Latest / Women in The Coaching Arena / 103 | Selling with Ease: How to Make More Sales Through Email - with Lisa York

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103 | Selling with Ease: How to Make More Sales Through Email - with Lisa York · Women in The Coaching Arena

• 0:00
  Hello
• 0:01
  and
• 0:01
  welcome
• 0:01
  to
• 0:02
  Women
• 0:02
  in
• 0:02
  the
• 0:02
  Coaching
• 0:02
  arena
• 0:03
  podcast.
• 0:04
  I'm
• 0:04
  so
• 0:04
  glad
• 0:04
  you're
• 0:05
  here.
• 0:06
  I'm
• 0:06
  Jo
• 0:06
  Lott,
• 0:07
  a
• 0:07
  business
• 0:07
  mentor
• 0:08
  and
• 0:08
  ICF
• 0:08
  accredited
• 0:09
  coach
• 0:10
  and
• 0:10
  I
• 0:10
  help
• 0:11
  coaches
• 0:11
  to
• 0:11
  build
• 0:12
  brilliant
• 0:12
  businesses.
• 0:14
  I
• 0:14
  know
• 0:15
  that
• 0:15
  when
• 0:15
  you
• 0:15
  prepare
• 0:16
  to
• 0:16
  enter
• 0:16
  the
• 0:17
  arena,
• 0:17
  there
• 0:17
  is
• 0:18
  fear,
• 0:18
  self
• 0:18
  doubt,
• 0:19
  comparison,
• 0:20
  anxiety,
• 0:21
  uncertainty.
• 0:23
  You
• 0:23
  can
• 0:23
  tend
• 0:24
  to
• 0:24
  armor
• 0:24
  up
• 0:25
  and
• 0:25
  protect
• 0:25
  yourself
• 0:26
  from
• 0:27
  vulnerability.
• 0:28
  In
• 0:29
  this
• 0:29
  podcast,
• 0:30
  I'll
• 0:30
  be
• 0:30
  sharing
• 0:30
  honest,
• 0:31
  not
• 0:31
  hype,
• 0:31
  practical
• 0:32
  and
• 0:32
  emotional
• 0:33
  tools
• 0:33
  to
• 0:33
  support
• 0:34
  you
• 0:34
  to
• 0:34
  make
• 0:35
  the
• 0:35
  difference
• 0:35
  that
• 0:35
  you're
• 0:36
  here
• 0:36
  for.
• 0:37
  DARE
• 0:37
  greatly.
• 0:38
  You
• 0:38
  belong
• 0:39
  in
• 0:39
  this
• 0:39
  arena.
• 0:41
  Hi
• 0:41
  Lisa.
• 0:42
  So
• 0:42
  excited
• 0:43
  to
• 0:43
  have
• 0:43
  you
• 0:43
  on
• 0:43
  the
• 0:44
  podcast.
• 0:44
  I
• 0:44
  haven't
• 0:45
  had
• 0:45
  many
• 0:45
  guests,
• 0:46
  so
• 0:46
  I'm
• 0:46
  really,
• 0:47
  really
• 0:47
  excited
• 0:47
  that
• 0:47
  you
• 0:47
  are
• 0:48
  one
• 0:48
  of
• 0:48
  my
• 0:48
  first
• 0:48
  guests
• 0:49
  and
• 0:49
  I
• 0:49
  know
• 0:49
  you're
• 0:49
  brilliant
• 0:50
  at
• 0:50
  what
• 0:50
  you
• 0:50
  do.
• 0:51
  Please
• 0:51
  do
• 0:51
  share
• 0:52
  a
• 0:52
  bit
• 0:52
  about
• 0:52
  yourself
• 0:53
  and
• 0:53
  what
• 0:53
  you
• 0:53
  do.
• 0:54
  Oh,
• 0:55
  hi
• 0:55
  Joanna.
• 0:55
  I'm
• 0:56
  honored
• 0:56
  to
• 0:56
  be
• 0:56
  your
• 0:56
  guest
• 0:57
  on
• 0:57
  such
• 0:57
  a
• 0:57
  prestigious
• 0:58
  podcast.
• 0:59
  So
• 0:59
  thank
• 0:59
  you
• 0:59
  so
• 0:59
  much
• 0:59
  for
• 1:00
  having
• 1:00
  me.
• 1:01
  I'm
• 1:01
  Lisa
• 1:01
  Yorke.
• 1:02
  I'm
• 1:02
  a
• 1:02
  digital
• 1:03
  sales
• 1:03
  strategist.
• 1:04
  My
• 1:04
  business
• 1:05
  is
• 1:05
  called
• 1:05
  Sell
• 1:06
  More
• 1:06
  Stuff.
• 1:06
  And
• 1:07
  what
• 1:07
  I
• 1:07
  do
• 1:07
  is
• 1:07
  I
• 1:08
  help
• 1:08
  women
• 1:09
  who
• 1:09
  have
• 1:09
  small
• 1:09
  businesses
• 1:11
  make
• 1:11
  more
• 1:11
  sales.
• 1:12
  And
• 1:12
  I
• 1:12
  do
• 1:13
  that
• 1:13
  through
• 1:14
  sales
• 1:14
  funnels,
• 1:15
  email
• 1:16
  automations
• 1:17
  and
• 1:18
  campaigns
• 1:18
  and
• 1:19
  launches.
• 1:20
  Because
• 1:20
  I
• 1:20
  find
• 1:21
  that
• 1:21
  if
• 1:21
  we
• 1:21
  can
• 1:21
  tighten
• 1:22
  up
• 1:22
  their
• 1:22
  sales
• 1:23
  funnels,
• 1:23
  which
• 1:23
  feels
• 1:24
  big
• 1:24
  and
• 1:24
  scary,
• 1:25
  but
• 1:25
  it's
• 1:25
  really
• 1:25
  not
• 1:26
  and
• 1:26
  we'll
• 1:26
  go
• 1:26
  into
• 1:26
  that
• 1:26
  later.
• 1:27
  But
• 1:27
  if
• 1:27
  I
• 1:27
  can
• 1:28
  help
• 1:28
  them
• 1:28
  tighten
• 1:28
  up
• 1:29
  their
• 1:29
  sales
• 1:29
  funnels
• 1:30
  and
• 1:30
  get
• 1:30
  those
• 1:31
  sales
• 1:31
  coming
• 1:31
  through
• 1:32
  in
• 1:32
  an
• 1:32
  easier
• 1:33
  way,
• 1:33
  then
• 1:34
  they've
• 1:34
  got
• 1:34
  more
• 1:35
  time
• 1:35
  to
• 1:35
  spend
• 1:35
  on
• 1:35
  other
• 1:36
  elements
• 1:36
  of
• 1:36
  their
• 1:36
  business
• 1:37
  because
• 1:37
  they
• 1:38
  know
• 1:38
  that
• 1:38
  the
• 1:38
  sales
• 1:38
  are
• 1:39
  coming
• 1:39
  in.
• 1:39
  So
• 1:40
  that's
• 1:40
  what
• 1:40
  I
• 1:40
  do.
• 1:41
  Love
• 1:41
  it.
• 1:42
  Thank
• 1:42
  you.
• 1:42
  Sales
• 1:43
  can
• 1:43
  have
• 1:43
  a
• 1:43
  really
• 1:44
  negative
• 1:45
  association,
• 1:45
  I
• 1:46
  think,
• 1:46
  for
• 1:46
  a
• 1:46
  lot
• 1:46
  of
• 1:46
  women,
• 1:47
  because,
• 1:47
  you
• 1:47
  know,
• 1:48
  we've
• 1:48
  all
• 1:48
  been
• 1:48
  brought
• 1:48
  up
• 1:49
  often
• 1:49
  to
• 1:49
  be
• 1:50
  caring
• 1:50
  and
• 1:51
  to
• 1:51
  do
• 1:51
  everything
• 1:51
  for
• 1:52
  free
• 1:52
  and
• 1:52
  just
• 1:52
  to
• 1:52
  be
• 1:52
  a
• 1:53
  really
• 1:53
  nice
• 1:53
  person.
• 1:54
  So
• 1:55
  tell
• 1:55
  me
• 1:55
  more
• 1:55
  about
• 1:56
  any
• 1:57
  resistance
• 1:57
  like
• 1:57
  that
• 1:58
  you've
• 1:58
  noticed
• 1:58
  and
• 1:59
  how
• 1:59
  you
• 1:59
  help
• 1:59
  people
• 2:00
  through
• 2:00
  that.
• 2:01
  Well,
• 2:01
  I've
• 2:02
  noticed
• 2:02
  a
• 2:02
  lot
• 2:03
  of
• 2:03
  resistance
• 2:04
  and
• 2:04
  the
• 2:04
  key
• 2:04
  word
• 2:05
  there
• 2:05
  was
• 2:05
  women.
• 2:06
  It's
• 2:06
  women
• 2:06
  who
• 2:06
  struggle
• 2:07
  with
• 2:07
  it.
• 2:07
  I've
• 2:07
  been
• 2:08
  to
• 2:08
  events
• 2:09
  where
• 2:09
  it's
• 2:09
  kind
• 2:10
  of
• 2:10
  a
• 2:10
  bit
• 2:10
  more
• 2:10
  bro
• 2:11
  marketing
• 2:12
  and
• 2:12
  they're
• 2:12
  all
• 2:12
  big
• 2:12
  and
• 2:13
  bold
• 2:13
  and
• 2:13
  brash
• 2:14
  and
• 2:14
  you
• 2:14
  know,
• 2:14
  they're
• 2:14
  telling
• 2:15
  everyone
• 2:15
  about
• 2:15
  what
• 2:15
  they
• 2:16
  do.
• 2:16
  And
• 2:16
  the
• 2:16
  women
• 2:17
  literally
• 2:18
  event
• 2:18
  I
• 2:18
  went
• 2:18
  to
• 2:19
  recently,
• 2:19
  the
• 2:20
  women
• 2:20
  were
• 2:20
  all
• 2:20
  cowering
• 2:21
  on
• 2:21
  the
• 2:21
  back
• 2:21
  row,
• 2:22
  saying
• 2:23
  nothing
• 2:24
  and
• 2:24
  struggling
• 2:25
  with
• 2:25
  imposter
• 2:25
  syndrome.
• 2:26
  And
• 2:26
  I
• 2:27
  think
• 2:27
  it's
• 2:27
  such
• 2:27
  a
• 2:27
  shame
• 2:28
  because
• 2:28
  women
• 2:29
  have
• 2:29
  so
• 2:30
  much
• 2:30
  to
• 2:30
  offer
• 2:31
  if
• 2:31
  only
• 2:32
  we
• 2:32
  were
• 2:33
  able
• 2:33
  to
• 2:33
  step
• 2:33
  into
• 2:33
  the
• 2:34
  sale.
• 2:34
  And
• 2:34
  I
• 2:35
  think
• 2:35
  the
• 2:35
  reason
• 2:35
  why
• 2:35
  it
• 2:36
  has
• 2:36
  negative
• 2:37
  connotations
• 2:38
  is
• 2:39
  because
• 2:39
  we
• 2:39
  think
• 2:40
  that
• 2:40
  we're
• 2:40
  going
• 2:40
  to
• 2:40
  be
• 2:41
  that
• 2:41
  sleazy
• 2:42
  used
• 2:43
  car
• 2:43
  salesman
• 2:44
  with
• 2:44
  the
• 2:44
  gold
• 2:44
  tooth
• 2:45
  twinkling
• 2:45
  at
• 2:46
  people.
• 2:46
  And
• 2:47
  actually
• 2:47
  the
• 2:47
  reality
• 2:48
  of
• 2:48
  it
• 2:48
  is
• 2:48
  that
• 2:49
  it
• 2:49
  doesn't
• 2:49
  have
• 2:49
  to
• 2:49
  be
• 2:50
  that
• 2:50
  way.
• 2:50
  I'm
• 2:51
  a
• 2:51
  big
• 2:51
  fan
• 2:51
  of
• 2:52
  relationship
• 2:52
  marketing.
• 2:53
  So
• 2:54
  as
• 2:54
  you
• 2:54
  know,
• 2:54
  Joanna,
• 2:54
  you're
• 2:55
  on
• 2:55
  my
• 2:55
  email
• 2:55
  list.
• 2:56
  And
• 2:56
  I
• 2:57
  build
• 2:57
  my
• 2:57
  personality
• 2:58
  through
• 2:58
  my
• 2:59
  email
• 2:59
  list
• 2:59
  and
• 3:00
  eventually
• 3:00
  that
• 3:00
  transforms
• 3:01
  into
• 3:01
  a
• 3:01
  sale.
• 3:02
  I
• 3:02
  think
• 3:02
  that's
• 3:03
  a
• 3:03
  really
• 3:03
  good
• 3:03
  way
• 3:03
  to
• 3:03
  do
• 3:03
  it
• 3:04
  because
• 3:04
  I
• 3:05
  feel
• 3:05
  like
• 3:05
  I'm
• 3:06
  selling
• 3:06
  myself
• 3:07
  and
• 3:07
  my
• 3:07
  personality
• 3:08
  and
• 3:08
  this
• 3:08
  is
• 3:08
  what
• 3:08
  I
• 3:09
  help
• 3:09
  women
• 3:09
  to
• 3:10
  sell
• 3:10
  through
• 3:11
  yourself.
• 3:11
  Because
• 3:12
  what
• 3:12
  you've
• 3:12
  got
• 3:13
  to
• 3:13
  offer
• 3:13
  the
• 3:13
  world
• 3:13
  is
• 3:14
  amazing
• 3:15
  and
• 3:15
  you
• 3:15
  are
• 3:15
  so
• 3:16
  unique
• 3:16
  and
• 3:17
  capable
• 3:17
  and
• 3:18
  an
• 3:18
  amazing
• 3:18
  person
• 3:19
  that
• 3:19
  why
• 3:20
  not
• 3:20
  just
• 3:20
  sell
• 3:20
  through
• 3:21
  your
• 3:21
  personalities?
• 3:22
  That's
• 3:22
  my
• 3:23
  mission,
• 3:23
  is
• 3:23
  to
• 3:23
  help
• 3:24
  small
• 3:24
  business
• 3:25
  women
• 3:25
  to
• 3:26
  make
• 3:26
  more
• 3:26
  sales
• 3:26
  using
• 3:27
  relationship
• 3:27
  marketing.
• 3:28
  Love
• 3:29
  it.
• 3:29
  And
• 3:29
  you're
• 3:30
  super
• 3:30
  interesting
• 3:31
  because
• 3:31
  you
• 3:31
  don't
• 3:31
  use
• 3:32
  social
• 3:32
  media.
• 3:32
  So
• 3:32
  tell
• 3:33
  me
• 3:33
  more
• 3:33
  about
• 3:33
  what
• 3:34
  you
• 3:34
  consider
• 3:35
  relationship
• 3:35
  marketing
• 3:36
  to
• 3:36
  be.
• 3:36
  Yes.
• 3:37
  People
• 3:37
  are
• 3:38
  often
• 3:38
  horrified
• 3:39
  when
• 3:39
  they
• 3:39
  know
• 3:39
  that
• 3:39
  I
• 3:40
  don't
• 3:40
  use
• 3:40
  social
• 3:40
  media.
• 3:41
  I
• 3:41
  don't
• 3:41
  use
• 3:41
  it
• 3:41
  in
• 3:41
  any
• 3:42
  way,
• 3:43
  shape
• 3:43
  or
• 3:43
  form.
• 3:44
  I
• 3:45
  think
• 3:45
  that
• 3:45
  when
• 3:45
  you
• 3:45
  have
• 3:46
  a
• 3:46
  small
• 3:46
  business,
• 3:47
  you
• 3:48
  have
• 3:48
  to
• 3:48
  have
• 3:48
  all
• 3:49
  the
• 3:49
  hats,
• 3:49
  you've
• 3:50
  got
• 3:50
  to
• 3:50
  do
• 3:50
  all
• 3:50
  the
• 3:50
  jobs
• 3:51
  yourself.
• 3:51
  There's
• 3:51
  a
• 3:52
  lot
• 3:52
  of
• 3:52
  balls
• 3:52
  that
• 3:52
  you've
• 3:53
  got
• 3:53
  to
• 3:53
  keep
• 3:53
  in
• 3:53
  the
• 3:53
  air.
• 3:54
  And
• 3:54
  so
• 3:54
  I'm
• 3:55
  a
• 3:55
  big
• 3:55
  advocate
• 3:56
  of
• 3:56
  my
• 3:57
  business
• 3:57
  my
• 3:58
  way.
• 3:58
  And
• 3:59
  so
• 3:59
  for
• 3:59
  me
• 3:59
  personally,
• 4:00
  I
• 4:00
  actually
• 4:00
  don't
• 4:01
  enjoy
• 4:01
  social
• 4:02
  media.
• 4:02
  When
• 4:03
  I
• 4:03
  used
• 4:03
  to
• 4:03
  have
• 4:03
  my
• 4:03
  podcast,
• 4:04
  I
• 4:04
  used
• 4:04
  to
• 4:05
  think,
• 4:05
  oh,
• 4:05
  I
• 4:05
  hope
• 4:06
  nobody
• 4:06
  replies
• 4:07
  to
• 4:07
  me
• 4:07
  via
• 4:08
  social
• 4:08
  media
• 4:08
  because
• 4:08
  that
• 4:09
  means
• 4:09
  I've
• 4:09
  got
• 4:09
  to
• 4:09
  talk
• 4:09
  to
• 4:09
  them
• 4:10
  via
• 4:10
  social
• 4:10
  media.
• 4:10
  I
• 4:11
  just
• 4:11
  didn't
• 4:11
  enjoy
• 4:12
  that.
• 4:12
  I
• 4:12
  prefer
• 4:12
  a
• 4:13
  deeper
• 4:13
  relationship.
• 4:14
  And
• 4:15
  I
• 4:15
  guess,
• 4:16
  you
• 4:16
  know,
• 4:16
  the
• 4:16
  fact
• 4:16
  that
• 4:17
  I'm
• 4:17
  teaching
• 4:17
  people
• 4:18
  to
• 4:18
  make
• 4:18
  sales,
• 4:19
  I
• 4:19
  sort
• 4:20
  of
• 4:20
  show
• 4:20
  by
• 4:20
  example.
• 4:21
  And
• 4:22
  for
• 4:22
  me
• 4:23
  that
• 4:23
  means
• 4:23
  I
• 4:23
  don't
• 4:23
  enjoy
• 4:24
  social
• 4:24
  media
• 4:25
  and
• 4:25
  I
• 4:25
  don't
• 4:26
  need
• 4:26
  social
• 4:26
  media.
