The Successful Fitness Business Blueprint with Vince Delmonte
Stasia
Hey, Healthpreneurs! Welcome to another episode of the Healthpreneur podcast! I’ve got a holiday gift for you! Today, we are starring Vince Del Monte, the only Fitness Guru who has been coined The Skinny Guy Savior. He helps skinny guys and girls build muscle, confidence, and overall health through his popular muscle-building system.
Vince is an author and WBFF Professional Fitness Model. Because his fitness business did extremely well, he now helps others build their online fitness businesses. He’s a wizard when it comes to branding and marketing, and understands how critical it is to invest in yourself (he does!).
This episode will give you some insight into maintaining a lucrative – and lasting – business in the health and fitness industry. It’s not about the details. It’s about what’s between your ears and how you think about your growth and investments.
Tune in to hear what Vince believes to be the top two investments every entrepreneur should make.
In This Episode Vince and I discuss:
- Shifting in business and maintaining your identity.
- Imposture syndrome.
- Getting out of the box without fear.
- Outdated marketing techniques.
- Why investing in yourself matters.
- Branding and marketing.
03:00 – 11:00 – Vince’s journey, background, and goals
11:00 – 20:00 – Transitioning from fitness to business and how he manages both sides
20:00 – 27:00 – The need for coaching programs in an ever-evolving world
27:00 – 42:00 – Why people hire coaches and how you’re going to improve
42:00 – 1:00:00 – Where your investments count and an example
1:00:00 – 1:06:00 – The Rapid Five
Transcription
Hey, guys, how’s it going? Yuri here, and I’ve got a Christmas gift or a holiday gift for you today. We’re going to finish off the week going into Christmas next week with an overdue interview with one of my closest friends, Vince Del Monte. Vince and I have known each other since, oh man, I don’t even know, 2009? Probably about 10 years. We actually started online at the same time. He specialized in helping skinny guys put on muscle, and over the past few years, he’s transitioned from doing that to helping other fitness people in our space build their online fitness businesses, and he’s done very, very well in a very short amount of time. You’re going to see why.
This is going to be a really casual, candid conversation, very much like if we were just kind of hanging out together, and this is the stuff we talk about. I mean, he lives five minutes from my house. We hang out with the kids quite a bit. These are the types of conversations we have all the time, and I really hope that you’ll listen to this episode, not as a passive listener, but really, really listen to the message because both Vince and I have enjoyed a very similar run in terms of the revenue we’ve generated, the people we’ve served, the longevity we’ve had in the online health and fitness space, and there’s reasons why we’re still doing what we do today.
I really, really hope that you clue into the really important messages that we talked about in this episode with respect to mindset, investing in yourself, committing instead of dabbling. There’s a lot of important messages that sound simple, but don’t dismiss them because those are really the important things that are going to help propel you forward in your business. It’s not about the tactics. It’s not about the tools or strategies. It’s really at a deeper level. That’s really where the most successful people have conversations. It’s not about what the latest tool is. It’s really about going deep between the ears and figuring out what makes people tick, why they do things, why they don’t do things. I’ll think you’ll get a really good taste of that in this interview.
Yuri Elkaim: So, without any further ado, let’s welcome Vince Del Monte onto the Healthpreneur podcast. Vinnie, what’s up, buddy? Welcome to the show.
Vince Del Monte: Yo, Yuri, this is awesome, man. I thought we were going to meet up in person though.
Yuri Elkaim: No, I know. We did that for your podcast. I’m too lazy to do that. I like the in-person stuff. It really is good. Plus we only live five minutes away from each other.
Vince Del Monte: That means we’re both busy.
Yuri Elkaim: I know. I know, but I’m pumped. This is way overdue. For all of our listeners, Vince is one of my closest friends, and it’s just so cool to kind of pave our own paths kind of side-by-side, having started more or less almost at the same point and kind of going through a lot of the same journey. So it’s great to see what you’re up to and all the people you’re helping in the fitness space with their businesses now.
Yuri Elkaim: So talk to us about the transition because I love when people bring this shit up, which is, “Oh, dude, if you’re doing so well in your other business, why would you be teaching this other stuff now? Why would you be teaching other people how to build their business?”
Vince Del Monte: Yeah, simple, man.
Vince’s journey, background, and goals
Yuri Elkaim: My answer’s like, “I just systemized things properly over there so I don’t have to do this anymore.” But anyways, for you, what did that transition look like? Why did you pivot from just being the fitness guy to now helping others with their fitness business?
Vince Del Monte: Well, I felt like fitness was always my career, but I didn’t feel like it was my calling. That’s how I really define it. I really see that the fitness was ultimately a steppingstone to doing what I really wanted to do. Ever since I was a young guy, I grew up in a Christian home. I saw my father pastor many churches. I saw him come alongside men, and I saw the impact he had one-on-one. What I really knew I wanted to do long-term was impact men’s lives. I did realize that to earn somebody’s attention, your life needed to represent what I call a trade-up, right? Do you know anybody who wants to downsize into a smaller house?
Yuri Elkaim: Well, I mean, sadly there are a lot of people, maybe not of the same mindset as us, but-
Vince Del Monte: But you know what I’m saying?
Yuri Elkaim: They’re retired and so forth, but generally, no, no one wants to downsize.
Vince Del Monte: Do you know anybody who wants a skinnier body, less muscle, more body fat, a worse car? Nobody wants to trade down in life. My dad taught me this at a young age, but what I realized is that to have permission, if you will, to speak to people about other areas of their lives like relationships and business, you have to have some credibility and a relationship in a smaller area of their life, and that’s what I saw my fitness skills as an opportunity to help me to move towards.
Vince Del Monte: So I basically spent 10, no, never mind, from the age of 22 to 36, 37 just talking about one thing: muscle. Muscle, muscle, muscle, muscle. What was really cool, what I also learned early on was that people will come for the fitness, but they’ll stay for the life advice. I realized that I could impact people in the other areas I wanted to impact them in if I continued to help them with their fitness goals. You kind of just get to a point though, after five years, 10 years, you pretty much exhaust everything that you can say on that subject matter, and you’re in a new season of life. You become a husband. You become a father, and the things that were really interesting and challenges and chapters you were living through in your 20s are no longer relevant in your 30s.
Vince Del Monte: Frankly, I don’t want to talk about the same thing the rest of my life. If somebody else wants to, there’s nothing wrong with that, but for me, I was starting to not stand out differently anymore. This is really how guys are creating momentum in this fitness business is because they’re new. They’re the new kid on the block, and people love new. Every single guy, see, the thing is if you don’t who up differently, you don’t show up at all. The reason that I was gaining traction and the reason all these brands gain traction in the first few years and then kind of fizzle out is because they’re new. People don’t know who they are. People want to give them a shot. It’s like the new supplement. Everyone will try the new supplement for three to six months, but then they’re onto something else.
Vince Del Monte: It’s the same with the people that they follow. Very few people follow the same people forever. They might go back to them, and I was starting to kind of experience that in my mid-30s. I was a dad. I had two kids, and people were following me who were going through more of those similar experiences in life and were interested in how I was doing all that on top of how I was growing a successful and profitable online business. I wasn’t even talking about that, and that’s what was ultimately most unique about me. I always wanted to teach men how to build what I had built, but there was that fear factor of leaving the familiar to something unfamiliar and getting out of my comfort zone. Because with the fitness business I know how to run a promotion. I know how to create YouTube videos. I know how to recruit affiliates. I know that if I keep doing this, I’ll likely stay in this seven-figure-a-year mark.
Vince Del Monte: What happens is you gain an identity amongst your peers as oh, he’s successful because he’s crossed this milestone. One of the things that literally hit me like a ton of bricks was when I was at a Grant Cardone event, same one that you were at, Yuri, and Cardone came up on stage, and he goes, “The worst person you can take advice from is a millionaire.”
Vince Del Monte: I was like, “Oh, man.” I couldn’t even post that one on Instagram because I actually had to … A lot of the stuff I hear I repost right away. I was like, “I can’t even post this because he’s speaking right to me.” He was speaking to what was really happening deep under the hood, which was I was playing to not lose instead of playing to win. Everybody says, “Oh, become the best version of yourself. Go to the next level.” Nobody’s trying to go to the next level. If you’re actually trying to go to the next level, you would be okay with failing. I think what happened to me is I started making decisions that weren’t putting me into a position of epic failure because I was terrified of losing the identity of being a seven-figure earner. It was an identity I was holding very close to, and that’s when the plateau begins. That’s what happened.
Yuri Elkaim: Yeah, because it’s more comfortable to stay where you are and be safe and kind of hold onto what you’ve built than venture out and what if this doesn’t work or what if people say this about me or whatever. As you were taking this leap, even after the Cardone stuff or even before that, and this happened to me, so that’s why I’m asking. Did you go through a period of time where you started to really have that imposter syndrome. Like should I be teaching the business stuff now? Everyone sees me as the muscle and fitness guy, and now I’m doing this. Did you ever go through that mind trick?
Transitioning from fitness to business and how he manages both sides
Vince Del Monte: I’ll be honest, man. I don’t think I ever went through imposter syndrome with the business because I’ve always seen myself as a marketer first, fitness expert second. What was interesting was a lot of my close friends, when they saw me make the shift to business, their response was, “It’s about time. We saw this coming years ago. I wasn’t sure why you didn’t launch your own Mastermind two years ago.” Where I was starting to experience imposter syndrome was in my fitness business. So that’s where I was experiencing imposter syndrome. I’m like, “I’m good at fitness, but I don’t talk about fitness the same way I talk about business.”
Vince Del Monte: So if anybody ever said to me, “Vince, you only went into coaching business because you couldn’t make this fitness business,” it’s actually the opposite. I’m better at business. I should have been teaching business way earlier, and I was just losing … How many more videos can I do on what’s better, the leg extension or the squat? You know what I’m saying? I felt like I’d outlived that, and I didn’t want to be the guy that always had to be lean. If you and I hung out, how much would we talk about fitness and nutrition versus business and family?
Yuri Elkaim: Well, I don’t think we ever talked about fitness and nutrition other than do you want more wine.
Vince Del Monte: Yeah, exactly, and that’s very common amongst virtually all the conversations I have with my friends. Even when I’m interviewing a Stan Efferding and a Christina Thibaudeau, the leading authorities on strength and body-building, I find my brain wandering. Even though the information is fascinating, I’m not hanging on every word because it’s just not who I am anymore, and I think a lot of guys are afraid to make the pivot. I needed outside eyes. Two of my mentors needed to tell me, “You’re not living up to your full potential. Vince, you’re a leader of men, and people want to have the type of life you have, and you simply need to man up. You have to essentially kill the fitness business.”
Vince Del Monte: We still have the fitness stuff running on autopilot, but it’s not where I’m concentrating my time, money or resources to grow it anymore, and that was freaking scary, really, really scary. Because, if you will, this is kind of like my last card, my business card. But I don’t really see it that way. I see myself after the next decade of teaching business, I’m going to teach marriage and relationships. I’ve got a lot of work to do in that area before I start publicly talking about that. So I’m really just looking at each of these different areas of a man’s life and helping men one decade at a time.
Yuri Elkaim: That’s awesome. Because I think it’s important for people to remember that, as you mentioned earlier, you evolve, right? The diet you used to eat 10 years ago probably doesn’t apply the same way it does now. Who you were, what you knew, what you were passionate about, is different now than it was 10 years ago, and it’s probably going to be different in 10 years from now.
Yuri Elkaim: I think a lot of times people get stuck. They put themselves in this box. They call themselves a vegan or a bodybuilder or a whatever, and then they end up going through this identity crisis where they have a tough time breaking that mold. I think instead of people criticizing people teaching business instead of running the business they started with, I think they should be celebrating that because it shows you’re evolving and you’re contributing. By you helping all of your Mastermind clients, you’re helping them help more people,, and that’s really the best part. That’s awesome.
Vince Del Monte: Yeah, and it’s my brand, too. I mean, it’s my life. It’s really being honest with how I can stand out differently because obviously there’s who you really are as a person, and that is who I am as a person. Like we just said, in the M5 framework, the Five Ms of Manhood, muscle is the first thing because, I mean, it doesn’t take that long to get your muscle goals figured out. Does it really take 10, 15, 20 years to figure out how to get your ideal body and maintain it? Come on, guys. I’m pushing men now. Let’s get your muscle figured out, and then let’s get your mind figured out. Then we’ll get your money right, and then we’ll get clear on your mission in life, and then let’s get your marriage right.
Vince Del Monte: So it’s a progression for men now to look at all these different things as seasons. A big theme that I’m really excited about that is finally getting talked about more and more is that you can have everything in life, just not all at once. You can have anything you want, just not today. You have to focus on one thing at a time; do it really, really well. The reason your Mastermind’s blowing up and mine is blowing up is because people have seen us build a business and run it successfully for a decade. We’re not teaching people what other businesses are doing. We’re teaching what our own time and our own money is teaching us, and that’s why people are coming into the group.
Vince Del Monte: We’re still running Instagram ads and Facebook ads and YouTube ads to my fitness stuff, and we’ve still got funnels so that when I’m teaching, I can show I’ve got my rod in the water here. I’m not just leveraging other people’s knowledge to cash in because that’s a really shaky, shaky foundation, and I can’t teach authentically on the decisions they have to make if I’m not making them myself.
Yuri Elkaim: Yeah, totally.
The need for coaching programs in an ever-evolving world
Vince Del Monte: I mean, that’s the God’s honest truth, and the truth is always simple, and that’s what people are seeking out now. They’re looking for who is the real deal. I mean, it just speaks for itself when you walk into the room and you see who else is in the room, and you can tell when you’re in a room with experts versus amateurs.
Yuri Elkaim: I think it’s important for people to, when you’re evaluating and looking at who you want to, I don’t even want to use the word guru, whatever, who you want to follow in terms of their advice or coaching or whatever. I think there’s two important questions that I look at is number one, are they producing the results for themselves? Number two, are they consistently producing the results for other people?
Vince Del Monte: Yes.
Yuri Elkaim: I think, again, as you mentioned, and listen, I’m going to blow our own horn here because there are very, very few people, maybe we can count them on one hand, who have been in this industry for as long as we have who have had the success that we have had and are also teaching business. There’s other people that are teaching business and coaching and stuff that maybe they had a good year, and then all of a sudden they transition into coaching business and stuff like that. That’s fine, but I think we are in a very unique place because we’ve had such longevity in this space, and there’s a lot of wisdom and perspective that comes with that.
Vince Del Monte: Yeah, and we have access. I mean, who don’t we have access to? I mean, we have friends who have nine-figure businesses, eight-figure businesses. We know guys who’ve hit peaks and valleys. We know the guys that are doing triple six figures a month in ad spend, and we know that they’re not making money on day one, and they’re losing for a while before they make it back. We have contacts of the landscape, and we’ve kind of been underneath the hood of a lot of different cars, if you will, and we know what’s really driving them.
Vince Del Monte: We’ve even seen repercussions of certain business models in terms of some people’s health and relationships, and we kind of know that road. We could go down that road if you want, but I’ll tell you, it’ll kind of open your eyes up to what you’re in for if that’s the path you want to go down. So we have a lot of depth in terms of offering, “Hey, if you want to go down this road, I can tell you for a fact this is what you’re in for the next couple of years.” That’s what people want.
Yuri Elkaim: That’s huge. I’m telling you. As you’re listening to this, this perspective is huge. This is one of the biggest … See, I don’t think a lot of people really understand what they’re getting into when they decide to do something, but I also don’t think they understand what the cost, for instance what the cost of not doing something that is right for them is really costing them.
Vince Del Monte: Oh, yeah.
Yuri Elkaim: We actually had a training call this morning with our team, and they were talking about best and worst calls of the week. One of the calls was a duo. They’re kind of a partner in their business. They were saying, “Yeah, what you guys are doing sounds great, but we just don’t think it’s the right time for us.” We said, “Okay, well, what are you doing right now? What’s the alternative? If you don’t do this, what are you going to do?” Here was their marketing strategy. “We’re giving talks at libraries and posting flyers on walls.” That just breaks my heart because I’m like, “Really? Is that really how you foresee growing your business?”
Why people hire coaches and how you’re going to improve
Yuri Elkaim: So I think there’s two things. Most people don’t understand what they’re getting into in some cases because they see the shiny objects and they’re like, “Oh, I’ve got to do what that person’s doing.” Or they’re not truly aware of how much it’s costing them to stay stuck where they are doing what it is they’re doing that’s not working.
Vince Del Monte: Oh, yeah, can we talk about this for a bit?
Yuri Elkaim: Let’s do it now.
Vince Del Monte: Yeah, this is huge because one of the big mindsets that started to create a slippery slope for me is if we could just do that again next year. You hit 30 grand. Oh, if we could just do that again this month. You get to seven figures. Oh, man, if we could just do that again next month. Really what that is is going backwards because these platforms are changing so quickly. What’s your breakthrough launch today is obsolete tomorrow. I know you guys are teaching different stuff in your Mastermind every 90 days, and so are we.
Vince Del Monte: When we have certain guest speakers speak on Instagram ads or Facebook ads in Toronto, what they’re teaching in New York, it’s like, okay, here’s some of the updates you guys need to be aware of. If people are trying to figure this out on their own, the most expensive information is bad information. They’re seeing bad data. If you don’t have the right data to make your decisions based on what’s working right now today, you’re not saving money by not being in a coaching program.
Yuri Elkaim: It’s costing you more.
Vince Del Monte: It’s costing you more, and you might not feel it today, but this is the mindset of the middle class. The mindset of the middle class is to try and get ahead with addition and subtraction. If we could just save a little bit over here and just add a little bit over here. Even if you started doing every single $10-an-hour job in your business, you’re not even going to make six figures a year. I think it’s $92,000.
Yuri Elkaim: Yeah, it’s crazy.
Vince Del Monte: So by not delegating and by not making the decisions to expand, you’re going to get left behind, and that was a huge aha for me this year when I started going to Cardone’s events. He just hammers you. He goes, “You can’t expand and contract at the same time.”
Yuri Elkaim: Yeah, I love that.
Vince Del Monte: And 95% of your time needs to be into top line. Sales cures all. You don’t have a budget problem. You don’t have a too high of expenses problem. This is what your banker will tell you, your accountant will tell you, but your banker and your accountant are broke, so why are you listening to them? When he just started grilling this in my head and said, “If you want the top line to go up, if you want the top 5%” … not the top 5%, “if you want the top two inches of your financial statement to go up, then every other line on your financial statement needs to go up.”
Vince Del Monte: The fastest way to scale a business is people, all right? People don’t understand this because they think, oh, but people cost you money. People not producing profits in your company cost you money. I will say sometimes when you’re onboarding new people it does feel like there’s a bit of a two step backwards, and you’ve got to train them up, and at first it’s frustrating. You’re not getting what you want, but what are your options? What else are you going to do? Name one big company that has five employees.
Yuri Elkaim: Yeah, doesn’t exist.
Vince Del Monte: It doesn’t exist. So I think that mindset, that was a game changer for me and to understand that money is absolutely useless until you use it. I had everybody in New York, I had everybody reach into their pocket. I said, “Everybody take the money they’ve got in their pockets out of their pockets and raise it in the air.” I told everybody, “Put that money” … I told one of the girls that she had 400 bucks in her pocket. I said, “Put the 400” … Who has 400 bucks?
Vince Del Monte: So I told her, “Put the 400 bucks on the table right now.” I said, “If you come back here in a month from now, a year from now, 10 years from now, that money will actually probably be worth less, and what will that money have done for you just sitting there? Absolutely nothing.” There is this mindset that you need cash, and that cash is king. Cash is not king. Cash is trash. You need cash to grow the top line, and you need cash to get a media buy, get a videographer, a better videographer, faster tech, new products, new people on your team. It really comes down to the reasons that you’re doing this.
Vince Del Monte: Our pastor, Steven Furtick, had an awesome line that I haven’t been able to get out of my head just this past weekend. He said, “Your reasons are your rewards. Your reasons are your rewards.” If your reason for business is just to say, “I’m in business,” well, that will be your reward. You’ll be in business, but that’s about it. If your reason for being in business is to get more followers and you get 10 followers today, don’t be upset because that’s what you want. If your reason for business is just to make money and just to get by, don’t complain when you’re just getting by. But if your reason for business is to have impact and to have contribution and to push towards your full potential, well then, you’re going to have to make different types of decisions that are not about you and your comfort zone.
Where your investments count and an example
Yuri Elkaim: Well, let’s talk about that. So you mentioned cash isn’t king. Cashflow is definitely more important. A little sidebar. I love having an Amex because it has to be paid off every single month. Talk about doing whatever it takes to increase cashflow to make that happen. Going back to making a decision, for instance, I don’t know about you, but most of the coaching programs and Masterminds that I’ve been a part of have usually been one step above what I’m comfortable at. It’s not like hey, I’ve got 30-grand cash sitting around here. It’s usually putting me in a situation where I feel slightly uncomfortable to make that back as fast as possible.
Yuri Elkaim: So when you’re talking with perspective to guys and girls who are considering working with you, how do you get them to think about making an investment in a coach, in the program that’s going to give them the guidance, the structure, the support, the strategies to see a return on that over time?
Vince Del Monte: Yeah, well, listen. They don’t teach you this in university. There’s only one thing you’ve got to invest in: you. The number one thing you invest in is you because you’re the only … What do I mean by that? Well, if you’re in the fitness business, you hire a coach who can get you shredded because those abs are going to make you cash. You hire a strength coach who’s going to get you strong so you can start taking those clips of dead-lifting five, 600 pounds, which are going to get you more applications. You hire a coach who’s going to get you on stage and get you to win your pro card so that you can launch a muscle-building program and charge 100 bucks a months and build up your recurring revenue.
Vince Del Monte: So when you’re investing in yourself, when you’re investing money, you’re not giving it to me. You’re not giving it to Yuri. We don’t need your money. You’re doing it to achieve confidence in your life, to develop your skills, to improve your body, to improve your spirituality. You’re investing that money to become someone of status, somebody who other people want to do business with. You’re investing that money to build relationships with other people so that you’ve got a network to tap into.
Vince Del Monte: So you have to realize you’re not doing me a favor by paying me 18 grand. I don’t need your money. There’s seven billion people in the world. If you don’t want to sign up for my program, I will find somebody else because this program is growing with or without you. So what we’re talking about here-
Yuri Elkaim: That’s true. But, Vince, what if it doesn’t work out? What if I lose my money?
Vince Del Monte: If I took $18,000 from your life, would you recover?
Yuri Elkaim: Probably.
