Transcription

Hey guys, welcome to another episode of the Healthpreneur Podcast, I’m back with you once again, and today we are going to be talking what’s the biggest cost in your business, and it’s most likely not what you think.

 

What we experience with Healthpreneur

Now let me give you some context and share a little story with you. We speak with a lot of people, lot of health coaches and experts every single week, as you know, and many of them decide to enroll with us, and work with us, which is awesome. And others are, they know that they want to work with us, yet they want to get all their ducks in a row before committing. Right? So they’re like, you know I’m going to start this in January, I’m going to start this in three months when I have all this other stuff figured out. And therein lies the biggest cost in your business. The biggest cost in your business is the revenue you’re not making. So when you say, I’m going to delay this, I’m going to start in a couple of months, that’s actually costing you a lot more than if you started right away.

It’s funny the way the human brain thinks, we think that we’re going to get our ducks in a row, which by the way never happens, but we think we’re going to get our ducks in a row and then we’ll be ready for something. But the reality is that you have to commit first and figure out the rest later because let’s say that someone decides to start now and another person decides to start in three months from now, this goes exactly the same with your clients. Okay now with your clients they’re not talking about necessarily money in return on investment, but it’s going to be ruled into their health and fitness goals. Okay? So we’ll bring all that together in a second.

 

The true cost in your business

But let’s say someone starts now, another person starts three months from now, the person who starts now is going to have everything deployed and probably earning money in three months time, at least with our help. The person who starts in three months is three months behind. So not that this is a race necessarily, but if you’re coming into a phone conversation there’s a reason that you booked that phone call in the first place. And we understand that not everyone’s a right fit, but if you feel it’s a right fit, there’s no sense in delaying because you’re simply delaying how much money you’re bringing into your business, and the very fact that you’re not earning the money over this interim, is the true cost in your business.

Every single day you delay, is costing you in your business. You see a lot of people want to earn an extra 10k per month, well what ends up happening is that, let’s just use the example of 10k a month, because obviously a lot of people want to earn a lot more than that. But let’s just say you want to earn 10k a month, well how long have you wanted to earn 10k a month? Let’s just say it’s been two years, that you’ve been working on your business and nothing’s really working the way you want it to. But you’re still working to 10k per month, okay that’s your goal.

Now let’s look at 10k per month which you’re not making, or let’s just say an additional 10k a month, so you might be making a couple of k, whatever. Let’s say you want to make an additional 10k per month, every single month that passes by that you’re not making that money, is the true cost in your business. So let’s say you’ve been working for two years, 24 months times 10k per month, the true cost in your business is $240,000. Now let that sink in for a second. Let that sink in for a second.

Because if you say you want something, and you’ve been working towards that for any amount of time and it hasn’t happened, that gap is the true cost in your business. And the longer you delay, the more you rack up that cost of business, of not having that revenue you say you want. So in the example I just mentioned, you want to earn an extra 10k per month, it’s not happening, it’s been two years you’ve been trying to do that, your cost is $240,000.

 

The no-brainer investment if you believe in yourself and the program

Now I don’t know about you, but it doesn’t really matter which program, or which coach mastermind you join, none of them are going to cost you anywhere near that. Now obviously the good ones will help you recoup your investment very quickly, but there’s no way you’re going to be joining a program, for the most of them, that are going to cost anywhere near $240,000. 5, 10, 15, 20 or $30,000 whatever it might be, that is a no-brainer investment if you are a true business owner because you understand that, assuming it’s the right fit, it will help you make that money back.

There’s two things you need to have in place, in order to move forward with any type of decision like that. Number one, and most importantly, you have to believe in yourself, because if you don’t believe in yourself, you will never believe in the program. Because you will always be looking for, well what are other people doing? What are other people’s success? And I understand social proof’s important but what that means to me, what that tells me is you don’t believe in yourself enough to make it work. The second thing, is that you have to believe in the product, you have to believe in the program. And if you don’t, then obviously you don’t even consider enrolling in it.

But if you know it’s a good fit, and there’s that fear and apprehension because you’re not too sure if you can make it work, that is a self doubt issue. And you have to figure out, after you commit, how you’re going to make it work. And this is the true difference between really successful entrepreneurs and everyone else out there who continues to struggle. It’s, they’re looking for all the certainty before they commit, but that’s not the way it works. You have to commit first, then the certainty shows up over time. You have to believe it before you see it. And if you continue to delay and delay and delay and delay, it’s only costing you more and more and more every single day.

 

Telling prospective clients the true cost of their decision

Now let’s translate this to your clients, so if you’re on the phone with a potential health coaching client and they’re telling themselves or they’re telling you, listen this sounds great, I just want to wait a couple of months to lose weight before I hire a trainer, that type of argument. It’s the same thing here, let me ask you a question, you came to me, we’ve had this conversation today, because you told me you’ve been struggling with emotional eating for the past 10 years. So you told me that it’s costing you XYZ, but the way I also look at this, it’s also costing you 10 years of suffering, of having not found a solution to this. So are you okay continuing to suffer for the next couple of months?

Right, so what you want to really translate to your perspective clients is that them not taking action is the true cost, it’s not the investment in your program, it’s the cost of not doing anything that’s really going to hurt them. And this is why you have to know how to have these conversations with people, because if you don’t and someone says, listen this is too expensive and I want to wait. And you don’t know how to handle that then the default response is going to be like, okay cool, yeah I understand, maybe we’ll touch base in a couple of months, nave a nice day. And then that’s done. Right?

 

Knowing how to handle the necessary coaching conversations

So part of what we help our clients with, is really understanding how to have these conversations that, assuming you’re a mutual fit, right? Your clients and yourself? You have to do what it takes to enroll that person, because if you let them go you let them down. And if you don’t know how to have a quote unquote ‘sales conversation’, right? Which is essentially a coaching call, it’s not a sales pitch, right? If you don’t know how to have those conversations and ask those hard questions, and know how to handle various objections or complaints or stalls that might come up, you’ll never achieve the results you want.

And if you don’t achieve the results you want, you’re going to be frustrated with quote unquote, ‘selling’. Most people don’t like what they don’t understand. So if you have an apprehension or fear of selling, it’s because you don’t understand how to do it properly. And again, we’d be happy to help you. So that’s what we do every single day for our clients, is we help them not only with their perfect client pipeline, but also how to speak with perspective clients on the phone. To have a conversation that is a coaching call, that eventually results in an enrollment, if there is a mutual fit.

Now, again if you want our support, if you want our help, hey, we’d be happy to do so.

First step is to watch our free online presentation. It’s called The Seven Figure Health Business Blueprints, you can attend it for free over at Healthpreneurgroup.com/training.

Now if you haven’t watched it, again the true cost in your business is delaying even more. Every single day, if you’ve listened to any number of episodes on this podcast, you know I’ve always mentioned watch this training. Maybe you heard that the first time a month ago, maybe you heard it six months ago, I don’t know, but if you still haven’t watched the training you are costing your business a lot of time, money and frustration.

So my challenge to you today is this, if you’ve been procrastinating, procrastination is really the true cost in your business, take action now. Watch the training if you like it, and it makes sense, book a call with us, and we’ll get on the phone with you. And we’ll figure out if we can help you, and if we can, we’ll tell you exactly how we can do so. Does that make sense? So again, it’s over at Healthpreneurgroup.com/training, in the meantime, thanks so much for joining me today, hope you’ve enjoyed this one.

Remember subscribe to the Healthpreneur Podcast, lots more great stuff coming your way. And continue to go out there, be great, do great and have an awesome day.

Transcription

All right. Welcome back to the show. You’re in here and I’ve got another special surprise for you today. I’m digging back into the archives, and I’m pulling out a great interview there with my good friend, Todd Herman, who is the creator of the 90-day-a-year and he is also one of the most sought-after high-performance coaches for fortune 500 company CEOs and professional athletes around the world.

I’m a little bit jealous because he was actually able to go to Real Madrid, I mean arguably the best soccer club in the world of all time and do some work with them. I think that’s about two years ago now. But Todd on a different level. His brain is wired in a very unique way, and I think that’s part of the reason why he’s been able to create such amazing breakthroughs for not only athletes and top CEOs, but also entrepreneurs.

With his 90 Day Year program, he really helps entrepreneurs navigate the different parts of the journey of having their own business and understanding whether you’re starting or scaling or wherever you are, what needs to be done and what’s the mindset that needs to take place with that. I’m really happy that I was able to find this in the archives because it’s a really, really good interview and specifically he’s going to be sharing the top traits of top CEOs and pro-athletes in this interview and you’ll get a lot of wisdom out of this.

You’ll get a lot of great takeaways. Remember, it’s all high-performance. If you are a business owner, the traits that make somebody will world-class athlete are also going to apply to you as well. With that said, let’s welcome Todd Herman to the podcast.

Todd Herman:                   Yuri, thank you so much for having me.

Yuri Elkaim:                         Absolutely, I mean so … I’m on a mission to bring as many Canadians onto the show as possible.

Todd Herman:                   Yeah. Well, I wear my flag proudly down here in New York City.

Yuri Elkaim:                         Not only are you just Canadian but you’re one of the smartest guys that I know. I mean obviously, you won the award for the best salesman in the world award by Olgivy a number of years ago, and you also wear some really cool colorful socks which is always a nice thing to add to your CV. Awesome. Let’s dive right in.

 

The traits that ultra-high-performers possess

You’ve worked with pro-athletes, Olympic athletes, top CEO. What is the number one trait that they all share in common that entrepreneurs could benefit from.

Todd Herman:                   There’s multiple traits. I mean I’m kind of one of these people that I really don’t like speaking in absolutes like if there’s one way to get to the top, it’s only this. I mean the reality is we’re all very different people. It’s kind of personality types. That’s one thing you got to be a good coach or advisor. I think you got to be aware of those things but at the end of the day, you’ve got to be taking action.

I think the thing that comes before execution or taking action, executions are the word I use all the time, is you’ve got to have some good solid grit because you’re going to get knocked down a ton. I mean you and I have had multiple challenges or obstacles along our path, and that’s no different than any high performer that I’ve ever worked with there. Really, I actually don’t call them high performers. I actually call them like ultra-high performers because I think the word high performances has been watered down almost nowadays.

Yuri Elkaim:                         Kind of like biohacking.

Todd Herman:                    Yeah. Everyone’s a biohacker. Everyone’s hacking something. It’s that perseverance. I call it grit. Many other people would call it grit too, but that is one solid hallmark. If you talk to any pro-athlete and you played at a very, very high level as well, all of my pro-athletes will tell me that there was at least one or two or three kids even on just one of their teams that had way more skill or talent than they did as they were growing up or coming up through the ranks, and yet they’re not getting paid to do the sport that they all loved.

What was the difference? They just kept on going, the clients that are there.

Yuri Elkaim:                         I mean I have a perfect example of that as you just mentioned that I remember playing … This is several years after I stopped playing pro. I was playing in a men’s league in Toronto with a bunch of friends from university and we’re playing. One of the linesmen looked familiar to me and I was like, “I know you.” He came up to me after the game. He said, “Hey, Yuri, it’s Charles.” I was like, “Oh my god.” Well, we were 14 and’15, this guy was like the best soccer player on the planet.

He was untouchable. Now, he’s a linesman for a men’s league. As you just said like he didn’t have the wherewithal to continue and have that grit to keep pursuing. I’m not too sure what end up happening after his early 20s, but it was just really weird to see that it was really like a big disconnection there. Just came to mind.

Todd Herman:                   I could almost take a guess at what happened because I did a study when I first started out with my sports training like mental toughness company about 18 years ago, I teamed up with another guy, actually out of Montera. I was based in Alberta, Canada at the time, and I partner up with another guy in Ontario, and we wanted to kind of really figure out like what are some of the reasons why athletes quit along their pathway to wherever they’re trying to get to where there’s basketball, baseball, soccer.

We chose hockey because there was just a greater number of people to choose from in Canada because obviously of popularity. We took a look in Ontario. Of those athletes between the age of 13 and 14, who were ranked basically in the top 200 in their age group because they were going into what’s called the CHL, Canadian Hockey League, draft specifically the OHL draft. We want to see in four years’ time how many of them were still playing hockey. These are the top 200 prospects. Just out of 200, guess what do you think that number would be?

Yuri Elkaim:                         Out of 200, I would say 10.

Todd Herman:                   You went way lower than other people typically do. This is because I’m usually frame this as – “remember, these are the top 200.” The answer was 24. There’s 24 that were still playing. Then, we looked at, okay, well what was the precipitating factor like what are some of the really key reasons why and there’s always just like anything in life. There’s maybe one big influence and there’s multiple or smaller influences, but the biggest influence was parental or coaching pressures either dealing with terrible coaches who just absolutely deflate your experience and the fun that you have for your sport or parents.

On the parenting side of things, there’s this young guy that I was working with. I’ll call him Jacob, at the very beginning of my career. He was similar story to your guy who was the referee. He was just an absolutely … He was 13 years old, lights out amazing hockey player, best in the province of Alberta, which says something because Canada is obviously a hotbed for hockey.

He quit later that year. His dad was one of those guys who was at the board’s constantly screaming at him. The kid would score three goals in a game, and that was never good enough because he had three shots that rang off the post. I worked hard with Jacob on his … Like he would vomit constantly before games. He would vomit on the way to and after if you had to ride home with his dad.

I actually confronted his dad. I mean I fired him. I said like, “I can’t work with Jacob, and because Jacob’s not the problem. You’re hiring me to think with the lens that Jacob’s a problem and you’re the problem.” It just kind of knock-down drag-out fight. But it’s a common issue.

Yuri Elkaim:                         That’s crazy. I guess like the Sharapova as the Venus and Serena Williams, the Andre Agassi’s who have all had like tormentor like parents as coaches when they’re young, those are the anomalies. I guess those would be the 10% that have kind of still stuck to it in spite of that or is that a different type of animal altogether?

Todd Herman:                   They also were thrown into an environment with really great coaches though too, so almost like sometimes those coaches balanced out the negative effect of the parents and even some of those experiences but the ones that you highlighted as athletes, those kids also left home at a younger age and they weren’t around their parents 24/7 anymore whereas a young athlete that’s dealing with a parent who is just an absolute tyrant and they got to live with them, and they’ve got a coach that’s great, the coach just has a real difficult time counteracting that 24/7 osmosis of tyranny.

Yuri Elkaim:                         Sure. I mean this is fascinating stuff. Let’s shift focus here to the entrepreneurial space. How does that tie into pressures that entrepreneurs or CEOs or business owners face?

 

Taking pride in the process

Todd Herman:                   Sure. I think there’s a really great study that just came out earlier this year, and they were trying to find a factor that measures risk tolerance, and they found that there are three specific groups that have the highest level of risk tolerance and entrepreneurs and athletes have the exact same on the scale, and it was like 81%, whatever that number even meant. I couldn’t even figure out, but what I saw from the graph was that entrepreneurs and athletes ranked exceptionally high.

The only people who ranked just slightly higher than entrepreneurs and athletes were generals in the military and really high-level sales professionals which is why sales professionals can oftentimes be good entrepreneurs as well. Risk tolerance is a big factor but getting to your question about for business people and athletes, the reason I brought that up as a studies because this kind of overlap between athletes and entrepreneurs when I first started flip-flopping back and forth between those who feels starting out in athletes and then I was doing so many speeches that entrepreneurs would often come up to me after and say. He was like, “All that stuff that you were talking about with regards to examples for athletes, they’re like I’m experiencing that in my own business, or how can I lead a better team so on and so forth.”

There’s a real hallmark that brings these two groups together, and that is that they are both exceptionally outcome-focused individuals. Athletes are taught, and we get it at a very young age. Mom and dad get really excited when you score a goal on the game or when your nine years old and you’re coming home from soccer and your dad who wasn’t at the game says, “Oh, did you guys win today?”

Kids start to internalize it at a young age that, “Oh, mom and dad, this is actually how to internalize. This is exactly what they’ve said to me.” I’ve worked with tens of thousands of them. They say, “Oh mom and dad love me more when I win or when I score goals,” because that’s just what they know. That’s sort of one of the few emotions that they get.

It’s natural that we have this outcome-focused mentality. Entrepreneurs, we’re all judged against where we on the marketplace, revenues, profits, numbers. Those are all important to have like where we’re trying to get to, but if that’s our sole focus, it breeds nothing but stress and anxiety because outcomes by their very nature, you do not have full control over them.

When I’m working with an athlete, I’m trying to untether them from that mindset of only focusing on winning. The want and desire to win is exceptionally important, but the need too is very different than that. I want to I want to untether them. I want to get them focused on the process because when we take a look at who’s really ultra-successful in athletics who are really the highest of high performers, they really take great pride in their process, their routines and their rituals that they’re involved in.

When we take a look at who are really, really successful at being entrepreneurs, they still might be stressed on individuals, but they take great pride in their process. Steve Jobs wouldn’t ever ship on a product with that Apple logo on it that was going to be crap. They were so hyper-focused on that process.

One key thing when I’m working with entrepreneurs is to get them to really appreciate that process of things whether it’s the process of really trying to establish a deep relationship with your customers or the process of establishing an amazing culture where employees are happy to go way beyond the expectations of not just the customer but the manager, the owner, the “boss itself.”

On that kind of mental toughness side of things, people really do need to kind of learn this I guess mindset of just process directed thinking.

Yuri Elkaim:                         It’s brilliant. Actually, I just did a recording for one of our episodes that was entitled … It’s funny I can’t remember the title of it, basically something about the happiness thing with respect to entrepreneurs. It was all about focusing on the process as opposed to the outcome because if you’re focused on the outcome like with sports, you might lose the game but if you’re not focused on the fact that you gave everything you did on the ice or the field, you’ll never be happy.

I think it’s such an important message because especially in our culture where the focus is when we think of success, we think of shiny cars, lots of money, and it’s never about the process. We think about these overnight successes but like what was the process that led to that. I remember when I first started my business and even for a while after, one of my dilemmas with process was when I was playing soccer, it was very easy for me to, for instance, visualize the process of going from X or from A to B like if I wanted to improve a certain aspect of my game, I could just practice that over and over my head or on the field.

When I came into business and I don’t know if a lot of our listeners might relate to this, but when somebody’s focused on moving from let’s say zero to a million dollars in revenue over let’s say a year or two years whatever it might be, how do you get them to focus on the process like what are the elements that they need to focus on and I guess every business would be different but let’s say in an online business, what might be the elements that someone wants to focus on from a process perspective that would get them to that outcome?

 

The 90-Day Year; assessing performance, strategies, and goals

Todd Herman:                   You know what? You bring a good point because it’s one thing for me to sit on the podcast ago. Just focus on the process, and all the sudden, people walk away hell with like, “Oh, okay, well, that’s just what I have to do. I should focus on the process,” but there has to be some sort of process for focusing on a process.

Over the course of all the years that I’ve been working with people on essentially getting them to higher levels of performance, I have what I call like a three-phase achievement model. I have basically developed a system for achieving goals or in the context of business achieving projects and in athletics, I always called it a 90-day sprint and in business and corporate where it’s been housed for a long time for about a decade implementing it. It was called the 90-Day Year because we all understand those are some business and entrepreneurs.

We understand calendars because we’re always kind of looking back at it or referencing it daily. 90 days is an important thing. The reason that 90 days is important is because in the context of goal achievement, 90 days is essentially the horizon line to the imagination in our heads and I say that because when you think that you can possibly have something working for you done a project completed a goal achieved 90 days from now, there’s this natural endorphin rush, the endorphin rush that we get because 90 isn’t too far from now like if today would say September first, geez, like 90 days, that’s only, what, December first.

Man, by December first, if I could have my business have these many products implemented inside of it or that revenue number sitting inside of my business whatever the case is, geez, that’s motivating. Then, okay, so now, we’ve established some sort of outcome or result. We’re trying to work towards.

 

Making the outcome/goal inevitable

Now, the other two phases below it is where really the rubber meets the road because like I said before, if we’re only focused on that number, that outcome, you’re going to be stressed and anxious. Now, it comes down to the two other phases which are performance and process. If you think about in the context of a mountaintop, the very top or you want to plant the flag is the outcome.

Then, that takes up a very, very small portion of the volume of a mountain, the very tip of it isn’t much. Yet, 90% of everyone’s time and energy gets focused on, what, the outcome. Yes, the mass of it sitting below is where really … is what separates high achievers from people who are just average.

That second category is performance. Performance is all about milestones and strategy. When you think about that outcome, what are the performance metrics in corporate we would call them KPIs, key performance indicators? For business owners, what are the strategies you’re going to do in order to make that goal achieved and inevitable?

Yuri Elkaim:                         That might be … I keep you in this case for online stuff might be an opt-in rates or conversion on a sales page or …

Todd Herman:                   Totally. I mean yeah. I mean in the online space, there’s very few metrics that change from the number of people that are getting to your website, so traffic, the number of those people that are actually converting into whatever the call to action might be. Then, ultimately, when they’re coming through that funnel, then the number of people that actually have pulled out their credit card and swiped.

Another key factor in business I just did a periscope of … I’ve been playing around periscope lately, and really, really like. It’s fun just because the interaction is that live feedback that you get, but I did one with another friend of ours, Nathan Latke. We were talking about the number one metric that everyone in business needs to track and measure more than many others is retention rates because everyone wants to go out there and try and hunt and find new business.

But what about keeping the people that you have because now you’ve worked so hard to get them, keeping them. That’s where really a ton of profit sits. Anyways, yeah you’re right. What are the key strategies that you’re going to be doing. One strategy might be a PR strategy. Another strategy might be a content marketing strategy. Then, it’s like, okay, well then one of the tactics.

Now, when we get down to the process, what are the tactics or the process you’re going to do in order to reach that performance goal? By the way, performance goals strategies are all about improving something. If I was to write out that goal, so if my number one outcome goal is to increase monthly revenues to $35,000 per month by December first, 90 days from now, one of my strategies is going to be improved my content marketing outreach.