• 4:27
  I
• 4:27
  actually
• 4:28
  do
• 4:28
  my
• 4:28
  marketing
• 4:29
  and
• 4:29
  my
• 4:29
  sales
• 4:30
  in
• 4:30
  a
• 4:30
  different
• 4:31
  way
• 4:31
  that
• 4:32
  doesn't
• 4:32
  involve
• 4:32
  it.
• 4:32
  So
• 4:33
  if
• 4:33
  you
• 4:33
  were
• 4:33
  to
• 4:34
  look
• 4:34
  me
• 4:34
  up
• 4:34
  on
• 4:35
  LinkedIn,
• 4:35
  I've
• 4:36
  literally
• 4:36
  got
• 4:36
  a
• 4:36
  one
• 4:36
  liner
• 4:37
  saying,
• 4:37
  I
• 4:38
  don't
• 4:38
  use
• 4:38
  LinkedIn.
• 4:39
  Come
• 4:40
  to
• 4:40
  my
• 4:40
  website
• 4:40
  if
• 4:41
  you
• 4:41
  want
• 4:41
  to
• 4:41
  chat.
• 4:41
  And
• 4:41
  people
• 4:42
  who
• 4:42
  do
• 4:42
  come
• 4:42
  to
• 4:43
  my
• 4:43
  website
• 4:43
  and
• 4:43
  then
• 4:43
  go
• 4:43
  onto
• 4:44
  my
• 4:44
  email
• 4:44
  list
• 4:45
  find,
• 4:45
  oh,
• 4:46
  we're
• 4:46
  having
• 4:46
  a
• 4:46
  conversation.
• 4:47
  It's
• 4:47
  like
• 4:48
  having
• 4:48
  DMs,
• 4:49
  but
• 4:50
  we're
• 4:50
  doing
• 4:50
  it
• 4:50
  by
• 4:51
  email.
• 4:52
  And
• 4:52
  I'm
• 4:53
  building
• 4:53
  a
• 4:53
  closer
• 4:53
  relationship
• 4:54
  with
• 4:54
  them
• 4:54
  because
• 4:55
  I'm
• 4:55
  doing
• 4:55
  that
• 4:55
  on
• 4:56
  a
• 4:56
  personal
• 4:56
  and
• 4:56
  individual
• 4:57
  level.
• 4:58
  So
• 4:58
  I
• 4:58
  don't
• 4:58
  feel
• 4:58
  like
• 4:59
  I
• 4:59
  need
• 4:59
  the
• 4:59
  social
• 5:00
  media
• 5:00
  in
• 5:01
  my
• 5:01
  business,
• 5:02
  it's
• 5:02
  a
• 5:02
  personal
• 5:02
  choice.
• 5:03
  I'm
• 5:03
  not
• 5:03
  dismissing
• 5:04
  social
• 5:05
  media.
• 5:05
  I
• 5:05
  think
• 5:05
  it's
• 5:06
  a
• 5:06
  brilliant
• 5:06
  platform,
• 5:07
  and
• 5:08
  I
• 5:08
  think
• 5:08
  it
• 5:08
  depends
• 5:09
  on
• 5:09
  what
• 5:09
  your
• 5:09
  business
• 5:10
  is,
• 5:10
  whether
• 5:10
  you
• 5:11
  should
• 5:11
  be
• 5:11
  using
• 5:11
  it
• 5:11
  or
• 5:11
  shouldn't
• 5:12
  be
• 5:12
  using
• 5:12
  it.
• 5:13
  But
• 5:13
  I
• 5:13
  don't
• 5:14
  think
• 5:14
  that
• 5:14
  we
• 5:14
  should
• 5:14
  automatically
• 5:15
  be
• 5:15
  saying,
• 5:16
  because
• 5:16
  I've
• 5:16
  got
• 5:17
  a
• 5:17
  business,
• 5:17
  I
• 5:17
  have
• 5:17
  to
• 5:18
  be
• 5:18
  using
• 5:19
  social
• 5:19
  media.
• 5:20
  So,
• 5:21
  so
• 5:21
  interesting.
• 5:21
  I
• 5:22
  don't
• 5:22
  think
• 5:22
  I've
• 5:22
  ever
• 5:22
  spoken
• 5:23
  to
• 5:23
  anyone
• 5:23
  who
• 5:24
  doesn't
• 5:24
  use
• 5:24
  social
• 5:24
  media
• 5:25
  in
• 5:25
  any
• 5:25
  capacity.
• 5:26
  So
• 5:26
  you
• 5:26
  haven't
• 5:26
  even,
• 5:27
  like,
• 5:27
  with
• 5:27
  your
• 5:28
  friends,
• 5:28
  family,
• 5:29
  Instagram,
• 5:30
  Facebook,
• 5:30
  nothing?
• 5:31
  No,
• 5:31
  nothing
• 5:32
  at
• 5:32
  all.
• 5:32
  And
• 5:32
  I
• 5:33
  make
• 5:33
  lots
• 5:33
  of
• 5:33
  sales.
• 5:34
  My
• 5:34
  business
• 5:34
  is
• 5:35
  thriving.
• 5:36
  I
• 5:36
  have
• 5:36
  a
• 5:36
  big
• 5:36
  customer
• 5:37
  base.
• 5:37
  I'm
• 5:37
  making
• 5:38
  lots
• 5:38
  of
• 5:38
  sales.
• 5:39
  I
• 5:39
  just
• 5:39
  don't
• 5:39
  feel
• 5:40
  like
• 5:40
  I
• 5:40
  need
• 5:40
  it
• 5:40
  in
• 5:40
  my
• 5:41
  business.
• 5:42
  So
• 5:43
  tell
• 5:43
  us
• 5:43
  the
• 5:43
  secret
• 5:44
  then.
• 5:44
  How
• 5:44
  do
• 5:45
  you
• 5:45
  get
• 5:45
  in
• 5:45
  front
• 5:45
  of
• 5:45
  people
• 5:46
  without
• 5:47
  social
• 5:47
  media?
• 5:48
  Well,
• 5:49
  I
• 5:49
  know
• 5:49
  a
• 5:49
  lot
• 5:49
  of
• 5:49
  your
• 5:49
  listeners.
• 5:50
  They're
• 5:50
  coaches
• 5:51
  and
• 5:51
  they're
• 5:51
  starting
• 5:51
  from
• 5:52
  scratch.
• 5:52
  If
• 5:53
  I
• 5:53
  was
• 5:53
  to
• 5:53
  give
• 5:53
  my
• 5:54
  best
• 5:54
  advice,
• 5:54
  I
• 5:55
  would
• 5:55
  say
• 5:55
  to
• 5:55
  people,
• 5:56
  the
• 5:56
  first
• 5:56
  port
• 5:56
  of
• 5:56
  call
• 5:57
  is
• 5:57
  to
• 5:57
  reach
• 5:57
  out
• 5:57
  to
• 5:57
  your
• 5:58
  network.
• 5:58
  When
• 5:59
  I
• 5:59
  started
• 5:59
  my
• 5:59
  business,
• 6:00
  this
• 6:00
  is
• 6:00
  my
• 6:00
  third
• 6:00
  business.
• 6:01
  So
• 6:01
  I
• 6:01
  had
• 6:02
  a
• 6:02
  podcast
• 6:02
  business
• 6:03
  in
• 6:03
  a
• 6:04
  past
• 6:04
  life.
• 6:05
  Covid
• 6:05
  put
• 6:06
  pay
• 6:06
  to
• 6:06
  that.
• 6:06
  I
• 6:07
  struggled
• 6:07
  to
• 6:07
  homeschool
• 6:08
  my
• 6:08
  four
• 6:08
  kids.
• 6:08
  We
• 6:09
  also
• 6:09
  moved
• 6:09
  internationally.
• 6:10
  There
• 6:10
  was
• 6:11
  a
• 6:11
  lot
• 6:11
  going
• 6:11
  on.
• 6:11
  I
• 6:11
  had
• 6:11
  to
• 6:12
  put
• 6:12
  that
• 6:12
  on
• 6:12
  the
• 6:12
  back
• 6:12
  burner.
• 6:13
  But
• 6:13
  what
• 6:13
  I
• 6:14
  did
• 6:14
  was
• 6:14
  I
• 6:14
  reached
• 6:15
  out
• 6:15
  to
• 6:15
  my
• 6:15
  old
• 6:16
  podcast
• 6:17
  network.
• 6:18
  I
• 6:18
  told
• 6:19
  individually,
• 6:20
  I
• 6:20
  don't
• 6:20
  do
• 6:20
  round
• 6:20
  Robbins.
• 6:21
  I
• 6:21
  individually
• 6:21
  goes
• 6:22
  to
• 6:22
  every
• 6:22
  auntie,
• 6:23
  every
• 6:23
  uncle,
• 6:24
  every
• 6:24
  cousin,
• 6:25
  every
• 6:25
  friend.
• 6:26
  I
• 6:26
  mean,
• 6:26
  I'm
• 6:27
  very
• 6:27
  lucky.
• 6:27
  We've
• 6:27
  moved
• 6:28
  a
• 6:28
  lot
• 6:28
  internationally.
• 6:29
  So
• 6:29
  I
• 6:29
  have
• 6:29
  lots
• 6:30
  of
• 6:30
  friends
• 6:30
  all
• 6:30
  around
• 6:31
  the
• 6:31
  world.
• 6:31
  And
• 6:32
  I'm
• 6:32
  very
• 6:32
  specific
• 6:33
  with
• 6:33
  what
• 6:33
  I
• 6:33
  tell
• 6:34
  them.
• 6:34
  This
• 6:34
  is
• 6:35
  on
• 6:35
  the
• 6:35
  basis
• 6:35
  that
• 6:35
  I
• 6:36
  already
• 6:36
  have
• 6:36
  a
• 6:36
  good
• 6:37
  relationship
• 6:37
  with
• 6:37
  them
• 6:38
  because
• 6:38
  I'm
• 6:38
  a
• 6:38
  people
• 6:38
  person.
• 6:39
  I
• 6:39
  love
• 6:39
  people.
• 6:40
  I've
• 6:40
  already
• 6:40
  got
• 6:40
  a
• 6:41
  good
• 6:41
  relationship
• 6:41
  with
• 6:41
  a
• 6:41
  lot
• 6:42
  of
• 6:42
  these
• 6:42
  people
• 6:43
  and
• 6:43
  some
• 6:43
  of
• 6:44
  the
• 6:44
  people
• 6:44
  who
• 6:44
  I
• 6:44
  haven't
• 6:45
  had
• 6:45
  contact
• 6:45
  for
• 6:46
  years
• 6:46
  with.
• 6:47
  It's
• 6:47
  opened
• 6:48
  up
• 6:48
  a
• 6:48
  new
• 6:48
  conversation.
• 6:49
  So
• 6:49
  I
• 6:49
  don't
• 6:49
  just
• 6:49
  go
• 6:49
  in
• 6:49
  and
• 6:50
  go,
• 6:50
  I've
• 6:50
  got
• 6:50
  something
• 6:50
  to
• 6:51
  sell.
• 6:51
  I
• 6:52
  go
• 6:52
  in
• 6:52
  and
• 6:52
  I
• 6:53
  say,
• 6:53
  sorry
• 6:53
  for
• 6:53
  the
• 6:54
  intrusion.
• 6:54
  I
• 6:54
  hope
• 6:54
  you
• 6:54
  don't
• 6:55
  mind.
• 6:55
  You
• 6:55
  know,
• 6:55
  I'm
• 6:56
  just
• 6:56
  telling
• 6:56
  people
• 6:56
  about
• 6:57
  my
• 6:57
  business,
• 6:58
  tell
• 6:58
  them
• 6:58
  what
• 6:59
  I
• 6:59
  do,
• 6:59
  and
• 7:00
  then
• 7:00
  get
• 7:00
  very
• 7:00
  specific.
• 7:01
  Have
• 7:02
  one
• 7:02
  clear
• 7:03
  call
• 7:03
  to
• 7:03
  action
• 7:03
  in
• 7:04
  your
• 7:04
  mind,
• 7:04
  what
• 7:04
  you
• 7:04
  want
• 7:05
  to
• 7:05
  do.
• 7:05
  Do
• 7:05
  you
• 7:05
  know
• 7:05
  any
• 7:06
  small
• 7:06
  business
• 7:06
  owners
• 7:06
  who
• 7:07
  might
• 7:07
  be
• 7:07
  interested
• 7:07
  in
• 7:07
  what
• 7:08
  I'm
• 7:08
  doing?
• 7:09
  And
• 7:09
  then
• 7:10
  what
• 7:10
  I
• 7:10
  do
• 7:10
  is
• 7:10
  I
• 7:10
  get
• 7:11
  people
• 7:11
  onto
• 7:11
  my
• 7:11
  email
• 7:12
  list,
• 7:13
  I
• 7:13
  charm
• 7:13
  them
• 7:14
  through
• 7:14
  my
• 7:14
  emails
• 7:15
  and
• 7:15
  that
• 7:16
  starts
• 7:16
  the
• 7:16
  word
• 7:17
  of
• 7:17
  mouth.
• 7:17
  People
• 7:17
  now
• 7:18
  start
• 7:18
  talking.
• 7:18
  Oh,
• 7:18
  Lisa
• 7:18
  York's
• 7:19
  emails,
• 7:19
  they're
• 7:20
  interesting
• 7:20
  to
• 7:20
  have.
• 7:21
  And
• 7:21
  it's
• 7:21
  been.
• 7:21
  It
• 7:22
  happens
• 7:22
  regularly.
• 7:22
  It's
• 7:22
  happening
• 7:23
  this
• 7:23
  weekend.
• 7:23
  You
• 7:23
  know,
• 7:23
  I
• 7:23
  had
• 7:24
  messages.
• 7:24
  Oh,
• 7:24
  so.
• 7:25
  And
• 7:25
  so.
• 7:25
  Said
• 7:25
  your
• 7:25
  email
• 7:25
  was
• 7:26
  really
• 7:26
  good.
• 7:26
  And.
• 7:27
  And
• 7:27
  here
• 7:27
  I
• 7:27
  am
• 7:28
  on
• 7:28
  your
• 7:28
  email
• 7:28
  list.
• 7:29
  And
• 7:29
  from
• 7:29
  there
• 7:29
  I
• 7:30
  start
• 7:30
  to
• 7:30
  build
• 7:30
  the
• 7:31
  relationship.
• 7:32
  So
• 7:32
  I
• 7:32
  think
• 7:32
  the
• 7:33
  first
• 7:33
  port
• 7:33
  of
• 7:33
  call,
• 7:33
  in
• 7:34
  answer
• 7:34
  to
• 7:34
  your
• 7:34
  question,
• 7:35
  is
• 7:35
  starting
• 7:36
  with
• 7:36
  your
• 7:36
  own
• 7:37
  network
• 7:37
  and
• 7:37
  build
• 7:38
  from
• 7:38
  there.
• 7:39
  Yeah,
• 7:39
  totally.
• 7:40
  And
• 7:40
  that's
• 7:40
  why
• 7:41
  I
• 7:41
  knew
• 7:41
  I
• 7:41
  had
• 7:41
  to
• 7:41
  have
• 7:41
  you
• 7:41
  on
• 7:42
  the
• 7:42
  podcast,
• 7:42
  because
• 7:43
  I
• 7:43
  signed
• 7:44
  up
• 7:44
  to
• 7:44
  your
• 7:44
  email
• 7:45
  list
• 7:45
  and
• 7:45
  by
• 7:46
  the
• 7:46
  third
• 7:46
  email,
• 7:47
  I
• 7:47
  had
• 7:48
  contacted
• 7:48
  you
• 7:48
  and
• 7:48
  asked
• 7:49
  you
• 7:49
  to
• 7:49
  be
• 7:49
  the
• 7:50
  sales
• 7:50
  strategist
• 7:51
  within
• 7:51
  my
• 7:51
  program,
• 7:51
  the
• 7:52
  Business
• 7:52
  of
• 7:52
  Coaching.
• 7:53
  So
• 7:53
  I
• 7:53
  was
• 7:54
  like,
• 7:54
  whatever
• 7:55
  happened
• 7:55
  there,
• 7:56
  extremely
• 7:57
  good.
• 7:58
  So
• 7:59
  tell
• 7:59
  me
• 7:59
  more
• 7:59
  about
• 8:00
  the
• 8:00
  difference
• 8:00
  between
• 8:01
  sales
• 8:02
  and
• 8:02
  marketing,
• 8:03
  because
• 8:03
  I
• 8:03
  know
• 8:03
  you
• 8:03
  treat
• 8:04
  them
• 8:04
  as
• 8:04
  very
• 8:04
  different
• 8:04
  entities
• 8:05
  within
• 8:05
  emails.
• 8:06
  I
• 8:07
  do.
• 8:07
  We
• 8:07
  tend
• 8:07
  to
• 8:08
  mulch
• 8:08
  the
• 8:09
  two
• 8:09
  things
• 8:09
  together.
• 8:10
  But
• 8:11
  marketing
• 8:12
  is
• 8:12
  the
• 8:12
  thing
• 8:12
  that
• 8:13
  you
• 8:13
  use
• 8:13
  to
• 8:14
  get
• 8:14
  people
• 8:15
  into
• 8:15
  your
• 8:15
  world.
• 8:16
  It's
• 8:16
  the
• 8:16
  platform
• 8:17
  by
• 8:17
  which
• 8:17
  you
• 8:17
  can
• 8:17
  tell
• 8:18
  people
• 8:18
  that
• 8:19
  I
• 8:19
  exist,
• 8:19
  my
• 8:20
  business
• 8:20
  is
• 8:20
  here.
• 8:21
  And
• 8:21
  I
• 8:21
  think
• 8:21
  you
• 8:21
  have
• 8:22
  to
• 8:22
  be
• 8:22
  strategic
• 8:22
  about
• 8:23
  the
• 8:23
  type
• 8:24
  of
• 8:24
  marketing
• 8:24
  you
• 8:25
  choose,
• 8:25
  because
• 8:25
  it
• 8:26
  depends
• 8:26
  really
• 8:27
  on,
• 8:27
  like
• 8:28
  I
• 8:28
  was
• 8:28
  saying
• 8:28
  earlier,
• 8:29
  the
• 8:29
  type
• 8:29
  of
• 8:29
  business
• 8:29
  that
• 8:30
  you
• 8:30
  want
• 8:30
  to
• 8:30
  run
• 8:30
  and
• 8:30
  how
• 8:30
  you
• 8:31
  want
• 8:31
  to
• 8:31
  run
• 8:31
  it,
• 8:31
  and
• 8:31
  also
• 8:32
  who
• 8:32
  your
• 8:33
  audience
• 8:33
  is.
• 8:34
  When
• 8:34
  I
• 8:34
  say
• 8:34
  marketing,
• 8:35
  I'm
• 8:35
  talking
• 8:35
  about
• 8:36
  all
• 8:36
  the
• 8:36
  social
• 8:37
  media
• 8:37
  platforms.
