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Transforming Wellness Sales: Why FOMO Tactics Don't Work · Growing a Deeply Rooted Business: Launches, Funnels & Email Marketing with Intention

• 0:00
  Hello
• 0:00
  and
• 0:01
  welcome
• 0:01
  back
• 0:01
  to
• 0:01
  another
• 0:02
  episode
• 0:02
  of
• 0:02
  the
• 0:02
  Deeply
• 0:02
  Rooting
• 0:03
  Business
• 0:04
  Podcast.
• 0:04
  My
• 0:05
  name
• 0:05
  is
• 0:06
  Jess,
• 0:06
  your
• 0:07
  operational
• 0:08
  and
• 0:08
  sustainable
• 0:09
  growth
• 0:09
  strategist.
• 0:10
  I'm
• 0:11
  here
• 0:11
  with
• 0:11
  Rachel,
• 0:12
  our
• 0:13
  resident
• 0:13
  marketing
• 0:14
  mastermind.
• 0:16
  And
• 0:16
  today
• 0:16
  we're
• 0:16
  going
• 0:17
  to
• 0:17
  be
• 0:17
  talking
• 0:18
  about
• 0:19
  a
• 0:19
  topic
• 0:19
  that's
• 0:19
  kind
• 0:20
  of
• 0:20
  been
• 0:21
  irking
• 0:22
  my
• 0:22
  nerves.
• 0:22
  Irking
• 0:23
  my
• 0:23
  nerves
• 0:24
  in
• 0:24
  my
• 0:25
  nerves
• 0:25
  a
• 0:25
  little
• 0:25
  bit.
• 0:26
  And
• 0:26
  that
• 0:26
  is
• 0:27
  just
• 0:28
  a
• 0:28
  mistake
• 0:28
  that
• 0:28
  I
• 0:29
  see
• 0:29
  especially
• 0:30
  wellness
• 0:31
  and
• 0:31
  health
• 0:31
  coaches
• 0:32
  make
• 0:32
  when
• 0:33
  they're
• 0:33
  trying
• 0:33
  to
• 0:33
  sell.
• 0:34
  They're
• 0:35
  either
• 0:35
  one
• 0:35
  on
• 0:35
  one
• 0:35
  programs
• 0:36
  or
• 0:36
  these
• 0:37
  group
• 0:37
  programs.
• 0:38
  And
• 0:38
  that
• 0:39
  is
• 0:39
  trying
• 0:39
  to
• 0:40
  sell
• 0:40
  it
• 0:41
  using
• 0:41
  the
• 0:41
  same
• 0:42
  like
• 0:43
  high
• 0:43
  scarcity
• 0:44
  FOMO
• 0:45
  tactics
• 0:46
  that
• 0:46
  we
• 0:46
  see
• 0:46
  a
• 0:47
  lot
• 0:47
  of
• 0:48
  business
• 0:48
  coaches
• 0:49
  or
• 0:50
  business
• 0:50
  coaching
• 0:50
  programs
• 0:51
  sold
• 0:51
  as.
• 0:52
  But
• 0:52
  I
• 0:52
  can
• 0:52
  definitely
• 0:53
  see,
• 0:53
  see
• 0:54
  why
• 0:55
  like
• 0:55
  this
• 0:56
  kind
• 0:56
  of
• 0:56
  mistake
• 0:56
  would
• 0:57
  happen
• 0:58
  because
• 0:58
  like,
• 0:59
  obviously
• 0:59
  you're
• 0:59
  like,
• 1:00
  well,
• 1:00
  this
• 1:00
  works
• 1:00
  on
• 1:00
  me.
• 1:01
  But
• 1:01
  I
• 1:02
  think
• 1:02
  one
• 1:02
  of
• 1:02
  the
• 1:02
  main
• 1:02
  things,
• 1:02
  and
• 1:03
  that's
• 1:03
  why
• 1:03
  I'm
• 1:03
  glad
• 1:03
  Rachel
• 1:04
  is
• 1:04
  here
• 1:04
  to
• 1:04
  discuss
• 1:05
  is
• 1:05
  like
• 1:05
  the
• 1:06
  emotional
• 1:07
  triggers
• 1:08
  that
• 1:08
  causes
• 1:09
  someone
• 1:09
  to
• 1:09
  buy
• 1:09
  when
• 1:10
  they're
• 1:10
  buying
• 1:10
  a
• 1:11
  business
• 1:11
  program
• 1:11
  is
• 1:12
  a
• 1:12
  lot
• 1:12
  different
• 1:13
  than
• 1:13
  when
• 1:14
  someone's
• 1:14
  trying
• 1:14
  to
• 1:14
  buy
• 1:15
  something
• 1:15
  that's
• 1:15
  personally
• 1:16
  going
• 1:16
  to
• 1:16
  help
• 1:16
  them
• 1:17
  impact
• 1:17
  their
• 1:17
  health
• 1:17
  and
• 1:18
  wellness.
• 1:18
  I
• 1:19
  think
• 1:19
  there
• 1:19
  are
• 1:20
  so
• 1:20
  many
• 1:21
  businesses,
• 1:21
  coaches
• 1:22
  out
• 1:22
  there
• 1:23
  that
• 1:23
  essentially
• 1:24
  have
• 1:24
  found
• 1:25
  a
• 1:25
  system
• 1:25
  that
• 1:26
  works
• 1:26
  for
• 1:26
  them
• 1:27
  and
• 1:27
  they
• 1:28
  end
• 1:28
  up
• 1:28
  just
• 1:28
  selling,
• 1:29
  rinsing
• 1:29
  and
• 1:29
  repeating
• 1:30
  that
• 1:30
  process
• 1:31
  and
• 1:31
  selling
• 1:31
  it
• 1:31
  outwards
• 1:32
  towards
• 1:33
  other
• 1:33
  people.
• 1:33
  But
• 1:34
  the
• 1:34
  problem
• 1:34
  with
• 1:34
  that
• 1:34
  is
• 1:35
  like,
• 1:35
  you
• 1:35
  may
• 1:36
  have
• 1:36
  a
• 1:36
  very
• 1:37
  monetary
• 1:38
  heavy
• 1:38
  result
• 1:39
  or
• 1:39
  transformation
• 1:40
  that
• 1:40
  you
• 1:41
  can
• 1:41
  deliver.
• 1:42
  And
• 1:42
  when
• 1:42
  you
• 1:42
  try
• 1:42
  to
• 1:43
  use
• 1:43
  those
• 1:43
  same
• 1:44
  tactics
• 1:44
  to
• 1:45
  do
• 1:46
  something
• 1:46
  that's
• 1:46
  more
• 1:47
  internal,
• 1:48
  health
• 1:48
  wise,
• 1:49
  the
• 1:49
  triggers
• 1:50
  and
• 1:50
  responses
• 1:51
  aren't
• 1:51
  quite
• 1:51
  the
• 1:51
  same.
• 1:52
  And
• 1:52
  so
• 1:53
  of
• 1:53
  course
• 1:53
  it
• 1:53
  works
• 1:54
  for
• 1:54
  you.
• 1:54
  Right,
• 1:54
  because
• 1:55
  your
• 1:55
  end
• 1:55
  goal
• 1:55
  is
• 1:56
  wanting
• 1:56
  to
• 1:56
  make
• 1:57
  more
• 1:57
  money.
• 1:58
  So
• 1:58
  you
• 1:58
  are
• 1:59
  kind
• 1:59
  of
• 1:59
  the
• 1:59
  direct
• 2:00
  target
• 2:00
  for
• 2:00
  that.
• 2:01
  But
• 2:01
  replicating
• 2:02
  that
• 2:02
  type
• 2:02
  of
• 2:02
  a
• 2:02
  strategy
• 2:03
  for
• 2:03
  your
• 2:03
  clients
• 2:04
  whose
• 2:04
  goal
• 2:05
  isn't
• 2:05
  to
• 2:05
  make
• 2:06
  more
• 2:06
  money,
• 2:06
  it's
• 2:06
  to
• 2:07
  feel
• 2:07
  better
• 2:07
  in
• 2:07
  their
• 2:08
  bodies,
• 2:08
  it's
• 2:08
  to
• 2:09
  heal
• 2:09
  certain
• 2:09
  components
• 2:10
  of
• 2:10
  their
• 2:11
  health.
• 2:11
  And
• 2:11
  all
• 2:11
  of
• 2:12
  those
• 2:12
  things.
• 2:12
  It's
• 2:13
  definitely
• 2:14
  not
• 2:14
  a
• 2:14
  same
• 2:15
  rinse
• 2:15
  and
• 2:15
  repeat
• 2:16
  strategy.
• 2:16
  I
• 2:17
  see
• 2:17
  it
• 2:17
  all
• 2:17
  the
• 2:17
  time
• 2:18
  and
• 2:18
  I
• 2:18
  think
• 2:18
  it's
• 2:19
  definitely
• 2:19
  one
• 2:19
  of
• 2:19
  those
• 2:19
  things
• 2:20
  that
• 2:20
  probably
• 2:20
  bottleneck
• 2:21
  a
• 2:21
  lot
• 2:21
  of
• 2:21
  people
• 2:22
  in
• 2:22
  the
• 2:22
  wellness
• 2:22
  space
• 2:23
  into
• 2:23
  actually
• 2:24
  getting
• 2:24
  decent
• 2:25
  results.