Vince Del Monte: Yeah. So you’re magnifying … Well, first of all, if this was a sales call, the person that is pitching this has to say, “You might lose it.” So big deal. What are you going to use it on anyways? Peace of mind? Where’s 18 grand going to get you anyways? What is that? A couple months’ rent? So you really have to acknowledge your fears as the boogeyman. They don’t exist. The thing that you think could be the worst case scenario, okay. So heck let’s say the Mastermind’s $50,000. So yeah, you take 50 grand out of your house, and it doesn’t work. So? It doesn’t work. I’m sure you’re going to recover.
Vince Del Monte: You just have to literally make these decisions decisively, and obviously what happens is people don’t just not take action. People do the complete opposite, and they take massive action because now there’s a threat. For me, when I pulled the money out of the house, I conditioned Flavia, and I’ve been conditioned from a young age that a house is where, that’s the best use of your money. Put all your money in your house. Put all your money in your house. I’ve got all this money sitting in my house doing nothing. It’s just sitting there. It’s literally sitting in the bank. Even if I got a good investment guy and it is making some money, what’s it doing? It’s just sitting there. It’s useless.
Vince Del Monte: So why wouldn’t I take that money out and reinvest it into myself, into growing the top line, and into a new stream of income and to helping more people and to elevate my credibility and to help more people so I can get more social proof?
Yuri Elkaim: But so, Vince, you know what the difference is? You’ve recognized this, too. There’s two types of people. There are dabblers, and there are masters. There are people who are building hobbies and people building businesses. I’ve taken a second mortgage out on my house to reinvest in my company. If you don’t believe in yourself and you don’t believe in your company, that’s not going to happen. If you’re looking to build a little side hustle, you’re not going to do that stuff. But we’re building empires.
Vince Del Monte: Yes.
Yuri Elkaim: That’s the difference, guys. You have to understand you just have to be honest with yourself. Are you looking to make an extra 5K a month, or do you really want to build something phenomenal? I would really encourage you to build something phenomenal. It’s really not worth it otherwise.
Vince Del Monte: Yeah. You’ve got to go big. You’ve got to figure out … You nailed it on the head, man. You’ve got to figure out why you’re doing this. I think, obviously, I didn’t have this mindset. I don’t want anybody to think I’m speaking down to anybody because I might just come across as I get a little excited because I didn’t have this data, these truths, if you will. This is it. If this is resonating with you, it’s because the truth is always simple, and the truth is always penetrating, and the truth will always set you free.
Vince Del Monte: When I heard this stuff this year, I was just like, “This is it. These are my wealth limiters.” Everybody talks about limiting beliefs? I couldn’t really figure out what are my limiting beliefs. These were my limiting beliefs, and a big thing that has really reassured me is … This is a good one. Your competition has the same fears as you. Your competition has the same problems as you. They’re trying to figure out well, what if I lose money on the media buy, or what if we run this promotion and it doesn’t work?
Vince Del Monte: I’ll tell you. We just sold $1,500 of PRELOAD, and now my guy, and we’re getting incredible feedback. My guy is saying, “Hey, are you ready to do another order?” The next order is $5,000 because I want to get it a little cheaper. It’s an $80,000 check. I have to just continue to up the ante. The first check was about 30 grand, or was it 24 or 20? I don’t know. It was close to 30 grand. I had to write a 30 grand check for the first round, and now we’re up to close to 80 grand. But they’re just numbers.
Yuri Elkaim: Dude, you know what it is. It’s like Grant talks about. It’s commit and then figure out the rest later.
Vince Del Monte: Yeah, exactly.
Yuri Elkaim: I’m telling you. If we were to boil down what the most successful entrepreneurs, whether it’s in our space or in life, look at Elon Musk. Here’s a guy who is the epitome of commit and then figure out the rest later. I think so many people are looking for “show me the proof that this is going to work first. Show me the end result before I commit.” Guys, it doesn’t work like that. It’s the complete opposite of how it works.
Yuri Elkaim: It’s actually funny that we have, as a human population, so many babies, considering the fact that we have no clue what’s going to happen when it comes out. Here we are. I don’t know if I can invest $10,000 to get some more product or in this program because I don’t know if it’s going to work out. Guys, you will make it work if you want it to work, and it’s as simple as that.
Vince Del Monte: Yeah, it really will. You’ve got to create a threat. There needs to be something at stake, and I think that’s the problem when you’re not in a coaching program and you’re flying solo. I mean, there’s no outside eyes, and I think one of the big things is that you’ve got to put your word on the line because that’s the only thing you have in life, your word. When you show up at these meetings and you tell people, “This is what I’m going to have done in 90 days from now,” well, there’s other people in the room listening.
Vince Del Monte: It’s sad, and I’m sure everything’s recoverable, but guys will show up in Toronto, and then they don’t show up 30 days, sorry, 90 days later. Sometimes it’s the more muscular guys. Sometimes it’s the better-looking girls, and they don’t show up at the next meeting, and I know what’s going on. It’s pride. I don’t want to show up because I’m just … It’s like they’re finding their identity in maybe their success or what has given them validation, which is the you’ve made it kind of thing from other people. Now, all of a sudden, they’re in a room with people that are further ahead of them, and they don’t want to be seen as maybe an imposter or somebody who’s a fake or just not saying what they want to do.
Vince Del Monte: I tell people that. “Hey, listen, that’s the exact reason you need to be in the room.” I get that fear of showing up. When I signed up for Empire, I truly thought … I’m looking at the nine guys in the room. There weren’t many guys who signed up for the Empire Mastermind, and I’m like, “If this is a race to see who is going to make the most money, who’s going to be the top success story for Craig and Bedros?” I actually thought, “I’m going to come dead last. I think these guys are going to crush me.” Because I don’t know. Guess what happened?
Vince Del Monte: Bedros and Craig flew in their team from Chino Hills, California, and they hung out in New York City for two days, and I guess they’re doing a success story, my hero journey video on me or something. I haven’t seen it yet. I guess I was the top guy from that group.
Yuri Elkaim: That’s not surprising to me.
Vince Del Monte: I think you need to intentionally, if you’re not … So this comes down to the conversation around pressure, and I’m really fascinated about this whole concept of pressure. Most people aren’t succeeding because they’re experiencing the effect of pressure, but they’re not creating the pressure. If you’re not creating the pressure, then there’s never an opportunity to get better. The first step to creating pressure is you have to be willing to fail. You have to be willing to.
Vince Del Monte: It’s like skiing down a triple black diamond when you’ve only gone down a green hill. Well, there’s a serious threat when you go up the hill. Yeah, exactly, but you have to be willing to maybe not make it, all right? Obviously, after that then you need to get feedback. How did you do? Then you’ve got to prepare further. You’ve got to prepare further for the next time you go down it so you can go down. Is there a quad black diamond? Maybe I should have said the double black diamond.
Yuri Elkaim: I don’t even know, man. I’m good at the blues. That’s right at my level.
Vince Del Monte: So let’s say you start with the single, then you’ve got to be prepared to go to the double black. Then when you go to double black, you’ve got to be prepared to go to the triple black. So the pressure has to continually escalate for you to get better. That’s why I’m telling people, a lot of people, “You guys, if you don’t keep up, you’re going to get kicked out the back.” It’s like a running race.
Vince Del Monte: I just remember when I was in high school running cross-country, my coach would always say, “Go out with the lead pack.” I’m like, “Yeah, but I’m not in shape to stay with them.” He said, “Just don’t lose contact with the lead pack.” Your coach would be yelling at you in the middle of the race, an 8K race, at the 5K or the 6K mark where it’s getting super, super painful, and he would just keep yelling, “Don’t lose contact.”
Yuri Elkaim: That’s good.
Vince Del Monte: “Shoulder-to-shoulder. Get up on his shoulder.” They would literally be running beside you when the group’s starting to surge and starting to take off, and they would be pointing their finger to the guy’s heels right in front. “On his heels. Go. Sprint. Get back in the group.” Because they knew as soon as you lose contact with the group, you’re done because now you’re running the race by yourself, and you get comfortable, and there’s no more threat.
Vince Del Monte: I tell everybody at these meetings. I said, “There’s individuals in this room that are going to set a blistering pace. I suggest you get on their heels and don’t get dropped. I’m going to continue bringing in faster runners into this group, and I’m going to try and spit you all out the back, all right? If you’re not willing to surge and charge, this isn’t for you. I want you to look at all these other guys in the room, not as your competition but as your friend. Everybody in this room is going to pull you to your fastest time. You’re never going to run a personal best going out to the field with nobody out there and just running yourself. You need a gun. You need a start line, a finish line. You need coaches on the field. You need other teams. It’s got to be the championship. Only top seven guys count, and there needs to be a lot on the line.”
Vince Del Monte: That’s why I like what you said. This might not be for you. You’ve got to be honest and look at all this as good. Because guess what? Here’s the coolest thing, man. When you rise up to the pressure, guess who calls on you when the team needs somebody to come through on something even bigger, right? They’re looking at this as an opportunity to get better and better. I want to speak at 10X Growth Con one day. There’s no way Grant Cardone’s going to be bringing me up on stage to speak to 35,000 plus people if I can’t crush an audience with 100 people. There’s no way Bedros is going to bring me up on stage to speak at Fitness Business Summit in front of 1,000 people if I can’t crush it with 200 people.
Vince Del Monte: I realize that if I can just keep rising above the pressure, then I’m going to get called in when the stakes are high and they’re trying to figure out who’s going to be able to come through for us. We’ve got this big event. We need some people that can rise to the occasion, and the only people that’ll rise to the occasion are people that keep upping the ante.
Yuri Elkaim: That’s so true. So this is funny because you hear all these contrasting points of view in life, right? Comparisons are the thief of joy. Don’t keep up with the Joneses. I completely agree with that, but there’s also elements of benefit to comparison. If you’re comparing, not like you’ve got a cooler car or you’ve got this many followers on Instagram, whatever, comparison is a way of using that to stimulate you to want and move further forward.
Yuri Elkaim: This is one of the reasons we moved back to Toronto. Because we were living in a small town outside the city for five years, and I’m like, “My next door neighbor is sitting on his front porch in a tank top, beer belly hanging out, drinking a beer.” I’m like, “This is the worst thing I ever want to experience for myself and my family. I do not want to see this because that is not making me want to be a better version of myself.” I want to be in an environment where I’m stimulated, where I’m empowered. There’s more stuff that I want to achieve and be around.
Yuri Elkaim: So yeah, I think whether it’s where you live or the group that you’re a part of and being pulled forward by other people that just motivate you to want to be better because, as I said, you’ve got to stay with the pack because if you don’t, you can’t run a race by yourself. It’s impossible.
Vince Del Monte: Yeah. I’ll give people some encouragement here. I feel like, guys like us, I feel like we’ve got big engines. So what I mean by that is we’ve got those endurance muscles, those slow-twitch muscle fibers, and I think guys really need to embrace that this is a marathon.
Yuri Elkaim: Dude, it’s a steeplechase.
Vince Del Monte: A steeplechase?
Yuri Elkaim: It’s a freaking steeplechase where every single hurdle you jump over you fall on your face, and then you just get right back up and keep going. That’s the way I see it.
Vince Del Monte: Yeah, yeah. I ran the steeplechase in high school. It’s a grueling event, but I think you guys have got to really embrace that you’ll beat a lot of people simply by not quitting. You asked me earlier what do you invest in, and I said number one thing … There’s three things you invest in. The first thing is you, all right? So we talked about that. The second thing you invest in is the branding and marketing, all right?
Branding and marketing
Vince Del Monte: Here’s the deal. All branding and marketing works. There’s only one reason it doesn’t work: if you quit on it. Whether you want to do a webinar, you want to do YouTube, Instagram, Facebook, it all works. You and I collectively probably know a gazillion guys, a couple dozen guys. Some guys are crushing it with video sales letters. Some guys are doing webinars. Some guys are doing application pages. Some guys are doing book funnels and all sorts of different machines, if you will. They all work. The only reason they don’t work is if you give up, and you’re short-sighted, and you don’t get outside eyes on the strategy and understand that the opportunity is not coming into our coaching programs and learning what to do.
Vince Del Monte: Don’t get me wrong. That’s really critical, and you’ll get that. But what’s most important is just having validation that this isn’t converting where it needs to convert. The reason is is because this video sucks. The script isn’t really good. The words aren’t compelling. The idea isn’t big enough. There’s no points of differentiation. That’s where the opportunity is, in the details and making the piece better. I think everybody just wants to jump to doing something, and they forget that you’ve got to score an A+. It’s not good enough to get a B- or even an A- anymore. You have to commit to being number one or number two in your space.
Yuri Elkaim: Totally.
Vince Del Monte: Your stuff has to be good. You have to invest into a better media buyer. You need the tracking. You need faster tech. That’s where the opportunity is, and that requires digging and staying focused on it and finding the gold as opposed to just moving onto another area. So that’s what I think a lot of people are just a little short-sighted on. When you’re in our coaching program, we can give validation to say you’re doing the right thing. You’ve just got to keep going. You’ve got to keep running the split test. Get that first split test done. Then we’ll move onto this split test.
Vince Del Monte: I mean, we’ve got friends who go into the hole for three to six months to get one funnel converting, but then the next thing you know, we talk to them, and they’re doing over a million dollars a month in ad spend on that one funnel they’ve been working on for half a year. I’m like, “What did you do different?” Like, “Oh, we just kept split testing.” “That’s it?” “Yeah, we kept putting the money down, knowing that if could make this thing convert, we’ve got a winner here.”
Vince Del Monte: Then I ask them, “So, holy cow, how’d you do that?” He’s like, “Oh, dude, it was brutal. It was just tedious.” I’m like, “Anything else?” They’re like, “Nah, that’s it.” So it’s like, “Oh, this is it?”
Yuri Elkaim: Sadly, yeah. Again, it’s committing to mastery. I will figure this out because the only difference of why someone’s doing that and someone’s not is because they just gave up sooner. Guys, listening to this and what Vince and I … I’m sure you can imagine this, too. Yeah, the strategies work, right? The strategies are important, but none of that matters if your mindset isn’t dialed in. All of this stuff is mindset. Like taking the risk, believing in yourself, committing full. These are all between the ears. This has nothing to do with what platform should you use and whatever.
Yuri Elkaim: I think so here’s the truth or dilemma. It’s never been easier to set up an online business, which is great, but the challenge is that it’s never been easier to set up an online business. I think a lot of people get into … It’s almost like it’s an eBay type of business. I’m just going to sell and do transactions. People complain that they’ve got to make an investment in a couple different tech tools. It’s like, “What are you trying to do here? If you went to school, you’d have to buy books, right?” I think if more people treated their online business like they did if it were a retail establishment or a clinic, I think they’d be a lot better off, right?
Vince Del Monte: Yeah.
Yuri Elkaim: Because your lease is, what, 10, 15,000 a month in some cases if you had a clinic? But now online you don’t want to spend 50 bucks on ClickFunnels or whatever it is, it just doesn’t make sense.
Vince Del Monte: Everybody wants to be a boss, but nobody wants to write the bills.
Yuri Elkaim: Yeah, exactly.
Vince Del Monte: Pay the bills, sorry.
Yuri Elkaim: No, for sure.
Vince Del Monte: If you want to be a boss, you’ve got to write checks. You need people. You need payroll. You need products. You need promotions. Just as soon as you think that you’re punt, punt, doing all that, you’ve got to up it again. You can’t back off, and I think that’s the biggest mistake, coasting and thinking that you’ve arrived. You’ve got to just stay around people that are way ahead of you and setting a faster pace, doing bigger things, so that your mind’s always expanding.
Vince Del Monte: I think that’s critical in terms of just getting into rooms every 90 days, not deliberating. I told everybody in New York, I said, “Book your flights for Tampa right now because right now you’re in a heightened state. Your dopamine’s up. You’re motivated. When you get back home, what’s going to happen is you’re going to wonder, which one is real? Is it what I’m experiencing now? I’m a little demotivated, a little depressed. I’m a little discouraged. Or what was the real feeling?” I said, “What you’re experiencing now is real, right? This is it, and you’ve got to have many runways in your life, on your calendar, things you’re constantly looking forward to.”
Vince Del Monte: Again, I’ll blame the kids for a little bit on this as well, too, because I do want to say. I understand if you’ve got young kids, there are seasons of your life where you’ve got to be present for your family, for your wife, or next thing you know you don’t have a marriage. I understand there’s times in life where you can’t go to … Right now, it’s Craig’s Perfect Life Workshop in San Diego, 425 people. I would have loved to be there this weekend, but I was away last weekend in New York City. Flavia was with me, but she was with the baby the whole time. That’s not easy while I’m up on stage. I’m getting cheered on, and everybody’s taking pictures with me, and she’s got a crying baby, and she’s out in the hall trying to get her to quiet up, and she’s not sleeping, and she can’t eat anything because something she’s eating’s bugging the baby. I have to make sacrifices, too, and I’m also off to Chino Hills next week to Bedros.
Vince Del Monte: So I think one thing we do want to talk about here with all this being said is that you can’t gain something without giving something else up, and this applies to all areas of life. So even though I would love to be in San Diego right now, but I’ve got to say no to some things. But then on the flip side, if you want to grow your business and you’ve got the time to travel, you can’t do this as a lone wolf operating out of the small confines of your apartment.
Yuri Elkaim: No. I think, well, the first time that we met was at Yanik’s Underground, and that was actually the first event that I ever went to, after trying to do this on my own for three years. I was like-
Vince Del Monte: We were both there alone. I think you were attending by yourself. I was attending by … Yeah, we just knew. Yeah, that was interesting.
Yuri Elkaim: Yeah, I mean, it’s so important to be surrounded by other people to get … I think in 2018, 2019 coaching is maybe more important than ever, I think, because there’s so much information out there, and people need help navigating what it is they’re doing. We had a client, so he started running his Facebook ads, and he was on one of our calls. I’m like, “Okay, cool. Show me your critical numbers,” because we give them this tracking sheet. I’m looking at this. I’m like, “Dude, am I seeing this right? You’re paying $81 for a webinar registrants,” when he should be paying about, let’s say, six. If he didn’t have the coaching to identify that and help course correct, if you’re trying to figure that out on your own, you’re toast. You’re going to be thinking, “Oh, Facebook ads, they don’t work. This stuff doesn’t work.”
Yuri Elkaim: But when you have the coaching and guidance, you’re able to make those pivots, and you have that person looking over your shoulder to give you that guidance. I think that’s more important than ever. For me, I tell people the number one decision I ever made was attending that first event at Yonik;s because that’s when I met Bedros. That’s when I met Craig, and that was how it all started with my first coaching, my Mastermind. Then it led to another one and another one.
Yuri Elkaim: I think we’re here because we’ve invested so heavily in ourselves and our businesses, and I think it’s the same for a lot of the guys and girls that we know who have done so well is they just, in spite of not having certainty of what’s going to happen, they just, “All right, let’s just do this. Let’s figure it out as we go.” I think that’s a really important message for everyone to really … It’s nice to hear this, but to really internalize it, guys, I’m telling you, it’s so important to really just invest in yourself.
Vince Del Monte: Yeah, and don’t be afraid to let your coach what’s really going on underneath the hood. I really stress this, that you can’t fix what you fake.
Yuri Elkaim: That’s good.
Vince Del Monte: I’ve actually seen a couple students inflate their numbers in front of me. I get it. You kind of get to a point where you’re now in the coaching program for other maybe validation reasons. Like, “Hey, coach, look what I’m doing.” But then what happens is you don’t bring the real problems to me, and the next thing you know, then they drop out. I’m like, “Don’t be in the coaching program to get a pat on the back. Be in the coaching program to get a swift kick to the you-know-where and to ensure that you’re living up to your potential.” It’s a really weird dynamic, and maybe because I’ve been doing it for a year-and-a-half. Now I’m starting to experience some new dilemmas as a coach.
Yuri Elkaim: Your problem, buddy.
Vince Del Monte: Yeah, and I really tell people. It’s like, “If you’re struggling with something that you’re embarrassed to share with me maybe because we talked about that in the meeting last time, and you might have this expectation that you should have figured it out by now. No, this is a safe environment. I don’t judge you. I might give you a quick kick as well and a nudge and tell you you’ve got to stop doing this but in a loving and best-intentioned way to see you succeed.”
Vince Del Monte: So you need to have people that care about you, and it helps when you’re paying them because that coach will feel more … Some coaches are really too nice to say it. I’m a nice guy, but because you’re paying me so much money, it’s way easier for me to say what I need to say. It’s funny because I had my little cousin, my cousin is in the coaching program.
Yuri Elkaim: Maria?
Vince Del Monte: Yeah, Maria. She’s got a business, and we came up with this epic name for her product, Unfading Beauty Secrets, and she does hair and makeup and stuff. We did that. In the first 30 minutes of the coaching call, her first coaching call right after Toronto, I said, “Maria, we’re going to hit the ground running. We’re going to get you going.” We came up with all these great ideas for her whole full-blown funnel in August. She was in New York City. She came up to the room to see me, Flavia, see the baby. I said, “Hey, is the product done?” She hadn’t even started. I’m like, “Maria, this is supposed to be done. We had the outline done two months ago.” She started asking all these questions about cameras and lighting, and I had to tell her, “Why are you in this program? Why did you sign up if you’re not …”
Vince Del Monte: Then we had to dig deep. I had to go a little under the hood, and then I actually put her a bit on the spot in front of 100 people on the Mastermind on her hot seat. My dad asked her after the hot seat. He says, “Was your big cousin a little tough on you?” She said, “No, I needed that. I needed that.”
Yuri Elkaim: Yeah. That’s what a good coach will do.
Vince Del Monte: Yeah, and I just told everybody, “It’s okay to let me know that maybe you didn’t do what you were supposed to do, and I’ll keep pushing you and pushing you. If I’m finding, okay, maybe I’m giving you too much to do, we’ll adjust it. Okay, just do this.” I found out that she had a little too much on her plate. One of her things, she has a limiting belief that I’m really busy. I have to yell at her. Not yell, in a big cousin way. I said, “Maria, we all have stuff going on.” She goes, “I got a lot of stuff going on.” I’m like, “You’re always going to have stuff going on. You’re not even married yet. You don’t even have kids yet. The only time you’re not going to have stuff going on is when you’re six feet under.”
Vince Del Monte: She likes to sleep in, and I had to call her out. I said, “Maria, why are you sleeping in until 10:00 in the morning? Why are you always tired? There’s no reason for you to be tired. Go to bed earlier.” I said, “Go to bed at 11:00 and start waking up at 6:00.” So she sent me a whole full-blown thing. Like, “Oh my God, this is so amazing. I can’t believe how much better I feel getting up earlier, how much productive I’ve been, and I’m already starting to finish the program now.” Again, she said … Oh, I’ve got to find what she texted me. But she said, “Thanks for not giving up on me. I was about to quit on myself, and you didn’t quit on me. I didn’t realize that quitting would have cost me more if I had dropped out.” Because she wanted to actually put her coaching on hold a month or so ago, and I had to just tell her, “You’re not actually saving money by dropping out.”