Like maybe guest posts or something like that or increase my content marketing reach to 10,000 of views a month. Then, I break that down. I break everything down into two-week sprints then because when you track and measure something and you can close a feedback loop rapidly with a client, that’s when confidence really starts to blow up and most people set their goals so far out that there have to wait so long to get a nice feedback loop closed in.

The people who win at the confidence game are closing tons of feedback loops rapidly and we’re just stepping on these small little stepping stones which eventually get us up to this extremely high level of results or performance and when we look back, we’re like, “Yeah, it’s not too complicated what I just did,” but to everyone else, it looks complicated because they don’t see all those stepping stones you stepped on.

Yuri Elkaim:                         I mean your process is amazing. I’ve gone through an iteration of it, and it’s extremely helpful. I know this is, you guys, it’s not open all year round. You have it’s closed right now. It’s called the 90-Day Year for everyone listening and check it out, just follow Todd stuff. Actually what’s the best website for people to follow you?

Todd Herman:                   If they just go to toddherman.me, I talk about tons of topics meant business toughness, mental toughness, the art of like getting things done in execution which I feel is really, really important. Then, one thing I get asked about all the time because I’ve been lucky enough to some really great mentors and advisors throughout my life, Jim Rohn, was a mentor of mine for 13 years until he passed away.

We talked pretty much every single month over that course of those 13 years. All those people help shape. Yeah. I talk about all those kind of different topics. I’m not the kind of guy necessarily to come to your … You’ve already got them satisfied on the smart marketing side of stuff. I typically sit in the strategic realm of higher level thinking more often. I’m not necessarily the best at tactics.

Yuri Elkaim:                         Yeah, I know. It’s great. I mean you definitely bring a lot of value to the table. It’s almost like what I find you do is you give people a really good view of their blind spots. This is one of the things that I’ve loved about strategic coaches while working on Dan Sullivan is that here’s a very similar type of thinking process where … Just the way of thinking about a problem or asking better questions, give completely different answers and better answers in a lot of cases.

It’s almost a matter of like I really encourage entrepreneurs. Sometimes, just slow down and kind of step out of the business for a second to consider these things because it’s very easy to get caught up in a lot of doing of stuff without really having a strong kind of strategic direction to what you’re doing. I think I mean the stuff you do is awesome. That’s why I’m happy to have you have a podcast.

 

Being a thought leader vs. being a thought repeater

Todd Herman:                   Well, yeah … Thanks for that. I mean the litmus test you can have is… I mean if you get to the end of a month and you feel like you’ve been running like a hamster on a wheel and you know that you did a crap-load of work and whatever a crap-load means. But you did a lot of work throughout that month but you really don’t feel like you got any traction, then , hat is a byproduct of you operating from a bad plan or it’s a byproduct of you asking yourself and focusing on the wrong questions like even the one that I used with people and I know this resonates with many people when I’m always delivering the message about whether that three-phase achievement model of the 90 Day Year.

When I get to that second stage and I say how can we make this inevitable because that’s why … Like for me, the moment I write down what my outcome goal is, it has basically been achieved. I actually don’t stress about it, and that’s because … I’ve been doing this for so long, but that’s because the hard work of choosing the goal is the hardest work and that’s why many people when they get into … It’s not like everyone on this podcast listening right now has ever not heard of the importance of goals.

No one person on the planet has ever said goals are not important. Not one person has ever said that. We know that goals are really important, but most people get really frustrated with goal achievement or the idea of goals or they avoid it or when they’re looking through Yuri’s thread on all the other topics that they could listen to and they see this one that could be on goals, they’re going to skip by it because if they feel like they’ve heard everything.

But the reason most people avoid it is because it’s a reminder of all of the failed attempts that they’ve had. We know that most people will happily stick their head in the sand and avoid the topic because of all the self-judgment that they might have. But for me, a key question is that asking people is how can we make this goal inevitable. It taps into a different recess of your head.

Yuri Elkaim:                         That’s a good question.

Todd Herman:                   That’s why I mean just like just like Dan, I mean I love searching and trying to find out the right question to ask. I mean even Einstein said you give me an hour to solve a problem, I’ll spend 55 minutes on asking the right question and five minutes on the solution. Yeah, what does everybody do? They jump straight into the solution, straight into action.

Yuri Elkaim:                         I think it’s also … I mean if you think about what tends to work well online just from a list … to a content marketing perspective, it’s all solution-based how to … three ways to whatever. We’re never stepping back to really taking the time to ask these questions which can give us much better direction.

Todd Herman:                   I mean you and I have been a part of a group together for a long time, and there was a discussion that came into the group a long time ago about books and how often someone reads and so forth. One person had said that there’s no excuses why you shouldn’t be reading a book a day. Now, Jim Rohn was very deliberate with me when it came to because he knew that I was going to try be building out a thought leadership business.

I was 22, and he knew that that was going to be the path that I want to be walking down. He said, “The mistake that you don’t want to make is you don’t want to be a bad imitation of me,” because he already … I mean he could feel it. There was this reverence that I had for him, and I didn’t know who he was before I had actually met him because I sat next to him at an event where he was speaking.

I just happen to be sitting at a head table with him, but he said when you’re sitting down and reading all these books about personal development or leadership or marketing whatever the case is, at some point in time, you need to stop. Put the books aside and ask yourself the question, “What do I think about leadership? What are my thoughts about leadership? What do I think the values a person needs to have with regards to being a leader need to be,” because until you can do that, you will always be a thought repeater and never a thought leader.

Yuri Elkaim:                         That’s a huge distinction because I’ve often talked about this where a lot of entrepreneurs especially when they’re looking for guidance get lost because they follow one person who’s completely out of alignment with how they operate or it’s completely opposite end of the spectrum in terms of their personality. Whether that’s following somebody’s advice as a “guru” or even reading their book because as you just said, like I mean if you read 100 books, you might be getting 100 different perspectives, 100 different pathways to the same goal.

A lot of times, I mean it can be downright confusing. It ends up being like a shiny object thing where you’re just chasing, oh I got to try this next and do this next. I think as you just mentioned, sometimes, the answers are almost already within us.

Todd Herman:                   From my perspective, I think that they are. Now, is the right answer for who you’re going to be 10 years from now inside you right now? No, but for right now, the right answer lies for you because I choose to look at people as you’re the leader that you need to be right now like right in this moment, you are the leader that you need to be, not I’m not your leader. You’re the leader that you need to be because I don’t want people walking around putting me up on pedestals because I have a specialization.

I have focused and honed my skills that are very specific craft for a long time. Now, does that mean that I’m a complete performance guru on nutrition? No. I know quite a bit about it but I would never actually compare myself to you. I mean I’ve gone to you for nutrition advice in the past. To your point, it’s one of the big issues that I have with people that are in that personal development and people would probably, a lot of times, put me in that category but I tell people all the time that, listen, trying to say that there is only one pathway to get somewhere, and it has to be this pathway is a very obtuse and narrow-minded way of looking at success because even anecdotal success, I think, is weak success when someone says hey this worked for me.

Of course, it’s going to work for you. Be very cautious of those people because that means that they have not tested their methodology in a broad swath of people because we all know there’s lots of different personality types out there. Those are lots of different other circumstances that we’re all coming from and bringing to a situation. Not everyone has like for me launching a new business online, I have the resources and money to spend lots of dollars to go and buy traffic to come to me.

Not everyone has that. if I go out there and say, “Well, the only way to grow a business online is to buy traffic.” Some poor soul goes out there and wastes their last thousand dollars. Well, I’ve just done them a massive disservice.

Yuri Elkaim:                         Absolutely. It’s great. I mean that’s not a really, really important message that I like. As you’re listening to this, you probably say, “Okay. I’ve heard this now several times,” and there’s a reason for this because it really, really is very important.

Let’s go back to goals for a second. How does somebody know they’re setting the right goal. Then, whether they’re using the 90 Day Year or your process or any other kind of goal achievement process, is it best to be looking at those goals on a daily basis and keeping them visual as of people of set in the past like what is the process to making sure you’re setting the right goal and then sticking to that plan day in and day out?

Todd Herman:                   I don’t think it has. I mean whether or not you want to go and create a vision board for yourself or you want to go and have that read that goal to yourself every single day, I mean that’s just semantics, I think. I think what really matters is that you know that blocked-off in your calendar is some sort of focused-action towards the achievement of it.

It’s great to know picking up your head and seeing that you’re climbing up the mountain. Great. Yeah. I’m still on the path to climb up to the toughest mountain, but I need to … Well, there’s some stumbling rocks around me and there’s a tree that I need to avoid up here so I’m going to continue moving forward. That key is just making sure that every single day in your calendar is there’s some sort of focused action towards it.

Whether it’s five minutes of time, we need to be doing something especially if we’re sort of climbing back on this horse of goal achievement, we need to flex the muscle of focused awareness. That focused awareness is about letting our minds know that, hey, this goal is important to me or this project is important to me. The only way that we can do that is through daily focus.

 

Moving forward with a “wow” brain and staying on track

Does that mean that you can’t take your Sundays off? If I’m talking from the stage, that’s exactly what I say. No. You cannot take a day off. Now, I’m not saying you got to be working the entire day on the goal, but spend 10 minutes because it keeps it fresh in your mind, and it keeps it staring back in front you but now here is a massively key important part of this process. This is where I have a principle called the aww Brain and the Wow brain. There’s aww brain people out there, and there’s wow brain people out there.

Aww brainers are people … it’s the pain brain. Wow brain is the gain brain. Success minded individuals have this naturally grooved track that they’ve developed on the wow side of things. When they think about a goal, they automatically will start to think about all the things they’re going to gain from it, what opportunities might arise that are the achievement of it, what they might grow and learn and explore about themselves along the pathway to achieving that goal.

Aww brain people given the exact same goal, they’ll start thinking about the obstacles, the challenges they’re all going to have to overcome. It’s not wow brain people won’t. The great thing about really successful people is they have a tendency to actually think very negatively meaning that they’re not afraid to think about the risks or the threats or the weaknesses in their plan but they’re going to take action anyway.

Aww brain people will again like I said talk about the obstacles, the challenges, all the things you’re going to miss out on, oh, but if I give up chocolate cake this month, that mean I’ve got my nephew’s birthday party. That’s a real experience of those people. Now, I’m not completely a wow brain person. There’s parts of my life where I would probably go aww brain on things.

But how we can groove that part out of ourselves is the key difference between these … An aww brain person has the goal of climbing the mountain, so does the wow brain person. They both started in day one and they make the exact same amount of progress up the mountain. This is where the difference happens. The aww brain person picks up their head and looks to the top of mountain and goes, “Holy crap, look how far I’ve got to go. I don’t even feel like I’ve made a dent in this process.”

Wow brain people pick their head up and they look over their shoulder, “Oh cool. Look how much I’ve improved.”

Yuri Elkaim:                         That’s huge.

Todd Herman:                   They focus on improvement. They focus on how much they have moved forward. That is what we need to be doing. If you want to journal anything, if you want to give gratitude to anything, journal your improvement. You will start to peel that pain brain, that aww brain, out of yourself and naturally go to gain brain. It is a skill. It is not something that is going to be you for the rest of your life.

Yuri Elkaim:                         I totally agree with that. That’s incredible. That actually leads me to my last question which is I guess you’ve part of the answer day which is when somebody set a 90-day goal or an outcome and they’re moving towards it and they’re not seeing the results they want to see kind of those small milestones, how do they stay confident? How do they stay on track?

Todd Herman:                   Well, it’s natural part of it. When you get going on this, here’s the reality. You’re going to suck at it and it’s because I have done this now. I’ve had this program online for entrepreneurs now for nine months, 10 months. There’s a very specific way that I mean … There’s basically people, the broad overview of it but just following that outcome performance process methodology, I had a lady come into one of the groups that said, “You know what? When I first started this, I got so frustrated with that performance part because I didn’t feel like even knew I was setting the right goal in there.”

But I just stuck with it. I stuck with it. Now, nine months down the pathway, I cannot not think about all of goals I want to achieve in a three-phase methodology plus and this is the most important part of this. You and I were kind of talking about this before we got on the call or even I just referenced it a few seconds ago, I’m a strategy person. What I know is it’s very easy for most people to think of an outcome goal that they want.

A lot of times, they’re actually … They’re pretty vague about it. They’re a little bit too general. We need to get more specific, but that’s easily coached. Then, people are very good at tasks, how to process. Well, that stuff that’s just in the process area where most people, 90% of people are very weak and we see it in corporate America or corporate wherever or entrepreneurs is the middle part the strategy.

When you get good at this, in the beginning, you’re not necessarily going to be very good at choosing the right strategies to achieve the goal, but that’s the point of this process is you are trying to develop a strategic mindset. It’s like you. When you first started out in your online business and the strategies that you used to scale it up, if you were to go back with the exact same resources except you had your mindset now, would you do it the exact same way?

Yuri Elkaim:                         No, not at all.

Todd Herman:                   Not at all because you’ve just taken so much action that you’ve learned what not to do and what to do plus you’re more strategic. The same thing goes with this three-phase model of outcome performance process or whatever goal system you want to use, just sticking with it which gets us back to the very first point of the broadcast when you ask me what is one of the hallmarks. Grit, perseverance. It’s too many people I think take the attitude when they’re learning something is, oh I’m going to see how this goes. You know what? That is not the commentary in someone’s head who is a high achiever.

They’re going to say to themselves, “I am going to extract as much blood from this rock as I possibly can.” I am going to take from this thing what I can, not I’m going to see how this goes. You can’t do that. You’re going to get eaten alive out there nowadays.

The great thing about today’s day and age is it has never been easier to start a business. The problem is it’s never been easier for 6.2 billion other people as well.

Yuri Elkaim:                         Yup. Absolutely. There you go, guys, from the man himself, Todd Herman, one of my kind of go-to mentors in some way, shape or form with respect to strategy and just amazing thinking. Again, check out his stuff, Todd Herman. That’s with one N.me. Follow the stuff. I mean it’s just a different level different levies. If you’re spending time with them, you know that his brain operates in a very unique manner. Obviously, it serves a lot of people which is amazing.

Todd, thank you so much for taking the time. This has been amazing. There you have it. Hope you enjoyed this interview again pulling that one out of the archives, my good buddy, Todd Herman. If you’ve enjoyed this podcast, if you’ve enjoyed this episode, remember to subscribe to the Healthpreneur podcast on iTunes. Leave a five-star rating or review if you’ve enjoyed this as well as the other episodes.

In the meantime, I look forward to seeing you every Monday, Wednesday, Friday. Don’t go anywhere because I’m not going anywhere. There are lots of good stuff coming your ways to help you take your expertise and turn it into a very successful online health business. In the meantime, continue to get out there. Be great. Do great, and I’ll see you in the next episode.

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Transcription

Today, we’re going to be talking about how to overcome the fear of rejection because quite frankly, fear of rejection is, I would say, the number one thing and standing in almost everybody’s way. Fear of rejection, also known as fear of being disliked is crippling your personal and business growth. I really think that if you are not where you want to be in your business, it’s 100% related to fear of rejection.

 

How fear of rejection shows up in business

Let’s look at the context of coaching. If fear of rejection is in your way, here’s how that’s going to show up in the context of a coaching based business. You’re going to get on the phone with people or have a conversation with people about enrolling in your program. There will be times where you need to ask hard questions that are going to feel uncomfortable. If you are afraid of rejection, you will not ask those questions because you don’t want to step on people’s feet and God forbid, they should say no or something not ideal. It’s going to limit your ability to ask hard questions to really stand firm. That’s going to really compromise your results in terms of enrollments.

Now, what about follow up. Follow up is a huge thing. Most businesses don’t even do it. I think that maybe you just don’t even think about it, but even if we consider, okay, we understand that follow up is important. What do most people do? They send like one email or maybe like one message on Instagram or Facebook or something to follow up with someone and that’s it. Why not more? Why not send five, 10, 20 follow ups? Again, it’s the fear of rejection. It’s the fear of being disliked. “Oh my God, I don’t want to piss this person off. What if I’m coming across too pushy?” Listen, if it’s done in the right way, it doesn’t come across as pushy. It comes across as actually being valuable to that individual.

 

The importance of being top of mind

We have a whole process in our business called, “TOMFU,” top of mind follow up. It’s a game changer. It’s something that we incorporate into everything we do. We don’t just follow up with people in the sense of like “Hey, are you ready to get started? Ready to get started? Ready to get started?” That’s not what this is about. It’s about having a strategic way of following up with people and doing so in a way that really stands out in case no one else is doing this, but again, the majority of people don’t want to send a few more messages because they’re like “Oh, man, I don’t want to irritate this person. What if they don’t like me? What if they unfriend me?” Speaking of unfriending and unfollowing, what about social media? How often do you post on social media? Once a week, once a day? Well, what if I challenge you to post 10 times more?

Actually, one of the things that I committed to with Instagram is, I’m going to post … I just have to plan this out and  sit down and write a post for this. I’m going to be posting 10 times more than I normally do. That means like 10 to 15 times per day. Now, when you think of that, you might think, “Oh my goodness, it’s going to be irritating for people to see my stuff all the time. They’re not going to want to hear from me 10 or 15 times a day.” That’s true if all you do is post like butt pics and stuff that doesn’t really add value to their life, but it also force you to ask better questions, right? If I were to get in front of people 10 or 15 times a day, how can I add as much value as possible in those touchpoints.

Also, the other thing to consider is that, no one is seeing your stuff anyway, right? It’s not like every single one of your followers sees every single one of your posts, right? You understand that. I don’t think most of us really think about that because unless you’re scrolling through your newsfeed all the time, you’re not going to see everybody’s post that you follow and vice-versa. By posting more often, you get your stuff in front of people who are following you more often. Now, are some people going to see all of your stuff? Maybe, but it’s going to be a very small minority. Instead of seeing one out of every 10 posts, people might see three or four out of every 10 post from you.

 

An example of how this works

Now, your top of minds and in their top of mind, they’re more likely to do business with you eventually because they’re just thinking of you. It’s the same reason Donald Trump got elected because he was always on the news. He was always the focus of attention. Where attention goes, energy flows and results show. Obscurity is the real issue. Obscurity is how your business will just disappear. No one knows about it. I would rather ear on the sign. I actually have on my vision board … I have an Instagram account that I use only for my vision board. It’s actually pretty cool. I’ll save that for another episode, but essentially, I have quotes and images in that Instagram account.

One of them, the title is, Top of Minds and the little text underneath is, I communicate with people so often and I had so much value to them that it irritates some of them. I’m at a point now where I don’t really care what people think. I don’t care if they dislike me. I don’t care what they think of whatever it is we’re doing because I understand that those are not the people I don’t want to serve anyways, right? It’s the people that see the value that we’re providing that are going to want to consume more of it. We just want to be of greater value.

Going back to fear of rejection, the reason we don’t post more on social is, either we don’t have the strategy or second, we’re fearful of, “Oh my God, what are people going to think?” The same thing goes for emails. How often do you send your list in email? Once a week? No, no, no. If it’s once a week, go to one a day. We actually have friends in our space who … Again, I don’t really agree with the way they do email. Marketing, it’s very aggressive, but for them, they send four to five emails a day in some cases every single day. I’m like “Okay, that’s a bit excessive, but for them, for their business, that’s an important thing for them. They do that more often.” The reason we don’t get in front of people more often is simply because we are afraid of what they might think of us. We’re afraid of being disliked. We’re afraid of being rejected.

 

How to push past the fear of rejection

What I want to impart on you in this bridged conversation is, number one, who cares what other people think, okay? Please make that your mantra, who cares what other people think. You post what you want, of when you want as often as you want. That is it. That is the number one way to get over the fear of rejection. It’s not caring what other people think and taking massive action. Those two combined are going to help cure you of this disease that afflicts all of us internally inside of our head. It’s going to come from a place of service because when you get to the point and you really understand that if I don’t do this, not only am I crippling my business, but I’m actually not serving the people that I could be serving. By holding back, by playing small, I’m not able to get my message in front of more people? Who knows, there might be thousands, maybe millions of people that you could be touching, that you’re not touching because you’re afraid of playing a bigger game.

I want to inspire you here to think bigger, play bigger, take bolder action. I’ll give you a great example and a great story to finish this off. One of our luminary mastermind members, Amy, she had a retreat that she was doing in San Diego. She want to fill 12 spots, but she only had, I think, two spots filled. She said, “Okay, how do I do this? I’ve got like six weeks to get this done.” Actually, as you’re listening to this right now, I think her retreat is actually, pretty much, right about now or maybe it was last week. I can’t remember. Anyways, I said, “Listen, you’re going to have to do things you’ve never done before if you want different results.”

I gave her some simple strategy and some tips and so forth to encourage a massive outlay of follow up and getting in front of people. She was initially apprehensive about this because she’d never done this before. It is well beyond her comfort zone. That’s the thing. This stuff is out of your comfort zone, but that means this is where you are going to have the most growth. She deployed this. We actually had a conversation and check in call. Well, as of this recording, last week, she was just beaming with light because she had filled all 12 spots. I was like “Well, what did you do? What was the needle mover?” She’s like “Honestly, I just took more action than I would’ve otherwise. I was just more bold. I was more upfront. I just commanded my own worth and I just went after it.” She filled all 12 spots and she was so, so happy.

That’s the thing is that if she had not done that, she may have had a handful of people at the retreat. It would not have worked out as well as it did. That’s the same thing for everything in your business. There is the reality of what’s happening now and there’s the possibility of what you want. If you’re setting a goal for, “I want to work with 20 clients.” Never ever settle for lowering your goal. “Okay, we’re four weeks away from starting. I don’t think we’re going to meet that goal, so we’re just going to tone it down. 10 clients, I’ll be happier.” Don’t ever do that. Don’t ever do that because you’re settling and you’re basically sugarcoating the situation. That’s unacceptable. It has to be unacceptable for you to not hit those goals. You have to do whatever it takes as if your kids were kidnapped and you have to get them back to meet that reality.

