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80. The 5 Stages Your Clients Go Through Before They Hire You · Burning Brightly

• 0:00
  It
• 0:00
  matters
• 0:00
  because
• 0:00
  there
• 0:00
  are
• 0:01
  people
• 0:01
  out
• 0:01
  there
• 0:01
  who
• 0:02
  need
• 0:02
  you.
• 0:02
  I
• 0:03
  firmly
• 0:03
  believe
• 0:03
  that
• 0:03
  if
• 0:04
  you
• 0:04
  feel
• 0:04
  called
• 0:04
  to
• 0:04
  your
• 0:05
  business,
• 0:05
  it's
• 0:05
  because
• 0:05
  God
• 0:06
  is
• 0:06
  trying
• 0:06
  to
• 0:06
  match
• 0:07
  you
• 0:07
  up
• 0:07
  with
• 0:07
  people
• 0:08
  who
• 0:08
  need
• 0:08
  what
• 0:09
  you
• 0:09
  have.
• 0:09
  But
• 0:10
  if
• 0:10
  they
• 0:10
  don't
• 0:10
  yet
• 0:10
  know
• 0:11
  that
• 0:11
  they
• 0:11
  need
• 0:12
  that,
• 0:12
  that's
• 0:12
  on
• 0:12
  us
• 0:13
  to
• 0:13
  teach
• 0:13
  them.
• 0:16
  This
• 0:16
  is
• 0:16
  Burning
• 0:16
  Brightly,
• 0:17
  a
• 0:17
  podcast
• 0:17
  for
• 0:18
  Christian
• 0:18
  moms
• 0:18
  who
• 0:18
  are
• 0:19
  feeling
• 0:19
  called
• 0:19
  to
• 0:19
  build
• 0:19
  a
• 0:19
  business
• 0:20
  and
• 0:20
  share
• 0:20
  their
• 0:21
  light
• 0:21
  with
• 0:21
  the
• 0:21
  world.
• 0:22
  I'm
• 0:22
  Bonnie
• 0:22
  Wescomb,
• 0:23
  a
• 0:23
  life
• 0:23
  coach,
• 0:24
  mom
• 0:24
  and
• 0:24
  entrepreneur,
• 0:25
  and
• 0:26
  I'm
• 0:26
  honored
• 0:26
  to
• 0:26
  be
• 0:26
  your
• 0:26
  guide
• 0:27
  as
• 0:27
  you
• 0:27
  face
• 0:27
  this
• 0:27
  business
• 0:28
  building
• 0:28
  adventure
• 0:28
  full
• 0:29
  of
• 0:29
  highs,
• 0:29
  lows,
• 0:30
  and
• 0:30
  everything
• 0:31
  in
• 0:31
  between.
• 0:32
  This
• 0:32
  is
• 0:32
  where
• 0:32
  we
• 0:32
  help
• 0:32
  each
• 0:33
  other
• 0:33
  find
• 0:33
  the
• 0:33
  courage
• 0:34
  to
• 0:34
  shine.
• 0:38
  Welcome
• 0:39
  back
• 0:39
  to
• 0:39
  the
• 0:39
  podcast,
• 0:39
  my
• 0:39
  friends.
• 0:40
  I'm
• 0:40
  so
• 0:40
  glad
• 0:40
  you're
• 0:40
  here,
• 0:40
  and
• 0:41
  that
• 0:41
  we
• 0:41
  get
• 0:41
  to
• 0:41
  talk
• 0:41
  about
• 0:42
  how
• 0:42
  to
• 0:42
  build
• 0:42
  a
• 0:42
  business
• 0:42
  with
• 0:43
  purpose.
• 0:43
  One
• 0:43
  that
• 0:43
  you
• 0:43
  are
• 0:44
  feeling
• 0:44
  inspired
• 0:44
  to
• 0:44
  build,
• 0:45
  answering
• 0:45
  this
• 0:46
  call
• 0:46
  that
• 0:46
  God
• 0:46
  may
• 0:46
  be
• 0:46
  extending
• 0:47
  to
• 0:47
  you
• 0:47
  and
• 0:47
  doing
• 0:48
  so
• 0:48
  in
• 0:48
  a
• 0:48
  way
• 0:48
  that
• 0:49
  makes
• 0:49
  you
• 0:49
  money,
• 0:49
  makes
• 0:50
  an
• 0:50
  impact,
• 0:50
  and
• 0:50
  makes
• 0:51
  you
• 0:51
  feel
• 0:51
  fulfilled.
• 0:52
  So
• 0:52
  today
• 0:53
  we're
• 0:53
  gonna
• 0:54
  be
• 0:54
  talking
• 0:54
  about
• 0:54
  why
• 0:54
  your
• 0:54
  marketing
• 0:55
  might
• 0:55
  not
• 0:56
  be
• 0:56
  working.
• 0:56
  It
• 0:57
  might
• 0:57
  not
• 0:57
  be
• 0:57
  that
• 0:58
  you're
• 0:58
  doing
• 0:58
  anything
• 0:58
  wrong.
• 0:59
  Specifically,
• 1:00
  it
• 1:00
  might
• 1:01
  just
• 1:01
  be
• 1:01
  your
• 1:01
  timing,
• 1:02
  and
• 1:02
  today
• 1:03
  we're
• 1:03
  gonna
• 1:03
  talk
• 1:03
  about
• 1:03
  your
• 1:04
  audience's
• 1:04
  awareness,
• 1:05
  where
• 1:05
  they
• 1:05
  are
• 1:06
  in
• 1:06
  their
• 1:06
  journey
• 1:07
  of
• 1:07
  becoming
• 1:07
  aware
• 1:08
  and
• 1:08
  ready
• 1:08
  to
• 1:08
  buy
• 1:09
  from
• 1:09
  you,
• 1:09
  so
• 1:09
  you
• 1:10
  can
• 1:10
  speak
• 1:10
  the
• 1:10
  right
• 1:10
  message
• 1:11
  to
• 1:11
  them
• 1:12
  at
• 1:12
  the
• 1:12
  right
• 1:13
  time.
• 1:13
  This
• 1:13
  is
• 1:13
  really
• 1:14
  critical
• 1:15
  Now,
• 1:15
  as
• 1:15
  we
• 1:15
  know.
• 1:16
  As
• 1:16
  consumers,
• 1:17
  not
• 1:17
  all
• 1:17
  marketing
• 1:18
  is
• 1:18
  created
• 1:18
  equal.
• 1:19
  There
• 1:19
  is
• 1:19
  some
• 1:19
  marketing
• 1:19
  that
• 1:20
  really
• 1:20
  resonates
• 1:20
  with
• 1:21
  us.
• 1:21
  There
• 1:21
  is
• 1:21
  some
• 1:21
  that
• 1:22
  falls
• 1:22
  flat.
• 1:23
  You
• 1:23
  probably
• 1:23
  know
• 1:24
  what
• 1:24
  appeals
• 1:24
  to
• 1:24
  you.
• 1:25
  I
• 1:25
  personally
• 1:25
  love
• 1:25
  humorous
• 1:26
  marketing.
• 1:27
  Any
• 1:27
  company
• 1:27
  that
• 1:27
  infuses
• 1:28
  humor
• 1:28
  to
• 1:28
  their
• 1:28
  marketing
• 1:29
  gets
• 1:29
  my
• 1:29
  attention.
• 1:31
  I
• 1:31
  also
• 1:31
  don't
• 1:31
  like
• 1:32
  it
• 1:32
  when
• 1:32
  marketing
• 1:32
  talks
• 1:32
  down
• 1:32
  to
• 1:33
  me.
• 1:33
  Right.
• 1:33
  So
• 1:33
  there's
• 1:33
  specific
• 1:34
  styles
• 1:34
  that
• 1:35
  may
• 1:35
  appeal
• 1:35
  to
• 1:35
  you
• 1:35
  or
• 1:35
  your
• 1:36
  audience
• 1:36
  more
• 1:37
  than
• 1:37
  another,
• 1:38
  but
• 1:38
  marketing
• 1:38
  generally
• 1:39
  falls
• 1:39
  flat
• 1:40
  for
• 1:40
  three
• 1:40
  main
• 1:40
  reasons.
• 1:41
  It
• 1:41
  is
• 1:42
  either
• 1:42
  the
• 1:42
  wrong
• 1:42
  message.
• 1:44
  The
• 1:44
  wrong
• 1:44
  audience
• 1:45
  that
• 1:45
  it's
• 1:45
  targeting
• 1:46
  or
• 1:46
  it's
• 1:47
  the
• 1:47
  wrong
• 1:47
  timing.
• 1:48
  And
• 1:48
  sometimes
• 1:49
  we
• 1:49
  can
• 1:49
  get
• 1:49
  all
• 1:49
  three
• 1:49
  wrong
• 1:50
  or
• 1:50
  a
• 1:50
  combination
• 1:51
  of
• 1:51
  these
• 1:51
  three,
• 1:51
  but
• 1:52
  if
• 1:52
  we
• 1:52
  can
• 1:52
  get
• 1:52
  each
• 1:53
  one
• 1:53
  of
• 1:53
  them
• 1:53
  right,
• 1:54
  then
• 1:54
  we
• 1:54
  can
• 1:54
  guarantee
• 1:55
  that
• 1:55
  we
• 1:55
  will
• 1:55
  be
• 1:55
  getting
• 1:56
  regular
• 1:56
  clients.
• 1:57
  So
• 1:57
  the
• 1:57
  wrong
• 1:58
  message
• 1:58
  might
• 1:58
  be,
• 1:58
  maybe
• 1:59
  it's
• 1:59
  not
• 1:59
  dialed
• 1:59
  in
• 2:00
  perfectly.
• 2:00
  Maybe
• 2:00
  your
• 2:00
  niche
• 2:01
  is
• 2:01
  a
• 2:01
  little
• 2:01
  bit
• 2:01
  fuzzy.
• 2:01
  People
• 2:02
  don't
• 2:02
  quite
• 2:02
  understand
• 2:03
  what
• 2:03
  you
• 2:03
  do.
• 2:03
  Maybe
• 2:04
  your
• 2:04
  offer
• 2:04
  isn't
• 2:04
  clear
• 2:04
  enough.
• 2:05
  The
• 2:05
  wrong
• 2:05
  audience
• 2:06
  could
• 2:06
  be,
• 2:07
  maybe
• 2:07
  you're
• 2:07
  talking
• 2:07
  to
• 2:07
  women.