Yuri Elkaim: It’s costing more.
Vince Del Monte: I said, “$1,500 a month. In fact, I get it. The first one or two months might feel a little tight, but that’s the point. When you operate on less, you learn to live broke but not poor.” I said, “You’ve got to operate on broke, and you don’t need that money. What do you need it for? Peace of mind? How do you even know you’re going to get to 60 or 70? For retirement? What do you need the money for? Let’s get your top line cranked up.
Vince Del Monte: Again, I know the upbringing she grew up in. I know she comes from a small town, and I know a lot of people have this, and they just need to hear all this and then to have that breakthrough. Now she’s going to get this product done, and she’s going to launch it, and she’s engaged a copywriter and a funnel guy in our group. She’s going to get all the people in the group to promote her product when she launches because it’s a non-competitive product for all the fitness people. But I had to paint that picture for what she’s going to miss out on if she doesn’t take action now.
Yuri Elkaim: Totally. The thing is, do you think that she would have taken your advice had she not been paying you as part of the group?
Vince Del Monte: No, because she’s been in a multi-level marketing company for four years, and she’s been talking about launching a YouTube channel for four years. So when we were in Toronto, there’s another girl in my group. Her name’s Laura. She lives in St. Catharines, 23-year-old girl, and when she came into the group she had never broken five figures.
Yuri Elkaim: Per year or per month?
Vince Del Monte: Per month. She never broke five figures per month, and she had been doing it for three years by herself. She joined in the summer. Three months later she had her first $13,000 month.
Yuri Elkaim: Awesome.
Vince Del Monte: She’s like, “Oh my gosh.” There’s literally a gazillion things we still need to do. She’s still just all over the place. I told Laura, I said, “Laura, what do you advise Maria do?” She just said, “Go for it.” I said, “Maria, I’m not twisting your arm here. You’ve been telling me you wanted to do this for four years.” So a coach never twists somebody’s arm into doing something. They just help them make the right decision for their right life. That’s what she’s always wanted to do, but she needed a bit of a push. She’s never had anything at stake with the multi-level marketing. Yeah, you’re going around selling stuff, but they’re not paying a coaching fee each month if they don’t succeed. There’s no skin in the game.
Vince Del Monte: I said, “You don’t do this for me. You know your big cousin. He’ll be fine. I really don’t need your money.” I even tell people, and I almost say this to myself as well. I’m like, “You guys could all quit today. Every single person in this coaching program could drop out today. I’ll be fine, guys. There’s eight billion people in the world. I’ll go find another 75 people who want to go through the coaching program. It’ll take me probably six to seven months, and I’d get right back to where I was. If you all want to quit today, quit.”
Vince Del Monte: You’ve got to have that level of confidence and belief in yourself that you don’t need anybody’s money. The person that needs it the most always loses because they’re coming from a scarcity mentality. This comes back to getting clear on your calling, your vision, your path, and having outside eyes to affirm it. Again, this is what you all want to aspire to, everybody listening, to have the confidence to tell your entire coaching roster that you guys can all leave. I’ll be fine. Don’t do this for me. Do this for you. The reason that’s a penetrating message is because it’s the truth.
Yuri Elkaim: Totally. Going back to what you had mentioned earlier, people who have a money problem, they have a revenue or income problem. I’d take it one step further. If you have an income problem, it’s because you have an incoming problem. You don’t have enough leads and clients coming in. If you don’t solve that, you can never solve the top line. Yeah, Vince, this has been awesome. Obviously, we could talk about this stuff forever.
The Rapid Five
Yuri Elkaim: So, if you guys are listening to this, hopefully you’re getting some nuggets of wisdom here. This is kind of a discussion that you would partake in if we were just kind of hanging out together and having a conversation over wine or whatever. But before we finish off, I do have five rapid-fire questions that I didn’t tell you about that I’ll fire them your way if that’s cool.
Vince Del Monte: Shoot the bullets.
Yuri Elkaim: The bullets. You ready for the bullets?
Vince Del Monte: Just do it. Hit me.
Yuri Elkaim: All right, buddy. So, number one, what is your biggest weakness?
Vince Del Monte: Ruffles salt and vinegar chips and chocolate glazed donuts from Tim Horton’s. I actually had two last night and a whole bag last night.
Yuri Elkaim: Nice.
Vince Del Monte: Yeah, I don’t know if I was enjoying it or if I was guilty. The feelings are getting blended now, so it’s a weird situation.
Yuri Elkaim: What’s your biggest strength?
Vince Del Monte: I’m a massive action taker. I’m very good at just working hard and fast.
Yuri Elkaim: Yeah. Awesome. Number three, what’s one skill you’ve become dangerously good at it in order to grow your business?
Vince Del Monte: Closing. I’m the terminator. Yeah, everyone’s just falling like dominoes. You will fall when I get you on the phone. So if you don’t want to take your credit card out and if you don’t want to invest in yourself, do not get on the phone with me.
Yuri Elkaim: You’re just too irresistible. That’s the thing.
Vince Del Monte: What you need to hear and what you don’t want to hear. But yeah, it’ll all be true.
Yuri Elkaim: Totally. Number four, what do you do first thing in the morning?
Vince Del Monte: I train. I come downstairs. I have my PRELOAD, and then I come down, and I train in the basement.
Yuri Elkaim: Awesome. Finally, complete this sentence. I’m know I’m being successful when …
Vince Del Monte: Oh, the wifey’s happy.
Yuri Elkaim: There you go. There you go, guys. Mr. Vince Del Monte. Dude, thank you so much for being with us. This has been a lot of fun.
Vince Del Monte: Yeah, thanks so much, Yuri. It’s an honor to come on, man.
Yuri Elkaim: What is the best place for our listeners to follow you online and then kind of stay up-to-date with what you’re up to?
Vince Del Monte: Instagram. Vince Del Monte, V-I-N-C-E D-E-L-M-O-N-T-E. Instagram’s the best spot. Hit me up. We’re reviving the YouTube channel, so we’ve got some cool videos going up on the YouTube channel.
Yuri Elkaim: Awesome. Dude, thanks so much, man. I appreciate you.
Vince Del Monte: Okay. Yuri, thank you, man.
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Wrap up with Yuri
So I hope you enjoyed this one. This was a lot of fun. It gives me an extra hour to hang with Vince and bring some great wisdom to you. Hope you found it valuable. If you did, remember to subscribe to the Healthpreneur podcast on iTunes. While you’re there, leave a rating or review. That’s always appreciated. We’re approaching 2019. We’re what, two weeks out? I really want to have you use this time to think about what is going to be different next year. What are you no longer going to tolerate? What will you commit to? How are you going to invest in yourself? How are you going to grow? How are you going to get the right coaching and support to really hit your goals? Because, as we’ve talked about, doing things all by yourself, it’s never going to happen. I can promise you that. It’s not going to happen.
Now, whether you work with us or somebody else, that’s up to you. But I really, really want to encourage you to get out of your comfort zone and to really, really make the commitment to investing in yourself and to move your business forward. Because yes, I obviously want you to make a lot more money. I want you to enjoy a great lifestyle, but you also have to remember that it’s not just about you. The smaller you play, the more people you can be serving or suffering. Nobody wins by playing small, and nobody wins by staying small.
So I want you to head into the Christmas holidays thinking bigger, thinking about the bigger possibility for your life, thinking about what could go right instead of what might go wrong. To think about what’s the worst case scenario if I did fail? Are you going to be living in a cardboard box on the sidewalk? Probably not. There’s a reason that both Vince and I are happy to take money out of our houses to invest in ourselves and our businesses. Most common folk don’t do that. They want to keep all their money in their house, save up their nest egg, and they’re going to be 65 years old doing the same thing.
There’s a difference. As entrepreneurs we are a different breed, and you have to be honest with yourself moving into 2019. Am I building something incredible, or do I just want to make a little bit more money every month? If you just want to make a little bit more money every month, honestly, you might as well come work for us or go work for somebody else. But if you want to build something truly incredible, then you’ve got to commit, and you’ve got to go all in.
So that’s my parting message for you today. I hope you have an amazing rest of your day. Have a great weekend. I look forward to speaking with on Monday because I will be back. Yes, Christmas Eve day I will be back with you, and I’m going to share the story of Healthpreneur and how we built a million dollar business with less than 5,000 people on our email list. So don’t go anywhere. You won’t want to miss that one. In the meantime, continue to be great and be great, and we’ll see you then.
Follow Vince Del Monte at:
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
What You Missed
In our last episode we highlighted some of our incredible clients and give some surprise shout-outs.
These clients have stayed on course, followed their vision, and are now reaping the rewards of a job well done. We are very grateful to work with such incredible, dedicated clients, and are excited to see where their journey takes them.
This episode is inspiring and should drive you to reflect on your past year’s accomplishments. How have you advanced since this time last year? Are you where you said you wanted to be?
Tune in to hear what system has worked for our clients, and see how you can get a piece of the pie, too.
GETTING CLIENTS: If It’s Not Predictable, It’s Not Scalable
Stasia
Yuri from Healthpreneur here. Let me ask you this question. How do you attract clients into your health or fitness coaching business?
If you’re like most of the experts that we speak with, it probably resonates with something like this. “It’s mostly word of mouth.” And listen, there’s nothing wrong with word of mouth. Referrals are awesome, and you should continue doing that. The dilemma is that if you have ambitions for growing your business and earning more income and serving people at a higher level, the thing is that if it’s not predictable, it’s not scalable.
Perfect Client Pipeline
A lot of people we speak with and help want to go from earning whatever is they’re earning to earning a lot more, and we help them in a number of ways do that. One of the primary ways we do that is number one, we help them charge more, not just adding a zero to what they charge, but also understand that by charging more, you actually serve your clients in an infinitely greater manner.
But with that said, how do we get those people in the first place? What we help our clients build out is their perfect client pipeline, which is their predictable sales process. So no matter what type of business you have, no matter what type of business model you run, the most important thing you need to be focused on for the first couple of stages of your business journey is building out a predictable way of generating new leads and clients into your business.
Because once again, if what you’re doing is not predictable, then it’s not scalable. And if it’s not scalable, then what that means is you are going to be putting in so much time, energy and effort to push this car up the hill if you will.
Pushing A Car Uphill
You want to get to a point in your business to understand, initially you’re going to put in a little bit of work.
I’m going to push this car up the hill a little bit. But now, once that’s done, you have, for the most part, an automated process that does the heavy lifting for you. So, it’s kind of like the car is at the top of the hill and then you just put it in neutral, give it a little push down and now it just goes on its own. And that’s where you start building great momentum. And the great thing about this is that it requires a very, very simple pipeline, a very simple process to put this in place. And that’s what we do every single day with our clients. It’s exactly how we turned Healthpreneur into a multimillion dollar business and helping our clients at a very high level to the same in their businesses.
So I want to just leave you with this idea is what I’m doing predictable? Is what I’m doing, if I remove myself from this process, does the lead flow stop? Am I posting on Instagram 1,000 times a day and that’s my only way of generating leads and clients? Am I having to write blog posts and posts on Facebook all the time? Is that my only way of generating leads and clients? If so, you don’t have the predictability you need.
Again, if you need help with this, click the link and watch our training, the Seven Figure Health Business Blueprint. I’ll walk you through our exact, four step, perfect client pipeline process to help you not only attract and enroll more of your perfect clients, but how to deliver an amazing coaching program on the backend to transform their lives.
So, hope this serves you well. If you’ve enjoyed this, you know what to do, and I’ll see you soon.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
8 Inspiring Client Wins (and Surprise Shoutouts)
Stasia
Welcome to the show, Healthpreneurs! We’re back at it and ready to give you another great episode. Today we’re going to highlight some of our incredible clients and give some surprise shout-outs.
These clients have stayed on course, followed their vision, and are now reaping the rewards of a job well done. We are very grateful to work with such incredible, dedicated clients, and are excited to see where their journey takes them.
This episode is inspiring and should drive you to reflect on your past year’s accomplishments. How have you advanced since this time last year? Are you where you said you wanted to be? Tune in to hear what system has worked for our clients, and see how you can get a piece of the pie, too.
In This Episode I discuss:
1:00 – 3:00 – Introducing the show’s topic for today
3:00 – 12:00 – Elaine, Eric, Dan, Tanya, and Daphna’s success
12:00 – 19:00 – Kate, Amy, John, and Cher
19:00 – 21:30 – What happens when our clients deploy our program
21:30 – 24:00 – An exercise and a catalyst
24:00 – 28:30 – My promise to you
Transcription
Hey guys, how’s it going? Yuri back with you, and it is the thick of the holiday season. I hope you are doing great, I hope you’re all geared up with Yuri giving gifts and all that stuff that really matters, right? Like do all the Christmas shopping, which is I think most of us really is pretty ridiculous. Anyways, hopefully you’re having a good holiday season.
Introducing the show’s topic for today
What I want to do in this episode is, I want to take a few moments to acknowledge some of our clients and do some surprise shout outs. These clients have no clue that they’re being included in this episode. I’m going to spare their last names and I’m just going to give some praise gratitude and appreciation where it’s due because these are some really remarkable people who have overcome self doubt, limiting beliefs, uncertainty. They’ve just plowed through and they’ve just gone through and stayed the course, follow their vision, leaned in for support and coaching when needed and they’ve really enjoyed some amazing things.
I want to share one by one what some of these amazing individuals have been up to. I hope you get some inspirations out of this because this is just a select few of hundreds of the amazing clients that we work with on a daily basis. We’re very grateful for the amazing clients that we were able to work with, it’s really is a tremendous family that we’ve built at Healthpreneur, and if you want to join us then we’d love to have you.
Elaine, Eric, Dan, Tanya, and Daphna’s success
Elaine
Let’s start off with one of our long standing listeners, a lady who when we first spoke told me that she had listened to every single episode of this podcast. She told me, “Yuri, I actually listen to you while I’m in the bathtub.” I was like, “What? Interesting.” All right, so I’ll just let that be what it’s got to be. But anyways, I’m talking about Elaine. Elaine is an amazing woman who has been through some really amazing trials and tribulations in her life. She’s done some tremendous things in the health and nutrition space and she’s continuing to do so even in her second half of life.
I’m not going to reveal her age, but Elaine if you’re listening to this. Most of our clients were blown away when they found out how old you are, because they all thought you were like 20 years younger. Anyways, I just wanted to give a shout out to Elaine because when we first spoke, she was someone who she knew and she had this certainty that if she works with people, she’ll transform their lives. I told her that’s the most important thing for us, if you have that, we can take care of the rest.
When she embarked with us a couple months ago, she was handed our final live two day workshop in L.A. and then obviously we continued supporting her online. After that, but recently she posted inside the group that she had just enrolled a new client for $6,000 when previously she was lucky if she could get a close to three. She let us know that this would not have been possible without being part of the program. But more importantly, it would not have been possible without her first committing to work with us and to going through that uncertainty because she had invested in other things before, she had invested other people working on our business.
Listen, if you’re in the same boat where you’ve made investments, you’ve invested in coaching in the past and things really haven’t worked out the way you want them to. Hey, I get it. I understand that. That’s why we are the world’s leader in helping health and fitness experts start and scale high end coaching businesses because we see there’s a huge gap in the marketplace. We see what other businesses and companies are doing and we see there’s a massive opportunity, and that’s why so many people are banging on our door every single day to work with us. Elaine is one of those amazing clients we have. I just want to give a little shout out. Thank you so much for listening to this. You rock, you’re amazing, and I’m so excited about what 2019 has in store for you.
Eric
Next up is what some people might actually call him a doppelganger because he has no hair, like I don’t have any hair and his name’s Eric. Eric joined us, towards the latter half of the summer of this year. I’ll be very honest, it was a little bit slow going, how to go through a lot of mental blocks and trying to get everything perfect before we could launch. I gave him some firm deadlines to make sure he has webinar done and he delayed on that a little bit, it’s all good brother if you’re listening to this it’s all good.
Finally, gets everything ready to deploy, does a soft launch internally. Books two calls with a quick little beta within a few days, gets to calls, booked. One of them enrolls in this program, $4,000. He is helping people with Hashimoto’s, really reversing that and getting back in control of their thyroid and their metabolism and their health. One out of two enrolled on the phone and the second one he knows is most likely going to enroll as well.
What I love about this is that this gives Eric now the fuel to have the confidence that like, “Yes, this works, I can make this grow and scale.” What I loved about what he posted inside of our Facebook group, is he said he’s taking that $4,000, now he’s re-injecting that into his Facebook ads. Now he’s going to have rocket fuel to just exponentialize and accelerate his client attraction because now he’s putting $4000 and honestly with $4000 for most people listening in the health and fitness space, you could probably attract anywhere. You could enroll anywhere from, I would say six to 10 clients at that level. If he injects 4,000 he makes let’s say 30,000 in return, it’s a pretty good return. Now I don’t know exactly what the numbers are going to return like, but that’s just an example of what can happen. Eric, great job, I’m super proud of you.
Dan
Next up we got my man Dan. He is my brother from an oriental mother, so I’ve known Dan for almost 10 years and we actually first met in a different mastermind to actually one of the first masterminds I was a part of, he was a part of as well. Over the years he’s had a very successful offline brick and mortar transformation center helping women lose weight, lose weight and so forth. Then he wanted to, over the years he’s also done a lot of stuff online. He’s done a different product launches and info products and he just knew that and it didn’t feel right to him.
We spoke earlier this year, we were actually on a trip together to Mexico and I told him, I’m like, “Hey man, based on what you’re saying you want to do, you should really consider working with us because we’re doing some crazy, amazing things for our clients. I really think based on where you want to go, this is the way to do it.” Right away he was like, “This makes a hell of a lot more sense. Let’s do it.” He dove in, he joined us actually at our two day live intensive in Scottsdale in February. Within one week, within the first week of leaving Scottsdale, he had tripled his ROI. He had enrolled five clients within the first week and just went on a rampage from there.
He’s done so well over the past couple of months, actually the whole almost pretty much the entire year, that his business has continued to grow and grow beyond six figures. He was like, really almost immediately he’s like, “Dude, I’m in for the luminaries masterminds. Let’s just make this happen.” I was like, “Let’s do it.” Because now he’s at a point now where he wants to start scaling. He wants to start really branching out, not branching out, but really exploring the possibilities of how to grow something really legacy worth.
He is the transformation coach for male entrepreneurs, that’s his deal. He started off with females more on an offline setting, but realize his passion is for helping men in the entrepreneurial space absolutely, crush it with their health and he’s amazing at what he does. Dan, bro I love you, super pumped to continue working with you and seeing this business impact more and more people. It’s just going to be a great ride my friends. Cool.
Tanya
Next up we’ve got Tanya. Tanya is another one of our HPA clients and she’s a rockstar, she’s the type of person who just does stuff and gets done. She’s already talking to me about the luminaries mastermind. We actually had a call a week about it and I told her, I’m like, “Listen, you got to be at this point before we can consider it.” She was like, “Yeah, totally. I just want to make sure I know what I’m getting into and we’re going to make it happen.”
Tanya, she showed up on our group calls, we had with a four hour sales training marathon a couple of weeks ago, on a Saturday we had about 25 people show up on that. She was there the full four hours just gung-ho, and she’s just on the tail end of getting everything deployed with her perfect client pipeline. But man, she’s got some big things in store and I think I have a pretty good knack of identifying, success when I see it. Tanya is going to do some amazing things. I just wanted to give her a shout out preemptively because of how she’s shown up in the group, how she’s shown up to just be such a positive contribution to all, not just herself but all of our clients as well, and it’s been a joy to interact with you Tonya. Thank you so much.
Daphna
Next we’ve got Daphna who is another long time listener of the podcast. I didn’t actually know that until she came to L.A. and we had our luminaries experience, our luminaries mastermind. We allow 15 people that are not clients to sit in and experience it and she came to L.A. and I said, “Hey, I just want to make sure that you’re at the right points with your business to sit in here.” Because we want to make sure that they have their perfect client pipeline deployed, they’re enrolling clients. That’s important before they start sitting in a higher level group. She was like, “Yep, I’m ready let’s do this.”
Two weeks before she books the trip and flies out across the country to L.A. to joins us. We’re sitting down at dinner that one night and she’s telling me that, she’s been listening to the podcast for like forever. I was like, “Holy cow, I didn’t even know.” You might be listening to this podcast and eventually at some point we might be sitting down and having dinner together. That’s how cool this is. Right? That’s exactly what happened when Daphna.
She comes up, she comes out to L.A. she sits in for the two days, a great contributor, gets tons of great insights as well for her business and walks away with just so much … I guess, a bigger mindset, bigger thinking of what’s possible. She shared what she wants to do with her tribe, as she’s building out some more certifications and coaches within her methodology, which is going to be amazing for the market that she’s in. Big things to come from her over the next year or two and super excited that she’s just an action taker, she gets stuff done silently behind the scenes, but she’s just making it happen. Daphna, I just wanted to give a shout out to you. I appreciate you and looking forward to continuing our awesome work together.
Kate, Amy, John, and Cher
Kate
Next up, we’ve got Kate. Kate is one of our luminary mastermind members and she came out initially to one of our masterminds in Toronto in June. She sat in for the two days and then she’s like, “Yeah, let’s do this. This makes total sense.” A little bit of context, very much like Dan, I’ve known Kate for a long time. We actually knew each other virtually, but briefly had met in person once or twice. We had a phone call maybe a year ago, I don’t even know how long ago, but anyways, I invited her to Toronto and she’s like, “Yeah, this make sense.”
She lives in San Francisco, she flew all the way across the country to join us, sat in for the two days. She was selling a membership site, info products and on the hamster wheel of every month, let’s just release a new $19 ebook and then just try to make that work. Let’s just try bring that extra, five, 10 grand a month just in those promotions. I told her, I said like, “What do you really love doing?” She’s like, “Listen, I love coaching people. I love working with them.” She’s really personable, she’s an Australian and she’s so funny, we have a lot of fun together. She’s a great coach, she’s an amazing trainer.
The whole two days I told her, I’m like, “Kate, we’re going to blow up the digital side of your business and we’re going to build up the coaching side.” I’m not saying this to everyone, I’m saying based on what you love to do, you just have to make that decision for yourself. She knew she wasn’t getting the results that she wanted, doing what she was doing. She already knew, it was bubbling under the surface that the coaching model was the way for her to go. She just wasn’t sure how to do it or how to enroll clients and so that’s what we got her started with.