Fear of rejection goes away when desire goes through the roof. When you got massive desire, it doesn’t matter what people think. If your kids were taken away, and I hate to use this example, but I actually read this in a book years ago and I thought it was a great stimulating idea is that if your kids were taken away, what would you have to do to, let’s say, earn $1 million to get them back? You would do anything. Fear of rejection doesn’t even enter the conversation at that point. If you’re afraid of being rejected, number one is, you need to really, really increase your desire to the point where no matter what other people think, you’re going to move forward. You have such a desire for achieving the thing you want that nobody else, the way they think about you or what you’re doing, even is a consideration.

The challenge in our world is a word, it’s a seven-letter word that should be considered a four-letter word, and it’s called comfort. It’s called good enough. Things are good enough. They’re not that bad. There’s not enough desire to really push us through the roof to make amazing things happen. I want you to get uncomfortable. I want you to figure out a way to raise your desire, to raise your level of discomfort in the current situation. You will do no matter what like anything it takes to achieve your goals. When you do that, fear of rejection goes out the window. I hope this message finds you well. I hope it inspires you to take bolder action and really come from a place of service and understand that it doesn’t matter what people think of you, who cares. Just do your thing. Serve other people and you’ll always have haters, whatever.

Now, if you want our help to help you take bold action but also doing so in a way that is systemized, predictable, profitable, not just doing a thousand different things, then be sure to watch our training, the Seven-Figure Health Business Blueprint over at healthpreneurgroup.com/training. It’s a great presentation about, number one, five secrets you need to know about in order to succeed and really build a million dollar business in the health coaching space. Those secrets have ruffled a few feathers. Well, I’ll see it for myself but second, you’re also going to get our perfect client pipeline, which is our four-step business model to attracting your perfect high paying clients on demand like clock work. That’s all inside the presentation. You will find it a very, very good use of your time. Watch it today if you haven’t already, healthpreneurgroup.com/training.

Once again, thank you so much for joining me today. I hope this episode has found you well. I look forward to seeing you on Wednesday. For now, continue to go out there, be great, do great and we’ll see you then.

Transcription

Hey guys. How’s it going? Yuri here. Hope you’re doing great. Hope the week is going awesome for you. Hope you’re changing lives. Hope you’re moving your business forward, making lots of dough, and living life to the fullest. Today, I am pulling back and through the archives and bringing you a great interview I did with my buddy, Kevin Rogers, who is the founder of Copy Chief. He is an amazing copywriter, probably one of the most well-known copywriters, specifically in the health space.

That’s kind of how we started to get to know each other. He’s done a lot of copy for some friends of mine, and he’s just an all-around great guy. But here’s the cool thing is that he actually started off as a comedian, and he transitioned into copywriting decades ago now. It’s all actually come full circle, so now he’s getting back into his stand-up acts. He’s traveling around the country doing some cool stuff, and it’s pretty fun.  If you check out any of his work, if you type in Kevin Rogers comedy, I’m sure you’ll find some stuff. He’s a pretty funny guy.

But what’s neat is that he was able to bridge comedy and copy. He was able to figure out, okay, what was it that made a really good joke? Then he understood that that same framework is also the framework for really good copy. He came with this framework called the 60-Second Sales Hook, which is a really great, simple, four-step process that he’s going to share in this interview.  When you write copy or when you write a story or introduce yourself, it will really just simplify your life 100 times. That’s why I wanted to bring this to you, because I think copywriting is one of those things that’s really, really important to develop in terms of your own craft, but it’s also can be complicated. It’s something that requires a lot of time and effort and focus, and yet it’s still one of the biggest needle-movers in any business, especially for online. We’ve talked about this on previous episodes.

The cool thing too is that when we were looking to build out our team, I reached out to Kevin. I said, “Hey, Kevin. I need some copy coaches on our team. I need some amazing copywriting experts to help our clients with their copy, with their webinars, with their Facebook ads and stuff like that.” He introduced us to two amazing people who are now fully integrated in our team and absolutely work magic for our clients, Melanie and Nicole. They’re incredible. They came as a recommendation from Kevin, and so I just wanted to bring this back out to the masses as an homage to him. Obviously, it’ll really serve you.

Without further ado, let’s bring and welcome Kevin Rogers on to the podcast.

Kevin Rogers:                     Yuri, it’s my pleasure. Thanks for having me, bro.

Yuri Elkaim:                         Absolutely, buddy. It’s always great to connect with you, and I’m excited to have you on the show, because today we’re going to be talking about a topic that is near and dear to my heart, which is how to convey your message properly. You’ve got this really cool process called the 60-Second Sales Hook that I want you to take our audience through, because I think a lot of our listeners are not like die-hard copywriting fans or die-hard copywriters, but they still need to be able to get their message out to their potential audience very effectively. Can you walk us through how to do this?

 

Kevin’s 60-second Sales Hook and joke formula

Kevin Rogers:                     Absolutely, yeah. This is a system I came up with back from my comedy days. I was a stand-up comic in a former life, traveled for about a decade on the road, and didn’t realize at the time that I was doing a lot of great research for my future copywriting career. Writing in joke formulas all those years comes in really handy when we need to get a point across very quickly, and joke formula … Everybody has a go-to joke or two. Everybody is able to recognize a good joke-telling from a bad joke-telling. I like to use joke formulas to help people write what I call short sales hooks or sales messages.

This one is particularly useful when you’re having someone visit your world for the first time. Let’s say you have a lead magnet, and you’ve got a really awesome report. You want to invite people to download this report in exchange for, say, an email address. Now, what needs to happen in that short period of time where people land on your site is … The first thing you need to realize is that people are hoping you fail so they can go away, right? I mean, it’s just reality. Think about how we browse the internet, right? We’re distracted. We don’t have much time. We really need someone to convince us quickly that we’re in the right place.

I love to put a short video or even some short texts on the landing page, get right to the point, but I don’t want to waste the opportunity to bond with my best prospects. The best way to do that is to tell some story, just tell a little bit about me and share a struggle that my best prospect can relate to so they understand that I understand where they are, what they need, and I can help you to build trust by convincing that I have something that overcomes that problem. That’s why the 60-Second Sales Hook comes in really handy. I’ll teach it to you as a joke formula, and then I’ll show you how we change it just slightly to become a really great sales hook. Sound good?

Yuri Elkaim:                         Let’s do it. Bring it, buddy.

Kevin Rogers:                     Okay, great.

Yuri Elkaim:                         And maybe I’ll get you to tell a joke after.

Kevin Rogers:                     Well, I’ll tell you what. I’ll tell you a joke in the example here.

Yuri Elkaim:                         Let’s do it.

Kevin Rogers:                     It won’t be my joke, but it’ll be one even funnier than mine.

Yuri Elkaim:                         But you can take credit for it.

Kevin Rogers:                     Sure. By the way, this joke formula, you’ll see this all the time when stakes are really high for a comedian. You’ll see it very often when they make their first national television appearance. They might be on Jimmy Fallon. Right out of the gate, you want to make a big impression. Use a formula like this so your best audience is going to relate to you, understand something about you, and identify with what we call your point of view as a comic.

It goes like this. I call this the Persona Joke Formula for that reason. It goes identity, struggle, discovery, surprise. Identity, struggle, discovery, surprise, and the surprise is obviously why we laugh. It’s the unexpected element. One of my favorite examples of this is from a comedian named Karen Rontowski. On her first Letterman appearance, this was her opening joke. She said, “Thank you so much. It’s so nice to be here today. I’ll tell you, my kids were so bad in Walmart, I actually pulled a fly swatter off the shelf and spanked them. Just as the fly swatter hit their ass, I thought, ‘I don’t have kids.’”

Yuri Elkaim:                         That’s good.

Kevin Rogers:                     It’s hilarious, right?

Yuri Elkaim:                         Yeah, that’s good.

Kevin Rogers:                     What is that, 15 seconds? Think about how much we know about Karen now, right?

Yuri Elkaim:                         Yeah, so she’s identified herself as a … Well, initially you think she’s a mom.

Kevin Rogers:                     Right, right, and all of the surprise. That’s what’s great about it is we learn her true identity, which is not a mom, but the struggle is annoying kids, which we can all relate to, whether they’re ours or not. The discovery is the fly swatter, and the surprise is they’re not even her kids. She just smacked random kids.

Yuri Elkaim:                         Yeah. Don’t we all want to do that at some point?

 

The formula for marketing and answering “What do you do?”

Kevin Rogers:                     Exactly. Now, if you’re listening and you’re going, “Well, that’s fantastic, but I’m not a comedian and I don’t want to have to come up with some clever twist every time I write a message,” I got you covered on that, because in marketing, people don’t really want to be surprised as much as they want to be convinced and compelled to take action with us. To do that, we need to show them the results of what we’ve discovered. The way I change that for the 60-Second Sales Hook is by just changing surprise to result. The new formula for all of us entrepreneurs is identity, struggle, discovery, result. You’ll notice it’s the same exact formula, but we just changed that last part.

In my business as a marketing consultant and a copywriter, I would use this. It would say, “Hi, I’m Kevin Rogers. I spent years as a dead-broke stand-up comedian until I discovered how a simple joke formula could be used as an irresistible sales hook and began teaching marketers how to use it to skyrocket sales and grow their businesses. Now I’m one of the most in-demand sales consultants online, earning more in one month than I once did in an entire year.” Then I would add a call to action for them to download the report.

Yuri Elkaim:                         So what do you do? No, I think, I mean, you pretty much summed it up nicely there.

Kevin Rogers:                     Right. You know something more about me, right?

Yuri Elkaim:                         Mm-hmm (affirmative).

Kevin Rogers:                     You know that I used to be a former stand-up comic. The struggle is just dead-broke. That’s all you really need to know. Nobody wants to be dead-broke. Then it’s mostly about what I discovered, because that’s sort of the meat of this. That’s the thing they’ll want.

Yuri Elkaim:                         Nice, so you tie that in? Did you follow that up with what’s in it for them specifically, or did you kind of just leave it at that and let them kind of bring pieces together?

Kevin Rogers:                     Yeah, and then the next thing is, because if I say I have this amazing formula, they’re going to want to see. Part of it’s just curiosity-driven, right? The way I would improve that is I would say the name of this. I would say, “So I invented what I now call the 60-Second Sales Hook,” and talk about how so many marketers have used it to improve their sales. Then I would want to make sure the thing I discovered is also the name of my report, or my book in this case, where I’d say, “If you’d like to get your own copy of the 60-Second Sales Hook and begin using it to help your own sales and improve your copywriting, you can download it for free right now. Just enter your email address and click go.”

Yuri Elkaim:                         Nice. I’m just thinking as you’re talking. Can you turn this into kind of a third-person? I’m just thinking like a quick opt-in banner almost, where it’s like you’re identifying … I’m just going to use an example from my blog, for instance, on my health site. If someone’s coming to my blog and they want to lose weight, so maybe step one is identity what would it be like want to lose weight or struggling to lose weight, or would that-

Kevin Rogers:                     Oh, yeah, that’s good. Yeah.

Yuri Elkaim:                         It kind of identifies maybe one and two at the same time?

Kevin Rogers:                     Yeah, that’s really good.

Yuri Elkaim:                         Then discovery’s like, “Here’s seven proven steps that nobody talks about, and to X, Y, Z, whatever result.” I’m thinking more from like an opt-in copy on a banner, for instance, on a website, but still using that same formula. Does that work?

Kevin Rogers:                     I think that’s good, yeah. That’s a good way to sort of reverse engineer it. Now, I would maybe even add a little bit of struggle like that. Just say, so if we’re being specific about our avatar, we might say, “Struggling to lose that last 10 pounds, or do you need to lose 30 pounds or more?” Or you could even say, “Struggling to lose weight? Feel like you’ve tried everything under the sun?” Then the discovery, right?

Yuri Elkaim:                         Yup.

Kevin Rogers:                     You probably almost move results before discovery, or you could say, “Discovered a little-known method that’s resulted in,” however many people finding this result. Yeah, that’s really good.

Yuri Elkaim:                         Sure. Yeah, that sounds awesome, because I love these. It’s such a simple framework for people to follow, like whether it’s just following the guidelines that you just gave, in terms of the introduction themselves, because especially a lot of people listening to this probably really enjoy doing video, right?

Kevin Rogers:                     Yeah.

Yuri Elkaim:                         I’ve made this mistake in the past where I’ve spent way too much time rambling, so just like getting right to the point. I think having this type of framework, whether you’re writing this out and then reading the teleprompter, or just having this as your guidelines in your head, I think it’s such a great framework for people to follow.

Kevin Rogers:                     Yeah, it’s really helpful whenever you want to be what I call live mic-ready. If, say, you’re going to a conference, and Yuri, I’m sure this happens to you often, even if you’re just attending a conference, there’s influencers there who know you and know that you’re an influencer. They might say, “You know what? You know who could answer this question? It’s Yuri. Somebody run a mic over to Yuri.” If you have these formulas sort of ready and you’re thinking in these frameworks, it’s really easy to introduce yourself to a cold audience, tell a quick story, give a result, and have them go, “Whoa.” Then you’ll be bombarded as much as the speakers will at the break.

Yuri Elkaim:                         Yeah. To be very honest, I don’t even think I have this dialed in for myself. I’m going to challenge myself to do this tonight.

Kevin Rogers:                     Awesome.

Yuri Elkaim:                         Yeah, because I think it’s so important. I often tell people. I’m like, “I don’t like getting asked like, what do you do, because I don’t know how to respond to that properly, because it could change depending on who’s asking it.” But this is a really nice framework to do that succinctly.

Kevin Rogers:                     That’s a great point. I have another even shorter one, if we have time and you’re interested.

Yuri Elkaim:                         Let’s do it. Let’s do it.

Kevin Rogers:                     This is a great one specifically for that question, what do you do? Again, it’s a great opportunity. First of all, the worst thing we do often is we go blank. We start to stutter. That’s very natural, but it’s so impressive when somebody is able to succinctly describe what they do without it feeling canned, right?

Yuri Elkaim:                         Yup.

Kevin Rogers:                     Here’s a great formula that if you practice it enough and get comfortable enough, then you can share it in a way that won’t feel canned. It’s almost like practice, get the canned version down, so that you don’t sound canned when you need it, right?

Yuri Elkaim:                         Sure.

Kevin Rogers:                     It goes like this. I call it the Rebel Yell, because I believe that every entrepreneur is a little bit rebellious, right? Just by nature. I’ll give you the formula, and then I’ll give you some examples. Again, it’s a really important opportunity to get some of your story in there and some of your passion, rather than just state point-blank what you do. It goes like this. My name is blank. I love blank, but was fed up with blank, so I created blank that blanks. Let’s say Steve Jobs. How would Steve Jobs fill that in? Hi, my name’s Steve. I love computers, but was fed up with the snail’s pace of commercial technology, so I created a user-friendly computer that processes information faster than anything else out there today.

Yuri Elkaim:                         Nice.

Kevin Rogers:                     Right?

Yuri Elkaim:                         Yup.

Kevin Rogers:                     Here’s another one, Mike Dubin from Dollar Shave Club. He’d say, “My name’s Mike. I love a clean shave, but was fed up with paying through the nose for razors, so I created a simple subscription service that delivers quality razors right to your door for $1 a month.” Again, if somebody hands you a hot mic or if you’re in, say, any kind of networking conference where they go, “Everybody stand up and tell a little bit about what you do,” two sentences and you’ve got everybody’s attention.

Yuri Elkaim:                         Yeah, that’s awesome. That’s really good, and plus when you tie in the, “So I created,” you’re also tying in the USP to some degree as well as your product or what you do.

Kevin Rogers:                     Yeah, and the problem it solves.

 

The power in creating terminology

Yuri Elkaim:                         Yup, absolutely. Ninja stuff, buddy. Well, I don’t even like using the word ninja. This is just smart. This is just intelligence. I wanted to point something out to all the listeners here. I don’t know if you guys have been aware of the fact that Kevin has dropped a couple kind of proprietary names like the Rebel Yell, Persona Joke Formula. Can you talk about, I mean, you probably just do this like intuitively now, but the power in just creating terminology, whether that’s in your copy or around your products or in kind of building a tribe? I think that’s very interesting.

Kevin Rogers:                     Yeah. That’s a great point, super, super potent thing to do, and again, something you’ll want to just get in the habit of doing. It is instinctual for me now. I like naming stuff. It comes natural to me. One thing I could do better is being a little more congruent in theme with some of my names, I guess. That’s something I’m conscious of, but I’d say just name everything. You could use an acronym. Some people go a little acronym-crazy. You don’t want everything to be an acronym, but an acronym could be a cool way to name stuff. It really helps people remember what it was and put it into context.

Yuri Elkaim:                         Sure.

Kevin Rogers:                     Then you want to make the name sort of the most appealing. For instance, it’s one thing to name something, like the Rebel Yell is just a cool little formula. It makes sense why I named it that. But the 60-Second Sales Hook was originally … I used to call it the KLT Hook or the KLT Formula, because it establishes know, like, and trust. When I went to make it a book, I had this big long name, like the KLT Formula, how to systematically create a bond with every visitor to your website and all this stuff. I was talking to Dean Jackson, and he’s like, “Yeah, but does anybody know what KLT means? It takes all this explaining.” He was like, “What else could you call it?” I was like, “Well, the other thing I call it is the 60-Second Sales Hook.” He just cracked up. He goes, “Yeah, well, yeah, of course, that’s the name.” Don’t be afraid to rename stuff, but much better to name it not perfectly than not name it at all, I say.

Yuri Elkaim:                         Yeah, that’s awesome. I think it’s really important, especially in today’s world where there is … mechanization is so important, when there’s so many other products in your marketplace or services, like P90X talks about muscle confusion, which is essentially just training your muscles differently, not doing the same thing every single day. It’s not a new concept. They just put a name on it that makes it sound new and is kind of proprietary to them. Yeah, I think that’s awesome advice.

Kevin Rogers:                     Yeah, and it gives people talking points too, right? Like you said, all they did was call it something new, but if they taught it to somebody who hadn’t heard it before, now they knew about it, and they knew the name of it, and they could go out and feel smart talking about how they’re going to build muscles.

Yuri Elkaim:                         Yup, totally. Kev, before we finish off here, I’m going to have two more questions for you. What do you find, in all your work working with clients, copywriting and so forth, what is the number one mistake you see people make in writing their copy or on their sales pages or in their communication of their message?

 

Bullet writing and when to write your headline

Kevin Rogers:                     Hmm, well, there’s a few different things there. I’d say the number one mistake is people get so hung up on headlines. I wouldn’t get so hung up on your … The mistake they make internally is they try to write the headline first.

Yuri Elkaim:                         That’s tough. Yeah, I get that, for sure.

Kevin Rogers:                     Yeah, let me save you a lot of frustration. Never write the headline first. What you want to write are bullets. If you know how to write a good feature-benefit bullet, go through your entire product, your offer, and think, “What’s sexy about this? What are the features and the benefits?” If you use the formula, which means to sort of break down what the real benefit is, oftentimes the best headline will come out of your bullet writing, and it takes a lot of pressure off, or if you just get jamming on some good body copy, the headline might emerge through there as well. But if you sit there and decide the perfect headline, and then try to write around that, it’s really stilted and confining.

Yuri Elkaim:                         Yeah. One of the things that I’ve found is, in writing a lot of my own copy is, I’ve written the copy after doing the bullets and stuff like that. I’m like, “This headline has nothing to do with what I’m talking about in the sales letter.” It’s almost like when you’re writing a book, the first chapter is … You kind of just throw it out afterwards, because you’re like, “Now I know what to write in the introduction,” you know?

Kevin Rogers:                     Yeah.

Yuri Elkaim:                         After writing the whole thing.

Kevin Rogers:                     Yeah, we call that throat-clearing in copy. Yeah.

 

Content formula: Concept, authority story, example, and 3 action steps

Yuri Elkaim:                         That’s great. Second question for you is, what do you find … I guess in terms of your own business and kind of building that, what’s a strategy that you’re using right now or that you’ve used to either build your own clientele or help other businesses that you’ve worked with build theirs?

Kevin Rogers:                     Hmm, that’s a good question. Well, for me, the big revelation recently has been that it really all comes down to teaching. That’s not maybe a cut-and-paste tactic, but for me, it’s made life a lot easier when I think about what kind of content I want to create. If I just think, “All I’m really doing is teaching,” and that’s what people want, that’s why they read your stuff. Yes, they might like your personality. Yes, they might be able to relate to your story. But at the end of the day, they keep coming back because you always teach them something they can use.

What’s great about that is if that’s what you’re focused on is teaching … I have a little slogan. I say ABT, always be teaching. That’s what I teach my other freelancers who are trying to raise their stock in the industry. I say if you’re always teaching, you’re never out of material, because there’s no shortage of questions that people have about what you do. If you’re an expert, there are people who need the knowledge you have. It’s already in your head. If you’re just looking for opportunities to answer questions and do it in a way that really teaches and gives actionable tactics, then you’ll never run out of content.

Yuri Elkaim:                         Sure, so let me … Just one more follow-up question to that is a lot of people talk about, for instance, when they’re doing webinars or VSLs, is you don’t want to teach too much. You just want to use story and kind of get people emotionally involved, and then they’ll buy the product more so than if you just gave them a ton of content. How do you balance teaching with storytelling and selling?

Kevin Rogers:                     Yeah, great question. I use the formula. It goes like this. I go concept, then I call it the authority story, so a story that puts you in the action of solving the problem, whether for yourself or maybe for a client, and then I say example, and then I say three steps, three action steps. You know who uses this so brilliantly almost every time she speaks is Marie Forleo. She’ll introduce the topic, which is the concept. She’ll always tell a personal story about how it’s affected her life. She’ll give an example of a time she’s used a better way to get a better result. Then she’ll say, “So here’s three things to keep in mind or a number of tricks you can use,” kind of a thing. Then she always challenges the viewer to respond with something very specific.

Yuri Elkaim:                         Beautiful.  This is good. I mean, guys, if you haven’t picked up, I’m just writing. I have a whole page of notes already, so I hope you guys have taken some awesome notes out of this interview. If you have to, rewind it. Go through it again, because Kevin is a gem of wisdom when it comes to compelling, and obviously we use that in a positive manner, but really kind of influencing others in a positive way to get your message or gift or books or products into their hands to really transform their lives. Kev, it’s been an honor, buddy. Thank you so much for taking the time to share your wisdom with us.

