Transcription

Hey, guys. What’s up? Yuri back with you. Welcome back to the show. Today, we’re talking about should you market your program, your coaching program before it’s ready?

This is a terrific question and this has come up a few times amongst our clients so I thought you know what, let’s talk about it on the episode, on the podcast and let me give you my perspective on this.

If we look at the idea that we need to have everything done before we start anything, the reality is that most of us are never going to do anything. We’re always trying to get our ducks in a row. I love that saying like, “I’m just waiting to get my ducks in a row.” Guess what? By the time that happens, you’re going to have no more ducks.

Why a systemized program is key – but doesn’t need to be perfect

I’m a big believer in taking imperfect action. I’m a big believer in having an idea of where you’re going to go with your program and at least understanding the process, but in terms of the nitty gritty, what’s the first video that I’m shooting, does that have to be all done? What’s the second video? All the specifics of the content, do those need to be ready before you can start enrolling clients? My belief is no. Because if you’re running a coaching program, there’s two ways of doing it. I think for most people starting out, the best way to do it … and if you’re not, and this is specific to running a group program for the most part, whether that’s two people, 20, 200, doesn’t matter, not necessarily one on one. If you’re doing one on one, you don’t really have a business because it’s improv. For the lack of a better term, it’s improv.

What you do need to have in place before enrolling clients

If you don’t have a system in place, first of all, attracting clients and most important, the delivery, there’s no system there. Who do you help? I help people with gut issues, cancer, weight loss, diabetes. You’ve got no system. You’re helping a smorgasbord of people and you’re having individual conversations with them, and there’s no rhyme or reason to how you’re helping them other than you giving them advice. You can’t scale a business like that.

What I’m talking about is when you move away from one on one to one to many, you need some type of systemized program that everybody goes through. They all come in, they do this, this, this and this. Maybe they have some check-ins with you individually, but for the most part, there’s a fundamental training that is given to these clients to help them go from where they are to where they want to be.

Does that training need to be done before you enroll clients? The answer is no. The answer is really you just have to be one step ahead of your clients, which means this. Let’s say you know exactly, you have a four-week or a six-week or an eight-week program. You have the overarching structure of what’s going to be covered in each of those different weeks, the steps that people are going to go through, right? You can’t market anything without knowing that. You cannot enroll clients without telling them the process through which they’re going to go, right? You have to know what that process looks like, but again, you don’t have to have the content created within that process yet.

Let’s say that today, you’re opening up the doors and you’re saying, “You know what, I’m going to start enrolling clients.” The only thing you need is the first week or so of content to be created, which means that they come in today and you have the first whatever needs to be done on the first week for them to do, a couple videos, a couple worksheets, whatever it might be, as long as you have that ready, you can enroll clients. And while they’re going that first week, what are you working on? You’re working on week two, right? It’s really almost like a beta. It’s you’re doing the program live, but you’re one week ahead of your clients and as they go through it, they’re going to tell you some really cool things. “Hey, I’m kind of stuck here. I don’t understand this.” Making notes, you can always go back and correct that or make things more clear in the future, but while they’re working through week one, you’re working through week two or module two. As they get to module two, what are you working on? Module three.

This is how I built my Super Nutrition Academy. This took me a thousand hours to build. I would never do it again. Never recommend you to do something crazy like that. It was more of a do-it-yourself course. It’s a 12-month pretty much certification in nutrition and what I did is I actually created the first two months before I released it. And then, I was under the gun to create the rest of it as clients were coming through. I gave myself a two-month buffer. I said, “I’m going to get the first two months done so that I have a little bit of breathing room. People come in today. I technically don’t have to do anything for two months ’cause that content’s ready to go for them, but once they’re at two months, what’s happening next? Month three. I have to get that stuff done.”

As clients are coming in, they’re working on month one. What am I working on? I’m working on month three. When I’m finished month three, I’m at month four. Now they’re coming into month two and now month one, two three and four are done, and I’m just a little bit further ahead of them on this little journey or this little race if you will. I didn’t create all 12 months before I started enrolling clients. I didn’t have to. I would’ve put off arguably the one program that has made our business millions of dollars. I would’ve delayed that by a whole year. Instead what I want you to think about is what’s the minimum viable product? What’s the minimum I need to get done in order for clients to come in? The answer to that is, as I just said, the first week or so of your program.

Fyre: An example of a total mess

Now with that said, I do want to make a public service announcement. I just watched a movie the other night on Netflix called Fyre, tremendous movie. If you want to get a reality check of some of the shenanigans people get up to, it’s insane. It’s about this douche bag, Billy McFarland who … I call him a douche bag. You’ll see why when you watch the movie. Essentially, he puts on this massive festival in some remote island in the Bahamas, $38 million in investments and delivers on zero of it more or less. Ends up getting millions of dollars in lawsuits, goes to jail, the whole thing.

This is a great example of what I do not want you to do. See, what they did really well is they marketed the hell out of that thing. They had the top models in the world posting on Instagram. There’s a huge amount of buzz around the event and they had a lot of … They sold out the events in two days. It was like several thousand people and they were selling packages for like $25,000 for a cabana or like a villa on the beach that didn’t even exist. It was ridiculous, right?

I’m not saying market the hell out of something you’re never going to create. I’m saying you’re obviously a better person than that. I’m saying know where you’re going with your program. Have a really good idea and outline and structure of it, but don’t procrastinate and obsess over “Oh, my God, I haven’t got all my videos done for the whole program. I don’t have everything ready.” It’s okay. It’s always going to be good enough to get your clients results.

How I’ve built our trainings – and why they’ll keep getting better

When we first started our health business accelerator, number one, it was more than half the cost of what it is now. The reason for that is because at the time, it was a two-day intensive workshop. That’s it. It was two days and then sayonara, see you later.

What we recognized was like if our clients’ results are number one, maybe we should turn this into a longer program. Eventually, it morphed into an online program, six months, all good stuff and then, we started adding things in like “Hey, we’re going to take care of all the tech for you. We’re going to build out your tech. We’re going to include free tickets to Healthpreneur Live. We’re going to bring in some more coaches. We’re going to do all this cool stuff.” As a result, the program got better and better and better and better, but I didn’t know what that stuff was going to look like from day one.

Even to this day, honestly, as of yesterday of this recording, I have still gone back into our online portal and I’ve gone back over some of the initial trainings and I’ve looked at this needs to be improved, this needs to be updated or we’re missing something here. I need to add something in here. This is the beautiful thing is that it’s a living, breathing organism. You make it better over time. You’re going to see feedback from your clients. They’re going to say, “Yes, this is working. I’m stuck here.” You’re going to see the same issues come up over and over again and instead of you responding individually all the time for the rest of your life to that issue, what do you do instead? You create one good training around it and you put inside your membership portal or your online portal for your clients. Now that one training is going to tackle that issue for the rest of time.

This is the beautiful thing about a coaching program where you’re very closely in the trenches with your clients is you’re getting feedback from them. You’re seeing what’s working. You’re seeing where they’re stuck. You’re seeing how things can be a little bit better and you make your program better over time. Your program, there’s never … It’s almost like a continuum to infinity. You’ll get there. There’s no perfect program. There’s no perfect phone. There’s no perfect car. The perfect whatever does not exist yet and it never will because perfection is a pipe dream. It’s like the horizon. We never get there. But what we can create is excellence and better. Your program a year from now I promise you will be better than it is today if you care about your clients and care about growing and making something amazing and it will be ’cause I think you’re that type of person.

Why you can’t wait anymore

I believe once again that you don’t have to have everything ready before you’re ready to market. All you have to know is what is the process you’re going to take your clients through because when you’re on the phone with them, you’re speaking with them, they’re going to be asking, “How does this work?” If you don’t know how to answer that, you can’t enroll them. You need to know how your process is going to work. First, we’re going to do this. We’re going to do this and we’re going to do this. It’s a three-month program. Here’s generally what we’re going to do. You’re going to start here. You’re going to finish here. Here’s the promise. Boom. Right? They don’t care about what’s being said on the third video on the second week. Eventually, they’re going to get there and that video should be there, but for now, just have faith in yourself that you can build out the content as you go.

Now again, for you, I love working under the wire. I love working under pressure. Maybe you’re not the same. If you need more than a week buffer, give yourself a month. I don’t know. Create the first month of content and then start enrolling clients, then get your marketing out there, but please don’t delay. ‘Cause again, think about this. The longer you wait, the longer you suffer. The longer you wait, the longer you’re basically putting off income coming into your business. The longer you wait, the more you’re letting people out there suffer before you can help them.

Think about that. Get out of your head and stop worrying about you and start thinking about other people. What you have is good enough to make a big difference in people’s lives. Even if it’s not organized the way you want it to now, it’s still good enough. I promise you that. Because for most people, what you take for granted as your knowledge and wisdom, they have no idea about. Even if it’s not perfect, it’s going to be powerful enough for them.

Here’s my challenge, my encouragement for you today is whatever deadline you’ve given yourself to get your program going, cut it in half. If you’re like, “Oh, my God, cut it in half. Are you crazy?” Yeah, I am crazy. I am insane and I want to give you a little bit of that insanity because that’s required sometimes. If you’re thinking, “I’m going to take the first three months to get my program dialed in, then I’m going to start marketing it,” no. I want you to do that in a month and then, get your stuff going. Is your program going to be done? I don’t think so, but who cares? It will get done after this first round of clients and then it’s done.