We said, “Okay, listen, come in, let’s get you ramped up.” We got her perfect client pipeline built out, and she continually for, I would say for maybe two or three weeks beyond the deadline that which we had set, she was going to get her webinar done. She delayed it and postponed it and procrastinated on it because creating a webinar is really powerful, but it’s also draining, mentally, it takes a lot of bandwidths. She put it off a little bit, but finally got it done and to this day she tells me, “Getting that webinar done was the single best decision I’ve ever made for my business.” Because, what that’s allowed her to do now is that she’s enrolling clients left, right, and center.
She was telling me in Los Angeles, she’s getting people on the phone, she’s getting qualified prospects on the phone for 20 to $30. I’m like, “That is insane.” Her landing page for registering for the Webinar was not even converting that well according to her stats. I’m like, “Oh my God, what an opportunity.” Imagine if we increase the conversions on your landing page, now we’re going to get calls booked for 50 or $20.
She’s just scratching the surface as well. She’s already enrolled the number of people, and now she’s formalizing the structure of her program to streamline things a little bit, but Kate’s going to be doing some amazing things in 2019 and beyond. I’m just so proud of her for all the amazing work that she’s done and for everything that she’s continuing to build out. That’s a really exciting.
Amy
Next up we’ve got Amy. Amy is … I’ve got a lot of Amy’s in my life. My wife’s name is Amy, we’ve got two mastermind members named Amy and this one here is.
We started working together just over a year ago and initially she was kind of wet behind the ears and all honesty, probably got her into the mastermind a little bit too early based on her business journey, but I think we made it work. Recently, she realized that she wants to do retreats, she loves bringing women together, having that intimate experience over a two day retreat or a one day retreat in some cases. She knew that, that’s what she wanted to do.
We went through a couple months of back and forth of getting the perfect client pipeline done that not really, she didn’t want really want to do that. Her Facebook ads weren’t working as well as she wanted, we went through, a good amount of back and forth. But again, if she stuck the process, she would have been a little bit further ahead with that. But it’s all good, it’s all good. Because you have to find your path, right?
Towards the fall, she was telling me that she had a retreat coming up in San Diego in November and she wanted to get 12 women signed up and attending. I said, “Great, what’s the game plan?” She gave me a couple of things that she was doing and I told her straight up, I’m like, “Amy, here’s the thing, if you want 12 women to show up, you need to do 10 times more than you think you have to do. You’re going to have to get uncomfortable and you’re going to have to reach out more. You’re going to have to do things that you normally wouldn’t do because if you want to get better results in different results than what you’ve had in the past, you’re going to have to do different things.”
I pushed her and her I challenged her to really make that happen. Whatever it was, two weeks later, three weeks later, she sends me an email because we do weekly check-ins and she sends me an email with her update and she’s like … I could just see she was glowing through her email that like, “I’m so pumped, we filled up all 12 spots. It’s going to be incredible.” It was, she ran the retreat shed all the 12 women there. Afterwards, when she was with us in L.A. at the masterminds, she was just telling me like, she was like, “It was the best experience ever. This is what I’m meant to do.”
I’m just super proud of Amy for having done that. Amy, if you’re listing well done, you deserve all the success and more that you’ve enjoyed. Again, we’re just scratching the surface here, there’s so much more to come for you in 2019 and beyond. I just super pumped that you were able to get that first retreat really filled out and got more clarity on where you want to go. Now, she’s also gotten cleared in the fact that she wants pivot her audience a little bit to really serving health professionals. Like women in the health community who are entrepreneurs and really helping them dial in their health and get that balance and alignments all figured out. I think that’s going to be a great opportunity for you for listening to this. Keep on trekking. Awesome work.
John and Cher
Finally, I want to just give a shout out to John and Cher. These are literally two of my neighbors, not that they lived next door, but they literally live like a 10 minute walk from my house. They attended our live workshop in Toronto and right away I was like, “These guys are going to do some great stuff.” Because, Cher is the face in the business, she is the expert and she’s a doctor. She is a Chiropractor by trade, but obviously like many Chiropractors have into all sorts of really cool aspects of helping people with their health. John is behind the scenes, the guy who every business owner wants. The operator, the guy who’s going to figure out the details, he’s running the Facebook ads, all this good stuff.
I would say it took them about three months to get their perfect client pipeline deployed. What’s was cool about this journey was that there’s a lot of self doubt. I don’t know if I could press this much, I don’t know if I could do this, blah, blah, blah. I mean it was just one thing after another, right? Which is fine. Which is normal, right? It’s normal, a normal part of the process. I keep reminding our clients, I’m like, “You guys have no clue what can happen to your business when this is built and deployed and your Facebook ads are submitted because overnight things can change very quickly.” That’s exactly what happened to John Share. They deployed their perfect client pipeline after three months of like, “Oh my God, I don’t know, can we do this?”
In the space of one week they had 16 calls booked, and of those calls, I think they had a few enrollments but not as many as they wanted. We looked at, “Okay, where was the gap? Obviously, the enrollment calls can be stronger, so we’re obviously working on that to make it better.” Now, they’re in a point now where they’re getting comfortable on the phone, they’re enrolling people a lot more comfortably in a lot more consistently and now they’re at a point now where they’re starting to scale. This is super exciting because this is a business that’s going to go very, very far just like most businesses can in the health and fitness space because we have audience sizes that are so huge. There are hundreds of millions of people who want to lose weight, right? Tens of millions or hundreds of millions who are in pain or suffering with all sorts of metabolic disorders that you as the expert can solve.
What happens when our clients deploy our program
I get so excited for my clients even before they realize was possible because I see what happens. I can see, I’m like their inner being, I’m at the end of the road looking back and I’m like, “Hey, you got some serious stuff, to be excited about here.” Because, as soon as you deploy this and is if you optimize and stabilize things properly, like we show you and you lean in for support and you keep going. Man, you can turn a struggling business where you’re barely able to bring clients in into six figures a month in the space of a couple months. You literally could do that if you wanted to with this model. That’s why I’m so excited about what we do because we can help people go from zero to hero in a very short amount of time.
I’m not talking about people being zero in terms of who they are, but few clients, not a really sustainable, predictable, profitable business to one that is just really amazing. If that’s something you’re interested in and that’s something you’d like us to help you with as well, then obviously we’d be more than happy to support you on that, if you’re the right fit for us to work with.
An exercise and a catalyst
Here is what I’d like you to do, is I want you to think about the year that is pretty much past us it’s 2018, we’re coming to an end. I want you to think back right now and just look at the year and I want you to ask yourself, are you where you want to be based on some of the goals you had set for yourself at the end of last year? If you’re still where you were I should say, last year or the year before, then you need to have a long, hard look in the mirror and you need to make a decision.
This is what I did at the end of 2009 after three years of really very flat results. I’m talking about poverty line income with my online business. I said, “I need to do something different. What I’m doing is not working.” I made a decision at the end of that year, I was at Starbucks in West Village I still remember this, second floor sitting by the window, it’s snowing outside. It was like December 19th and I said to myself, “Yuri, if you don’t do something drastically difference, this is not going to work for you and you’re going to go back to training clients in person and all that stuff.” I’m like, “It’s not going to happen.”
I made the decision right there that I was going to do two things at the beginning of 2010. First and foremost, I was going to start going to some live events to actually meet other humans in our space who I could learn from and connect with. Second, I was going to find a coach and that’s exactly what happened in the first two months of the next year. I went to two or three different events, one of the events I met who at the time knew was going to be the right coach for me. Hired him, join his mastermind, work together for a year, and that was really the catalyst that changed everything in my business.
I want to be that catalyst for you, if you’re sitting on the fence, if you’re someone who has expertise. If you feel like it’s just not working out the way you want it to, you feel you have this gift inside of you that is just like locked up in a box and you feel that the key to open the box and let it flourish. If you feel like you can do that, and if you know you can help people. Then I have 100%, 1000% certainty that we can help you, if you are the right fits to work with us.
My promise to you
That means you are somebody who’s committed, you do the work, you show up, you do whatever we tell you to do. Pretty much you’re coachable. Obviously, we’re not going to tell you to jump off a bridge and stuff like that, but you know what I’m talking about. When you get stuck, you don’t give up, you lean in and you ask for support and you figure things out and we help you through that. If you can do that and you just persist and never give up, I can guarantee you with 100% certainty that you will succeed with our help because we will give you a winning strategy that we know works every single time.
It works for us exactly how healthpreneur our entire business has been built. It works for all of our clients except for the ones who decide to give up. Right? That happens very, very seldomly. You’ll get a world class coaching and support. I’m talking copy coaches, right? Coaches to help you with your webinars, your landing page copy, your Facebook ads, your emails, we build out your tech for you. We take care of all the technology, you don’t have to worry about it. We’ve got mindset and results coaches to jump on the phone with you, one on one check-ins to get your mind right to keep you accountable, to keep you on track.
We offer four group calls every single week including Facebook Fridays, Q&A Thursdays, Webinar Wednesdays, implementation Tuesdays. There is no other coaching or training program in the world that I’m aware of that does anything close to what we do. Most importantly, it’s not about what you get, it’s the outcome that you get and that’s why our sole focus is on helping you get an outcome. To help you attract more clients, to help you earn more income, to help you have a predictable business that can work independently of you for the most part, and allow you to spend your time or more of your time doing what you love doing most, which is probably teaching, coaching and serving. Not doing internet marketing stuff.
If you’re the type of person who is like, “Yeah, this makes a lot of sense.” This like, “Yeah, let’s do this.” Here’s what I want you to do, first and foremost, I want you to watch our 7-Figure Health Business Blueprint training. That 75 minute presentation, it’s actually an updated one, so if you haven’t watched it, watch it, it’s really good. We’ll give you a lot more context for what we’re doing and how it might serve you. I’ll show you why the old way of building a business online is pretty much dead and what to do instead moving forward. If it resonates with you and you feel in your heart that this is the thing for you to do, then book a call with us at the end of the training we’ll give you the link to book a call. We don’t do that just without having people go through the training because we want to make sure the right people are on the phone with us.
In order for you to be on a phone, you have to have some context and it’s the same way we teach our clients how to get people on the phone with them. Because, the last thing you want to is unqualified prospects taking up your time. Watch the training, you can do that right now at healthpreneurgroup.com/training. I promise you, it will open your eyes in ways you’ve never thought of, and again, at the very least you walk away with some really great insights and at the most you can book a call with us and we can help you take things to the next level. So that 2019 is the year, is the year of you. It’s the year where everything changes because I’m telling you this can happen very, very quickly.
You don’t have to build your platform for five years, work with us and in less than three months we can help you build your dream business. If you’re excited about that and if you have belief in yourself, then believe me, we will work hand in hand with you to make this a reality. If you show up and do the work, you’ll get more coaching and support and a winning strategy than you can possibly ask for. Okay?
Thank you once again for joining me today, I hope this episode has inspired you. Again, step one right now is to go watch the 7-Figure Health Business Blueprint training over at healthpreneurgroup.com/training and I hope you have an amazing day and I’ll speak with you on Friday.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
What You Missed
Do you have a book in you? If you answered yes to that question, you’ll want check out our last episode where I discussed the truth about writing and selling a book.
I’ve written three books about diet and nutrition, so I’ve got some important behind-the-scenes insights.
I’ve published both traditionally and on my own, and I think self-publishing to start is the way to go. I’m going to share with you why self-publishing is the best way to get your message across, and I’ll crunch the numbers for you based upon my experience with self-publishing.
Tune in if you’re interested in writing a book and leave with some helpful hints to get started!
Is The “Black Box” Hurting Your Sales?
Stasia
What’s up? Yuri here from Healthpreneur. Hope you’re having a great day.
I was just having a call with our sales team this morning, our enrollment coaches. And one of the things that I was sharing with them is something I call the black box phenomenon, and how this applies to you.
Have you ever wondered why somebody doesn’t enroll in your coaching program? If you speak to them on the phone or if they don’t buy something that you’re offering them. I believe it’s largely based on what I’m about to share with you.
Fear and Uncertainty
So what is this black box phenomenon? Well, we have to understand the number one reason people don’t do anything, whether they think it’s good for them in the first place.
Actually, it’s kind of a combination of two things. Fear and uncertainty. And they actually are very, very closely related. Fear paralyzes people and holds us back. Very few people have the courage to move through fear. That’s why most businesses and most entrepreneurs don’t see the success that they want to see. They don’t recognize the pain of the process they’re about to embark on. And that fear, whether it’s fear of investing in something, fear of having a difficult conversation, fear of taking a risk, these are things that are going to hold you back every single time.
How To Sell Certainty
So the reason that a lot of people don’t enroll with you as a coach is coming back to fear and uncertainty. So here’s a little suggestion for you. When you’re sharing what you do with someone and you’re on the phone with them or even if you’re highlighting what you do on a web page, it’s really important that you let people know exactly what they’re about to get into.
Let me use the example of personal training. When you’re training clients. If you had a client enroll with you and you worked with them for 12 weeks and you gave them no sense of what they’re about to get into, they would be in for the shock of their life after the first workout, right? “Hey, you’re never going to feel soreness. Things are going to be great. You’re going to feel amazing after every single workout, it’s going to be awesome.” After the first workout, they’d be like, “What the …” Right? They can’t even move. Their muscles are sore.
So one of the best things you can do with prospects before you enroll them is you let them know exactly what they’re about to get into. “Hey, listen, I know we’re about to get started getting to work together and I just want to give you a bit of a game plan of what we’re going to do over the next 12 weeks. And just to let you know, you’re probably going to feel some soreness. There will be days where you don’t really feel like working out. But I’m going to be here with you to make sure you get it done. I just want to let you know that that’s part of the process. Is that okay?” So if you let people know what they’re about to get into, number one, they’re going to appreciate that, they’re going to thank you. And I think a lot of times we don’t do this because we’re afraid that we might repel people by sharing what it is we do with them. So one of the epiphanies I also had about this, literally yesterday, was like why don’t I shoot a demo video, like a behind the scenes look, inside our health business accelerator program. And so I did that and so that’s now part of our process in terms of our sequence with prospects.
Create A Fish Bowl
So going back to the black box. So if we think of fear and uncertainty as two big obstacles standing in people’s ways of doing something they know they want to do that’s going to be beneficial for them. The black box, think about it like this. Imagine I give you a box and I ask you to put your hand inside of that black box and you have no clue what’s inside. Would you put it inside? Well, this goes back to the Fear Factor days. Right? Remember that show Fear Factor? Joe Rogan is hosting it. You end up in a coffin full of spiders or something. That’s the black box phenomenon is you’re putting your hand into something that you have no idea what is going to happen as a result of that. Fear and uncertainty, right there, black box.
So instead of the black box, what we want to think about is how do we create a fish bowl for our clients? A fish bowl is transparent. You can put your hand in. You know exactly what you’re going to get out of it. You can see your hand. Nothing is fishy in there. Pun intended, I guess, right? If you’re going to put your hand into a fish bowl and there’s a shark in there, are you going to put your hand in? No. But if there’s nothing but water and maybe a little treasure chest, are you going to put your hand in? Sure, not a big deal.
So what I want to encourage you to think about is how can you demonstrate what it is you do to your prospects before they work with you? And what that’s going to do is that’s going to give them a lot more confidence and certainty that what they’re about to embark on is or is not right for them. And either way is fine because you don’t want the wrong people in your program anyways, right?
On the front end, if you can show them a behind the scenes look of if you have an online training portal, if you can give them a sense of what that looks like. If you can show them however you deliver your thing, give them a sense of the work. Show them the work. There’s actually a book I think called Show the Work. I think. I can’t remember who wrote it. But it’s about showing the work. Showing what people are about to embark on because it gives them more confidence and certainty and reduces their fear and uncertainty, which is going to kill your sales.
So does that make sense? If it does, let me know your thoughts below in the comments. And if you think this could help somebody else, share the video with them. If you’re watching this on YouTube, subscribe to the channel.
So remember, you want to avoid the black box and you want to get your clients into the fish bowl.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
The Truth About Writing and Selling A Book
Stasia
You know what time it is, Healthpreneurs! Welcome back! Do you have a book in you? Well, today I’m going to be telling you the truth about writing and selling a book. I’ve written three books about diet and nutrition, so I’ve got some important behind-the-scenes insights.
If you want to write a book, you should. But first, you need to know the truth about what is really going to transform someone’s life. And you must have a clear objective. Without this truth bomb, you’ll be headed into the process blind.
I’ve published both traditionally and on my own, and I think self-publishing to start is the way to go. I’m going to share with you why self-publishing is the best way to get your message across, and I’ll crunch the numbers for you based upon my experience with self-publishing. Tune in if you’re interested in writing a book and leave with some helpful hints to get started!
In This Episode I discuss:
1:00 – 5:30 – Publishing vs. self-publishing and your book’s objective
5:30 – 9:30 – How to really help people and when to publish traditionally
9:30 – 15:00 – Why you should self-publish and how to sell your book
15:00 – 17:30 – Getting your message across and knowing your primary objective
17:30 – 24:00 – My book example and putting book sales into perspective
24:00 – 27:00 – Why coaching programs are still the solution
Transcription
Have you ever wondered to write a book, or do you have a book that you want to sell? Well, in this episode, I want to talk to you about the truth about writing and selling a book. As you may or may not know, I’ve written three published books in the diet and nutrition space, including a number two New York Times Best Seller, USA Today Best Seller, Wall Street Journal Best Seller.
Publishing vs. self-publishing and your book’s objective
I just want to talk about a few things here with respect to writing either a published book or a self-published book, and just give you some important behind-the-scenes insights. Okay, because we are now, what, December 17th. We’re at the end of the year. A lot of us are probably thinking about, like, what’s 2019 looking like? How do we start getting our message out? How do we start attracting more clients?
Here’s the thing, it’s like I think everyone should write a book. Everyone has a great message to share. I think if you want to write a book, you should write a book. It’s great. You also have to consider what is the objective of the book. A lot of people ask me, actually, one of my … Not students, but when I was coaching at the University of Toronto, one of the players on our team ended up going to a naturopathic school, now he’s out, and he’s at his own practice.
He sent me an email the other week asking this exact question. Everything he was asking is stuff that, I think, would be important for you and him to understand. Maybe I’ll just send him this podcast episode as a response to his email.
All right. Okay, so here’s what he wrote. I’ll just take out some of the personal stuff. He’s like, “I had a few questions in regards to book publishing. As I’ve read your books and respect your opinion quite a bit, I decided to write a book, and the first draft should hopefully be done in the next month or so. Is there anything I should know when approaching publishers with my book. What was your experience with Rodale and other publishing companies you approached? What should I expect when discussing cost and profit with publishers? I’ll need to take a lot of images for the book, which I’m happy to hire someone to do.
How to really help people and when to publish traditionally
Okay, so let’s talk about the publishing route for a second. Publishing a book is essentially when you write a book, or you write a manuscript, or you have a proposal, you pitch it to a publisher, and they say yes or no. Right? The big publishers … Well, in my case, I published my first book with Hay House, and then my second two were with Rodale. There’s Penguin. There’s Random House. There’s all sorts of publishers out there.
Here’s the benefit … Actually, I’m not too sure if there’s a benefit to go in the published route. Okay. Let me backtrack. If you have a huge following and you can sell the publisher on the fact that you’re going to sell a lot of books, you could get a very big advance. In my case, I was able to get an advance that was almost seven figures, so very, very high six figures.
I’m like, “You know what? Yeah, I can write a book on that. Not a problem.” It was worthwhile doing that, but if you’re just starting out, or if you had a very small platform, and I’m talking about no following, or even a thousand following. When I say big platform, I want you to be very realistic of what a big platform is. I’m talking millions of customers, clients, or followers.
That’s what I’m talking about in terms of big platform because I know people in our space, some of them have actually been on this podcast, who have massive platforms and their books still did not hit the New York Times list. Earlier, I said, “Okay, you have to know what your objective is with the book.” My objective with my first book was to hit number one on the New York Times list. Why? For no other reason than ego. To be very honest with you, that was the reason why.
You need to be honest with yourself. What is the reason for the book? Oh, I just want to help people. Great, if you want to help people, here’s what you’re going to do. You’re going to build your perfect client pipeline. You’re going to get people on the phone. You’re going to enroll them in your coaching program, and you’re going to help them at a very deep level. You’re not going to give them a book that they’re not going to take action on. Okay?
That’s the way I see it. If you really want to help people, don’t give them a book. You can give them a book afterwards. If someone is really in need of help, they need your help. They don’t need the book. This is the biggest thing I want you to understand is that a book is not going to transform someone’s life. There are, obviously, exceptions to that. You pick a couple tips and insights here. You change the way you eat. You change the way you live, and it’s all good.
Remember, we only value what we pay for, and the more you pay, the more you pay attention. If someone spends 20 or $30 on your book, are they fully invested, or is it like … What’s the pain of loss if they didn’t read the book? Worst case scenario, they lose 20 or 30 bucks, but if they enroll with you as a client and they spend, three, five, $10,000 with you, the pain of loss, of not doing the work is massive.
I want you to understand this. Okay? This is why I have a very, very strong opinion about books and products, especially if you love coaching people. There are some people that just want to write books. Robin Sharma is a friend of mine. We meet up every now and then, and his ideal life is to sit in a log cabin in this beautiful remote area and just write. That’s all he wants to do. That’s perfectly fine if that’s what you want to do, but if you want to really coach and help people, then you just have to cut to the chase. That’s why I talk about the shortest path is usually the best one.
Why you should self-publish and how to sell your book
In respect to publishing a book, the only time I would recommend publishing a book with a publisher is if you have a huge following in which you can get a very high six or seven-figure advance. If you cannot get that, it is a complete waste of your time and a distraction to get a book published. Publishers will not do anything meaningful to sell copies of your book. Here’s the thing. Again, it’s 100% ego for why we want to publish a book. Oh, I just got a book deal with a publisher. Great, how much was it for? The average book advance, do you know how much it is? $5,000.
$5,000 to get a book advance so that you can have a nice-looking book that’s going to sit on the shelves, not front of the store, right, but maybe one or two copies tucked away somewhere in the bookstore. The publishers are not going to help sell the book. I mean, I’ve worked with two different publishers. They’re both amazing. I mean, I love both those companies, but very honestly, I did all the work. I did all the work to get on Dr. Oz and The Doctors in conjunction with my publicist at the time. I did all the work to sell the books. They did nothing. Okay? A publisher is basically a glamorized or a glorified printing house. That’s what a publisher is. If you want a nice looking book, they will print you nice-looking book. That’s about it.