• 2:25
  Yeah,
• 2:26
  I
• 2:26
  think
• 2:26
  one
• 2:26
  of
• 2:27
  the
• 2:27
  main
• 2:27
  ways
• 2:27
  that
• 2:28
  you
• 2:28
  can
• 2:28
  sell
• 2:28
  your
• 2:28
  program
• 2:29
  is
• 2:29
  really
• 2:29
  putting
• 2:29
  yourself
• 2:30
  in
• 2:30
  the
• 2:31
  shoes
• 2:31
  of
• 2:31
  your
• 2:32
  ideal
• 2:32
  client
• 2:33
  and
• 2:33
  just
• 2:34
  recognizing
• 2:35
  that
• 2:35
  the
• 2:35
  way
• 2:35
  like
• 2:35
  business
• 2:36
  to
• 2:36
  business
• 2:36
  is
• 2:36
  sold
• 2:37
  is
• 2:37
  very,
• 2:37
  very
• 2:38
  different,
• 2:38
  like
• 2:38
  Rachel
• 2:38
  said,
• 2:39
  than
• 2:39
  business
• 2:39
  to
• 2:40
  customer.
• 2:40
  And
• 2:41
  sometimes,
• 2:41
  like
• 2:41
  even
• 2:42
  in
• 2:42
  the
• 2:42
  worst
• 2:42
  case
• 2:42
  scenario
• 2:43
  when
• 2:43
  this
• 2:43
  stuff
• 2:43
  is
• 2:44
  used,
• 2:44
  you
• 2:44
  can
• 2:44
  actually
• 2:45
  end
• 2:45
  up
• 2:45
  repelling
• 2:46
  a
• 2:46
  bunch
• 2:46
  of
• 2:47
  clients
• 2:47
  because
• 2:48
  you're
• 2:48
  not
• 2:49
  giving
• 2:49
  them
• 2:50
  what
• 2:50
  they
• 2:50
  need.
• 2:51
  And
• 2:51
  the
• 2:51
  most
• 2:51
  important
• 2:52
  things
• 2:52
  that
• 2:52
  I
• 2:52
  think
• 2:53
  someone
• 2:53
  needs
• 2:53
  when
• 2:54
  or
• 2:54
  I
• 2:54
  need
• 2:55
  when
• 2:55
  working
• 2:56
  with
• 2:56
  me
• 2:56
  on
• 2:56
  my
• 2:57
  health
• 2:57
  and
• 2:57
  wellness
• 2:58
  is
• 2:58
  like
• 2:59
  trust.
• 3:00
  Knowing
• 3:00
  that
• 3:00
  they
• 3:01
  have
• 3:01
  expertise,
• 3:02
  knowing
• 3:03
  that
• 3:03
  they're
• 3:04
  going
• 3:04
  to
• 3:05
  really
• 3:05
  look
• 3:05
  at
• 3:05
  me
• 3:06
  from
• 3:06
  like
• 3:06
  an
• 3:07
  individualized
• 3:08
  standpoint
• 3:09
  and
• 3:09
  if
• 3:09
  that's
• 3:09
  what
• 3:09
  I'm
• 3:10
  looking
• 3:10
  for.
• 3:10
  And
• 3:10
  I'm
• 3:10
  getting
• 3:11
  emails
• 3:11
  that
• 3:11
  are
• 3:11
  like,
• 3:12
  don't
• 3:12
  miss
• 3:12
  out
• 3:12
  on
• 3:13
  last
• 3:13
  chance
• 3:14
  and
• 3:14
  like
• 3:14
  you
• 3:14
  get
• 3:14
  all
• 3:15
  of
• 3:15
  these
• 3:15
  things
• 3:15
  and
• 3:16
  like
• 3:16
  bonuses.
• 3:16
  Like
• 3:17
  I
• 3:17
  don't
• 3:18
  think
• 3:18
  people
• 3:19
  care
• 3:19
  about
• 3:19
  that
• 3:20
  in
• 3:20
  the
• 3:20
  same
• 3:21
  degree
• 3:22
  in
• 3:22
  the
• 3:22
  health
• 3:22
  and
• 3:22
  wellness
• 3:23
  space
• 3:23
  than
• 3:23
  they
• 3:24
  do.
• 3:24
  But
• 3:25
  that's
• 3:25
  not
• 3:25
  to
• 3:26
  say
• 3:26
  that
• 3:26
  like
• 3:26
  urgency
• 3:27
  and
• 3:28
  those
• 3:28
  tactics
• 3:29
  don't
• 3:29
  work
• 3:29
  across
• 3:30
  the
• 3:30
  board
• 3:30
  because
• 3:30
  they
• 3:31
  do,
• 3:31
  but
• 3:31
  they
• 3:31
  work
• 3:32
  a
• 3:32
  little
• 3:32
  bit
• 3:32
  differently
• 3:33
  in
• 3:33
  the
• 3:33
  health,
• 3:33
  wellness.
• 3:34
  So
• 3:35
  let's
• 3:35
  talk
• 3:35
  about
• 3:36
  it
• 3:36
  then.
• 3:36
  Okay,
• 3:36
  let's
• 3:36
  then
• 3:37
  break
• 3:37
  down
• 3:37
  kind
• 3:37
  of
• 3:38
  like
• 3:38
  urgency
• 3:39
  and
• 3:39
  scarcity
• 3:40
  and
• 3:40
  how
• 3:41
  this
• 3:41
  would
• 3:41
  look
• 3:42
  differently
• 3:42
  when
• 3:43
  you're
• 3:43
  using
• 3:43
  it
• 3:43
  for
• 3:44
  a
• 3:44
  health
• 3:44
  and
• 3:44
  wellness
• 3:44
  program
• 3:45
  versus
• 3:45
  like
• 3:45
  a
• 3:46
  business
• 3:46
  program.
• 3:47
  Yeah.
• 3:47
  So
• 3:47
  I
• 3:48
  mean
• 3:48
  I
• 3:48
  definitely
• 3:49
  think
• 3:49
  that
• 3:50
  as
• 3:50
  a
• 3:50
  default
• 3:50
  and
• 3:51
  I
• 3:51
  mean
• 3:51
  anybody
• 3:51
  with
• 3:52
  an
• 3:52
  ounce
• 3:53
  of
• 3:53
  marketing
• 3:53
  understanding
• 3:54
  knows
• 3:55
  urgency,
• 3:55
  scarcity,
• 3:56
  they
• 3:56
  work
• 3:57
  right.
• 3:57
  And
• 3:58
  so
• 3:58
  really
• 3:58
  understanding
• 3:59
  that
• 3:59
  like
• 4:00
  you
• 4:00
  have
• 4:00
  to
• 4:00
  use
• 4:01
  those
• 4:01
  in
• 4:01
  a
• 4:02
  very
• 4:02
  particular
• 4:03
  way.
• 4:04
  I'll
• 4:04
  use
• 4:04
  an
• 4:04
  example
• 4:04
  for
• 4:05
  one
• 4:05
  of
• 4:05
  my
• 4:05
  clients.
• 4:05
  One
• 4:05
  of
• 4:05
  my
• 4:05
  clients
• 4:06
  just
• 4:06
  was
• 4:07
  trying
• 4:07
  to
• 4:07
  launch
• 4:07
  a
• 4:08
  Black
• 4:08
  Friday
• 4:09
  sale
• 4:10
  and
• 4:10
  we
• 4:10
  had
• 4:10
  like
• 4:10
  a
• 4:11
  whole
• 4:11
  team
• 4:11
  discussion
• 4:12
  where
• 4:12
  we
• 4:12
  looked
• 4:12
  at
• 4:13
  the
• 4:13
  data
• 4:13
  and
• 4:13
  we
• 4:13
  sat
• 4:14
  there
• 4:14
  and
• 4:14
  we
• 4:14
  said
• 4:15
  actually
• 4:16
  a
• 4:16
  lot
• 4:16
  of
• 4:16
  the
• 4:17
  things
• 4:17
  that
• 4:17
  we
• 4:17
  were
• 4:17
  hearing
• 4:18
  from
• 4:18
  people
• 4:18
  who
• 4:19
  did
• 4:19
  take
• 4:20
  action
• 4:20
  on
• 4:21
  this
• 4:21
  type
• 4:21
  of
• 4:21
  promotion
• 4:23
  last
• 4:23
  year
• 4:23
  was
• 4:23
  that
• 4:24
  the
• 4:24
  December
• 4:25
  timeframe
• 4:25
  was
• 4:25
  just
• 4:26
  too
• 4:26
  chaotic.
• 4:26
  They
• 4:27
  couldn't
• 4:27
  implement
• 4:28
  the
• 4:28
  strategies
• 4:28
  they
• 4:29
  needed,
• 4:29
  which
• 4:30
  typically
• 4:30
  comes
• 4:30
  with
• 4:31
  health
• 4:31
  clients.
• 4:32
  And
• 4:32
  like
• 4:32
  in
• 4:33
  the
• 4:33
  wellness
• 4:33
  space
• 4:34
  where
• 4:34
  you
• 4:34
  kind
• 4:34
  of
• 4:34
  have
• 4:35
  to
• 4:35
  follow
• 4:36
  a
• 4:36
  very
• 4:36
  like
• 4:37
  structured
• 4:38
  routine
• 4:38
  or
• 4:38
  make
• 4:39
  changes
• 4:40
  and
• 4:40
  their
• 4:40
  lifestyle
• 4:41
  for
• 4:41
  the
• 4:41
  clients
• 4:42
  weren't
• 4:42
  actually
• 4:42
  necessary.
• 4:43
  So
• 4:43
  the
• 4:43
  Black
• 4:44
  Friday
• 4:44
  like
• 4:45
  urgency
• 4:45
  that
• 4:46
  was
• 4:46
  like
• 4:46
  defaultly
• 4:47
  tied
• 4:47
  in
• 4:47
  there
• 4:48
  ended
• 4:48
  up
• 4:48
  like
• 4:49
  not
• 4:50
  working
• 4:50
  well
• 4:51
  for
• 4:51
  the
• 4:51
  clients
• 4:51
  and
• 4:52
  they
• 4:52
  had
• 4:52
  really
• 4:52
  bad
• 4:52
  experiences
• 4:53
  of
• 4:53
  being
• 4:53
  like
• 4:54
  actually
• 4:54
  like
• 4:54
  this
• 4:55
  30
• 4:55
  day
• 4:55
  program
• 4:56
  that
• 4:56
  I
• 4:56
  was
• 4:56
  supposed
• 4:56
  to
• 4:56
  run
• 4:57
  in
• 4:57
  December,
• 4:58
  like
• 4:58
  didn't
• 4:59
  do
• 4:59
  anything
• 5:00
  for
• 5:00
  me
• 5:00
  because
• 5:01
  life
• 5:01
  and
• 5:01
  like,
• 5:02
  you
• 5:02
  know,
• 5:02
  my
• 5:03
  holidays
• 5:03
  and
• 5:04
  all
• 5:04
  of
• 5:04
  this
• 5:04
  stuff.