Hopefully, this message resonates with you. Hopefully, if you’re somebody who’s going through this thinking right now, that this gives you a bit more clarity, at least my perspective and I look forward to seeing you on our next episode. Thanks so much for joining me.

Hey, thanks so much for joining us on this episode of 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 review. It helps us get in front of more people and change more lives.

If you’re ready to start or scale your health and fitness coaching business and want to start getting in front of more people, working with them on 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.

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.

Transcription

Hey guys, welcome back to the show, Yuri here with Stephanie who is in mannequin mode and Amy who is actually in Vivo live with us, and then we’ve got the infamous gray black box on the screen.

Jackie’s actually closing on her house today so she’s not able to join us, but she’s with us in spirit.

Today we’re going to be talking about I think a really cool topic which is the two roads you have or that you can take to grow your business. We all have choices, no matter what we do we can take door number one, door number two. Quite honestly, there’s a lot of doors you could take with respect to anything you do in life, but what we want to do is out of everything you could do, we wanted to give a really high level perspective and view on this, which are two roads that I think are important to understand.

Amy brought this up earlier, so I think this is a good topic to discuss because I a lot of people I think need to know about this.

The challenges with the “Home Depot” path

Yuri Elkaim:                         Let’s talk about the first road and I will introduce the second road. The first road is, we actually talked about this in one of our trainings.

We talk about what most people do is they figure out what they want and why they want it. They figure out, “Okay, I want to get more clients. I want to get more clients because I want to make more money, impact them, have more freedom in my life. Then they ask a question which leads them down one path, which is they ask, “How do I do that?” Then they go down the rabbit hole of trying to figure this out themselves.

I call this the Home Depot path, which is you have shingles missing from your roof. You go to Home Dept, you try to fix the roof yourself.

Let’s start there, guys. What do you find to be the challenge when you’re speaking with perspective clients, or even clients who are trying to do everything themselves? I’ll let you start off, Amy.

Amy:                                     Great, thank you Yuri. It’s really interesting because what happens is, again, that fear pops up. People are trying to do it on their own because of all these emotions, “I should be able to do it, can I figure this out?” What ends up happening is can you do it on your own? Sure, but it’s going to take you forever. It’s going to take you a lot of trial and error. You’re going to end up dumping a lot of money instead of investing your money. You’re going to be spending money and not getting results. What I find is that whether I talk with folks that are perspective clients on the phone, and even our clients, there are two things that happen. One, we talk with people, we have a clear proven path. Yuri, you’ve done an amazing job of creating this step-by-step process, shining the light on, “This is exactly what you need to do.”

Amy:                                     That gets our clients there much quicker. What we find with folks who say, “This all sounds great,” but they’re fearful of making an investment in themselves and their business is we say, “Okay, I look forward to hearing your progress,” and they either end up quitting their business altogether, or they come back to us in several months having now, I don’t want to say wasted that time because they’ve learned a lot about themselves, but when they come back to us three months later they already could have had their perfect client pipeline deployed. They could already be serving clients who, just like them, need their help just like those folks need our help. I see a lot of time and money wasted, I don’t know how else to say that because they could be so much further along if they take that leap and invest in themselves, in their business instead of just spending and not knowing. The other thing that I see happen is people go all over the place because they don’t know exactly what to do.

Amy:                                     They don’t wait long enough to see the results. When you’re working with a coach, that person can hold space for you and guide you so that when you have that freak out, I remember talking to Rudy when I first started, “I’m going to turn my ads off,” and he was like, “Whoa, whoa, hold on.” We looked all the way through my numbers and even though my registrants were, I was acquiring at a higher dollar point, I was enrolling people at that $3500 month. On my own I would have shut those ads off, I wouldn’t have reached my clients and I wouldn’t have been earning an income that I wanted. I just see people going down the rabbit hole getting confused, discouraged and then all the people that are out there waiting for them, searching for them in pain are still waiting for them searching for them in pain, so it’s multi-fold.

Yuri Elkaim:                         Yeah, well that just said, those are great distinctions, and that’s the thing guys. That first path is really trying to do this by yourself. As Amy mentioned, it’s going to take you a lot longer, it’s going to cost you more money, but really, at the end of the day, we can always make money back, but what we can’t get back is our time. That’s the one thing you really, I don’t think a lot of entrepreneurs really get this until they’re further along in business because they think, “Okay, this is free, I’m going to do this,” but it’s costing you time. The more successful you get, the more you recognize that time is the real thing that’s the most valuable, money isn’t. We  just had a guy who reached out to me from our YouTube channel and he’s like, “Hey man, you’ve got some great content, but I’ve got some ideas on how we can get this seen by more people.” I was like, “You know what? Alright, let me see what he’s got.”

Yuri Elkaim:                         Really smart way he approached me, he actually gave me some really good ideas, shot a video of some stuff we can do on the channel and then he made me an offer that I thought was a no-brainer. I’m like, “Okay, I can do this stuff myself, or have someone who is one of our VAs do this maybe and get maybe close to those results and that’s uncertain. Maybe it would cost a little bit less.” Then he told me the investment and I’m like, “You know what? This is a no-brainer for me. He’s going to do all the work, I don’t have to do anything other than what I’m already doing, which is shooting videos, and I’m going to get the results that I want.” You always have this choice, guys. The first choice is you can do it yourself and the second choice is instead of asking how, you ask who. Steph, talk to us about why coaching can make such a big different for people in their businesses and in their lives.

Identifying those who have been down the path you want to take

Stephanie:                          Oh my goodness, that’s such a great question. It’s absolutely invaluable when you have someone who has been there before you to pull you up the mountain quicker. We’ve used this analogy before where there are Sherpas that help people get up to the summit of Mount Everest. There’s a reason why, it’s because they couldn’t do it on their own. Most of these, I mean there are people who have tried and they’re probably still up on that mountain not coming back down. The other thing that I’ve found is that, man, this is probably worse than I think even wasting time or anything else is that when you’re like, “Okay, I’m going to do this on my own,” there are so many different avenues that you can go down, especially when it comes to this online world, whether it’s blogging or video or Instagram or Facebook or whatever it is that you want to try, you don’t know what to do, so a lot of people get in that analysis paralysis where they literally are doing nothing, or they’re dabbling. It’s like they’re dabbling in all of them, but no one of them is really getting their full invested time and attention.

Stephanie:                          The other thing that Amy said was huge, is that if you can just have someone to ask, “Is this normal? Are these numbers okay? Am I going in the right direction,” and they can say, “Yes, actually I did the same exact thing and guess what? The next month I scaled and made ten grand.” You’re like, “Okay, I’m going to keep going.” If you don’t have that person, if you don’t have that mentor or someone who you really know, like and trust, that’s really important. You don’t want to just hire anybody. We’ve actually talked to a ton of people that sadly have invested money in people that really didn’t provide them with the results that they were looking for and the handholding that we provide as a team. That really will set you back and, like Yuri said, you can’t get your time back.

Stephanie:                          I guess some people think, “If I do it by myself, I’ll save money.” Not really, and Yuri has this great analogy, I’ll probably butcher it but maybe you can fix it for me Yuri after I say it. If you want to make, let’s say, $10000 to $20000 a month, if that sounds awesome to you, well guess what? Every single month that you’re not making that dollar amount, you’re actually in the hole that amount. By the end of the year, if you’re wanting to make 20 grand per month, guess what? If you’re not making 20 grand per month, you’re actually in the hole $240000 for that year. If you can get a coach who can help you to scale even quicker, guess what? Then the sky is the limit and you could help more people, which is, at the end of the day, the most important thing.

Where we at Healthpreneur come from

Yuri Elkaim:                         Totally. It’s really good, and guys, what it comes down to, and let’s just be honest, everyone would work with a coach or have the done for you, done with your solution, if it was free. We all would do, like, “Oh, I told you, I’m in.” What it comes down to for almost everyone is how much is this going to cost. That’s a fair question, it’s a fair consideration, but I think where a lot of people miss the boat is they don’t truly understand the cost of their current situation. It’s like, yes, you could work with us and we’re not cheap. We’re not overly expensive either when you consider three to four clients and you’ve already paid for the work with us and we don’t take a percentage of your company now that that’s done. When you consider, you really, really have to identify. This is actually why I think it’s actually sometimes easier to work with people who’ve tried everything else and are like, “You know what, I’m sick and tired of this stuff,” versus talking to people who are just starting. If you’re just starting, you haven’t been through the ringer yet.

Yuri Elkaim:                         Part of my job is not to discourage you, but it’s to provide you with wisdom and to be like, “You know what? What you’re about to do is going to cost you a massive amount of frustration.” Here’s a great example. I did a 28 minute Instagram live while I was working out the other night. I’m literally doing bicep curls and doing this thing at the same time, it was a lot of fun. This one girl on the line, I asked her, she was finishing up her certification and then she said, “I’m going to be putting my first program out there.” I asked her, “Is this a course that you’re selling or is it a coaching program?” She said, “It’s probably going to be a course.” I said, “How much are you looking to charge for that?” She said, “$149.” As soon as she said that, my heart crumbled.