Let’s talk about the alternative, which is to self-publish. Actually, let me go back to publishing for a second. If you want to make money, you’re not going to make money publishing a book, unless you had a big advance. If you’re getting advance for five, $10,000, that’s about it. That’s all you’re going to see in terms of money because how are you going to sell the book then? Okay?
You’re going to drive people to Amazon or a bookstore, and then you’re going to get, what, a 25 cents royalty on the book sale, or are you going to do this whole big launch to sell the book, but who’s going to support your launch if no one is getting paid because you don’t own the sales process? When you publish a book, you don’t own the sales process of the book. You’re sending people to a bookstore or Amazon. That is a problem if you want to make money and have a lot of people support your book.
Now, the flip side is you can do a self-published book, which is my favorite. Every book I’m going to be publishing into the near future is going to be self-published because I control 100% of the process and the sales process. If someone were to buy a book from our website, that money is coming to our bank. We obtain the customer, the client, end of story, instead of me sending them to the bookstore, and then not knowing who that person is.
If you want to write a book, I would strongly recommend self-publishing it. Hey, and if it does really well, and as you grow your audience, you can always take that book and pitch it to publishers down the road once you’ve had a bigger following. I would say, self-publish to start because it’s way better. Publishing a book, takes a lot of … It takes a lot of time, energy, and focus away from your business.
When I was writing my three books, I decided I’m not going to have this be a major distraction for my business, even though it was, so I’m going to write between 5:00 and 7:00 AM every morning, Monday through Sunday. That’s how I was able to crank out three books in the space of five months. I didn’t disappear, shut down my business, compromise all this other stuff because I had to write the book.
I just said, “Listen, I’m going to wake up early. I’m going to get the books done, and then the rest of the day is normal business.” Still, there’s a focus and energy that’s put into the books, and that’s a split energy. When you got split energy, you get split results. You have to be very clear about what the book is intended to do.
That’s the first thing. Second, so when we talk about publishing … Sorry, self-publishing, publishing, you’re going to absorb the cost of publishing the books. There’s no advance coming into you because you’re the one who’s the publisher. You’re going to take a little bit of a risk. You’re going to publish 100 copies, sell them. You make money back, whatever.
The real benefit of self-publishing is that if you wanted to do a launch around your book, now, you control the sales process, you control the funnel, and you control the cash, which means that if you’re selling the book for 20 bucks, which by the way, good luck selling a book for 20 bucks nowadays when everyone is doing free plus shipping, but let’s just say you were selling it for 20 bucks.
Now, you can reach out to different partners and say, “Hey, listen, I want you to support my book. I have this really well, dialed-in funnel,” which is a whole other ballgame. In order for people to promote your book, they need to be compensated. In order for them to be compensated at a good level, in order for them to send a lot of traffic to you, you got to pay them wall.
I’m not going to go … Well, I probably should go into a little bit of granular detail here. When somebody sends you a click, they want to know how much earning am I going to make per click. That’s known as EPC, earnings-per-click. Let’s say you have a book. You sell your book on the front-end. You’ve got a few upsells, because if you don’t, it’s not going to work, okay, in terms of other people promoting it because no one is making money on the front-end, especially if you’re doing a fee plus shipping offer, right?
The book is free. You cover shipping. They give their credit card, then here’s the first upsell, you’ve got this VIP package for 67 bucks. The next upsell is, whatever, a VIP coaching thing for 297. Whatever the upsell flow is, is what it is. That’s where most of the money is made. If you don’t have it in place, don’t even bother with the book launch. If you do, and you’re launching a book, people are going to know … They’re going to want to know what’s the converting at, what are the earnings-per-click.
Any earning-per-click under a dollar is unacceptable. That’s pretty much it. If you have a book launch and you’re earning … Most people would get from a book launch under 10 cents earning-per-click, don’t even bother. When we did our book launch for The All-Day Energy Diet, it was a published book, but I actually acquired all the copies myself, and then we control the sales process. That’s why I bought $300,000 worth of the books, so I can control the sales process, and then run a big launch around it. It was a big risk, but it worked out.
Our earnings-per-click were close to a dollar on a book launch, which is almost unheard of. If you’re not experienced and you’re not a really well-seasoned marketer, I won’t even bother because there’s just too many moving parts for you to worry about. Our last book launch was a self-published cookbook. It was a free plus shipping offer, so we self-published it, right, so we printed 30,000 copies, whatever that ended up being, and we said, “Okay, we’re going to give a copy away for free. You just cover shipping,” and then we had a number of upsells to offer other complementary cookbooks on the back-end.
Here’s why I’m not a huge fan of launches, especially when it’s … Well, as you know, I’m not a huge fan of anything that’s low-priced because it doesn’t make sense, and here’s an example. Free cookbook, you pay 9.95 for shipping. We split-tested nine different funnels. Now, you’re probably just one to write a book and get into people’s hands. You don’t want to split test nine different upsell funnels, each funnel, three to four upsells, and then track all that data somehow and get partners promoting it, it’s a freaking nightmare.
Getting your message across and knowing your primary objective
If you are going to self-publish a book, again, be very, very clear about what the objective is. Is the objective, I’m just going to put the book up on Amazon, and I’m going to send some people there, and if they buy it, that’s great, or we’re going to house the book on our website, in our storefront. When people go there, they can buy the book, end of story. They’re taken to the thank you page, not upsell flow, whatever. There’s going to be no product launch, no big launch around this. I’m just putting a book that I want to get a message around, and I’m going to put it out there.
You can totally do that. There’s nothing wrong with that. You’re going to see a lot more of that. For me, actually, I’m publishing a book a day. Sorry. That would be a little bit insane. I’d be on cocaine. A book a month, that’s my goal in 2019. You’re going to see a new book released from me every single month, and we’re going to be building out the storefronts on the HP site to basically sell that. I’ll tell you why we’re going to do that in the coming weeks, but that’s my intention.
I have no intention of doing book launches, trying to get a publisher to publish it. I don’t care about any of that stuff. I just have a message, and it’s done in a way that’s actually fairly simple for us to publish the book or self-publish it. I don’t have to write for weeks. It’ll take me a day or two. We got a pretty good system in place to be able to make that happen, but our intention is not to use that as a primary way of generating business and clients in our business because if that is your primary objective, you’re doomed to fail.
We had a call with a prospective client a few months ago who, funnily enough, didn’t end up working with us because her boyfriend ended up finding something on the Better Business Bureau website about one of our fitness products from 10 years ago that had some copy that was a little bit over the top. He told her, “Listen, I don’t think this is the type of guy you want to do business with.” I was like, “Wow, that’s great. 10 years ago. We weren’t even on the Better Business Bureau. They were just looking at one of our sites and had somehow popped up on their site as an audit or something.
Anyway, so she was in the position … She’s in the position … She has a book, and she wants to sell it. I’m like, “Great, what’s the objective?” Well, I want to use it to get some clients on the back-end. I’m going to have a course and all this stuff. I’m like, “Great, how are you going to sell the book?” I’m going to do a couple talks here and there. Awesome. How many talks are you going to do to sell enough books to make enough money to live? There’s no answer to that question.
Guys, this is so important. The reason I’m sharing this with you because I’ve done all this shit. I’ve done all this stuff. It really is just a distraction. Listen, you have to decide, are you a writer, or are you a coach, or are you a business owner, or are you an entrepreneur? You got to figure that out. If you’re a writer and you love writing, write books. That’s great, but you also have to figure out how to sell them.
Don’t ever write a book before you’ve got a platform of people to sell it to. If you want to write for the sake of writing, that’s your choice, just understand there’s an opportunity cost, and the opportunity cost is lost time, energy, money, that could be spent on building your business and working with your clients.
If you’re going to write a book, I would strongly recommend self-publish where you control the process in terms of the writing, editing. You can do whatever you want with it. You can choose Amazon CreateSpace for publishing the book, or you can go with print-on-demand services like Vervante or there’s others out there, or you can go with a fulfillment house where they print the book and house it, and then ship it out.
There’s all sorts of different options that you can use when you’re self-publishing, but I would strongly recommend you self-publish because then, you don’t have to answer anyone. You have to answer, “Oh, like, listen, I need …” Here’s another great example, okay? My last book, The All-Day Fat-Burning Cookbook, is an amazing cookbook. All the recipes, unlike most other cookbook authors out there, I created myself. I would source the recipes from some people on Fiverr and stuff like that. I created every recipe myself, tested everyone. I actually still used a couple to this day. It’s amazing.
My book example and putting book sales into perspective
I submitted the cookbook to Rodale, and it was, I think it was like 40,000 words. It was a hundred and somewhat recipe. I’m like, “I’ve said everything I can say. It’s all done. Here you go.” They sent me an email back a couple days later like, “Yuri, this looks awesome, just one thing. We need you to write another 25,000 words.” I’m like, “For what? For what?” Because they had to fill their printing quota size for the book. I had to come up with 25,000 extra words because they needed to meet a printing quota.
This is the nonsense I’m talking about when you’re trying to get a book published, like why? Why do all that stuff? I’ve got up … Excuse me. I just had a hiccup. That’s pretty funny. I have another friend in this space. I’m not going to mention their name, but they had a book that was published with my publisher as well and did pretty well. Now, what they’re doing is they’re taking all the published books. Basically, they don’t even care what they’re doing. Now, they’re just selling all their stuff through ClickBank because they control the process, right?
That’s a whole other beast of making the whole ClickBank affiliate marketing stuff work. At least, with that, they’re going to get a lot more leverage, and a lot more longevity selling a book in an eBook format, for instance, or even a physical book, through ClickBank. I’ve got friends who you would never know, right? They’re not published authors. They’re not these experts you see on TV, and they’re selling hundreds of thousands of copies of their books and eBooks every single month.
Do you think they’re ever going to hit the New York Times list? No. Do you think they care about that? No, because they’re making tens of millions of dollars a year. You have to be very clear about what your objective is. If your objective is to hit the New York Times list, I would say check your ego because it really doesn’t do much for your career. It’s not like I’m speaking on every stage around the world now because I’m a New York Times Best Seller. It helps. It opens a few doors. It adds a little bit of credibility, but would I do it again? Probably not.
I mean, I’m happy that I have it. It’s something that no one can ever take away from me, but you don’t have to have that stuff to be successful. You don’t have to be known by everyone or be on stages or be on TV and have your books hit the list to impact people’s lives and make great money. I would actually say that all that stuff is a distraction and because it’s a very, very convoluted, complicated business model.
Again, I’m not going to mention names. Another colleague in the space, multiple time New York Times bestselling author, she was telling me at one time, they had done … The revenue is $10 million in a year, and she was saying she barely profited $100,000. I’m like, “For what? You’re doing all these book launches, where you’re giving people cars for the top price, and you’re spending half the year bringing everyone together and get in to promote the book, and then the book doesn’t convert well.”
In my case, I’m not going to continue sending tons of traffic to it, but other people do, and that’s their choice. Here, you have this massive book launch, and then you’re selling supplements on the back-end of it. Hey, that’s totally fine, but you just have to understand what you’re getting into. Most people don’t. Most health experts don’t understand what goes into launching a book, let alone a product, a business, a coaching program, whatever. That’s why I wanted to step in here and give you some insights into making that a reality.
I just want to give you one more example. Let’s say that you have a book that’s $20, and let’s say that you kept all $20. That was 100% of your profit. Caveat, that’s not going to happen, but let’s just say it did. Okay? You make $20 per book. You want to make a million dollars per year. That’s your goal. How many books do you have to sell to have a million dollars? You have to sell 50,000 books.
All right. All right, so how do we sell 50,000 books? You can do launches, Facebook ads, all sorts of different stuff, okay? Anyways, let’s just assume that you got a book page, like a page that sells your book, and it converts at 1%, which means that if a hundred people land on the page, one person buys the book. If you want to sell 50,000 books, how many people need to land on that page? The answer is five million.
All right, so here we go. Do you have five million people at your disposal? Probably not. Okay, so what’s the alternative? You reach out to partners to promote the book. Okay. Great. Dilemma, do you have a funnel that is going to increase the lifetime or the average order value of that book transaction so that that partner is going to make a great commission and want to continue selling or promoting it? Maybe, maybe not, or you can buy Facebook ads, in which case, you could lose a lot of money trying to sell a $20 product unless you have a really, really well dialed-in funnel, which again, is probably not the scenario for most people listening to this.
How are you going to get five million people to the websites? You can’t. Therefore, you can’t sell 50,000 copies, and therefore, you can’t earn a million dollars, unless you are an amazing marketer who loves writing sales copy, and who wants to pump out all sorts of different funnels in the back-end and upsell flows and try to increase the average order value from 20 to $25 so that you can spend $23 to acquire a client on Facebook. You’ve got $2 profit. You could do that if you wanted to make a million dollars.
I doesn’t make a lot of sense, does it? That’s why I really believe, if you want to coach and you want to help people at a deep level, just freaking coach them. You don’t need all the convoluted stuff. Run traffic to a webinar. From the webinar, invite people onto the phone, solve their problem. They’re drowning in the water, don’t throw them a water wing, throw them the frigging life preserver.
Why coaching programs are still the solution
That’s what your coaching program is going to do. You’re throwing them the solution to their problem. A book is a crumb. Let’s say you’ve got a coaching program at $5,000. How many clients do you need at $5,000 to make a million dollars? You need 200 clients. Which would you rather have, 200 clients or 50,000 people buying a book? I’ll tell you this because we have book funnels right now running from Facebook ads, and thankfully, I’m not involved in that because it just sucks the soul out of my body, but our health and fitness business does that, partly.
It is a lot harder to sell, in our case, a $10 book than it is for us to sell a coaching program for several thousand dollars. You’ll find the same. I’m telling you. You will the same. It’s really not worth it, so my suggestion to you is write the book because want to write the book. Get it out to people if it helps five people, a thousand, whatever, but if you really want to help people, build out your coaching program. Let us help you build out your perfect client pipelines that you can predictably get people into your world, serve them, transform them, help them, and then, over time as you build your platform, if you want to or not, then you can release the books on a bigger scale, but whether or not that happens or not, it doesn’t make any difference.
I hope this makes sense for you, and if it does, great. If you are of the opinion where you’re like, “You know what, Yuri? this makes a lot of sense. Let’s built out this perfect client pipeline. That makes more sense to me.” Then I invite you to attend our free training, Seven-Figure Health Business Blueprint.
Go to healthpreneurgroup.com/training. Do it now. Attend the training. You’ll just get a lot of insight. You’ll get a lot of clarity about exactly how to do all this stuff. Again, if it resonates with you and you want our help, book a call, and we can drop on the phone with you and figure that out, okay?
That is the truth about writing and selling a book. I hope it finds you well. If you know anyone else who is thinking or has a book, thinking of writing a book or has a book, please share this episode with them. It will save them a lot of pain and frustration. Okay? In the meantime, have an amazing day. I look forward to speaking with you on Wednesday. Continue to be great, do great, and I’ll talk to you again.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
What You Missed
In the last episode, my guest was Matthew Hersh, the co-owner and operator of The Brand X Method.
Matthew talked about both the business-building side of things and the journey to create a movement.
Matthew is a savvy businessman. He’s passionate about his work with The Brand X Method and knows the value of continued education through podcasts, conferences, coaching – and lots of reading – so he can make the biggest impact with the kids his company serves.
If you missed this one, you can tune in right here for some actionable tips to take your business to the next level, reconnect with your mission, and use your uniqueness for good.
Your Perfect Life Vision
Stasia
It’s another great day on the Healthpreneur podcast! Welcome back! Today Amy, Stephanie, and I will be talking about the importance of your Perfect Life Vision. As we all know, it’s easy to get lost in the day in and day out, the comparison, and the busywork.
But it’s important to take a step back to look at the big picture – the vision – and know what you want and why it’s important to you. To stop getting in the way of your vision becoming a reality, you’ve got to get past your own limitations.
Our results coaches hear it all. They know the struggles our clients are going through, both mindset-wise and in their businesses. And oftentimes, a realigning with their Perfect Client Vision is all it takes to get our client’s back on track. Hop on the podcast today to hear what other Healthpreneurs are going through and some tips to immediately hone in on your own vision.
In This Episode Amy, Stephanie, and I discuss:
- Why your vision is important.
- The boundary between you and your business.
- What we commonly hear on our coaching calls.
- Getting past our own limitations.
- How to hone in on your vision and act.
- Recognizing your thought patterns.
1:00 – 7:30 – Why your vision is important
7:30 – 12:30 – What we commonly hear on our coaching calls
12:30 – 14:30 – Our company’s process
14:30 – 19:00 – The necessary next steps to realign with your Perfect Life Vision
18:30 – 26:00 – Being aware of the subconscious mind
Transcription
Healthpreneurs, what’s up? Hope you guys are having a great day. I’m here with Amy and Stephanie today. Jackie is off on a cruise I think, or she’s just sleeping in. Either way, it’s just the three of us.
Today we’ll be talking about something really important like we always do. We’ll be talking about the importance of your perfect life vision.
Why your vision is important
I want to talk about this, or we want to talk about this today because it’s very, very easy to get lost in the trenches, get stuck in the weeds, start comparing yourself to other people and also not spending enough time really knowing where you want to go. As a leader of your business you have to understand guys, the most important … the two most important questions you have to consistently ask yourself. What do I want, and why is that important to me? That’s it. In fact in our focus planner, which is still in beta, so we’re not releasing it yet. Every single page at the top here, right here. My most important goals. Every single day it’s a reminder.
You could do all this stuff and get stuck into webinars, or on your Facebook ads or whatever. But you have to always focus on why you’re doing this. Yes, it’s frustrating. I spent actually half an hour on Zoom with Jill on the weekend, not something I would normally do, because her Facebook ad account or her Facebook ads were … she was just lost in the trenches, right? I’m like, “You know what, I’ve got some time, let’s just jump on zoom and figure this out.” And it’s very easy to get frustrated when stuff like that doesn’t work. But you have to remember guys, that everything you’re doing is for a greater purpose. When we had six ad accounts shut down earlier this year, it would have been a lot easier to say, “You know what, screw this. I’m going to go deliver milk house to house.” I don’t even know why that came up.
But anyways, so we want to talk about why it’s important to really stay connected to that perfect life vision that you have for yourself. Because if you don’t, everything you’re struggling with, or everything you’re working on is not going to have context to keep you fueled and keep you moving forward. So Steph, Amy, welcome to the call. How’s it going guys?
Stephanie: Awesome.
Amy: Awesome.
Yuri Elkaim: So do you want to you want to kick start this Amy?
Amy: Sure. You know, I think like you said, Yuri, it’s really easy to sort of get stuck in the things that we’re doing, even though we are very clear that the system is very simple, there’s four moving parts. There’s work to be done and there are skills to be learned. And we get really caught in our head in that thinky brain instead of dropping down and saying, “Wait a minute, hold on. Why did I start this journey anyway?” So what my question for all of our HBAers right now is, how much time did you really spend in that pre-work? Did you go into your perfect life vision. And that 10 year out when I enrolled and went through the HBA, that … I don’t know what it was about the 10 year, the three to five year didn’t do it for me. If you’re at a different point in your life. And that is what really get you going, “Holy crap, I need to do this now.” Then do three to five years. For me in 10 years, I’m going to be 58 years old. That’s kind of crazy. So to me-
Yuri Elkaim: It’s like the first third your lifestyle?
Amy: It is and I’m not … you know the number … I was I was brought up, you know, like number … your age doesn’t matter, you’re only as old as you feel, or as young as you feel. So I’ve got it on my side, but I do also know that it all ends the same way for all of us, right?
Amy: And so I do know that in this form it is finite and I have really big goals of how I want to live and that is why I want to make the big bucks, that is why I want … that’s freedom to me. That is what that represents. So for me, if you can probably see on my face and in my energy that I’m lighting up, right? It’s freedom and I can go into all the different things that means, and if any of you do want to discuss that or hear more about that, I’ll hop in our private Facebook group and share more. But what is that for you? Like I want the freedom to make choices because I want to say yes to this and no to that, not because I can’t because my bank account only has this much money.
Amy: I want to do that by serving people. I want to change lives, I want to ripple out. So if I can help transform you guys from the inside out, and then you’re going to go transform lives, I get to ripple out that way. So my vision is to make a massive dent in the universe. But I’m going to do that by working with other people, right? So my vision, it all comes back to that freedom. I want to go skiing every day, right? I don’t want to deprive myself of that. That makes me sad and closed and contracted and I didn’t want to go [inaudible 00:05:38], I was in a crap mood. My husband was like, “Go to that mountain.” What happened? I opened up and I got that feeling of freedom because you’re … if you’re skiing and something else for you guys, right? What I was thinking about that, about you guys yesterday in the woods? I’m like, What is your skiing, what is that for you? That to me, I’m flying through the woods. There’s nothing that could go wrong. I know a lot.
Yuri Elkaim: What could go wrong on a ski hill?
Amy: I did fall yesterday and I did whack my hip. And it was all because of my head. I got into my thinking brain, I love the woods because there’s … for me if it’s hard that I’m changing this. So all the trees as obstacles are … represented my life. The open trail was where I fell and where I froze. So we are right, super steep. But today, I’m like, “What?” And insert expletive here because that was freedom too, right? And it doesn’t have to be hard.
Amy: So to reel myself back in here. What is your vision? How do you want to feel? When you get that icky feeling, or something doesn’t feel quite right, tune into that. Even if you think that I’m totally out there right now, take a moment, shut down your computer, close your eyes and really tune in. You don’t want to feel that way, right? So tune in, look at your perfect life vision. And then that’s why the only way forward is your perfect client in the pipeline. Then use your brain, right?
Yuri Elkaim: Steph, let me ask you a question. When you’re doing any the follow up coaching calls, does anyone ever talk about their vision? Or is it like, I’m stuck in this specific spot?
Stephanie: I’ve never … I actually, I’ve never once heard anybody’s vision. Actually, to be honest, it’s usually, I’m stuck here. But the craziest part of it is, is that, what’s interesting is that, I would say 99.9 of the calls that I get, you know, that we have with the group, they will come in with like my Facebook ad, my this, my webinar, my this, but it all comes back to mindset. So at the end of each call, it’s like, they may come in with, I have this issue with whatever, but really the whole entire thing that heals the whole thing is just changing mindset. So that’s the kind of cool thing is that … so anybody can do it basically.
Stephanie: The other thing that’s important to understand is that sometimes when you have a big vision, it can actually cause your brain to start to freak out about the little things, right? So it’s exciting, right?Don’t expect that to happen. So if you just expect your … So the amygdala is where the fight or flight response is housed in the brain, right? So every time you try to exit the cave of where you are now, so where you are now is not where you want to be. That lives on the other side of this cave, right? So when you’re exiting the cave, you go to this great vision, and do all of these amazing things, sometimes the amygdala is going to get set off. That’s like the boundary between you and your vision.