• 8:38
  I'm
• 8:38
  talking
• 8:39
  about
• 8:39
  the
• 8:39
  podcast.
• 8:40
  This
• 8:40
  podcast
• 8:40
  here
• 8:41
  now
• 8:41
  is
• 8:41
  one
• 8:41
  of
• 8:41
  your
• 8:42
  major
• 8:42
  marketing
• 8:43
  tools.
• 8:43
  And
• 8:43
  I
• 8:43
  know
• 8:43
  that
• 8:44
  you've
• 8:44
  had
• 8:44
  real
• 8:45
  pivotal
• 8:45
  moment
• 8:46
  in
• 8:46
  your
• 8:46
  business
• 8:47
  since
• 8:47
  launching
• 8:48
  your
• 8:48
  podcast.
• 8:48
  You
• 8:49
  know,
• 8:49
  it's
• 8:49
  really
• 8:49
  building
• 8:50
  that
• 8:50
  deeper
• 8:51
  relationship
• 8:51
  with
• 8:52
  people.
• 8:52
  And
• 8:52
  I
• 8:52
  know
• 8:52
  that
• 8:53
  your
• 8:53
  social
• 8:53
  media
• 8:54
  is
• 8:54
  like
• 8:54
  a
• 8:54
  more
• 8:54
  of
• 8:54
  a
• 8:55
  superficial
• 8:56
  relationship,
• 8:56
  and
• 8:56
  this
• 8:57
  really
• 8:57
  gets
• 8:57
  people
• 8:58
  to
• 8:58
  know,
• 8:58
  like,
• 8:59
  and
• 8:59
  trust
• 8:59
  you.
• 8:59
  If
• 8:59
  you're
• 8:59
  going
• 9:00
  to
• 9:00
  talk
• 9:00
  marketing,
• 9:01
  speak,
• 9:01
  but
• 9:02
  your
• 9:02
  marketing
• 9:03
  platform
• 9:03
  could
• 9:03
  also
• 9:04
  be
• 9:04
  your
• 9:04
  blog,
• 9:05
  your
• 9:05
  vlog,
• 9:06
  you
• 9:06
  could
• 9:06
  choose
• 9:07
  to
• 9:07
  focus
• 9:08
  on
• 9:08
  SEO.
• 9:09
  All
• 9:09
  of
• 9:09
  those
• 9:10
  things
• 9:10
  get
• 9:10
  people
• 9:10
  into
• 9:11
  the
• 9:11
  top
• 9:11
  of
• 9:11
  your
• 9:11
  funnel.
• 9:12
  And
• 9:12
  I
• 9:12
  always
• 9:13
  say,
• 9:13
  the
• 9:14
  only
• 9:14
  call
• 9:15
  to
• 9:15
  action.
• 9:15
  No,
• 9:15
  sorry,
• 9:16
  not
• 9:16
  the
• 9:16
  only
• 9:16
  call
• 9:16
  to
• 9:16
  action.
• 9:17
  The
• 9:17
  main
• 9:17
  call
• 9:18
  to
• 9:18
  action
• 9:18
  with
• 9:19
  all
• 9:19
  those
• 9:19
  marketing
• 9:20
  channels
• 9:20
  should
• 9:20
  be
• 9:21
  go
• 9:21
  to
• 9:22
  my
• 9:22
  website.
• 9:22
  And
• 9:23
  that's
• 9:23
  not
• 9:23
  to
• 9:23
  say
• 9:23
  that
• 9:23
  you
• 9:24
  can't
• 9:24
  have
• 9:24
  others
• 9:25
  because
• 9:25
  you
• 9:25
  might
• 9:25
  mention
• 9:26
  your
• 9:26
  lead
• 9:26
  magnet
• 9:26
  or
• 9:27
  a
• 9:27
  specific
• 9:28
  podcast
• 9:28
  episode
• 9:28
  or
• 9:29
  a
• 9:29
  blog
• 9:29
  that
• 9:29
  you've
• 9:29
  just
• 9:30
  released
• 9:30
  or
• 9:30
  whatever
• 9:31
  it
• 9:31
  might
• 9:31
  be,
• 9:32
  but
• 9:32
  it
• 9:32
  always
• 9:32
  should
• 9:33
  be
• 9:33
  go
• 9:33
  to
• 9:33
  my
• 9:34
  website.
• 9:34
  And
• 9:35
  from
• 9:35
  the
• 9:35
  website,
• 9:36
  the
• 9:36
  key
• 9:36
  thing
• 9:36
  is
• 9:37
  to
• 9:37
  try
• 9:37
  to
• 9:37
  get
• 9:37
  them
• 9:37
  onto
• 9:38
  your
• 9:38
  email
• 9:38
  list.
• 9:39
  So
• 9:39
  that's
• 9:40
  marketing.
• 9:41
  Sales
• 9:42
  is
• 9:42
  a
• 9:42
  different
• 9:43
  thing.
• 9:43
  Sales
• 9:44
  is
• 9:44
  what
• 9:44
  happens
• 9:44
  in
• 9:44
  your
• 9:45
  email
• 9:45
  list.
• 9:45
  And
• 9:45
  I
• 9:46
  find
• 9:46
  it
• 9:46
  very
• 9:46
  interesting
• 9:47
  because
• 9:48
  I
• 9:48
  think
• 9:48
  if
• 9:48
  your
• 9:49
  listeners
• 9:49
  can
• 9:49
  stop
• 9:50
  for
• 9:50
  a
• 9:50
  moment
• 9:50
  and
• 9:50
  think
• 9:51
  about
• 9:51
  how
• 9:51
  much
• 9:52
  time
• 9:52
  they
• 9:52
  spend
• 9:53
  doing
• 9:53
  the
• 9:53
  marketing
• 9:55
  versus
• 9:55
  how
• 9:56
  much
• 9:56
  time
• 9:56
  do
• 9:56
  they
• 9:57
  spend
• 9:57
  making
• 9:57
  the
• 9:58
  sale.
• 9:58
  In
• 9:59
  some
• 9:59
  cases,
• 9:59
  the
• 10:00
  sales
• 10:00
  get
• 10:00
  0%
• 10:01
  of
• 10:01
  their
• 10:02
  time
• 10:02
  because
• 10:03
  everyone
• 10:03
  gets
• 10:04
  scared.
• 10:04
  Nobody
• 10:05
  wants
• 10:05
  to
• 10:05
  ask
• 10:06
  for
• 10:06
  the
• 10:06
  sale.
• 10:07
  Whereas
• 10:08
  for
• 10:08
  me,
• 10:08
  if
• 10:08
  you
• 10:09
  don't
• 10:09
  ask
• 10:09
  the
• 10:09
  sale,
• 10:10
  you
• 10:10
  don't
• 10:10
  make
• 10:10
  money.
• 10:11
  And
• 10:11
  if
• 10:11
  you
• 10:11
  don't
• 10:11
  make
• 10:11
  money,
• 10:12
  you
• 10:12
  don't
• 10:12
  have
• 10:12
  a
• 10:13
  business.
• 10:13
  And
• 10:13
  if
• 10:13
  you're
• 10:14
  not
• 10:14
  asking
• 10:14
  for
• 10:15
  the
• 10:15
  sale,
• 10:16
  well,
• 10:16
  it's
• 10:16
  actually
• 10:16
  just
• 10:16
  a
• 10:17
  hobby,
• 10:17
  it's
• 10:17
  not
• 10:17
  a
• 10:17
  business.
• 10:18
  And
• 10:18
  I
• 10:19
  think
• 10:19
  that
• 10:19
  we
• 10:20
  as
• 10:20
  women
• 10:21
  in
• 10:21
  business
• 10:21
  owe
• 10:22
  it
• 10:22
  to
• 10:22
  the
• 10:22
  world
• 10:22
  to
• 10:22
  ask
• 10:23
  for
• 10:23
  the
• 10:23
  sale.
• 10:23
  We
• 10:24
  have
• 10:24
  got
• 10:24
  a
• 10:24
  business
• 10:25
  so
• 10:25
  we
• 10:25
  can
• 10:25
  continue
• 10:26
  in
• 10:26
  that
• 10:26
  business
• 10:27
  and
• 10:27
  continue
• 10:27
  to
• 10:27
  offer
• 10:28
  our
• 10:29
  goodness
• 10:29
  to
• 10:29
  the
• 10:30
  world.
• 10:30
  It's
• 10:30
  really,
• 10:30
  really
• 10:31
  important
• 10:31
  that
• 10:31
  you
• 10:31
  do
• 10:32
  ask
• 10:33
  for
• 10:33
  the
• 10:33
  sale.
• 10:34
  And
• 10:34
  like
• 10:34
  I
• 10:34
  say,
• 10:34
  the
• 10:34
  sale
• 10:35
  comes
• 10:36
  through
• 10:36
  the
• 10:36
  emails.
• 10:37
  They
• 10:38
  say
• 10:38
  that
• 10:38
  it
• 10:38
  takes
• 10:39
  an
• 10:39
  average
• 10:39
  of
• 10:39
  102
• 10:41
  emails
• 10:42
  to
• 10:42
  clinch
• 10:42
  the
• 10:43
  deal.
• 10:43
  So
• 10:44
  I
• 10:44
  think
• 10:44
  I'm
• 10:44
  doing
• 10:44
  pretty
• 10:45
  well.
• 10:45
  I
• 10:45
  clinched
• 10:45
  a
• 10:46
  deal.
• 10:46
  I'm
• 10:46
  inside
• 10:47
  your
• 10:47
  business
• 10:47
  of
• 10:48
  coaching
• 10:48
  program
• 10:49
  after
• 10:50
  three
• 10:50
  emails.
• 10:50
  Thank
• 10:51
  you
• 10:51
  so
• 10:51
  much
• 10:51
  for
• 10:51
  inviting
• 10:52
  me
• 10:52
  in.
• 10:52
  102
• 10:53
  emails.
• 10:53
  It's
• 10:54
  not
• 10:54
  a
• 10:54
  quick,
• 10:54
  you
• 10:55
  know,
• 10:55
  get
• 10:55
  rich
• 10:55
  quick
• 10:56
  scheme.
• 10:56
  It's
• 10:57
  an
• 10:57
  ongoing
• 10:58
  relationship
• 10:59
  building
• 10:59
  process.
• 11:00
  And
• 11:00
  again,
• 11:01
  leading
• 11:02
  by
• 11:02
  example,
• 11:03
  I
• 11:03
  sell
• 11:03
  something
• 11:04
  to
• 11:04
  my
• 11:05
  audience
• 11:05
  in
• 11:06
  every
• 11:06
  single
• 11:06
  email.
• 11:07
  Every
• 11:08
  single
• 11:08
  email
• 11:08
  has
• 11:08
  a
• 11:09
  call
• 11:09
  to
• 11:09
  action.
• 11:09
  Usually
• 11:10
  it's
• 11:10
  for
• 11:10
  a
• 11:10
  product
• 11:10
  that
• 11:11
  they
• 11:11
  pay
• 11:11
  for.
• 11:12
  Sometimes
• 11:12
  it
• 11:12
  might
• 11:12
  be
• 11:13
  a
• 11:13
  call
• 11:13
  to
• 11:13
  action
• 11:13
  saying
• 11:14
  can
• 11:14
  you
• 11:14
  leave
• 11:14
  me
• 11:14
  a
• 11:15
  Google
• 11:15
  review?
• 11:16
  Or
• 11:16
  can
• 11:17
  you
• 11:17
  recommend
• 11:17
  me
• 11:18
  to
• 11:18
  some
• 11:18
  podcasts
• 11:19
  me
• 11:19
  but
• 11:20
  a
• 11:20
  couple
• 11:20
  of
• 11:20
  those
• 11:20
  dotted
• 11:21
  in.
• 11:21
  But
• 11:21
  generally
• 11:22
  I'm
• 11:22
  saying
• 11:23
  buy
• 11:23
  this,
• 11:23
  buy
• 11:24
  this,
• 11:24
  buy
• 11:24
  this.
• 11:25
  But
• 11:25
  I
• 11:25
  don't
• 11:26
  do
• 11:26
  it
• 11:26
  in
• 11:26
  that
• 11:26
  buy,
• 11:27
  buy,
• 11:27
  buy
• 11:27
  type
• 11:28
  fashion.
• 11:29
  I'm
• 11:29
  doing
• 11:29
  it
• 11:29
  through
• 11:30
  building
• 11:30
  a
• 11:30
  relationship.
• 11:31
  So
• 11:31
  it's
• 11:32
  really
• 11:32
  important
• 11:33
  to
• 11:33
  separate
• 11:34
  out
• 11:34
  the
• 11:34
  sales
• 11:35
  element
• 11:36
  from
• 11:36
  the
• 11:36
  marketing.
• 11:36
  The
• 11:37
  marketing
• 11:37
  is
• 11:37
  really
• 11:37
  important.
• 11:38
  That's
• 11:38
  what
• 11:38
  gets
• 11:38
  people
• 11:38
  into
• 11:39
  your
• 11:39
  funnel.
• 11:40
  But
• 11:40
  once
• 11:40
  they're
• 11:41
  on
• 11:41
  your
• 11:41
  email
• 11:41
  list,
• 11:41
  it's
• 11:42
  really
• 11:42
  important
• 11:42
  that
• 11:43
  you
• 11:43
  step
• 11:43
  into
• 11:44
  it
• 11:44
  and,
• 11:44
  and
• 11:45
  brave
• 11:45
  up
• 11:45
  and
• 11:46
  start
• 11:46
  to
• 11:46
  ask
• 11:46
  for
• 11:47
  those
• 11:47
  sales
• 11:47
  because
• 11:47
  that's
• 11:48
  the
• 11:48
  thing
• 11:48
  that's
• 11:48
  going
• 11:48
  to
• 11:48
  keep
• 11:48
  your
• 11:48
  business
• 11:49
  alive.
• 11:50
  And
• 11:51
  so
• 11:51
  by
• 11:52
  you
• 11:52
  saying
• 11:52
  that
• 11:53
  they're
• 11:53
  separate,
• 11:53
  just
• 11:54
  so
• 11:54
  I
• 11:54
  completely
• 11:55
  understand
• 11:56
  and
• 11:56
  listeners
• 11:57
  can
• 11:57
  understand,
• 11:58
  do
• 11:58
  you
• 11:58
  mean
• 11:58
  therefore
• 11:59
  there
• 11:59
  should
• 11:59
  be
• 12:00
  separate
• 12:00
  emails
• 12:00
  about
• 12:01
  sales
• 12:01
  or
• 12:02
  do
• 12:02
  you
• 12:02
  mean
• 12:02
  they
• 12:02
  should
• 12:02
  just
• 12:03
  always
• 12:03
  be
• 12:03
  a
• 12:03
  sales
• 12:04
  call
• 12:04
  to
• 12:04
  action?
• 12:05
  What
• 12:05
  I
• 12:05
  mean
• 12:06
  is
• 12:06
  that
• 12:06
  marketing
• 12:07
  and
• 12:07
  sales
• 12:07
  do
• 12:07
  go
• 12:08
  hand
• 12:08
  in
• 12:08
  hand.
• 12:09
  I
• 12:09
  think
• 12:09
  that
• 12:10
  a
• 12:10
  lot
• 12:10
  of
• 12:10
  women
• 12:11
  think
• 12:12
  because
• 12:12
  they're
• 12:12
  spending
• 12:13
  a
• 12:13
  lot
• 12:13
  of
• 12:13
  time
• 12:13
  with
• 12:14
  their
• 12:14
  marketing
• 12:15
  that
• 12:15
  that
• 12:16
  naturally
• 12:16
  is
• 12:17
  going
• 12:17
  to
• 12:17
  transpose
• 12:18
  into
• 12:18
  a
• 12:18
  sale
• 12:19
  and
• 12:20
  actually
• 12:20
  it
• 12:20
  doesn't
• 12:20
  because
• 12:21
  you
• 12:21
  have
• 12:21
  to
• 12:22
  ask
• 12:23
  for
• 12:23
  the
• 12:23
  sale
• 12:24
  in
• 12:24
  a
• 12:24
  lot
• 12:24
  of
• 12:24
  cases.
• 12:25
  I
• 12:25
  look
• 12:25
  at
• 12:25
  a
• 12:25
  lot
• 12:25
  of
• 12:26
  women's
• 12:26
  businesses.
• 12:27
  When
• 12:27
  I
• 12:27
  first
• 12:27
  work
• 12:28
  with
• 12:28
  women,
• 12:28
  I
• 12:28
  do
• 12:28
  a
• 12:28
  sales
• 12:29
  funnel
• 12:29
  review
• 12:29
  and
• 12:29
  I
• 12:30
  have
• 12:30
  a
• 12:30
  really
• 12:30
  thorough
• 12:30
  look
• 12:30
  at
• 12:31
  every
• 12:31
  element
• 12:31
  of
• 12:31
  their
• 12:32
  business.
• 12:32
  And,
• 12:33
  and
• 12:33
  it's
• 12:33
  really
• 12:33
  quite
• 12:33
  interesting
• 12:34
  because
• 12:34
  what
• 12:35
  I
• 12:35
  often
• 12:35
  find
• 12:36
  is
• 12:36
  that
• 12:37
  I
• 12:37
  look
• 12:37
  at
• 12:37
  it
• 12:37
  and
• 12:38
  say,
• 12:38
  well,
• 12:39
  what
• 12:39
  is
• 12:39
  it
• 12:39
  that
• 12:39
  you're
• 12:40
  selling?
• 12:40
  I
• 12:41
  actually
• 12:41
  don't
• 12:41
  know
• 12:42
  what
• 12:42
  you're
• 12:42
  selling.
• 12:43
  I
• 12:43
  know
• 12:43
  what
• 12:44
  your
• 12:44
  message
• 12:44
  is,
• 12:45
  I
• 12:45
  know
• 12:45
  who
• 12:45
  you
• 12:46
  are,
• 12:46
  I
• 12:46
  know
• 12:46
  that
• 12:47
  you're
• 12:47
  a
• 12:47
  coach,
• 12:48
  in
• 12:48
  your
• 12:48
  case,
• 12:49
  your
• 12:49
  audience
• 12:49
  of
• 12:50
  coaches.
• 12:50
  I
• 12:50
  know
• 12:50
  that
• 12:50
  you're
• 12:51
  a
• 12:51
  coach
• 12:51
  and
• 12:52
  it
• 12:52
  looks
• 12:52
  like
• 12:52
  you're
• 12:52
  a
• 12:52
  cracking
• 12:53
  coach
• 12:53
  because
• 12:53
  you're
• 12:53
  telling
• 12:54
  me
• 12:54
  all
• 12:54
  about
• 12:54
  that
• 12:54
  on
• 12:54
  your
• 12:54
  website.