Yuri Elkaim:                         I said, “Listen, I don’t want to shatter your dreams, but I want to give you the reality of what’s ahead of you. You have two choices, you can get better on the phone and talk to people and that’s how you enroll them, in your case $149, you’re not going to do that, it doesn’t make sense. The alternative is you sell your course for $149, but you become an amazing copywriter and you wordsmith the heck out of that page so when someone lands on that page they’re like oh my god, this is the solution to all my problems.” The likelihood for that happening for most people in our space is like, what? How many people do we know who can do that? Guys, it’s so important to recognize that the cost of what you think you’re going to do to build your business without knowing what’s going to happen is the true cost. I can forecast what’s going to happen to that individual. She’s going to put up a $149 product, there’s not going to be a really good copy or compelling message rounded and it’s not going to sell.

Yuri Elkaim:                         She’s going to do all sorts of stuff on social media, maybe she’s going to put a free challenge, get people into there and be like, “I’m going to build my relationship with them for 30 days and maybe they’ll buy after 30 days,” it’s not going to change, guys. Listen, I’m the most optimistic person, one of the most optimistic people you meet. My blood type is B Positive, which is kind of funny, but you have to be realistic about what it is you’re doing and what the opportunity cost of doing that is. I’m not saying that there’s only one way to build your business.

Yuri Elkaim:                         I think we have one of the smartest ways to build your business, and yes, there is an investment with that, but when you consider what the alternative is, is you trying to figure this out on your own forever, or for the next year or six months or two years hitting your head against the wall, trying to do things on your own and then being like, “Maybe now I should talk with them.” Listen, I understand we all have our journey, but I would rather you not go through that. We should also mention this, let’s be very honest with our audience for two Stephanie, I’m not saying that our clients don’t go through struggles.

The resources you get with Healthpreneur and a client example

Yuri Elkaim:                         I wrote an e-mail this morning saying, “This is not easy, now what?” We have clients that post inside of our Facebook group, “Oh my god, my webinar’s not converting, what do I do? Oh my god, my numbers aren’t working out the way I want them to. Oh my god, I’m stuck, I feel slightly overwhelmed.” Listen guys, I’m not going to sugarcoat this. We’ve made this simple as possible, but for them to be able to lean into us, not that coaching may solve a difference, and Steph and Amy, you guys are amazing at what you guys do. You can get on the phone with someone in 15 minutes and transform their world mentally, that’s valuable. I can’t express enough gratitude to you guys because if it was just me trying to do this with our clients, they’d all be like, “I’m out of here.” I’ll let you guys speak about this with more of it.

Amy:                                     That’s a great point, Yuri, because, and thank you so much for the compliment because it really is an honor to be able to work with folks in this space, and also we’ve been there. We’ve built businesses, we’ve tried it all, we’ve come in and found a clear, proven path. I came to Healthpreneur as a client and just loved, loved, loved what you do and just had to be a part of the team. What we see with our clients too is, I really encourage all of you who are in the HBA, book your one on ones, stop thinking, “Oh my god I’m going to use, I only get four and I’m going to use them up.” Use them in the beginning especially because we’re here for you.

Amy:                                     You’re going to feel overwhelmed at points, you’re going to feel like, “Oh my gosh, what am I doing?” We know the program inside and out. The step by step trainings give you everything you need, yet at some point that old you is going to come in and go, “But what about Facebook lives, what about Instagram,” and we are able to say to you, “Only when your business is running like a well-oiled machine.” We’re able to speak with people because we have this wonderful support community in our Facebook group with all of our world-class coaching, copy coaches for webinars, copy coaches for landing pages, Facebook coaches to dial in your ads. You’ve got all the technical pieces that you need, but we are human and just like you are supporting your clients, we are here to support you. That, as you said before Steph, is invaluable.

Amy:                                     When you’re sitting there at home going, “This is a stupid question,” knock that off. Get on the phone, there’s no such thing as a stupid question. We’ll point you to the right section of the portal. If you’re confused and overwhelmed, we’ll point you back right into the trainings that you need. It’s all there. Instead of staying in overwhelmed and, like you said Steph, getting paralyzed because, oh my gosh, there’s so much, follow the step by step plan. It is a paved, lighted path and it is proven. If you follow step by step and then lean in, reach out for support and book those calls, we will in 15 minutes help you to get out of overwhelmed, to help you with, “Okay, I got an e-mail from somebody saying I’ve done my webinar, I’ve gotten feedback a couple of times, what are the next steps? How long is it going to take me? I want to launch March 1st.”

Amy:                                     Guess what, she can launch before March 1st with her webinar done. We’re going to get on a call. Let’s get on a call Michelle, don’t worry about using up your calls, get on a call and I’ll walk you through that, so it’s no big deal. Don’t sit there feeling insecure, use that feeling to hop on with us because that is the way you’re going to deploy faster, that’s the way you’re going to serve your clients faster and when you behave that way when you’re leaning in for the support and you’re looking at everything we do at Healthpreneur as a model for your business. If you look at what we’re doing and translate that to your business, you’re going to be able to talk to your clients this way.

Amy:                                     You’re going to ensure their results the way we ensure your results. Lean in, we know you’re doing the work, keep doing the work but raise your hand and get the support that is a huge part of our program. That’s really, it’s just invaluable. That piece I have not seen anywhere else. Not only do we have the trainings, but this team of coaches, I don’t know, do we have a dozen people now supporting you? You’re not going to get that anywhere else. If you’re in our program, use it.

Yuri Elkaim:                         Totally, I was telling a client, or a potential client, I said, “Just have a look at Rudy and Cody, just on the Facebook ads side, plus Nicholas Kusmich who runs our ads.” If you guys don’t know who Nicholas Kusmich is, he’s arguably the world’s leading Facebook ads strategist. He’s the person everyone speaks to when it comes to ads. He’s the guy who runs all of our traffic. You have access indirectly to him, but directly you have access to two amazing other coaches, Rudy and Cody. Rudy is 26, he’s built two multiple seven figure companies in the health and wellness space on Facebook ads. He’s one of your coaches. He charges $10000 a month as a retainer. You have him for free as part of our program.

Yuri Elkaim:                         Cody also runs campaigns for some really big thought leaders in our space and outside of our space. Again, you get him to lean into as part of this program. Guys, you have to understand, I don’t know where else you’re going to get this type of stuff. It really, really is invaluable. Steph, give us an example of, I mean there’s so many, I can’t even count how many posts that you’ve put inside Slack of the recaps of some of your calls. What’s an example of a call that maybe comes to mind for you, or a client who if they were on their own trying to figure this out would have just been like, “This stuff doesn’t work,” and how you were able to turn them around?

Stephanie:                          Like you said, there’s just so many instances that we’ve, as a team, been able to turn people’s mindsets around. One really cool example that comes to mind is there’s a badass registered dietician, well, we have many of those, but one that came to me, and she had just enrolled and she’s like, “You know what? This is kind of early on. I don’t even know if I should be meeting with you right now because I don’t have any problems right now,” but she said, “I went ahead and booked anyway.” I was like, “Okay, great, let’s talk about this, talk about that.” I started digging a bit and it turns out she currently has a program that she was charging, and this does ring a bell with me because you just said the person on Instagram was 149 or whatever it was. She told me she had this program which she explained to me, it was awesome, and it was 297.

Stephanie:                          I said, “Okay, what if you were to add this bell and whistle and this bell and whistle and then charge closer to two grand or three grand?” She was like, “Wow, I don’t know. Is that possible? I know this is low, I thought about this before. I admit that I have mindset issues around raising my prices and all that stuff.” I said, “I’m just telling you I think this is fair, I think this is why and if you already have mindset issues around it, let’s kind of work through that.” We did that a bit. About a week later in the group she tags me and she’s like, “I just closed my first person,” and this is before she’s even launched her pipeline. She’s like, “I just, based on Stephanie’s recommendation, I did this and closed it, I feel so great about it.”

Stephanie:                          That’s something that she didn’t even come in with a negative mindset. She was already doing great, she’s like, “I’m kicking ass,” but there was this one piece that I was able to help her with, and then guess what? She made, what is that, quadruple of what she was charging for, whatever it was, I don’t know what it is. That’s just one example of how we, as experts, can come in and really help you with your mindset. There’s been countless other people that they let the tech really get in the way. They maybe don’t even know how to use Facebook correctly, meaning tag people or utilize the group or whatever. It’s like, “If I just share my screen with them on Zoom and show them a few different things, it’s like all of a sudden this weight gets lifted off of them and they’re just so much happier.”

Stephanie:                          That’s just a few minor examples. There’s been some pretty major ones as well for people who are having meltdowns and stuff and we turn them around, but just really simply, just knowing someone is on your side, in your corner teaching you simple things like, “You know what? This asks me to put a link to my picture for my bio. I don’t know how to do that.” Okay, all you have to do is just go into Google Docs. We help walk people through and just knowing that somebody’s there to hold your hand, and this is something that sets our program apart from so many other programs is that not only are we there every single day, pretty much 24 hours a day in the Facebook group to help you, but also we care so much about your success that we make sure we bend over backwards to make people feel more comfortable and honestly just empower them that they can do this.