Stephanie: So if you start to feel like you start to … let’s say, you read things in the Facebook group that kind of alarm you or you start to tinker with your Facebook ads and things just aren’t working, you can oftentimes get into that fight or flight where you kind of either lash out, or get upset with yourself, or get upset with the course, or get upset with this, or think it’s not going to work, or want to give up and all the stuff. But you just have to remember that it passes, not real, it’s just the archaic part of the brain that gets set off. So if you can just breathe into it, stay calm and say, okay, focus back on that, like what Amy does, that vision or whatever it is to you. For her it’s skiing that just gets her so excited.
Stephanie: Whatever it is, it’s going to be that end result. You’ve got to focus on that. Yeah, I’m going to feel freaked out. This is normal. I have two choices, quit or keep going. I don’t know about you, but quitting, not an option. So I keep going. That’s all there is to it.
What we commonly hear on our coaching calls
Yuri Elkaim: Let’s discuss that because what is the other option? Like guys, what is the other option? You have to be aware of this. You have to be aware that, listen, if you … God forbid, not that any of you guys are going to do this, but let’s say you were quitting. Let’s say, you know, this is too tough, I’m not going to do this. Please tell me what the other option is. I’m going to give you a case in point. In our Healthpreneur group, that’s part of HBA group, but just for our free community. We have the lady in there who was saying … and she’s been in the group for a while, right? And she’s doing her own kind of … her stuff. And she said, “I’ve been getting approached by a lot of different people asking me about writing a blog post for the blog.” like having someone else contribute to her blog. “How much should I charge for that sponsored post?”
Yuri Elkaim: I asked him like, “Well, how much traffic do you get through your blog on a monthly basis?” And she said, “2500 people.”
Yuri Elkaim: And my first thought is just blow it up. It’s 2500 people a month is nothing, like it really is. You can’t do anything with that. 2500 people through your blog a month who are going to spend one minute on your website. Number one, they’re not going to do anything. Second, no one’s going to pay to have a blog post put on your site pulling in 2500 people there in a month.
Yuri Elkaim: And so she’s like, “Well, do you have any tips?” I was like, “Oh, man, do you want me to open up the can of worms on this?” because there were no tips. The tips are you can follow our content mastery course which we don’t even sell anymore. But it’s amazing and it’s going to take in the next five to 10 years to build a huge blog, or you could go through a smarter approach which is what we’re doing, assuming you like coaching clients and work through some of the challenges of getting this up and running. But as we always tell everyone, this is as simple as it’s going to get guys, it’s as simple as it’s going to get, it doesn’t mean it’s going to be easy.
Yuri Elkaim: So what’s the alternative? You’re going to start doing summits, you’re going to start doing blogs, you’re going to create an e-book, you’re going to put it out there. And all of a sudden, you’re going to have like thousands of sales. It’s not going to happen guys. I’m telling you, I’m telling you. If you’re having a challenge already with your webinars, right? The large part of that is because you’re not … you don’t have the marketing chops, that’s fine, right? Just understand that if you don’t get the marketing right, nothing outside of this is going to work for you either. And I don’t want to be a pessimist, I’m just being a realist, because I’ve seen it and I continue to see it every single day. Every single person who joins our free Healthpreneur group, what’s your number one challenge? What do you want? My number one challenge is getting clients. What do I want? I want to be making $100,000 a year. 95% of people who comes to that group, that’s the single … those are the two most common answers we see.
Yuri Elkaim: Great, well, what are you doing to get there? And the business models they’re following are like, Oh my God, they’re not going to get there doing that, and it’s so frustrating for me to see that because for them to invest in HBA, for me is a no brainer because it might probably help you in a big way, but they’re following a different path, right? And so when you go back to this big vision, as you said, stuff, like, it’s very easy to get lost in the dream, right? And it’s very important to realize this guys, is that … so our process when I’m looking at goal setting is I set a very big vision.
Our company’s process
Yuri Elkaim: We just had our company yearly strategy meeting last Friday and we talked about, the overall big vision. We want to be the best known product in the world for people who want to build their health and fitness business. We want to be the Nike of business development in the health and fitness space. So that’s a really big vision. And if you just focus on that, you’re going to get really overwhelmed. How do I make that happen? How do I do that? I don’t even know what that’s going to look like. I can’t even forecast 10 years down the road, what’s going to happen to make that look like the way we want it to.
Yuri Elkaim: So we cast the vision. And then we have to come right back down to now. What can we do now and in the next 90 days to move closer to that? So we don’t worry, we know where we’re going. We know the North Star up, and now we focus on the next quarter. And your next quarter guys, is your perfect client pipeline. That’s it. You come into the program, you say you want to make a million dollars or $100,000 or whatever it is, the only thing you focus on is your perfect client pipeline. That’s it. Nothing else. Okay. Don’t talk to us about blogging. Don’t talk to us about YouTube. Don’t talk to us about anything else, because all of that is a distraction from what matters most. Does that make sense? Hopefully, for everyone, okay.
Yuri Elkaim: So we cast the vision, you stay connected to that, you’re always kind of envisioning that you’ve got your vision board or whatever you want to do. And then you come right back down to what do I have to do tomorrow? And you go into the online portal and you go to the next training. And you go through that and then you get that done and you order the next training. And you do that, and you get that done and you go step by step, by step, by step.
Yuri Elkaim: That is it. Simple. And then the thing is, as you go through this process, if you do this properly, the perfect vision becomes inevitable. So that’s the power of this guys. So hopefully … does that make sense?
Amy: It makes a lot of sense. Because basically what I’m hearing and seeing is okay, what’s the next step? When I speak with people on our Results Accelerator Calls and they enroll, and they say, “Well, what do I do first?” The first thing is to go into the portal. So if you are in the Facebook group, and you’re getting overwhelmed, go back to the portal. Because if you’re saying yes to scrolling even through our HBA group, and you’re not there yet, you’re saying no to moving forward with your perfect client pipeline, where instead you could go, “Wait a minute, this is not my stuff.” I have to go into the portal and this isn’t … these are new skills. You enrolled with us because the lead magnets and the three challenges that’s all familiar. So that’s why you keep gravitating back towards it because it makes sense to your brain.
Amy: The perfect client pipeline is simple but it’s new and it’s … it is incorporating some of the skills you already have like super powers in with things you have no idea how to do. It’s like going to … for me a new ski mountain and not knowing what’s going to be over there. Is it going to be a cliff or is it going to actually level out, right? Some of my pictures, you guys can’t see but right after that flat it drops off. So this is sort of what it is like it’s your, again jumping off that precipice, the HPA is your parachute, use it, trust it, you trust it enough to enroll, we’re serious. We’re going to go to the ends of the earth for you. But you’ve got to lean in, you’ve got to do the work, you’ve got to show up and you have to be resourceful. So go back in the portal to gaining the skills to get you to that perfect life vision.
The necessary next steps to realign with your Perfect Life Vision
Yuri Elkaim: Well, I think you bring up an important point. We have the Facebook group to support you guys and I think it’s extremely valuable, right? You come in, you get support, you ask questions, we’re ready to give you feedback. But sometimes, I would almost prefer, you didn’t come in the Facebook group to be very honest with you. So I’m part of other masterminds that is super high level for entrepreneurs and so forth. And I’m never in the group. And I told them in my introduction video, I said, “Hey guys, here’s my big vision. I’m super excited to meet you guys in person when we do our live events. But I have no intention of coming to the Facebook group on a regular basis.” Because I know that for me, and this is not for everyone. But for me, I don’t need all the support. Just give me what I need to do, and I’ll get it done. Now, other people are different, like you need more hand holding, you’ve got to see what’s going on.
Yuri Elkaim: But I’ll tell you that if you use the Facebook group strategically, it’ll be much more effective than if you just start scrolling through it. That’s the worst thing you can do in general, is scrolling through social media, whether it’s car group, or anyone else, or any other news feed. You have to come in, you have to approach social media like a stealth bomber, right? You have to know your target, you got to go and drop the bomb and get out. So if you’ve got a question about whatever it is, Facebook ads, go into the left hand column where it says, search this group, type in Facebook ads and just have a quick look at maybe what some people are talking about. Or just post your question and leave and then come back later in the day for the answers.
Yuri Elkaim: The most important thing you can do guys, is go through the online portal step by step. And we see this all the time and It baffles my mind. “Have you watched the training?” “Oh, no, I haven’t watched it yet.” No, no. Don’t even talk to us until you’ve gone through the training.” And actually, this week I’m redoing all of the webinar training to make it even more comprehensive and more in depth. For instance, we had a question this morning in the Facebook group. “Do my bullets in my ad have to do with my webinar?” And I’m like, “What?” So like, it’s okay guys. I understand there’s a lot of stuff going on. But just please go through the training step by step and if you do that you will deploy so much faster with less frustration.
Yuri Elkaim: And the key is, put your blinders on like, really have your vision and you have to have tunnel vision. So you know where you’re going. You got to put the blinders on, come in for support where you need, but you just do the portal, like do the training step by step. And if you do that, I guarantee you, there’s no … we were talking about this last week, Amy, there’s no reason with two hours a day, someone can’t have their perfect client pipeline deployed in 30 days, right?
Yuri Elkaim: Like it shouldn’t have to take six months, let alone three months, but you can get it done a lot faster. So, anyways, let me get off my soapbox. I’ll let you guys jump in.
Steph, what do you … I mean, so you talked about the amygdala, you talked about where some of our clients are getting stuck. How do you get someone from kind of they’re stuck in the weeds and they’re worried about the tack, or the process, or whatever. How do you get them out of there back to what matters most to them?
Being aware of the subconscious mind
Stephanie: Generally, I think I just explained to them that their subconscious mind is going to focus on all of the reasons why things don’t work. So when they can actually … when it starts to happen, they’re like, “Wait a second. Oh wait, that’s actually just my subconscious mind holding me back from greatness. I’m going to choose again.” You basically become consciously aware of what’s playing unconsciously, if that makes sense. So unconsciously, you might think I’m not good enough. This isn’t going work. I don’t know how to teach these people. How am I going to do my back end systems? I don’t know all this stuff. But really, if you can just kind of throw a wrench in that loop and then go, “Wait a second, am I … is what I’m doing bringing me closer to my goal or further away? Generally it’s further away. Okay, so then that means I need to choose again. Okay, I’m going to choose again to do this now, right?
Stephanie: So it’s kind of just explaining to them how their brain is working and processing because it all happens on autopilot. You’re not like asking yourself, “Okay, brain today, I really want to be lacking in self confidence and feel really crappy.” right? You don’t ever have to tell your brain that, it just happens automatically. So we actually have to tell it the opposite. “No, I’m not going to do this this time. I’ve I’ve had other programs in the past that maybe didn’t work. This was not going to be the same. I’ve got tons of coaching to go just hand holding a Facebook group that’s absolutely amazing. I’ve got all of these things. So why am I worried? Oh, I’m being held back from greatness with these … or all these old reasons. Okay. Now, time to be forward.” if that makes sense.
Yuri Elkaim: Yeah. So, guys, I mean, we’ll wrap up in just a second. But I want to steer you back to the pre work and before the first module, right? Perfect Life vision. If we’re having this conversation, or if you’re looking 10 years down the road, looking back over these previous 10 years what are you excited? Like, what do you … what are what are you proud of? What were the things you’ve accomplished, who you’ve become, the experiences you’ve had, the people you’ve impacted. So what you’re doing is you’re not thinking ahead, you’re already there and you’re looking backwards and that actually becomes a lot easier because now you can kind of look back and be like, “Wow, I did all this stuff. I did this, I got to do this. I got to see this and experience that.”
Yuri Elkaim: And if you start with there, if you start with that and if you’re listening on the podcast, or you’re not in the group, this is the exercise to do. And one of the exercises is start 10 years down the road. So 2028, and you’re looking back over the previous 10 years, and all you’re doing is you’re recounting all the good things you’ve accomplished, and who you become and the way you’ve wanted to live your life over those 10 years.
Yuri Elkaim: And it’s pretty cool to take that perspective from already having achieved it, because we think about it differently as if it’s already done, versus well, what do I want to do in the next 10 years and almost not even believing it’s possible.
Yuri Elkaim: So when you think from that perspective, it’s almost like, you know, with Amy and skiing. If you think you’re already at the top of the mountain, and you can see yourself going on the slope already, it’s a lot easier than thinking to yourself, “How am I going to climb the mountain?” and a lot of this … this is why we call this “Between The Ears” guys, because a lot of the stuff is just mental mnemonics. Like how do you think about things in a different way that is going to be more empowering for you. So start with that vision get really clear and and I think this is a great time of year, right? This end of year you’ve got, what? Two weeks or so left before 2019. So cast your vision, create your vision boards, write out your goals, whatever you want to do, but you have to come back to that as much as possible, like review your stuff every single day. It’s going to be fuel.
Yuri Elkaim: You review your goals, you write them down and you cast that vision every single day. You remind yourself of it. And you live in your own world. You live in your own world of what’s happening. Don’t worry about what’s going on. Like my mom was over for brunch yesterday. And she’s like, “Did you hear about the fires and riots in Paris?” I was like, “No. What does that have to do with me?” Nothing. I’m focused on my vision. And I’m focused on my vision. I’m not watching the news and I’m not doing that stuff.
Yuri Elkaim: It’s almost delusional for people who don’t get this. And that’s why they live lives of mediocrity for the most part, but you have to focus on your vision and the big thing you want to accomplish in your life. Because if you’re not building your vision, you’re probably going to build someone else’s. Okay.
Yuri Elkaim: I don’t care who’s in office for the government, for politics, personally in my life I’ve been alive for 38 years. It doesn’t matter if we have a liberal or conservative government, or in the States, Democrat, Republican. My life has been impacted zero by what’s happened in the government. Okay. You determine your life, you determine your economy, and you determine your vision and when you live that, nothing else matters.
Yuri Elkaim: Okay guys. So cast your vision stay with that vision every single day and whatever else happens in your world is out of your control, it doesn’t matter it’s not really going to impact you for the most part. So focus on what you can control and that is it. So hope that makes sense to you guys.
I’m looking at a couple of comments in the group here. One of them saying, “Love the perfect life vision makes you get to that place where you can envision your success.” Absolutely. Yeah, you can see the future and it is exciting. And that’s the beautiful thing guys. You are a fortune teller that’s what you are, you’re a fortune teller, you’re a fortune teller. You’re saying, “Here’s what my life is going to be like and I’m going to make it happen.” And that’s pretty cool.
Amy: It’s really cool Yuri, and one quick thing to bring it back down because you said earlier, you know, go big and then bring it back to now. So if that big vision and how do I live that? And how do I be this person? It starts with one single thought. So like Stephanie said, if you recognize that you’re like, “Oh, I don’t deserve it, I’m not worth it. Who’s really going to want to buy my program?” Notice that and then go envision that one person who’s ready to buy your program or look outside and realize like you really do have a lot of choices, whatever it is for you, if you’re having trouble like that’s too big. Bring it to the one thought right now, because that’s what you can always change is your mind. So awesome.
Yuri Elkaim: Totally. And it’s just a great exercise to do even before you do everything. Wake up in the morning before your enrollment calls. Focus on the positive outcome, and so we can talk about this another episode. But anyway, that’s all for today guys. If you’ve enjoyed this episode, give it a thumbs up inside the group.
Yuri Elkaim: Amy and Steph, thank you guys so much for joining us this morning. If you’re listening on the podcast, or if you’re watching this somewhere else and you’re interested in having us help you in 2019. Because you have to you have to ask yourself, listen if 2018 was not the year you wanted for yourself based on what you said in 2017, why waste another year, right? How much longer are you going to delay your vision from becoming a reality?
Yuri Elkaim: We know without without a shadow of a doubt, with 1,000% certainty that if you work with us, we’ll get you a lot closer to that vision much faster and with a lot less frustration than you would on your own. That’s no shadow of a doubt. So if that’s of interest to you and you want to help to make 2019 your best year, to get more clients coming in, to serve them at a higher level, to really make the income that you want and deserve, then watch our free training in the seven figure health business blueprint, or go to healthpreneurgroup.com/training. Do that now if you like it, if it resonates with you, then book a call with us and we’ll jump on the phone and figure out how we can best serve you in 2019.
Yuri Elkaim: All right guys, thank you so much for watching and thank you so much for tuning in. Amy, Steph, thank you guys and we’ll speak with you next week.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
What You Missed
In our last episode I talked about how to crush your goals in 2019. Not meet them, push them back, procrastinate, or just think about them – crush them.
Be honest and transparent with yourself about the goals you’ve set in the past. Did you meet them? If not, why? Was the vision clear in the first place? Were your decisions congruent with your vision?
Tune in to hear how to set up your goal-crushing game plan and make 2019 your best year yet!
Why Building A Great Health Business Is Like Giving Birth
Stasia
It’s Yuri Elkaim from Healthpreneur. Hope you’re having a great day.
In this video, I want to talk about the reality of building a great business. A lot of times we speak with people who are health and fitness experts, coaches, practitioners. People who want to build a business, predominantly online, are using the internet to grow their business and one of the things that we’re very clear with them about is that building something great isn’t easy.
Giving Birth Analogy
Let’s use a couple examples from everyday life. Now, if you’ve ever given birth to a child, if you’re a man probably not, so if you’re a woman you obviously know what I’m talking about but if we think of giving birth to a child. It is something that is one of the most amazing experiences that any human can go through and it’s not easy, right?
It’s nine months of, in some cases, hell, you feel like sick and you’re throwing and you’re body changes and you think … I mean, hats off to all the women out there who do this consistently, not just one kid but several, because even though it can suck, in some cases, some women enjoy the experience and the process, others don’t. Even still, we have 7.1 billion people on the planet. So, it’s an experience that has been grueling and hard but on the flip side, it’s completely worth it and rewarding.
What We Value
Listen, we’re not going to value anything that we get for free. We don’t value anything that we don’t put some work into it. The reason that we love our kids so much is because they’re frickin with us for so long. It’s not like they come out of the womb and we ship them away into the wild to fend for themselves, we’re with them. We’re the only species on the planet that spends as much as time as we do with our offspring and, because we’re very social animals, right? And there’s a need for that time for nurturing and because of that bond, we have so much affinity to our kids. As well as, the fact that they came through our own bodies.
Putting in The Work
So, we value them and we cherish them because we put so much blood, sweat and tears into raising them and the same thing has to go with your business. If you’re not willing to put in the work, if you’re not willing to learn new skills to become a better entrepreneur, to become a more influential marketer, to be able to put a message in front of people that is really going to resonate with them. If you’re not willing to learn the mechanics of that and you’re only looking to outsource everything and delegate everything before you master the fundamentals, you’re going to have a tough time in business.
Success Pyramid
Listen, I’m all for only focusing on your genius and that’s what you should absolutely do, but you have to recognize that there are times in the business journey, in your business journey, where you’re going to have to put in the hard work. I have this success pyramid, if you want to think of it that way.
At the bottom, you’ve got work hard, in the middle we’ve got work smarts and at the top we’ve got work less. You have to understand where you are in this journey. You can’t come into building a business and all of a sudden think you’re not going to do any work, because you have the whole journey completely backwards.
You have to understand that when you’re starting something from scratch or you’re kind of ramping things up a little bit, you have to put in the hours. You’ve got to put in the work, you’ve got to learn, you’ve got to grow. You’ve got to have that conversation with your friends, with your family, to say listen, I need some time for myself to really put into this business right now because it’s not going to be like this forever, assuming you structure things properly, but I need this next quarter or this next year, this next six months, whatever it is, to learn what I need to learn, put in the work where I need to put it in and really make this reality because if I think that I’m going to start a business and everything’s going to be great right off the bat so I can just chill and hang out in the lawn chair, you’ve got a big rude awakening coming for you.
Success Requires Some Sacrifice
My intention is for you to really wrap your mind around, not that business has to be difficult, it doesn’t. I’m all for setting the intention for flow and frictionless living, but you have to be honest about what is required to build something great. If you just conceived, you know that the next nine months are going to be, there’s going to be sacrifices. No alcohol, hopefully right? No alcohol, maybe clean up your diet a little bit, you’re going to have to compromise maybe your workout schedule a little bit, so everything you want that’s going to be great is going to require some degree of sacrifice and compromise and you have to understand that. Because if you’re not willing to sacrifice or compromise, you’re not able to get where you want to get to.
Success requires some sacrifice and if you’re not willing to sacrifice something, you’re not going to get the success that you want. Listen, you can have everything you want in life, but you just can’t have it all right now. If you want to make 10 million dollars, hey absolutely you can do that, I don’t care what market you’re in, I don’t care who you’re serving, you can do that, but you can’t have it today. Maybe tomorrow, maybe in a year, maybe in 10 years from now, you can have it but you have to understand that it’s not all going to happen right now.
What Do You Think?
So, please take this message to heart. I would love to get your feedback on this. Let me know in the comments below what you think about this. If you think I’m way off my rocker or if you agree, that building something meaningful requires work. It requires learning and growth, it requires that time to put into building something amazing and then down the road, you can kind of chill a little bit, right? And then setup systems around you to support you in really freeing up your life and really doing things that are necessarily as grinding as when it first started.
If you enjoy this, if you’re on YouTube, subscribe to the channel
We’ve got lots more videos to help you start or scale a successful health or fitness coaching business.
Be sure to share this with friends or a colleague who would benefit from this message.
Once again guys, let me know in the comments below what you think of this message. If it resonates with you and if it does, that’s awesome, if it doesn’t, that’s fine as well.
I hope you have a great day. I’ll talk to you soon.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
How The Brand X Method is Building Formidable Humans with Matthew Hersh
Stasia
Have I got a treat for you today, Healthpreneurs! Welcome back to the show. Today Matthew Hersh, the co-owner and operator of The Brand X Method, is going to share both the business-building side of things and the journey to create a movement.
The Brand X Method builds formidable humans. They work with kids and teens to improve their strength and conditioning and, in turn, build their confidence, teach them fearlessness, and motivate them to push forward in whatever avenue they choose. What they do is so important for our future generations.
Matthew is a savvy businessman. He’s passionate about his work with The Brand X Method and knows the value of continued education through podcasts, conferences, coaching – and lots of reading – so he can make the biggest impact with the kids his company serves. Tune in for some actionable tips to take your business to the next level, reconnect with your mission, and use your uniqueness for good.
In This Episode Matthew and I discuss:
- His background and why he works with kids.
- How The Brand X Method builds formidable humans.
- The importance of experiment and play.
- Why their approach is balanced and healthy.