• 12:55
  But
• 12:55
  I
• 12:55
  actually
• 12:56
  don't
• 12:56
  know
• 12:56
  what
• 12:56
  it
• 12:56
  is
• 12:56
  that
• 12:57
  I
• 12:57
  can
• 12:57
  buy
• 12:57
  from
• 12:57
  you.
• 12:58
  Am
• 12:58
  I
• 12:58
  buying
• 12:59
  one
• 12:59
  to
• 12:59
  one
• 12:59
  coaching?
• 13:00
  Am
• 13:00
  I
• 13:00
  buying
• 13:01
  a
• 13:01
  package?
• 13:02
  Do
• 13:02
  you
• 13:02
  coach
• 13:02
  me
• 13:03
  individually?
• 13:03
  Do
• 13:03
  you
• 13:03
  come
• 13:04
  into
• 13:04
  my
• 13:04
  corporation?
• 13:05
  You
• 13:05
  know
• 13:05
  what
• 13:06
  actually
• 13:06
  is
• 13:06
  it
• 13:07
  that
• 13:07
  you
• 13:07
  do?
• 13:07
  And
• 13:07
  I
• 13:07
  think
• 13:08
  that
• 13:08
  you
• 13:08
  have
• 13:08
  to
• 13:09
  spell
• 13:09
  that
• 13:09
  out
• 13:10
  to
• 13:10
  people
• 13:11
  and
• 13:11
  you
• 13:11
  have
• 13:11
  to
• 13:12
  spell
• 13:12
  it
• 13:12
  out
• 13:12
  to
• 13:12
  them
• 13:13
  multiple
• 13:14
  times
• 13:14
  on
• 13:14
  multiple
• 13:15
  occasions
• 13:15
  because
• 13:16
  we
• 13:16
  think
• 13:17
  that
• 13:17
  we're
• 13:17
  writing
• 13:18
  all
• 13:18
  these
• 13:18
  emails
• 13:19
  and
• 13:19
  oh,
• 13:19
  everyone's
• 13:19
  going
• 13:19
  to
• 13:20
  be
• 13:20
  sick
• 13:20
  of
• 13:20
  me.
• 13:21
  But
• 13:21
  actually
• 13:22
  how
• 13:23
  many
• 13:23
  emails
• 13:23
  are
• 13:24
  going
• 13:24
  to
• 13:24
  get
• 13:24
  read?
• 13:25
  You
• 13:25
  have
• 13:25
  to
• 13:25
  assume
• 13:26
  that
• 13:26
  they're
• 13:26
  not
• 13:27
  actually
• 13:27
  going
• 13:27
  to
• 13:27
  get
• 13:27
  read.
• 13:28
  So
• 13:29
  it's
• 13:29
  a
• 13:29
  bit
• 13:29
  like
• 13:29
  nagging
• 13:30
  your
• 13:30
  kids
• 13:30
  to
• 13:31
  clear
• 13:31
  up
• 13:31
  their
• 13:31
  dishes.
• 13:32
  You
• 13:32
  have
• 13:32
  to
• 13:32
  keep
• 13:32
  going
• 13:33
  in
• 13:33
  and
• 13:33
  you
• 13:33
  have
• 13:33
  to
• 13:34
  keep
• 13:34
  asking
• 13:35
  for
• 13:35
  the
• 13:35
  sale
• 13:35
  and
• 13:35
  not
• 13:35
  be
• 13:36
  scared
• 13:36
  to
• 13:36
  do
• 13:37
  that.
• 13:38
  That
• 13:38
  stat
• 13:39
  about
• 13:39
  102
• 13:40
  emails
• 13:40
  is
• 13:41
  amazing.
• 13:42
  Like
• 13:42
  I
• 13:42
  think
• 13:42
  we
• 13:42
  all
• 13:43
  need
• 13:43
  to
• 13:43
  hear
• 13:43
  that
• 13:43
  because
• 13:43
  I
• 13:43
  often
• 13:44
  find
• 13:44
  I
• 13:45
  teach
• 13:45
  people
• 13:45
  to
• 13:45
  set
• 13:45
  up
• 13:46
  their
• 13:46
  lead
• 13:46
  magnets
• 13:47
  and
• 13:47
  nurture
• 13:47
  sequences
• 13:48
  in
• 13:48
  my
• 13:48
  program
• 13:49
  and
• 13:49
  then
• 13:50
  obviously
• 13:50
  it's
• 13:50
  a
• 13:51
  two
• 13:51
  week
• 13:51
  sequence
• 13:52
  and
• 13:52
  then
• 13:52
  no
• 13:53
  one
• 13:53
  ever
• 13:53
  wants
• 13:54
  to
• 13:54
  do
• 13:54
  the
• 13:55
  weekly
• 13:55
  email
• 13:56
  after
• 13:56
  that.
• 13:57
  And
• 13:57
  then
• 13:57
  for
• 13:58
  some
• 13:58
  reason
• 13:58
  I
• 13:59
  get
• 13:59
  a
• 13:59
  lot
• 13:59
  of
• 13:59
  resistance
• 14:00
  saying
• 14:00
  I
• 14:01
  just
• 14:01
  don't
• 14:01
  have
• 14:01
  time
• 14:01
  to
• 14:02
  write
• 14:02
  the
• 14:02
  email.
• 14:03
  But
• 14:03
  instead
• 14:04
  they're
• 14:04
  posting
• 14:04
  on
• 14:05
  social
• 14:05
  media
• 14:05
  every
• 14:06
  day.
• 14:06
  So
• 14:07
  how
• 14:07
  can
• 14:08
  we
• 14:08
  encourage
• 14:09
  people
• 14:09
  to
• 14:10
  make
• 14:10
  this
• 14:11
  a
• 14:11
  priority
• 14:11
  in
• 14:12
  their
• 14:12
  business?
• 14:13
  I
• 14:13
  think
• 14:13
  the
• 14:14
  bottom
• 14:14
  line
• 14:14
  is
• 14:15
  they
• 14:15
  need
• 14:16
  to
• 14:16
  make
• 14:16
  it
• 14:16
  a
• 14:16
  priority.
• 14:17
  I
• 14:17
  always
• 14:17
  say
• 14:18
  to
• 14:18
  people,
• 14:18
  beware
• 14:18
  of
• 14:18
  the
• 14:19
  just
• 14:19
  because
• 14:19
  someone
• 14:20
  said
• 14:20
  just
• 14:20
  post
• 14:20
  on
• 14:21
  social
• 14:21
  media
• 14:21
  or
• 14:21
  just
• 14:22
  do
• 14:22
  this
• 14:22
  and
• 14:22
  just
• 14:23
  do
• 14:23
  that.
• 14:23
  There's
• 14:23
  a
• 14:23
  lot
• 14:23
  of
• 14:24
  things
• 14:24
  we've
• 14:24
  all
• 14:24
  really
• 14:25
  overflowing
• 14:26
  to
• 14:26
  do
• 14:26
  lists
• 14:27
  and
• 14:27
  you
• 14:27
  have
• 14:27
  to
• 14:28
  make
• 14:28
  wise
• 14:28
  choices
• 14:29
  in
• 14:29
  your
• 14:30
  business
• 14:30
  about
• 14:30
  where
• 14:31
  you
• 14:31
  focus
• 14:31
  your
• 14:31
  attention
• 14:32
  for
• 14:33
  context.
• 14:33
  I
• 14:33
  have
• 14:34
  four
• 14:34
  children
• 14:35
  and
• 14:36
  I
• 14:36
  spend
• 14:37
  about
• 14:38
  two
• 14:38
  hours
• 14:38
  Every
• 14:38
  afternoon
• 14:39
  I
• 14:39
  work
• 14:39
  from
• 14:40
  about
• 14:40
  one
• 14:40
  till
• 14:40
  three.
• 14:41
  Every
• 14:41
  afternoon
• 14:41
  I
• 14:42
  go,
• 14:42
  okay,
• 14:42
  I've
• 14:42
  got
• 14:42
  a
• 14:43
  very
• 14:43
  small
• 14:43
  window.
• 14:44
  So
• 14:44
  I'm
• 14:44
  not
• 14:44
  going
• 14:45
  to
• 14:45
  spend
• 14:45
  my
• 14:45
  time
• 14:45
  on
• 14:46
  the
• 14:46
  social
• 14:46
  media.
• 14:46
  I'm
• 14:47
  going
• 14:47
  to
• 14:47
  spend
• 14:47
  my
• 14:47
  time
• 14:47
  on
• 14:48
  the
• 14:48
  individual
• 14:48
  outreach
• 14:49
  that
• 14:49
  I
• 14:49
  was
• 14:49
  talking
• 14:49
  about.
• 14:50
  And
• 14:50
  what
• 14:51
  I
• 14:51
  am
• 14:51
  going
• 14:51
  to
• 14:51
  spend
• 14:52
  time
• 14:52
  on
• 14:52
  is
• 14:53
  writing
• 14:53
  that
• 14:54
  email.
• 14:55
  And
• 14:55
  I
• 14:55
  hear
• 14:55
  that
• 14:56
  a
• 14:56
  lot,
• 14:56
  too.
• 14:56
  It's
• 14:56
  interesting
• 14:57
  that
• 14:57
  you
• 14:57
  said
• 14:57
  that
• 14:57
  about
• 14:58
  that
• 14:58
  resistance
• 14:58
  to
• 14:59
  the
• 14:59
  emails.
• 14:59
  I
• 15:00
  think
• 15:00
  that
• 15:00
  you
• 15:00
  need
• 15:01
  to
• 15:01
  just
• 15:02
  brace
• 15:02
  yourself
• 15:02
  for
• 15:02
  the
• 15:03
  fact
• 15:03
  that
• 15:03
  you
• 15:03
  need
• 15:04
  to
• 15:04
  just
• 15:04
  say,
• 15:04
  I'm
• 15:05
  going
• 15:05
  to
• 15:05
  put
• 15:05
  this
• 15:05
  in
• 15:05
  my
• 15:05
  calendar
• 15:06
  every
• 15:07
  single
• 15:07
  week.
• 15:07
  And
• 15:07
  I
• 15:07
  know
• 15:08
  everyone
• 15:08
  says
• 15:08
  that,
• 15:08
  like,
• 15:08
  make
• 15:09
  that
• 15:09
  the
• 15:09
  priority,
• 15:10
  but
• 15:10
  really,
• 15:11
  what
• 15:11
  could
• 15:11
  be
• 15:12
  more
• 15:12
  higher
• 15:13
  priority
• 15:13
  than
• 15:14
  making
• 15:14
  a
• 15:14
  sale
• 15:14
  in
• 15:14
  your
• 15:15
  business?
• 15:15
  But
• 15:16
  I
• 15:16
  know
• 15:16
  that
• 15:17
  the
• 15:17
  more
• 15:17
  emails
• 15:18
  you
• 15:18
  write,
• 15:19
  the
• 15:19
  closer
• 15:19
  the
• 15:20
  connection
• 15:20
  is
• 15:20
  with
• 15:21
  your
• 15:21
  audience
• 15:22
  and
• 15:22
  therefore
• 15:22
  the
• 15:23
  more
• 15:23
  likely
• 15:23
  they
• 15:23
  are
• 15:24
  to
• 15:24
  want
• 15:24
  to
• 15:24
  buy
• 15:24
  your
• 15:25
  product.
• 15:25
  So
• 15:26
  I
• 15:26
  say
• 15:26
  with
• 15:27
  the
• 15:27
  email
• 15:27
  marketing,
• 15:28
  you
• 15:29
  need
• 15:29
  to
• 15:29
  make
• 15:30
  them
• 15:30
  the
• 15:30
  person
• 15:31
  that
• 15:31
  you
• 15:31
  would
• 15:31
  go
• 15:31
  to.
• 15:32
  For
• 15:32
  example,
• 15:33
  if
• 15:33
  I
• 15:33
  was
• 15:34
  a
• 15:34
  coach
• 15:35
  and
• 15:35
  I
• 15:35
  wanted
• 15:36
  someone
• 15:36
  to
• 15:37
  teach
• 15:37
  me
• 15:37
  how
• 15:38
  to
• 15:38
  create
• 15:38
  a
• 15:39
  business
• 15:39
  around
• 15:39
  coaching,
• 15:40
  I'm
• 15:41
  not
• 15:41
  going
• 15:41
  to
• 15:41
  go
• 15:41
  to
• 15:41
  Google
• 15:42
  and
• 15:42
  go,
• 15:42
  oh,
• 15:42
  I
• 15:42
  want
• 15:42
  a
• 15:43
  business
• 15:43
  of
• 15:43
  coaching.
• 15:44
  I'm
• 15:44
  going
• 15:44
  to
• 15:44
  come
• 15:45
  to
• 15:45
  you
• 15:45
  because
• 15:46
  I
• 15:46
  know
• 15:46
  you,
• 15:47
  because
• 15:47
  you
• 15:47
  spent
• 15:48
  time
• 15:48
  developing
• 15:49
  your
• 15:49
  relationship
• 15:50
  with
• 15:50
  me
• 15:50
  through
• 15:50
  your
• 15:51
  emails,
• 15:52
  through
• 15:52
  your
• 15:52
  podcast
• 15:53
  and
• 15:54
  emails,
• 15:54
  obviously,
• 15:54
  like
• 15:55
  you
• 15:55
  say,
• 15:55
  where
• 15:55
  the
• 15:55
  selling
• 15:55
  comes.
• 15:56
  As
• 15:56
  an
• 15:56
  example,
• 15:57
  when
• 15:57
  you
• 15:58
  started
• 15:58
  doing
• 15:58
  your
• 15:59
  events,
• 15:59
  Joanna,
• 16:00
  I
• 16:00
  was
• 16:00
  living
• 16:00
  overseas.
• 16:01
  And
• 16:02
  so
• 16:02
  I
• 16:02
  was
• 16:02
  like,
• 16:02
  you
• 16:03
  know,
• 16:03
  nose
• 16:03
  pressed
• 16:04
  against
• 16:04
  the
• 16:04
  glass,
• 16:04
  I'd
• 16:05
  love
• 16:05
  to
• 16:05
  come,
• 16:05
  but
• 16:06
  it's
• 16:06
  too
• 16:06
  far.
• 16:06
  I
• 16:07
  can't
• 16:07
  make
• 16:07
  it.
• 16:08
  And
• 16:08
  I
• 16:08
  decided
• 16:09
  that
• 16:09
  when
• 16:09
  I
• 16:09
  moved
• 16:10
  back
• 16:10
  to
• 16:10
  the
• 16:10
  uk,
• 16:11
  I
• 16:11
  was
• 16:11
  coming
• 16:12
  to
• 16:12
  your
• 16:12
  event.
• 16:13
  And
• 16:13
  so
• 16:13
  you
• 16:14
  literally
• 16:15
  just
• 16:15
  kind
• 16:15
  of
• 16:15
  made
• 16:15
  a
• 16:15
  little
• 16:16
  whisper
• 16:16
  about,
• 16:16
  oh,
• 16:16
  you've
• 16:17
  got
• 16:17
  this
• 16:17
  veg,
• 16:17
  I'm
• 16:18
  on
• 16:18
  your
• 16:18
  waiting
• 16:18
  list.
• 16:19
  Bam.
• 16:19
  I
• 16:19
  was
• 16:20
  on
• 16:20
  it
• 16:20
  and
• 16:20
  I
• 16:21
  thought
• 16:21
  to
• 16:21
  myself,
• 16:21
  I
• 16:21
  am
• 16:22
  waiting
• 16:22
  for
• 16:22
  Joanna's
• 16:23
  email
• 16:24
  every
• 16:24
  single
• 16:25
  day
• 16:25
  because
• 16:25
  the
• 16:25
  moment
• 16:26
  she
• 16:26
  tells
• 16:26
  me
• 16:26
  the
• 16:26
  event
• 16:27
  open
• 16:27
  and
• 16:28
  I
• 16:28
  can
• 16:28
  sign
• 16:28
  up
• 16:29
  for
• 16:29
  it,
• 16:30
  I'm
• 16:30
  getting
• 16:30
  on
• 16:31
  there
• 16:31
  because
• 16:31
  I
• 16:31
  don't
• 16:31
  want
• 16:32
  all
• 16:32
  the
• 16:32
  spaces
• 16:32
  to
• 16:33
  be
• 16:33
  filled
• 16:33
  up
• 16:33
  and
• 16:33
  me
• 16:33
  miss
• 16:34
  out
• 16:34
  on
• 16:34
  the
• 16:34
  chance
• 16:34
  to
• 16:35
  get
• 16:35
  to
• 16:35
  your
• 16:35
  events.
• 16:36
  How
• 16:37
  did
• 16:37
  you
• 16:37
  do
• 16:37
  that?
• 16:38
  Well,
• 16:38
  you
• 16:38
  did
• 16:38
  that
• 16:39
  because
• 16:39
  you'd
• 16:39
  built
• 16:39
  a
• 16:39
  relationship
• 16:40
  with
• 16:40
  me.
• 16:41
  I
• 16:41
  wanted
• 16:41
  to
• 16:41
  go
• 16:41
  to
• 16:42
  your
• 16:42
  event,
• 16:42
  not
• 16:43
  anyone
• 16:43
  else's
• 16:43
  event.
• 16:43
  Joanna
• 16:44
  locked
• 16:44
  her
• 16:44
  event.
• 16:45
  I
• 16:45
  want
• 16:45
  to
• 16:45
  go
• 16:45
  to
• 16:45
  your
• 16:46
  event
• 16:46
  because
• 16:46
  it
• 16:46
  was
• 16:47
  run
• 16:47
  by
• 16:47
  you,
• 16:48
  because
• 16:49
  you'd
• 16:49
  built
• 16:49
  that
• 16:50
  relationship
• 16:50
  with
• 16:50
  me.
• 16:51
  So
• 16:51
  back
• 16:51
  to
• 16:51
  your
• 16:51
  question.
• 16:52
  It's
• 16:53
  so
• 16:53
  important
• 16:54
  that
• 16:54
  you
• 16:54
  actually
• 16:55
  make
• 16:55
  the
• 16:56
  time
• 16:56
  to
• 16:57
  write
• 16:57
  those
• 16:57
  emails,
• 16:58
  because
• 16:58
  that's
• 16:59
  how
• 16:59
  you
• 16:59
  build
• 16:59
  that
• 17:00
  Deeper
• 17:00
  relationship
• 17:01
  and
• 17:01
  therefore
• 17:01
  that's
• 17:01
  how
• 17:02
  you
• 17:02
  make
• 17:02
  sales.