• 2:09
  Who
• 2:09
  are
• 2:09
  a
• 2:09
  little
• 2:09
  bit
• 2:09
  older
• 2:10
  than
• 2:10
  your
• 2:10
  ideal
• 2:10
  audience,
• 2:11
  or
• 2:11
  you're
• 2:11
  talking
• 2:11
  to
• 2:11
  a
• 2:11
  combination
• 2:12
  of
• 2:12
  men
• 2:12
  and
• 2:12
  women,
• 2:12
  and
• 2:13
  really
• 2:13
  you
• 2:13
  only
• 2:13
  wanna
• 2:13
  coach
• 2:13
  men,
• 2:14
  right?
• 2:14
  So
• 2:14
  you
• 2:14
  can
• 2:15
  shift
• 2:15
  that.
• 2:15
  But
• 2:16
  when
• 2:16
  it
• 2:16
  comes
• 2:16
  to
• 2:16
  timing,
• 2:16
  today
• 2:17
  we're
• 2:17
  gonna
• 2:17
  talk
• 2:17
  specifically
• 2:18
  about
• 2:18
  the
• 2:18
  timing
• 2:19
  of
• 2:19
  awareness.
• 2:19
  Are
• 2:20
  your
• 2:20
  people
• 2:20
  even
• 2:21
  aware
• 2:22
  of
• 2:22
  their
• 2:22
  own
• 2:23
  problem
• 2:23
  and
• 2:23
  of
• 2:23
  the
• 2:23
  solutions
• 2:24
  that
• 2:24
  are
• 2:24
  out
• 2:25
  there?
• 2:25
  This
• 2:25
  is
• 2:25
  a
• 2:25
  really,
• 2:26
  really
• 2:26
  cool
• 2:26
  concept.
• 2:26
  When
• 2:27
  I
• 2:27
  first
• 2:27
  heard
• 2:27
  it
• 2:27
  and
• 2:28
  understood
• 2:28
  it,
• 2:28
  it
• 2:28
  kind
• 2:29
  of
• 2:29
  blew
• 2:29
  my
• 2:29
  mind,
• 2:29
  so
• 2:29
  I
• 2:29
  wanna
• 2:30
  make
• 2:30
  sure
• 2:30
  that
• 2:30
  you
• 2:30
  understand
• 2:31
  it
• 2:31
  as
• 2:31
  well.
• 2:31
  First
• 2:32
  of
• 2:32
  all,
• 2:32
  let
• 2:32
  me
• 2:32
  just
• 2:32
  share
• 2:33
  with
• 2:33
  you
• 2:33
  one
• 2:33
  of
• 2:33
  my
• 2:34
  own
• 2:34
  experiences
• 2:34
  as
• 2:35
  a
• 2:35
  buyer
• 2:35
  and.
• 2:36
  If
• 2:36
  you
• 2:36
  want,
• 2:36
  you
• 2:36
  could
• 2:36
  take
• 2:36
  a
• 2:37
  second
• 2:37
  to
• 2:37
  think
• 2:37
  about
• 2:37
  your
• 2:37
  own
• 2:37
  experiences
• 2:38
  as
• 2:38
  well.
• 2:39
  Think
• 2:39
  about
• 2:40
  a
• 2:40
  product
• 2:40
  or
• 2:41
  a
• 2:41
  service
• 2:41
  that
• 2:41
  you
• 2:42
  love
• 2:42
  now,
• 2:43
  and
• 2:43
  ask
• 2:44
  yourself
• 2:44
  this.
• 2:45
  Was
• 2:45
  there
• 2:45
  ever
• 2:45
  a
• 2:46
  time
• 2:46
  when
• 2:46
  you
• 2:46
  didn't
• 2:47
  know
• 2:47
  this
• 2:47
  product
• 2:47
  existed?
• 2:49
  Or
• 2:50
  maybe
• 2:50
  even
• 2:50
  before
• 2:50
  that?
• 2:51
  Was
• 2:51
  there
• 2:51
  a
• 2:51
  time
• 2:52
  when
• 2:52
  you
• 2:52
  didn't
• 2:52
  even
• 2:52
  know
• 2:52
  you
• 2:53
  needed
• 2:53
  something
• 2:54
  like
• 2:54
  that,
• 2:54
  that
• 2:54
  you
• 2:54
  didn't
• 2:54
  even
• 2:55
  know
• 2:55
  you
• 2:55
  had
• 2:55
  a
• 2:55
  problem?
• 2:56
  So
• 2:57
  here's
• 2:57
  kind
• 2:57
  of
• 2:57
  an
• 2:57
  awkward
• 2:58
  example
• 2:58
  I'm
• 2:58
  gonna
• 2:58
  give
• 2:59
  you.
• 3:00
  Body
• 3:00
  hair
• 3:00
  removal.
• 3:01
  There
• 3:01
  was
• 3:01
  a
• 3:01
  time
• 3:02
  in
• 3:02
  my
• 3:02
  young
• 3:02
  teen
• 3:02
  years
• 3:03
  where
• 3:03
  I
• 3:03
  didn't
• 3:03
  know
• 3:04
  that
• 3:04
  women
• 3:05
  did
• 3:05
  this
• 3:05
  sort
• 3:05
  of
• 3:05
  thing.
• 3:06
  I
• 3:06
  didn't
• 3:06
  know
• 3:06
  about
• 3:06
  razors
• 3:07
  and
• 3:07
  waxing
• 3:08
  and
• 3:09
  lasers
• 3:09
  and
• 3:10
  all
• 3:10
  the
• 3:10
  things
• 3:10
  that
• 3:10
  I
• 3:10
  know
• 3:11
  now.
• 3:11
  And
• 3:11
  then
• 3:12
  I
• 3:12
  grew
• 3:12
  up
• 3:13
  and
• 3:13
  I
• 3:13
  realized,
• 3:14
  oh,
• 3:14
  it's
• 3:14
  socially
• 3:15
  inappropriate
• 3:15
  to
• 3:16
  go
• 3:16
  out
• 3:16
  with
• 3:16
  hairy
• 3:17
  legs
• 3:17
  and
• 3:18
  hairy
• 3:18
  armpits
• 3:19
  and
• 3:19
  hairy
• 3:19
  all
• 3:19
  the
• 3:19
  things.
• 3:19
  So
• 3:20
  I'm
• 3:20
  going
• 3:21
  to.
• 3:21
  Look
• 3:22
  for
• 3:22
  a
• 3:22
  solution
• 3:23
  to
• 3:23
  this
• 3:23
  problem
• 3:23
  that
• 3:23
  I
• 3:24
  now
• 3:24
  realize
• 3:24
  I
• 3:24
  have.
• 3:25
  Right?
• 3:25
  And
• 3:25
  I
• 3:25
  kind
• 3:25
  of
• 3:25
  graduated
• 3:26
  along
• 3:26
  those
• 3:26
  lines.
• 3:27
  But
• 3:27
  here's
• 3:27
  an
• 3:27
  example
• 3:28
  that
• 3:28
  hits
• 3:28
  even
• 3:28
  closer
• 3:29
  to
• 3:29
  home
• 3:29
  as
• 3:29
  a.
• 3:30
  Consumer
• 3:31
  of
• 3:31
  life
• 3:31
  coaching.
• 3:32
  There
• 3:32
  was
• 3:32
  a
• 3:32
  time
• 3:32
  when
• 3:32
  I
• 3:32
  didn't
• 3:32
  know
• 3:33
  life
• 3:33
  coaching
• 3:33
  even
• 3:33
  existed.
• 3:34
  I
• 3:34
  think
• 3:34
  I
• 3:34
  had
• 3:34
  heard
• 3:35
  the
• 3:35
  term
• 3:35
  a
• 3:35
  couple
• 3:35
  of
• 3:35
  times,
• 3:36
  but
• 3:36
  I
• 3:36
  wasn't
• 3:37
  sure
• 3:37
  what
• 3:37
  it
• 3:37
  was.
• 3:37
  In
• 3:37
  fact,
• 3:38
  for
• 3:38
  the
• 3:38
  most
• 3:38
  part,
• 3:38
  I
• 3:38
  just
• 3:38
  thought
• 3:38
  it
• 3:38
  was
• 3:39
  probably
• 3:39
  people
• 3:39
  with
• 3:40
  really
• 3:40
  incredible
• 3:40
  lives
• 3:41
  were
• 3:41
  going
• 3:41
  around
• 3:41
  telling
• 3:41
  us
• 3:42
  dummies
• 3:42
  who
• 3:42
  had
• 3:42
  bad
• 3:43
  lives,
• 3:43
  how
• 3:43
  to
• 3:43
  get
• 3:44
  better
• 3:44
  ones.
• 3:45
  And
• 3:45
  so
• 3:45
  when
• 3:45
  I
• 3:45
  heard
• 3:46
  about,
• 3:46
  I
• 3:46
  believe
• 3:46
  it
• 3:46
  was
• 3:46
  Jody
• 3:47
  Moore
• 3:47
  was
• 3:47
  the
• 3:47
  first
• 3:47
  coach,
• 3:48
  I
• 3:48
  was
• 3:48
  really
• 3:49
  exposed
• 3:50
  to
• 3:50
  her
• 3:50
  work.
• 3:51
  Someone
• 3:51
  shared
• 3:52
  her
• 3:52
  podcast
• 3:52
  with
• 3:52
  me
• 3:52
  and
• 3:53
  I
• 3:53
  just
• 3:53
  thought,
• 3:53
  oh,
• 3:53
  this
• 3:53
  woman
• 3:54
  who
• 3:54
  calls
• 3:54
  herself
• 3:54
  a
• 3:54
  life
• 3:54
  coach
• 3:55
  gives
• 3:55
  some
• 3:55
  pretty
• 3:56
  good
• 3:56
  advice
• 3:57
  and
• 3:57
  it
• 3:57
  resonated
• 3:57
  with
• 3:57
  me
• 3:57
  and
• 3:58
  I
• 3:58
  started
• 3:58
  listening.
• 3:59
  I
• 3:59
  didn't
• 3:59
  wake
• 3:59
  up
• 3:59
  one
• 3:59
  day
• 4:00
  thinking,
• 4:00
  man,
• 4:00
  my
• 4:00
  life
• 4:01
  is
• 4:01
  a
• 4:01
  total
• 4:01
  dump.
• 4:01
  I
• 4:01
  need
• 4:02
  a
• 4:02
  life
• 4:02
  coach.