• 5:04
  And
• 5:05
  so
• 5:05
  making
• 5:06
  sure
• 5:06
  that
• 5:06
  like
• 5:06
  timing
• 5:07
  in
• 5:07
  alignment
• 5:08
  with
• 5:08
  like
• 5:08
  your
• 5:09
  clients
• 5:10
  experience
• 5:11
  is
• 5:11
  necessary
• 5:12
  so
• 5:12
  that
• 5:12
  you
• 5:13
  can
• 5:13
  have
• 5:13
  a
• 5:13
  good
• 5:14
  result
• 5:14
  as
• 5:14
  well.
• 5:15
  Yeah,
• 5:16
  yeah,
• 5:16
  I
• 5:16
  completely
• 5:17
  agree
• 5:17
  with
• 5:17
  that.
• 5:17
  And
• 5:17
  we
• 5:18
  do
• 5:18
  see
• 5:18
  that
• 5:18
  in
• 5:18
  health
• 5:18
  and
• 5:19
  wellness
• 5:19
  and
• 5:19
  that's
• 5:19
  why
• 5:19
  you
• 5:20
  really
• 5:20
  have
• 5:20
  to
• 5:20
  like
• 5:20
  be
• 5:21
  intentional
• 5:21
  with
• 5:21
  how
• 5:22
  you're
• 5:22
  messaging
• 5:23
  in
• 5:23
  it
• 5:23
  and
• 5:23
  like,
• 5:24
  you
• 5:24
  know,
• 5:24
  really
• 5:25
  getting
• 5:25
  into
• 5:25
  the
• 5:25
  mind
• 5:25
  of
• 5:25
  your
• 5:26
  client
• 5:26
  and
• 5:26
  what
• 5:26
  their
• 5:27
  objections
• 5:28
  might
• 5:28
  be
• 5:28
  and
• 5:28
  trying
• 5:29
  to
• 5:29
  like
• 5:29
  head
• 5:29
  those
• 5:30
  off
• 5:30
  from
• 5:31
  the
• 5:31
  get
• 5:31
  go.
• 5:32
  One
• 5:32
  thing
• 5:32
  that
• 5:32
  I
• 5:33
  see
• 5:33
  too,
• 5:33
  especially
• 5:34
  like
• 5:34
  when
• 5:34
  we
• 5:34
  go
• 5:34
  into
• 5:34
  like
• 5:35
  that
• 5:35
  live
• 5:35
  launch,
• 5:36
  like
• 5:36
  sales
• 5:37
  emails,
• 5:37
  is
• 5:38
  sometimes,
• 5:39
  you
• 5:39
  know,
• 5:39
  focusing
• 5:40
  too
• 5:40
  much
• 5:41
  on
• 5:41
  like
• 5:41
  the
• 5:42
  fear
• 5:42
  of
• 5:42
  missing
• 5:43
  out
• 5:43
  or
• 5:44
  laying
• 5:44
  in
• 5:44
  that
• 5:45
  scarcity
• 5:45
  versus,
• 5:46
  versus,
• 5:46
  I
• 5:46
  guess
• 5:47
  showing
• 5:47
  like
• 5:47
  the
• 5:48
  benefits
• 5:48
  of
• 5:49
  the
• 5:49
  program
• 5:49
  or
• 5:49
  like
• 5:50
  the
• 5:50
  feature
• 5:50
  or
• 5:51
  relying
• 5:51
  too
• 5:51
  much
• 5:51
  on
• 5:51
  like
• 5:51
  the
• 5:52
  features.
• 5:52
  I
• 5:52
  feel
• 5:52
  like,
• 5:53
  you
• 5:53
  know,
• 5:53
  this
• 5:53
  is
• 5:53
  everything
• 5:54
  you
• 5:54
  get
• 5:54
  but
• 5:54
  always
• 5:55
  trying
• 5:55
  to
• 5:55
  tie
• 5:55
  in
• 5:56
  the
• 5:56
  features
• 5:57
  and
• 5:57
  the
• 5:57
  benefits.
• 5:58
  And
• 5:58
  I
• 5:58
  think
• 5:59
  it's
• 5:59
  so
• 5:59
  funny,
• 5:59
  like,
• 6:00
  just
• 6:00
  because
• 6:00
  I
• 6:00
  like
• 6:00
  to
• 6:00
  like
• 6:00
  give
• 6:01
  real
• 6:01
  world
• 6:02
  examples
• 6:02
  for
• 6:02
  this.
• 6:03
  But
• 6:03
  Athleta
• 6:03
  had
• 6:03
  a
• 6:03
  very
• 6:04
  specific
• 6:04
  selling
• 6:05
  model
• 6:05
  that
• 6:05
  they
• 6:05
  would
• 6:05
  teach
• 6:06
  all
• 6:06
  of
• 6:06
  their
• 6:06
  associates.
• 6:07
  And
• 6:07
  it's
• 6:07
  basically
• 6:08
  kind
• 6:08
  of
• 6:08
  like
• 6:08
  taking
• 6:09
  the
• 6:09
  person
• 6:09
  through
• 6:10
  this.
• 6:10
  So
• 6:10
  like
• 6:10
  how
• 6:11
  someone
• 6:11
  comes
• 6:11
  in
• 6:12
  and
• 6:12
  you
• 6:12
  engage
• 6:12
  with
• 6:12
  them
• 6:13
  and
• 6:13
  you
• 6:13
  try
• 6:13
  to
• 6:13
  find
• 6:14
  like
• 6:14
  as
• 6:15
  much
• 6:15
  information
• 6:15
  as
• 6:16
  you
• 6:16
  can
• 6:16
  about
• 6:16
  that
• 6:17
  person
• 6:17
  coming
• 6:17
  into
• 6:18
  your
• 6:18
  building
• 6:19
  and
• 6:19
  why
• 6:19
  they're
• 6:20
  there,
• 6:20
  like
• 6:20
  what
• 6:20
  specific
• 6:21
  problem
• 6:21
  they
• 6:22
  are,
• 6:22
  and
• 6:23
  then
• 6:23
  using
• 6:23
  that
• 6:23
  information
• 6:24
  to
• 6:24
  walk
• 6:25
  them
• 6:25
  to
• 6:25
  the
• 6:26
  product.
• 6:26
  And
• 6:27
  not
• 6:27
  only
• 6:27
  pointing
• 6:27
  out
• 6:28
  like,
• 6:28
  oh,
• 6:29
  this
• 6:29
  pant
• 6:30
  has
• 6:30
  a
• 6:30
  cargo
• 6:31
  pant,
• 6:31
  but
• 6:32
  like,
• 6:32
  oh,
• 6:32
  it
• 6:32
  has
• 6:32
  a
• 6:33
  cargo
• 6:33
  pant.
• 6:33
  And
• 6:34
  if
• 6:34
  you
• 6:34
  learn
• 6:34
  that
• 6:34
  that
• 6:35
  person
• 6:35
  was
• 6:35
  going
• 6:36
  to
• 6:36
  Disney
• 6:36
  with
• 6:36
  their
• 6:36
  children
• 6:37
  next
• 6:37
  week
• 6:37
  and
• 6:37
  they're
• 6:37
  looking
• 6:37
  for
• 6:37
  that
• 6:38
  as
• 6:38
  a
• 6:38
  cargo
• 6:38
  pan
• 6:39
  next
• 6:39
  week,
• 6:39
  so
• 6:39
  you
• 6:39
  can
• 6:39
  like
• 6:40
  store
• 6:40
  all
• 6:40
  of
• 6:40
  your
• 6:41
  like,
• 6:41
  things
• 6:41
  while
• 6:41
  you're
• 6:42
  walking
• 6:42
  around
• 6:42
  your
• 6:42
  Disney
• 6:43
  park.
• 6:43
  And
• 6:43
  like,
• 6:44
  that's
• 6:44
  exactly
• 6:45
  what
• 6:45
  you're
• 6:45
  trying
• 6:45
  to
• 6:46
  do
• 6:46
  on
• 6:46
  your
• 6:47
  sales
• 6:47
  page.
• 6:48
  The
• 6:48
  disadvantage
• 6:49
  that
• 6:49
  you
• 6:49
  have
• 6:50
  when
• 6:50
  doing
• 6:50
  it
• 6:50
  online
• 6:50
  is
• 6:51
  that
• 6:51
  you're
• 6:51
  not
• 6:51
  able
• 6:51
  to
• 6:52
  directly
• 6:52
  interact
• 6:53
  with
• 6:53
  that
• 6:53
  customer
• 6:54
  there.
• 6:54
  But
• 6:55
  that's
• 6:55
  why
• 6:55
  we
• 6:55
  do
• 6:55
  things
• 6:56
  like
• 6:56
  market
• 6:56
  research
• 6:57
  and
• 6:57
  send
• 6:57
  surveys
• 6:58
  and
• 6:59
  test
• 6:59
  messaging
• 6:59
  before
• 7:00
  we
• 7:00
  launch
• 7:00
  so
• 7:01
  that
• 7:01
  we
• 7:01
  can
• 7:01
  really
• 7:02
  figure
• 7:02
  out
• 7:03
  what
• 7:04
  specific
• 7:05
  like,
• 7:05
  not
• 7:05
  only
• 7:05
  like,
• 7:06
  we
• 7:06
  know
• 7:06
  our
• 7:06
  program
• 7:06
  has
• 7:07
  features,
• 7:07
  but
• 7:07
  how
• 7:07
  to
• 7:08
  tie
• 7:08
  those
• 7:08
  features
• 7:09
  to
• 7:09
  specific
• 7:10
  needs
• 7:11
  that
• 7:12
  customers
• 7:12
  have.