Kevin Rogers:                     Yeah, it’s been my pleasure. Really appreciate it.

Yuri Elkaim:                         Absolutely. What is the best place for our audience to follow your work?

Kevin Rogers:                     Yeah, copychief.com.

Yuri Elkaim:                         There you go. Check it out. If you’re looking for a great copywriter for your own business or if you’re looking to develop your own copywriting chops, check out copychief.com, not coffee chief, copychief.com, and you’ll have hundreds, if not thousands, of amazing copywriters at your fingertips, and also some really great guidance on how to improve your copy and written skills.

If you’ve enjoyed this episode, remember to subscribe to the Healthpreneur Podcast on iTunes. If you’ve enjoyed it, remember to leave us a five-star rating or review. That always helps us spread the message and get in front of more people. In the meantime, I look forward to seeing you on our next episode. Continue to get out there, be great, do great, and keep changing lives.

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Transcription

Let me ask you a question. What are the three things the human body needs to survive? You know what they are? Well, they are oxygen, food, and sleep. Now, with food, I include water. Oxygen, food, and sleep. Those are the three things that the human body needs to survive and thrive.

The three things your business needs to thrive

Now, do you know the three things that your business needs in order to thrive? If the answer to that is no, then that’s what we’re going to discuss in today’s episode because these three things are the foundation of any successful business, no matter how small or big it is, no matter where you are in the business journey, whether you’re just starting out or scaling out to multiple millions of dollars.

Those three things are: getting leads, enrolling those leads into paying clients, and delivering an amazing result for those clients. Those are the only three things that matter in your business. Now, underneath that, obviously, those can be broken down into multiple different things. For instance, in order to get more leads, what do you do? You could be doing a podcast like this. You could be doing social media marketing, content marketing, joint ventures, all sorts of stuff. You can knock on people’s doors if you wanted to. There’s a lot of different things you could do to generate more leads, and quite frankly, that is the number one challenge. Almost everyone we speak to comes to us for is, “I’ve got this amazing expertise, but I don’t know how to generate more leads predictably into my business.”

Now, if that’s the number one problem, what else is going to be a problem? Step two, enrolling those leads and the clients because if you have no lead flow, you have no client flow. Getting more leads in is really the life blood of your business, and if you don’t have a predictable way to do that, your business is going to suffer because there’s no way that a business should be reliant on haphazard people somehow singing up with you or buying your stuff. If you don’t know your sales process, if you can’t describe your process, you don’t have a process.

It’s the biggest challenge we continue to see, and that’s why we are the leader in this industry for helping fix that problem because there are amazing health coaches and experts out there and practitioners who have this idea they want to turn into a coaching program or they’re already coaching clients, but they don’t know how other than through shear force and effort to bring clients into their business predictably. That’s the major roadblock that, if that’s not fixed, nothing else in your business matters. It doesn’t matter if you’ve got the best program and you deliver amazing results if nobody is even able to partake in it because they can’t find you.

The three things, again, are getting more leads in, enrolling those leads and the clients, and then delivering an amazing result for those clients.

What you must do to thrive

Now, how do you go about doing this? Well, first and foremost, you should be working with us if you are dealing with this issue. 100% you should be working with us, and if you’re not, I don’t know why not. Let’s just put it that way. You’re going to suffer for a long time. Yes, there are a lot coaches and programs out there. I don’t know what all of them entail, but I can tell you that nobody, from what I understand, from what I know, is going to the limits that we go to to help our clients succeed.

If you really want results, you gotta work with the best, and if you want to work with us, hey, we’d be happy to work with you if you fit our client criteria. First step is to learn more about our process, and if you jive with what we’re doing, then you can book a call with us and we can go to the next step.

To start that all off, go to healthpreneurgroup.com/training, watch our presentation. If it resonates with you, and you’re like, “You know what? This makes a lot of sense. I want to book a call. I want to get on the phone with your coaches, and let’s figure something out,” that’s the first step to do. That’s the first step to take.

The problem with blogs, social media trolling, and content-based game plans

Now, if you are … One of the things I talk about in the presentation … It’s called the 7-Figure Health Business Blueprint because it really is a blueprint to build a seven-figure health coaching business. You could do some powerful things with four simple things. One of the things I talk about in the webinar, or on the online workshop, presentation, training whatever you want to call it, is what most people do is they do things backwards. They focus on their influence before their income, and that’s a very big problem because you have probably seen, or maybe you are this person, and I’m not trying to judge or belittle anyone, but here’s typically what happens.

I’m a coach. I want to get clients. How am I going to get clients? I gotta have a nice-looking website because that’s important because no one’s going to find my website, but when they do, it has to look good. Then I’ve gotta create a free lead magnet or something, like “Join My Newsletter” or “Here’s a Free Five-Day Challenge” or something like that. Then they’re like, “Okay, cool. Well, how do I get the message out?” Okay, I’m going to set up an Instagram account, and I’m going to start posting a lot of pictures and some really cool captions, and that’s what I’m going to do. I’m going to get that going. Cool. It’s been a couple months. I got a couple hundred followers. Not much is going on.

Still waiting for the income. Still waiting for the clients to knocking on my door. It’s not happening to the level I thought it would. Hmm, maybe this Internet thing doesn’t work out. Maybe I can’t make money as a coach. Okay, so I’m going to check out what else other people are doing.

Oh, there’s a lot of people that are doing, oh, this thing where they go into Facebook groups, a lot of them, and they start posting messages and posts every single day, day in and day out, to add value and good will and build know, like, and trust with all the people in there, and then if someone comments, “Oh, let’s have an individual discussion,” then maybe they will become my clients. Hmm. Let me try that out. Awesome. This is great. I enjoy spending hours a day inside these Facebook groups, and it’s a really predictable way of attracting new leads and clients. It’s really going well.

I could continue to do that. Then I’ve got people interested. They’re interested, and now, they’re asking me about my services and how I can help them, and that’s great. That’s awesome, but I’m trying $197 for coaching, or $50 an hour, and I need a lot of clients to really meet my lifestyle goals because if I wanted to earn $10,000 a month at $197 per month, I would need a lot of clients. What is that, is that 50 clients or … I don’t even know what that is. That’s a lot of clients. Man, that’s a lot of work. I gotta keep going and keep going and keep going. I keep reaching out to more and more people, and maybe at some point, I’ll hit that goal.

This is a typical scenario for a lot of people we speak with, and if it happens with you in any way, shape, or form, hey, just understand I get it. What I want to save you from is going down that path any further because although it can work, it will take you forever, and the likelihood of you seeing results and the income you want sooner than later is slim to none.

The value of social proof and a machine that works without you

The number one thing you need to focus on when you are starting your online business is not about going on social media, it’s not about trolling Facebook groups. It’s not about creating blog content one blog a week. Let’s get serious. If you’ve got a new website with five pages of content, do you really think Google is going to show your website to anybody? It’s not. I want to save you from the delusion of doing that.

Again, as I’ve said, my blog gets about a million unique visitors per month. Do you know how many pages of content we have? Thousands, and it’s still a small blog compared to many other big sites that have hundreds of thousands of pages of content, and even more backlinks from reputable sites to their sites. That combination is what’s going to rank you in Google.

You’re coming out with a website, you’re going to post some recipes and some pictures. Then you’re going to post that on Instagram for people to go to your website. Telling you, man, that is a losing game plan. It’s a losing game plan 100% of the time. I don’t want you to do that because it’s a waste of time. Especially if you want to coach clients and you want to earn top dollar for your work, do not do stuff that is not effective.

The number one thing you need to be doing when you’re starting your business is you need to focus on getting a couple clients, charging top dollar to work with them, transform their life. That’s where it starts. Nothing else matters. I don’t care what you have to do. You can do the Facebook trolling, the Instagram stuff, whatever you want to do, but the first thing you have to do is you have to get those first couple of clients, and once you get those clients, you gotta be charging thousands of dollars to work with them. So someone’s working with you for four, six, eight, 12 weeks, it’s gotta be minimum $3,000, not like $197 a month. You will never, never meet your income goals doing that unless you’re an amazing marketer and you can drive massive amounts of volume, which 95% of people are not.

You need to get a handful of clients. You need to be charging $3-5,000 a piece, because if you think about it, at five clients at 3,000 each, what is that? That’s $15,000 already. That’s not too bad. That’s more that what a lot of people make in a year in their first one or two years online based on what we’ve seen. You gotta transform their lives, and then build that social proof. That’s the first thing you gotta do is you have to figure out that you can work and really help people. That’s the most important thing.

Now you’ve got social proof that you can use in your social marketing and all that kind of stuff, but above and beyond that, even while you’re working with your clients, what’s happening? You need to have a predictable machine that’s bringing new leads and clients into your front door every single day without your involvements because if you don’t have that, when you’re finished with that round of clients, what do you do? You hop back on the treatment, and you hustle, you hustle, you hustle, and it’s not predictable. It’s not sustainable. It’s not scalable.

If this speaks to you, and you want a much more predictable way of having a stream, and I’m talking about a stream, an endless stream of new leads and clients coming into your business every single day, then we can help you. We have the solution to this.

Again, I’ll just direct you back to our presentation, the 7-Figure Health Business Blueprint. You’ll get everything you need to understand the four steps to doing this. If you want our help, we can talk about that as well at the end of that.

The link for that is healthpreneurgroup.com/training.

Go there today because if you need to really figure out these three things in your business, getting leads, enrolling them to clients, and delivering an amazing result, that’s all that matters, and we can help you in all three of those levels in a very, very big way and helping you achieve those results 10 times faster than anything else you’ve probably thought of doing or are currently doing. I know that sounds like a big promise, but it’s the way we roll. That’s the way it works. Our clients are getting great results, we’re getting great results, and we can help you as well.

Check out the training right now. Take the first step. Take the next step, and then let’s get your business moving into the direction where it needs to be because you don’t deserve to suffer for the next couple of years really efforting and hustling and trying to make this work for pennies on the dollar.

Let’s get you started. Let’s get you making the money you deserve. Let’s get you transforming people’s lives, and let’s do so in a way that actually builds a business, not a job that requires 10 times more effort on your part.

In the meantime, do that today. I look forward to seeing you in the next episode. Continue to be great, do great, and we’ll see you then.

Transcription

What’s up guys? We’re actually live. Welcome. This is another hangout, so we’re here today. If you’re watching this on video, a little bit odd in terms of video setup. You’re seeing myself and Amy right now. You might some people disappear, and when I say people, I mean Jackie, Amy, Stephanie, myself. We’re using Skype and Ecamm Live to record this, and for whatever reason, the video’s not showing up properly so we might actually switch to Zoom for our following weekly episodes, but for now it’s okay.

As long as the audio’s good and you guys can get the message, that’s all that matters. If you’re listening to this on the podcast, you’re probably like what the hell are you talking about? It’s all good.

Today’s topic is how to find your voice and share your message. Now the key words in that sentence are your and your okay, so those are capitalized.

This is an important topic because this is an homage to one of our clients. I’m not going to mention any names here, but one of our clients went through a little bit of a struggle in the last few week, around this topic. We don’t obviously have to mention who it is, but I want to really use this as an opportunity to share all of you guys in the HBA program, luminaries, or if you’re just listening to the podcast or watching from the outside, that it’s never about becoming another version of me.

I’m not trying to create mini Yuri’s or duplicates of whatever, it’s about giving you guys the foundation and the principles, and then being able for you to understand how to bring in your own spice and flair and authenticity to that conversation.

That’s really what we want to talk about today because I really think that it’s—and correct me if I’m wrong guys—this is one of the biggest challenges.  Maybe you guys can actually speak to this because you guys are doing so many phone calls with prospective clients who struggle with how to stand out in a crowded space?

 

How do I stand out in a crowded space?

It’s one of the biggest things that I’ve heard and I’m sure you guys have heard it and we can talk about this. What I want you guys to know is that not only do we spend a lot of time obviously helping you with your messaging and making sure that it’s unique and compelling, but just as much as the message matters, you as the messenger, matter just as much. That’s really important to remember, and there’s always enough space for everyone.

Let’s dive into this. Amy, since you’re on the screen with me, obviously I can see you, so let’s maybe go back that concern of how do I stand out? Is thins something that you see quite often when you’re speaking to prospective clients?

Amy:                                     Absolutely. Because when we look at the obesity epidemic and look at depression and we look at even people who want to lose the baby weight, sometimes we come into this, and it’s a great segway from last week’s segment that we did together because it comes back to that fear. “Oh my gosh, the marketplace is flooded. How am I going to stand out? Well I better sit over here and worry about that and not do anything, and then I don’t have to deal with that.”

That’s not what we want.

I see that fear a lot, and then what I do is work with them, so we coach them to say, “Okay, we want to pull out your story. You don’t know how your authentic story is going to touch someone.” When I was in Scottsdale, Alison was asking about my story, and the piece that touched her had nothing to do with what I thought was my main message.

She perked up when I said that I was told I could never have children. My program is not about how to get pregnant, but she was like, “Wow, this sounds amazing,” and she talked to me more about that.

Someone else related to my history of Crohn’s disease, so in the past I’m like, “I don’t want to tell anyone I  had a disease for 20 years.” I didn’t want to tell anyone that I was underweight and how could I tell people to lose weight when I had been underweight?

All these things come up with it’s a crowded space and how am I going to stand out?

Yuri, as usual, you’re just so fantastic at simplifying things, and if you’re watching thin and you’re in the HBA, go to your superhero character, go to your signature story. Yuri, you’ve made everything out for folks, don’t let that fear hold you back, and this is just like your perfect client work.

You have to do the deep digging so that you can let your true self shine, and the more you do that, you’ll feel, and Stephanie, I’m sure you can speak to this, you’ll feel that energetic shift and you’ll start to attract those people into your world.

Even if you have a program to lose baby weight and there’s 5,000,000 other programs, your program isn’t out there yet, so we’ve got to get your magic out there because there are people who are waiting just for you. Does that make sense?

Yuri:                                       Yeah, There’s some really good insights there.

Steph, let’s bring you onscreen here, if it even works. It really is, and obviously both you and Amy have been speaking to those clients, so I think you can bring some perspective in here about this topic.

What do have to just talk about, from your experience talking to the clients and doing the check-in calls and all that? What’s come out for you with respect to finding your unique voice and being able to share your message in a way that’s compelling?

 

Stephanie’s take on authenticity as a law of attraction

Stephanie:                          Yeah, so there’s a couple of different things, and I couldn’t agree more with everything that Amy said. Then on top of that it’s, just like you start this out, you’re not trying to create a bunch of different mini Yuris. You’ve created a system and a strategy and a technique that people can follow, but making their own because the most important thing is to infuse it with you.

Just like Amy said, you are the only you that there is, and that is your superpower. That is 100% your superpower, and one thing is 100% true and that I believe with all my heart, is that each and every one of us was given a very unique and special gift, and whether it’s weight loss or whether it’s baby weight, or any of these things that people often will have a fear, “Oh my gosh, there’s so many people doing this,” or whatever, we hear that a lot. Really, the fact of the matter is, is that there is no one that is doing it exactly like you.

There could be people that drop F bombs all the time, and then you’re going to attract people that are like, “Yeah, those are my people.” Or there could be people who are like, “No. No F bombs at all. I couldn’t do that.” Then they’re going to be like, “Oh, finally I found my people.”

It’s even in the way they speak, so just the more authentic you can be, the quicker you’re going to be able to attract the people, like Amy said, who are actually waiting for you to bring this out to the world.

I just get amazed every time I talk to the people who are in this group because it is absolutely incredible what the people that are in HBA are bringing into the world. I can’t even imagine what a better place this world will be once all of your programs are out there, once you’re finally able to talk to the people who are waiting for you. They are just waiting for the solution, and it’s so important that you bring your authentic voice. Just like Yuri said, you don’t have to follow it and use his exact terminologies because that’s Yuri speak, you’re actually doing it in your own speak, and that’s the important thing.

Yuri:                                       This is really good. I’ve got a close friend of mine who lives in Toronto as well, and I’ve known him for probably 10 years. When we first met, he was doing the typical thing, like doing the circuit of speaking on different TV shows, looking successful, but never really was where he wanted to be financially I guess. When he came online, he struggled for quite some time because he’d never really found his path, and then a couple of years ago—and he doesn’t coach, so he doesn’t run a coaching business like we do, he sells more of a info product— and what he found was that for himself, he was very good at copywriting, but specifically at telling a story.

Fast forward a couple of years later, he’s now doing $15,000,000 a year, selling a $37 E-book. It’s just an absolutely unbelievable story. When you start to look at okay, what is it about what he’s doing that has made, financially, that huge leap? It’s not that his program is the best program out there, it’s that he was able to take a true story from his life, and share that in a way that really got people hooked in a way that was just so compelling.

If he approached that same promotion of that product with straight logic and facts, it never would come close to anywhere that he’s, in terms of the reach that he’s had as a result of sharing his unique story.

That’s the key guys, is you, and this is really important for us health experts to understand because we’re so up in our brain so often, we’re so smart, so logical, study this, study that, and one of our mastermind members is a LASIK MD surgeon, really smart guy, and he sent me his webinar keynotes. I was like, “Man, this is a good webinar if you’re speaking to doctors,” but I’m like, “Dude, this is way over the top. There is way too much technicality in here. You need to bring it right down to grade six and you need to share a lot more story, and really spend most of the time living in that world.”

It’s so important guys, to be able to share your voice, you message, and the reason your story matters is because, as Steph and Amy have both mentioned, people are going to resonate, even if you have exactly the same program as someone else, they’re going to resonate with your path, your journey, your story, your perspective. That’s why there’s never any competition.

Amy:                                     I love that Yuri, with that story, I’m sorry to interrupt.

Yuri:                                       Go ahead.

Amy:                                     I love the story because your story, there’s no right or wrong to your story, it’s how do you feel? If you use your emotions as a navigation, you’ll know, so instead of feeling icky and being like, “Ew, this feels really salesy,” you can be like, “Oh, this feels icky and this feels salesy, where am I out of alignment with who I am?” That’s what those feelings are going to give.

What I think that some people are mistaking is there’s a model that you’re using as a blueprint, that’s why we call it a blueprint, that’s why we call it blueprint. Just like if you build a house, you could have the blueprint of the house and the walls can go all in, but you’re going to decorate the inside different than I will hopefully.

It’s really that, telling your story and getting over the fear, because I had a call this week too, with that exact scenario of the intellectual. Your intellectual mind knows that you’re not in alignment energetically. Your intellectual mind knows that you should get up and change your state, your intellectual mind knows that you have to tell a story, but you still need that creative freedom to get it out in a way that will connect because most people when they’re watching your webinar, are doing five other things. I’ve had many prospects, future clients get on the phone, and when I said, “What stood out for you from the webinar?” Many of them sheepishly say, “I have to admit I was doing something else, but the helping me with my dream come true system, or the perfect client pipeline,” so that’s why the big idea is important, and you, having them want to stop and see who you are, not really all those technical things. Thank you for letting me interrupt.

Yuri:                                       We’ll bring Jackie into this conversation in a second so she’s not just sitting there in the dark, but I had dinner with my wife last night, and we were talking about that we’re both spiritual and obviously we help people who are in the health space and spiritual space. I know a lot of times there’s this friction of I don’t want to feel salesy, I don’t want to sell, I don’t want to whatever, and listen, from my perspective, abundance and spirituality got hand in hand. You can not be scarcity minded and spiritual at the same time. It doesn’t even make sense to me. Whatever work you have to do internally to just really come to terms with that, is what you have to do.

The other things what’s great about our perfect client pipeline, especially in the form of a webinar or even your ad copy, is that the more effective you are in your marketing, the less you need to sell.

How do you become more effective in your marketing? Well, in your marketing, if you’re just simply value creating, so if you actually add value to someone’s life, so that’s what your webinar’s going to do, and if they’re able to bond with you, so they develop know, like and trust, you’ve won the battle. Then they’re simply going to get on a phone call with you and be like, “Yeah, there’s something about you that just really resonates with me. This makes sense.”

It’s a combination of sharing helpful content, but also very importantly, to share your story so that they can bond with you at a human to human level, because that is where people build trust. It’s not in the fact that you shared three great tips and all of a sudden, now they’re like, “Yeah, let’s do this,” it comes from the bond that is created. Jackie, jump in. What have you got on this?

 

Telling your story to get over the fear

Jackie:                                   You totally stole my point. That’s okay. I was going to go with the only way people can know, like and trust you is when you speak your authentic, true self, which is your story. I had the benefit back in my corporate days, to work with Dr. Jim Loehr who wrote the book The Power of Story, and your story can save your own life.

If you’re not living a life, and back in the corporate world, we were helping corporate executives figure out energy management on a physical, mental, emotional, spiritual level, and your body is business relevant, what your beliefs are, are business relevant, so when you’re an entrepreneur and heathpreneur, you have to dig deep, and it always rooted in the foundation of your story. If you’re not happy with your story, freaking wake up and change it. Change your actions, change what you’re thinking, change who you’re surrounding yourself with.

We were saving marriages, not just corporate executives and their health and lowering their cholesterol, so I take that with me every day, and that was the foundation, like hindsight, looking back, to my whole coaching. It’s like how do you build a solid foundation? You have to be honest with who you are, you have to be authentic with who you are, you have to keep it very clear and simple.

There was another book I was just listening to, Building a Story Brand, and it’s all about just getting clear. There’s so much noise in the market, there’s so much in social media, there’s so much to be distracted by that we get lost and we’re like, “Who am I?” I’ve been following or envying or trying to emulate somebody else who’s successful, that’s all like gross, disgusting, so what we need to do, people need more people who are authentic.

There’s already a bunch of other things out there that aren’t working for those other people, who are your tribe waiting for you to put your flag in the ground and say, “Here’s my service, here’s how I can help, let’s do this together, let’s get you out of whatever you’re in and move forward.” The only way they can do that is once you share your story, they’ll know you, they’ll like you, they’ll trust you, they’ll jump onboard. Everybody else who’s not qualified for you to serve will go elsewhere and that’s great. That’s what we need.