• 4:03
  I
• 4:03
  just
• 4:03
  kinda
• 4:03
  liked
• 4:03
  some
• 4:03
  of
• 4:03
  the
• 4:04
  things
• 4:04
  she
• 4:04
  was
• 4:04
  saying
• 4:05
  and
• 4:05
  then
• 4:05
  I
• 4:05
  started
• 4:06
  seeing
• 4:06
  some
• 4:07
  of
• 4:07
  the
• 4:08
  concepts
• 4:08
  she
• 4:08
  was
• 4:08
  talking
• 4:09
  about
• 4:09
  resonating
• 4:10
  in
• 4:10
  my
• 4:10
  own
• 4:10
  life,
• 4:10
  and
• 4:10
  I
• 4:11
  went
• 4:11
  along
• 4:11
  that
• 4:11
  path
• 4:11
  of
• 4:12
  awareness.
• 4:12
  So
• 4:12
  we're
• 4:12
  gonna
• 4:12
  dive
• 4:13
  deep
• 4:13
  into
• 4:13
  it
• 4:14
  right
• 4:14
  now.
• 4:16
  Now
• 4:16
  the
• 4:16
  concept
• 4:16
  of
• 4:17
  phases
• 4:17
  of
• 4:17
  awareness,
• 4:18
  there
• 4:18
  are
• 4:18
  five
• 4:19
  of
• 4:19
  them,
• 4:19
  comes
• 4:20
  from
• 4:20
  a
• 4:20
  man
• 4:20
  named
• 4:20
  Eugene
• 4:21
  Schwartz.
• 4:21
  He
• 4:21
  came
• 4:22
  up
• 4:22
  with
• 4:22
  these
• 4:22
  five
• 4:22
  phases,
• 4:23
  and
• 4:23
  we
• 4:23
  use
• 4:24
  them
• 4:24
  as
• 4:24
  a
• 4:24
  tool
• 4:24
  to
• 4:25
  guide
• 4:25
  our
• 4:25
  marketing
• 4:26
  messaging
• 4:27
  so
• 4:27
  that
• 4:27
  we
• 4:27
  make
• 4:27
  sure
• 4:27
  we
• 4:28
  talk
• 4:28
  to
• 4:28
  people
• 4:29
  where
• 4:30
  they
• 4:30
  are
• 4:30
  and
• 4:31
  we
• 4:31
  make
• 4:31
  sure
• 4:31
  we're
• 4:31
  not
• 4:31
  selling
• 4:32
  to
• 4:32
  people
• 4:32
  who
• 4:32
  aren't
• 4:32
  yet
• 4:33
  ready
• 4:33
  to
• 4:33
  buy,
• 4:33
  but
• 4:34
  we
• 4:34
  help
• 4:34
  them
• 4:34
  ascend
• 4:35
  this
• 4:36
  path
• 4:36
  of
• 4:36
  awareness.
• 4:37
  Okay,
• 4:37
  so
• 4:38
  five
• 4:38
  steps,
• 4:39
  five
• 4:39
  phases
• 4:39
  of
• 4:39
  awareness.
• 4:40
  The
• 4:40
  first
• 4:41
  one
• 4:41
  is
• 4:41
  being
• 4:42
  unaware.
• 4:43
  So
• 4:43
  if
• 4:43
  your
• 4:43
  audience
• 4:44
  is
• 4:44
  completely
• 4:44
  unaware,
• 4:45
  they
• 4:45
  don't
• 4:45
  even
• 4:45
  know
• 4:46
  there's
• 4:46
  a
• 4:46
  problem.
• 4:46
  All
• 4:46
  right,
• 4:47
  so
• 4:47
  let's
• 4:47
  take
• 4:47
  a
• 4:47
  parenting
• 4:48
  coach
• 4:49
  for
• 4:49
  our
• 4:49
  example
• 4:49
  today.
• 4:50
  Let's
• 4:50
  say
• 4:50
  you're
• 4:50
  a
• 4:50
  parenting
• 4:51
  coach
• 4:51
  and.
• 4:52
  A
• 4:52
  person
• 4:52
  who
• 4:53
  is
• 4:53
  unaware
• 4:54
  might
• 4:55
  not
• 4:55
  even
• 4:55
  realize
• 4:56
  that
• 4:57
  yelling
• 4:57
  at
• 4:57
  her
• 4:58
  kids
• 4:58
  is
• 4:58
  causing
• 4:58
  harm.
• 4:59
  She
• 4:59
  might
• 4:59
  not
• 4:59
  even
• 5:00
  realize
• 5:00
  that
• 5:00
  the
• 5:01
  way
• 5:01
  she
• 5:01
  disciplines
• 5:02
  is
• 5:02
  not
• 5:02
  an
• 5:03
  ideal
• 5:03
  way.
• 5:03
  She
• 5:03
  may
• 5:04
  not
• 5:04
  even
• 5:04
  realize
• 5:05
  that
• 5:05
  there's
• 5:06
  a
• 5:06
  problem
• 5:06
  with
• 5:06
  her
• 5:06
  parenting.
• 5:07
  Okay,
• 5:07
  now.
• 5:09
  To
• 5:09
  find
• 5:10
  someone
• 5:10
  at
• 5:10
  this
• 5:10
  step,
• 5:11
  we
• 5:11
  want
• 5:11
  to
• 5:11
  make
• 5:12
  sure
• 5:12
  we
• 5:12
  are
• 5:12
  grabbing
• 5:12
  their
• 5:13
  attention
• 5:13
  with
• 5:13
  empathy
• 5:14
  and
• 5:15
  with
• 5:15
  stories.
• 5:16
  Okay.
• 5:16
  Because
• 5:16
  if
• 5:17
  a
• 5:17
  person
• 5:17
  doesn't
• 5:17
  know
• 5:17
  they
• 5:17
  have
• 5:17
  a
• 5:17
  problem
• 5:18
  yet,
• 5:18
  they
• 5:18
  have
• 5:19
  to
• 5:19
  see
• 5:19
  it
• 5:19
  usually
• 5:20
  in
• 5:20
  a
• 5:20
  story.
• 5:22
  If
• 5:22
  they
• 5:22
  hear
• 5:22
  a
• 5:22
  story
• 5:23
  of
• 5:23
  a
• 5:23
  parent
• 5:23
  who's
• 5:23
  yelling
• 5:24
  and
• 5:24
  the
• 5:24
  child
• 5:24
  then
• 5:25
  has
• 5:25
  a
• 5:25
  negative
• 5:26
  outcome
• 5:26
  for
• 5:26
  whatever
• 5:26
  reason,
• 5:27
  or,
• 5:27
  or
• 5:28
  they
• 5:28
  see
• 5:28
  their
• 5:28
  own
• 5:28
  parenting
• 5:29
  reflected
• 5:29
  in
• 5:30
  a
• 5:30
  story
• 5:30
  they
• 5:30
  hear
• 5:31
  online,
• 5:31
  they
• 5:32
  might
• 5:32
  all
• 5:32
  of
• 5:32
  a
• 5:32
  sudden
• 5:32
  go,
• 5:33
  oh.
• 5:33
  Oh
• 5:33
  my
• 5:33
  gosh,
• 5:34
  my
• 5:34
  parenting
• 5:35
  might
• 5:35
  be
• 5:36
  causing
• 5:36
  harm
• 5:36
  to
• 5:36
  my
• 5:36
  children.
• 5:37
  It
• 5:37
  might
• 5:37
  be
• 5:37
  causing
• 5:38
  some
• 5:38
  conflict
• 5:39
  in
• 5:39
  my
• 5:39
  family
• 5:39
  that
• 5:39
  I
• 5:40
  want
• 5:40
  to
• 5:40
  let
• 5:40
  go
• 5:41
  of.
• 5:41
  Right?
• 5:41
  So
• 5:41
  we
• 5:42
  share
• 5:42
  these
• 5:42
  stories
• 5:42
  with
• 5:42
  them,
• 5:43
  but
• 5:43
  with
• 5:43
  so
• 5:43
  much
• 5:44
  empathy
• 5:44
  and
• 5:44
  compassion
• 5:45
  because
• 5:45
  we
• 5:45
  remember
• 5:46
  there
• 5:46
  was
• 5:46
  probably
• 5:47
  also
• 5:47
  a
• 5:47
  time
• 5:48
  when
• 5:48
  we
• 5:48
  didn't
• 5:48
  know
• 5:48
  our
• 5:48
  parenting
• 5:49
  was
• 5:49
  awful.
• 5:50
  We
• 5:50
  thought
• 5:50
  we
• 5:50
  were
• 5:50
  pretty
• 5:50
  good
• 5:50
  parents
• 5:51
  and
• 5:51
  we
• 5:51
  got
• 5:52
  better
• 5:52
  as
• 5:52
  we
• 5:53
  went
• 5:53
  along.
• 5:53
  So
• 5:53
  for
• 5:54
  example,
• 5:54
  we
• 5:55
  might
• 5:55
  talk
• 5:55
  specifically
• 5:55
  about
• 5:56
  a
• 5:57
  mom
• 5:57
  who
• 5:58
  thinks
• 5:58
  her
• 5:58
  kids
• 5:58
  are
• 5:58
  the
• 5:59
  problem,
• 5:59
  that
• 5:59
  they're
• 5:59
  yelling
• 5:59
  and
• 6:00
  running
• 6:00
  around
• 6:00
  and
• 6:00
  screaming,
• 6:00
  and
• 6:01
  she
• 6:01
  doesn't
• 6:01
  understand
• 6:01
  how
• 6:01
  her
• 6:02
  parenting
• 6:02
  is
• 6:02
  coming
• 6:02
  into
• 6:02
  play
• 6:03
  in
• 6:03
  the
• 6:03
  chaos
• 6:04
  on
• 6:04
  her
• 6:04
  home.
• 6:04
  All
• 6:04
  right?
• 6:05
  These
• 6:05
  people
• 6:05
  are
• 6:06
  at
• 6:06
  the
• 6:06
  top
• 6:06
  of
• 6:06
  your
• 6:06
  funnel,
• 6:07
  so
• 6:07
  if
• 6:07
  you're
• 6:07
  unfamiliar
• 6:08
  with
• 6:08
  the
• 6:08
  customer
• 6:08
  journey
• 6:09
  or
• 6:09
  a
• 6:09
  sales
• 6:09
  funnel,
• 6:10
  I
• 6:10
  have
• 6:10
  another
• 6:10
  podcast
• 6:11
  about
• 6:11
  this.
• 6:11
  I'll
• 6:11
  link
• 6:11
  it
• 6:11
  in
• 6:11
  the
• 6:12
  show
• 6:12
  notes.
• 6:12
  But
• 6:12
  basically,
• 6:13
  these
• 6:13
  are
• 6:13
  the
• 6:13
  people
• 6:13
  that
• 6:13
  are
• 6:14
  just
• 6:14
  coming
• 6:15
  into
• 6:15
  your
• 6:15
  audience.
• 6:15
  They're
• 6:16
  just
• 6:16
  learning
• 6:16
  about
• 6:16
  you.