Getting results through a proven system

Yuri Elkaim:                         We should actually open up one of our team, we actually have a team meeting in two, three minutes, but we should actually open mic one of our team meetings and broadcast it. Have you guys, I mean yes, we talked about some metrics, we talk about our score card, but the bulk of our meeting is like, “Okay, how do we help people get in stuff? How do we help our clients get better results? How do we make this a more streamlined process?” That’s the bulk of our conversations. It’s not about how do we extract more money from people, how do we do all this … I would say 75% of the call is celebrating our wins with our clients and really helping them get their issues resolved. That’s why I think we’re awesome.

Amy:                                     Absolutely, absolutely, and Yuri I say that to folks that I speak with on our Result Accelerator calls when we get to that piece and they’re feeling a little wonky about the investment, we live in a capitalistic world. We all need to make money, but that’s not what we’re after. We don’t want your money without your results. We guarantee results as long as you do the work, that’s why we give that 100% results guarantee because it is a proven system, and like you said, there’s nowhere else that there’s this world-class coaching that you’re going to get coaching with experts in every single step, and it’s only four moving parts. You’ve got experts in each of the moving parts, so like you said, Yuri, you’re not trying to coach everyone even though you’re expert in all of them, you’ve now pulled in the experts that you’ve learned from to help our clients. For us, that’s why we don’t take money on the back end from your business.

Amy:                                     We don’t want a percentage of your business, we want you to enroll and have skin in the game so you’re committed, and then we want you to very quickly earn that investment back within four to six months, and then everything on the top is gravy. Lean in. If you’re in our program, book your one on one calls, raise your hand in the private Facebook group. If you’re not in our program, watch our training, Yuri will give you a link to that. If you are a fit, if you meet the criteria get on the phone with us and invest in yourself, in your business. Invest in our coaching and our proven path because you’ll get there. Most of our clients deploy in two to three months, some deploy in 30 days. You’ll get those results super quickly and you’ll earn your investment back. Do it, don’t sit there by yourself overwhelmed and going here and there and everywhere. Blinders on, proven path, raise your hand and reach out for support and there’s no way you can fail.

Yuri Elkaim:                         There you go, you might as well just close out the call. With that said guys, go to healthpreneurgroup.com/training. Watch our free training, if it resonates with you, book a call with us.

Thereafter you’ll be speaking with one of these fine ladies, or maybe Jackie or Phyllis who are also our result coaches. Then again, guys, remember, don’t ask how, ask who. I just want you to think of that and really think of the opportunity cost of not moving forward with the right coaching program, with the right mentors and trying to figure things out on your own. If this resonates with you, awesome, give it a thumbs up, share with someone who needs to see this or hear this and we look forward to seeing you in our next episode. Have an awesome day guys, ciao.

Stephanie:                          Bye.

Amy:                                     See you.

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 would 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. 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 or free seven figure health business blueprint training, totally free right now and you can do so at healthpreneurgroup.com/training.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.

Transcription

Yuri Elkaim:                         All right, guys. Welcome back to the podcast. Yuri here. We’ve got a mystery guest with us today cause she’s not on camera, but she’s here with us in spirit. Her name is Susan Gleaton and we can’t get her camera working so that’s why she’s not on the screen, but nonetheless, she’s with us. We’re going to have a great conversation.

Introducing Susan and her biggest issue

Let me give you some context about who Susan is. Again, she’s one of our clients in our Health Business Accelerator Program. She’s a registered dietitian with an integrative and functional nutrition background.

She helps her clients overcome the inconvenience, overwhelm and anxiety often associated with GI and digestive disturbances by giving them the tools they need to get to the root cause of the problem and truly fix it. She’s an amazing person who lives in Dallas, Fort Worth area and super excited to have her here on the podcast. Susan, welcome.

Susan Gleaton:                  Thank you. Thank you very much.

Yuri Elkaim:                         All right. Let’s-

Susan Gleaton:                  I’m glad to be here.

Yuri Elkaim:                         Absolutely. Let’s dive into this. What can I help you with in today’s discussion?

Susan Gleaton:                  I had originally asked for more help, clarity or just getting rid of bad thinking I guess I’d say on charging clients more or actually more like charging clients what I’m worth. I guess that would be a better way to say it.

Yuri Elkaim:                         Absolutely.

Susan Gleaton:                  But even better would be charging clients more in lines of the benefit that they’re getting when they work with me because there’s a big disparity there. I guess I’ve always been for the underdogs. I’m always trying to help out those who don’t have I guess you could say.

Yuri Elkaim:                         Sure.

Susan Gleaton:                  It’s hard to charge a little bit more.

Yuri Elkaim:                         Yeah, let’s start there because that’s one of the biggest concerns that health experts have is “How can I charge more when so and so is charging 10 times less,” or “What if I alienate everyone? What if people can’t afford me?” Let’s talk with that because, as you know, that’s a huge component of what we really recommend for you guys to do is charge a lot more, is to out-charge the competition almost, to be at the top of the mountain because there’s very little competition up there, but also understanding there’s less volume. We’re not saying …

Susan Gleaton:                  Right, right.

Yuri Elkaim:                         Listen, we all want to help everyone, right. We want to change the world, but we have to … Hey, there she is. She’s on camera. It’s working.

Susan Gleaton:                  I’m here?

Yuri Elkaim:                         You did something magical. We are now live on camera.

Susan Gleaton:                  I figured out what I did. Yeah, I got it now.

Yuri Elkaim:                         Cool. So nice to see you. There we go.

Susan Gleaton:                  Thank you.

Yuri Elkaim:                         Yeah. When you look at being at the top of the mountain, just like in a real mountain, there’s less oxygen at the top, there’s also less competition at the top, but there’s also fewer prospective clients at the top because not everyone is willing to invest that amount of money. Now when I say there’s fewer clients, there are 7 billion people on the planet, right? There’s got to be multiple billions who have digestive issues and even if it was a couple million that could potentially be your clients, that’s still more than enough clients for multiple lifetimes.

Yuri Elkaim:                         Let me ask you this. The clients that you’ve worked with in the past or you want to work with moving forward, how much is it worth to them to no longer have their digestive issues? You’ve got to put a value on that.

Susan Gleaton:                  I don’t think they could put a value on it because it’s inconveniencing their life so much that it’s … I was just on a Facebook group for IBS and this is hugely inconveniencing. They can’t get to work. They feel like everybody’s talking about them. Yeah, I don’t think you could put a dollar value on it.

Yuri Elkaim:                         Here’s the fun part is would you agree, Susan, that the intangibles in life are the most valuable like health, happiness, joy, relationships?

Susan Gleaton:                  Yeah.

Yuri Elkaim:                         Now the challenge is how do we quantify those, right. This is where you have to work your magic with the prospective clients to quantify their problem. The person’s saying, “It’s really embarrassing or I’m missing work,” or whatever those frustrations are, you need to be able to lead them down a conversation that is going to help them internalize “Wow, this actually costs me a lot of money,” because nobody can give you an accurate estimation of how much it would be worth to no longer have the problem. If they said $1 million, that may be too much, that may be too little, but if they said $5,000, I guarantee, it’s way more than that, right?

Susan Gleaton:                  Right, yeah.

Breaking down how to frame your price

Yuri Elkaim:                         We need to ask them a question that is going to get them to in their minds like, “Oh, my God, that makes a lot of sense.” For instance, if you know that one of your clients or several of your clients are not able to go to work because of the GI distress, hey, Susan, you not being able to go to work, what’s that costing you?

Susan Gleaton:                  A raise, it’s costing … I’m not as productive. There you go.

Yuri Elkaim:                         Cool. You’re telling me that if you can’t do your work properly, you’re not going to get a raise, you’re not going to be as productive and if you’re not as productive, you’re probably not going to be performing at your best and, hopefully this never happens, but again, you never know, maybe your bosses, your managers, they’re not approving of your performance, that can lead to some type of termination down the road, which is, God forbid, we don’t want that to happen, but you recognize the cost of not being able to perform at your best. Is that right?

Susan Gleaton:                  Yeah, absolutely.

Yuri Elkaim:                         Let’s just use the example of the raise for example. How much of a raise could you potentially get if you actually did your best work?

Susan Gleaton:                  I’m going to have to guess here.

Yuri Elkaim:                         Whatever you want to say.

Susan Gleaton:                  Let’s say that’s going to be 2,000 a month. I don’t know.

Yuri Elkaim:                         Two thousand a month, all right, $2,000 a month, that’s what, $24,000 in a year. What you’re telling me is that you are potentially missing out on $24,000 per year because of this digestive issue.

Susan Gleaton:                  Yeah, I guess so, when you add it up, yes.

A roleplaying example and making the best program for your client

Yuri Elkaim:                         Right. See what I’m doing here, Susan, is I’m trying to quantify the problem. Just for everyone listening and watching not everyone is going to relate this to their job. You need to figure out a way where they’re saying-

Yuri Elkaim:                         Yeah. Give me another example. What’s a symptom of how this is showing up in a person’s life?

Susan Gleaton:                  I’m afraid to travel with a group of people because they’re going to have to stop the car all the time because of me.

Yuri Elkaim:                         Cool. All right, so you’re obviously apprehensive of traveling with other people. Let’s assume that you can’t travel with your friends anymore. What would that mean to you?

Susan Gleaton:                  They’re going to do things that I can’t do. They’re going to be talking about going places that I didn’t get to go. Also, want to do some airline travel and I’m scared to death of it.

Yuri Elkaim:                         Sure, sure. Why does that matter to you that you’re not able to travel with your friends and miss out on these opportunities?