Amy:                                     Fabulous.

Yuri:                                       Yeah. I think when I’m doing podcasts and interviews and stuff, 1 of the most common things that people tell me is, “Dude, I read your story and it was like holy shit. Totally, there’s something about that that really resonated with me.” That’s the thing that I’ve recognized in sharing my story, is that it gives other people permission to be more vulnerable with you and themselves. That’s really what this is all about, and so I’m going to share with you guys, if you’re joining me on the Q and A call today at 1:00, I’m going to be sharing what I’m building out with our courage code platform, and I’m going to walk you guys through how I’m thinking through this big idea and some of the stuff I’m going to share.

Part of this is really like it takes courage to be vulnerable. It takes courage to share something that might feel a bit awkward for you, but at the same time it’s that piece of you, that if you unlock, opens up possibilities for whatever it is you want because it allows people in. I don’t know if there’s a quote or whatever, but it’s the cracks in us that allow other people, or it’s the cracks in us to allow our light to shine through or allow other people in, or whatever it is.

It’s our flaws, it’s the things that we’re not so amazing at that we have to share.

I was talking about this with my buddy Vince Del Monte, I was on his podcast last week, and we talked about this. I said, and you alluded to this Jackie, is social media is so littered with perfection and it’s just bullshit. That’s why people on Instagram are much more interested in stories because it’s like what’s actually happening in the person’s life instead of the fancy, professional photo on the feed. It’s fine to share that stuff, but you also have to share your flaws.

Why do we love superheroes? Because they have this amazing ability, but there’s also this kryptonite that can destroy them, and that makes them relatable. You have to find your kryptonite, and this goes back to the whole exercise and the superhero character, what is your strength? What is your weakness? U don’t always want to show your weakness, because if that’s all you shared then it would be like why am I even coming to this person for advice? But you have to share those flaws and those weaknesses and just be yourself.

It’s not about contriving anything, it’s not about conjuring up fakeness or manipulating people into feeling a certain way about you, it’s just about having an honest, open relationship, even if it’s virtually initially, with potential people who don’t know you yet. That is how you’re going to start to stand out and really show your stuff in a way that’s very powerful.

Amy:                                     You’re going make mistakes right.

Jackie:                                   I was going to say it’s very humble and humanizing, and that’s what we need, because again, this high-touch era, you can quickly click on a link, get a free this, get a free that, download a 100 page PDF book on how to freaking transform your life, but nobody’s transforming their life because there’s no human involvement. There’s no authenticness to it. It’s high tech, but we’re losing a lot of the high touch, but not in HBA of course because that’s what we’re all about. But yeah. It’s lacking that, but we’re changing that, and we’re changing that with our Healthpreneurs in this program.

 

Sharing your Flaws and Weakness

Yuri:                                       Real quick, you think about your closest friends in your life, they are probably the people that you shared some deep experiences with, either together, you went traveling and experienced some things or whatever, or you went through some emotional times together, or they helped you through a breakup or something. The relationships where you have been somewhat vulnerable and have experienced a spectrum of emotion, those are the people you probably have the strongest relationships with.

If you think about that and relate that back to business, it’s not that you have to have those same types of experiences with your clients, but it’s what is it about that? Again, going back to frameworks and blueprints, is understanding the fundamental principals, like why is it that people connect at such a deep level? It’s not because you’re smart or sharing content, it’s because of that emotional relationship you have with them, and that only comes from sharing who you are.

Jackie:                                   Well Yuri, your framework and your blueprint, it leaves nothing left out. If someone were to say, “Okay, you’re an artist,” we are, we all creative in our own businesses, we all are trying to stand out in our own unique way by sharing our own unique story, so we gather your frameworks, it’s our paint, it’s the paintbrush, it’s the pallet, it’s the canvas. We have all our tools, but it’s our job to create our own masterpiece, not to mimic Yuri, not to mimic Amy, not to mimic me or Stephanie, or anybody else in the group that’s creating their own programs, It’s supposed to be creating our own piece, our own unique story, so I think that’s a great component when you mention that.

It’s like okay, here are the tools, but if you don’t create your own, you’re going to wonder why you’re sitting there and not getting anything done or the influence that you’re trying to put out there.

Yuri:                                       It’s almost like coloring books.

Amy:                                     Yeah.

Yuri:                                       I’ve given you the coloring book, you take the crayons and color however you want.

Amy:                                     Do it how you want. It’s really amazing, I had that experience, because remember, we were all just like you guys. We weren’t born this way. I remember never wanting to show anything, and that came from growing up and having Crohn’s disease and always being sick, and not wanting anyone to know I was sick, so I didn’t want to show anything. When I did anything, I’d be in the hospital, I’m going water skiing. Crazy right? When I started my business, I didn’t want to tell anyone anything bad. I was putting out this image of strength and I’m in shape, and no one knows that I can’t barely eat anything.

They don’t know that, but as soon as I started sharing some of these things, not like my I’m crying on Facebook, but that what I struggled with, how I came over it, the days I still don’t feel like getting up in the morning to work out, but I do it anyway, all of a sudden people started coming to me and saying, “Holy crap, you’re a person. We didn’t want to approach you because you seemed so perfect that we never thought that.” All of a sudden I was getting all these people sharing things, that I was blown away by.

When you open and you let that light shine, it’s like a beacon for you’re people, so let those cracks shine. You will make some mistakes, maybe you’ll over-share and go, “Oh shoot, I shouldn’t have done,” maybe someone will write a negative comment, so what? You’re getting out there. Just keep getting back up and keep being you, and you’ll find that voice. Because you probably haven’t been you in a long time.

 

Sharing your Flaws and Weakness

Yuri:                                       Yeah. I think social media amplifies this now, because even if we take things back to an advertising perspective, and we’ve talked about this in the workshop, where the use of images that are extremely polished don’t resonate with anyone. They do not run ads, we talk about this in module four with the Facebook ad stuff, but if you’re using images, use images that are native to the platform, which means that what would be an image that you would post on your own profile page? Like hey, here’s a trip I just went with the family on to wherever, that’s the type of image, assuming it’s somewhat close up and there’s good lighting and good colors, that you want to be using for your Facebook images, not stock photos, which can also work to some degree, but have nowhere near the same connection as if it’s someone like yourself with family, or whatever is the most meaningful type of picture.

Same thing with videos. The best videos, whether it’s YouTube or Facebook or Instagram, is not going to be I was in the studio shooting a bunch of stuff with beautiful lighting. No, it’s the shaky camera. It’s you walking down the street in your iPhone. It’s real and it’s raw. That is the best way, from an advertising perspective, to share your content, to share your message, to write your ads, and I’m telling you guys, it’s amazing how many people are worried about how do I get all my video stuff set up? You don’t need a video setup.

I’m in my studio, which is I’ve got a whiteboard wall which I painted, I have some lights so I get better lighting in here, and then I have a camera that I’ve had for seven years, and a mic, and that’s it. But if I didn’t have this, what would I be doing? I would be standing outside with my iPhone and shooting my videos. That’s it.

That’s what I do for a lot of my contents. You guys have probably seen this, I walk in the forest and I shoot my content videos there. All of those videos are on YouTube, and all those videos will be used as Facebook ads, and that’s just the way it is.

Amy:                                     With your dogs, your dogs are there.

Yuri:                                       Cool, so any parting thoughts or action tips that we can leave for listeners and viewers?

Jackie:                                   Yeah, well one that popped up … Sorry Steph, I’ll let you talk in a second, but one tip is one of our result accelerator calls, I had a breakthrough, he’s actually an HBA member now, where he had all this experience and education, but when we got on the phone, it was like, “Okay, share with me your perfect client,” and he’s like, “An entrepreneur, busy,” blah blah blah, “Motivated, wants X, Y and Z, and I can help them get there.” I’m like, “Awesome. Okay, well tell me who you love serving,” and he went on a whole north direction.

I was like, “Whoa, what’s this?” He goes, “Well, this is what my experience is.” I’m like, “Then why isn’t this your perfect client?” “Well I thought there would be more population and more people to attract because there’s a lot more entrepreneurs in the world than education,” blah blah blah. I’m like, “Wait a minute.” Then we had a whole 20-minute conversation and got clear, and he was super pumped and excited, obviously, now he’s in our group.

Again, getting to yourself, your story, everything will just line up if you have that clear and out there first. Don’t work on it last because then all of everything you’re creating will be awkward, start with it first.

Yuri:                                       Totally. Steph, do you have anything to add?

Stephanie:                          Yeah. Basically I would love to just circle back to what Amy was talking about, about how it feels. If you start to feel icky or salesy, which this is just something that has come up a lot in calls for me recently, with the HBA crew people, is understand that that’s simply a red flag. That you need to just take a look at what it is that you’re putting out there—how your verbiage is—how you’re allowing yourself to shine through—don’t allow it to make you quit. Don’t allow it to cause fear and think oh my gosh, this isn’t for me, I can’t do this. No, that’s not what it is, all it is, it’s just a little ding ding ding, maybe somethings a little off here, maybe the verbiage needs to be tweaked, maybe you don’t exactly like the way the blueprint is set up, so you can just change it a tiny bit.

Understanding that there is a science behind it, there’s a system, and there’s a reason why certain things are in, let’s say the slide deck for example. However, if there’s something that isn’t ringing true for you, that just simply means that you’ve lost you a little bit, and just to step back in. It’s not like oh my gosh, this isn’t for me, I’ve got to stop, these negative feelings, sometimes they freak us out so bad that they make us step back, because stepping back is way easier than moving forward and through it.

Just remember that if you feel that fear, it does not mean that you’re being salesy or gross or whatever, because here’s the things, is that if you are an ethical person, and I know you are if you’re listening to this or watching this right now, if you are wanting to really help people, and I know you are if you’re watching this or listening to this right now, then that means that whatever it is that you put out is going to have that intention behind it, so you can just feel really confident in that.

 

Action Tips for Application

Yuri:                                       Totally. I want to make a distinction too, if you’re feeling uncomfortable with the process of asking for whatever, asking for the sale, making the offer, if you feel uncomfortable with that, you have to be able to distinguish between this doesn’t feel right for me and I know I have to do this and it’s uncomfortable. I’m going to do it my way, but it’s still going to be uncomfortable because I’m not used to doing this. Because if you are uncomfortable making offers and asking anything of anyone, you will never succeed in business.

That’s just the reality. You have to be able to, with your own voice, be very confident in what it is you’re offering, and understand that if you don’t make the offer, you’re being selfish and it’s a disservice to the people you want to serve because they’re not getting your help okay, so that’s really important.

If you’ve never done a phone call with someone, cold, that’s okay. You’re not going to feel confident, you’re not going to have that oh, I’ve done this 1000 times feeling, it’s going to feel uncomfortable the first time you do. Are you going to be a pro the first time you jump on the phone with someone? Probably not.

You don’t have to be an extroverted sales person. A lot of times if you’re introverted and have empathy, you’ll actually probably do better because you can actually really listen to people and show them that you care. But you have to be able to distinguish between this doesn’t feel like me because the wording is a little bit off, versus I’m uncomfortable because I don’t like selling. It’s not about selling guys, it’s about serving, and you have to able to step into that zone of feeling uncomfortable, because as we talked about last week, comfort is the enemy of growth.

A lot of the stuff you’re doing, you probably haven’t done before. You probably haven’t created a webinar, some of you have, you maybe haven’t been on the phone with people, some of you have, I’ve listened to a number of phone calls from many of our clients, and I’ll tell you, the one big thing I look out for is one question, and it’s very rare that I see this, are you ready to get started? Or would you like to join us? That black or white question where the answer might be a no. Why is it that we don’t ask that question? Because we don’t want to hear the word no because it’s uncomfortable. You have to be able to take this type of framework, infuse your story, infuse the you-ness into it, and get to the point where you feel extremely certain and confident with what it is you’re about to offer them, to the point where it’s like, “Are you in or are you out?” You have to be able to be firm and assertive, but you don’t have to be salesy and all that stuff okay?

We’ll talk a little bit more about that stuff in the future episode, but thank you for bringing that up Steph because it’s important to not use this doesn’t feel comfortable as a cop out to never do anything that’s uncomfortable for you.

Stephanie:                          I would like to add one more thing.

Yuri:                                       Yeah.

Stephanie:                          If I’m honest, that is actually the number one thing that people are feeling. It’s not necessarily that they’re not being authentic, it is actually that they are feeling uncomfortable with asking for high price points for their services. So it is good that you circled back to that because that’s actually probably the number one sticking point.

Yuri:                                       Yeah, because at the end of the day, what’s the worst thing that happens? Someone says no. Then the brain starts doing its thing. Maybe we’ll talk about pricing and the ask and all that kind of stuff in the next episode, because it’s one of those things guys, where it’s like anything. It’s like learning how to swim, you could drown, which is worse than someone saying no. You’ve done the swimming thing before, you’re okay, you’ve ridden a bike, you’ve fallen off. It’s like mastering any new skill, it’s understanding that there’s going to be a bit of uncomfortableness to that, and just all right, what’s the worst case scenario? What’s the worst possible thing that can happen? If someone says no, is my family going to be ripped away from me? That’s not going to happen.

Jackie:                                   It’s the only way to get better. If you don’t even do it, you’re never going to practice to get better.

Yuri:                                       Absolutely.

Jackie:                                   You don’t take action and sit there and think about I and think about it, and one day you’re like, “Okay, I’m better at it.”

Yuri:                                       Yeah.

Amy:                                     I think it brings right back to your story, the more confident you are in your story and the more authentic you are in your story, you become very detached from the outcome of the sale, and the call becomes a coaching call.

Yuri:                                       Totally.

Amy:                                     And an audition. It comes back to being who you are, so people who are repelled by you, you don’t talk to them, and people that are attracted to you, you do and you are yourself. You fall down, you get back up. Get that story really locked in and it does, the story getting locked in doesn’t happen by staring at your computer, it’s those same things, get outside, go for a walk, dance, bike ride, go to a beautiful spot like Stephanie’s yesterday, feel great for right now., where you are. That, I tell my people, that’s the secret sauce.

Yuri:                                       Absolutely.

Amy:                                     You’ve got to find something to be grateful for now, because you’re never going to move forward feeling bad. Find a way to feel good, and the last thing I’ll say is I hear when I speak with people, the energy shift when they’re talking about that client they think they should be working with, and then they talk about that client that they love working with.

Yuri:                                       I’m going to target these people because I think they have more money, and then when I make all this money, then I’m really going to serve the people I want to serve.

Amy:                                     That’s right.

Yuri:                                       Everyone has money in whatever market. There’s more than enough. But I think maybe the next episode, we’ll talk about these calls and really getting over the fear of all this stuff, because even you guys, Jackie and Amy, you guys have progresses immensely from when you first started. It’s amazing. You guys, you do such a good job now on the phone, and that’s just a matter of practice and repetition. I was the same when I started doing calls, I wasn’t as good as I was several months later, and it’s just repetition and practice.

Amy:                                     Then getting the support, because it was so great, you were so supportive when we started, and some of those first calls were pretty bad, but you still find what was good about them. Okay, what can we change? Yeah, it’s growth, it’s all growth.

Yuri:                                       Cool.

All right, well without going down that rabbit hole, we’ll save that for maybe next week’s call. I want to thank you guys for tuning in. If you’re watching this in the Healthpreneur community and you’re not part of the health business accelerator program yet, or if you’re listening to the podcast audio only and you want to start to really build a business that can fuel your dream life in terms of the income you want to make, the impact you want to create for others, the freedom you want to enjoy in your business, we can help you. 100% I’ve no shadow of a doubt, with myself and our amazing team of coaches, and the frameworks and the systems, we can help you build out. That’s exactly what we do.

If you’re interested in learning more about how we can serve you, first thing you want to do is attend our free training, 7-Figure Health Business Blueprint. That’s over at healthpreneurgroup.com/training. Go through that today, if it resonates with you, book a call with us. Get you speaking to one of these amazing ladies most likely. If it doesn’t, that’s totally fine as well, no hard feelings, but the key is that at the very minimum, you’ll have … Actually I was speaking to somebody on Instagram, she actually posted, I think you have with her this week Amy, she actually posted in her Instagram story, a picture of her watching the webinar. I sent her a quick message afterwards, I said, “Hey, thanks so much for posting. How did you enjoy the webinar?” She’s like, “Oh my God, it was so good. Took so many amazing notes and got so much clarity,” and that’s what this will do at the very minimum. If you want us to help you further, book a call with us and we can take it from there.

Again, that’s healthpreneurgroup.com/training, and that’s all for today. Amy, Jackie, Steph, thank you guys so much for taking the time, for sharing your wisdom. Just a little note for all of you guys, we’ll be inside the group, Thursday mornings, 11:00am we’ll be doing these calls. We had to switch the day for some logistical reasons, but Thursday mornings at 11:00, we’ll be back on, and that’s why today was a little bit different than last week. But if you want to listen to the recording on the podcast, then it’s all good. We do these every Wednesday for the most part.

That is all for us today, so thank you guys so much. Hope you have an amazing day, and we’ll talk to you next week.

Jackie:                                   Bye.

Stephanie:                          Bye.

Transcription:

Yuri:                                       Good morning, Healthpreneurs. How’s it going? Yuri here and I’m with our awesome results coaches. We got Amy, Jackie and Steph in the house. What is up, guys?

Stephanie:                          Not much, excited to be here.

Yuri:                                       I know. All right, so screens are working out, hopefully, okay. If you’re watching this on the Facebook group, welcome. If you’re listening to us on the podcast, then good for you. Today, we are talking about pricing and specifically how to get over your fear of raising your prices. This is, undoubtedly, the number one challenge aside from the other challenges we talked about over the previous weeks, this is one of the biggest roadblocks that we continue to see. I want to really walk through this in this call, give you guys some insights, some context, different ways of looking at this.

Just want to give you guys a bit of foundation here, the reason it’s important to have higher prices, guys, is you have two choices, you really have two choices and I want to give you a bit of perspective. Sorry, you got three choices.

Choice number one is you can sell products, you can sell supplements, you can sell books, you can sell information and invariably doing so, those prices have a cap like you’re not going to be selling supplements for $1,000, you’re not going to be selling a book for $1,000.

You might sell a course which is the second option, do-it-yourself type of course which might be $1,000 or a couple of hundred dollars, that’s where a lot of people come to us in that zone, “I’m charging 199 for a six-week program,” or, “four weeks of coaching,” or, “I have a course that’s 249.”

From that price point to what we’re talking about which is several thousand dollars so 3 to $5,000 to work with people more closely, not necessarily one-on-one but in a group leveraged coaching program is a big jump for a lot of people.

I’m going to give you some context about those two different options in a couple of minutes but I want to bring you guys into this conversation here because, Steph, because you’re obviously on the screen here and I could see you, we talk a lot about this even just the two of us. What do you see as the biggest reason people don’t charge more than they do?

The reasons why people don’t charge as much as they should

Stephanie:                          Oh my goodness, that’s kind of a hard question to answer but I will do my best. Gosh, because there’s a couple of different things so I think the first thing is is that your perception is really your reality so if you are perceiving that the people who are going to be coming to you already can’t afford it, then that puts you in the mindset of, oh my gosh, everybody I’m talking to can’t afford it, they’re not going to be able to afford it, they’re not going to be able to afford it and, guess what, that attracts people that can afford it so that’s one of the things.

Then the second thing is that we have to get really clear on what it is that we’re delivering and the benefit that it can really give to people. I mean, the people that are in this course, I am blessed to be able to talk to many of you guys and it’s just absolutely incredible what you guys are offering and what it can do for people’s lives, it’s literally priceless. The thing is is that when people are paying that higher price point, they will take it so much more seriously. I learn this in my own personal business that I do on my own. When I have charged less, the people have less time, effort, energy to give to the program, they don’t get the result, they don’t show up. Then when they pay the higher price point, they do and they get so much benefit out of it.

There’s just so many things here about this and I would love to hear what you guys have to say too because I know you guys are seeing these people too and this is a huge huge issue that we’re seeing with people is that they have this perception that it’s just too much when, really, that’s not the case at all. Really, I think sometimes it’s just because they started at a lower price point, lower than they should have so then the jump seems really high but, really, it’s actually what they should be charging all along, if that makes sense.

Yuri:                                       Totally. Jackie, Amy, you guys do a lot of our enrollment calls, what do you guys see when you’re talking to prospective clients with prospective pricing and even with some of the check-in calls?

Jackie:                                   Okay, I would say either way. With the enrollment calls, we’re breaking through a lot of belief systems. Going back to your perception is your reality, sometimes our belief, just like fear, it’s a lie. The word lie is even in the word belief if you look at it. When you’re looking at beliefs and you’re looking at maybe what you are instilling within yourself is not true. If you already helped somebody get through a certain transformation or get a specific result, if you can help one person, you can help thousands of people and they’re waiting for you. That’s what we’re usually getting into on the result calls and, again, these calls are free so I don’t know why people don’t jump on them and break through some of those beliefs and those lies. If you believe that you’re only worth so much, guess what, you’re only going to bring that version of yourself to the table.

I had this breakthrough in 2011 with my own coaching clients. I was charging $500 a month for a white-glove treatment for weight loss, from food to exercise, you name it. I was doing it and was burning myself out and I didn’t want to do it. I didn’t want to do it so bad, I shut my door and said, “I’m not coaching anymore.” I went into luxury real estate for a short year of my life and I said, “This is not where my gifts and talents are,” though it’ll serve me later down the road to buy my own luxury real estate and what you believe going forward is going to carry through what you’re delivering and how you’re presenting yourself to the market.

Yuri:                                       Yeah. I mean, you’re like a radio frequency that you’re emitting out there so it’s like you’re on dial 99.9 and, all of a sudden, they’re attracting 104.5 or something, it was totally off. It’s a boomerang like what you put out, you get it right back at you and this is why you’re coaching, this is why you’re increasing your prices. This whole process, guys, I’m telling you, is one of the best growth paths you will ever go on, you’ll learn so much about your own shit, you’re going to go through your own challenges, mindset issues … It’s all mindset, it’s all stuff in our head, right?