• 6:17
  They're
• 6:17
  brand
• 6:17
  new,
• 6:18
  okay?
• 6:19
  Maybe
• 6:19
  they're
• 6:19
  looking
• 6:19
  on
• 6:19
  social
• 6:19
  media,
• 6:20
  maybe
• 6:20
  they've
• 6:20
  heard
• 6:20
  a
• 6:20
  podcast
• 6:21
  or
• 6:21
  watched
• 6:21
  a
• 6:21
  video
• 6:21
  of
• 6:22
  yours,
• 6:22
  but
• 6:22
  they're
• 6:22
  brand
• 6:23
  new
• 6:23
  and
• 6:23
  they're
• 6:23
  just
• 6:23
  learning.
• 6:24
  So
• 6:24
  that's
• 6:24
  the
• 6:24
  unaware
• 6:25
  phase.
• 6:26
  The
• 6:26
  second
• 6:26
  phase
• 6:26
  is
• 6:27
  problem
• 6:27
  aware.
• 6:28
  So
• 6:28
  now
• 6:28
  all
• 6:28
  of
• 6:28
  a
• 6:28
  sudden
• 6:29
  they
• 6:29
  know
• 6:29
  something
• 6:30
  is
• 6:30
  off,
• 6:31
  but
• 6:31
  they
• 6:31
  don't
• 6:31
  know
• 6:31
  what
• 6:31
  to
• 6:32
  do
• 6:32
  about
• 6:32
  it.
• 6:32
  So
• 6:33
  going
• 6:33
  back
• 6:33
  to
• 6:33
  this
• 6:33
  mom,
• 6:34
  all
• 6:34
  of
• 6:34
  a
• 6:34
  sudden
• 6:34
  she
• 6:34
  might
• 6:34
  realize,
• 6:35
  huh,
• 6:36
  it
• 6:36
  might
• 6:36
  not
• 6:36
  be
• 6:36
  the
• 6:37
  kids.
• 6:38
  It
• 6:38
  might
• 6:38
  actually
• 6:38
  be
• 6:38
  that
• 6:39
  I
• 6:39
  have
• 6:39
  a
• 6:39
  problem.
• 6:40
  And
• 6:41
  in
• 6:41
  this
• 6:41
  area,
• 6:42
  very
• 6:42
  often
• 6:42
  there's
• 6:43
  some
• 6:43
  shame,
• 6:44
  all
• 6:44
  of
• 6:44
  a
• 6:44
  sudden,
• 6:44
  the
• 6:45
  potential
• 6:45
  client
• 6:45
  might
• 6:45
  think,
• 6:46
  this
• 6:46
  is
• 6:46
  my
• 6:47
  fault,
• 6:47
  whether
• 6:48
  it's
• 6:48
  parenting
• 6:48
  or
• 6:48
  weight
• 6:49
  loss,
• 6:49
  or.
• 6:49
  Boundaries
• 6:50
  or
• 6:50
  relationships
• 6:51
  or
• 6:51
  whatever
• 6:51
  you're
• 6:51
  coaching
• 6:52
  on,
• 6:52
  at
• 6:52
  this
• 6:52
  point,
• 6:52
  the
• 6:53
  person
• 6:53
  might
• 6:53
  start
• 6:53
  feeling
• 6:54
  a
• 6:54
  little
• 6:54
  bit
• 6:54
  bad.
• 6:54
  I
• 6:55
  have
• 6:55
  a
• 6:55
  problem
• 6:55
  and
• 6:55
  I
• 6:55
  don't
• 6:55
  know
• 6:56
  what
• 6:56
  to
• 6:56
  do
• 6:56
  about
• 6:56
  it.
• 6:56
  Our
• 6:56
  goal
• 6:57
  with
• 6:57
  our
• 6:57
  messaging
• 6:57
  in
• 6:57
  this
• 6:58
  phase
• 6:58
  is
• 6:58
  to
• 6:58
  name
• 6:59
  the
• 6:59
  pain,
• 7:00
  Tell
• 7:00
  them
• 7:00
  what
• 7:00
  you're
• 7:01
  feeling
• 7:01
  right
• 7:01
  now
• 7:02
  is
• 7:02
  a
• 7:02
  lack
• 7:02
  of
• 7:03
  awareness
• 7:03
  of
• 7:03
  how
• 7:04
  to
• 7:04
  parent
• 7:04
  your
• 7:05
  children.
• 7:05
  And
• 7:05
  that's
• 7:05
  okay.
• 7:06
  We,
• 7:06
  were
• 7:06
  all
• 7:06
  there.
• 7:06
  At
• 7:06
  some
• 7:07
  point,
• 7:07
  I'm
• 7:07
  gonna
• 7:08
  show
• 7:08
  you
• 7:08
  that
• 7:08
  I
• 7:08
  understand
• 7:09
  where
• 7:09
  you're
• 7:09
  at
• 7:10
  and
• 7:10
  I'm
• 7:11
  gonna
• 7:11
  help
• 7:11
  you
• 7:11
  get
• 7:12
  better.
• 7:12
  Okay,
• 7:13
  so
• 7:13
  you
• 7:13
  show
• 7:13
  up
• 7:13
  as
• 7:14
  the
• 7:14
  expert.
• 7:14
  You
• 7:14
  say,
• 7:15
  I
• 7:15
  see
• 7:15
  where
• 7:15
  you
• 7:16
  are.
• 7:16
  I
• 7:16
  see
• 7:16
  what
• 7:17
  you're
• 7:17
  feeling.
• 7:17
  I
• 7:17
  know
• 7:18
  you
• 7:18
  feel
• 7:18
  like
• 7:18
  a
• 7:18
  terrible
• 7:18
  parent.
• 7:19
  It's
• 7:19
  not
• 7:19
  you.
• 7:20
  We
• 7:20
  all
• 7:20
  go
• 7:20
  through
• 7:21
  it,
• 7:21
  right?
• 7:21
  I'm
• 7:21
  gonna
• 7:21
  help
• 7:21
  you
• 7:22
  all.
• 7:22
  At
• 7:23
  this
• 7:23
  stage,
• 7:23
  people
• 7:23
  are
• 7:24
  kind
• 7:24
  of
• 7:25
  at
• 7:25
  the
• 7:25
  beginning
• 7:26
  of
• 7:26
  maybe
• 7:27
  the
• 7:27
  nurturing
• 7:27
  stage
• 7:28
  of
• 7:28
  your
• 7:28
  customer
• 7:29
  journey,
• 7:29
  right?
• 7:29
  So
• 7:29
  maybe
• 7:29
  they're
• 7:30
  not
• 7:30
  cold
• 7:30
  leads,
• 7:30
  but
• 7:30
  they're
• 7:30
  starting
• 7:31
  to
• 7:31
  warm
• 7:31
  up
• 7:31
  a
• 7:31
  little
• 7:32
  bit.
• 7:32
  Maybe
• 7:32
  they're
• 7:32
  following
• 7:32
  you
• 7:32
  on
• 7:33
  social
• 7:33
  media,
• 7:33
  or
• 7:33
  maybe
• 7:33
  they're
• 7:34
  opting
• 7:34
  into
• 7:34
  your
• 7:34
  emails
• 7:34
  like.
• 7:35
  Oh,
• 7:35
  this
• 7:35
  girl
• 7:36
  knows
• 7:36
  about
• 7:36
  parenting
• 7:36
  and
• 7:37
  I
• 7:37
  realize
• 7:37
  I'm
• 7:38
  kind
• 7:38
  of
• 7:38
  a
• 7:38
  bad
• 7:38
  parent
• 7:38
  these
• 7:39
  days.
• 7:39
  I
• 7:39
  wanna
• 7:40
  learn
• 7:40
  more
• 7:40
  about
• 7:40
  what
• 7:40
  she
• 7:40
  has
• 7:41
  to
• 7:41
  say
• 7:41
  to
• 7:41
  me.
• 7:41
  Or
• 7:41
  they
• 7:41
  might
• 7:42
  show
• 7:42
  up
• 7:42
  to
• 7:42
  a
• 7:42
  workshop
• 7:42
  or
• 7:42
  something
• 7:43
  and
• 7:43
  start
• 7:44
  consuming
• 7:44
  more
• 7:44
  of
• 7:44
  your
• 7:44
  content.
• 7:45
  So
• 7:45
  that's
• 7:45
  problem
• 7:46
  aware.
• 7:47
  Number
• 7:47
  three
• 7:47
  is
• 7:48
  solution
• 7:48
  aware.
• 7:49
  Now
• 7:49
  all
• 7:49
  of
• 7:50
  a
• 7:50
  sudden,
• 7:50
  they
• 7:50
  know
• 7:50
  there's
• 7:51
  a
• 7:51
  solution
• 7:51
  for
• 7:52
  their
• 7:52
  problem.
• 7:53
  So
• 7:53
  this
• 7:53
  mom
• 7:53
  who's
• 7:53
  feeling
• 7:54
  bad
• 7:54
  about
• 7:54
  her
• 7:54
  parenting
• 7:54
  is
• 7:55
  like,
• 7:55
  wait
• 7:55
  a
• 7:55
  minute,
• 7:55
  there
• 7:56
  are
• 7:56
  people
• 7:56
  who
• 7:56
  can
• 7:56
  help
• 7:57
  me.
• 7:57
  So
• 7:57
  in
• 7:57
  this
• 7:58
  phase,
• 7:58
  they
• 7:58
  know
• 7:59
  there's
• 7:59
  an
• 7:59
  answer.
• 8:00
  They
• 8:00
  know
• 8:00
  that
• 8:01
  there's
• 8:01
  a
• 8:02
  solution
• 8:02
  for
• 8:02
  this
• 8:03
  problem
• 8:03
  of
• 8:03
  whatever's
• 8:04
  messed
• 8:04
  up
• 8:04
  in
• 8:04
  their
• 8:05
  parenting,
• 8:05
  but
• 8:05
  they
• 8:05
  just
• 8:06
  haven't
• 8:06
  found
• 8:07
  you
• 8:07
  yet.
• 8:08
  They're
• 8:08
  doing
• 8:08
  a
• 8:08
  lot
• 8:08
  of
• 8:08
  researching.
• 8:09
  Maybe
• 8:09
  they're
• 8:09
  looking
• 8:10
  into
• 8:10
  parenting
• 8:11
  experts,
• 8:11
  maybe
• 8:11
  they're
• 8:11
  looking
• 8:12
  into
• 8:12
  therapy.
• 8:12
  Maybe
• 8:13
  they're
• 8:13
  looking
• 8:13
  into
• 8:13
  courses
• 8:14
  or
• 8:14
  books.