Susan Gleaton:                  Because I finally got to the point in my life where I can because my kids are grown and so this is what I’ve always dreamed of.

Yuri Elkaim:                         Cool. You not being able to do that, you got the empty nest, the kids are out, you have the freedom and time to travel now, but you’re held back because you’re afraid of having these frequent pit stops. What’s the worst thing that could happen if you … What’s that costing you not to travel with those friends?

Susan Gleaton:                  Just staying home and not enjoying life, just loss of a dream let’s say. Not having the maybe retired life that I thought I would have.

Yuri Elkaim:                         Cool. Tell me more about that retired life. What does that dream life look like for you?

Susan Gleaton:                  I’m having to say this for my ideal clients-

Yuri Elkaim:                         Sure. Yeah. We’re just role playing. We’re just having some fun, right?

Susan Gleaton:                  For my ideal client it would be finally getting to travel and do stuff because you couldn’t afford it when your kids were little or in high school, you can’t afford it. Now you have friends and you can go places with them, but your health issue’s a very embarrassing one is getting in the way.

Yuri Elkaim:                         What are you going to do instead without being able to do all the travel?

Susan Gleaton:                  What am I going to do instead? Rent or no, buy a travel trailer and then, it’s just my husband and I travel. There you go.

Yuri Elkaim:                         Yeah, doesn’t sound as much fun.

Susan Gleaton:                  It has its good points and its bad points.

Yuri Elkaim:                         Sure, sure.

Spending more, serving more, charging more

Yuri Elkaim:                         Yeah. Let’s come back to just our conversation here for a sec. What we’re trying to do is we’re trying to take them down a path of we need them to associate the cost of not being able to do something, right. Again, there’s obviously questions we have in our script that can help you navigate that and get there a bit more effectively, but we want to help them understand that we need to quantify the unquantifiable. That’s pretty much what we’re trying to get at.

Susan Gleaton:                  Yeah, yeah. It’s hard.

Yuri Elkaim:                         Because by the time, and we talked about this, is by the time they get to your program, and you’re walking them through what all this looks like, you’re going to tie back in, “Hey, you know that problem you told me about earlier where you wouldn’t be able to travel because you’re afraid of taking frequent pit stops and so forth? Here’s what you need to do to fix that. You need to kind of seal the gut, heal the gut, whatever you want to call it and that’s the first thing you need to do,” right. Then you can segue into your program.

Yuri Elkaim:                         Again, we’re talking a bit more in the prescription phase here of the call, but as we’re doing that, you have to bring back the number, the big problems, the big pain points that we’re really hammering in the earlier part of the call in the discovery, bring those back in, introduce a quick little prescription and the prescription is not like how to do it. It’s here’s what needs to happen, right. You need to heal your gut. We’re not going to say, “Have aloe vera and fish oil.” We’re not going to go into the specifics, but we’re giving them like here’s the high level big picture of what needs to happen in order for that problem to be solved once for all.

Yuri Elkaim:                         Then you’re going to segue into talking a bit more about your program. “We’ve got this, based on everything you’ve told me, here’s what I’d recommend for you. It’s my program called XYZ and it’s what’s my top clients who are very much like yourself end up doing,” and you would then talk about the promise. The promise is “Here’s the outcome you’re going to get from my program.” Then you walk them through the process of how that all helps. During this process, the key is that in their mind, the value of this is infinitely higher than the price they’re going to see. What were you historically charging before we started working together?

Susan Gleaton:                  Including the tests because I highly rely on the MRT test so including that test, it was 1300.

Yuri Elkaim:                         That’s still a decent, that’s a fair amount. It’s not like super cheap. It’s also not super expensive. How long of a program is it?

Susan Gleaton:                  Eight weeks.

Yuri Elkaim:                         I think that’s very reasonable.

Susan Gleaton:                  It was three months. I shortened it to two months, but then they have access to me for an extra month.

Yuri Elkaim:                         Cool. Awesome. What do you feel you should be charging for this program?

Susan Gleaton:                  I would actually to make it my ideal perfect program like one of our modules was, I would be adding two other tests to it so I can help them better.

Yuri Elkaim:                         There you go.

Susan Gleaton:                  I’m going to add probably about $500 just to my cost-

Yuri Elkaim:                         We’ll call it $3,000 as a program?

Susan Gleaton:                  I was thinking about 3,000 actually, yeah.

Yuri Elkaim:                         Minimum.

Susan Gleaton:                  It more than doubled. It went from 1,300 to 3,000 with added value.

Yuri Elkaim:                         Yeah, you said something really important there. You said talking about including two extra tests, which is actually going to help the client get a better outcome.

Susan Gleaton:                  Absolutely.

Yuri Elkaim:                         Guys, listening, watching, that’s the big thing you need to understand about this. It’s not about adding a zero. It’s not about just doubling or tripling or 10X your prices. It’s about thinking what would have to be true if I only got paid after this client got results. What would I have to provide for them? What type of service experience, whatever would they have to have to truly solve this problem? If it’s two extra tests, hey, it’s two extra tests, right. If it’s you showing up at their door and making their meals, hey, maybe there’s an exclusive VIP package. It’s $100,000, not everyone’s going to take that, but-

Susan Gleaton:                  Right. Yeah, yeah. That’s in the works, too, yeah.

Yuri Elkaim:                         Does that make sense, Susan?

Susan Gleaton:                  Yes, yeah, it does. Yeah. To make my ideal thing, it would just cost a little bit more, but it would serve them so much better.

Being able to describe what you do well

Yuri Elkaim:                         For sure. During the call, the goal is to build the value of your program, but also to remind them that the real cost is not $3,000. The real cost is not doing anything, is not working with you because now, it’s that $24,000 for your promotion. It’s the travel they’re not going to be able to do. It’s the suffering. It’s the embarrassment. It’s all the frustration. That’s the real cost and if you ask the person, “Listen, let me ask you. All of those things that I just mentioned, if I can solve those for you, would it be worth more than $3,000?” I don’t think anybody in their right mind would say no to that. If they did, they’re obviously not committed to doing the work.

Yuri Elkaim:                         You just want to position to say “Listen, I understand,” if someone says, “It’s a little bit too much money,” “Listen, I understand this isn’t cheap. I also understand it’s not overly expensive. Would you agree with me that the reason that it is what it is because I can help you really get a great outcome? You have to make a decision. What’s most important to you, the cost or the outcome that you want?” Right?

Yuri Elkaim:                         “Because if you want to save money, you’re going to have to compromise on the outcome and sadly, I can’t help you do that. I would love to give this to you for free. I would love to give this to you at half price. But if I do that, it’s not serving you because I’m only able to give you a fraction of what you really need to create the transformation you want and the last thing I want is for you to say, ‘You know what, this is not the right thing for me,’ and you give up on your dream and you deal with the next half of your life in frustration or worse yet, you find another alternative that might be cheaper that actually costs you more in the long run in terms of time, money and frustration.” Right?

Susan Gleaton:                  Yeah, I totally get it. Yeah. Then come to think of it, I was thinking while you were talking, the cost of $3,000 is probably an average family vacation or so maybe. I don’t know.

Yuri Elkaim:                         Yeah. Yeah, for sure. Yeah. Remember we talked about selling with emotion, closing with logic. Right? At this point of the call, it’s really about logically in your head, how can $3,000 be more expensive than all of the suffering you’ve been going through. That’s pretty much what we have to have them realize. Does that help?

Susan Gleaton:                  Yeah, that helps, that helps.

Yuri Elkaim:                         What’s been the big insight that you’ve had from our discussion here on the pricing side of things?

Susan Gleaton:                  All of this I already knew. I guess confirmation that making the whole package I guess or program better by including more tests, getting all the pieces that I need is a good idea. It’s just making the absolute like if I had the best tools to work with, what would it be? Why not do that? In the long run, it’s not adding that much cost to them.

Yuri Elkaim:                         Exactly.

Susan Gleaton:                  Or the value that they’re getting.

Yuri Elkaim:                         Yeah, and three years down the road, most people are going to have no clue, they’re not going to remember what they paid, but what they will remember is that their life has been transformed.

Susan Gleaton:                  Right, right. Yeah.

Yuri Elkaim:                         Just like when we started our Health Business Accelerator Workshop, it looked a little bit different than it does now. We actually didn’t include the tech build out. Then we realized that hey, what if we could build out all the tech for our clients? We added that in. Right? That’s part of one of the reasons why we increased the price is like “Hey, we’re going to take care of all the tech for you,” and it’s like, “That’s going to help our clients,” help you guys get better results, get faster results, be less overwhelmed, less frustrated.

Yuri Elkaim:                         These are the things that as you’re building out your program, if you’re watching, listening to this, I want you to think about it’s not … I get so much heat, it’s so funny, on our Facebook ads about premium pricing. It’s like, “How dare you charge more for people and their health.” I’m like it’s not about that. It’s not about only speaking and helping wealthy people. That’s not what this is about. You don’t have to be wealthy to afford a $3,000 program, especially if you’ve got a payment plan, right? It’s simply a clarification of values. Everyone’s spending money anyways. No one’s ever giving you their last dollar so if they’re going to spend $3,000 on a TV or a vacation, they have the money or they’ll find it. People will find the money just like they will find the time if it matters to them. Yeah.

