’s say your business grows to a million dollars but it’s only 20 percent profit. How much do you take out of that? $200,000. Big difference. What if your business hits 10 million dollars, but it’s only 10 percent profitable? Well now you take home one million dollars. Do you see the difference here? It’s that we’ve grown in size, we’ve grown our expenses so our profit margins are smaller but you actually make more profit because you’re taking a smaller piece of a larger pie.

Now I’m not saying that everyone has to build a 10 million dollar business, but I don’t want you to think small because when you think small, you don’t serve people in the way that you can.

If you’ve enjoyed this video, then be sure to subscribe to the channel.  There’s lots more amazing things to help you start and scale your health coaching business so you can help more people, help yourself, and really live a great life in the process.

So once again thanks so much for joining me on this video, I hope it’s found you well, and subscribe today, and I will see you in the next video I guess. Yeah, we’ll see you in the next video right?

Subscribe

If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.

While you’re there, leave a rating and review.  It really helps us out to reach more people because that is what we’re here to do.

by Stasia