• 8:15
  They
• 8:15
  haven't
• 8:15
  found
• 8:16
  you
• 8:16
  and
• 8:16
  your
• 8:16
  solution
• 8:17
  yet,
• 8:17
  but
• 8:17
  they
• 8:17
  are
• 8:18
  on
• 8:18
  the
• 8:18
  hunt.
• 8:19
  So
• 8:19
  in
• 8:19
  this
• 8:19
  phase,
• 8:20
  what
• 8:20
  we're
• 8:20
  going
• 8:20
  to
• 8:20
  be
• 8:21
  messaging
• 8:21
  about
• 8:21
  is.
• 8:22
  How
• 8:23
  coaching
• 8:23
  can
• 8:23
  fit
• 8:24
  into
• 8:24
  their
• 8:24
  problem
• 8:25
  and
• 8:25
  talk
• 8:25
  about
• 8:25
  your
• 8:26
  unique
• 8:26
  approach.
• 8:26
  So
• 8:27
  if
• 8:27
  they're
• 8:27
  scrolling
• 8:27
  Instagram
• 8:28
  or
• 8:28
  Facebook
• 8:28
  or
• 8:28
  wherever,
• 8:29
  and
• 8:29
  they
• 8:29
  are
• 8:29
  looking
• 8:29
  for
• 8:30
  a
• 8:30
  parenting
• 8:30
  solution,
• 8:31
  they're
• 8:31
  gonna
• 8:31
  see
• 8:32
  your
• 8:32
  post
• 8:32
  and
• 8:32
  go,
• 8:32
  oh,
• 8:33
  here's
• 8:33
  another
• 8:33
  solution.
• 8:34
  Interesting.
• 8:34
  I
• 8:34
  haven't
• 8:35
  heard
• 8:35
  of
• 8:35
  coaching.
• 8:35
  How
• 8:36
  would
• 8:36
  coaching
• 8:36
  help
• 8:36
  me?
• 8:36
  How
• 8:37
  is
• 8:37
  it
• 8:37
  better
• 8:37
  than
• 8:37
  a
• 8:37
  book?
• 8:38
  How
• 8:38
  is
• 8:38
  it
• 8:38
  better
• 8:38
  than
• 8:39
  therapy
• 8:39
  or
• 8:39
  journaling
• 8:39
  or
• 8:40
  anything
• 8:40
  else
• 8:40
  that's
• 8:40
  on
• 8:41
  their
• 8:41
  radar?
• 8:41
  And
• 8:41
  we
• 8:41
  are
• 8:42
  building
• 8:42
  trust
• 8:42
  and
• 8:43
  showing
• 8:43
  them
• 8:43
  that
• 8:43
  we
• 8:43
  have
• 8:44
  a
• 8:44
  solution
• 8:44
  for
• 8:44
  them.
• 8:45
  Because
• 8:45
  coaching
• 8:46
  is
• 8:46
  so
• 8:46
  different
• 8:47
  from
• 8:47
  a
• 8:47
  million
• 8:48
  other
• 8:48
  solutions
• 8:48
  that
• 8:48
  are
• 8:48
  out
• 8:49
  there
• 8:49
  for
• 8:49
  their
• 8:49
  problem.
• 8:49
  This
• 8:50
  is
• 8:50
  a
• 8:50
  really
• 8:50
  great
• 8:51
  place
• 8:51
  to
• 8:51
  educate
• 8:52
  them
• 8:52
  about
• 8:52
  coaching
• 8:53
  and
• 8:53
  show
• 8:53
  them
• 8:54
  the
• 8:54
  unique
• 8:54
  results
• 8:54
  that
• 8:55
  they
• 8:55
  can
• 8:55
  get
• 8:55
  from
• 8:55
  you
• 8:56
  these
• 8:56
  people
• 8:57
  that
• 8:57
  are
• 8:57
  solution
• 8:57
  aware
• 8:58
  are
• 8:58
  generally
• 8:58
  in
• 8:58
  the
• 8:58
  middle
• 8:59
  of
• 8:59
  that
• 8:59
  customer
• 9:00
  journey,
• 9:00
  right?
• 9:00
  Generally
• 9:01
  right
• 9:01
  in
• 9:01
  the
• 9:01
  middle
• 9:01
  of
• 9:01
  your
• 9:02
  content,
• 9:03
  they're
• 9:03
  coming
• 9:03
  to
• 9:03
  webinars,
• 9:04
  they're
• 9:04
  reading
• 9:04
  your
• 9:04
  blog
• 9:04
  posts,
• 9:05
  listening
• 9:05
  to
• 9:05
  your
• 9:05
  podcasts.
• 9:07
  Maybe
• 9:07
  they're
• 9:07
  trying
• 9:07
  to
• 9:07
  see
• 9:07
  themselves
• 9:08
  in
• 9:09
  the
• 9:09
  stories
• 9:09
  that
• 9:09
  you're
• 9:10
  telling,
• 9:10
  right?
• 9:10
  They're
• 9:10
  right
• 9:11
  there
• 9:11
  in
• 9:11
  the
• 9:11
  middle,
• 9:11
  trying
• 9:11
  to
• 9:11
  figure
• 9:12
  out
• 9:12
  what
• 9:12
  the
• 9:12
  best
• 9:12
  solution
• 9:13
  is
• 9:13
  for
• 9:13
  them,
• 9:14
  and
• 9:14
  then
• 9:14
  once
• 9:14
  they're
• 9:15
  solution
• 9:15
  aware,
• 9:15
  phase
• 9:16
  number
• 9:16
  four
• 9:16
  is
• 9:17
  product
• 9:17
  aware.
• 9:17
  Now
• 9:18
  they
• 9:18
  know
• 9:18
  that
• 9:18
  your
• 9:18
  specific
• 9:19
  solution
• 9:19
  exists
• 9:20
  and
• 9:20
  they're
• 9:20
  evaluating
• 9:21
  it.
• 9:21
  Maybe
• 9:21
  they've
• 9:22
  collected
• 9:22
  a
• 9:23
  list
• 9:23
  of
• 9:23
  solutions
• 9:24
  and
• 9:24
  they're
• 9:24
  trying
• 9:24
  to
• 9:24
  figure
• 9:24
  out
• 9:25
  the
• 9:25
  best
• 9:25
  one
• 9:25
  for
• 9:25
  them.
• 9:26
  When
• 9:26
  I
• 9:26
  find
• 9:26
  potential
• 9:27
  clients
• 9:27
  like
• 9:27
  this,
• 9:27
  I
• 9:27
  actually
• 9:28
  love
• 9:28
  them
• 9:28
  because
• 9:28
  they,
• 9:29
  they
• 9:29
  know
• 9:29
  what
• 9:30
  their
• 9:30
  problem
• 9:30
  is.
• 9:30
  They
• 9:30
  know
• 9:31
  what
• 9:31
  the
• 9:31
  solution
• 9:31
  is.
• 9:31
  They've
• 9:32
  seen
• 9:33
  three
• 9:33
  or
• 9:33
  four
• 9:33
  different
• 9:34
  coaches
• 9:34
  and
• 9:34
  they're
• 9:34
  kind
• 9:34
  of
• 9:34
  shopping
• 9:35
  around.
• 9:35
  I
• 9:35
  kinda
• 9:36
  love
• 9:36
  that
• 9:36
  because.
• 9:37
  Then
• 9:37
  I
• 9:37
  can
• 9:37
  show
• 9:37
  them
• 9:37
  how
• 9:38
  I
• 9:38
  stand
• 9:38
  out.
• 9:38
  But
• 9:38
  when
• 9:38
  you
• 9:39
  find
• 9:39
  someone
• 9:39
  in
• 9:39
  one
• 9:39
  of
• 9:39
  those
• 9:40
  earlier
• 9:40
  phases,
• 9:40
  you
• 9:41
  have
• 9:41
  to
• 9:41
  make
• 9:41
  sure
• 9:41
  that
• 9:41
  they
• 9:41
  get
• 9:42
  through
• 9:42
  to
• 9:42
  the
• 9:42
  point
• 9:43
  where
• 9:43
  they
• 9:43
  actually
• 9:44
  know
• 9:44
  that
• 9:44
  they
• 9:44
  need
• 9:45
  a
• 9:45
  solution
• 9:45
  and
• 9:46
  they
• 9:46
  know
• 9:46
  about
• 9:46
  your
• 9:46
  solution.
• 9:47
  That
• 9:47
  is
• 9:47
  where
• 9:47
  they're
• 9:48
  most
• 9:48
  likely
• 9:48
  to
• 9:49
  purchase.
• 9:49
  So
• 9:50
  the
• 9:50
  message
• 9:51
  here
• 9:51
  for
• 9:51
  those
• 9:51
  that
• 9:52
  are
• 9:52
  product
• 9:52
  aware
• 9:52
  is
• 9:52
  you
• 9:53
  wanna
• 9:53
  show
• 9:53
  them
• 9:53
  why
• 9:54
  you.
• 9:54
  Stand
• 9:54
  out
• 9:55
  how
• 9:55
  you're
• 9:55
  different
• 9:55
  from
• 9:56
  the
• 9:56
  competition.
• 9:57
  You
• 9:57
  wanna
• 9:57
  talk
• 9:57
  about
• 9:58
  the
• 9:58
  outcomes
• 9:58
  you've
• 9:59
  helped
• 9:59
  other
• 9:59
  clients
• 9:59
  get.
• 10:00
  You
• 10:00
  wanna
• 10:00
  talk
• 10:00
  about
• 10:01
  maybe
• 10:01
  objections
• 10:01
  they
• 10:01
  might
• 10:02
  have.
• 10:02
  Maybe
• 10:02
  it's
• 10:02
  a
• 10:02
  money
• 10:03
  issue,
• 10:03
  maybe
• 10:03
  it's
• 10:03
  a
• 10:03
  time
• 10:04
  issue.
• 10:04
  Maybe
• 10:04
  they,
• 10:04
  they
• 10:05
  lack
• 10:05
  belief
• 10:05
  in
• 10:05
  themselves,
• 10:06
  this
• 10:06
  is
• 10:06
  where
• 10:06
  you're
• 10:07
  standing
• 10:07
  out
• 10:07
  from
• 10:08
  the
• 10:08
  crowd.
• 10:08
  You
• 10:09
  can
• 10:09
  tell
• 10:09
  them
• 10:09
  other
• 10:09
  stories
• 10:09
  about
• 10:10
  your
• 10:10
  clients.
• 10:10
  You
• 10:10
  can
• 10:10
  tell
• 10:10
  them
• 10:11
  testimonials.