Susan Gleaton:                  Right, right, right. Actually, if you didn’t have the tech build out in your program, I probably wouldn’t have joined?

Yuri Elkaim:                         See, there we go.

Yuri Elkaim:                         Totally, totally, awesome. We got another few minutes. Is there anything you want to touch on in the next couple minutes that we have together?

The doorway to starting a conversation with a prospective client

Susan Gleaton:                  One thing that you did a podcast on where I heard you most recently was on being able to say what I do really succinctly. I still get that and I have worked on that for years and it always comes out really bad. Somebody asked me what do I do? I’m like “I’m a dietitian and I help people with digestive health,” and then it just downhill from there.

Yuri Elkaim:                         You know what’s funny. This is a very common issue. That’s why we say the platform isn’t what matters. It doesn’t matter if you’re using Facebook ads or YouTube ads. It’s the psychology, it’s the messaging, right, and that’s what we really focus on so much of is it’s not about do I use my iPhone to shoot a video or a Canon DSLR to shoot? It doesn’t matter. It’s what comes out of your mouth is what matters most. With respect to what you just said, “I’m a dietitian,” as soon as you say dietitian, you put yourself in a box.

Susan Gleaton:                  I did, yeah.

Yuri Elkaim:                         Right? That’s okay.

Susan Gleaton:                  And they didn’t hear anything after that and I’ve got to orient it just to not say that.

Yuri Elkaim:                         Yeah, that’s the thing is because most people don’t have a framework for how to properly tell people what they do, they revert back to the label like, “I’m a dietitian. I’m a health coach. I’m a doctor. I’m a lawyer.” It doesn’t allow you to stand out. That’s the big thing is we want to be able to stand out in a way where you are in a category of one instead of in a category of many others.

Susan Gleaton:                  Yeah, got that.

Yuri Elkaim:                         Have you gone through this exercise in Module 1?

Susan Gleaton:                  I went through Module 1 and did every exercise, but I’m not recalling the particular one you’re talking about.

Yuri Elkaim:                         This would tie back into the promise of your program. For instance, “I help target market achieve certain outcome,” right.

Susan Gleaton:                  Yeah. Yeah. I did that. It’s just when you’re talking about IBSD, it’s just not real conversational.

Yuri Elkaim:                         Sure. Again, it’s not like you’re going to be at cocktail parties all the time like networking and doing all those kind of stuff, right. It’s just coming up in conversation. For instance, if someone asks me what I do, it’s a very hard question for people to answer in general. What do you? We default back to the label, “I’m a lawyer.” Great. Thank you. So are a million other people. What I tell people is I help other health experts start and scale high end coaching businesses that transform people’s lives. That’s what I do. You want to be able to articulate. See, what happens is when you say that, what’s the next question the person might be thinking in their mind when you say something like that?

Susan Gleaton:                  I don’t know. Usually, it ends the conversation right there.

Yuri Elkaim:                         Or they might be thinking-

Susan Gleaton:                  What they might be thinking is I hate dietitians or what’s IBSD or I actually never get that far to the IBSD. I never have said that.

Yuri Elkaim:                         Sure.

Susan Gleaton:                  I don’t know.

Yuri Elkaim:                         Most people don’t care about your label, right. They care about themselves. It’s like, “Hey, can you help me? Cool. Hey, what you said sounds like it could help me.” What a lot of people who might be, not everyone, but again, let’s assume you’re talking to your target audience, the right people would be like “Huh, that’s interesting. Tell me more. Or how do you that?” That’s the doorway into talking about your process and your dream come true system and then obviously, how you can help them, but it all starts with that one sentence that really succinctly speaks to the benefit of what they’re looking to achieve so yeah, just work on that.

Susan Gleaton:                  Yeah, yeah. Let’s work on that, yeah.

Yuri Elkaim:                         The fewer words we use to talk, the more time it takes, right. If we just rambled on for minutes on end, “I do this and this and this and this and this,” it’s like you have to put some thought into that. Like with the title, there’s only two or three words in a title, you have to think a lot about what that title’s going to be for maximum impact. The same thing with this what we call unique value proposition, which is what you do, how you help people in one sentence.

Yuri Elkaim:                         I would just revert back to the promise formula in Module 1, right, and just clean that up and again, remember, you’re speaking only to people who want to hear from you at least in the form of your Facebook ads and so forth so even if you’re at a cocktail party or on the airplane talking to someone beside you, you can tell them that. Maybe water it down, like “I help people with digestive issues,” instead of specific IB …

Susan Gleaton:                  Yeah, yeah, that’s why I usually say it’s digestive-

Yuri Elkaim:                         Yeah, exactly. Does that make sense, Susan.

Susan Gleaton:                  Yeah, that makes sense. Yeah, I have actually never gotten far with digestive …

Yuri Elkaim:                         That’s right. I help people prevent their colon from being removed out of their body.

Susan Gleaton:                  Yeah. I usually say, “I help people reduce inflammation,” and then that’s just too general. They don’t know what.

Yuri Elkaim:                         A lot of people don’t know what inflammation is. They don’t know symptomatically what that means. Yeah, I would just clean that up, specify it a bit more to digestive stuff, and then you become a bit of a category of one, right. I am the person, I am the expert, the world’s leader or the most famous for this target audience with that problem.

Susan Gleaton:                  Right.

Yuri Elkaim:                         Cool.

Susan Gleaton:                  I’ll work on that.

How Susan has benefitted from our program

Yuri Elkaim:                         Awesome. Has this been a helpful discussion for you?

Susan Gleaton:                  Yeah, it has been helpful.

Yuri Elkaim:                         Yeah, awesome. For everyone watching or listening, you came into our program and you had mentioned that you were feeling pressure from within, all the Facebook stuff, the Instagram, newsletter, a bunch of stuff. It didn’t make sense to you that that was going to be the model for you to follow. For anyone who’s watching or listening to this who’s thinking “Man, I’ve been doing all this stuff and nothing’s really coming to fruition,” and they’re considering working with us, what would you tell them?

Susan Gleaton:                  I would tell them I feel like somebody finally has my back. Where before, I felt like I was just kind of floundering. I had some direction, but I really didn’t know what to do and didn’t have enough, somebody just saying “Yes, this is good. No, scratch that,” or the technology. I haven’t gotten there yet, but … And I just felt totally overwhelmed with Facebook, Instagram, email, whatever, very overwhelmed with all that and so haven’t gotten that far in your program yet, but I do feel that somebody’s going to have my back and is going to be just guiding me through so that I’ll be a success instead of “Oh, this worked,” and nothing happened.

Yuri Elkaim:                         Yeah, that’s awesome. Thank you. Thank you for sharing that. That’s very true because we do have your back and for everyone listening and watching, you’re relatively new. You don’t have everything deployed yet. You’re not enrolling clients through our process yet, but you’re doing the work and once you’re ready to deploy, we’ve got your back. We’ll be there to support you and help you, give you feedback on what’s working, what isn’t. It’s very tough to do that when you’re on your own, right?

Susan Gleaton:                  Right.

Yuri Elkaim:                         We’re super happy to have you with us. Thank you for joining me today. It’s been a lot of fun.

Susan Gleaton:                  All right. Thank you.

Yuri Elkaim:                         All right, guys. Hope you’ve enjoyed this one.

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 review. It helps us get in front of more people and change more lives.

Yuri Elkaim:                         If you’re ready to start or scale your health and fitness coaching business and want to start getting in front of more people, working with them on 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.

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.

Transcription

Hey guys, welcome to another client’s deep dive, part of the Healthpreneur Podcast. This is a new addition, our new series we’re adding into the podcast, where we’re bringing on some of our clients and really going deep into what they need help with most. So, I figured, hey, why not just expose you guys if you’re watching and listening to this, to some of the thinking that goes on if you’re one of our clients.

Yuri Elkaim:                         So, today we’re joined by another Torontonian local awesome person. Tijana Daily. She is a female focus trainer and nutritionist and she helps moms lose fat and keep it off for good without restrictive dieting or cardio. So, Tijana it’s welcome to the call. Welcome to the podcast.

Tijana:                                   Thank you. It’s so great to be here, Yuri.

Yuri Elkaim:                         Yes, it’s always fun. Let’s talk about what you need help with today and let’s dive into it.

Enrollment calls and being hung up on price

Tijana:                                   Okay. Well, I’ve been training a while, so I feel like that whole aspect of what I do is all fine. But when it comes to the business stuff, there’s a lot of uncharted territory that I’ve never been in before. First of all, brick and mortar is different than doing online stuff. So, when it came down to when I’m getting clients, I’m comfortable with what I’m comfortable with. Now, it’s a whole other world where I have my program, I like it, I feel like it’s great. I have my whole system and that’s all great. But when it comes to presenting it to someone who’s a different type of prospect, such as online, I don’t see them face to face. What I had trouble with was I’m kind of been selling myself short almost because the way I present my program hasn’t been doing it justice. Yeah, that’s where I’m stuck.

Yuri Elkaim:                         Sure. So, just for context, you had your first enrollment call yesterday, right?

Tijana:                                   I did.