• 7:13
  I
• 7:13
  think
• 7:13
  it'd
• 7:13
  be
• 7:13
  really
• 7:14
  helpful
• 7:14
  because
• 7:14
  Rachel
• 7:15
  has
• 7:15
  this
• 7:15
  align
• 7:16
  leads
• 7:16
  formula
• 7:17
  program
• 7:17
  where
• 7:17
  she
• 7:18
  kind
• 7:18
  of
• 7:18
  walks
• 7:18
  through
• 7:19
  the
• 7:19
  different
• 7:19
  needs
• 7:20
  that
• 7:20
  potential
• 7:21
  clients
• 7:21
  have.
• 7:22
  But
• 7:22
  maybe
• 7:22
  just
• 7:22
  give
• 7:22
  me
• 7:22
  like
• 7:23
  a
• 7:23
  high
• 7:23
  level
• 7:23
  overview
• 7:24
  of
• 7:24
  like
• 7:24
  the
• 7:24
  needs
• 7:25
  you're
• 7:25
  trying
• 7:25
  to
• 7:26
  identify
• 7:27
  and
• 7:27
  then
• 7:27
  how
• 7:28
  you
• 7:28
  would
• 7:28
  use
• 7:28
  that
• 7:28
  information.
• 7:29
  Yeah,
• 7:30
  so
• 7:30
  I
• 7:30
  actually
• 7:30
  just
• 7:31
  went
• 7:31
  over
• 7:31
  this
• 7:32
  with
• 7:32
  a
• 7:33
  wellness,
• 7:34
  like
• 7:34
  a
• 7:34
  hormone
• 7:35
  coach
• 7:35
  the
• 7:35
  other
• 7:35
  day.
• 7:36
  And
• 7:37
  it's
• 7:37
  one
• 7:37
  of
• 7:37
  those
• 7:37
  things
• 7:38
  where
• 7:38
  if
• 7:38
  you
• 7:39
  look
• 7:39
  at
• 7:39
  all
• 7:39
  of
• 7:40
  the
• 7:40
  benefits
• 7:40
  of
• 7:41
  a
• 7:41
  wellness
• 7:41
  program
• 7:42
  to
• 7:42
  a
• 7:43
  specific,
• 7:43
  like,
• 7:44
  purchaser,
• 7:45
  like,
• 7:45
  you
• 7:46
  can
• 7:46
  hit
• 7:46
  on
• 7:46
  a
• 7:46
  hundred
• 7:47
  different
• 7:47
  things,
• 7:47
  right?
• 7:47
  You
• 7:47
  can
• 7:48
  say,
• 7:48
  oh,
• 7:48
  you'll
• 7:48
  sleep
• 7:48
  better,
• 7:49
  you'll
• 7:49
  eat
• 7:49
  better,
• 7:50
  you'll
• 7:50
  have
• 7:51
  more
• 7:51
  energy,
• 7:51
  you'll
• 7:52
  do
• 7:52
  this,
• 7:52
  you'll
• 7:52
  do
• 7:53
  that,
• 7:53
  and
• 7:53
  all
• 7:54
  of
• 7:54
  those
• 7:54
  things
• 7:54
  from
• 7:55
  like
• 7:55
  a
• 7:55
  high
• 7:55
  level
• 7:55
  perspective,
• 7:56
  like,
• 7:56
  great,
• 7:57
  love
• 7:57
  that.
• 7:58
  But
• 7:58
  when
• 7:58
  you
• 7:59
  have
• 7:59
  this
• 7:59
  kind
• 7:59
  of
• 8:00
  like
• 8:00
  deeper
• 8:01
  message
• 8:01
  in
• 8:02
  like
• 8:02
  one
• 8:02
  of
• 8:02
  them.
• 8:03
  So
• 8:03
  like,
• 8:03
  you'll
• 8:03
  sleep
• 8:04
  better,
• 8:04
  like
• 8:04
  no
• 8:05
  more
• 8:05
  tossing
• 8:05
  and
• 8:06
  turning
• 8:06
  and
• 8:06
  you
• 8:07
  know,
• 8:07
  you'll
• 8:07
  get
• 8:07
  eight
• 8:07
  hours
• 8:08
  of
• 8:08
  sleep
• 8:08
  and
• 8:08
  blah,
• 8:09
  blah,
• 8:09
  blah.
• 8:09
  And
• 8:09
  like
• 8:09
  you
• 8:09
  can
• 8:10
  really
• 8:10
  kind
• 8:10
  of
• 8:10
  like
• 8:11
  niche
• 8:11
  into
• 8:12
  those
• 8:12
  specific
• 8:13
  problems.
• 8:15
  And
• 8:15
  in
• 8:15
  the
• 8:15
  Align
• 8:16
  Leads
• 8:16
  formula,
• 8:16
  it's
• 8:17
  talking
• 8:17
  about
• 8:17
  bringing
• 8:18
  in
• 8:18
  a
• 8:18
  very,
• 8:18
  very
• 8:19
  specific
• 8:19
  ideal
• 8:20
  client
• 8:20
  into
• 8:21
  your
• 8:21
  funnels
• 8:21
  to
• 8:22
  kind
• 8:22
  of
• 8:22
  push
• 8:22
  them
• 8:23
  further
• 8:23
  down
• 8:24
  into
• 8:24
  a
• 8:24
  conversion.
• 8:25
  Like
• 8:25
  Jess
• 8:26
  was
• 8:26
  saying,
• 8:26
  like
• 8:26
  in
• 8:27
  person
• 8:27
  you
• 8:28
  can
• 8:28
  pick
• 8:28
  up
• 8:28
  on
• 8:28
  those
• 8:28
  little
• 8:29
  cues
• 8:29
  and
• 8:29
  you
• 8:29
  can
• 8:29
  kind
• 8:30
  of
• 8:30
  say
• 8:30
  like,
• 8:30
  oh,
• 8:31
  yeah,
• 8:31
  I
• 8:31
  know,
• 8:31
  like
• 8:32
  I,
• 8:32
  I
• 8:32
  slept
• 8:33
  terrible
• 8:33
  last
• 8:33
  night
• 8:33
  and
• 8:34
  impacted
• 8:34
  my
• 8:34
  day
• 8:35
  and
• 8:35
  I
• 8:35
  was
• 8:36
  just
• 8:36
  in
• 8:36
  a
• 8:36
  brain
• 8:36
  fog
• 8:37
  all
• 8:37
  day
• 8:37
  long.
• 8:37
  And
• 8:38
  like
• 8:38
  this
• 8:38
  kind
• 8:38
  of
• 8:38
  ripple
• 8:39
  effect
• 8:39
  that
• 8:39
  goes
• 8:40
  out
• 8:40
  that
• 8:40
  then
• 8:40
  that
• 8:40
  person
• 8:41
  can
• 8:41
  be
• 8:41
  sitting
• 8:41
  there
• 8:41
  and
• 8:42
  be
• 8:42
  like,
• 8:42
  you
• 8:43
  get
• 8:43
  it
• 8:43
  when
• 8:44
  you
• 8:44
  do
• 8:45
  that
• 8:45
  market
• 8:45
  research
• 8:45
  and
• 8:46
  you
• 8:46
  can
• 8:46
  kind
• 8:46
  of
• 8:46
  like
• 8:47
  not
• 8:47
  like
• 8:47
  just
• 8:48
  umbrella
• 8:49
  blast
• 8:49
  them
• 8:49
  with
• 8:50
  benefits.
• 8:51
  You
• 8:51
  can
• 8:51
  really
• 8:52
  hone
• 8:52
  in
• 8:52
  on
• 8:52
  one
• 8:53
  of
• 8:53
  them
• 8:53
  and
• 8:53
  say,
• 8:54
  oh
• 8:54
  my
• 8:54
  gosh,
• 8:55
  that
• 8:55
  sleep.
• 8:55
  Like
• 8:56
  you're
• 8:56
  going
• 8:56
  to
• 8:56
  show
• 8:56
  up
• 8:56
  more
• 8:57
  like
• 8:57
  energized
• 8:58
  for
• 8:58
  your
• 8:58
  kids.
• 8:59
  Like,
• 8:59
  you're
• 8:59
  going
• 8:59
  to
• 8:59
  be
• 9:00
  excited
• 9:00
  to,
• 9:01
  you
• 9:01
  know,
• 9:01
  that
• 9:01
  you're
• 9:02
  not
• 9:02
  having
• 9:02
  to
• 9:02
  think
• 9:02
  about
• 9:03
  like
• 9:03
  all
• 9:03
  of
• 9:03
  the
• 9:04
  things
• 9:04
  that
• 9:04
  you
• 9:04
  have
• 9:04
  to
• 9:05
  do
• 9:05
  because
• 9:05
  you
• 9:05
  can
• 9:05
  like
• 9:06
  easily
• 9:06
  check
• 9:06
  them
• 9:07
  off
• 9:07
  your
• 9:07
  list
• 9:07
  and
• 9:07
  not
• 9:08
  just
• 9:08
  like
• 9:08
  be
• 9:08
  dragging
• 9:08
  yourself
• 9:09
  from
• 9:09
  one
• 9:09
  thing
• 9:09
  to
• 9:10
  another.