• 17:03
  I
• 17:04
  love
• 17:04
  it
• 17:04
  and
• 17:04
  I
• 17:04
  know
• 17:04
  that
• 17:05
  there'll
• 17:05
  be
• 17:05
  people
• 17:05
  listening
• 17:06
  because
• 17:06
  I
• 17:06
  hear
• 17:06
  this
• 17:07
  all
• 17:07
  the
• 17:07
  time
• 17:07
  saying,
• 17:08
  well
• 17:08
  I'm
• 17:09
  just
• 17:09
  going
• 17:09
  to
• 17:09
  wait
• 17:10
  until
• 17:10
  I've
• 17:10
  got
• 17:10
  500
• 17:11
  people
• 17:11
  on
• 17:12
  my
• 17:12
  email
• 17:12
  list
• 17:13
  before
• 17:13
  I
• 17:13
  bother
• 17:14
  starting
• 17:14
  up
• 17:14
  this
• 17:15
  weekly
• 17:15
  email.
• 17:16
  What's
• 17:16
  your
• 17:16
  advice
• 17:17
  to
• 17:17
  those
• 17:17
  people
• 17:17
  that
• 17:18
  maybe
• 17:18
  have
• 17:18
  got
• 17:18
  two
• 17:19
  or
• 17:19
  three
• 17:19
  their
• 17:19
  fast
• 17:20
  lead
• 17:20
  magnet
• 17:20
  signups
• 17:21
  and
• 17:21
  how
• 17:22
  should
• 17:22
  they
• 17:22
  go
• 17:22
  from
• 17:22
  there?
• 17:23
  Well,
• 17:23
  I
• 17:24
  think
• 17:24
  they
• 17:24
  should
• 17:24
  always
• 17:25
  treat
• 17:26
  their
• 17:26
  email
• 17:27
  list
• 17:27
  very
• 17:28
  professionally.
• 17:29
  I
• 17:29
  think
• 17:29
  people
• 17:30
  get
• 17:30
  caught
• 17:31
  up
• 17:31
  on
• 17:31
  these
• 17:31
  vanity
• 17:32
  metrics.
• 17:33
  We
• 17:33
  need
• 17:33
  to
• 17:33
  have
• 17:33
  a
• 17:34
  lot
• 17:34
  of
• 17:34
  people
• 17:34
  on
• 17:35
  our
• 17:35
  email
• 17:35
  list
• 17:36
  in
• 17:36
  order
• 17:36
  to
• 17:36
  make
• 17:36
  the
• 17:36
  sale.
• 17:37
  That
• 17:38
  is
• 17:38
  absolutely
• 17:39
  incorrect.
• 17:40
  When
• 17:41
  I
• 17:41
  first
• 17:41
  started
• 17:42
  my
• 17:42
  email
• 17:43
  list
• 17:43
  and
• 17:43
  just
• 17:43
  for
• 17:43
  context,
• 17:44
  I
• 17:44
  held
• 17:44
  off
• 17:45
  that
• 17:45
  for
• 17:45
  quite
• 17:45
  a
• 17:45
  while
• 17:46
  because
• 17:46
  I
• 17:46
  wanted
• 17:46
  to
• 17:47
  build
• 17:47
  a
• 17:48
  really
• 17:48
  enticing
• 17:49
  welcome
• 17:50
  sequence
• 17:50
  and
• 17:50
  my
• 17:50
  welcome
• 17:51
  sequence
• 17:51
  and
• 17:52
  my
• 17:52
  automations
• 17:52
  have
• 17:52
  a
• 17:53
  lot
• 17:53
  of
• 17:53
  emails
• 17:53
  in
• 17:54
  them.
• 17:54
  I
• 17:55
  spent
• 17:55
  a
• 17:55
  considerable
• 17:55
  amount
• 17:55
  of
• 17:56
  time
• 17:56
  doing
• 17:56
  that.
• 17:56
  But
• 17:56
  I
• 17:56
  also
• 17:57
  wanted
• 17:57
  to
• 17:57
  make
• 17:57
  sure
• 17:57
  that
• 17:58
  I
• 17:58
  had
• 17:58
  the
• 17:58
  capacity
• 17:59
  to
• 17:59
  write
• 17:59
  those
• 18:00
  emails.
• 18:00
  So
• 18:00
  I
• 18:00
  held
• 18:00
  off
• 18:01
  launching
• 18:01
  my
• 18:02
  business
• 18:02
  until
• 18:02
  I
• 18:03
  had
• 18:03
  all
• 18:03
  those
• 18:03
  pieces
• 18:04
  in
• 18:04
  place.
• 18:05
  When
• 18:05
  I
• 18:05
  first
• 18:06
  started
• 18:06
  my
• 18:06
  business
• 18:07
  I
• 18:08
  had
• 18:08
  eight
• 18:09
  people
• 18:09
  on
• 18:09
  my
• 18:10
  email
• 18:10
  list
• 18:11
  and
• 18:11
  from
• 18:11
  those
• 18:12
  eight
• 18:12
  people
• 18:13
  I
• 18:13
  made
• 18:13
  four
• 18:14
  sales
• 18:14
  at
• 18:15
  250
• 18:15
  pounds
• 18:16
  each,
• 18:16
  which
• 18:16
  is
• 18:16
  a
• 18:16
  thousand
• 18:16
  pound.
• 18:17
  I'm
• 18:18
  in
• 18:18
  your
• 18:18
  business
• 18:18
  of
• 18:18
  coaching.
• 18:19
  Get
• 18:19
  onto
• 18:19
  people's
• 18:20
  podcasts.
• 18:21
  I
• 18:21
  use
• 18:21
  those
• 18:21
  people
• 18:22
  wisely
• 18:23
  and
• 18:23
  I
• 18:23
  think
• 18:23
  it
• 18:24
  really
• 18:24
  doesn't
• 18:24
  matter.
• 18:25
  It's
• 18:25
  not
• 18:25
  about
• 18:26
  the
• 18:26
  number
• 18:27
  of
• 18:27
  people
• 18:27
  you've
• 18:27
  got
• 18:27
  on
• 18:28
  your
• 18:28
  email
• 18:28
  list.
• 18:29
  What's
• 18:29
  more
• 18:29
  important
• 18:30
  is
• 18:30
  that
• 18:30
  those
• 18:31
  people
• 18:31
  on
• 18:31
  your
• 18:31
  email
• 18:32
  list
• 18:32
  are
• 18:32
  your
• 18:33
  people.
• 18:33
  And
• 18:34
  this
• 18:34
  is
• 18:34
  another
• 18:34
  element
• 18:35
  of
• 18:35
  the
• 18:35
  sales
• 18:36
  funnel
• 18:36
  that
• 18:36
  I
• 18:36
  teach.
• 18:37
  It's
• 18:37
  about
• 18:38
  using
• 18:39
  your
• 18:39
  marketing,
• 18:40
  the
• 18:40
  social
• 18:40
  media,
• 18:40
  the
• 18:40
  podcast,
• 18:41
  the
• 18:41
  blog
• 18:41
  that
• 18:41
  we
• 18:42
  talked
• 18:42
  about,
• 18:42
  using
• 18:42
  the
• 18:43
  marketing
• 18:44
  to
• 18:44
  be
• 18:44
  very
• 18:44
  specific
• 18:45
  in
• 18:46
  talking
• 18:46
  to
• 18:46
  the
• 18:47
  very
• 18:47
  person
• 18:48
  that
• 18:48
  who
• 18:48
  is
• 18:48
  your
• 18:48
  target
• 18:49
  market.
• 18:49
  I
• 18:49
  know
• 18:49
  in
• 18:49
  your
• 18:50
  program
• 18:50
  you
• 18:50
  talk
• 18:50
  a
• 18:50
  lot
• 18:51
  about
• 18:51
  niching,
• 18:52
  you
• 18:52
  know,
• 18:52
  niche
• 18:53
  down
• 18:53
  as
• 18:53
  much
• 18:53
  as
• 18:53
  you
• 18:53
  can
• 18:53
  because
• 18:54
  you
• 18:54
  can't
• 18:54
  just
• 18:54
  go
• 18:54
  I'm
• 18:55
  a
• 18:55
  coach
• 18:55
  and
• 18:56
  go
• 18:56
  oh,
• 18:56
  so
• 18:56
  what
• 18:57
  you
• 18:57
  need
• 18:57
  to
• 18:57
  be
• 18:58
  specific
• 18:58
  about
• 18:58
  what
• 18:58
  that
• 18:59
  is
• 18:59
  and
• 18:59
  then
• 19:00
  in
• 19:00
  your
• 19:00
  marketing
• 19:00
  you
• 19:00
  can
• 19:01
  talk
• 19:01
  specifically
• 19:01
  about
• 19:02
  that
• 19:02
  and
• 19:03
  through
• 19:03
  your
• 19:03
  opt
• 19:03
  in
• 19:04
  process
• 19:04
  it's
• 19:04
  actually
• 19:05
  really
• 19:05
  good
• 19:05
  if
• 19:06
  people
• 19:06
  don't
• 19:06
  opt
• 19:06
  in
• 19:07
  because
• 19:07
  the
• 19:07
  more
• 19:07
  people
• 19:08
  you
• 19:08
  have
• 19:08
  on
• 19:08
  your
• 19:08
  list
• 19:09
  the
• 19:09
  more
• 19:10
  money
• 19:10
  you
• 19:10
  have
• 19:10
  to
• 19:10
  pay
• 19:10
  to
• 19:11
  have
• 19:11
  them
• 19:11
  there.
• 19:12
  So
• 19:12
  I'm
• 19:12
  ruthless
• 19:12
  with
• 19:13
  my
• 19:13
  list.
• 19:13
  It's
• 19:13
  like
• 19:14
  if
• 19:14
  you,
• 19:14
  if
• 19:14
  you're
• 19:14
  not
• 19:15
  reading
• 19:15
  you
• 19:16
  can
• 19:16
  go
• 19:17
  and
• 19:17
  actually
• 19:17
  I
• 19:18
  love
• 19:18
  unsubscribes.
• 19:19
  I
• 19:19
  mean
• 19:19
  everyone
• 19:20
  heart
• 19:20
  sings
• 19:21
  like
• 19:21
  someone
• 19:21
  unsubscribed
• 19:22
  from
• 19:22
  my
• 19:22
  list
• 19:23
  and
• 19:23
  it's
• 19:23
  all
• 19:23
  terrible.
• 19:24
  I
• 19:24
  do
• 19:24
  little
• 19:25
  leaps
• 19:25
  around
• 19:25
  cartwheels
• 19:26
  and
• 19:26
  what
• 19:26
  have
• 19:26
  you
• 19:26
  because
• 19:27
  I
• 19:27
  think,
• 19:27
  great,
• 19:28
  that's
• 19:28
  good
• 19:29
  that
• 19:29
  they've
• 19:29
  unsubscribed.
• 19:30
  It's
• 19:30
  not
• 19:30
  that
• 19:30
  they
• 19:31
  don't
• 19:31
  like
• 19:31
  me,
• 19:32
  it's
• 19:32
  just
• 19:32
  that
• 19:33
  I'm
• 19:33
  not
• 19:33
  offering
• 19:34
  them
• 19:34
  something
• 19:34
  they
• 19:35
  want
• 19:35
  and
• 19:35
  I
• 19:35
  would
• 19:35
  rather
• 19:36
  that
• 19:36
  they
• 19:36
  left
• 19:37
  than
• 19:37
  stay
• 19:37
  on
• 19:37
  my
• 19:38
  list.
• 19:38
  So
• 19:38
  for
• 19:39
  me
• 19:39
  personally,
• 19:39
  my
• 19:40
  list
• 19:40
  is
• 19:40
  very,
• 19:40
  very
• 19:41
  small,
• 19:41
  but
• 19:42
  they
• 19:42
  are
• 19:43
  really
• 19:44
  highly
• 19:44
  targeted.
• 19:45
  I'm
• 19:45
  very
• 19:46
  specific
• 19:46
  about
• 19:46
  who
• 19:47
  I
• 19:47
  let
• 19:47
  into
• 19:47
  my
• 19:48
  world,
• 19:48
  as
• 19:48
  you
• 19:48
  know,
• 19:48
  I
• 19:49
  mean,
• 19:49
  I
• 19:49
  actually
• 19:50
  laugh
• 19:50
  about
• 19:50
  it
• 19:51
  with
• 19:51
  the
• 19:51
  first
• 19:51
  emails
• 19:52
  I
• 19:52
  send
• 19:52
  people
• 19:53
  telling
• 19:53
  people,
• 19:54
  you've
• 19:54
  got
• 19:54
  to
• 19:54
  jump
• 19:54
  through
• 19:55
  some
• 19:55
  hoops
• 19:55
  here.
• 19:56
  I
• 19:56
  make
• 19:56
  them
• 19:57
  reply
• 19:57
  to
• 19:57
  the
• 19:58
  first
• 19:58
  email
• 19:58
  and
• 19:59
  say
• 19:59
  hello
• 19:59
  to
• 19:59
  me.
• 20:00
  You
• 20:00
  know,
• 20:00
  all
• 20:00
  these
• 20:00
  things
• 20:01
  that
• 20:01
  people
• 20:01
  would
• 20:01
  probably
• 20:02
  gasp
• 20:02
  in
• 20:02
  shock
• 20:03
  about
• 20:04
  what
• 20:04
  I'm
• 20:04
  doing
• 20:04
  with
• 20:04
  my
• 20:05
  business.
• 20:06
  But
• 20:06
  once
• 20:06
  they
• 20:06
  get
• 20:06
  onto
• 20:07
  my
• 20:07
  email
• 20:07
  list
• 20:08
  because
• 20:08
  they're
• 20:08
  so
• 20:08
  highly
• 20:09
  targeted
• 20:09
  and
• 20:10
  because
• 20:10
  they've
• 20:10
  really
• 20:11
  got
• 20:11
  to
• 20:11
  know
• 20:12
  me,
• 20:12
  I
• 20:13
  find
• 20:13
  like
• 20:14
  you
• 20:14
  after
• 20:14
  three
• 20:15
  emails
• 20:16
  and,
• 20:16
  and
• 20:16
  for
• 20:16
  context,
• 20:17
  we
• 20:17
  had
• 20:17
  a
• 20:17
  relationship
• 20:18
  before
• 20:18
  because
• 20:18
  you
• 20:19
  come
• 20:19
  to
• 20:19
  me
• 20:20
  before
• 20:20
  I'd
• 20:20
  launched
• 20:21
  my
• 20:21
  business
• 20:21
  and
• 20:21
  what
• 20:21
  have
• 20:22
  you.
• 20:22
  But
• 20:23
  people
• 20:23
  come
• 20:23
  to
• 20:24
  me
• 20:24
  early
• 20:24
  in
• 20:25
  that
• 20:25
  process.
• 20:26
  It
• 20:26
  doesn't
• 20:26
  take
• 20:26
  me
• 20:27
  too
• 20:27
  many
• 20:27
  emails
• 20:28
  to
• 20:28
  get
• 20:28
  people
• 20:28
  to
• 20:29
  convert
• 20:29
  to
• 20:29
  becoming
• 20:30
  customers.
• 20:31
  Don't
• 20:31
  get
• 20:31
  hung
• 20:31
  up
• 20:31
  on
• 20:32
  that.
• 20:32
  102
• 20:33
  emails
• 20:33
  I've
• 20:33
  got
• 20:34
  to
• 20:34
  write.
• 20:34
  But
• 20:35
  in
• 20:35
  answer
• 20:35
  to
• 20:35
  your
• 20:35
  question,
• 20:36
  it
• 20:36
  doesn't
• 20:36
  matter
• 20:37
  if
• 20:37
  you've
• 20:37
  got
• 20:37
  three
• 20:37
  people
• 20:38
  on
• 20:38
  your
• 20:38
  list.
• 20:39
  Treat
• 20:39
  it
• 20:40
  professionally.
• 20:40
  Still
• 20:41
  do
• 20:41
  to
• 20:41
  them
• 20:42
  what
• 20:42
  you
• 20:42
  would
• 20:43
  do
• 20:43
  if
• 20:43
  you
• 20:43
  had
• 20:44
  300
• 20:44
  or
• 20:45
  3,000
• 20:45
  people
• 20:46
  on
• 20:46
  your
• 20:46
  list.
• 20:46
  That
• 20:46
  would
• 20:46
  be
• 20:47
  my
• 20:47
  advice
• 20:47
  to
• 20:47
  that.
• 20:48
  It's
• 20:49
  so
• 20:49
  true.
• 20:49
  It
• 20:49
  reminds
• 20:50
  me
• 20:50
  of
• 20:50
  when
• 20:50
  people
• 20:51
  say
• 20:51
  if
• 20:51
  you
• 20:51
  had
• 20:52
  three
• 20:52
  people
• 20:52
  in
• 20:52
  a
• 20:53
  room,
• 20:53
  you
• 20:53
  wouldn't
• 20:54
  just
• 20:54
  completely
• 20:54
  ignore
• 20:55
  them.
• 20:55
  You
• 20:55
  can
• 20:56
  actually
• 20:56
  do
• 20:56
  the
• 20:56
  things
• 20:57
  that
• 20:57
  you're
• 20:57
  doing.
• 20:57
  For
• 20:58
  example,
• 20:58
  like
• 20:59
  hit
• 20:59
  reply
• 21:00
  and
• 21:00
  I'll
• 21:01
  send
• 21:01
  you
• 21:01
  a
• 21:02
  review
• 21:02
  of
• 21:02
  your
• 21:03
  website.
• 21:03
  I
• 21:03
  think
• 21:03
  I
• 21:03
  saw
• 21:04
  in
• 21:04
  one
• 21:04
  of
• 21:04
  your
• 21:04
  emails.
• 21:05
  So
• 21:05
  you
• 21:05
  can
• 21:05
  do
• 21:05
  like
• 21:05
  super
• 21:06
  personal,
• 21:07
  really
• 21:07
  helpful
• 21:07
  things
• 21:08
  when
• 21:08
  you
• 21:08
  have
• 21:08
  that
• 21:08
  capacity.
• 21:09
  Correct.
• 21:10
  Once
• 21:10
  they've
• 21:11
  got
• 21:11
  through
• 21:11
  the
• 21:11
  hoops
• 21:11
  with
• 21:12
  my
• 21:12
  email
• 21:12
  list,
• 21:12
  one
• 21:13
  of
• 21:13
  the
• 21:13
  first
• 21:13
  emails
• 21:13
  and
• 21:14
  I
• 21:14
  don't,
• 21:14
  don't
• 21:14
  advertise
• 21:15
  this.
• 21:15
  They
• 21:15
  can
• 21:15
  only
• 21:16
  see
• 21:16
  this
• 21:16
  once
• 21:16
  they've
• 21:16
  come
• 21:17
  onto
• 21:17
  my
• 21:17
  email
• 21:17
  list.