Jackie:                                   Yes.  I went off-track, went out of my passion, went out of my purpose in life just to get comfortable, work with the team again, like I said, in luxury real estate which there’s a lot of good growth there as well. When I came back, one of the same clients I was working with for over a year at $500 a month came back in for triple the price. I had the fear at first, I’m like, “Oh my gosh, he’s not going to want to join,” I’m like, “but who cares if he doesn’t, then he’s not my ideal client, he’s not my perfect client.” I just jumped it, went for it and I was like, “Okay,” and he did and so did others and so did others and then that’s where I was like, “Okay, this is where I need to be.”

Having a coach to help me get through that breakthrough was tremendous and that’s what really got my mindset right and help me have that shift because I was surrounding myself from people who are charging $500 and when I finally start surrounding my people that were … your influence is going to give off that vibration, is going to teach you how and give you that confidence to make that shift.

Yuri:                                       Yeah, that’s huge. Amy, what do you think?

Amy:                                     What I find on the enrollment calls and it’s really interesting to be on the enrollment calls which our coaching starts there … Those of you that are in the program that have gotten on those enrollment calls, you know that we look at where you’re stuck and we address that. What I find on the enrollment calls is that people get it, they understand that they’ve been doing the long game.

I did it too right out of brick-and-mortar.  I charge 97 for the fitness only, 197 for everything else. I was burning myself out and people weren’t committed and then they were pissed off and then I was stressed out. I had two of the very same people who, just like you, Jackie, who $97 was too much, pay me $2,500. And not only that, it was one woman while I was in my bikini at the pond after paddle boarding.

When I said, “Well, can I ask you a question? You said to me that this 97 one was too much, what’s the deal?” You know what? She told me, “I didn’t think I was going to get anything for that, I didn’t know what I could possibly get.” When we’re on these enrollment calls with you folks and we’re coaching through, I find people get it and they’re excited and that’s why they enroll, then they’ve enrolled and they come in and now they’re building a system and, now, all that fear comes back, that confidence, the excitement on the call, that emotion goes away.

How do you get that back? It’s just what you all said, we have to change our mindset. When you start to think, “Oh my god, who’s going to pay for this program?” you can simply make a shift in your mind and say, “There are lots of people out there waiting for what I have. I don’t know exactly who’s going to pay for this but people will.” When you shift that day after day, moment after moment, all of a sudden you’re thinking, “I don’t know who these people are but they’re coming.”

That’s what I see in the enrollment call, people are excited, they like the idea, oh my gosh, I have to have 10,000 people in my pipeline that aren’t ever going to do anything, that’s what I found with my Belly Bloat Solution that’s $19. Do you know how many people actually download it? Not many.

The higher the pricing, your clients show up to their fullest because they got skin in the game. The interesting thing is $2,500 is like 97 to someone, those people still don’t show up because maybe they needed it to be 5,000 or 10,000, right? When you charge more, they show up. When you charge more, guess who else shows up? You because you want to make sure that you’re delivering.

Go all the way back to Yuri’s amazing question of if you only got paid for delivering amazing results, who would you work with. If you’re working with who you’re suppose to be like Jackie was in luxury real estate, that wasn’t really her thing even though she learned from it, when you turn on to where you’re suppose to be, then you’re on and then you’re commanding. Like right now, I’m like, “Oh my god, I need to charge more, this is too little. $2,500 is like nothing for the life change they’re getting.” Really, I find a difference from the enrollment call to the actual being in the program so if you guys can go back to why you got excited about charging premium prices and who you’re excited about serving and then when you have that thought, because they will come, who’s going to buy this, if you can pivot that to I don’t know but I know they’re out there and then little by little you will start to believe and then you can move away from those old stories that you’re telling yourself.

Yuri:                                       I’ll say this, guys, the investment in this workshop is still not enough for some people to get off their butt and do the work. I don’t want to name names but there are people in this program that have been in the program for months that are still using whatever stories and excuses to not move forward.

I’ll be very honest with you, guys, that’s one of the reasons we increase the price of the workshop. The price of the workshop is only going to go up over time, it’s never going to go down and the reason for that is because the same things that happen for your program is you’re going to run through it with one cohort of people, you’re going to see, wow, this is really effective, this is actually really good, this can be better, this can be better. You’re going to do this over and over again and, eventually, you’re going to get to the point where you’re like, “You know what? I really deserve to be charging more for this because I see my clients, the results that they’re getting, I see how I’m showing up and I think I could show up in even better way if I maybe tweak this a little bit.”

Like you’re mentioning, it really does come down to what has to be true to … if I were only getting paid after I got client results, who are the best clients to work with. That’s a really important question for you guys to meditate on, guys, not even meditate on, just to think through because I guarantee you will find this. Even at the same price point, even if you charge higher prices, it’s not just pricing that’s going to guarantee of the best people because you’ll have people that can spend money but maybe who aren’t necessarily going to show up and do the work so you honestly have to consider that in terms of your criteria but pricing is an important filter.

 

An example and crunching some numbers

I talk a lot about this in the webinar, I’m not going to bore you with the importance of high pricing or premium pricing but I do want to give you some context.

I’m going to share two examples with you. One is from a conversation I had about three weeks ago with one of our HP Live attendees.  We had a ten minute consultation and she was like, “Okay, I got this program, I want to know how I can get affiliates to promote it.” I said, “All right, let’s have a look at this.” She send me the web page, I had a look at it and the price was $149 and it was a six-week kind of energetic, reiki type of thingamajig, feng shui, I’m not sure.

The problem is that, number one, the headline was very unclear and it was about their program, not about the problem or the outcome and that was the biggest thing. I don’t even know what this is about. Anyway, I just said, “Okay, how is this currently working for you? How is it converting?” She’s like, “Not very well.” I was like, “All right. Step number one, if you want affiliates to promote this, let’s just have a little reality check. You have to be an amazing marketer/amazing copywriter to craft an offer that is so compelling that people who don’t even know you are going to hit the buy now button,” whether it’s $10, $20, $149, it’s all the same.

Step number one is her conversions were like 0.001% so that’s not going to happen for affiliate traffic. I said, “Let’s say, even if that were the case, even if the offer was converting well, why are you offering this at a $149? What is the outcome? What’s the goal?” She’s like, “Well, I want to replace my one-on-one coaching with income from the sale of this program.”

I said, “All right, let’s take out a calculator and let’s do some math, $149,” and she wanted to do, let’s call it, about 10,000 a month, “$10,000 divided by a $149 program is about 65 units.” I said, “Okay, 65 units for sales. Let’s just assume you get your conversion up to an amazing 1% which is very hard to do on cold traffic so 1%, to get 65 people to buy at 1%, how many people need to visit your web page on a monthly basis?” Is that 65,000 if my math is right? 65,000 people to come to her web page.

Okay, 65,000 people, I don’t know about you but I don’t have … I mean, I know a lot of people but I don’t have affiliates that are lined up to be like, hey, what do you have to promote, what do you have to promote, what’s working well for you and I know that she doesn’t either. I said, “The alternative is that you’re running Facebook ads or ads in general to this page to the tune of 65,000 visitors per month. Let’s say that you’re lucky and you get 50 cents per click and we’re just going to assume that some degree of those people are qualified, you’re now spending $32,000 to get 65,000 visitors, 1% of those people are going to buy and you’re still in the whole $22,000.” She’s like, “Holy shit, I never thought of that.”

I’m like, “Okay. You could do that and you could go to events and you could try and network and get people to promote your stuff and they’re not going to because it’s not going to make them money because it’s not converting. Then you can spend the next 10 years mastering how to become a great copywriter which you’ll probably not going to want to do,” and I just said, “Or you could do this, you could take the existing program and add zero to the end of it and turn it into a coaching program so it’s not a do-it-yourself course, it’s a program that is now a coaching program.” I just said add a zero but, really, it should be 2, 3, 4, $5,000. Get far fewer people engaged, you don’t need … If you’re working with people at $5,000, that’s two clients a month. Amy, we can talk about this too. I don’t know about you but selling a $19 product is way harder than a $5,000 coaching program. I’m serious about this guys.

Stephanie:                          I have the same exact experience. I had a $300 six-week course and then I had a $3,000 six-week course and let me tell you, even though I work in this world, I was still shocked at how much more difficult it was to sell the $300 program, it was absolutely insane.

Jackie:                                   Much more work.

Stephanie:                          Yeah, it was a lot.

Yuri:                                       I want to be very very transparent with you guys so I’m going to actually share my screen with you for a second, I’m going to give you some real numbers about what this looks like because I think it’s important to know this for all of you watching or listening to this. Here’s the thing, guys, coming back to pricing, it’s not about how much should I charge, it’s if I don’t do this, my other options are not to be in business, it’s like you can spend the next 10 years doing what I did since 2006 and kill yourself in the process or you go out of business and you work for someone else or you make lattes at Starbucks, those are the other options or you get through your own mental shit and you increase your prices and you work with people closely.

I’m about to show you why the other option is not fun at all. If I can figure out how to share my screen here. Okay. This is data from one of our funnels from June 11th to August 21st and I want to give you some context on this. This funnel is Facebook ads to a lead magnet so free lead magnet to a $5 offer and the promise is you lose up to five pounds in five days, it’s a great program but it’s $5. Now, I want you to see this, the conversion rates are less than … In one week, we had almost 5% conversion which was an anomaly. Look at this, the conversion rates, 1.13%, 1%, 1.62, 1.43, under 1, 1.5 on a $5 products.

Now, what’s even scarier is look at how much money we’re spending on this so that’s combined $15,000. How many opt-ins we’ve generated? 37,933 opt-ins. Oh my god, you must have a huge list. Who gives a shit? I start to be very curse about this but this stuff really drives me crazy. 37,933 people, how many of these people have purchased? Not very many. How many people are going to purchase in the next 90 days? Probably not very many. The reality is half of these people don’t even open the day zero email to open the thing they requested for free.

Now, here’s the scary part is here’s our ROI. You can see the net profit, it’s all red which means we’re actually losing money every single day we run this funnel. Now, the only reason we’re continuing to run this is because we have a lot of things in the back end we can offer those leads and we’re tweaking the faults to make it a bit better.

I’m telling you, guys, this is serious stuff. If you do this kind of nonsense, your business will bankrupt in no time flat. I see this all the time where someone comes to market with one product and if it doesn’t work, they have nothing else in the back end like you have no runway. Most importantly is these people are not committed to the outcome they say they want, maybe some of them are so it’s like why worry about building your list of 37,000 …

I mean, this is one funnel like our list in general is 250,000 people I don’t even know. That side of our business, the health and fitness stuff that we’re doing, man, I’m so happy that I’m not personally involved much to that anymore and working with you guys at this capacity where I actually have an interaction and a conversation with you guys to really help you take the business to the next level is so much more fulfilling. There is no way that I could do this, that Amy will be here, that Steph will be here, that Jackie will be here if we’re pressing this program at $1,000 or $500.

It’s the same thing for your coaching program, it’s not going to be worth your time. Eventually, if you want to scale and bring other coaches on if you ever want to, you can’t because you don’t have the margin. If you started moving to 2, 3, 5,000 and above, you can create miracles for your clients. That’s what this is about, it’s not about making more money which is great and nothing wrong with that, you should make a lot of money but it’s about doing what you have to do to create the results for your clients, that’s what this is about.

 

Equal energy exchange and being ok with yes and no

Stephanie:                          100%, yeah. It’s all about that equal energy exchange too. It’s like if you’re putting out this much energy and people are only putting in this meaning skin in the game with money in this case, it doesn’t match. There has to be an equal energy exchange or else the program just is going to fail your clients and failing you as well, you’re just not going to feel fulfilled or happy with it.

A lot of it has to do with just lack of self-worth. A lot of people are not understanding their own worth and value of their knowledge, skills and abilities and what they’re providing people. I mean, Yuri, you have some crazy examples of these incredible courses like 10-week-long courses and they were charging, what, $97 or something like that or epic results that they were promising.

We have to also invite our people to up level themselves as well because sometimes if people think I can’t afford this, it’s like, “Okay. Well, then, now is not the time for you. When you can, this is when you’re going to have the most results with this.” We’re not going to meet them down at their level where they’re like living in lack and limitation, we’re going to say, “No, no, no. This is a VIP service, come up here, meet me up here, meet me up where I’m at, it’s nice up here.”

Guys, no matter what the price, the majority of people are not going to be willing to pay, even if it’s $5. If it’s a $5,000 program or $5, there’s always going to be a percentage who don’t want to pay and there’ll always be a percentage of people who are willing to invest. I mean, we find it a lot easier because when you’re able to have a conversation with someone, there’s something that happens there, there’s a relationship that’s built, there’s a bond that’s created and that means a lot, there’s trust. It doesn’t makes sense to have conversations in terms of your time when you’re selling anything for a couple of hundred dollars, it doesn’t, it just does not.

I can’t remember the saying but it was something along the lines of if you think you can do it, you have to do it, it’s something along those lines. If you think you can charge more, you have to charge more because what that’s going to force you to do is it’s going to force you to get very uncomfortable. We talked about this in the last couple of weeks is getting uncomfortable and being comfortable in frigging cold water. I was just camping with the kids in the last couple of days and we’re at Lake Huron, it was cold. I challenged myself, I’m like, “Yuri, instead of tiptoeing into the water, just dive in. Get uncomfortable and embrace that.” I’m telling you, guys, you do these little things to be comfortable in uncomfortable situations, it starts to build that muscle and you will be surprised. It doesn’t matter if it was $149 or $5,000, certain people are going to say yes, some people say no, whatever, you just move on but it is easier.

Amy and Jackie, you guys are on the phone and you guys are enrolling almost one out of two people we speak to right now, qualified prospects. There’s no high pressure, none of that stuff going on. Maybe you can speak from this experience, Amy, like compared to selling info product compared to a premium price coaching program.

Amy:                                     There’s a number of things that happen. I knew I wanted the freedom, I knew I want to help people like I have always been that person. Growing up, I always wanted to be that person to help people. I didn’t understand my worth, from my experiences, I was last at my emotions, my everything. Here I am trying to make a difference but wanting to have freedom, wanting to spend time with my family knowing life is short, my dad died at 54, I was 26 but knowing all this. Now I’m going online, I want to reach more people because I live in Vermont, there’s no one here, 800 people in my town and I want to reach out. I’m reaching out but, now, what happened was I had become, pretty much solely, a marketer. Now I’m becoming a marketer and I’m not working with people and I found myself accepting that because I wanted the freedom but where was the energy because I didn’t want to just …

Now I love the marketing but it’s because that’s not my only job, I get to still story time and connect. The difference is when I get on the phone with people and this is going to be true for all of you, it’s the perfect opportunity because they are nervous, they’ve tried everything, they’ve been burned before, they’ve spent money, you get to say, “Well, how did that work for you? What was your commitment level,” and you’re able to say, “That’s exactly what makes this different. We’re with you every step of the way. We’re not going to do it for you, you have to do it but we’re here and you know you’ve got the guardrails with us,” and that has made all the difference.

Now I’m working with people instead of just like how can I write another ad or who’s more experienced in the field, I have all these connections and everyone is willing to help me like I’m a nice person but like you said, Yuri, the conversions are low. These people are being super helpful and informative and helping me to learn but they’re not sending to their list because they don’t want to send something to their list, they’re not sure how it converts because they have a relationship with their people so if my thing isn’t going to go, they don’t want to do that to their list so you get to show how your program is different.

When we’re on the phone in enrollment calls, I had so many people that’s come either from the info space or in a brick-and-mortar, I want to go online, and people come and we are able to stay on the phone with them. This is what’s different, you have copy coaches, you have Yuri himself doing Q&As, you have an implementation card, you have Facebook Fridays and this is … exactly, you’ve got Stephanie and Jackie and myself for one-on-ones. This is what’s different than another coaching program you’ve done in the space, you have all the support you need along with the blueprint. It’s really really an amazing place to be versus the $19. I think my whole cart value was like $150 with all the upsells.

Yuri:                                       Those upsells which is in and of itself very rare.

Amy:                                     Right. This is just you get to do what you love and you get to get your magic out there and you get to up level and then you get to help other people up level. I’m just going to say this, go on a little spiritual tangent just for a half a second or a little more than that because when we talk about the spirituality … I struggle with this, with the money thing. I’ve worked for free for most of my life because I didn’t value myself or understand what the deal was and money was bad growing up, never ask anyone what they do, never tell anyone how much money, don’t ask how much money you make. You know what? Money is awesome.

If you listen to Abraham Hicks at all and you talk about the spirituality and even if you don’t, I’m going to throw this out there and if this doesn’t jive with you, please just push it aside but maybe this will shift your mind. We have chosen to be in this physical space so we’re all here on this earth and our human bodies because we chose that, right? I know this could get a little hokey now. Part of this experience in our culture is money exchange for value and your value is way up here and if you’re not charging, you’re going to feel like crap, the people around you are going to feel like crap. When you raise your vibration and you charge what you’re worth, you bring everyone with you. Remember, you chose to be here, you chose this experience and you got to live, you know, we live in a capitalistic society, that’s the deal.

 

Sales: Inspiring people to work with you and act

Yuri:                                       Yeah. There’s nothing wrong with money, I mean, money is amazing.

We can thank religion for this but there’s no nobility in being poor, it doesn’t serve anyone. The only people who, I believe, impact this world are people who are impacting this world and as a result of their impact are making more money. It’s not you’re going to go rob a bank, it’s, okay, if I want to make more money over here, how do I make more money? Okay. Money is only an exchange of values, the more value I give to others either in number or depth, that’s how I make more money.

What we’re talking with you guys is not selling 10,000 e-books a day because you could do that but I believe we know all the people in this program are here because they enjoy coaching, not becoming internet marketers, that’s a different conversation so you’re here because you enjoy coaching people, not necessarily one-on-one, not trading time for money. We’re not talking about 10,000 clients a day, we’re talking about maybe it’s 100 clients a year and going deep with them. Then of those 100 clients, maybe 10 or 15 or 20 of them want to go deeper with you even still, maybe you can start doing retreats, maybe you can have masterminds, there’s all sorts of things you can do in the back end of this.

We’re so fixated, and I’m guilty of this too, it’s like more the next lead, the next customer, the next client but I like to ask myself what would have to be true in our business to grow profitably if we never acquire another lead or a client. It’s a really interesting question because right now, for the past four weeks, we’ve had zero ads running on Facebook because we’re moving to a new ad agency who are taking way too much time to get things rolling. It’s interesting to see what happens with your business when you got no lead flow coming in from paid traffic. Now, we got a couple of people coming in internally from Instagram and stuff but for the vast majority of it, it’s like the valve has been shut off. When you start to think about, okay, if this was a situation for the next year, what would have to be true, what would we have to do inside the business to make it even better for our clients, we could charge more, earn more and help them more.

These are things that I’m always thinking about and, hopefully, bring it to the forefront for you guys to think through because you can’t run a profitable business selling low-end stuff, it’s becoming more and more challenging. Two options, you go low price, extremely high volume and that type of business is not a lot of fun or you go high price, lower volume, higher touch. That is, I’m telling you, guys, so much more fulfilling and a lot of you guys know this already.

We had some great testimonials and some real wins from many of you guys. I understand it’s tough, I understand some people are going to say no, you’re going to get on a couple of calls, they’re going to say no, it’s not because it’s too high of a price, maybe it’s the way you’re approaching your calls, maybe it’s the messaging, there’s different things there. There will always be people flying the first class, always, there’ll always be people staying in the Four Seasons Hotels, there’ll always be people spending hundreds of thousands of dollars to fly to space, that will never change for the rest of eternity. What we’re suggesting here, guys, is that the transformation you can create in someone’s life … Even if it’s helping them lose 20 pounds, how do you put a price on 20 pounds? If you did, would it not be more valuable than a couple of hundred bucks? I think so.

Amy:                                     Absolutely. It’s all about coming from a place of service … Because I think what happens and I know this happen for me, when you first start doing calls and you’re like, “I need to make the money,” especially if you’re closing one business and starting another and you’re hell-bent on you’re doing this, when you go into the call with I need this sale or I need to make this money or I need this to work, even if you really do, you got to shift your mind to I’m going to help this person and I don’t know if they’re going to enroll or not today, my goal is to help them to shift and if they’re a fit, it’s our job to enroll them because it’s really our duty and our responsibility to enroll people who need our help, who want our help. We can help them with the money objection, we can help them with the fear but we’ve got to get in and start with our intention.

I know everything shifted for me when I created a ritual surrounding how do I get on this call with intention, what do I want this other person to get out of this and just come there. Even if you don’t know, even if you read the application and they said they have no money, they may just be blocking like they don’t want to tell you that they have money so don’t make any judgments, read the application and then get on the call and have the conversation and stick to your script.

You get off the call but when you go in and service from that point, even if they don’t enroll with you then … I know, Yuri, you said to me, so-and-so reached out to me and they really like the experience. Even though they didn’t enroll today, I just wanted you to know that they did email me or Instagram or whatever, chat message me that they had a good experience. I’m sure that, Jackie, you and Phyllis are having the same experiences. Just go into it with a different intention and less stress and fear and you’ll see that the other side will come through when it should, when it needs to like when that person is ready.

Yuri:                                       Totally. Jackie, you want to jump in there?

Jackie:                                   Yeah. I was going to say same service oriented mindset. I think when you’re in the health industry, you’re the biggest giver like you really want to transform people’s lives and sometimes we get stuck in giving away our services at a lower rate. The most generous people in life, look at all of the billionaires and millionaires, they have so much more to give. The most generous people have so much more to give. That’s what shifted for me, I’m like, “Well, in order to have more to give, I need to serve people at another level and I need to charge what I’m worth.” Again, it’s what’s between our ears, our brain can talk us into and out of what we know we should be doing or shouldn’t be doing and that fear, the lies can creep in but when we know our worth and we know our perfect client and we know our dream come true system and we’re ready to go out there and just be it and do it and quit talking about it, that’s where the magic happens.