Yuri Elkaim:                         So, it’s not like you’ve been doing this now for like six months and it’s like you’re trying to figure this out. So, you literally just had your first enrollment call and just for everyone listening and watching, it’s important to have that context for this conversation. Because as I’ve mentioned before, the better you get at “selling,” which is … it’s not really selling. It’s just knowing how to have conversations that lead to enrollments, the better off you get at that. You write your own check for whatever you want in your business. And for everyone watching and listening remember, I talk about premium pricing and we talk about premium pricing, but it’s never about taking advantage of people.

Yuri Elkaim:                         We’re not doing that. We’re serving people the highest possible level. But in order for people to pay you premium prices, you have to have a phone call. You can’t get someone to go to a website and draw $3,000 to $5,000 by clicking a button. Just so I’m clear, the issue seems to be how to present your program on the phone calls as effectively as possible. Correct?

Tijana:                                   Exactly.

Yuri Elkaim:                         Okay. So, you’re going through the 30 day sales amplifier right now, right?

Tijana:                                   I am. I fell behind because my blinders were on to finish my PCP, but now, yes.

Why price is never the issue and finding out the client’s urgency

Yuri Elkaim:                         Awesome. So, the 30-day sales amplifier guys, if you’re not one of our clients is a bonus training that I decided to put on for all of our clients to give them the fundamental understanding and know how the scripts, the whole bit to be a lot more effective on the phone. Now, this is an addition to the whole module we already have on enrollment calls, but because it’s so important to really understand how to do this stuff, we’re giving them daily sales training to help them make that happen. So, as of this recording, actually this morning, we talked about this specific subject, which was the prescription part of your phone call, how to introduce your program, your solution in a way where the person on the other end of the line is like, “Holy cow, I need to have this.” You had mentioned that when you’re working with people in person, it’s a lot easier to enroll them, at least from your experience. What do you think, and again, you’ve only had one call so far, but what do you think is the difference? Why do you think it’s different?

Tijana:                                   It’s so good you asked that because after that call yesterday, I really think it was just that hang up on price because I had the call with a lady, $3,000, I was kind of uncomfortable. Then I had an assessment actually immediately after that, which was selling one on one training for less costs or whatever. I think just like going down from a high price point to selling a lower price point, I was full of confidence. I was owning it. I was like, “Damn, we should have brought that an hour ago.”

Yuri Elkaim:                         So you just have to change the price of program to 10,000 now. And then, maybe next call with the $3,000, our price point. Okay. This is the biggest thing, and I told everyone on today’s call, I said, if there’s one thing that you tattooed on your body, not that I’m a fan of tattoos, but that’s another story. If there’s one thing you tattoo on your wall, your body, whatever, is that price is never the issue. Okay? Price is never the issue. The reason people don’t buy it, the reason people don’t buy anything is not because of the price, it’s because they don’t believe it’s going to help them solve their problem. That’s what it comes down to. So, your job in the call is first and foremost, the first part of the call is the whole discovery phase, is honor what they want, where there they stood, all those pain points and you really want to get to the core of why they might even want your help.

Yuri Elkaim:                         They have to realize, in the discussion, that we’re the rat. Is not bad, it’s horrific. Right? And that’s part of the job of a coach is to not sugarcoat the situation, it’s not to make things more dramatic than they are, but it’s to bring to surface the truth. And if someone is saying, “I can’t go on.” Like, “Why did you book this call with me?” “Because I’ve been struggling for 10 years with excess weight.” That’s a pain point that they really need to be associated with. And then, you just have to ask questions to dig a little bit deeper to really find why now. Why is now a must for them? So, in this conversation, did you ask the potential client if now is a must?

Tijana:                                   I think I did ask some variation. Well, okay. That’s where we ask near the end. I know that near the end I was … things went a little south. I don’t know if I asked that.

Yuri Elkaim:                         It’s all good. You just kind of put in the wraps, right? If you’re asking somebody, “Listen, is this the mastery now?” And they say, “Well, not really.” End the discussion, calls over. Because no one is going to spend good money on a solution that’s a nice to have. So that’s the first … is if you’re at that qualifying the side part of the call and they’re like, “Man, it’d be nice to have this on a must.” “Sorry, I can’t help you.” I only work with fully committed people. That’s it. “Nice. Thanks so much for your time. “Here’s a resource. I can help you in the meantime.” But if the person says, “Yes, I’m fully committed, I have to do whatever it takes,” you have to use that against them. Or not against them, but you have to use that in the conversation to say, “Listen, I understand this is more expensive for a little bit more money than you wanted to spend, but just a few minutes ago you had told me that this is an absolute must for you.”

Yuri Elkaim:                         And now, the reason people bring up price is because they haven’t seen enough value in your program for them to be like, okay, it’s $3,000 but I’m really solving a $500,000 problem. So, for them, what’s happening in their mind is that they have a $1,000 problem and your program’s $3,000. Therefore, they can’t make sense of that. So, our goal on the call is to make their … holy cow. I don’t know what my kids are done upstairs. It’s like the house is falling down. The goal is to make their problem infinitely more valuable in terms of like the cost of it compared to the cost for the investment of your program. Does that make sense?

Tijana:                                   Yes.

Breaking down Tijana’s first enrollment call

Yuri Elkaim:                         So, there’s a couple of questions you can ask throughout the call. For instance, early on in the call you can ask them what they’re struggling with. Ask them why did they book this call. The person you spoke with on the phone yesterday. Why did she book the call with you?

Tijana:                                   Pardon. Oh well, that was good. She was getting really deep. That’s what killed me because she was saying like … the beginning part was amazing. She was answering all the questions I asked and I opened everything up, so she did most of the talking. She was struggling with what exactly my ideal client struggles with, losing weight. She has always done like isogenics, the Weight Watchers, she’s never been able to keep it off. She has put herself last. She has had three kids and she’s sick of Yoyo dieting. So, she really opened up about all this stuff.

Yuri Elkaim:                         That’s terrific. And so you can ask the question, “Listen, what would it be worth to you to no longer have to deal with his problem, to no longer have to go from isogenics to this, to this? What would that be worth to you?” Most people are not going to give you a number because they can’t. How do you quantify health improvements? How do you quantify a weight loss? You’ve got to challenge them. You’ve got to lean in, and most people might say, “I don’t know. That’d be priceless.” Well, if you did know what might that look like, let them come up with a number, $10,000, $50,000, $100,000, $1 million. Because now they’re giving you to the challenge and the opportunity with intangibles like health, fulfillment, joy, relationships. We know, as humans, these are the things that are most important to us.

Yuri Elkaim:                         Yet, for some reason, so many people get hung up on, oh, I can’t charge more money for that stuff because there’s no ROI attached to it. For me, that doesn’t make sense. Because the very fact that there is no ROI attached to it means that it’s the most meaningful thing. Because if we’re saying health, relationships, happiness, etc., are the most important, how do you quantify that? So a question like, if you no longer have to suffer with this issue, what would that be worth to you? Is a way of quantifying a more intangible like weight loss, health improvements and so forth. So, what we’re trying to get at is we want the clients to now, in their mind, put a stake in the sand to say, “Oh cool, my problem is now worth $100,000.” So that when you eventually introduced your program and your offer at 3K, 5K, even 50K, whatever, it’s relative, like in their mind they’ve already placed that flag and now it’s infinitely less expensive.

Yuri Elkaim:                         So, that’s one of the ways that we want to look at maybe quantifying some of these intangibles. It’s great that she opened up and shared all this stuff with you and we want to let … we want to bring to surface like what that’s costing. Like, did you ask her like, what does this cost in your life? What does jumping around and doing all this stuff costing you?

Tijana:                                   I did ask her kind of like what you were just talking about. Well, I don’t know if this is the right thing to say, but I also said where you said like, how much price would you put to like end the cycle. You’ve been Yoyo dieting. You’ve put yourself last for this long. How much more price are you going to pay? And then, I said like, well, also, you want to break the cycle of spending money and all these other programs because that’s also a monetary cost that you spend.

Yuri Elkaim:                         Did you get an answer to that first question?

Tijana:                                   Yeah, she took a deep breath and she’s like, “God, how would you put a price on that?”

Yuri Elkaim:                         Exactly.

Tijana:                                   Exactly what you said. So I feel like I could, the thing that kills me that I’m kind of shooting myself over is like I feel like she was getting, feeling what I was saying and then, when I came to present my program, it was almost like I thought like, “Oh my God, this seems like just any old workout program now.” Yeah, I think it was just the presenting the program itself that did me in as well. I really downplayed it as a different solution. You know what I mean?

Yuri Elkaim:                         Sure. We’re going to be doing a training call next week on the model of your program. How to really communicate that in a way that’s infinitely more powerful. So, we’ll save that for that training if that’s cool. But you want to think about … because there’s a couple of questions as you want to answer in the prescription of the calls. The prescription for everyone watching and listening is when you’re sharing your thing, your presentation or demonstration of your program and how we can help this individual, there’s a couple of questions you got ask or you have to answer a story. First and foremost, the person on the other end of the phone is asking them these … they’re asking themselves these questions, what does it? That’s the first thing. Well, what is this thing? What will this do for me? So that’s going to inherently tie into your benefit, your promise.

Yuri Elkaim:                         Why is this better than anything else, including doing nothing? How does this work and what do I get? And then under what do I get it? You’re going to talk about the deliverables. You’re going to get a couple of coaching calls, this and this and this, and it’s important with those deliverables to tie the future, the deliverable into the benefit, not just listen them out, right?