• 10:12
  You
• 10:12
  can
• 10:12
  break
• 10:13
  down
• 10:13
  your
• 10:13
  offer
• 10:13
  and
• 10:13
  show
• 10:14
  them
• 10:14
  all
• 10:14
  the
• 10:14
  things
• 10:14
  that
• 10:14
  they
• 10:15
  get,
• 10:15
  and
• 10:15
  really
• 10:15
  explain
• 10:16
  how
• 10:16
  that
• 10:16
  transformation
• 10:17
  is
• 10:17
  gonna
• 10:17
  come
• 10:17
  about
• 10:18
  when
• 10:18
  they
• 10:18
  work
• 10:18
  with
• 10:18
  you.
• 10:20
  These
• 10:20
  people
• 10:21
  are
• 10:21
  in
• 10:21
  that
• 10:22
  bottom
• 10:22
  part
• 10:22
  of
• 10:22
  your
• 10:23
  funnel,
• 10:23
  right?
• 10:23
  They're
• 10:24
  very
• 10:24
  close
• 10:24
  to
• 10:24
  buying.
• 10:25
  They
• 10:25
  are
• 10:25
  kind
• 10:25
  of
• 10:25
  in
• 10:26
  that
• 10:26
  open
• 10:26
  cart
• 10:26
  phase.
• 10:27
  They're
• 10:27
  looking
• 10:27
  for
• 10:28
  a
• 10:28
  final
• 10:28
  solution
• 10:29
  to
• 10:29
  the
• 10:29
  problem.
• 10:29
  And
• 10:30
  then
• 10:30
  the
• 10:30
  final
• 10:30
  phase
• 10:31
  is
• 10:31
  the
• 10:31
  most
• 10:31
  aware.
• 10:32
  These
• 10:32
  people
• 10:32
  are
• 10:32
  in
• 10:32
  the
• 10:32
  brink
• 10:33
  of
• 10:33
  purchase.
• 10:33
  They
• 10:33
  know
• 10:34
  they
• 10:34
  want
• 10:34
  it.
• 10:35
  They're
• 10:35
  just
• 10:35
  trying
• 10:35
  to
• 10:35
  figure
• 10:35
  out
• 10:35
  logistics,
• 10:36
  right?
• 10:36
  Your
• 10:37
  messaging
• 10:37
  goal
• 10:37
  here
• 10:38
  is
• 10:38
  urgency.
• 10:39
  Give
• 10:40
  them
• 10:40
  an
• 10:40
  incentive
• 10:41
  and
• 10:41
  or
• 10:41
  make
• 10:42
  sure
• 10:42
  they
• 10:42
  know
• 10:42
  that
• 10:43
  they're
• 10:43
  ready
• 10:43
  for
• 10:43
  it.
• 10:44
  I
• 10:44
  find
• 10:44
  that
• 10:44
  a
• 10:44
  lot
• 10:44
  of
• 10:44
  times
• 10:45
  people
• 10:45
  come
• 10:45
  to
• 10:45
  me
• 10:46
  and
• 10:46
  they
• 10:46
  want
• 10:46
  so
• 10:47
  badly
• 10:48
  for
• 10:48
  this
• 10:48
  solution
• 10:49
  that
• 10:49
  I
• 10:49
  have
• 10:49
  to
• 10:49
  give
• 10:49
  them,
• 10:50
  but
• 10:50
  they
• 10:50
  just
• 10:50
  lack
• 10:50
  faith
• 10:51
  in
• 10:51
  themselves.
• 10:52
  Or
• 10:52
  maybe
• 10:52
  faith
• 10:52
  in
• 10:52
  me,
• 10:53
  and
• 10:53
  that's
• 10:53
  my
• 10:53
  job
• 10:54
  to
• 10:54
  give
• 10:54
  it
• 10:54
  to
• 10:54
  them,
• 10:54
  to
• 10:54
  show
• 10:55
  them
• 10:55
  the
• 10:55
  results
• 10:55
  I've
• 10:56
  gotten
• 10:56
  for
• 10:56
  other
• 10:56
  people
• 10:57
  and
• 10:57
  to
• 10:57
  build
• 10:57
  faith
• 10:57
  in
• 10:58
  themselves.
• 10:58
  You
• 10:58
  are
• 10:58
  ready.
• 10:59
  You
• 10:59
  can
• 11:00
  do
• 11:00
  this.
• 11:00
  I
• 11:00
  have
• 11:01
  the
• 11:01
  solution
• 11:01
  for
• 11:01
  you.
• 11:02
  so
• 11:02
  messaging
• 11:03
  here
• 11:03
  is,
• 11:03
  again,
• 11:03
  more
• 11:03
  testimonials,
• 11:04
  offering
• 11:05
  bonuses
• 11:05
  or
• 11:06
  answering
• 11:06
  their
• 11:06
  questions,
• 11:07
  letting
• 11:08
  them
• 11:08
  know
• 11:08
  that
• 11:08
  they've
• 11:08
  gotten
• 11:08
  here
• 11:09
  for
• 11:09
  a
• 11:09
  reason
• 11:09
  and
• 11:09
  you
• 11:10
  are
• 11:10
  the
• 11:10
  right
• 11:10
  choice
• 11:11
  for
• 11:11
  them.
• 11:12
  All
• 11:12
  right,
• 11:12
  so
• 11:13
  as
• 11:13
  a
• 11:13
  review,
• 11:14
  first,
• 11:14
  they're
• 11:15
  unaware.
• 11:15
  They
• 11:15
  don't
• 11:15
  know
• 11:16
  there's
• 11:16
  a
• 11:16
  problem.
• 11:17
  Secondly,
• 11:18
  they
• 11:18
  are
• 11:18
  problem
• 11:19
  aware.
• 11:19
  They
• 11:19
  know
• 11:19
  there's
• 11:19
  some
• 11:20
  friction
• 11:20
  and
• 11:21
  they
• 11:21
  don't
• 11:21
  like
• 11:22
  it.
• 11:23
  Thirdly,
• 11:23
  they're
• 11:24
  solution
• 11:24
  aware.
• 11:24
  They
• 11:24
  know
• 11:25
  there
• 11:25
  is
• 11:25
  an
• 11:25
  answer
• 11:25
  out
• 11:26
  there,
• 11:26
  but
• 11:26
  they
• 11:26
  don't
• 11:26
  know
• 11:26
  about
• 11:27
  you
• 11:27
  yet.
• 11:28
  Fourth
• 11:29
  product
• 11:29
  aware
• 11:29
  they
• 11:29
  know
• 11:30
  about
• 11:30
  your
• 11:30
  product
• 11:30
  or
• 11:31
  offer,
• 11:31
  and
• 11:31
  they're
• 11:31
  still
• 11:31
  trying
• 11:32
  to
• 11:32
  figure
• 11:32
  out
• 11:32
  whether
• 11:32
  it's
• 11:32
  the
• 11:32
  right
• 11:33
  one
• 11:33
  for
• 11:33
  them,
• 11:33
  and
• 11:34
  then
• 11:34
  fifth
• 11:34
  most
• 11:35
  aware,
• 11:35
  ready
• 11:36
  to
• 11:36
  purchase.
• 11:36
  So
• 11:37
  do
• 11:37
  you
• 11:37
  see
• 11:37
  how
• 11:37
  going
• 11:38
  through
• 11:38
  these
• 11:39
  phases
• 11:40
  makes
• 11:40
  a
• 11:40
  big
• 11:41
  difference?
• 11:41
  If
• 11:42
  I
• 11:42
  am
• 11:42
  using
• 11:42
  the
• 11:42
  same
• 11:43
  messaging
• 11:43
  for
• 11:43
  people
• 11:44
  in
• 11:44
  phase
• 11:44
  five,
• 11:44
  the
• 11:45
  most
• 11:45
  aware
• 11:46
  as
• 11:46
  I
• 11:46
  am
• 11:46
  for
• 11:46
  people
• 11:46
  in
• 11:46
  phase
• 11:47
  one
• 11:47
  who
• 11:47
  don't
• 11:47
  even
• 11:47
  know
• 11:47
  they
• 11:48
  have
• 11:48
  a
• 11:48
  problem,
• 11:49
  that's
• 11:49
  not
• 11:49
  gonna
• 11:49
  yield
• 11:50
  many
• 11:50
  clients
• 11:50
  for
• 11:50
  me
• 11:51
  because
• 11:51
  those
• 11:51
  phase
• 11:51
  one
• 11:52
  people
• 11:52
  are
• 11:52
  gonna
• 11:52
  think,
• 11:52
  I
• 11:52
  don't
• 11:52
  even
• 11:53
  know
• 11:53
  what
• 11:53
  this
• 11:53
  lady's
• 11:53
  talking
• 11:53
  about.
• 11:54
  I
• 11:54
  don't
• 11:54
  have
• 11:54
  a
• 11:54
  problem.
• 11:55
  I
• 11:55
  don't
• 11:55
  need
• 11:55
  any
• 11:55
  of
• 11:55
  this.
• 11:56
  Right?
• 11:56
  Maybe
• 11:56
  they,
• 11:57
  for
• 11:57
  my
• 11:57
  clients
• 11:57
  in
• 11:57
  particular,
• 11:58
  maybe
• 11:58
  they
• 11:58
  haven't
• 11:58
  even
• 11:58
  stepped
• 11:59
  into
• 11:59
  that
• 11:59
  phase
• 11:59
  of
• 12:00
  business
• 12:00
  building
• 12:00
  and
• 12:00
  they're
• 12:01
  just
• 12:01
  thinking
• 12:01
  that
• 12:01
  this
• 12:01
  is
• 12:01
  for
• 12:02
  everybody
• 12:02
  else.
• 12:03
  So
• 12:03
  make
• 12:03
  sure
• 12:04
  that
• 12:05
  your
• 12:05
  messaging
• 12:05
  is
• 12:05
  hitting
• 12:06
  all
• 12:06
  of
• 12:06
  these
• 12:06
  points.
• 12:07
  So
• 12:07
  here's
• 12:07
  an
• 12:07
  interesting
• 12:08
  thing
• 12:08
  about
• 12:08
  these
• 12:08
  phases.
• 12:09
  When
• 12:10
  you
• 12:10
  are
• 12:10
  building
• 12:10
  your
• 12:10
  audience,
• 12:11
  it's
• 12:11
  very
• 12:12
  easy
• 12:12
  to
• 12:12
  assume
• 12:13
  that
• 12:13
  everyone
• 12:14
  is
• 12:14
  in
• 12:14
  phase
• 12:15
  four
• 12:15
  or
• 12:15
  five
• 12:15
  about
• 12:16
  ready
• 12:16
  to
• 12:16
  buy.