• 21:18
  But
• 21:18
  I
• 21:18
  say
• 21:19
  to
• 21:19
  them,
• 21:19
  I'll
• 21:19
  give
• 21:19
  you
• 21:20
  a
• 21:20
  free,
• 21:20
  above
• 21:20
  the
• 21:21
  fold
• 21:21
  website
• 21:22
  critique
• 21:23
  and
• 21:23
  I
• 21:23
  make
• 21:23
  it
• 21:23
  kooky.
• 21:24
  I
• 21:24
  say
• 21:24
  to
• 21:24
  them,
• 21:25
  you've
• 21:25
  got
• 21:25
  24
• 21:25
  hours
• 21:26
  to
• 21:26
  take
• 21:26
  me
• 21:26
  up
• 21:26
  on
• 21:27
  this
• 21:27
  and
• 21:27
  if
• 21:28
  you
• 21:28
  don't
• 21:28
  want
• 21:28
  to
• 21:28
  take
• 21:28
  me
• 21:28
  up
• 21:29
  there,
• 21:29
  that's
• 21:29
  fine.
• 21:30
  But
• 21:30
  guess
• 21:30
  what?
• 21:31
  I'm
• 21:31
  never
• 21:31
  giving
• 21:31
  you
• 21:32
  anything
• 21:32
  for
• 21:32
  Free
• 21:33
  ever
• 21:33
  again.
• 21:33
  Because
• 21:34
  everything
• 21:34
  that
• 21:34
  I
• 21:34
  have
• 21:34
  a
• 21:35
  price
• 21:35
  tag
• 21:35
  because
• 21:35
  guess
• 21:35
  what,
• 21:36
  I'm
• 21:37
  selling
• 21:37
  stuff
• 21:37
  because
• 21:38
  I'm
• 21:38
  going
• 21:38
  to
• 21:38
  teach
• 21:38
  you
• 21:39
  how
• 21:39
  to
• 21:39
  sell
• 21:39
  stuff.
• 21:40
  But
• 21:40
  what
• 21:40
  I
• 21:40
  find
• 21:41
  is
• 21:41
  the
• 21:41
  people
• 21:41
  that
• 21:42
  are
• 21:42
  very
• 21:42
  highly
• 21:43
  targeted
• 21:43
  and
• 21:44
  most
• 21:44
  people
• 21:44
  take
• 21:44
  me
• 21:45
  up
• 21:45
  on
• 21:45
  that,
• 21:46
  they
• 21:46
  come
• 21:46
  in
• 21:46
  and
• 21:46
  they
• 21:47
  say,
• 21:47
  yes,
• 21:47
  we'd
• 21:47
  really
• 21:48
  love
• 21:48
  your
• 21:48
  critique.
• 21:49
  And
• 21:50
  I
• 21:50
  don't
• 21:50
  do
• 21:51
  the
• 21:51
  critique
• 21:51
  going,
• 21:51
  oh,
• 21:52
  now
• 21:52
  here's
• 21:52
  the
• 21:52
  next
• 21:52
  thing
• 21:53
  to
• 21:53
  buy.
• 21:53
  I
• 21:53
  just
• 21:53
  give
• 21:54
  them
• 21:54
  a
• 21:54
  critique,
• 21:55
  give
• 21:55
  them
• 21:55
  really
• 21:56
  useful
• 21:56
  feedback.
• 21:57
  We
• 21:57
  tic
• 21:58
  tac
• 21:58
  a
• 21:58
  few
• 21:58
  emails
• 21:59
  and
• 21:59
  then
• 22:00
  they're
• 22:00
  still
• 22:00
  on
• 22:00
  my
• 22:00
  automation
• 22:01
  and
• 22:01
  then
• 22:01
  my
• 22:02
  emails
• 22:02
  do
• 22:02
  the
• 22:03
  selling.
• 22:03
  I
• 22:03
  very,
• 22:04
  very
• 22:04
  rarely
• 22:05
  say
• 22:05
  to
• 22:05
  people
• 22:06
  buy
• 22:06
  this,
• 22:07
  you
• 22:07
  know,
• 22:07
  in
• 22:08
  person.
• 22:08
  I
• 22:08
  just
• 22:09
  try
• 22:09
  to
• 22:09
  give
• 22:09
  them
• 22:10
  value
• 22:11
  and
• 22:12
  I
• 22:12
  entertain
• 22:13
  them
• 22:13
  in
• 22:13
  my
• 22:13
  emails
• 22:14
  and
• 22:14
  I
• 22:14
  find
• 22:14
  that
• 22:15
  that
• 22:15
  comes
• 22:15
  to
• 22:15
  me
• 22:16
  naturally,
• 22:16
  which
• 22:17
  makes
• 22:17
  it
• 22:17
  so
• 22:17
  much
• 22:18
  easier,
• 22:18
  makes
• 22:19
  the
• 22:19
  business
• 22:19
  so
• 22:19
  much
• 22:20
  easier.
• 22:20
  This
• 22:20
  is
• 22:21
  why
• 22:21
  I'm
• 22:21
  so
• 22:21
  passionate
• 22:21
  about
• 22:21
  what
• 22:22
  I
• 22:22
  do,
• 22:22
  because
• 22:22
  I
• 22:22
  really
• 22:22
  want
• 22:22
  to
• 22:23
  encourage
• 22:24
  women
• 22:24
  and
• 22:24
  your
• 22:25
  audience
• 22:25
  coaches
• 22:26
  to
• 22:26
  do
• 22:26
  the
• 22:27
  same
• 22:27
  thing,
• 22:27
  to
• 22:28
  sort
• 22:28
  of
• 22:29
  not,
• 22:29
  not
• 22:29
  completely
• 22:30
  set
• 22:30
  and
• 22:30
  forget,
• 22:31
  but
• 22:31
  have
• 22:32
  a
• 22:32
  strong
• 22:33
  email
• 22:33
  automation
• 22:34
  behind
• 22:34
  you
• 22:35
  so
• 22:35
  you're
• 22:35
  not
• 22:36
  having
• 22:36
  to
• 22:37
  do
• 22:37
  all
• 22:37
  that
• 22:38
  selling
• 22:38
  because
• 22:38
  that
• 22:39
  can
• 22:39
  be
• 22:39
  quite
• 22:39
  wearing
• 22:40
  on
• 22:40
  your
• 22:40
  time
• 22:41
  and
• 22:41
  your
• 22:41
  emotions.
• 22:43
  And
• 22:43
  so
• 22:44
  you've
• 22:44
  reviewed
• 22:45
  all
• 22:45
  of
• 22:45
  my
• 22:45
  masterminders
• 22:46
  businesses,
• 22:46
  you've
• 22:47
  reviewed
• 22:47
  my
• 22:47
  business
• 22:48
  and
• 22:48
  you've
• 22:49
  just
• 22:49
  joined
• 22:50
  last
• 22:50
  week
• 22:50
  my
• 22:51
  business
• 22:51
  of
• 22:51
  coaching
• 22:52
  program
• 22:52
  to
• 22:53
  help
• 22:53
  review
• 22:53
  my
• 22:54
  business
• 22:54
  of
• 22:54
  coaching
• 22:54
  clients
• 22:55
  businesses.
• 22:56
  What
• 22:56
  have
• 22:56
  you
• 22:57
  noticed
• 22:57
  so
• 22:57
  far?
• 22:58
  Is
• 22:58
  the
• 22:59
  theme
• 22:59
  perhaps
• 23:00
  for
• 23:00
  coaches
• 23:01
  or
• 23:01
  for
• 23:01
  the
• 23:02
  coaches
• 23:02
  you've
• 23:02
  seen
• 23:03
  so
• 23:03
  far?
• 23:04
  Yeah,
• 23:04
  that's
• 23:04
  an
• 23:04
  interesting
• 23:05
  question
• 23:05
  because
• 23:06
  the
• 23:06
  women
• 23:06
  in
• 23:06
  your
• 23:07
  mastermind
• 23:07
  are
• 23:07
  a
• 23:08
  different
• 23:08
  level
• 23:08
  of
• 23:09
  their
• 23:09
  business
• 23:09
  to
• 23:09
  the
• 23:10
  women
• 23:10
  who
• 23:10
  are
• 23:11
  in
• 23:11
  your
• 23:11
  business
• 23:11
  of
• 23:12
  coaching.
• 23:12
  They're
• 23:12
  sort
• 23:12
  of
• 23:12
  more
• 23:13
  at
• 23:13
  the
• 23:13
  early
• 23:13
  stages.
• 23:14
  But
• 23:15
  what
• 23:15
  I
• 23:15
  tend
• 23:15
  to
• 23:15
  notice
• 23:16
  because
• 23:16
  like
• 23:16
  I
• 23:17
  said
• 23:17
  earlier,
• 23:17
  I
• 23:18
  look
• 23:18
  at
• 23:18
  every
• 23:18
  element
• 23:19
  of
• 23:19
  their
• 23:19
  sales
• 23:20
  funnel
• 23:20
  from
• 23:21
  their
• 23:21
  marketing
• 23:22
  to
• 23:22
  the
• 23:23
  copy
• 23:23
  on
• 23:23
  the
• 23:23
  website
• 23:24
  to
• 23:24
  the
• 23:24
  opt
• 23:24
  in
• 23:25
  the
• 23:25
  lead
• 23:25
  magnet
• 23:25
  getting
• 23:25
  onto
• 23:26
  the
• 23:26
  email
• 23:26
  list.
• 23:27
  I
• 23:27
  get
• 23:27
  onto
• 23:27
  people's
• 23:28
  email
• 23:28
  lists,
• 23:29
  look
• 23:29
  at
• 23:29
  their
• 23:29
  welcome
• 23:30
  sequence
• 23:30
  and
• 23:30
  then
• 23:30
  see
• 23:31
  how
• 23:31
  that
• 23:31
  plays
• 23:31
  out
• 23:31
  with
• 23:32
  the
• 23:32
  live
• 23:32
  emails.
• 23:33
  What
• 23:33
  I
• 23:34
  find
• 23:34
  is
• 23:35
  that
• 23:35
  there
• 23:35
  are
• 23:36
  often
• 23:36
  just
• 23:37
  some
• 23:37
  minor
• 23:37
  adjustments
• 23:38
  that
• 23:38
  they
• 23:38
  need
• 23:39
  to
• 23:39
  make.
• 23:39
  I
• 23:40
  call
• 23:40
  it
• 23:40
  a
• 23:40
  leak
• 23:41
  in
• 23:41
  the
• 23:41
  funnel.
• 23:41
  You
• 23:42
  imagine
• 23:42
  a
• 23:42
  plastic
• 23:42
  funnel
• 23:43
  in
• 23:43
  your
• 23:43
  kitchen
• 23:44
  and
• 23:44
  someone
• 23:44
  put
• 23:44
  a
• 23:45
  red
• 23:45
  hot
• 23:45
  poker
• 23:45
  from
• 23:46
  it.
• 23:46
  You've
• 23:46
  got
• 23:46
  water
• 23:46
  spouting
• 23:47
  out
• 23:47
  and
• 23:48
  they
• 23:48
  are
• 23:48
  your
• 23:48
  customers
• 23:49
  pouring
• 23:49
  out
• 23:50
  of
• 23:50
  the
• 23:50
  funnel.
• 23:51
  If
• 23:51
  we
• 23:51
  can
• 23:51
  just
• 23:52
  plug
• 23:52
  that
• 23:52
  funnel,
• 23:53
  the
• 23:53
  hole
• 23:54
  in
• 23:54
  the
• 23:54
  funnel
• 23:55
  and
• 23:55
  keep
• 23:55
  all
• 23:56
  those
• 23:56
  prospects
• 23:56
  in
• 23:57
  the
• 23:57
  funnel,
• 23:57
  then
• 23:58
  they're
• 23:58
  more
• 23:58
  likely
• 23:58
  to
• 23:58
  come
• 23:59
  out
• 23:59
  through
• 23:59
  the
• 23:59
  other
• 24:00
  end.
• 24:00
  And
• 24:01
  the
• 24:01
  leap
• 24:01
  in
• 24:01
  the
• 24:01
  funnel
• 24:02
  is
• 24:02
  different
• 24:02
  for
• 24:02
  different
• 24:03
  people.
• 24:04
  So
• 24:04
  it
• 24:04
  might
• 24:04
  be
• 24:05
  that
• 24:05
  they
• 24:06
  have
• 24:06
  a
• 24:07
  lead
• 24:07
  magnet
• 24:07
  that's
• 24:08
  not
• 24:08
  really
• 24:09
  very
• 24:09
  aligned
• 24:09
  with
• 24:10
  their
• 24:10
  target
• 24:11
  audience.
• 24:12
  Or
• 24:12
  it
• 24:12
  might
• 24:13
  be
• 24:13
  that
• 24:13
  they've
• 24:13
  kind
• 24:14
  of
• 24:14
  gone
• 24:14
  too
• 24:14
  broad
• 24:15
  with
• 24:15
  their
• 24:15
  marketing.
• 24:16
  In
• 24:16
  fact,
• 24:16
  they
• 24:16
  want
• 24:17
  to
• 24:17
  get
• 24:17
  this
• 24:17
  type
• 24:17
  of
• 24:18
  customer,
• 24:18
  but
• 24:18
  they've
• 24:18
  kind
• 24:18
  of
• 24:19
  gone,
• 24:19
  oh,
• 24:19
  well,
• 24:19
  I
• 24:19
  don't
• 24:20
  want
• 24:20
  to
• 24:20
  niche
• 24:20
  down
• 24:20
  too
• 24:20
  much.
• 24:21
  So
• 24:21
  maybe
• 24:21
  it's
• 24:21
  with
• 24:21
  the
• 24:21
  niching.
• 24:22
  Sometimes
• 24:23
  it's
• 24:23
  with
• 24:23
  their
• 24:24
  website.
• 24:24
  I
• 24:25
  think
• 24:25
  with
• 24:25
  websites,
• 24:26
  the
• 24:27
  fewer
• 24:27
  words
• 24:27
  that
• 24:28
  you
• 24:28
  have
• 24:28
  on
• 24:28
  your
• 24:28
  website,
• 24:29
  the
• 24:29
  more
• 24:29
  likely
• 24:30
  people
• 24:30
  are
• 24:30
  to
• 24:31
  read
• 24:31
  them.
• 24:32
  My
• 24:32
  website,
• 24:33
  and
• 24:33
  I'm
• 24:33
  talking
• 24:34
  about
• 24:34
  the
• 24:34
  above
• 24:34
  the
• 24:34
  fold
• 24:35
  part,
• 24:35
  which
• 24:35
  is
• 24:36
  the
• 24:36
  first
• 24:36
  part
• 24:36
  that
• 24:36
  people
• 24:37
  see
• 24:37
  when
• 24:37
  they
• 24:37
  land
• 24:37
  on
• 24:38
  your
• 24:38
  website.
• 24:39
  I
• 24:39
  couldn't
• 24:39
  count
• 24:40
  them,
• 24:40
  probably
• 24:40
  like
• 24:40
  less
• 24:41
  than
• 24:41
  a
• 24:41
  dozen
• 24:41
  words
• 24:42
  on
• 24:42
  my
• 24:42
  above
• 24:42
  the
• 24:43
  fold.
• 24:43
  Because
• 24:43
  what
• 24:44
  you
• 24:44
  need
• 24:44
  to
• 24:44
  do
• 24:44
  at
• 24:44
  that
• 24:45
  stage
• 24:45
  is
• 24:45
  you
• 24:45
  need
• 24:45
  to
• 24:45
  go
• 24:45
  in
• 24:46
  and
• 24:46
  you
• 24:46
  say,
• 24:47
  this
• 24:47
  is
• 24:47
  what
• 24:47
  I
• 24:47
  do,
• 24:48
  here's
• 24:48
  who
• 24:49
  I
• 24:49
  serve,
• 24:50
  here's
• 24:50
  what
• 24:50
  you
• 24:50
  need
• 24:51
  to
• 24:51
  do,
• 24:51
  here's
• 24:51
  the
• 24:51
  call
• 24:51
  to
• 24:52
  action,
• 24:52
  like
• 24:52
  literally
• 24:52
  just
• 24:53
  that.
• 24:53
  And
• 24:53
  I
• 24:53
  think
• 24:54
  sometimes
• 24:54
  people
• 24:55
  get
• 24:55
  a
• 24:55
  bit
• 24:55
  hung
• 24:56
  up
• 24:56
  with
• 24:56
  like,
• 24:56
  oh
• 24:56
  my
• 24:56
  gosh,
• 24:57
  I
• 24:57
  need
• 24:57
  to
• 24:57
  put
• 24:57
  all
• 24:57
  the
• 24:57
  information
• 24:58
  all
• 24:58
  into
• 24:59
  the
• 24:59
  website.
• 24:59
  Whereas
• 25:00
  I
• 25:00
  think
• 25:00
  your
• 25:00
  homepage
• 25:01
  is
• 25:01
  like
• 25:01
  a
• 25:01
  first
• 25:02
  date.
• 25:02
  You're
• 25:02
  not
• 25:02
  going
• 25:02
  to
• 25:02
  go
• 25:02
  out
• 25:03
  with
• 25:03
  a
• 25:03
  bloke
• 25:03
  for
• 25:03
  the
• 25:03
  first
• 25:04
  time.
• 25:04
  Not
• 25:04
  as
• 25:04
  a
• 25:05
  distant
• 25:05
  memory.
• 25:05
  I've
• 25:05
  been
• 25:05
  married
• 25:06
  for
• 25:06
  17
• 25:06
  years,
• 25:06
  so
• 25:07
  I
• 25:07
  can't
• 25:07
  remember
• 25:07
  dating
• 25:08
  blokes.
• 25:08
  But
• 25:08
  you
• 25:08
  don't
• 25:09
  go
• 25:09
  into
• 25:09
  a
• 25:09
  first
• 25:10
  date
• 25:11
  telling
• 25:11
  them
• 25:12
  everything
• 25:12
  and
• 25:12
  asking
• 25:13
  for
• 25:13
  their
• 25:13
  hand
• 25:13
  in
• 25:13
  marriage.
• 25:14
  You
• 25:15
  go
• 25:15
  in
• 25:15
  and
• 25:15
  you
• 25:15
  tell
• 25:16
  the
• 25:16
  basic
• 25:17
  stuff
• 25:17
  and
• 25:17
  you
• 25:17
  get
• 25:17
  them
• 25:17
  to
• 25:17
  know
• 25:18
  you
• 25:18
  and
• 25:18
  what
• 25:18
  have
• 25:18
  you.
• 25:19
  Anyway,
• 25:19
  there
• 25:19
  are
• 25:19
  lots
• 25:19
  of
• 25:20
  different
• 25:20
  things
• 25:20
  that
• 25:21
  can
• 25:21
  go
• 25:21
  wrong
• 25:22
  that
• 25:22
  can
• 25:22
  spring
• 25:23
  leaks
• 25:23
  in
• 25:23
  your
• 25:23
  funnel.