If you want to be more generous, you have to up your prices, right? If you want to go after and helping more people and making greater impact, you have to go deeper and that’s the only way to do it.

Yuri:                                       I love that analogy, you just made me think. When we’re camping, we got this … it’s kind of like a sack like a fillable water sack, holds up like a gallon, I think. Like what you’re talking about, Jackie, if you want to give more, you have to fill up more water into the jug so the more water you have, the more water you have to give. Doesn’t it just makes sense to have more? Because it’s not about hoarding money because it all flow whether you’re buying clothing or investing in something, it’s coming in, coming out all the time. You can just do more like you can just do more good, you can build your business which will employ people, which will impact more people which will pay for it. It’s just awesome.

Perspective, guys, what is the worst that can happen if you raise your prices? What’s the worst thing that can happen if you raise your prices? Let’s say you’re thinking of $1,000 is your upper limit, what’s the worst thing that can happen if you went to 3,000? What’s the worst thing that can happen? Everyone says no? All right. Maybe you can improve the way you speak to people, maybe refine your messaging. God forbid, for some reason, maybe that side of the market has no way they’re going to spend $3,000, you just bring it down to 2 if you had to.

The best case scenario is that you start enrolling clients who want to pay you $3,000 and now you’re working with people you enjoy working with who are giving you money that you feel that you deserve and you’re not spending all your time, in the back of your mind, you’re like, “Shit, I really should have charge more for this.” Worst case scenario is people say no which we know fear of rejection is one of the biggest paralyzing fears of humans. You got to get through that and you just got to charge what you’re worth.

One more thing I’m going to say about this is we have a lot of you guys in the group who are chiropractors, naturopathic doctors. How much money have you spent on school? How much money have you spent on school? I’ve had calls with people that have $300,000 in debts from naturopathic college and they’re coming out of naturopathic college … My buddy, Vince, just had a baby so this is kind of top of mind. It will be like bringing a baby into this world, nine months of schooling and gestation and then the baby comes out and then you just leave it there to fend for itself, that’s what it’s like going through these professional schools. Four years in naturopathic college, here’s this great education, good luck, have a nice life. How do I build a business? I don’t know, that’s not our deal, you got to figure that out out there. Guys, when you compare how much money you spent on your knowledge, your education, how much of that was spent on business development, on marketing? Zero, maybe 1%, I don’t know.

I mean, obviously, this makes sense but for the people that you’re looking to serve, maybe they haven’t spent hundreds of thousands of dollars so you’re thinking, “Okay. Well, how do I make that comparison for them?” All it comes down to, guys, is you have to get people associated to their bigger outcome and they have to be sick and tired of where they are and it’s your job on the phone to get them to the point where they have to need what it is you’re offering. If it’s like a nice to have, it’s not going to happen, there has to be a must to have. In order for it to be a must to have, the way you bring people through your funnel has to be compelling, your webinar has to really get people to, first and foremost, fill up an application, if they’ve done that, there is a reason they’ve done so.

Nick, you’ve mention you got a couple of people on the phone, if you watch the replay, who are not the right fit for your coaching, well, I would beg to differ because if you’ve had, let’s say, 12 conversations with people, some of those people are probably a good fit based on your targeting and messaging through your ads, your webinar, your application. You just have to get to the point on the phone where you’re very assertive with people, to be like, “Listen, you just told me you want to lose 20 pounds, the worst case scenario, if this keeps going on, is you’re going to die, you’re not going to be there for your kids,” whatever it is, you have to bring those emotions to the table and have a very raw conversation because if it’s just like surface, guys, if it’s just surface, you might as well sell books, okay?

Jackie:                                   Really quickly, when you bring up the whole $3,000 like, okay, if you’re going from 1,000 to 3,000, worst case scenario you drop it to 2,000. My beliefs are so ingrained, it’s non-negotiable. I’m staying at 3,000 and I’m going to keep getting uncomfortable until I get my clients even more uncomfortable so they know it’s hell or high water, this is the only way. You just got to keep practicing, keep practicing, keep practicing and, eventually, it’ll be ingrained so you’re becoming more comfortable with being uncomfortable and getting other people uncomfortable and being okay with that. Being okay to have those challenging, raw, authentic conversations is what’s going to allow that to have them have their breakthrough and allow you to command those prices authentically and easily. It happens very easily. I enrolled two people this week with zero phone calls because they are people that I spoke to before who are finally like, “You know what? I’m sick and tired of seeing everybody else doing it. You’re right, Jackie, that last thing you said to me on the phone a month ago, you’re right, let’s do this.” Right?

Yuri:                                       Guys, I want you to write this down, people can beat you on price but they will never beat you on results. Okay? If you live that and if someone’s on the phone with you and says, “Well, it’s too expensive for me,” yeah, it is and there are people that are definitely less expensive and you can go to buy Men’s Health magazine and follow their cut out,  but I can guarantee you, if you invest in me in this program, no one is going to come close to the results that you’ll get with this program. Do you want to pay less or do you actually want the results you’re telling me you want? That’s what it comes down to. Everything else is BS so if you want to show up and you want the results, this is the only, not one of several options, the only option for you.

Yuri:                                       The passion and assertiveness that I’m bringing to this conversation here, guys, this is how you have to show up on your calls. There comes a point in the call where you have to … Again, Amy talked about this, it’s the first coaching call, it’s not a sales pitch. Because what happens is you’re listening for 80% of the call, you’re asking questions, they’re answering, they’re telling you their story, they’re telling you their whys, they’re telling you their dreams, their pain points, you’re taking this all in and what you’re trying to do is you’re identifying is this someone who is a good fit for me to work with and, second, can I help them. Once you’ve mutually decided that, yes, it’s a good fit, now you need to step up and … Again, remember, at this point, they’ve told you that they need your help in some way, shape or form so if that’s the case, you need to step up and you cannot let them go because if you do, they are going to continue suffering.

This goes back to the uncomfortable like Jackie said, it’s uncomfortable to ask, it’s uncomfortable to put yourself out there and be slightly more assertive, it’s uncomfortable that someone might not like you, God forbid, but that’s the game we’re playing, guys, we’re not playing the games of collecting friends, we’re in the game of collecting clients whose lives you can transform. It’s an audition, it’s not a sales pitch, it’s an audition where you’re figuring out is this someone I can help and I want to work with. If they mutually decided that’s you, you have to step up and you have to be firm.

Stephanie:                          Yeah. I think the other thing too is that, and this might even be a whole other podcast or Facebook Live that we can do is about how sales really is not slimy. A lot of people have this whole just ugly perception of sales when, really, it’s just an exchange, that’s all it is. Nobody gets bent out of shape when you say, “Oh, I went to this amazing restaurant, you got to try it,” that’s sale, you’re recommending something that you really believe in to people and that’s really how you have to look at this.

Jackie, you just have the best posture and that’s the exact posture you have to have on your calls because you really have to just step in to your own greatness. Sometimes that might even be that you have to create a persona that is like a call persona where it’s like, okay, I’m a badass, I’m going to do this, I am amazing, my program is amazing and just psych yourself out the whole time right before you hop on the call so that your energy is high, you’re vibrating really high. If you come on the call and you’re like, “Oh, they’re not going to like this, the price is too high, oh my gosh,” and then by the time you get to where the price point is, you’re already freaking out, they feel that energy.

It feels very different than the way that Jackie, Amy and Yuri were all just speaking about how passionate they were and if you can be equally as passionate, people match your energy so you’re super excited and know this is amazing and you know that you can transform their lives and you touch on all their pain points and you can actually help them … We’re not touching on pain points to make people feel bad, no, it’s so that we can show them we have a solution, we could help you with these things and then they’re like, “Oh, yay! Oh, amazing. Where do I sign up? How can I be a part of this?” but it’s all about your posture.

Yuri:                                       Watch the TEDx talk by Amy Cuddy, this is the power posture right here.

Amy:                                     Yes.

Yuri:                                       Right here, hands on your hips, stand tall. There’s scientific proof behind this, animals, baboons, gorillas, they make themselves big when they want to be in a position of power. That’s what we’re talking about here is if you’re approaching your calls slumped over in a chair and you’re just like, “Hey …” I mean, Tony Robbins talks about this, emotion comes from motion. If you want to change your state, change the way you move your body. If you want to feel more confident, don’t slouch. If you want to feel confident and you don’t feel confident, ask yourself what would a confident person look like, what would they dress like, what would they stand like, what kind of facial expression they have and you just have to wear that.

Stephanie:                          Yes.

 

Experimenting and developing your superhero

Amy:                                     That’s amazing. Again, Yuri, you are amazing at simplifying. All of this is, believe it or not, in the HPA so if you go back to power positioning, we talk about the client, perfect client, perfect client, perfect client and at the end we’re like, “Okay. Now, we’re going to get to you. You are important, it’s just we got to put the client first but then who is your superhero character and, really, who do you have to be.” Remember, if you’re only getting paid for delivering a result, who do you, in your business, need to be. All of that is in your worksheets so you don’t have to be like, “Oh my god, I just listened to an hour-long podcast and I can’t remember anything,” if you’re in the HPA, go back to that very first module, you’re going to find that, work through it.

You know what? It’s really cool to create a superhero character. We all have them, you know, we don’t lay it out here, we do that at home, right? I do my calls standing. If I start sitting, I stand where I get to the qualifying and budget. That’s just something I’ve learned, if I sit, when I get to the qualifying and budget, I get timid. If I’m standing up, I am not timid at all. Experiment, you’re going to screw up, it’s okay, everyone’s not going to enroll but go back, use the materials in the HPA portal, develop your personal superhero, put yourself in a power position and there are going to be people … I had one gal who just joined looked at a YouTube video, Yuri, of yours and said on the call, “Oh my gosh, there’s all these negative comments.” Who cares? Good, that means you’re reaching, right?

Yuri:                                    Sure. Who cares what other people think, guys?

Stephanie:                          I know, who cares.

Yuri:                                    I think for the sake of time, let’s wrap it up because this has been, hopefully, for all of you watching … I know we’ve got a number of you guys, Bob and John and Dan and Daphna in the group. I’m just actually seeing your comments now so thank you for posting in. Daphna is mentioning, my mom always says I’m too poor to buy cheap things. It’s so cool and it’s so true because buying lower quality items which is very very true. I talked about this in the webinar where I bought four Lacoste shirts from eBay years ago because I wanted to save some money and then I wash them once and they turn into baby tees and it’s like, “Shit, I’m going to actually go buy an actual Lacoste shirt.” Don’t shortcut it, just get the high quality stuff, it’s always worth it.

All right. If you are in HPA, well, then, good job. If you’re watching this somewhere else and you want our help to really command the prices you deserve as a health expert or if you’re listening to this on the podcast and you’ve been enjoying all of our episodes … Here’s the thing, guys, is you can keep listening to this stuff, you can keep watching this stuff until you turn blue in the face, until I turn blue in the face but nothing is going to matter until you actually start taking action.

If you’re serious about moving your business forward and you’re sick and tired of playing the high volume, low price game or you feel you’re selling yourself at too low of a price and you really want to command what you’re truly worth, here’s what I want you to do right now is in your browser, type in Healthpreneurgroup.com/training.

Go through that 70-minute training, get a really good perspective and idea of where we’re coming from with our approach and if you jive with it, we’ll give you the option to book a call with one of these fine ladies after the webinar training, okay? If you’re serious.

Again, this is not for everyone, this is not for people who are kind of dabbling and kind of try something for a week and if it doesn’t work out, they’re done. This is for you if you’ve hit rock bottom, this is for you if you’re sick and tired of the status quo, this is for you if you have the big dream that you feel you’re moving further away from because of what you’re currently doing. If you want to move closer to that big goal, that big dream, it can happen very quickly, guys, very very quickly and it’s up to you. We’ll give you everything you need but it’s up to you. It starts right now, attend the training, Healthpreneurgroup.com/training and let’s take it from there.

Amy, Jackie, Steph, thank you, guys, so much for bringing your goods to the table. For everyone watching and listening, thank you, guys, so much for showing up and participating even virtually here. We will be back next week with another great between the ears episode if that’s we’re going to call it or something, I don’t really know. In the meantime, hope you guys have a great day and we’ll talk to you soon.

Amy:                                     Thank you. Have a great day.

Stephanie:                          Bye.

Transcription:

Hey guys, what’s up? Yuri here, welcome to another edition of … Let’s just call this between the ears, let’s just call this between the ears. Maybe that might be the simplest way to define these conversations.

We got our amazing results coaches in the house, Stephanie, Jackie, and Amy. What’s up guys?

So, two things I’m really excited about today, first and foremost, we have no black box on the screen, so everyone is  on the screen today. That’s a big win for us, you know, the last couple of sessions, there’s been this mysterious black box. If you’re listening to us on the podcast, and you have no clue what we’re talking about, don’t worry I’m not going crazy. If you are watching this, obviously you know what I’m talking about.

Second, we’re going to be talking about how to get comfortable asking for the sale today which is such an important topic.

 

Predictable pipeline building and where selling fits in

We talk a lot about building a predictable pipeline in your business and having a predictable and mostly automated sales process where the only thing you do in the process, is get on the phone with people.  Once you’ve got your webinar dialed in, once you’ve got your Facebook ads are rolling, once you have people coming in through that pipeline, you can kind of sit back and chill until people start booking calls with you.

With that, the single biggest needle mover, I would say in how effective you are at really building a very profitable business, is going to be how effective you are on the phone with people.

Today we’re going to talk about a couple of case studies from some of our clients in this discussion. But, I also, I want to lay a bit of a foundation first guys.

Just so you know what we’re talking about if you’re not a part of the Health Business Accelerator Workshop, we teach our clients how to build out their perfect client pipeline and we help them deploy that.

We’re talking about some type of cold traffic, usually in our case, Facebook ads, that are going to a webinar. From the webinar, we’re inviting people to get on the phone with us. They fill out an application, and if they’re qualified, you obviously would get on the phone with them, and then see if they’re a good fit to work with you in your program.

The most important thing I want you to understand is that this first call is not a sales pitch. The way we look at this,  it’s the first coaching call. And what that means, is that there’s going to be moments where it might get uncomfortable, or you’re going to challenge people, and they’re going to be put in a position where you’re going to ask them, “Do you want to join me, yes or no?” You have to be assertive at that point.

Your ability … I’m not even going to say to sell, because I wouldn’t say there were hard core closures by any means. I think there’s a lot of opportunity for people who are more introverted, or are good listeners, to be just as effective in these calls; probably even more so, than a lot of the hard core closers which is not what we recommend, at all.

We’ve had a couple of clients that have had about six to eight calls, and they’ve enrolled one of those calls, or one of those people. There’s huge room for growth there and that’s what we’re going to talk about here.

So let’s jump into this.

 

A client example, the prescription phase, and why less is more

Jackie do you want to kick us off? You just got off the phone with one of our clients, literally just before we started recording here. We don’t have to mention names, but like what came up in that call, and what were some stumbling blocks so we can look at some ways to help our listeners and viewers overcome those.

Jackie:                                   Absolutely, and yeah, I don’t think he would mind if I slipped the name here or there, on him.

Yuri:                                       We’ll put up his picture and everything.

Jackie:                                   Yeah, we’ll put up the picture. He’ll get the gold star for today.

This client was doing really well at following our proven system, even on the phone call portion. He had mapped out his own scripts. And scripts are okay. Scripts are what you use to practice and to get good. If you jump on your first call without having any clue what you’re going to say or ask, or any type of goal in mind, and the goal of course,  is to close them, but it really isn’t.

The goal is to serve them, and to offer them an opportunity to get the result they’ve been dying to get. Right?

This client had all that mapped out really well, by following the program. It was to the point where he was using the prescription, and this is where we can have diarrhea of the mouth and sink our ship.

Yuri:                                       So, could you clarify the prescription part  so everyone knows what that means.

Jackie:                                   The prescription part is where you’re talking about your solutions. You’re talking about how you’re going to help them get the result.

I had the client run through that with me. As he went through it, what initially flagged me was mentioning the price right away. “I have this great blah blah blah transformation program.” I’m like, “It sounds amazing.” And then, he goes, “It’s not even $3000.” Like, (humming). Bonk. You just left me there. Right? Now, all I’m thinking it’s $3000. $3000, oh my God, I can’t afford $3000, right? Even though we just had this beautiful conversation, this end part needs to be a conversation, too.

So you had this beautiful conversation talking about their pain points, talking about their challenges, and how he can help them, and how he’s helped others.

And then he gets to the prescription, and says the price right away. And, we’re like Ah! Don’t do that, right? Don’t do that. And, then he was just regurgitating all these bells and whistles, and bells and whistles, and I was like, overwhelm, overwhelm.

I have been in this industry forever, and I was still feeling overwhelmed.

I’m like cut it down. Let’s bullet what you’re really giving them?

Bam, this. Exercise, bam, this. Eat “blah’, prescription for eating, like (humming).

We narrowed it down to five quick things. What took him 10 to 15 minutes to tell me, we got down to 30 seconds or less.

Yuri:                                       And, that’s huge, and I’ll be very honest with you. This is one of the mistakes I made on a lot of my calls, and this is something that as a team, we talk a lot about, is spending less time talking, than you are listening. Asking more questions, let the other person do most the talking, and where it’s very easy in the “here’s how I can help you” phase to just go off like forever.

I know that’s challenging, because as a coach we have advice, and we can help people, and we just want to kind of talk about our solution. When you’re prescribing how you can help someone, it doesn’t have to be the same answer every time.  Your prescription should be flexible to the point where it’s tailored to each individual.

So, for instance, in our case, if we’re talking about how we serve our clients, in the discovery part of a call, if we see that they’re really stuck with Facebook ads, that would be a piece that we talk a little bit more about in the prescription, but without going into detail.  We can just say we’re going to help you build out your Facebook ads, and tie it back into the pain points that they highlighted earlier in the call, whereas someone else might have a big sticking point with their webinar, and that becomes the focus of what we talk about in the prescription.

So, it’s always going to be tailored to the individual conversation. You know, bearing in mind, the overall framework that you’re working through people.

But, yeah Jackie, that’s a great point. Anyways continue, if there’s anything else about prescriptions.

Jackie:                                   Always keep in mind that it’s all about them. So when we get into prescription phase, sometimes it can be about us, because it’s our program. We created this proprietary process. And it’s our baby, and we get excited. And, I used to be guilty of doing the same thing, because you just want to give, give, give, or you want to share what you really have to offer.

Less is more, because if you just stick to tailoring to their pain points and that’s exactly what we did when working with this client.

We coached him to where he can have a little framework to go about, but he can pick what he needs just for that call. So, that he’s not having the diarrhea of the mouth, and then losing them right at the end, right?

Yuri:                                       It’s kind of like, looking at a book, and if you were trying to sell a book, you don’t need to sell every single chapter. The person just wants to know what is the outcome I’m going to get from reading this book? Right? And you can just quickly skim through the table of contents, and then if they have any more specific “how does this work” questions, then you can go into that afterwards.

But, the key as you said Jackie, is it’s not about us. It’s never about us, and this is one of the biggest things I see with health experts, is we think we’re so smart, because a lot of times we are.

I remember one of our first clients, I’m not going to mention his name, he’s like, well I developed this course, it’s a 1000 hours of video. I’m like, shit, because I did that years ago, with one of our courses. I’m like no one cares about that stuff. Nobody cares about that. And you just have to remember, whatever it is that you’re creating, you have to tie it into the benefit that, that person’s going to experience from that thing.

So, anyway, great insights, Jackie. That’s awesome.

 

Preparing yourself and the prospective client for the sale

Amy you do a lot of calls for us on the phone as well. Perspective for people listening and watching, you have your own business. Your own online business, coaching business. So, you are enrolling clients for yourself, and you also are a coach with us, so you help us obviously enroll clients into our HP program as well.

What has been your learning curve in respect to doing these calls? What was initially one of your challenges and how do you feel now with practice over time with respect to that?

Amy:                                     Those are great questions. I’ll be perfectly honest. When I started working with Healthpreneur, it was way easier for me to get to the price point with the enrollment calls than it was with my own program. And why is that? Confidence. I had confidence in Yuri, I had confidence in the HPA. I had gone through it myself,  had amazing results, and although I had worked in the fitness industry for 25 years, and I’ve gotten countless clients amazing results, and have been online for several years, this was new. This price point was new.

I had a unique experience. I was always good on the phone, even with my studio. I’m not afraid to get on the phone. And we talked a little bit about this last week. What I find for myself, the learning curve, is I have to set my intention. So, if I have a call coming up, I have to have enough time before the call to do the ritual that I have created so that I am in service to the person on the phone.

What I’ve learned, even though you’re in service and you’re coaching, you’re setting the stage from the very moment you get on the phone with these folks. You’re setting the stage for asking them to join you, if it’s appropriate.

You’re saying, “Hey, I got you down for a personal success call for 45 minutes, does that sound right?” “Yes.” “So, what prompted you to book this call?” Keep in mind that you’re constantly pulling from them. “Is there anyone else you need?” And this is a big one that we can come back to. “Is there anyone else you need, to make a yes or no decision? If we get to that point.” So, you’re setting the stage already, so right there, if they say, “Well, yes, I really can’t make a decision without blah, blah, blah.” You can immediately say, “Well, you know what, if that’s the case let’s reschedule when they can be on.” So, you’re not getting to the end and getting that. So, right in the beginning, you’re saying, “Hey, I get that, I get that you might have somebody else.” And we ask that in our final email as well. “Hey, I have someone else on the call.”

So, the learning curve really was, like, okay I really need to set my intention. I have a lot of experience on the phone. If you don’t it’s even more important for you to practice these calls. So, practice, do them with other Healthpreneurs, get feedback from us, but hook up with each other. And, do your call script, because that will serve you better than even getting on with us. Because, they’ll hear each other’s mistakes, or where you’re tripping up. I also learned that when I’m getting to the point, that I’m going to ask them to join, I need to stand up. If I do not stand up, my voice drops. And it’s power positioning, it’s whatever it is. I have more confidence when I stand, and so standing to ask, is super important for me.