- Advice for entrepreneurs and the importance of continuing your growth.
02:30 – 06:30 – Matthew’s background, purpose, and mission
06:30 – 12:00 – The business model and why it works
12:00 – 16:30 – Advice for other entrepreneurs
16:30 – 19:30 – A formidable book list
19:30 – 23:00 – Knowing your niche and using your uniqueness for good
23:00 – 27:30 – The Rapid Five
Transcription
Hey guys, welcome back to the show, Yuri here. I’ve got a really cool interview for today. We’ve got a gentleman, his name is Matthew Hersh and he is the co-owner and operator of a really cool company called of The Brand X Method. And what they do is they build formidable humans. I mean, they specialize in introducing training and strength and conditioning to young people, so kids and teenagers. And it’s really cool to see what they’re doing as it applies to not only the business building side of things in terms of how they’ve been able to take this approach and bring it to market and really overcome any obstacles that have come up in terms of this is something that people are going to adopt or is this too early on.
So he’ll be sharing some of the stuff that they’ve gone through. But also I think it’s a really great example of creating a movement that can really spread beyond the initial location or the initial concept. So I think you’ll get some really cool nuggets out of this interview. I really enjoyed this conversation. So without any further ado, let’s bring Matthew Hersh on the podcast.
Hey Matt, how’s it going, welcome to The Healthpreneur Podcast.
Matthew Hersh: Yuri, thanks for having me.
Yuri Elkaim: Absolutely buddy. So I really like what you’re up to. You build or you work with a company called The Brand X Method and you guys build formidable humans. It’s so cool. Talk to us about what you guys are doing and why you’re so passionate about helping youth build a better version of themselves through exercise and movements.
Matthew’s background, purpose, and mission
Matthew Hersh: Sure. This is a great question, something I am deeply passionate about. So, to kind of take it from the beginning, I was a corporate strategy consultant and took some time off to figure out what I wanted to do with my life and try to find that area I really felt passionate about, that company, that group of people that I could resonate with. And for me, the first shot at that was this company called The Brand X Method, which I found online, shot out a cold e-mail and said, “Hey, I’d love to come work with you for a couple months.” And so I got out there and saw that it was this company that they called what they did strength and conditioning for kids and teens.
But getting there and really seeing what they did and working with them for months, we really kind of delved into it, realized there’s something bigger going on here. Having these kids get started moving really well from a young age and continuing to progress physically, it translated mentally, it translated into other facets of what they did in life. These kids were confident, fearless and had this freedom going about their worlds. And so, we kind of took this and was like, “You know what, there really is something bigger and it’s not just strength and conditioning. It’s really setting kids up with this platform, this development platform for them to go about their worlds and live to the fullest extent.”
So we took what we did and saw that what we’re doing, we’re not just getting kids faster, stronger, more resilient. We’re making them more formidable people who can then have a deeper impact on this world. So that’s where that statement was derived from.
Yuri Elkaim: That’s great man, I love that. I’ve got three boys, I’ve got three kids so I’m super passionate about doing whatever we can just as parents or as humans to better their future. And I think I totally agree with what you guys are doing. Because for me, movement and physical fitness was such a huge component of my life growing up. I played soccer forever. I don’t even remember going to school. Like it was road hockey and soccer and video games growing up. And I don’t think I would be where I am now without that introduction to movement at such an early age. Is that something that you experienced as well as a kid?
Matthew Hersh: Yeah. It’s something that I experienced and had a huge effect on me. I think I was lucky that I had a parent who encouraged me when I got home from school, to put the homework down for a bit and go play outside with my friends and throw dirt at each other and have those pickup football tackle games and really just experiment, explore. And that’s something that had a deep impact on me. And then moving forward into my life, when I got to high school then college and then the corporate world and this kind of desk-bound, I realized that most of this world is losing the element of moving properly as a human should and experimenting and playing throughout this world. And so it’s something that when I saw that Brand X was doing, this was something that I knew could have a pretty big impact on adding it back into people’s lives and wanted to do what I could do to help push that cause and get people really living their lives to the fullest.
Yuri Elkaim: I love it. That’s so good. Talking from a business perspective, can you give our listeners a sense of the business model? Like is it a physical training facility that people come into or how does all that look? How do you guys attract clients? And let’s kind of start there.
The business model and why it works
Matthew Hersh: Yeah, absolutely. So for us, it’s a three-part approach that all falls under the bucket of coach education. We’re really owning the coach education market as our target market but we do offer services to parents, athletes and coaches alike. So what it is, is number one, I said we have our online certification so our basic and advanced certifications in which anyone can use as an accessible way to really gain a foundation on how to teach kids to move properly. We do live certifications around the world so we’ll travel throughout the U.S., throughout the world and teach coaches, parents in a live setting and really get ’em moving, immersed in ways that they can improve their own movement and understand how to teach others to improve their own ways that they move and teach movement.
And then we have our training centers. So we have training centers across the country, across the world that really take pride in youth fitness as something that they offer and continue to work with us to institute best practices on how to build programs around youth development.
Yuri Elkaim: That’s awesome. And so what are some of the challenges or points of resistance you guys have come up against really growing this brand? In terms of like is there a good parent buy-in or is there a lot of education as to the need of this as compared to just getting someone involved in a local soccer team. What does all that look like?
Matthew Hersh: Yeah. Yuri, that’s a really good question. And I think one thing that we really like here is that the market, the industry, the world is on our side here in gaining this education of how important it is to get kids away from their phones, get kids off the couch and up and moving. The one piece that we find really difficult to educate against, if you will here, is the sport specialization. So we are finding that more and more kids are getting professionalized in their sport, playing baseball three or four season year-round and only preparing their bodies to that sport. And what that does is really causes these imbalances, it causes burnout, it causes injury.
And what we really like to teach is this general preparation; strength and conditioning and being able to build a physical foundation. Open up your physical capacity, build that bottom of the pyramid so that throughout the kids’ life they can go to any physical activity that they want to. And really gaining that, that core strength initially is just so powerful and we see it as ahead against injury and something that really transfers to any sport. So it’s really that education piece to parents that, “Hey, while there’s a place for sport specialization and practicing skills for a specific sport, strength and conditioning is not something that should be in addition. It should really be the foundation if you want to build the most formidable athlete.” And that’s a big piece that we really try to put content out there again and just provide awareness of the importance of that and where we’re headed as a society today.
Yuri Elkaim: So it’s great that you’re getting good buy-in from the parents ’cause that’s great. And when I look at … I’ve always been enamored by the Eastern Bloc and how they develop their youth. I dated a Russian girl for a number of years in university or in high school and she was born in Russia, moved to Canada when she was 13. But one of the most amazing things she was telling me was that, at least for her, when she was young, everyone was exposed to track and field, swimming and some calisthenics. So like body weight training and stuff like that. And that was like the foundation for all kids and I’m like, “Wow, it’s no wonder the Eastern Bloc has pumped out so many amazing athletes.”
Matthew Hersh: Yeah, makes sense.
Yuri Elkaim: In a number of different sports so it’s good to see that North America is catching on, at least with what you guys are doing which I think is really, really needed. And sadly, underrated, especially when you consider a lot of school systems taking away more physical education hours. So it’s great. In terms of like protocol, when you’re working with the kids for instance when they’re coming in and doing the work, are they coming in like once a week or is it like more of a full immersion type of approach or can they choose?
Matthew Hersh: So we see that consistency is a key metric to outcomes. It’s age-dependent so younger kids come in less but as they get older, we like the kids come in three, four times a week and really locking in these movement patterns, these motor patterns through consistent practice. And then on top, once we can see that kids have perfect mechanics, can demonstrate it consistently, only then do we add on intensity and really start to push the progression point. So we really do see consistency as a key metric to good outcomes.
Advice for other entrepreneurs
Yuri Elkaim: Nice, that’s awesome. If you’re giving advice to another entrepreneur or somebody in your role with a different company, knowing what you know now, what advice would you give them? Like what’s maybe a mistake that you made that you wish you would have known back in the day that that advice would help them avoid that same mistake and move them forward with a little bit less friction.
Matthew Hersh: Yeah. So I think for me the key piece which I’ve been really exploring as of late and trying to come to as clarified and understanding as possible is figuring out what I am really good at. Figuring out what motivates me, figuring out what I am passionate about and what I can most powerful offer to this world, and just really being able to continually clarify that. And then, once I have understanding of what that is, be able to articulate it. I think that that piece for me, really understanding who I serve, understanding what problem it is that they have, understanding what I am really good at, how I solve that problem and then being able to paint the picture of the mutual benefit, the mutual fulfillment, what the world looks like after, being able to tell that story, that’s just being a really invaluable piece for me. That not only from a piece to garner external interest, but to take that time to reflect on, “Okay, what is it that I really, really, at my core … Who am I and what do I do and what should I continue to do into the future?”
Yuri Elkaim: That’s great. So really kind of tapping into your own genius and doing more of that.
Matthew Hersh: Yeah, I think so. I think that I’ve seen people can overextend … People have a drive to help others. I do as well. But I found that really taking the time to focus in on personal growth and hiring coaches, getting out there and trying to really delve into the core of who is Matt, I think that enables me to help others more powerfully. So I would urge that piece to really figure out what drives you and what are you the best at in the world?
Yuri Elkaim: That’s great. Yeah, I totally agree with that. I’m a firm believer that all business growth starts with personal growth. So for you, what have been some modalities or mentors who have helped you grow as a person and then obviously translating that into business?
A formidable book list
Matthew Hersh: A great question and I think it’s a key piece of where I’m at today and where I’m going. Initially, it was what did I have at hand to mentor me? That was the internet, that was podcast, that was books. Reading Tim Ferris in college and then listening to NPR Podcast. That was the first step. Then once I was in corporate, I kind of still had this itch to learn, itch to develop and get closer to what it is that really I was passionate about. So I would take the time to go to conferences like Bulletproof Paleo f(x). These conferences where I could meet others who were like-minded, who were living a life that I admired and wanted to live.
And then once I was getting closer and closer to that role of, okay, I kind of know what I want to do. Now, how do I refine this and optimize it? I found working with coaches just being an invaluable piece for me. Whether it was health and fitness coaching, a big piece to really nail down that routine that fit with me. And then career development coaching, speaking coaching. I found out that reaching out and finding these people filled what I considered to be gaps in my own person, really enabled me to become more formidable in what I did and what I want to do and get closer to that ultimate career path.
Yuri Elkaim: Nice. So you mentioned Tim Ferris, what are one of the three books that have most impacted your life?
Matthew Hersh: Yeah. The first one was Ferris 4-Hour Workweek. I think reading that in college when I was an engineer, kind of boxed into that engineer role and not sure what I wanted to do with my life. Kind of feeling a little depressed that, ‘Did I make the wrong choice, should I have done something else?” Reading Tim Ferris and seeing oh, there’s a lot of paradigms to living a lot of ways to design your own lifestyle, that kind of opened up the world a bit to me. And then moving forward into the more entrepreneurial realm, Zero to One Peter Thiel, Start with Why, Simon Sinek. Those were both that really helped me to understand that there are ways to disproportionately reach an outcome. Things that, by focusing on a really, really important course stuff initially, can jump over a lot of growing pains and get you to that place quicker.
And then now that I’m kind of deep into business, the book that I’m reading and really enjoying is Deep Work by Cal Newport, which is kind of pulling me out of the running the business and reteaching me how to get deep and turn off the phone, turn off the e-mail when the real important stuff needs to happen. So yeah, I mean, I would say 4-Hour Workweek, Zero to One, Start with Why and then Deep Work right now. Those are four good ones that have had a real effect on myself.
Yuri Elkaim: Yeah, those are great books. I would vouch for that as well. I’ll also add one more. Kind of in conjunction with Deep Work would be the ONE Thing, which I can’t remember the name of the author but if you’ve not read that book, basically it’s about folks staying one thing. And I think that combined with Deep Work have a very similar message, especially when you’re in a role. ‘Cause a lot of people listen to this are creators. They’re creating programs or they’re creating outcomes for their clients. And a lot of times they get caught up … We all get caught up in busy work. Like the social media, destruction, notifications. And I really think that Deep Work is a great book for everyone to read.
‘Cause no matter what your role is, even if it’s around customer service, like we tell our customer service people, even if you’re in kind of a responsive type of … You’re not in a necessarily proactive role, there are things you can still do that would encompass Deep Work. And I think it’s important for everyone to really think of within their scope of practice, whatever it is they’re doing, there’s elements that they should all be contributing in some way, shape or form that is in their zone of genius with their Deep Work. And the more that we get done, the more impact we can have in our business and for the world. Yeah, totally read those are great books. Guys if you’re listening, well, obviously you are, check them out. They’re really, really good reads.
Knowing your niche and using your uniqueness for good
So with what you know now, if everything that you would ever have done was wiped away, what’s one message you would leave this world with?
Matthew Hersh: That is a big question.
Yuri Elkaim: Yeah, no small questions here.
Matthew Hersh: One message to leave the world with.
Yuri Elkaim: I guess like what do you want to be remembered for? Like the legacy type of takeaway of Matt Hersh.
Matthew Hersh: So this is something I’ve recently come to pretty good terms with and it’s that I think given every human’s unique makeup, I think just one piece is genetic. Given every human’s biological, physiological makeup, they’re unique. And then I think on the opposite side, I think everyone has unique experiences, just had a unique upbringing. And for that reason, I truly believe, and this is something I’ve worked with one of my mentors with on and really delved deep with, is that every person has something, some piece, some niche that they are the best at in this world, that they can help others more powerfully than anybody else.
So I think the continual process of trying to derive what is that one thing, what is that most powerful way that my human can help this world, help myself? I think that that’s a piece that will be timeless and something that will just leave greater impact on this world and lead to a healthy future of individual legacy and collective fulfillment.
Yuri Elkaim: I love it, it’s good. That’s awesome. What do you think is one skill entrepreneurs must posses for lasting success?
Matthew Hersh: I’ll talk about one that I have recently have become aware of the importance of and working on developing is the human element, the humanistic element. So I kind of come into my startup career as I would now call a technician. I understood corporate strategy and kind of naturally had an idea of how to create business plans and could look at a business problem and point to a good route forward. But now I’m kind of realizing the importance of layering on or even starting with the resources available that the people that you’re working with. Trying to understand what motivates them, how do they think, how do they learn? I have this great business idea but if I can’t communicate it to my teammates in a way that would really resonate with them and get them excited about moving forward with it in a way that they think serves them and serves the company as a whole, then it’s just a business plan at that point. So I think it’s really delving into how can I get better at communicating and working with the specific individuals that I work with on a daily basis?
The Rapid Five
Yuri Elkaim: That’s great. I love it. So this has been really good Matt, thank you for sharing everything you’ve shared. Before we finish off, I do have the rapid five. Are you ready for the five rapid fire questions?
Matthew Hersh: Let’s do it.
Yuri Elkaim: All right man, let’s do it. Okay. So whatever comes top of mind is probably the right answer. So number one, what is your biggest weakness?
Matthew Hersh: Planning to the point of not doing.
Yuri Elkaim: That’s good, I like that. Number two, what is your biggest strength?
Matthew Hersh: I think my biggest strength and my biggest weakness are pretty closely aligned. I’d say planning in the context of taking a lot of diversion inputs and working them into a plan that converges into a singular mission.
Yuri Elkaim: Nice. Number three, what’s one skill you’ve become dangerously good at in order to grow your business?
Matthew Hersh: Seeing relationships and working towards relationships of mutual benefit and structuring them in a way that expectations are upfront and the value each party is receiving is understood. So really, building those mutually beneficial relationships and structures.
Yuri Elkaim: Number four, what do you do first thing in the morning?
Matthew Hersh: First thing in the morning, I wake up after two alarms. If it’s cold out, I’ll have my infrared light turn on before I wake up and then I’ll go make warm water with lemon and salt and a coffee and start my morning journaling.
Yuri Elkaim: Nice. It’s so funny how almost everyone we’ve had on the show says something very similar. Lemon water, salt, all that good stuff. ‘Cause we know, we’re in the know, which is great. Out of curiosity, why two alarms? Is there like the snooze button and the second alarm or is it two different alarm clocks around the room or the house?
Matthew Hersh: Yeah, I like to have one go off, snooze it, take some time to … In that half asleep thinking state, half conscious state … And then I really think that helps me come out of sleep and have some interest and creative thoughts to get me ready for the day.
Yuri Elkaim: Cool. Nice. And finally, complete this sentence. I know I’m being successful when …
Matthew Hersh: When I am in a position where I’m able to use what I would consider to be my exceptional ability, push to continue to grow and work with people that continue to inspire me. And I think another big piece is living a lifestyle that aligns with health and my values.
Yuri Elkaim: That’s great, I love it. Awesome. Matt, thanks so much for taking the time and then being with us on the podcast. Before we finish off, what is the best place for our listeners to follow you online, stay up to date with what you guys are working on or anything else?
Matthew Hersh: Yeah. Personally, I’m relatively active on Instagram @matthewjhersh H-E-R-S-H. And then I’ll say follow The Brand X Method. I think we’re launching our new education in 2019 and we’re really positioned to be the leaders in professionalizing our youth coach and really taking ahold of making our next generation healthier. So I would love for people to reach out if you’re interested. Even though we’re growing, we do want to keep the element of personality, of being able to talk to people that are interested. So follow us on Instagram, direct message us, e-mail info@thebrandxmethod, matt@thebrandxmethod.com. Yeah, I would love to speak with anyone who’s interested.
Yuri Elkaim: Awesome. That’s great. Matt, thanks so much of everything you guys are doing with The Brand X Method. It’s already making a big difference and I’m sure it’ll continue to do so in an even bigger way over the coming years. So thank you so much for all the great work that you’re doing and thanks again for joining us on the show today.
Matthew Hersh: Thank Yuri. This was great.
Wrap up with Yuri
All right, so I hope you enjoyed that one. And if you did, that’s great. In the meantime, remember to subscribe to The Healthpreneur Podcast on iTunes. While you’re there, leave us a five star rating or review if you feel that is a good fit for what you’ve been enjoying so far. And remember, that we have more great interviews coming your way, lots of great stuff heading into 2019 and beyond. Lots of great solo rounds, build your mindset, give you some winning strategies. We’ve got some really great strategies coming your way over the next couple of weeks and months and you want to make sure that you’re tuned in for all that. So thank you once again for joining me today, you rock. Continue to get out there to be great, do great and I’ll see you in our next episode.
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What You Missed
In our last episode I was with our famous Results Coaches; Jackie, Amy, and Stephanie, where we discussed a big topic that comes up a lot: Worry.
We all know what it feels like. It can be paralyzing, stressful, and lead us to make short-sighted, fear-based decisions.
Can you relate?
Tune in and take some notes as we talk about how you can move worry out of the picture with some simple tips from our coaches who work intimately with our clients.
They’ll reveal how to crowd-out worry and replace it with action, eagerness, and a reality you want.
Why Worry Isn’t Helping You (And 3 Ways to Overcome It)
Stasia
Welcome back to the Healthpreneur podcast! This is episode number 187. Can you believe it? Today I’m here with our famous Results Coaches; Jackie, Amy, and Stephanie, and we’re going to discuss a big one: Worry.
Worry. We all know what it feels like. It can be paralyzing, stressful, and lead us to make short-sighted, fear-based decisions. Can you relate? If so, then you also know that worry doesn’t serve you, but rather just gets in the way.
Luckily, you can move worry out of the picture with some simple tips from our coaches who work intimately with our clients. They’ll reveal how to crowd-out worry and replace it with action, eagerness, and a reality you want. So, tune in and take some notes!
In This Episode Stephanie, Amy, Jackie and I discuss:
- The worry habit.
- Thinking differently.
- The first 24 hours of a client experience.
- Expectance and acceptance.
- Three ways to overcome worry.
1:30 – 9:00 – Overcoming worry and moving forward
9:00 – 12:30 – Expecting and accepting uncertainty
12:30 – 17:00 – The outcome you want with the framework you need
17:00 – 20:00 – Taking (the right) action and fine-tuning our daily thoughts
20:00 – 24:00 – Confirmation bias and creating your own reality
24:00 – 27:30 – Predicting, expecting the best, and the power of coaching
Transcription
What’s up everyone? Yuri here, welcome back to Between The Ears, our special weekly session with the results coaches. I’m here with Steph, Amy and Jackie, hope you guys are all doing great.
We are going to be talking about, in this episode, why worrying doesn’t serve you and three ways to overcome it, because worry is one of those things that it just doesn’t feel good on a daily basis to have that gnawing feeling in your stomach and it doesn’t really help you. It paralyzes you, it doesn’t help you move forward. It changes your point of focus and really nothing good comes from worry but I think the tendency really is just, it’s a habit that we’ve just grooved into our brain for so long. Whether it’s been the way we’ve been brought up, we modeled our parents or whatever, and it’s just a habit. It really is just a habit that we need to change.
So I want to get the gals into the discussion here and we’re going to jump right into this. First and foremost, why don’t we talk really quickly about how you guys see worry come up in either the check-in calls with our clients, or you have on the front-end with prospective clients? Jackie, do you want to start?
Overcoming worry and moving forward
Jackie: Yeah, I always tell people, and Stephanie, you’ll probably laugh, because she’s heard me say this multiple times in our coaching groups. Worrying is like a rocking chair, it gives you something to do that gets you nowhere. It gets you nowhere, right?
Yuri Elkaim: Yeah.
Jackie: It keeps you busy and it keeps you busy in the wrong focus or area. In our calls, I notice especially on the front-end, people, especially as soon as they enroll, they’re like, “I’m nervous, I’m scared, I’m excited, I’m worried.” I’m like, “Okay, great, all of that is just energy, right?” So you can choose to chase yourself in your own head and worry about what could go wrong wrong, or are you good enough? Or is this the right thing for me? Or la, la, la, la, la.
Or you can choose to think differently. So you can take that same type of energy and put a positive spin on it like, “This is exciting, this is new, I have generous amount of support. I’m going to trip and fall but guess what, there’s going to be people to catch me and help figure out to get back up and do things the right way.”
So yeah, worry is just funny to me because it creeps in and it is like a groove, Yuri. You hit the nail on the head. Just like a river through a canyon, it keeps flushing, it keeps flushing and the more the water keeps flowing in that area, the groove gets deeper and deeper but thankfully you have coaching to help remove or fill in what new mindset chips, tricks, tactics, traits, strategies et cetera.
Yuri Elkaim: You’ve brought up something really interesting. If that worry sinks in, almost once they’ve committed, once they’re in, then there’s that day or two, or they go to bad, they’re like, “Did I make the right decision?” Guys you have to understand, this is part of what we call the client journey. This is something that’s featured in our Luminaries Masterminds where you have to understand the different emotions that people go through at different stages of the buying cycle or of the journey, and one of the most dangerous/important times of that journey is right when people enroll.