• 25:24
  And
• 25:24
  I
• 25:24
  find
• 25:24
  that
• 25:24
  it's
• 25:25
  different
• 25:25
  things
• 25:25
  for
• 25:25
  different
• 25:26
  people.
• 25:27
  But
• 25:27
  in
• 25:27
  answer
• 25:27
  to
• 25:28
  your
• 25:28
  question,
• 25:28
  really
• 25:30
  the
• 25:30
  theme
• 25:30
  I've
• 25:31
  noticed
• 25:31
  throughout
• 25:32
  is
• 25:32
  that
• 25:32
  those
• 25:33
  problems
• 25:34
  are
• 25:34
  usually
• 25:34
  very
• 25:35
  small
• 25:35
  and
• 25:36
  very
• 25:36
  easy
• 25:36
  to
• 25:37
  fix.
• 25:37
  You
• 25:37
  know,
• 25:38
  a
• 25:38
  little
• 25:38
  plug
• 25:38
  here
• 25:38
  and
• 25:39
  a
• 25:39
  stop
• 25:39
  gap
• 25:39
  there
• 25:40
  and
• 25:40
  tweak
• 25:40
  this
• 25:40
  and
• 25:40
  change
• 25:41
  that
• 25:41
  and
• 25:41
  hang
• 25:41
  on,
• 25:42
  now
• 25:42
  the
• 25:42
  funnel's
• 25:43
  working
• 25:43
  really
• 25:43
  well
• 25:44
  and
• 25:44
  now
• 25:44
  you're
• 25:44
  finding
• 25:45
  that
• 25:45
  sales
• 25:45
  are
• 25:45
  coming
• 25:46
  out
• 25:46
  the
• 25:46
  bottom
• 25:46
  end.
• 25:48
  I
• 25:48
  love
• 25:48
  it.
• 25:48
  Thank
• 25:48
  you.
• 25:49
  The
• 25:49
  people
• 25:49
  that
• 25:49
  you've
• 25:49
  reviewed
• 25:50
  so
• 25:50
  far
• 25:51
  are
• 25:51
  like
• 25:51
  probably
• 25:52
  five
• 25:52
  years
• 25:53
  plus
• 25:53
  in
• 25:53
  business.
• 25:54
  So
• 25:55
  how
• 25:55
  about
• 25:55
  now
• 25:56
  for
• 25:56
  the
• 25:56
  person
• 25:57
  who
• 25:57
  is
• 25:58
  starting
• 25:58
  out
• 25:58
  in
• 25:58
  business,
• 25:59
  has
• 25:59
  no
• 25:59
  list,
• 26:00
  hasn't
• 26:01
  really
• 26:01
  got
• 26:01
  a
• 26:02
  clue
• 26:02
  what
• 26:02
  they're
• 26:02
  doing
• 26:02
  for
• 26:03
  their
• 26:03
  marketing.
• 26:03
  What
• 26:04
  would
• 26:04
  be
• 26:04
  your
• 26:04
  advice
• 26:05
  for
• 26:05
  them
• 26:05
  to
• 26:05
  get
• 26:06
  started
• 26:06
  with
• 26:06
  an
• 26:06
  email
• 26:07
  list?
• 26:07
  Well,
• 26:08
  the
• 26:08
  first
• 26:08
  thing
• 26:08
  I
• 26:08
  would
• 26:09
  do
• 26:09
  is,
• 26:10
  if
• 26:10
  you're
• 26:10
  completely
• 26:11
  starting
• 26:11
  from
• 26:11
  scratch,
• 26:12
  is
• 26:13
  I
• 26:13
  would
• 26:14
  build
• 26:14
  yourself
• 26:14
  a
• 26:15
  very
• 26:15
  basic
• 26:16
  homepage.
• 26:16
  This
• 26:17
  is
• 26:17
  in
• 26:17
  Terms
• 26:17
  of
• 26:17
  the
• 26:18
  funnel,
• 26:19
  build
• 26:19
  a
• 26:19
  very
• 26:19
  basic
• 26:20
  homepage,
• 26:21
  prioritize
• 26:22
  that
• 26:22
  you
• 26:22
  can
• 26:23
  build
• 26:23
  all
• 26:23
  the
• 26:23
  rest
• 26:23
  of
• 26:23
  it,
• 26:23
  the
• 26:24
  products
• 26:24
  or
• 26:24
  services,
• 26:24
  you
• 26:25
  can
• 26:25
  build
• 26:25
  all
• 26:25
  that
• 26:25
  later.
• 26:26
  The
• 26:26
  about
• 26:26
  page,
• 26:26
  it
• 26:26
  can
• 26:27
  all
• 26:27
  come
• 26:27
  later
• 26:28
  but
• 26:28
  get
• 26:28
  yourself
• 26:29
  a
• 26:29
  homepage
• 26:30
  even
• 26:30
  if
• 26:30
  it's
• 26:31
  just
• 26:31
  the
• 26:31
  above
• 26:31
  the
• 26:32
  fold
• 26:32
  part
• 26:32
  with
• 26:33
  those
• 26:33
  very
• 26:33
  key
• 26:34
  things
• 26:34
  on
• 26:34
  that
• 26:34
  I
• 26:34
  was
• 26:34
  just
• 26:34
  talking
• 26:35
  about
• 26:35
  in
• 26:35
  the
• 26:35
  last
• 26:36
  question
• 26:37
  set
• 26:37
  yourself
• 26:37
  up
• 26:38
  with
• 26:38
  an
• 26:38
  email
• 26:39
  service
• 26:39
  provider.
• 26:40
  There
• 26:41
  are
• 26:41
  free
• 26:41
  ones
• 26:41
  out
• 26:41
  there
• 26:42
  I
• 26:42
  actually
• 26:42
  use.
• 26:43
  It
• 26:43
  used
• 26:43
  to
• 26:43
  be
• 26:43
  called
• 26:43
  ConvertKit,
• 26:44
  it's
• 26:45
  called
• 26:45
  Kit
• 26:45
  now
• 26:45
  they've
• 26:45
  changed
• 26:46
  it,
• 26:46
  Kit's
• 26:46
  better,
• 26:46
  it's
• 26:47
  not
• 26:47
  so
• 26:47
  much
• 26:47
  of
• 26:47
  a
• 26:47
  mouthful
• 26:48
  but
• 26:48
  I've
• 26:48
  used
• 26:49
  them
• 26:49
  for
• 26:49
  about
• 26:49
  eight
• 26:50
  years
• 26:50
  and
• 26:50
  I
• 26:50
  like
• 26:51
  the
• 26:51
  functionality,
• 26:51
  I
• 26:52
  like
• 26:52
  the
• 26:52
  simplicity
• 26:53
  of
• 26:53
  it
• 26:53
  but
• 26:54
  it's
• 26:54
  got
• 26:54
  high
• 26:54
  functionality
• 26:55
  to
• 26:55
  create
• 26:55
  automations
• 26:56
  and
• 26:57
  I
• 26:57
  would
• 26:57
  prioritize
• 26:58
  getting
• 26:58
  that
• 26:59
  set
• 26:59
  up
• 27:00
  because
• 27:01
  it's
• 27:01
  wasted
• 27:02
  effort
• 27:02
  if
• 27:02
  you
• 27:03
  go
• 27:03
  to
• 27:03
  your
• 27:03
  network.
• 27:04
  The
• 27:04
  method
• 27:05
  that
• 27:05
  I
• 27:05
  was
• 27:05
  talking
• 27:05
  about
• 27:05
  earlier
• 27:06
  about
• 27:06
  reaching
• 27:06
  out
• 27:07
  to
• 27:07
  people
• 27:07
  individually,
• 27:08
  you
• 27:08
  need
• 27:09
  to
• 27:09
  have
• 27:09
  somewhere
• 27:09
  to
• 27:10
  send
• 27:10
  them
• 27:11
  so
• 27:11
  you
• 27:11
  can't
• 27:11
  say
• 27:11
  to
• 27:12
  them
• 27:12
  hi,
• 27:12
  I'm
• 27:13
  wet
• 27:13
  behind
• 27:13
  the
• 27:13
  ears
• 27:14
  coach,
• 27:14
  I'm
• 27:15
  fresh
• 27:15
  to
• 27:15
  this
• 27:16
  and
• 27:16
  I'm
• 27:17
  doing
• 27:17
  coaching
• 27:18
  and
• 27:19
  then
• 27:19
  what
• 27:20
  do
• 27:20
  you
• 27:20
  then
• 27:20
  say
• 27:21
  to
• 27:21
  them?
• 27:21
  I
• 27:21
  think
• 27:21
  if
• 27:21
  you
• 27:22
  can
• 27:22
  have
• 27:22
  a
• 27:22
  very
• 27:22
  basic
• 27:23
  website
• 27:24
  set
• 27:24
  up
• 27:25
  and
• 27:25
  start
• 27:26
  email
• 27:26
  marketing.
• 27:27
  From
• 27:27
  day.
• 27:28
  I
• 27:28
  hear
• 27:29
  a
• 27:29
  lot
• 27:29
  of
• 27:29
  women
• 27:30
  saying
• 27:30
  to
• 27:30
  me
• 27:30
  oh
• 27:31
  my
• 27:31
  gosh,
• 27:31
  I
• 27:31
  wish
• 27:32
  I'd
• 27:32
  set
• 27:32
  up
• 27:32
  my
• 27:33
  email
• 27:33
  list
• 27:33
  years
• 27:34
  ago.
• 27:34
  The
• 27:35
  thing
• 27:35
  is
• 27:35
  with
• 27:35
  an
• 27:35
  email
• 27:36
  list
• 27:36
  is
• 27:36
  you
• 27:37
  have
• 27:37
  got
• 27:37
  them
• 27:37
  as
• 27:37
  a
• 27:38
  captive
• 27:38
  audience.
• 27:39
  I
• 27:39
  mean
• 27:40
  recently
• 27:40
  we've
• 27:40
  had
• 27:41
  the
• 27:41
  TikTok
• 27:41
  thing
• 27:42
  in
• 27:42
  America.
• 27:42
  Are
• 27:42
  they
• 27:43
  going
• 27:43
  to
• 27:43
  pull
• 27:43
  the
• 27:43
  pin
• 27:43
  on
• 27:43
  it
• 27:43
  or
• 27:44
  are
• 27:44
  they
• 27:44
  not
• 27:44
  going
• 27:44
  to
• 27:44
  pull
• 27:44
  the
• 27:44
  pin
• 27:45
  on
• 27:45
  it?
• 27:45
  And
• 27:46
  I
• 27:46
  reached
• 27:46
  out
• 27:46
  to
• 27:47
  a
• 27:47
  couple
• 27:47
  of
• 27:48
  my
• 27:48
  clients
• 27:48
  who
• 27:48
  had
• 27:49
  have
• 27:49
  TikTok
• 27:50
  platforms
• 27:50
  saying
• 27:51
  oh
• 27:51
  my
• 27:51
  gosh,
• 27:51
  is
• 27:51
  this
• 27:52
  going
• 27:52
  to
• 27:52
  affect
• 27:52
  you?
• 27:53
  My,
• 27:53
  my
• 27:53
  point
• 27:54
  is
• 27:54
  that
• 27:54
  those
• 27:55
  sorts
• 27:55
  of
• 27:55
  things
• 27:55
  can
• 27:56
  blow
• 27:56
  up.
• 27:56
  Social
• 27:56
  media
• 27:57
  can
• 27:57
  blow
• 27:57
  up
• 27:57
  at
• 27:57
  any
• 27:58
  time
• 27:58
  but
• 27:58
  if
• 27:59
  you've
• 27:59
  got
• 27:59
  people
• 27:59
  on
• 27:59
  an
• 28:00
  email
• 28:00
  list,
• 28:00
  however
• 28:01
  few
• 28:01
  people
• 28:02
  you
• 28:02
  have
• 28:02
  on
• 28:02
  there,
• 28:03
  you
• 28:03
  still
• 28:03
  got
• 28:04
  them.
• 28:04
  They,
• 28:05
  they
• 28:05
  belong
• 28:06
  to
• 28:06
  you
• 28:06
  if
• 28:06
  you
• 28:06
  like
• 28:07
  and
• 28:07
  so
• 28:07
  long
• 28:07
  as
• 28:07
  you
• 28:07
  treat
• 28:08
  them
• 28:08
  well
• 28:09
  and
• 28:09
  you
• 28:09
  keep
• 28:09
  them
• 28:09
  entertained
• 28:10
  and
• 28:10
  you
• 28:10
  keep
• 28:10
  them
• 28:11
  reading
• 28:11
  then
• 28:12
  you
• 28:12
  can
• 28:12
  start
• 28:13
  to
• 28:13
  sell
• 28:13
  to
• 28:14
  them.
• 28:14
  Key
• 28:14
  things
• 28:14
  are
• 28:15
  set
• 28:15
  up
• 28:16
  a
• 28:16
  homepage
• 28:16
  on
• 28:16
  your
• 28:16
  website,
• 28:17
  get
• 28:18
  some
• 28:18
  sort
• 28:18
  of
• 28:18
  opt
• 28:18
  in
• 28:19
  even
• 28:19
  if
• 28:19
  you
• 28:19
  don't
• 28:19
  have
• 28:19
  time
• 28:19
  for
• 28:19
  the
• 28:20
  lead
• 28:20
  magnet,
• 28:20
  just
• 28:21
  put
• 28:21
  on
• 28:21
  there,
• 28:21
  go
• 28:22
  to
• 28:22
  my
• 28:22
  email
• 28:22
  list
• 28:22
  and
• 28:23
  get
• 28:23
  your
• 28:23
  email
• 28:23
  list
• 28:24
  set
• 28:24
  up
• 28:24
  and
• 28:25
  from
• 28:25
  day
• 28:26
  dot
• 28:26
  start
• 28:27
  talking
• 28:27
  to
• 28:27
  them
• 28:28
  by
• 28:28
  email.
• 28:29
  The
• 28:29
  welcome
• 28:29
  sequence
• 28:30
  can
• 28:30
  come
• 28:30
  later
• 28:31
  and
• 28:31
  that
• 28:31
  sort
• 28:31
  of
• 28:32
  evolves.
• 28:32
  I
• 28:32
  mean
• 28:32
  I
• 28:33
  am
• 28:33
  constantly
• 28:34
  changing
• 28:35
  all
• 28:35
  of
• 28:35
  my
• 28:35
  elements
• 28:36
  of
• 28:36
  my
• 28:36
  funnel
• 28:37
  as
• 28:37
  I
• 28:38
  learn
• 28:38
  more
• 28:38
  about
• 28:39
  my
• 28:39
  clients
• 28:39
  needs
• 28:40
  and
• 28:40
  what
• 28:40
  have
• 28:40
  you.
• 28:40
  But
• 28:40
  they're
• 28:41
  the
• 28:41
  basic
• 28:41
  things.
• 28:42
  And
• 28:42
  then
• 28:42
  from
• 28:42
  there
• 28:43
  once
• 28:43
  you've
• 28:43
  got
• 28:43
  that
• 28:43
  very
• 28:44
  rudimentary
• 28:45
  funnel
• 28:46
  set
• 28:46
  up,
• 28:47
  then
• 28:47
  you
• 28:47
  start
• 28:48
  to
• 28:48
  tell
• 28:48
  people.
• 28:48
  Then
• 28:49
  you
• 28:49
  reach
• 28:49
  out
• 28:49
  to
• 28:50
  all
• 28:50
  your
• 28:50
  aunties
• 28:51
  and
• 28:51
  uncles
• 28:51
  and
• 28:51
  uncle
• 28:52
  Tom
• 28:52
  Cobley
• 28:52
  and
• 28:53
  all
• 28:53
  and
• 28:53
  start
• 28:54
  to
• 28:54
  tell
• 28:54
  them
• 28:54
  and
• 28:55
  send
• 28:55
  them
• 28:55
  to
• 28:55
  your
• 28:56
  website.
• 28:56
  Like
• 28:56
  I
• 28:56
  was
• 28:56
  saying
• 28:57
  with
• 28:57
  the
• 28:57
  marketing
• 28:57
  efforts,
• 28:58
  always
• 28:59
  send
• 28:59
  to
• 28:59
  your
• 28:59
  website
• 28:59
  and
• 29:00
  just
• 29:00
  have
• 29:00
  that
• 29:00
  in
• 29:00
  your
• 29:01
  head
• 29:01
  as
• 29:01
  your
• 29:01
  mantra.
• 29:02
  Always
• 29:02
  send
• 29:02
  to
• 29:02
  my
• 29:02
  website,
• 29:03
  Always
• 29:03
  send
• 29:03
  to
• 29:03
  my
• 29:04
  websites.
• 29:05
  And
• 29:05
  so
• 29:05
  once
• 29:06
  you
• 29:06
  start
• 29:06
  to
• 29:06
  get
• 29:06
  people
• 29:06
  on
• 29:07
  your
• 29:07
  list,
• 29:08
  prioritize
• 29:09
  talking
• 29:09
  to
• 29:09
  them
• 29:10
  and
• 29:10
  then
• 29:10
  backfill
• 29:11
  with
• 29:11
  all
• 29:11
  the
• 29:11
  other
• 29:11
  things.
• 29:12
  Like
• 29:12
  we
• 29:12
  literally
• 29:13
  can
• 29:13
  go
• 29:13
  on
• 29:13
  and
• 29:13
  on
• 29:13
  and
• 29:14
  on
• 29:14
  forever
• 29:14
  with
• 29:14
  our
• 29:15
  businesses.
• 29:15
  It's,
• 29:16
  you
• 29:16
  know,
• 29:16
  the
• 29:17
  possibilities
• 29:18
  really
• 29:18
  are
• 29:19
  endless.
• 29:19
  But
• 29:19
  I
• 29:20
  think
• 29:20
  at
• 29:20
  the
• 29:20
  beginning
• 29:21
  so
• 29:21
  you
• 29:22
  don't
• 29:22
  get
• 29:22
  too
• 29:22
  stressed
• 29:23
  and
• 29:23
  overwhelmed
• 29:24
  because
• 29:24
  that's
• 29:24
  a
• 29:24
  really
• 29:24
  big
• 29:25
  thing.
• 29:25
  That
• 29:25
  from
• 29:25
  your
• 29:26
  program,
• 29:26
  that
• 29:26
  overwhelm
• 29:27
  is
• 29:27
  a
• 29:27
  huge
• 29:28
  thing.
• 29:28
  But
• 29:29
  keep
• 29:29
  those
• 29:29
  key
• 29:29
  things
• 29:30
  in
• 29:30
  mind,
• 29:30
  get
• 29:30
  those
• 29:31
  set
• 29:31
  up
• 29:31
  and
• 29:31
  then,
• 29:31
  and
• 29:32
  then
• 29:32
  come
• 29:32
  back
• 29:32
  to
• 29:32
  the
• 29:32
  rest
• 29:33
  later.