• 9:10
  And
• 9:10
  like
• 9:11
  the
• 9:11
  person
• 9:11
  that's
• 9:12
  reading
• 9:12
  that
• 9:13
  regardless
• 9:13
  if
• 9:13
  you
• 9:14
  had
• 9:14
  a
• 9:14
  conversation
• 9:14
  with
• 9:15
  them
• 9:15
  or
• 9:15
  not,
• 9:15
  is
• 9:15
  going
• 9:15
  to
• 9:16
  be
• 9:16
  like,
• 9:16
  oh
• 9:17
  my
• 9:17
  gosh,
• 9:17
  yes,
• 9:18
  yes,
• 9:19
  that's
• 9:19
  exactly
• 9:20
  how
• 9:20
  I
• 9:20
  felt
• 9:20
  the
• 9:20
  other
• 9:20
  day
• 9:21
  when
• 9:21
  I
• 9:21
  didn't
• 9:21
  get
• 9:21
  enough
• 9:22
  sleep.
• 9:22
  And
• 9:22
  so
• 9:23
  you
• 9:23
  can
• 9:23
  kind
• 9:23
  of
• 9:23
  start
• 9:23
  to
• 9:24
  like
• 9:24
  build
• 9:24
  that
• 9:24
  non
• 9:25
  personal
• 9:26
  relationship
• 9:27
  through
• 9:28
  your
• 9:28
  messaging
• 9:29
  and
• 9:29
  through
• 9:29
  your
• 9:29
  sales
• 9:30
  tactics
• 9:30
  and
• 9:30
  all
• 9:30
  of
• 9:31
  that.
• 9:31
  I
• 9:32
  love
• 9:32
  that
• 9:32
  you
• 9:32
  said
• 9:32
  like,
• 9:33
  you
• 9:33
  get
• 9:33
  me.
• 9:33
  Because
• 9:34
  Athleta's
• 9:34
  selling
• 9:35
  model
• 9:35
  was,
• 9:36
  it
• 9:36
  was
• 9:36
  called
• 9:36
  Together,
• 9:36
  but
• 9:37
  if
• 9:37
  you
• 9:37
  break
• 9:37
  it
• 9:37
  down,
• 9:37
  it
• 9:37
  would
• 9:38
  be
• 9:38
  to
• 9:38
  get
• 9:39
  her.
• 9:39
  So
• 9:40
  it
• 9:40
  was
• 9:40
  like
• 9:40
  a
• 9:40
  specific
• 9:41
  selling
• 9:41
  model
• 9:41
  that
• 9:41
  we
• 9:42
  would
• 9:42
  use
• 9:42
  to
• 9:42
  understand
• 9:43
  the
• 9:43
  customer,
• 9:44
  show
• 9:44
  her
• 9:44
  that
• 9:44
  we
• 9:44
  get
• 9:45
  her,
• 9:45
  and
• 9:46
  then
• 9:46
  obviously
• 9:46
  like
• 9:47
  get
• 9:47
  her
• 9:47
  to
• 9:47
  buy
• 9:47
  too.
• 9:48
  So
• 9:48
  I
• 9:48
  love
• 9:48
  that
• 9:48
  little
• 9:49
  play
• 9:49
  on
• 9:49
  words,
• 9:50
  but.
• 9:50
  And
• 9:50
  like
• 9:51
  each
• 9:51
  one
• 9:51
  had
• 9:51
  a
• 9:51
  step
• 9:51
  and
• 9:51
  it
• 9:51
  went
• 9:52
  out.
• 9:52
  But
• 9:52
  whatever.
• 9:53
  I
• 9:53
  digress.
• 9:54
  All
• 9:54
  right.
• 9:54
  Are
• 9:54
  there
• 9:55
  any
• 9:55
  other,
• 9:55
  like,
• 9:55
  tactics
• 9:56
  that
• 9:56
  we
• 9:57
  could
• 9:57
  talk
• 9:57
  about
• 9:57
  specifically?
• 9:58
  I
• 9:59
  don't
• 9:59
  want
• 9:59
  to
• 9:59
  say
• 9:59
  like
• 9:59
  unethical
• 10:00
  or
• 10:00
  some
• 10:00
  of
• 10:00
  the
• 10:00
  more
• 10:01
  bro
• 10:02
  marketing
• 10:02
  tactics
• 10:03
  and
• 10:03
  how
• 10:04
  we
• 10:04
  can
• 10:04
  translate
• 10:05
  them
• 10:05
  into
• 10:06
  wellness?
• 10:06
  Like,
• 10:06
  are
• 10:06
  we
• 10:06
  still
• 10:07
  using
• 10:07
  them
• 10:07
  because
• 10:08
  we
• 10:08
  know
• 10:08
  they
• 10:08
  work
• 10:08
  and
• 10:09
  they're
• 10:09
  useful,
• 10:09
  but
• 10:10
  kind
• 10:10
  of
• 10:10
  like
• 10:11
  tweaking
• 10:11
  Them
• 10:12
  a
• 10:12
  little
• 10:12
  bit
• 10:12
  for
• 10:12
  the
• 10:13
  wellness
• 10:13
  space
• 10:13
  specifically.
• 10:15
  Yeah,
• 10:15
  I
• 10:16
  mean
• 10:16
  I
• 10:16
  definitely
• 10:17
  think
• 10:17
  there's
• 10:18
  a
• 10:18
  lot
• 10:18
  of.
• 10:18
  When
• 10:18
  you
• 10:19
  think
• 10:19
  of
• 10:19
  scaling
• 10:20
  your
• 10:20
  wellness
• 10:20
  business,
• 10:21
  there's
• 10:22
  a
• 10:22
  lot
• 10:22
  of
• 10:22
  default
• 10:23
  into
• 10:23
  like
• 10:24
  a
• 10:24
  group
• 10:25
  program
• 10:25
  of
• 10:25
  some
• 10:25
  sort
• 10:26
  and
• 10:26
  like
• 10:26
  kind
• 10:27
  of
• 10:27
  lumping
• 10:28
  all
• 10:28
  of
• 10:28
  these
• 10:28
  clients
• 10:29
  into
• 10:29
  one
• 10:30
  like
• 10:30
  from
• 10:30
  the
• 10:31
  business
• 10:31
  side
• 10:32
  to
• 10:32
  minimize
• 10:33
  your
• 10:33
  own
• 10:34
  effort
• 10:35
  in.
• 10:35
  Not
• 10:35
  effort,
• 10:35
  but
• 10:36
  like
• 10:36
  your
• 10:36
  own
• 10:36
  like
• 10:37
  time
• 10:37
  management.
• 10:38
  Instead
• 10:38
  of
• 10:39
  like
• 10:39
  managing
• 10:39
  10
• 10:39
  one
• 10:40
  on
• 10:40
  one
• 10:40
  clients,
• 10:40
  you
• 10:40
  just
• 10:41
  put
• 10:41
  them
• 10:41
  all
• 10:41
  into
• 10:41
  one
• 10:42
  container.
• 10:43
  And
• 10:43
  I
• 10:43
  think
• 10:43
  the
• 10:44
  flip
• 10:44
  side
• 10:44
  of
• 10:44
  that,
• 10:45
  especially
• 10:45
  in
• 10:45
  the
• 10:45
  wellness
• 10:46
  space,
• 10:46
  is
• 10:46
  that
• 10:47
  yes,
• 10:47
  there's
• 10:47
  power
• 10:48
  in
• 10:48
  community,
• 10:49
  but
• 10:49
  there's
• 10:49
  also
• 10:49
  a
• 10:50
  lot
• 10:50
  of
• 10:50
  vulnerability
• 10:51
  in
• 10:51
  the
• 10:51
  wellness
• 10:52
  transformations.
• 10:53
  Where
• 10:54
  you
• 10:54
  could
• 10:54
  have
• 10:54
  a
• 10:55
  business
• 10:55
  coach
• 10:56
  say
• 10:56
  like
• 10:56
  oh
• 10:56
  yeah,
• 10:57
  launch
• 10:57
  this
• 10:57
  group
• 10:58
  program
• 10:58
  and
• 10:59
  one
• 10:59
  of
• 10:59
  your
• 10:59
  main
• 11:00
  objections
• 11:01
  may
• 11:01
  be
• 11:01
  like
• 11:01
  well
• 11:02
  I
• 11:02
  just
• 11:02
  don't
• 11:02
  know
• 11:02
  these
• 11:03
  people
• 11:03
  and
• 11:03
  I
• 11:03
  don't
• 11:03
  know
• 11:03
  how
• 11:04
  comfortable
• 11:04
  I
• 11:04
  would
• 11:04
  feel
• 11:05
  sharing
• 11:05
  that
• 11:06
  information.
• 11:07
  And
• 11:07
  so
• 11:08
  there's
• 11:08
  a
• 11:08
  lot
• 11:08
  of
• 11:09
  that
• 11:09
  like
• 11:09
  contradiction
• 11:10
  where
• 11:10
  you
• 11:10
  yourself
• 11:11
  have
• 11:11
  to
• 11:11
  kind
• 11:12
  of
• 11:12
  combat
• 11:12
  like
• 11:13
  this
• 11:13
  scalability
• 11:14
  model
• 11:15
  that
• 11:15
  online
• 11:16
  business
• 11:16
  tends
• 11:16
  to
• 11:17
  like
• 11:17
  promote
• 11:17
  and
• 11:18
  like
• 11:18
  do
• 11:18
  all
• 11:18
  of
• 11:18
  that
• 11:18
  and
• 11:19
  then
• 11:19
  also
• 11:19
  create
• 11:20
  like
• 11:20
  a
• 11:20
  really
• 11:20
  so
• 11:21
  space
• 11:21
  for
• 11:21
  your
• 11:22
  clients.
• 11:22
  If
• 11:22
  you
• 11:22
  are
• 11:23
  dealing
• 11:23
  with
• 11:23
  a
• 11:23
  lot
• 11:24
  of
• 11:24
  those
• 11:24
  kind
• 11:25
  of
• 11:25
  more
• 11:25
  vulnerable
• 11:26
  like
• 11:26
  health
• 11:27
  topics.