• 12:16
  But
• 12:17
  that
• 12:17
  is
• 12:17
  not
• 12:18
  the
• 12:18
  truth.
• 12:19
  So
• 12:19
  I
• 12:19
  recently
• 12:19
  had
• 12:20
  a
• 12:20
  friend
• 12:20
  do
• 12:20
  a
• 12:20
  big
• 12:21
  promotion
• 12:21
  in
• 12:21
  her
• 12:21
  business
• 12:22
  and
• 12:22
  nobody
• 12:22
  purchased,
• 12:22
  and
• 12:23
  she
• 12:23
  was
• 12:23
  so
• 12:23
  disappointed
• 12:24
  'cause
• 12:24
  she
• 12:24
  has
• 12:24
  a
• 12:24
  decent
• 12:24
  email
• 12:25
  list
• 12:25
  and
• 12:25
  she
• 12:25
  was
• 12:25
  so
• 12:26
  frustrated
• 12:26
  and
• 12:27
  wondering
• 12:27
  why
• 12:27
  nobody
• 12:27
  bought.
• 12:28
  And
• 12:28
  so
• 12:28
  I
• 12:28
  told
• 12:28
  her,
• 12:29
  you
• 12:29
  know,
• 12:29
  it's
• 12:29
  very
• 12:29
  possible
• 12:30
  that
• 12:30
  people
• 12:30
  are
• 12:30
  just
• 12:30
  in
• 12:31
  many
• 12:31
  different
• 12:32
  phases
• 12:32
  on
• 12:32
  your
• 12:32
  list.
• 12:33
  Maybe
• 12:33
  they
• 12:33
  know
• 12:34
  that
• 12:34
  they're
• 12:34
  gonna
• 12:34
  need
• 12:35
  you
• 12:35
  someday,
• 12:35
  or
• 12:35
  they
• 12:35
  just
• 12:36
  like.
• 12:36
  The
• 12:36
  idea
• 12:37
  of
• 12:37
  your
• 12:37
  offer,
• 12:38
  but
• 12:38
  they're
• 12:38
  not
• 12:38
  actually
• 12:39
  aware
• 12:39
  that
• 12:39
  they
• 12:39
  need
• 12:39
  it
• 12:40
  themselves.
• 12:40
  Okay?
• 12:41
  So
• 12:41
  that's
• 12:41
  why
• 12:42
  our
• 12:42
  messaging
• 12:42
  has
• 12:43
  to
• 12:43
  hit
• 12:43
  all
• 12:43
  these
• 12:43
  points.
• 12:44
  Not
• 12:44
  every
• 12:44
  day,
• 12:45
  and
• 12:45
  not
• 12:45
  even
• 12:45
  every
• 12:45
  week,
• 12:46
  but
• 12:46
  make
• 12:46
  sure
• 12:47
  you're
• 12:47
  talking
• 12:48
  to
• 12:48
  the
• 12:48
  phase
• 12:48
  one
• 12:48
  people
• 12:49
  and
• 12:49
  you're
• 12:49
  showing
• 12:49
  them
• 12:49
  empathy
• 12:50
  and
• 12:50
  telling
• 12:50
  stories
• 12:51
  where
• 12:51
  they
• 12:51
  can
• 12:51
  see
• 12:51
  their
• 12:52
  problem.
• 12:52
  Make
• 12:52
  sure
• 12:52
  you're
• 12:53
  talking
• 12:53
  to
• 12:53
  those
• 12:53
  phase
• 12:53
  two
• 12:54
  people
• 12:54
  where
• 12:54
  you're
• 12:54
  saying.
• 12:55
  I
• 12:55
  understand
• 12:56
  what
• 12:56
  you're
• 12:56
  going
• 12:56
  through
• 12:56
  and
• 12:57
  I
• 12:57
  have
• 12:57
  a
• 12:57
  solution.
• 12:58
  And
• 12:58
  then
• 12:58
  those
• 12:58
  phase
• 12:58
  three
• 12:59
  people,
• 12:59
  the
• 12:59
  solution
• 12:59
  aware
• 13:00
  people,
• 13:00
  make
• 13:00
  sure
• 13:00
  they
• 13:00
  know
• 13:01
  what
• 13:02
  sets
• 13:02
  you
• 13:02
  apart
• 13:02
  from
• 13:02
  the
• 13:03
  competition.
• 13:04
  And
• 13:04
  then
• 13:04
  those
• 13:04
  phase
• 13:04
  four
• 13:05
  people
• 13:05
  make
• 13:05
  sure
• 13:05
  that
• 13:05
  they
• 13:06
  have
• 13:06
  a
• 13:06
  reason
• 13:06
  to
• 13:06
  purchase,
• 13:07
  right?
• 13:07
  And
• 13:07
  on
• 13:07
  and
• 13:07
  on.
• 13:07
  So
• 13:08
  as
• 13:08
  we
• 13:08
  pull
• 13:09
  people
• 13:09
  through
• 13:09
  these
• 13:10
  phases,
• 13:10
  we're
• 13:10
  going
• 13:10
  to
• 13:11
  see
• 13:11
  more
• 13:11
  and
• 13:11
  more
• 13:12
  converges
• 13:12
  because
• 13:12
  we're
• 13:13
  speaking
• 13:13
  to
• 13:13
  them
• 13:14
  where
• 13:14
  they
• 13:14
  are
• 13:15
  instead
• 13:15
  of
• 13:15
  where
• 13:15
  we
• 13:16
  think
• 13:16
  they
• 13:16
  are
• 13:16
  or
• 13:17
  where
• 13:17
  we
• 13:17
  want
• 13:17
  them
• 13:17
  to
• 13:18
  be.
• 13:18
  So
• 13:19
  I
• 13:19
  want
• 13:19
  you
• 13:19
  to
• 13:19
  ask
• 13:19
  yourself
• 13:20
  a
• 13:20
  few
• 13:20
  questions
• 13:20
  to
• 13:21
  kind
• 13:21
  of
• 13:21
  ponder
• 13:21
  this.
• 13:22
  Where
• 13:23
  is
• 13:23
  your
• 13:23
  ideal
• 13:24
  client
• 13:24
  in
• 13:24
  these
• 13:25
  phases
• 13:25
  right
• 13:25
  now?
• 13:26
  Who
• 13:26
  are
• 13:26
  you
• 13:26
  talking
• 13:27
  to
• 13:27
  most
• 13:27
  of
• 13:27
  the
• 13:27
  time?
• 13:28
  Are
• 13:28
  they
• 13:28
  aware
• 13:29
  they
• 13:29
  have
• 13:29
  a
• 13:29
  problem?
• 13:30
  Are
• 13:30
  they
• 13:31
  aware
• 13:31
  there's
• 13:32
  a
• 13:32
  solution?
• 13:32
  Are
• 13:32
  they
• 13:33
  aware
• 13:33
  of
• 13:33
  your
• 13:33
  solution?
• 13:34
  Right?
• 13:34
  Where
• 13:34
  are
• 13:34
  they
• 13:35
  and
• 13:35
  where
• 13:35
  could
• 13:35
  you
• 13:35
  speak
• 13:36
  more
• 13:36
  to
• 13:36
  them?
• 13:37
  Second
• 13:38
  question
• 13:38
  you
• 13:38
  can
• 13:38
  ask
• 13:38
  yourself
• 13:39
  is,
• 13:39
  are
• 13:39
  you
• 13:39
  creating
• 13:40
  different
• 13:40
  types
• 13:40
  of
• 13:40
  messaging
• 13:41
  for
• 13:41
  each
• 13:41
  of
• 13:41
  these
• 13:42
  phases?
• 13:42
  Are
• 13:42
  you
• 13:43
  helping
• 13:43
  people
• 13:43
  move
• 13:43
  through?
• 13:44
  Because
• 13:44
  if
• 13:45
  you're
• 13:45
  only
• 13:45
  talking
• 13:46
  to
• 13:46
  phase
• 13:46
  five,
• 13:46
  those
• 13:46
  that
• 13:47
  are
• 13:47
  ready
• 13:47
  to
• 13:47
  purchase
• 13:47
  and
• 13:48
  somebody
• 13:48
  who's
• 13:48
  in
• 13:49
  phase
• 13:49
  one
• 13:49
  or
• 13:49
  two
• 13:49
  pops
• 13:50
  into
• 13:50
  your
• 13:50
  Instagram,
• 13:51
  they're
• 13:51
  gonna
• 13:51
  bail.
• 13:52
  They're
• 13:52
  like,
• 13:52
  this
• 13:52
  is
• 13:52
  not
• 13:52
  for
• 13:52
  me.
• 13:53
  I'm
• 13:53
  not
• 13:53
  ready
• 13:53
  to
• 13:53
  buy
• 13:53
  her
• 13:53
  thing.
• 13:54
  So
• 13:54
  make
• 13:54
  sure
• 13:54
  you're
• 13:55
  talking
• 13:55
  to
• 13:55
  all
• 13:55
  phases.
• 13:57
  Here's
• 13:57
  a
• 13:57
  quick
• 13:57
  little
• 13:57
  activity
• 13:58
  you
• 13:58
  can
• 13:58
  do.
• 13:59
  Go
• 13:59
  through
• 13:59
  your
• 13:59
  last
• 14:00
  three
• 14:00
  to
• 14:00
  five
• 14:01
  social
• 14:02
  media
• 14:02
  posts
• 14:02
  or
• 14:03
  emails
• 14:03
  that
• 14:03
  you've
• 14:03
  sent
• 14:04
  out
• 14:04
  and
• 14:04
  ask
• 14:04
  yourself,
• 14:05
  what
• 14:05
  phase
• 14:06
  is
• 14:06
  this
• 14:07
  content
• 14:07
  speaking
• 14:07
  to?
• 14:08
  Is
• 14:08
  it
• 14:08
  speaking
• 14:09
  to
• 14:09
  someone
• 14:09
  at
• 14:09
  the
• 14:09
  beginning
• 14:10
  of
• 14:10
  these
• 14:10
  phases
• 14:10
  or
• 14:10
  towards
• 14:11
  the
• 14:11
  end?
• 14:11
  Is
• 14:11
  it
• 14:11
  speaking
• 14:11
  to
• 14:12
  a
• 14:12
  wide
• 14:12
  variety?
• 14:13
  And
• 14:13
  how
• 14:13
  can
• 14:14
  you
• 14:14
  be
• 14:14
  better
• 14:14
  at
• 14:15
  speaking
• 14:15
  to
• 14:15
  the
• 14:15
  phases
• 14:16
  that
• 14:16
  you're
• 14:16
  missing?
• 14:17
  Now,
• 14:17
  why
• 14:17
  does
• 14:17
  this
• 14:18
  matter?