What happens right away, and this is something we’re conscious of and something hopefully, if we work together over and over and over again over the coming months that you guys will start to clue into, is that when people enroll with you, what you do in that first 24 hours is really important to reaffirm their decision because they’re going to go through what you’re feeling … If you were working with us when you started initially, so Jackie thanks so much for bringing that up because that really is an important thing for everyone to remember.
Steph, what about you? You’ve done such an amazing job with helping our clients overcome all sorts of stuff on the coaching side. How do you see this show up for them?
Stephanie: So what I think happens a lot is that I think we’re sort of in a little bubble. The people who are in this group and even entrepreneurs and people like us who work from home, nobody in our families, nobody in our lives really understands this entrepreneurial journey that we’re on, like Facebook ads and doing this and especially if you’re in a brick and mortar business and then you’re like, “I’m going to do this online thing,” and people are like, “You’re crazy.” So you start to take on other people’s thoughts and worries as your own and then on top of that, you’re in this little bubble by yourself at your desk like, “Oh my God, does this suck, is this good, is it bad?”
So generally when I hop on with people, and I really encourage you guys, if you’re feeling any kind of worry or fear, or anything like that, just hop on a call with one of us because literally in 15 minutes, all of a sudden people hop off like, “Yes, I’m going in the right direction, I feel amazing, yay.” It’s just funny when we hop on because they’re like, “Oh my God, is my perfect client pipeline right? Is my webinar right? Are these slides right? Is my title right?” None of this stuff that you guys are worrying about even matters, it’s all about just moving forward and putting one foot in front of the other, but worry, just like Jackie said, is like that rocking chair where it’s like, “Is this title slide right? Is this title slide right? Is this right? Is that right?”
And you’re going nowhere. You’re not moving forward. If you can just say, “Okay, this is the best that I can do right now, I’ve got some great advice from the copy coaches, I don’t know if this is perfect but perfect doesn’t exist, so I’m just going to go with it and try it and see what happens.” Then you get the data and then you find out if it works. So anyways, worry is definitely something that I think a lot of people in this group … because they’ve invested time, effort and energy into something and they’re hoping for a great result.
I think we’re going to talk about some strategies on how to get over this but it’s important to just understand that you have to move forward and if you find yourself stuck, because I have noticed a couple of people fall out of the group where it’s like … and I’m actually going to reach out to some of these people over the next couple of days because it’s almost like they get so worried, they don’t reach out for help and then they just disappear and that’s something that you don’t want to do because that’s really your subconscious mind holding you back from greatness. It’s your subconscious mind getting stuck in that groove, like Jackie was saying, in the canyon, of just not moving forward. It’s actually easier not to move forward than it is to move forward. That’s why there’s not hundreds and hundreds of multi, multi upon multi-billionaires and millionaires, because there’s just most people won’t do it. Most people won’t do it, they freak out too much.
Yuri Elkaim: It’s inertia as well, right?
It’s easier to worry and continue that energy than it is to stop it in its tracks and walk uphill with a boulder on your back and then build that inertia and that momentum. But guys, it is a choice either way. We have these coaching calls for our clients for a very specific reason, because every single time … and we get the reports, we share all this stuff as a team, person came in, they’re killing this, this, this and this and within 15 minutes, they had marked that redirection in confidence. How did they do that? How does that happen? Well we’ve got a secret sauce that we deal with in our coaching and you just have to understand, if someone can go from that overwhelmed, worrying type of feeling and in 15 minutes go from that to clarity and confidence, well that’s pretty amazing, right?
So you don’t have to spend months worrying about stuff before you change direction. It can happen in an instant but it does help to have the right coaching, it does help to have the right framework to really redirect your focus and that’s why we’re here to help you guys and that’s why we don’t offer this as a course. That’s why I don’t really recommend anyone sell a course because left to their own devices, human beings are going to go into their habitual ways of thinking, “This doesn’t work, blah, blah, blah. I can never do this,” whatever. This is all bullshit, right?
If that’s the way you’re thinking, if that’s the way you’re habitually been thinking forever, that’s what’s going to happen for you, right?
Stephanie: Mm-hmm (affirmative).
Expecting and accepting uncertainty
Yuri Elkaim: So yes, that’s awesome, thanks. Okay, let’s shift gears and talk about, we know that worry isn’t helpful, it’s not really moving us in the right direction, let’s talk about three ways to address this and let me … I’ll quickly go back to you, Steph, and then I’ll open up to Amy. You had mentioned something before which I thought was really important as the first step, the first step to overcoming worry. I’ll let you take that first one.
Stephanie: Yeah, so I think, we talk about our topics beforehand and I really was thinking, “What’s one thing that somebody can do to help them move forward?” I think when you come into this program, or anything in life, you have to expect some uncertainty and accept it. So expect it and accept it and understand that that uncertainty can either derail you and cause you to go down this negative pathway of doom, death and destruction pathway, or it can allow you to say, “You know what? I knew this was going to happen, but this is just part of the course, I’m going to keep going anyway. I’m going to keep going anyway, even though there’s really nothing I can do to control this. I’ve done everything that I can to put it in place.”
For example, with your Facebook ads, you’ve done the best that you can with your webinar. I know that you guys have. You’ve done the best you can with your copy, all of that stuff, but really it’s in the hands of the consumer to find out whether all of this works, but that’s okay. There’s some uncertainty there but you’ve done your best and as long as you’ve done your best and it’s all about intention, is your intention right, is your intention pure? That’s all you can really rely upon, is really your intention, which I know you guys all have great intentions because you want to help people. You can’t get a better and higher intention than that. So just understand that that’s what’s most important.
Then the other thing too is that if you slip into, “Oh my gosh, oh my gosh,” we get into very black and white thinking, where it’s all good or all bad and there’s so much gray area in between and that’s kind of where that uncertainty part fits in, is in the gray. So it doesn’t mean that it’s all bad and it doesn’t mean that it’s all good, it just means that it’s right in the gray area and you’ve got to let it play out to find out where it’s going to go.
Yuri Elkaim: Yeah, that’s awesome. So step one guys, is expect and accept uncertainty. There’s so many great analogies from nature. Is it sunny every single day of the year? Not where I live. I mean, maybe if you live in Phoenix it might be, you still have seasons. There are seasons in this world, there are seasons in life, there are seasons in business. There’s going to be a season where maybe there’s a bit of turmoil and that’s part of the process. Whatever goes up is going to come down. So if you’ve got an amazing run, hey, set the intention, enjoy that, it’s all great but understand that if it comes down, don’t freak out. Expect it, it’s not always …
Well if we look at again, another example, the stock market. If you look at a stock market chart over the past 100 years, is it a straight line up? No, it’s up and down, depression, boom, all this kind of stuff. So why should we think, or why should we get upset, when our business is any different? Because the stock market is a reflection of human psychology. Stock market is human behavior. “I’m freaking out, I’m going to sell my stocks.” Or, “I feel good, I’m going to buy stuff.” It’s exactly the same thing in business, so you can’t … Just accept it. Just accept it, it’s part of the process and keep moving forward.
Amy, what’s the second thing we can do to help overcome worry?
The outcome you want with the framework you need
Amy: The second thing that we can really do is remember again why did you enroll? What do you want? What is your dream come true outcome? We talk about building your dream come true system for your clients, you’ve enrolled with us because we have a dream come true system for you. So you’re following this and you enrolled because there’s something that you want on the outcome. We talk with folks in the beginning, “What do you want over the next six to 12 months? What type of an income do you want to command? What kind of an impact do you want to have? What kind of a lifestyle do you want to live?” So go back to that, go back to that perfect life vision.
In the pre-work, if you’re working with us, don’t skip that. Don’t just click complete, go back to that perfect life vision because when you focus on what you want, that uncertainty and the fear, you can reframe that as excitement and that’s something … I admit, every time my heart would start to pound I felt like, “Oh my gosh I need to do something to relax, I’m having a panic attack,” and it wasn’t a panic attack, it was just going to the next level and I didn’t know what that was and it was unknown. So I was like, “Oh gosh, I have to stop this.” You don’t have to stop that, let that run, that’s … you’re going in the right direction.
So reframe your thoughts about your feelings and really use that as a guide post. Like Stephanie said and Jackie said, when you’re following, when you lean in … because our promise to you, our 100% success guaranteed is that we’ve got this amazing framework. What makes us different? People ask us that all the time, it’s the amazing support and the simple step by step framework. So all you need to do is follow the framework and lean in and then we’re going to go to the ends of the earth with you and meet you halfway. So we’re going to meet you there, you’re going to lean in for the support, don’t disappear, everyone’s scared. Don’t get paralyzed, just remember why are you doing this?
If you’ve ever jumped out of an airplane or done a Spartan race or whatever your … birthed a baby at home. There are moments when you’re like, “Holy crap, am I going to make it?” But you know what that outcome is and you know that you’re going to make it. So it’s the same thing with your perfect client pipeline. You enrolled because you knew. Most of the people we speak with, it’s a feeling, so that’s what I … what lots of folks that I’ve been speaking with on the front-end, they just felt something, they felt a connection with Yuri’s webinar, they felt a connection with the process. They hadn’t spoken with us yet, it’s the same thing for you guys.
So focus on the outcome of what you want and stay aligned with that and don’t take that as panic, take that as excitement that you’re moving in the direction that you’re supposed to be. So that, I think would be number two, is just stay focused on what you want, not on what you don’t want.
Then ask yourself, what’s the worst thing that could happen, right?
Yuri Elkaim: Yeah, for sure. Well I think your T-shirt says it all, if you guys are not on video, she’s wearing a T-shirt that says, “Life is good, forecast mostly sunny.” You have to trick your brain into thinking like this because again, we’re so deeply ingrained to think in the, what’s the worst that can happen here? Like thinking about that stuff. If you think about a parent, I’ll just use my mom as an example because when we were young, and maybe people watching this who have older kids, once your kids start driving and they’re out doing their thing, you could lay in bed worrying all night about what happens if this happens, what could happen here? You could live like that and drive yourself insane.
But again, how is that helping you? To lay in bed and worry about something you have zero control over. I think that’s another thing too guys, is only focus on the things you can control. The things that are out of your control, you can’t worry about them. It’s like, “Oh my God, is it going to rain today? It’s going to rain tomorrow, am I going to worry about that?” No. Maybe I’ll focus on the fact that I could put a rain jacket on, or use an umbrella.
So the focus, as Amy brings up, is such a huge, huge piece of the puzzle and the third piece is action. It’s like, what can you do to move forward in a way that’s going to be helpful to you? So as I just mentioned, if you’re worried about the rain, just say, “Okay, well I can put an umbrella on.” Jackie, we’ve mentioned this before, that you’ve jumped out of an airplane, what? Twice?
Jackie: Yeah, unfortunately only twice. I would do it every day if I could.
Yuri Elkaim: Okay, so just context, skydiving, not like, “I just jumped out of an airplane,” commercial airlines.
Jackie: Yeah.
Yuri Elkaim: So is there any kind of analogy or parable from skydiving and worry to taking action and that alleviating that worry?
Taking (the right) action and fine-tuning our daily thoughts
Jackie: Well yeah. Taking action is huge because again, we can take action with the mindset of worry and it’s still going to be the wrong action. So we have to shift our thoughts because we think of our daily habits of what we’re doing but it all starts with our thoughts. We really got to break the pact of our daily thought habits immediately, that’s all mindset. So when I went to jump out of a plane, it’s not like I went and said, “Hey, I want to jump out of a plane,” and they just strapped the parachute on me and pushed me out in the next 15 minutes. There was a half a day of training and I was jumping with someone attached to me that was an expert.
So I prepared and I took the worry out because I said, “Okay, I’m going to learn this, I’m going to do that, they’re going to be attached, they’re going to do everything. God forbid one of us faints and neither of us … or we bonk heads and …” these are all things that could happen, “… and we’re both knocked out,” I know there’s an emergency chute that’s going to open at 700 feet. We’re going to hit to ground probably at 25 miles an hour but that’s better than hitting the ground at 200 miles an hour.
There’s all these things that they tell and you and warn you and you sign your life away but I went into it … because I’m a junkie on the excitement side of it. I’m a junkie on the side of, I’m not going to worry about what happened three days ago with someone else and their accident, I’m going to do this for me now. The chances of anything happening to me are very low. The chances of me getting in a car accident are higher, or greater.
So there’s a lot you can look at around that, but it’s all perception going into it. There’s people that would say, Stephanie would probably say this, “I would never jump out of a plane.” That’s something that she would never do and that’s okay because that’s Stephanie. So she’s not going to worry about it because she’s never going to put herself in that situation but you guys have control of the situation you’re in.
When Amy said earlier, even you’re worrying about things that are out of your control, well yeah, that’s really silly but what’s even more silly is worrying about things that are in your control. You have the choice to take action today, or you have a choice to stay in bed and ho hum from about all these things that could have gone wrong or are going wrong, instead of you just shifting, pivoting, taking action. Even just the slightest step of getting out of bed and say, “I’m going to sit down and review something.” Or, “I’m going to sit down and watch another module.” Or, “I’m going to sit down and talk to my coach because I need to get the heck out of my head today and I need to reset my framework.” So it just all boils down to the really the taking action, but our thoughts.
I won’t sign anybody up for our program if they’re not in the right mindset because I don’t want them to be a squeaky wheel in our group. We like people who want help and who are saying, “Hey, this is broken.” Or, “Hey, these numbers are great but I want to make them better.” We like that type of noise, but those people who are already going into the course, and you don’t want people in your programs like this either. This is why we have applications, this is why we screen people, this is why we have a perfect client pipeline, it’s awesome. But what it comes down to really at the end of the day, you want people enrolled and this is why you all are here, because you came in with the right mindset. You didn’t know how the hell you were going to do this, but this is why you hired coaching.
You knew we had the framework, you knew we had a generous amount of support from every angle, and you knew that we’re going to show you what to take action on, it’s your choice to take action on it, right?
Yuri Elkaim: Yeah.
Jackie: So I think I went off on a tangent there Yuri, but you can bring us back.
Confirmation bias and creating your own reality
Yuri Elkaim: Let’s just recap the three things we talked about, we talked about in terms of overcoming worry.
It’s expecting and accepting uncertainty. It’s focusing on the right thing, so focusing on what you want, and then taking action as a result of that.
There’s probably a number of other things too, like I think one of the things that is embedded in my … it’s probably something I’m trained in over the years is just, “Everything’s going to be great.” And just expect everything to work out for you, because guess what’s going to happen? It will and if you’re expecting things to work out for you, you’re attracting situations and experiences and results that are going to confirm that and I don’t know if … I’m trying to remember if it’s cognitive bias or whatever it is, if you think that things are going to be shitty, you will find things to confirm that.
If you think that things are going to work out, you will find things that are going to confirm that. That is not something you have to pay for, that is a decision you make internally, to like, “I just believe everything is going to work out, no matter what.” This goes back to what we’ve talked about before, everything is happening for you not to you. Everything is happening because of you. You are a creator, everything you put out into this world, into this universe, is going to come back to you with whatever intention and energy you set out there with that initial intention.
So again, we wanted to talk about this because worry doesn’t serve you. Again, it’s like that rocking chair analogy. You’re going back and forth in the same place, you’re not moving forward at all and we’re here to help you guys move forward because that’s all you can do. You’re either growing or you’re dying and we want to help you guys move forward with confidence. This past Saturday, we had a four hours sales training marathon. Now, I couldn’t believe how fast four hours flew by, it was insane and this was something that I wanted to do because we want to equip all of our clients with more confidence to have enrollment calls that are effective.
If someone has 10 calls and zero bookings, that has nothing to do with, this process doesn’t work. That has 100% to do with you on the phone and you have to understand that but if you take ownership of the fact that, “Man, I suck on the phone, I’m going to improve my skills.” That’s cool because now you can speak with 10 people and maybe enroll three or four, completely different business as a result of that. So going back to taking action on things you can control, for us, we have a sales training meeting every single morning because we understand that being able to have effective conversations with people is something we control.
We can’t control what someone’s going to say but we control how we can respond to it. So if we can train that ahead of time, and going back to what you said Jackie about, you don’t just jump out of an airplane. You train to jump out of the airplane. So training beats trepidation, action beats anxiety, it’s the same reason why athletes visualize so much, so that there’s no surprises.
You guys know I love F1 racing and these guys, they visualize the entire racetrack. They have 21 races every year, different racetracks, obviously they do the same racetracks every year but do you think these guys are going 300 kilometers an hour around a racetrack they’ve never been on? No, they’re going to go in a simulator, they’re going to know every single corner, they’re going to visualize in the car, you can see them sometimes, they have their eyes closed and they’re actually moving their body to mimic the course and its turns, and the same thing happens for you guys in your business, is you want to mimic what is the racecourse of my life, of my business? And train every single day to get better at that so that there no surprises, because prediction is one of the first signs of mastery and the better you get at predicting what could happen and preparing from that, the better off you’re going to be and then you don’t have to worry about stuff.
So any final words of wisdom guys, before we finish off?
Predicting, expecting the best, and the power of coaching
Jackie: Yuri, I think you hit the nail on the head. It’s always predicting and expecting the best. If we can plan ahead, and like Stephanie said too, accepting and expecting for that uncertainty is one thing, but also planning and accepting what you could predict on your own, that’s power and that can only happen in coaching. That can only happen with a perfect client pipeline and a framework. So you’re here and you have it, which is awesome, this is why everybody’s here and if you’re on the podcast, you could be here too. You don’t have to be lost in la la land but the power is in the coaching. It’s not a video course, right?
Stephanie: Absolutely.
Jackie: So that’s my final thoughts. If you’re going to take action, make sure it’s taking action on the proven system, you’ll just be spinning your wheels.
Amy: And I think just to add to that is to check your attitude, check where your focus is because we had the Women’s World Cup Skiing here in Killington this weekend. So our little tiny town of 800 people had 20,000 people here.
Yuri Elkaim: Awesome.
Amy: But when you listen to the athletes, it is an amazing, amazing event and Mikaela Shiffron is, this is her home course and she got knocked off the podium on Saturday and she had just such a great attitude. She had so much fun, it’s so exciting, it’s such a great crowd here, and she won on Sunday, she came in first, but she never lost her bright attitude. She never lost her gratitude. The course, Sunday it was cold, I mean Saturday it was cold, Sunday it was like spring steam, not good for racers, but they didn’t lose their attitude and if you’re into skiing at all, look it up. All these women have these huge smiles on their faces and they’re keeping their attitudes there and it’s just …
So just take yourself, check your focus, and you’ve got this.
Yuri Elkaim: Check yourself, yeah. That’s really good, that’s why I love that. I love sports because it’s always such a really great analogy for business and life. Ali’s saying here in the group, “I love these videos, I stop in my tracks while doing my morning burpees, sit in front of this video. Thank you, you’re all so well-versed and I believe I’ll get there too.” 100%, you said the key word, belief, that’s all you have to do guys. If you believe it’s going to work out, it’s going to work out, okay?
So hopefully you guys have enjoyed this one, if you’re in the group, awesome, if you’re watching the video, great stuff.
If you’re listening to this on the podcast, remember to head on over to our retraining, The 7-Figure Health Business Blueprint, it’s over at healthpreneurgroup.com/training.
Go through it, if you like what you see and you like what we’re talking about here, then hey, by all means, book a call. That’s if you’re serious about taking our expertise or your existing coaching business and taking it to the next level, we’d be happy to help you.
So guys, thank you so much for showing up and sharing your wisdom with us and we look forward to speaking with you guys in the next episode.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.
What You Missed
In our last solo round, I asked this question: Are you running your online business like a hobby?
If your online business is your hobby or your “side hustle,” you’re not an entrepreneur, you’re a want-trapreneur (yes, I just made that up…like it?). If you aren’t going to show up, put in the effort and commit, don’t play the game. Don’t settle for mediocrity.
After you listen to this episode, I challenge you to analyze the way you look at your online business and finally make the changes necessary to make it thrive.
What’s Really Going On In My Brain
Stasia
What’s up? Yuri here. Evening time. Taking the dogs for the walk. I want to share something I don’t know if I’ve really shared this before, but I’m going to share this with you now.
How I Keep My Thoughts Organized
So a lot of people say to me, “Yuri, how do you come up with these frameworks, and you simplify all this … complexity in business, and make things simple?” And it’s funny, because I tell them, I’m like, “I’ll tell you my weakness. My big weakness is the fact that my brain is scattered.” Do you ever feel like you have a washing machine full of ideas? And then you hit the power button, and then it just goes all over the place? That’s what my mind is like. That’s what goes on in my head.
So I’ve been forced over the years to think of mnemonics, or systems and processes, to save myself, to feel more sane in my life, because my head is all over the place. I don’t know what I was like as a kid, I can’t remember that far back, you know, before I was 10 years old. But I wonder if I was very ADHD, like hyperactive. Never able to sit still and focus, because that’s the natural tendency for my brain.
So the reason that I’m so focused on systems, and processes, and frameworks, is to … first and foremost for myself, just to simplify my life, and to bring all of these things going on in my head into one simple, concrete type of box, if you will. It helps me compartmentalize life, compartmentalize complexity, and different challenges, and different ideas.
Turning Your Weakness Into Your Superpower
And I would say, it’s funny, because when you think of your weakness, your flaws, that really becomes the opportunities for your biggest superpower. So when people ask me like what I do, I’m like, “Well, I do a few things. But one of my superpowers, is really simplifying complexity. And that superpower is borne out of my weakness.” Now this doesn’t always have to be the case, but don’t feel bad about your weaknesses, your flaws. The very fact that I lost my eyebrows and all my hair when I was 17 was a blessing in disguise, because it allowed me to get in the field of health and fitness. To figure that out for myself.
So, every challenge comes with an opportunity. And the idea … a goal really, I guess … is to see what that opportunity might be, and make the most of it. So, I don’t know, it was just … you guys ever feel a challenge with a thousand things going on in your head? Just thought I’d share that, you’re not alone. I am the leader of the pack when it comes to you … all that stuff.
What’s Your Weakness?
I’m going to continue the walk. Let me know in the comments what your challenge is. What do you think your weakness is, if you were to think of … the thing that comes to your mind, first and foremost. What would you say your weakness is, in respect to business and life? I’d love to know in the comments. Let me know below. And I’ll talk to you soon.
If you enjoyed this episode, head on over to iTunes and subscribe to Healthpreneur™ Podcast if you haven’t done so already.
While you’re there, leave a rating and review. It really helps us out to reach more people because that is what we’re here to do.