• 11:27
  If
• 11:28
  it's
• 11:28
  something
• 11:28
  that
• 11:28
  is
• 11:29
  like
• 11:29
  super
• 11:29
  empowering
• 11:30
  about
• 11:30
  like
• 11:30
  hey
• 11:31
  yeah,
• 11:31
  accountability
• 11:32
  and
• 11:32
  like
• 11:32
  community,
• 11:33
  let's
• 11:33
  say
• 11:33
  if
• 11:33
  you're
• 11:34
  doing
• 11:34
  like
• 11:34
  weight
• 11:35
  loss
• 11:35
  of
• 11:35
  some
• 11:35
  sort,
• 11:36
  great.
• 11:36
  I
• 11:37
  think
• 11:37
  that
• 11:37
  that
• 11:37
  totally
• 11:38
  pairs
• 11:38
  really
• 11:38
  well
• 11:38
  together.
• 11:39
  But
• 11:39
  if
• 11:39
  you're
• 11:40
  doing
• 11:40
  something
• 11:40
  in
• 11:40
  that
• 11:41
  like
• 11:41
  infertility
• 11:42
  space
• 11:43
  or
• 11:43
  something
• 11:43
  that
• 11:43
  is
• 11:44
  like
• 11:44
  a
• 11:44
  little
• 11:44
  bit
• 11:45
  more
• 11:45
  like
• 11:45
  close
• 11:46
  to
• 11:46
  the
• 11:46
  chest,
• 11:47
  you
• 11:47
  have
• 11:47
  to
• 11:47
  think
• 11:47
  like
• 11:47
  you
• 11:48
  can't
• 11:48
  force
• 11:48
  your
• 11:49
  clients
• 11:50
  into
• 11:50
  a
• 11:51
  bucket
• 11:51
  just
• 11:52
  for
• 11:52
  the
• 11:52
  benefits
• 11:52
  of
• 11:53
  your
• 11:53
  own
• 11:53
  business
• 11:54
  growth.
• 11:54
  You
• 11:55
  know
• 11:55
  what
• 11:55
  I
• 11:55
  mean?
• 11:55
  I
• 11:55
  think
• 11:55
  that's
• 11:56
  one
• 11:56
  that's
• 11:56
  always
• 11:56
  given
• 11:57
  me
• 11:57
  a
• 11:57
  lot
• 11:58
  of
• 11:58
  ick.
• 11:58
  And
• 11:58
  I
• 11:59
  see
• 11:59
  so
• 11:59
  many
• 12:00
  wellness
• 12:00
  businesses
• 12:01
  kind
• 12:01
  of
• 12:01
  default
• 12:01
  into
• 12:02
  that
• 12:02
  and
• 12:02
  then
• 12:02
  get
• 12:03
  disappointed
• 12:03
  when
• 12:03
  they're
• 12:04
  like
• 12:04
  well
• 12:04
  nobody
• 12:04
  joined
• 12:05
  and
• 12:05
  everybody
• 12:05
  just
• 12:06
  wants
• 12:06
  one
• 12:06
  on
• 12:06
  one
• 12:06
  support.
• 12:07
  And
• 12:07
  I'm
• 12:07
  like,
• 12:07
  you
• 12:08
  have
• 12:08
  to
• 12:08
  think
• 12:08
  about
• 12:08
  that.
• 12:09
  Yeah,
• 12:10
  I
• 12:10
  think
• 12:10
  too.
• 12:10
  I
• 12:11
  see
• 12:11
  like
• 12:11
  when
• 12:12
  we're
• 12:12
  thinking
• 12:12
  about
• 12:12
  what
• 12:13
  clients
• 12:13
  objectives
• 12:14
  may
• 12:14
  be
• 12:15
  is
• 12:15
  really
• 12:16
  thinking
• 12:16
  about.
• 12:17
  I
• 12:17
  mean
• 12:17
  maybe
• 12:17
  this
• 12:17
  is
• 12:18
  for
• 12:18
  me
• 12:18
  you
• 12:18
  can
• 12:18
  say,
• 12:19
  but
• 12:19
  like
• 12:19
  I
• 12:19
  think
• 12:19
  too
• 12:20
  a
• 12:20
  lot
• 12:20
  of
• 12:20
  the
• 12:20
  reason
• 12:21
  why
• 12:21
  people
• 12:21
  want
• 12:21
  to
• 12:21
  work
• 12:21
  with
• 12:22
  a
• 12:22
  health
• 12:22
  or
• 12:22
  a
• 12:22
  wellness
• 12:22
  coach
• 12:23
  is
• 12:23
  for
• 12:23
  that
• 12:24
  accountability.
• 12:25
  So
• 12:25
  when
• 12:25
  you're
• 12:25
  trying
• 12:26
  to
• 12:26
  do
• 12:26
  just
• 12:26
  a
• 12:27
  group
• 12:27
  program,
• 12:28
  I
• 12:28
  feel
• 12:28
  like
• 12:28
  there's
• 12:29
  so
• 12:29
  much
• 12:29
  information
• 12:30
  out
• 12:30
  there
• 12:30
  already
• 12:31
  on
• 12:31
  how
• 12:31
  to
• 12:31
  improve
• 12:32
  their
• 12:32
  health.
• 12:32
  Like
• 12:33
  people
• 12:33
  have
• 12:33
  the
• 12:33
  knowledge,
• 12:34
  knowledge
• 12:35
  isn't
• 12:35
  like
• 12:35
  the
• 12:36
  cause
• 12:36
  of
• 12:36
  their
• 12:36
  disease.
• 12:37
  And
• 12:37
  even
• 12:37
  in
• 12:37
  Ayurveda
• 12:38
  there's
• 12:38
  like
• 12:38
  three
• 12:39
  main
• 12:39
  causes
• 12:40
  disease.
• 12:40
  It's
• 12:41
  like
• 12:41
  lack
• 12:41
  of
• 12:41
  knowledge.
• 12:42
  But
• 12:42
  we
• 12:42
  know
• 12:42
  that
• 12:42
  like
• 12:43
  people
• 12:43
  don't
• 12:43
  have
• 12:44
  a
• 12:44
  like
• 12:44
  lack
• 12:44
  of
• 12:45
  knowledge.
• 12:45
  It
• 12:45
  is
• 12:46
  lack
• 12:46
  of
• 12:47
  follow
• 12:47
  through
• 12:48
  or
• 12:48
  accountability
• 12:49
  or
• 12:50
  and
• 12:50
  like
• 12:51
  time
• 12:51
  they
• 12:52
  have
• 12:52
  the
• 12:52
  knowledge
• 12:52
  already.
• 12:53
  And
• 12:53
  if
• 12:53
  you're
• 12:53
  going
• 12:53
  to
• 12:54
  do
• 12:54
  a
• 12:54
  group
• 12:54
  program,
• 12:55
  how
• 12:55
  are
• 12:55
  you
• 12:55
  going
• 12:56
  to
• 12:56
  address
• 12:56
  like
• 12:56
  the
• 12:57
  accountability
• 12:57
  and
• 12:58
  the
• 12:58
  timing
• 12:58
  aspect?
• 12:59
  And
• 13:00
  I
• 13:00
  think
• 13:00
  that's
• 13:00
  where
• 13:00
  it
• 13:01
  becomes
• 13:01
  really,
• 13:01
  really
• 13:01
  important
• 13:02
  to
• 13:03
  understand
• 13:04
  that
• 13:04
  with
• 13:04
  your
• 13:04
  group
• 13:04
  programs
• 13:05
  or
• 13:05
  with
• 13:05
  your
• 13:05
  courses
• 13:06
  you're
• 13:06
  not
• 13:06
  just
• 13:06
  selling
• 13:07
  knowledge.
• 13:07
  Because
• 13:08
  literally
• 13:08
  I
• 13:08
  can
• 13:08
  go
• 13:08
  into
• 13:08
  chat
• 13:09
  GPT
• 13:09
  right
• 13:09
  now
• 13:10
  and
• 13:10
  I
• 13:10
  have
• 13:11
  done
• 13:11
  it
• 13:11
  and
• 13:12
  see
• 13:12
  it
• 13:12
  my
• 13:12
  blood
• 13:12
  sample
• 13:13
  results
• 13:13
  and
• 13:14
  tell
• 13:14
  it
• 13:14
  to
• 13:14
  act
• 13:14
  like
• 13:14
  a
• 13:14
  functional
• 13:15
  integrative
• 13:15
  dietitian
• 13:16
  and
• 13:16
  give
• 13:17
  me
• 13:17
  a
• 13:17
  protocol
• 13:17
  to
• 13:18
  follow.
• 13:18
  It's
• 13:19
  the
• 13:19
  accountability
• 13:20
  that
• 13:20
  people
• 13:20
  are
• 13:20
  going
• 13:21
  to
• 13:21
  want
• 13:21
  and
• 13:21
  need.
• 13:21
  So
• 13:21
  how
• 13:22
  do
• 13:22
  you
• 13:22
  work
• 13:22
  that
• 13:23
  in
• 13:23
  from
• 13:23
  a
• 13:23
  client
• 13:24
  experience
• 13:24
  standpoint
• 13:25
  to
• 13:25
  give
• 13:25
  that
• 13:25
  accountability
• 13:26
  and
• 13:27
  then
• 13:28
  kind
• 13:28
  of
• 13:28
  coming
• 13:28
  up
• 13:29
  like
• 13:29
  niching
• 13:29
  down
• 13:30
  to
• 13:30
  like
• 13:30
  the
• 13:31
  specific
• 13:32
  issues
• 13:32
  that
• 13:32
  you're
• 13:33
  trying
• 13:33
  to
• 13:34
  solve
• 13:35
  and
• 13:35
  coming
• 13:35
  up
• 13:35
  with
• 13:36
  like
• 13:36
  a
• 13:36
  framework
• 13:37
  or
• 13:37
  a
• 13:37
  step
• 13:37
  by
• 13:37
  step
• 13:37
  of
• 13:38
  how
• 13:38
  you're
• 13:38
  going
• 13:38
  to
• 13:38
  solve
• 13:38
  that
• 13:38
  where
• 13:38
  you're
• 13:39
  saving
• 13:39
  the
• 13:39
  person
• 13:40
  time
• 13:40
  because
• 13:41
  they're
• 13:41
  following
• 13:41
  something
• 13:42
  that
• 13:42
  you've
• 13:42
  already
• 13:42
  laid
• 13:43
  out.