Also, you asked about the prescription phase. In that prescription phase again, you are talking about solutions, but you’re setting the stage. You’re very simply saying, this is the four step process. I have three, but my three S’s, structure, systems, and scheduling. So, I just very briefly go over that, and say, “Okay, let’s talk about where you’re stuck.”

Where did I learn this from? I learned from the HPA, and from Yuri. So, when we get on the phone with initial enrollment calls, we say this is our four part system. Now, let’s get to where you said you were most challenged. So, you’re not like throwing up all over them, if they already have a program in place. You’re not throwing up all over them, if they already eat well, but they don’t know how to fit exercise in. I need to focus on that. I’m talking about the HPA on my own program.

It always comes down to confidence. It comes down to if you only got paid for delivering an amazing result, who would you work with? And now, that person’s on the phone with you. Right? And they’re going to give you money before you deliver the result. So, you better be sure you can deliver it, and when you go in to the call, be like “Hell yeah, I can deliver that.” Then you’re going to stand up, and ask for them to join you. And when you ask them to join you, I just find like my … You were asking what’s different? I was timid in the beginning. You heard my calls, you heard the recordings, and some of it is going to be that folks. So, energetically some of the people who aren’t ready for your program, are going to come to your calls, so you can practice. And, then you’ll gain the confidence, so you can attract the person that’s right for you.

So, I hope that answered your question.

Yuri:                                       Yeah.

Amy:                                     Yeah.

Yuri:                                       That’s good. I think you know, one of the things you touched on was just practice, right?

Amy:                                     Yeah.

Yuri:                                       And, this is something we’ve suggested and encouraged over and over is getting together, just regularly posting in the group, “Hey guys, I’m looking for a practice call, who wants to do one?” Just getting the practice in, is super important, because you’re going to be paying for these calls, essentially. So, why not get the repetitions in before that.

This is something I recommend when we first started bringing you guys onto these calls, was to read the script and learn the script to the tee. So, if you are initially following your own script, speak into a microphone and record it,  listen to yourself, and look for those sticking points.

For example, where am I umming, like, uh, all of that kind of stuff. Clean that up.

When you get to the offer and the sale, or the quote/unquote ask, or the close, is there a pause? Is there any kind of hesitancy? Is there a drop in confidence or certainty? Because it’s not the words that you say necessarily, it’s how you say them. It’s the non-verbal communication, right? The tonality, that type of stuff, those are the things you really have to pay attention to, because that is what the human brain subconsciously is picking up on.

We say this all the time. People are buying certainty, and if you don’t feel 100% certain in your solution, number one, drink more of your own kool-aid, or go back to the drawing board and make it amazing. But, don’t let that be a procrastination block to just perfect things. And, then second is repetition. Like, repetition, repetition, repetition, and honestly, I don’t know about Jackie, Amy, Steph,  I felt 10 times more effective and confident even after four or five calls. You know, it didn’t take a 100 calls, it was like four or five calls to work out some of the kinks.

We record the calls, we listen back to them, and once you are doing your own live calls with clients, or prospective clients, record them, listen back to those as well. Just a lot of really cool stuff here, that I hope you guys are taking notes on, and taking into consideration.

 

Avoiding assumptions, visualizing the close, and setting intentions

Steph, what about you? Because you do a lot of this stuff with your own clients, what do you see … What are some tips or strategies that you found to be effective for you getting, comfortable asking for the sale?

Stephanie:                          Well, you know what’s interesting is that Jackie and Amy both kind of touched on the two biggest things. One is really tactical, right? Which is kind of what Jackie was talking about, where it’s getting really confident, clear, and really concise in what you’re saying.

Amy said, how she specifically finds out people’s pains points, and then can speak a little bit more about that one aspect of the offer, or whatever that is. So, that’s all tactical. And then Amy mentioned another piece, which is the energetic piece of it.

What I found is that a lot of people have negative connotations about, not only sales in general. A lot of people think sales is kind of slimy, so they’re going in kind of thinking that already. That completely affects the way you’re presenting your offer to people.

But, also I have a lot of people that suffer with already going into the call, thinking that people aren’t going to afford it. If they happen to know something about them, like for example, I talked about this in a Facebook live.

I have one client who, she had a lot of teacher friends, and she was like, “I know they’re teachers, so they probably can’t afford this price point.” If you’re going into the call already thinking that, then you’re going to be presenting it in a way that’s very low energetic, you’re not going to be very excited. You’re going to be very timid when you tell them the price point.

It’s about getting really confident in your offers, and not making assumptions about the people that you’re speaking to. Because a lot of time, and especially when you guys are raising your price points, that’s one thing that is amazing about HPA, is that we’re helping people raise their price points to the point that they actually deserve to be receiving for their great gifts.

However, once you raise that price point, then you’re already in your head thinking … Or, sometimes, let’s not make assumptions. But a lot of times people will be like, “Oh my gosh, this is a lot, this is a lot, this is a lot.” Simply because it’s just you maybe weren’t charging enough to begin with.

So, if you can just wrap your head around that first, and one of the things that really helps is, you know, you already talked about practicing, practicing, practicing, and recording yourself, and listening. And then also, visualizing the close if you want to call it a close. That’s kind of like a boiler room type of terminology. There’s like a whole technique in sales, more militant sales, like the boiler room sales, where it’s assume the close, assume the close. But, really all that’s saying, is just assume a positive outcome. Assume people are going to love what you have to offer.

Yuri said something the other day in one of our meetings, that was like delusional confidence. What was it that you said?

Yuri:                                       Delusional optimism.

Stephanie:                          Delusional optimism, I absolutely love that, because that’s kind of what it is. It’s almost like just psyching yourself up so much before these calls. Just like Amy stands up and she feels really confident, whatever it is that you need to do. And, she mentioned that she has a ritual that she does before each call, and that’s been a game changer for me in my personal coaching business, is having a setup, at least to give myself a buffer. 10 to 15 minutes, where I’m literally tapping into this higher vibrational plane, and just getting really setup, and just setting the intention that I’m going to help this person so much and what I have to offer is going to help them so much, and that they’re just going to have so much engagement on this call, and that’s really what helps me to set that up. When I don’t do that, the energy is completely different.

So, it’s really important to just set yourself up before the call. You know, because the scripts and all that stuff are really important. But like Yuri said, it’s not really about what you’re saying, it’s more about how you’re saying it, that people subconsciously latch on to.

Amy:                                     I just wanted to jump in with your assumptions, because that’s something that I am still learning, right? We sometimes have assumptions, and you’re talking about assumptions before people even go to put their program out there. Then we get to the application process, where I am guilty of making assumptions.

You look at the application, right? People aren’t always, even when we’re asking, the question about how much would this be worth to you, or how much do you have to invest? Somebody might put zero, because they don’t want to tell us, right? They’re kind of like, I’m doing this and I can’t believe I’m making this phone call, and I’m not telling them how much money. They don’t know us, they know the webinar. They don’t know if we’re going to raise the price based on what they say they can afford, which we would never do, but they don’t know. So, I’ve learned that. And I’ve gone into calls, thinking somebody wouldn’t join, and guess what, I was super relaxed and they joined, they enrolled because I had no assumptions or expectations.

This weekend I had a very interesting phone call, that I was on way too long with. And the application said, 10 to 15 grand to spend on a solution, to invest in a solution, right? So, this was one of the most difficult calls I’ve had, and should have gotten off way sooner.

So, just make no assumptions, so if you go in knowing that you’re in service and not knowing the outcome, meaning that if it’s not for this person, you’re going to tell them. So that, if you’re then still serving them. Because if you bring them into your world, and they’re going to rock your whole boat, that’s not serving you or them. So, you really are serving them, if you tell them this isn’t a fit for you. The short of it is, do your best to let go of assumptions, and I’m still struggling with it. But, it really helps when I can just be open.

Yuri:                                       Yeah, and you bring up a good point, too. Because, just because someone’s on the phone with you, does not mean you should make them an offer.

There are times, I’m telling you guys because if you bring the wrong people into your program, number one, they can become a cancer that is going to suck the energy out of you, and it’s going to make it worse for everyone else that you’re working with. So, remember on your calls, this is not about, “Please work with me.” It’s you are Simon Cowell of American Idol. You’re sitting your chair, and they’re up on stage performing and auditioning for you. That’s the position you have to take with these calls, right?

We’re not selling a $10 e-book, we’re selling a three to five-thousand-dollar coaching program, and for them, they have to sell you on why you should take them. So, you have to have that perspective, with obviously service in mind.

Again, it’s not about begging people to work with you, because again, subconsciously under the surface, people detect neediness. And neediness is not a good thing.

So, there will be times where you will get people on the phone, and whether, it’s energetic or you just want to … Let’s say I’ve been on the phone with a few people, that I didn’t even like having a conversation with them. And, maybe I could have had them invest in the program, but I’m like man, do I want to spend the next several months working with this person? The answer is, no. So, I’m just going to shut this down. And there have been times where you know, you might get to the point where it’s like, “Okay, I’m thinking I just need to make a sale, I just need to get some money coming in.” And, guys I know it’s tough, and I know it’s alluring to have an enrollment and get several thousand dollars.

There’s an old saying, “Commission breath, if they fog up the mirror, then you can make them an offer.” You have to get away from this.  This is why it’s important to really identify your perfect client criteria. And if they don’t meet that, you have to be very firm in saying, “Listen, I just don’t think we’re a good fit.”

Amy:                                     Yeah.

Yuri:                                       With that said, If they are a good fit, and they’ve said, “Yes, I think this makes sense for me.” It’s your duty to close them.

I don’t like using the word close, whatever, enroll, whatever it is. But, it’s at that point, if you get to the point where they’re like, “Yeah, I need your help.” And you know they’re a good fit, and you can actually help them. Now, it’s your duty to do whatever you have to do to get them to hand over the credit card and enroll in your program. And, this is where I think personally, a lot of people get stuck. And, I think the biggest reason, is the fear of being disliked. I really do, the fear of being disliked holds us back from so many things, because oh my god, we might piss this person off. What if they say no, to me. The fear of rejection is a big fear.

And, I’ve listened to a number of calls of our clients, and always at that one point, “Would you like to join us?” Or, “Shall we get started today?” Or, whatever the phrase you want to use is, there’s always a drop in energy or hesitation there. And guys, that one question arguably is the most important question. Like, you have to be firm and people will pick up on that confidence, and if you say with certainty. You’re like, “Listen, here’s the deal, do you want to join us, yes or no?” That’s it. And you have to be firm with that. Because if you’re not, if you’re wavering, you’re not going to get the results you want to get.

Going back to what you talked about, Steph and Amy, the pre-ritual. I want to talk about just really quickly here. I was listening to an interview months ago, and I wish I remembered the guy’s name. But he was talking about how there have been studies that have shown that because our brains seeks out danger, that’s one of the biggest things we’re able to do. We are sensitive to dangerous things, and we obviously will do anything to avoid them. So, what they found in this one study was that the subconscious can pick up on stress, it can pick up on desperation, it can pick up on all those different emotions. And what they found, is that the other person on the other line, physiologically can mimic at a cortisol level the same cortisol you have in your body.

So, if you’re going into a call, stressed out, angry with the idea that people are bad, and no one’s going to pay, that emotion physiologically as well as energetically is picked up by that other person. And, they’ve shown this in studies. So, we have a saying at our company, which is, “get zen, and then.”

So this is why we talk about these pre call rituals. Do what you have to do, to like chill, focus, visualize a positive outcome, and then get on the phone with people. And, I’ve made this mistake in the past, I told you about this Jackie. Many, many times where I had like six calls back to back, on one day. And it was exciting, you know some people would enroll. But there would be other days where I was like, I was just exhausted. And, I would get to the end of the day, like my fourth or fifth call even, and I’m like, I’m not even in a mental state anymore to be speaking with these people. So, don’t make the mistake of doing that. Give yourself some time. Chill out, meditate, go for a walk, and then get on the phone with everyone. Because they don’t know that you’ve had four calls before this one. Right? You have to give your full, undivided attention to each person on the phone.

What else?

Amy:                                     Yuri, I loved what you said about it being our duty and responsibility and really our obligation. There are people out there waiting. That’s not just something we say. They really are searching on Google at night. They are said, they are depressed. They’re searching for an answer, and we’re giving them hope. And, if you get them on the phone, for many people, especially, I speak from my own experience. I work with mainly women, but for many, many women they haven’t spent the money, or invested in themselves because they’re so busy care taking. So you get people that are afraid, like oh my gosh, not only are they … They might have plenty of money to invest, but they are not used to investing in themselves.

So, you’re dealing with a lot of different things, so to help them, and even say to them, you told me that you wanted XYZ. We’ve talked about this, you’ve said this makes sense to you. You said you have the support of your spouse, you’ve told me all of these things. “So, if money weren’t an issue, would you enroll? Okay, well you said on your application.” I mean I go back to this, and call people out, and say I’m a little bit confused because on your application you said you had XYZ to invest, you’re telling me all of these things. I understand it’s scary, but what’s the worst thing that’s going to happen? It’s just really empowering yourself to empower your clients.

Yuri:                                       Yeah, totally. I totally lost my train of thought there. I think what it comes down to guys, is there’s three things I think. Number one, is your mindset and just overall energy, you know, approach in the call. Got to get that in. And second, is you have to fully drink your kool-aid. I mean I’m not a huge fan of cults, okay? But, there’s a lot to be learned from that.

There’s a lot to be learned from Scientology, and different cults around the world. Where you’ve got these leaders who are so delusional in what they believe, that they create this following of people.

In the book Influence, by Robert Cialdini, he talked about this. Actually it’s great, great book, there’s a whole chapter on this. He talked about a cult community in South America, I think they were from the States, and they moved down to Guyana or something. They actually, all killed themselves because they believed that what the leader was talking about, made the most sense. It was like, “Hey, if you kill yourselves, we’re going to go to a higher whatever.” A hundred some odd people all collectively killed themselves.

I’m not talking about creating cults.  We’re not getting to that level. But, what makes these leaders so effective, I think, is they believe without a shadow of a doubt in what they’re doing. And that’s why I call this delusional optimism. Like you have to be delusionally optimistic about a better future for yourself and your clients. But you also have to be very confident in what you’re offering people.  Even if someone else is offering something similar.

Oh someone else talked about intermittent fasting, and they’re selling something for a hundred bucks. Who cares? It’s not about that. It’s not about that at all. Because remember, you don’t have to come out with the latest thing that no one’s ever seen before. Like, yes make it some be better, but just the very fact that you’re getting people to commit more money, means that they’re willing to step up and finally get the results. And you can call them out flat up, and you can say, “Listen, I’m not the first person, or the only person in the world to talk about intermittent fasting. Yes, you could spend all day long searching Google, and YouTube, and taking pieces all over the place, but why are we even having this conversation in the first place? Right? And you’ve probably already done that.”

And as Amy eluded to if they’re hesitating, you have to call them out on their bullshit. Because they are excuses about being fearful of moving forward. And I think it’s really important to let people know it’s not going to be easy, there’s going to be challenges. Let people know that, “Hey, if you’ve never worked out before, you’re going to feel sore.” Okay, because if you lie to them about that, I don’t think that’s a good thing for them to do. So, let people know that this is not going to be easy. But, I’m going to hold your hand through this process. And together we’re going to get through this, and you will get the results you want a hundred times more effectively, or with more certainty than you ever would on your own.

So, yeah. I think, it’s energetically getting to the right state. Really, really being assertive about what it is you have to offer. And then third is practicing the heck out of your call process, right? Go through the script, your script. Read it out, record it for yourself. Then, it’s about the framework, it’s not about the specific words. If you generally do a framework to follow, you’re good, and then just repetition, repetition, record your calls and listen to them over. And keep getting better, and better, and better. Guys, this is just about mastery. That’s all it is, it’s just about putting in the reps, looking at where you can improve, and getting back on the phone, that’s it.

 

The subconscious, the objection, and call part of the process

Jackie:                                   One last thing none of us really touched on, was the objections? Like, that’s part of the practice.

So, as a coach you know, and Stephanie will laugh at this, I’m very hard core, it’s find an excuse, or find a way. It’s that simple, and that’s what you’re going to do, and that’s what your clients are going to do. So, you have to call them out on it. It’s part of the BS filter right? Their friends and their family, will be like, “Oh yeah, you’re right, that’s just who you are, that’s how life’s supposed to be.” Or, “We’re all fat and happy, let’s just deal with it, right?” No. No, no, no.

We have to call out the BS, that’s why they’re hiring us, that’s why they’re paying a premium for us to stand up for them, when they’re not willing to stand up for themselves. So, we can practice these objections that A, come up naturally on your phone calls. Or, preconceive them yourselves, you know, write down, “Okay, where would someone maybe say, XYZ.” Or, is it the money, is it my process, is it the result, is it the outcome. Is it not sustainable, how will they know? So, I think that’s a big part of it too, that hangs people up, is not feeling comfortable with objection. But, that leads to rejection, and that doesn’t feel good either.

But, if you’re serving your clients and coaching them through the conversation. It’s a conversation, it’s not a sales pitch. If you’re coaching them through that conversation, they’re going to enroll with you that day. Or it will be maybe a month or two later, depending on whatever true life circumstance may be happening. Life may be happening, I’ve had a couple women, which is ironic, going through nasty divorces and some major health issues, that I’ve had on our calls. And, they’re like, “I will be showing up, I just need to figure out how, and I’m going to figure out the money, and I’m going to do whatever it takes.” And, two or three of them have called back three weeks later, six weeks later, and they’re enrolled.

So, it’s having that mindset and having that service, and being okay with it because to me every “no”, is a challenge, and I love challenges. So, I’m like, “Okay, how can I make this work for this person, because they said they wanted it?”

Yuri:                                       Totally. And guys, if you’re doing the calls now, if you’re at that point, go through module three in the portal, because we talk about how to overcome these objections, how to handle them. But, also we’re going to do a lot more of this stuff on the Q&A call. So, join me Thursday, I’m on the Q&A call. And I’ll go into detail about how to overcome these specific objections. Whether it’s, needing to get skills on the phone, or the money stuff. And we’ll talk about this, and we’ll work through this. And we’ll give you examples of how you can overcome that stuff. Because if you don’t know how to handle that, then you’re going to be caught like a deer in the headlights, when it comes up. And, if that happens, you’re done.

The thing is you have to visualize and prepare for things not going the way you want them to. So, as Jackie eluded to, what happens when this happens? How do I respond to this? What might happen, if this person says this? How do I respond? So, that’s very, very, very important for you guys to work through and each, and every one of you it might be a little bit different how you address that, based on the nature of your program, or in the way you approach things.

But you have to know how you’re going to handle these things, and I’m not a huge fan of these hard core salesmen. But one of the things I do appreciate about them, is that they are so quick on their feet, you just have to admire it. They will come up with a one liner, and you’re like, “No man, I’m just looking.” And, then boom they’ve got an answer for that, they’ve got the next thing. That is like, “Holy shit, what is this?” So not that you have to be that dude, but you have to be able to think quickly on your feet. In order to think quickly on your feet, you have to have this stuff rehearsed and planned out ahead of time.

Again, we could talk about this forever. So, guys if you’re in the program, get onto the Q&A calls. Get on to the support calls, the monthly check ins. Because, these fine ladies will help you guys out big time. We can help you out inside the group. We can listen to your calls, all that good stuff, okay? Because once you have this dialed in, it becomes very exciting when you’re looking at your calendar and you’ve got three or four, or five calls booked per day. It’s like alright, now I’ve actually got to turn the faucet down, because I’ve got too many people calling me. And that’s a really good place to be in. Because if you know for instance that you enroll one out of two people, you can start to predictably budget, or forecast what you can be doing revenue wise. And then based on that, looking at your critical numbers, okay wow, it’s costing me like … You know our client this morning Jackie, he’s paying $33 to get a client, or a prospective client on the phone. That is amazing. $33 gets them on the phone, and let’s say one out of every three, he’s enrolling clients for less than $100 for let’s say a $2000 or $3000 program. That’s a 20 to 1 ROI.

And when you know that, why would you not open up the bank, and give all of your money to Facebook. Now, it’s just how to get more of these people coming into my pipeline. And, that’s what this about guys, is that if you have … I’d say 90% of the pipeline automated, your Facebook ads, your webinar, your application.

The only time we’re not automating stuff is getting on the phone with people. And that’s where the magic happens, I really believe. So, Jackie, Amy, Steph thank you guys so much for sharing your wisdom today. For being awesome, and obviously supporting our clients in more of a one on one fashion through this stuff too. Because I know you guys really, really helped them out in a big way.

If you guys are watching this in the group, awesome work, keep it up. If you’re listening to us on a podcast, or watching us on our Healthpreneur group, or on my page, and you want our support to be able to enroll your best clients, premium prices, get through your own mental blocks to really be effective on the phone with people, without feeling salesy, by serving them and moving them to their higher, their better future, then it all starts by attending our free training, the 7 Figure Health Business Blueprint. Head on over to Healthprenuergroup.com/training.

It’s a 70 minute training. I guarantee it will give you some very big insights about what you should stop doing, what you should probably do a little bit more of, and a little bit more about our approach to how we serve our clients. And if it jives with you, if it resonates with you, then you can book a call with us. And you can experience first-hand what it’s like to be on the receiving end of one of these calls.

You’ll very quickly realize that it’s not a sales pitch, and we tell you that right up front. You’re not going to be hard closed, but if you’re a good fit for us, watch what happens, right? You’re going to determine this is the right fit, we’re going to determine this is a good fit, and then the rubber will hit the road.

So, Jackie, Amy, Steph, thank you guys so much for sharing your insights and your perspectives, everyone else thank you guys so much for tuning in, for another between the ears episode. And, have an awesome day everyone, and we’ll talk to you later.

Jackie:                                   Bye everybody.

Amy:                                     Bye.

Stephanie:                          Bye.