Tijana:                                   Yes.

Yuri Elkaim:                         So, those are really important questions to answer. Not necessarily like, hey, you might be asking what is this? Here it is. Just casually talk about it in a normal conversational tone. But it’s important to address these because the person on the other end of the phone is thinking this stuff. Okay, well what’s different about this? Why should I invest this instead of going to read a book or working with someone on a gem, etc. Does that make sense, Tijana?

Tijana:                                   It does. I knew that she was thinking that because then she just started asking questions like, okay, so how do we get the workouts? What about the meal plans? Then it was like getting hit with the questions. And I was like, oh. And then that brought my confidence down because I was like, well, it seems like she’s just totally thinking “Well, how is this different?”

Yuri Elkaim:                         Yeah, so remember rule number one is certainty sells, and uncertainty is going to kill sales. So, if someone is not 100% certain about what is going on here, how your program can help them, but if they’re also not certain about how the program works. So if they’re, in their mind, it’s like cloudy and foggy and they’re like okay, get some stuff here and some workouts and some year plans, that they visually can’t see it in their head, that’s going to create stress and that’s going to cause them to shut down. And that’s going to cause them to say, “Listen, I just need to think about this.” Because they can’t mentally get their head around the specifics of it. So we want to make sure that you’re clarifying all that and doing so in a way that is not on tangents and stuff.

Yuri Elkaim:                         That’s why we want to present visual. If we can send them something visual on the call and we can walk them through that, now it’s like, okay, does this make sense? Do you understand what this means? Cool, how would this specific thing benefit you in your current situation? What do you like from what you’ve seen so far? Who else might benefit from you doing this? And starting to ask some of those opinion-based questions, now we start to get them to buy into why this is going to help them. Because if we are the ones telling and … so I mentioned, I think yesterday’s training. I said our goal is to ask and assess not to tell and empress. So, if you ever, and you probably found yourself like I have, like a lot of people have you on your heels, and you’re like, here’s why this program is awesome. Here’s what I like, just sort of just going on and on and on.

Tijana:                                   Exactly. That was me.

Learning how to navigate objections and an example

Yuri Elkaim:                         That’s totally fine. It’s first and foremost, it’s knowing how to handle the situation, which at the time you didn’t quite know how to do, which is totally fine. You only know what you know. So, it’s learning and training and knowing how to handle different situations and then when they come up, it’s just training and getting better at that. Now, it’s fun when you get comfortable with this stuff, it’s a lot of fun because every objection or everything the client throws your away, you’re not going to throw it back to them as you’re explaining yourself, you’re going to throw it back to them as a question. I had a call a little bit earlier and the couple were like, “Hey, I’m totally in. This sounds amazing. We’re in. I just have a few questions.”

Yuri Elkaim:                         I’m like, “Yeah, totally. Let’s do it.” He’s like, “Okay, listen. We want to make 20K a month, but I can’t conceivably make sense of the numbers. How do I get 20 people paying us $1,000 a month?” And I asked them, I was like, “Okay, so you want to make 20K a month, your program’s 4K, so can you see yourself enrolling five clients per month?” So I just let the silence sit there. He’s like, “Yeah, obviously, but it’s not that easy because people are going to pay in payment plans.” I’m like, “Okay. What if they did pay in full, that’d be five clients.” But let’s just say that it was 20 clients at 1K per month, could you enroll 20 clients per month? And so they’re like, “Well, yeah, possibly if the numbers work out.”

Yuri Elkaim:                         I was like, “Okay, cool. So let’s look at the numbers. Do think that with your current expertise, with your knowledge, and having obviously done phone sales in the past, could you conceivably enroll one out of three people you speak with?” And he said, “Yeah, I think so. For sure.” I’m like, “Great, well, if you want to enroll 20 clients a month, that’s 60 conversations. And those conversations might be 30 minutes each. So that’s 30 hours, right? That’s one call per day. Can you do one call per day or three calls per day and enroll one client?” He’s like, “Yeah, I think it can do that.” I was like, “Great. So what are we waiting for?”

Yuri Elkaim:                         So, instead of me telling the person like, “Hey,  you only have to do 20 clients, that’s 60 calls. Any statements you’re thinking of making, just reframe it as a question. And what that’s going to do is it’s going to help the prospective client answer for themselves, which means they internalize the answer and now they’re going to sell you on the fact that they can do something or that they finally understand what it is you get them trying to understand.

Tijana:                                   That question framework has helped so much because I used to do calls in the past with clients, just for whatever. They were just kind of all over the place first of all, but I did … okay, so that was working really well, like you said, to discover more about them and all of these things. But where I got stuck with the questions was when she was asking a bunch of questions, I guess I just didn’t know how to bring it back in the form of a question. I just kept asking if she had more questions and that’s where it went south.

What we do to learn from our calls

Yuri Elkaim:                         Yeah. And don’t worry. We’re going to help you guys with all this stuff throughout the 30-day sales amplifier. So, if you’re listening and watching to this, and you’re not one of our clients, you’re missing out big time because you guys are going to get exactly how to handle all this stuff. Because at the end of the day, if you know what the issues are going to be or if they’ve happened once, nobody big deal, if they happen twice, three times, five times, big deal.

Yuri Elkaim:                         Because if it happens once, document it. What happened here? What was the objection? How did I not handle this? What was the question I didn’t know how to answer? Just create an inventory of that stuff. And then, what you can do is just start mapping out a script. So, what we do is we think like every possible thing that we encounter on the phone that we don’t know how to handle, jot it down. All right, let’s go back to the drawing board. How would we address this in the future? And so, we rehearsed that and we train it, and then next time it comes up, it’s like, no problem. Hey, can’t afford it? No problem.

Yuri Elkaim:                         I want to start later, no problem. And you think about it. No worries. Let me talk to my spouse. You know exactly what to say. But you can’t expect yourself to know what to say if you don’t know what to say. So, don’t be too hard on yourself Tijana, because the first call is great. You did it. Most of the call was pretty good. And then, it can only get better. So, that’s the good news.

Tijana:                                   Well, guess what? I have two calls back to back right after this.

Yuri Elkaim:                         Perfect. There you go. What I would love for you, if I were a coach, listen to your calls, instead of having you do a thousand different things, the one thing I would want you to think about doing is, in your prescription, is obviously just breaking down your program based on those questions you mentioned, you also have that in the script anyways, so you can access that. But also just thinking about when, anytime we ask a question, pass the question back. So your answer is in the form of a question.

Tijana:                                   Is it okay that I’m not talking that much then? That’s the point right? They’re talking,

Yuri Elkaim:                         Totally. It’s 80, 20. You’re like 80% of the time the client’s talking, 20% you’re talking. They’ll get off the phone, and they’re like that was the best conversation of all time because I was speaking the whole time. And you’re just listening and asking a question. What else and what else and what else? And you just ask the question, ask the question.

Tijana:                                   You’re right.

Yuri Elkaim:                         Remember, he or she who asks the question, controls the sales.

Tijana:                                   Yeah, you said it.

Yuri Elkaim:                         Okay. Cool. So, is that helpful, Tijana?

Tijana:                                   Very helpful. I’m more confident now and a little bit relaxed.

Yuri Elkaim:                         Cool. Is there anything else you want to address in the next one or two minutes that we need to clarify before your calls.

Tijana:                                   I think that’s it. Just got to bring the confidence.

Yuri Elkaim:                         Just bring it, just bring it. Again, confidence comes from repetition. Knowing what to do, repeating it and just you’ll find after a couple of conversations, honestly, after the time you’ve done maybe 10 calls, you’ll feel a thousand times more confidence.

Tijana:                                   That’s true.

Yuri Elkaim:                         It would be nice to go into your first call fully prepared, like you’ve done this for years, but that’s not realistic, so don’t worry about it. Just practice, get a little bit better, look at where certain points of the call could have been a bit better in terms of from your perspective, and then just learn from that.

Tijana:                                   Yeah, absolutely.

Yuri Elkaim:                         Cool. Awesome. So this has been helpful?

Tijana:                                   Absolutely. Very helpful.

Yuri Elkaim:                         Cool. So, if everyone listening watching this, Tijana, what would you say to someone who’s considering working with us in the HPA program, who is trying to build their business, just trying to build their coaching business? Maybe they’re not too sure what to do. Maybe they’ve tried other things in the past and they were burned and now they’re skeptical. What would you say to them?

Tijana:                                   Well, I would say what you always say, Yuri, there’s really no, literally no other option. LI feel like if I didn’t do this, it just seems stupid not to because it’s completely changed the way that my business runs and just allowed me to scale in ways that never would have been possible doing what I was doing. So, if you’re thinking about it, definitely think no further.

Yuri Elkaim:                         Awesome. Thank you. Wicked. All right guys. Well, there you go. I hope you’ve enjoyed this conversation. And again, if he want to start enrolling clients at a higher level instead of a hundred bucks an hour and you actually want to transform their lives, you have to be able to do that on the phone. And if you want help with your phone conversations, then again, we’d be happy to help you. So, Tijana, thank you so much for opening up, for sharing what’s going on and I’m looking forward to hearing how your calls after our call here goes and onwards and upwards.

Tijana:                                   Thank you. Thank you, Yuri.

Yuri Elkaim:                         Thanks guys.

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.

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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.