• 13:43
  We're
• 13:43
  not
• 13:43
  just
• 13:43
  giving
• 13:44
  like
• 13:44
  a
• 13:44
  whole
• 13:44
  bunch
• 13:45
  of
• 13:45
  information.
• 13:46
  I
• 13:46
  think
• 13:46
  the
• 13:47
  default
• 13:47
  with
• 13:47
  like
• 13:47
  group
• 13:47
  programs
• 13:48
  and
• 13:48
  courses
• 13:48
  too
• 13:48
  is
• 13:49
  just
• 13:49
  to
• 13:49
  like
• 13:49
  give
• 13:50
  all
• 13:50
  the
• 13:50
  information.
• 13:50
  It's
• 13:51
  like
• 13:51
  really
• 13:51
  less
• 13:52
  is
• 13:52
  more.
• 13:52
  Already
• 13:53
  overwhelmed
• 13:54
  with
• 13:54
  the
• 13:54
  information.
• 13:55
  Yeah.
• 13:56
  So
• 13:56
  I
• 13:56
  mean
• 13:56
  that
• 13:56
  would,
• 13:56
  I
• 13:57
  would
• 13:57
  say
• 13:57
  that's
• 13:57
  kind
• 13:57
  of
• 13:57
  my
• 13:57
  last
• 13:58
  tactic
• 13:58
  that
• 13:59
  I
• 13:59
  think
• 13:59
  wellness
• 14:00
  people,
• 14:01
  wellness
• 14:02
  businesses
• 14:02
  tend
• 14:03
  to
• 14:03
  fall
• 14:03
  into
• 14:04
  and
• 14:04
  it
• 14:04
  tends
• 14:05
  to
• 14:05
  backfire
• 14:06
  for
• 14:06
  them
• 14:06
  in
• 14:06
  a
• 14:06
  way
• 14:07
  that
• 14:07
  is
• 14:07
  not,
• 14:08
  you
• 14:08
  know,
• 14:08
  it
• 14:08
  doesn't
• 14:08
  feel
• 14:09
  good
• 14:09
  when
• 14:09
  you're
• 14:09
  launching.
• 14:10
  So
• 14:10
  I
• 14:10
  just
• 14:11
  want
• 14:11
  to
• 14:11
  leave
• 14:11
  them
• 14:11
  with
• 14:12
  like
• 14:12
  some
• 14:12
  like
• 14:12
  strategies
• 14:13
  of
• 14:13
  like
• 14:13
  how
• 14:14
  to
• 14:14
  build
• 14:14
  like
• 14:14
  that
• 14:15
  connection
• 14:15
  with
• 14:15
  the
• 14:15
  audience.
• 14:16
  So
• 14:17
  one
• 14:17
  is
• 14:18
  just
• 14:18
  making
• 14:18
  sure
• 14:18
  like
• 14:18
  we've
• 14:19
  already
• 14:19
  talked
• 14:19
  about
• 14:19
  a
• 14:19
  lot
• 14:20
  like
• 14:20
  understanding
• 14:21
  like
• 14:21
  their
• 14:21
  unique
• 14:22
  struggles
• 14:22
  and
• 14:22
  be
• 14:22
  able
• 14:22
  to
• 14:23
  speak
• 14:23
  specifically
• 14:24
  to
• 14:24
  their
• 14:24
  pain.
• 14:25
  Point
• 14:26
  number
• 14:26
  two
• 14:27
  is
• 14:27
  make
• 14:27
  sure
• 14:28
  that
• 14:28
  you're
• 14:28
  providing
• 14:29
  like
• 14:29
  a
• 14:29
  ton
• 14:30
  of
• 14:30
  value
• 14:31
  and
• 14:31
  insight.
• 14:32
  Not
• 14:32
  only
• 14:32
  to
• 14:32
  establish
• 14:33
  yourself
• 14:33
  as
• 14:33
  the
• 14:34
  expert,
• 14:34
  but
• 14:34
  if
• 14:35
  you.
• 14:35
  It's
• 14:35
  that
• 14:35
  law
• 14:36
  of
• 14:36
  repro.
• 14:37
  Repos
• 14:38
  say
• 14:38
  it
• 14:38
  reprocess
• 14:39
  reciprocity.
• 14:40
  Reciprocity.
• 14:44
  My
• 14:44
  mouth
• 14:44
  does.
• 14:45
  There's
• 14:45
  certain
• 14:46
  words
• 14:46
  that
• 14:46
  my
• 14:46
  mouth
• 14:47
  does
• 14:47
  not
• 14:47
  say
• 14:47
  and
• 14:47
  I'm
• 14:48
  like,
• 14:48
  I
• 14:48
  know
• 14:48
  Rachel,
• 14:48
  you
• 14:49
  sword.
• 14:50
  But
• 14:50
  that
• 14:50
  giving
• 14:51
  and
• 14:51
  receiving
• 14:51
  even
• 14:52
  like
• 14:52
  Deepak
• 14:53
  Soap
• 14:53
  ch
• 14:54
  One
• 14:54
  of
• 14:54
  my
• 14:55
  favorite,
• 14:55
  like
• 14:55
  I
• 14:55
  have
• 14:56
  this
• 14:56
  book
• 14:56
  down
• 14:56
  here.
• 14:56
  That's
• 14:56
  why
• 14:56
  I'm
• 14:57
  pointing
• 14:57
  that
• 14:57
  I
• 14:57
  stole
• 14:57
  from
• 14:58
  the
• 14:58
  library.
• 14:58
  There's
• 14:58
  like
• 14:58
  an
• 14:59
  episode
• 14:59
  but
• 14:59
  that
• 14:59
  long
• 15:00
  time
• 15:00
  ago.
• 15:01
  But
• 15:01
  one
• 15:01
  of
• 15:01
  the
• 15:01
  things
• 15:01
  is
• 15:02
  called
• 15:02
  the
• 15:02
  law
• 15:02
  of
• 15:02
  giving
• 15:03
  receiving.
• 15:03
  And
• 15:04
  like
• 15:04
  that
• 15:04
  is
• 15:04
  very
• 15:04
  important
• 15:05
  when
• 15:05
  you're
• 15:05
  working
• 15:06
  with
• 15:06
  health
• 15:06
  and
• 15:06
  wellness
• 15:07
  clients
• 15:07
  is
• 15:07
  like
• 15:07
  to
• 15:07
  make
• 15:08
  sure
• 15:08
  that
• 15:08
  you're
• 15:08
  giving,
• 15:08
  you
• 15:09
  help
• 15:09
  them
• 15:09
  get
• 15:09
  a
• 15:09
  small
• 15:10
  win
• 15:10
  and
• 15:10
  then
• 15:10
  they'll
• 15:10
  trust
• 15:11
  you
• 15:11
  when
• 15:11
  they're
• 15:11
  ready
• 15:11
  for
• 15:11
  a
• 15:11
  bigger
• 15:12
  transformation.
• 15:13
  And
• 15:13
  then
• 15:14
  two
• 15:14
  is
• 15:14
  just
• 15:14
  really
• 15:15
  focusing
• 15:15
  on
• 15:15
  like
• 15:16
  building
• 15:16
  like
• 15:16
  an
• 15:16
  authentic
• 15:17
  relationship
• 15:17
  and
• 15:18
  connection
• 15:18
  like
• 15:19
  these
• 15:19
  people.
• 15:19
  A
• 15:19
  lot
• 15:20
  of
• 15:20
  times
• 15:20
  we
• 15:20
  can
• 15:20
  get
• 15:20
  so
• 15:21
  caught
• 15:21
  up
• 15:21
  in
• 15:21
  the
• 15:21
  numbers,
• 15:22
  especially
• 15:22
  as
• 15:22
  like
• 15:23
  numbers
• 15:23
  people,
• 15:23
  but
• 15:24
  realizing
• 15:24
  that
• 15:25
  every
• 15:25
  person
• 15:25
  that's
• 15:26
  doing
• 15:26
  this
• 15:26
  email
• 15:27
  is
• 15:27
  an
• 15:27
  actual
• 15:28
  person.
• 15:29
  So
• 15:29
  making
• 15:29
  sure
• 15:29
  that
• 15:29
  you're
• 15:30
  building
• 15:30
  like
• 15:30
  that
• 15:31
  true
• 15:31
  connection
• 15:32
  with
• 15:32
  them.
• 15:33
  And
• 15:33
  I
• 15:34
  would
• 15:34
  say
• 15:34
  lastly,
• 15:35
  one
• 15:35
  of
• 15:35
  the
• 15:35
  biggest
• 15:36
  strategies,
• 15:37
  I
• 15:37
  would
• 15:37
  say
• 15:37
  from
• 15:37
  a
• 15:38
  content
• 15:38
  perspective
• 15:39
  and
• 15:39
  just
• 15:39
  from
• 15:39
  an
• 15:39
  overall
• 15:40
  conversion
• 15:40
  that
• 15:40
  I've
• 15:41
  seen
• 15:41
  do
• 15:41
  really
• 15:42
  well
• 15:42
  is
• 15:43
  talking
• 15:43
  about
• 15:44
  your
• 15:44
  case
• 15:44
  studies.
• 15:45
  You
• 15:46
  can
• 15:46
  use
• 15:46
  a
• 15:46
  singular
• 15:47
  case
• 15:47
  study
• 15:47
  and
• 15:48
  break
• 15:48
  it
• 15:48
  down
• 15:48
  into
• 15:49
  like
• 15:49
  five
• 15:50
  different
• 15:50
  things.