• 14:18
  It
• 14:18
  matters
• 14:19
  because
• 14:19
  there
• 14:19
  are
• 14:19
  people
• 14:20
  out
• 14:20
  there
• 14:20
  who
• 14:20
  need
• 14:20
  you.
• 14:22
  I
• 14:22
  firmly
• 14:22
  believe
• 14:23
  that
• 14:23
  if
• 14:23
  you
• 14:23
  feel
• 14:23
  called
• 14:24
  to
• 14:24
  your
• 14:24
  business,
• 14:24
  it's
• 14:24
  because
• 14:25
  God
• 14:25
  is
• 14:25
  trying
• 14:25
  to
• 14:25
  match
• 14:26
  you
• 14:26
  up
• 14:27
  with
• 14:27
  people
• 14:27
  who
• 14:27
  need
• 14:28
  what
• 14:28
  you
• 14:28
  have.
• 14:28
  He's
• 14:29
  trying
• 14:29
  to
• 14:29
  take
• 14:29
  your
• 14:29
  talents
• 14:30
  and
• 14:30
  skills
• 14:30
  and
• 14:30
  match
• 14:30
  them
• 14:31
  up
• 14:31
  with
• 14:31
  people
• 14:31
  who
• 14:31
  desperately
• 14:32
  need
• 14:32
  that
• 14:32
  to
• 14:32
  overcome
• 14:33
  their
• 14:33
  own
• 14:33
  problems,
• 14:34
  but
• 14:34
  if
• 14:34
  they
• 14:35
  don't
• 14:35
  yet
• 14:35
  know
• 14:36
  that
• 14:36
  they
• 14:36
  need
• 14:36
  that,
• 14:37
  that's
• 14:37
  on
• 14:37
  us
• 14:38
  to
• 14:38
  teach
• 14:38
  them.
• 14:39
  Okay.
• 14:39
  So
• 14:39
  there's
• 14:39
  a
• 14:39
  lot
• 14:40
  of
• 14:40
  educating
• 14:41
  that
• 14:41
  happens
• 14:41
  in
• 14:41
  our
• 14:41
  business.
• 14:42
  It's
• 14:42
  not
• 14:42
  just
• 14:42
  selling,
• 14:43
  it's
• 14:43
  a
• 14:43
  lot
• 14:43
  of
• 14:43
  educating.
• 14:44
  It's
• 14:44
  a
• 14:44
  lot
• 14:44
  of
• 14:44
  guiding.
• 14:45
  It's
• 14:45
  a
• 14:45
  lot
• 14:45
  of
• 14:45
  showing.
• 14:46
  Through
• 14:47
  our
• 14:47
  content
• 14:47
  and
• 14:47
  through
• 14:48
  our
• 14:48
  own
• 14:48
  example,
• 14:48
  how
• 14:49
  their
• 14:49
  life
• 14:49
  can
• 14:49
  be
• 14:50
  better.
• 14:50
  So
• 14:50
  please
• 14:51
  don't
• 14:51
  get
• 14:51
  discouraged
• 14:52
  if
• 14:52
  through
• 14:52
  your
• 14:52
  promotions
• 14:53
  or
• 14:53
  through
• 14:53
  your
• 14:53
  selling,
• 14:54
  people
• 14:54
  are
• 14:54
  not
• 14:54
  buying
• 14:54
  right
• 14:55
  away.
• 14:55
  There's
• 14:55
  this
• 14:56
  constant
• 14:56
  cycle
• 14:57
  happening.
• 14:57
  You
• 14:58
  are
• 14:58
  likely
• 14:58
  planting
• 14:59
  seeds
• 15:00
  for
• 15:00
  all
• 15:00
  those
• 15:00
  people
• 15:00
  in
• 15:01
  the
• 15:01
  stage
• 15:01
  1,
• 15:01
  2,
• 15:02
  3,
• 15:02
  and
• 15:03
  eventually
• 15:03
  they
• 15:03
  will
• 15:03
  get
• 15:04
  around
• 15:04
  to
• 15:04
  where
• 15:04
  they're
• 15:04
  ready
• 15:05
  to
• 15:05
  buy.
• 15:05
  It's
• 15:06
  not
• 15:06
  failure,
• 15:07
  it's
• 15:07
  just
• 15:08
  different
• 15:08
  timing,
• 15:09
  and
• 15:09
  you
• 15:09
  have
• 15:10
  to
• 15:10
  keep
• 15:10
  going.
• 15:10
  It's
• 15:11
  just
• 15:11
  like
• 15:11
  planting
• 15:11
  seeds
• 15:11
  in
• 15:11
  a
• 15:12
  garden.
• 15:12
  You
• 15:12
  plant
• 15:13
  them
• 15:13
  at
• 15:13
  each
• 15:13
  different
• 15:14
  season,
• 15:15
  you
• 15:15
  maybe
• 15:15
  plant
• 15:16
  flowers
• 15:16
  at
• 15:16
  this
• 15:16
  season
• 15:17
  and
• 15:17
  pumpkins
• 15:18
  at
• 15:18
  this
• 15:18
  season,
• 15:18
  and
• 15:19
  an
• 15:19
  apple
• 15:19
  tree
• 15:19
  at
• 15:20
  this
• 15:20
  season.
• 15:20
  And
• 15:20
  if
• 15:20
  you
• 15:20
  expect
• 15:21
  it
• 15:21
  all
• 15:21
  to
• 15:21
  come
• 15:21
  to
• 15:21
  fruition
• 15:22
  at
• 15:22
  the
• 15:22
  same
• 15:22
  time,
• 15:22
  you're
• 15:23
  gonna
• 15:23
  be
• 15:23
  very
• 15:23
  disappointed,
• 15:24
  And
• 15:24
  if
• 15:25
  pumpkins
• 15:25
  come
• 15:25
  instead
• 15:26
  of
• 15:26
  apples,
• 15:26
  you
• 15:26
  have
• 15:26
  to
• 15:26
  realize
• 15:27
  it's
• 15:27
  pumpkin
• 15:27
  season.
• 15:27
  It's
• 15:28
  not
• 15:28
  apple
• 15:28
  season.
• 15:28
  Okay?
• 15:29
  Although
• 15:29
  I'm
• 15:30
  pretty
• 15:30
  sure
• 15:30
  that's
• 15:30
  the
• 15:30
  same
• 15:30
  season
• 15:31
  anyway,
• 15:31
  point
• 15:32
  being,
• 15:32
  this
• 15:33
  is
• 15:33
  how
• 15:33
  we're
• 15:33
  growing
• 15:33
  our
• 15:34
  business
• 15:34
  is
• 15:34
  in
• 15:34
  these
• 15:35
  phases
• 15:35
  and
• 15:36
  making
• 15:36
  sure
• 15:36
  that
• 15:36
  we
• 15:36
  are
• 15:36
  feeding
• 15:37
  every
• 15:37
  phase,
• 15:38
  helping
• 15:38
  each
• 15:38
  one
• 15:39
  grow
• 15:39
  so
• 15:39
  that
• 15:39
  everyone
• 15:40
  who's
• 15:40
  a
• 15:40
  good
• 15:40
  fit
• 15:40
  can
• 15:41
  eventually
• 15:41
  become
• 15:42
  a
• 15:42
  client.
• 15:43
  All
• 15:43
  right,
• 15:43
  so
• 15:43
  here's
• 15:44
  my
• 15:44
  call
• 15:44
  to
• 15:44
  action
• 15:44
  for
• 15:45
  you
• 15:45
  guys.
• 15:45
  Create
• 15:46
  one
• 15:46
  poster
• 15:46
  email
• 15:47
  this
• 15:47
  week
• 15:47
  for
• 15:47
  someone
• 15:48
  in
• 15:48
  that
• 15:48
  unaware
• 15:49
  phase,
• 15:49
  in
• 15:50
  that
• 15:50
  very,
• 15:50
  very
• 15:50
  first
• 15:51
  stage
• 15:51
  where
• 15:51
  they
• 15:51
  don't
• 15:52
  even
• 15:52
  know
• 15:52
  they
• 15:52
  have
• 15:52
  a
• 15:52
  problem,
• 15:53
  talk
• 15:53
  to
• 15:53
  them.
• 15:54
  You
• 15:54
  might
• 15:54
  think
• 15:54
  that's
• 15:54
  not
• 15:54
  useful
• 15:55
  because
• 15:55
  you
• 15:55
  might
• 15:55
  not
• 15:56
  think
• 15:56
  that
• 15:56
  they're
• 15:56
  yet
• 15:56
  following
• 15:57
  you,
• 15:57
  but
• 15:57
  I
• 15:57
  promise
• 15:57
  you
• 15:57
  there
• 15:58
  are
• 15:58
  people
• 15:58
  on
• 15:58
  your
• 15:59
  list
• 15:59
  or
• 15:59
  on
• 15:59
  your
• 15:59
  social
• 16:00
  media
• 16:00
  that
• 16:00
  are
• 16:00
  in
• 16:01
  that
• 16:01
  stage.
• 16:02
  There's
• 16:02
  something
• 16:02
  about
• 16:03
  you
• 16:03
  appeals
• 16:03
  to
• 16:03
  them
• 16:03
  and
• 16:04
  they're
• 16:04
  not
• 16:04
  sure
• 16:04
  why.
• 16:05
  So
• 16:05
  tell
• 16:05
  them
• 16:05
  why.
• 16:06
  Teach
• 16:06
  them
• 16:06
  about
• 16:06
  the
• 16:07
  problem
• 16:07
  and
• 16:07
  show
• 16:08
  them
• 16:08
  that
• 16:08
  you
• 16:08
  have
• 16:08
  the
• 16:08
  solution.
• 16:09
  I
• 16:09
  hope
• 16:10
  today's
• 16:10
  episode
• 16:10
  was
• 16:10
  helpful.
• 16:11
  Marketing
• 16:11
  does
• 16:12
  not
• 16:12
  have
• 16:12
  to
• 16:12
  be
• 16:12
  complicated.
• 16:13
  We
• 16:13
  just
• 16:13
  have
• 16:13
  to
• 16:13
  be
• 16:13
  aware
• 16:14
  that
• 16:14
  sometimes
• 16:14
  people
• 16:14
  d
• 16:15
  need
• 16:15
  different
• 16:15
  messages
• 16:16
  at
• 16:16
  different
• 16:16
  times.
• 16:17
  Take
• 16:17
  care,
• 16:17
  my
• 16:17
  friends.
• 16:17
  I'll
• 16:17
  talk
• 16:18
  to
• 16:18
  you
• 16:18
  next
• 16:18
  time.