• 15:50
  Because
• 15:51
  one
• 15:52
  health
• 15:53
  transformation
• 15:53
  isn't
• 15:54
  only
• 15:55
  going
• 15:55
  to
• 15:55
  impact
• 15:56
  this.
• 15:56
  So
• 15:56
  for
• 15:56
  my
• 15:57
  fertility
• 15:57
  clients,
• 15:57
  like
• 15:58
  all
• 15:58
  of
• 15:58
  the
• 15:59
  frameworks
• 15:59
  that
• 16:00
  they
• 16:00
  kind
• 16:00
  of
• 16:00
  implement
• 16:00
  with
• 16:01
  their
• 16:01
  clients,
• 16:01
  whether
• 16:01
  it's
• 16:02
  acupuncture,
• 16:02
  supplementation
• 16:03
  and
• 16:04
  all
• 16:04
  of
• 16:04
  those
• 16:04
  things
• 16:05
  end
• 16:05
  up
• 16:05
  impacting
• 16:06
  more
• 16:06
  than
• 16:07
  just
• 16:07
  their
• 16:07
  fertility,
• 16:08
  right?
• 16:08
  It's
• 16:08
  their
• 16:09
  sleep,
• 16:09
  it's
• 16:09
  their
• 16:09
  diet,
• 16:10
  it's
• 16:10
  their
• 16:10
  mind,
• 16:11
  body,
• 16:11
  soul
• 16:11
  connection
• 16:12
  kind
• 16:12
  of
• 16:12
  thing.
• 16:13
  And
• 16:13
  so
• 16:13
  you
• 16:14
  can
• 16:14
  take
• 16:14
  each
• 16:14
  one
• 16:14
  of
• 16:15
  those
• 16:15
  transformations
• 16:16
  and
• 16:16
  make
• 16:16
  it
• 16:16
  an
• 16:17
  alternative
• 16:17
  kind
• 16:17
  of
• 16:18
  case
• 16:18
  study.
• 16:18
  And
• 16:19
  it's
• 16:19
  just
• 16:19
  off
• 16:19
  of
• 16:19
  one
• 16:20
  client.
• 16:20
  And
• 16:20
  I
• 16:20
  know
• 16:21
  that
• 16:21
  a
• 16:21
  lot
• 16:21
  of
• 16:22
  the
• 16:22
  first,
• 16:23
  like
• 16:23
  lowest
• 16:24
  hanging
• 16:24
  fruit
• 16:24
  that
• 16:24
  I
• 16:24
  do
• 16:25
  for
• 16:25
  some
• 16:25
  of
• 16:25
  my
• 16:26
  fertility
• 16:26
  clients
• 16:27
  that
• 16:27
  were
• 16:27
  setting
• 16:27
  up
• 16:28
  their
• 16:28
  lead
• 16:28
  magnet,
• 16:28
  we're
• 16:29
  setting
• 16:29
  up
• 16:29
  this
• 16:29
  is
• 16:29
  just
• 16:30
  really
• 16:30
  interjecting
• 16:31
  as
• 16:31
  many
• 16:32
  social
• 16:33
  proof
• 16:33
  case
• 16:33
  studies,
• 16:34
  like
• 16:34
  client
• 16:35
  results
• 16:36
  into
• 16:36
  their
• 16:36
  marketing.
• 16:37
  That
• 16:37
  is
• 16:38
  the
• 16:38
  best
• 16:38
  way
• 16:39
  to
• 16:40
  I
• 16:40
  think
• 16:41
  build
• 16:41
  trust
• 16:41
  and
• 16:42
  kind
• 16:42
  of
• 16:42
  show
• 16:43
  your
• 16:44
  framework
• 16:45
  in
• 16:45
  action
• 16:46
  versus
• 16:47
  just
• 16:47
  kind
• 16:47
  of
• 16:47
  like
• 16:48
  talking
• 16:48
  and
• 16:49
  educating
• 16:49
  about
• 16:50
  specific
• 16:51
  fertility
• 16:51
  things.
• 16:51
  Because
• 16:52
  somebody's
• 16:52
  going
• 16:52
  to
• 16:52
  do
• 16:52
  all
• 16:52
  that
• 16:53
  research
• 16:53
  and
• 16:53
  then
• 16:53
  be
• 16:53
  like,
• 16:54
  well,
• 16:54
  how
• 16:54
  do
• 16:54
  I
• 16:54
  implement
• 16:54
  it?
• 16:54
  Or
• 16:55
  how
• 16:55
  do
• 16:55
  I
• 16:55
  know
• 16:55
  that
• 16:55
  this
• 16:56
  will
• 16:56
  work
• 16:56
  for
• 16:56
  me?
• 16:56
  What
• 16:56
  is
• 16:57
  the
• 16:57
  biggest
• 16:57
  question
• 16:58
  that
• 16:58
  my
• 16:58
  clients
• 16:59
  in
• 16:59
  the
• 16:59
  wellness
• 16:59
  space
• 17:00
  like,
• 17:00
  hear?
• 17:00
  They're
• 17:00
  like,
• 17:01
  well,
• 17:01
  how
• 17:01
  will
• 17:01
  this
• 17:02
  work
• 17:02
  for
• 17:02
  me?
• 17:03
  And
• 17:03
  you
• 17:03
  say,
• 17:03
  well,
• 17:03
  here,
• 17:04
  this
• 17:04
  client
• 17:04
  was
• 17:05
  in
• 17:05
  almost
• 17:05
  in
• 17:05
  exactly
• 17:06
  your
• 17:06
  same
• 17:06
  shoes
• 17:07
  and
• 17:07
  here's
• 17:07
  the
• 17:07
  actual
• 17:07
  like
• 17:08
  path
• 17:08
  that
• 17:08
  we
• 17:08
  took
• 17:09
  and
• 17:09
  like
• 17:09
  look
• 17:09
  at
• 17:09
  our
• 17:10
  transformation.
• 17:10
  And
• 17:11
  you're
• 17:11
  more
• 17:11
  likely
• 17:11
  to
• 17:12
  see
• 17:12
  a
• 17:12
  conversion
• 17:13
  come
• 17:13
  out
• 17:13
  of
• 17:13
  something
• 17:13
  like
• 17:14
  that
• 17:14
  being
• 17:14
  then
• 17:15
  like
• 17:15
  kind
• 17:15
  of
• 17:15
  breaking
• 17:16
  down
• 17:16
  the
• 17:16
  actual
• 17:16
  like
• 17:17
  technicalities
• 17:18
  of
• 17:18
  your
• 17:19
  framework
• 17:19
  and
• 17:19
  all
• 17:19
  of
• 17:19
  that.
• 17:20
  So
• 17:20
  lowest
• 17:21
  hanging
• 17:21
  fruit
• 17:21
  to
• 17:22
  building
• 17:22
  trust.
• 17:22
  I've
• 17:23
  always,
• 17:23
  always
• 17:24
  seen
• 17:24
  great
• 17:24
  success
• 17:25
  of
• 17:25
  showing
• 17:26
  social
• 17:26
  proof,
• 17:27
  testimonials,
• 17:28
  case
• 17:28
  studies,
• 17:29
  and
• 17:29
  everything
• 17:29
  along
• 17:29
  those
• 17:30
  lines.
• 17:30
  So
• 17:30
  awesome.
• 17:31
  All
• 17:32
  right,
• 17:32
  well,
• 17:32
  we
• 17:32
  hope
• 17:32
  you
• 17:33
  enjoyed
• 17:33
  this
• 17:34
  episode.
• 17:35
  Next
• 17:35
  week
• 17:35
  we're
• 17:35
  going
• 17:36
  to
• 17:36
  have
• 17:36
  a
• 17:36
  special
• 17:36
  episode
• 17:37
  about
• 17:38
  and
• 17:38
  we'll
• 17:38
  be
• 17:38
  sharing
• 17:38
  our
• 17:39
  2024
• 17:40
  reflection
• 17:40
  guide
• 17:41
  to
• 17:41
  help
• 17:41
  you
• 17:41
  gear
• 17:41
  up
• 17:42
  for
• 17:42
  the
• 17:42
  new
• 17:43
  year.
• 17:43
  If
• 17:43
  you
• 17:44
  enjoyed
• 17:44
  this
• 17:44
  podcast,
• 17:45
  please
• 17:45
  like
• 17:46
  Follow
• 17:47
  Share
• 17:47
  this
• 17:47
  with
• 17:47
  a
• 17:48
  business
• 17:48
  that
• 17:48
  Steve
• 17:49
  we
• 17:49
  would
• 17:49
  appreciate
• 17:49
  that
• 17:50
  so
• 17:50
  much.
• 17:50
  Leave
• 17:50
  a
• 17:51
  Review
• 17:51
  DM
• 17:52
  us
• 17:52
  on
• 17:52
  Instagram.
• 17:52
  We've
• 17:53
  been
• 17:53
  getting
• 17:53
  a
• 17:53
  lot
• 17:53
  of
• 17:53
  DMS
• 17:54
  lately
• 17:54
  and
• 17:54
  we
• 17:55
  love
• 17:55
  to
• 17:55
  be
• 17:55
  able
• 17:55
  to
• 17:55
  get
• 17:55
  that
• 17:56
  feedback
• 17:56
  from
• 17:56
  our
• 17:57
  episodes.
• 17:57
  And
• 17:57
  not
• 17:57
  only
• 17:58
  that,
• 17:58
  but
• 17:58
  just
• 17:58
  get
• 17:58
  episode
• 17:59
  topics
• 17:59
  so
• 17:59
  we
• 18:00
  can
• 18:00
  continue
• 18:00
  to
• 18:00
  make
• 18:00
  this
• 18:01
  bigger
• 18:02
  and
• 18:02
  better.
• 18:03
  So
• 18:03
  until
• 18:03
  next
• 18:04
  week,
• 18:05
  we're
• 18:06
  rooting
• 18:06
  for.