• 29:34
  I
• 29:34
  love
• 29:34
  it.
• 29:35
  And
• 29:35
  something
• 29:35
  I've
• 29:35
  been
• 29:35
  working
• 29:36
  on
• 29:36
  this
• 29:37
  quarter
• 29:37
  myself
• 29:38
  is
• 29:39
  not
• 29:39
  selling
• 29:40
  so
• 29:40
  much
• 29:40
  in
• 29:40
  my
• 29:40
  social
• 29:41
  media
• 29:41
  and
• 29:42
  bringing
• 29:43
  people
• 29:43
  to
• 29:43
  my
• 29:43
  email
• 29:44
  list
• 29:44
  to
• 29:44
  sell.
• 29:45
  Because
• 29:45
  no
• 29:45
  one
• 29:45
  is
• 29:45
  going
• 29:46
  to
• 29:46
  like
• 29:46
  your
• 29:46
  post
• 29:47
  if
• 29:47
  you're
• 29:47
  saying
• 29:48
  come
• 29:48
  buy
• 29:49
  my
• 29:49
  program.
• 29:50
  So
• 29:50
  therefore
• 29:51
  your
• 29:51
  post
• 29:51
  will
• 29:51
  get
• 29:51
  less
• 29:52
  interaction
• 29:53
  and
• 29:53
  then
• 29:54
  less
• 29:54
  people
• 29:54
  will
• 29:55
  see
• 29:55
  your
• 29:56
  offer.
• 29:56
  Whereas
• 29:57
  if
• 29:57
  your
• 29:57
  post
• 29:57
  can
• 29:57
  be
• 29:58
  so
• 29:58
  good,
• 29:58
  so
• 29:59
  helpful
• 29:59
  and
• 30:00
  then
• 30:00
  there
• 30:00
  can
• 30:00
  be
• 30:00
  that
• 30:00
  extra
• 30:01
  call
• 30:01
  to
• 30:01
  action
• 30:02
  to
• 30:02
  sign
• 30:02
  up
• 30:02
  for
• 30:02
  the
• 30:02
  email
• 30:03
  list,
• 30:03
  then
• 30:04
  you
• 30:04
  can
• 30:04
  do
• 30:04
  your
• 30:04
  selling
• 30:04
  there.
• 30:05
  So
• 30:05
  that's
• 30:05
  working
• 30:06
  super,
• 30:06
  super
• 30:06
  well
• 30:06
  for
• 30:06
  me
• 30:07
  at
• 30:07
  the
• 30:07
  moment.
• 30:07
  That's
• 30:08
  good
• 30:08
  to
• 30:08
  hear.
• 30:08
  That's
• 30:08
  that
• 30:09
  in
• 30:09
  action
• 30:09
  because
• 30:09
  I
• 30:09
  would
• 30:10
  always
• 30:10
  say
• 30:11
  do
• 30:11
  not
• 30:12
  sell
• 30:12
  in
• 30:12
  social
• 30:13
  media.
• 30:13
  Just
• 30:13
  don't
• 30:14
  sell
• 30:14
  people
• 30:15
  stuff
• 30:15
  in
• 30:15
  social
• 30:16
  media
• 30:16
  ever.
• 30:17
  Because
• 30:17
  it's
• 30:17
  actually
• 30:18
  too
• 30:18
  early
• 30:19
  on
• 30:19
  in
• 30:19
  the
• 30:19
  process.
• 30:20
  You
• 30:21
  need
• 30:21
  time
• 30:21
  for
• 30:21
  the
• 30:21
  relationship
• 30:22
  to
• 30:22
  develop
• 30:23
  and
• 30:23
  to
• 30:23
  grow.
• 30:24
  Otherwise
• 30:24
  they're
• 30:25
  gonna
• 30:25
  not
• 30:25
  necessarily
• 30:26
  sit
• 30:26
  cold
• 30:26
  because
• 30:27
  I
• 30:27
  know
• 30:27
  you
• 30:27
  have
• 30:27
  followers
• 30:28
  and
• 30:28
  what
• 30:28
  have
• 30:28
  you,
• 30:28
  but
• 30:29
  they're
• 30:29
  going
• 30:29
  to
• 30:29
  see
• 30:29
  that
• 30:30
  it
• 30:31
  rarely
• 30:31
  ever
• 30:31
  converts
• 30:32
  when
• 30:32
  you're
• 30:32
  selling
• 30:32
  through
• 30:33
  social
• 30:33
  media.
• 30:34
  What
• 30:34
  converts
• 30:34
  is
• 30:34
  when
• 30:35
  you
• 30:35
  sell
• 30:35
  through
• 30:35
  email
• 30:36
  and
• 30:36
  people
• 30:37
  say
• 30:37
  email's
• 30:37
  dead,
• 30:38
  it's
• 30:38
  not
• 30:38
  a
• 30:38
  very
• 30:38
  good
• 30:38
  platform.
• 30:39
  It's
• 30:39
  not
• 30:40
  because
• 30:40
  it's
• 30:40
  not
• 30:40
  a
• 30:40
  marketing
• 30:41
  platform,
• 30:41
  it's
• 30:41
  a
• 30:42
  platform
• 30:42
  for
• 30:42
  selling.
• 30:43
  And
• 30:43
  email
• 30:44
  is
• 30:44
  not
• 30:45
  dead.
• 30:45
  I
• 30:46
  know
• 30:46
  people
• 30:46
  in
• 30:46
  the
• 30:47
  industry
• 30:47
  who
• 30:47
  just
• 30:48
  make
• 30:48
  multiple
• 30:49
  six
• 30:49
  and
• 30:50
  seven
• 30:50
  figures
• 30:51
  just
• 30:51
  purely
• 30:52
  by
• 30:52
  selling
• 30:53
  through
• 30:53
  email.
• 30:54
  That's
• 30:54
  not
• 30:55
  to
• 30:55
  say
• 30:55
  they're
• 30:55
  not
• 30:55
  spending
• 30:56
  money
• 30:56
  on
• 30:56
  ads
• 30:57
  and
• 30:57
  using
• 30:57
  their
• 30:57
  social
• 30:58
  media
• 30:58
  and
• 30:58
  all
• 30:58
  the
• 30:58
  other
• 30:58
  platforms,
• 30:59
  they're
• 30:59
  doing
• 30:59
  that
• 30:59
  as
• 31:00
  well.
• 31:00
  But
• 31:00
  that's
• 31:00
  driving
• 31:01
  people
• 31:01
  to
• 31:01
  their
• 31:01
  email
• 31:02
  list.
• 31:02
  But
• 31:02
  the
• 31:02
  sales
• 31:03
  are
• 31:03
  being
• 31:03
  made
• 31:04
  in
• 31:04
  the
• 31:04
  emails,
• 31:05
  not
• 31:05
  on
• 31:06
  the
• 31:06
  social
• 31:06
  media.
• 31:08
  Totally.
• 31:08
  I
• 31:08
  hear
• 31:09
  you.
• 31:09
  And
• 31:10
  did
• 31:10
  I
• 31:11
  hear
• 31:11
  you
• 31:11
  say
• 31:11
  before
• 31:12
  we
• 31:12
  came
• 31:12
  on
• 31:12
  that
• 31:12
  you
• 31:13
  were
• 31:13
  going
• 31:13
  to
• 31:13
  do
• 31:13
  a
• 31:14
  sales
• 31:14
  funnel
• 31:15
  review
• 31:15
  competition?
• 31:17
  Now
• 31:17
  you
• 31:17
  come
• 31:18
  to
• 31:18
  mention
• 31:18
  it,
• 31:18
  yes.
• 31:19
  So
• 31:19
  what
• 31:19
  I'm
• 31:19
  doing
• 31:20
  for
• 31:20
  one
• 31:20
  of
• 31:20
  your
• 31:21
  listeners,
• 31:21
  Joanna,
• 31:22
  is
• 31:22
  I
• 31:22
  am
• 31:22
  going
• 31:23
  to
• 31:23
  give
• 31:23
  away
• 31:24
  a
• 31:24
  free
• 31:24
  sales
• 31:25
  funnel
• 31:25
  review.
• 31:26
  What's
• 31:26
  involved
• 31:26
  in
• 31:27
  that
• 31:27
  is
• 31:27
  I'll
• 31:27
  spend
• 31:28
  a
• 31:28
  couple
• 31:28
  of
• 31:28
  hours
• 31:29
  looking
• 31:29
  around
• 31:30
  the
• 31:30
  winner's
• 31:30
  website
• 31:31
  and
• 31:31
  their
• 31:31
  business
• 31:32
  and
• 31:33
  then
• 31:33
  once
• 31:33
  I've
• 31:34
  done
• 31:34
  a
• 31:34
  full
• 31:34
  analysis
• 31:35
  of
• 31:35
  their
• 31:35
  business,
• 31:36
  we'll
• 31:36
  jump
• 31:36
  on
• 31:36
  a
• 31:36
  one
• 31:37
  hour
• 31:37
  call
• 31:38
  and
• 31:38
  I
• 31:38
  will
• 31:39
  go
• 31:39
  through
• 31:39
  with
• 31:39
  them
• 31:40
  all
• 31:40
  the
• 31:41
  findings,
• 31:41
  all
• 31:41
  the
• 31:42
  things
• 31:42
  that
• 31:42
  I
• 31:42
  found
• 31:42
  in
• 31:42
  their
• 31:43
  business
• 31:43
  so
• 31:44
  we
• 31:44
  can
• 31:44
  start
• 31:44
  to
• 31:45
  plug
• 31:45
  those
• 31:46
  gaps
• 31:47
  and
• 31:47
  start
• 31:47
  to
• 31:47
  help
• 31:48
  them
• 31:48
  make
• 31:48
  more
• 31:48
  sales.
• 31:49
  This
• 31:49
  is
• 31:50
  generally
• 31:50
  the
• 31:51
  first
• 31:51
  thing
• 31:51
  that
• 31:51
  I
• 31:51
  do
• 31:52
  with
• 31:52
  my
• 31:52
  clients
• 31:52
  when
• 31:53
  they
• 31:53
  join
• 31:53
  my
• 31:54
  list
• 31:54
  and
• 31:54
  it's
• 31:54
  actually
• 31:54
  one
• 31:55
  of
• 31:55
  my
• 31:55
  most
• 31:56
  enjoyable
• 31:56
  services
• 31:57
  because
• 31:58
  I
• 31:58
  don't
• 31:58
  ask
• 31:59
  too
• 31:59
  many
• 31:59
  questions
• 31:59
  of
• 32:00
  them.
• 32:00
  I
• 32:01
  just
• 32:01
  go
• 32:01
  into
• 32:01
  their
• 32:01
  business
• 32:02
  completely
• 32:02
  cold
• 32:03
  as
• 32:04
  a
• 32:04
  prospect
• 32:04
  would,
• 32:05
  and
• 32:05
  I
• 32:05
  give
• 32:05
  it
• 32:06
  a
• 32:06
  really
• 32:06
  thorough
• 32:07
  looking
• 32:07
  at
• 32:08
  and
• 32:08
  then
• 32:08
  give
• 32:09
  feedback
• 32:09
  on
• 32:09
  it.
• 32:10
  I'm
• 32:10
  offering
• 32:10
  a
• 32:10
  sales
• 32:11
  funnel
• 32:11
  review
• 32:12
  to
• 32:12
  one
• 32:12
  of
• 32:12
  your
• 32:13
  listeners
• 32:14
  and
• 32:14
  how
• 32:14
  we're
• 32:15
  going
• 32:15
  to
• 32:15
  do
• 32:16
  this
• 32:16
  is
• 32:17
  I'm
• 32:17
  going
• 32:17
  to
• 32:17
  ask
• 32:17
  people
• 32:18
  to
• 32:18
  get
• 32:18
  onto
• 32:18
  my
• 32:19
  email
• 32:19
  list.
• 32:20
  I'm@lisayork.com
• 32:23
  don't
• 32:23
  forget
• 32:23
  the
• 32:24
  hyphen
• 32:24
  in
• 32:24
  the
• 32:24
  middle
• 32:25
  because
• 32:25
  it
• 32:25
  will
• 32:25
  go
• 32:26
  and
• 32:26
  fly
• 32:26
  around
• 32:26
  cyberspace
• 32:28
  and
• 32:28
  get
• 32:28
  onto
• 32:28
  my
• 32:28
  email
• 32:29
  list.
• 32:30
  They'll
• 32:30
  have
• 32:30
  to
• 32:31
  get
• 32:31
  to
• 32:31
  the
• 32:31
  first
• 32:32
  couple
• 32:32
  of
• 32:32
  emails.
• 32:33
  But
• 32:33
  when
• 32:34
  they
• 32:34
  reply
• 32:34
  to
• 32:34
  the
• 32:34
  first
• 32:35
  emails,
• 32:35
  if
• 32:35
  they
• 32:35
  tell
• 32:36
  me
• 32:36
  that
• 32:36
  they
• 32:37
  heard
• 32:37
  me
• 32:37
  on
• 32:37
  your
• 32:37
  podcast,
• 32:38
  then
• 32:39
  I'm
• 32:39
  going
• 32:39
  to
• 32:40
  put
• 32:40
  them
• 32:40
  into
• 32:40
  the
• 32:40
  pot.
• 32:41
  And
• 32:41
  so
• 32:41
  what
• 32:41
  I
• 32:42
  feel
• 32:42
  like
• 32:42
  we'd
• 32:42
  do,
• 32:43
  Joanna,
• 32:43
  just
• 32:43
  for
• 32:43
  a
• 32:43
  bit
• 32:43
  of
• 32:44
  fun
• 32:44
  is
• 32:44
  if
• 32:45
  you
• 32:45
  can
• 32:45
  pick
• 32:45
  a
• 32:45
  number
• 32:46
  between,
• 32:47
  let's
• 32:47
  say
• 32:48
  50
• 32:48
  and
• 32:48
  100.
• 32:50
  And
• 32:50
  I'm
• 32:51
  going
• 32:51
  to
• 32:51
  choose
• 32:51
  the
• 32:51
  subscriber
• 32:52
  number
• 32:52
  that
• 32:52
  you've
• 32:53
  picked.
• 32:53
  So
• 32:53
  choose
• 32:53
  your
• 32:54
  number.
• 32:55
  57.
• 32:57
  Okay.
• 32:57
  That's
• 32:58
  the
• 32:58
  winning
• 32:58
  number.
• 32:59
  So
• 32:59
  the
• 32:59
  57th
• 33:00
  person
• 33:01
  that
• 33:02
  joins
• 33:02
  my
• 33:03
  email
• 33:03
  list
• 33:04
  is
• 33:04
  going
• 33:04
  to
• 33:04
  be
• 33:04
  the
• 33:05
  winner
• 33:05
  of
• 33:05
  the
• 33:05
  prize.
• 33:05
  The
• 33:06
  reason
• 33:06
  I've
• 33:06
  done
• 33:06
  it
• 33:07
  like
• 33:07
  this
• 33:07
  is
• 33:07
  because
• 33:07
  I
• 33:08
  know
• 33:08
  with
• 33:08
  a
• 33:08
  podcast
• 33:09
  sometimes
• 33:09
  it
• 33:09
  takes
• 33:09
  people
• 33:09
  a
• 33:09
  little
• 33:10
  while
• 33:10
  to
• 33:10
  get
• 33:10
  around
• 33:10
  to
• 33:11
  listening
• 33:12
  to
• 33:12
  it.
• 33:12
  It's
• 33:12
  not
• 33:12
  like
• 33:12
  an
• 33:13
  email
• 33:13
  where
• 33:13
  it's
• 33:13
  like,
• 33:13
  oh,
• 33:14
  first
• 33:14
  come,
• 33:14
  first
• 33:14
  serve.
• 33:15
  But
• 33:15
  we'll
• 33:15
  give
• 33:15
  people
• 33:16
  a
• 33:16
  little
• 33:16
  bit
• 33:16
  of
• 33:16
  time
• 33:16
  to
• 33:17
  listen
• 33:17
  to
• 33:17
  your
• 33:18
  episode
• 33:19
  and
• 33:19
  the
• 33:19
  57th
• 33:20
  person
• 33:20
  to
• 33:21
  get
• 33:21
  onto
• 33:21
  my
• 33:22
  email
• 33:22
  list
• 33:23
  or
• 33:23
  more
• 33:23
  to
• 33:24
  the
• 33:24
  point
• 33:24
  to
• 33:24
  respond
• 33:25
  to
• 33:25
  my
• 33:25
  first
• 33:25
  email
• 33:26
  saying
• 33:27
  they
• 33:27
  want
• 33:27
  to
• 33:28
  claim
• 33:28
  the
• 33:28
  free
• 33:28
  sales
• 33:29
  funnel
• 33:29
  review
• 33:30
  will
• 33:30
  be
• 33:30
  the
• 33:30
  winner.
• 33:31
  And
• 33:31
  then
• 33:31
  maybe
• 33:32
  what
• 33:32
  I'll
• 33:32
  do
• 33:32
  is
• 33:32
  once
• 33:33
  we've
• 33:33
  got
• 33:33
  to
• 33:33
  that
• 33:33
  stage,
• 33:34
  I'll
• 33:35
  let
• 33:35
  you
• 33:35
  know
• 33:35
  and
• 33:36
  you
• 33:36
  can
• 33:36
  share
• 33:37
  who
• 33:37
  won
• 33:37
  in
• 33:37
  your
• 33:37
  emails.
• 33:39
  So
• 33:39
  exciting.
• 33:40
  I
• 33:40
  love
• 33:40
  that
• 33:40
  way
• 33:40
  of
• 33:40
  doing
• 33:41
  it.
• 33:41
  I
• 33:41
  do
• 33:41
  competition
• 33:42
  sometimes,
• 33:42
  but
• 33:42
  I'm
• 33:42
  literally
• 33:43
  like
• 33:43
  old
• 33:43
  school
• 33:44
  and
• 33:44
  just
• 33:44
  get
• 33:44
  like
• 33:44
  a
• 33:44
  plant
• 33:45
  pot
• 33:45
  and
• 33:45
  dry
• 33:45
  everybody's
• 33:46
  names
• 33:46
  in
• 33:46
  it.
• 33:47
  I
• 33:47
  love
• 33:47
  that
• 33:47
  idea.
• 33:48
  And
• 33:48
  also,
• 33:48
  obviously,
• 33:49
  you'll
• 33:49
  learn
• 33:50
  how
• 33:50
  to
• 33:50
  write
• 33:51
  a
• 33:51
  great
• 33:51
  nurture
• 33:51
  sequence.
• 33:52
  There's
• 33:52
  huge
• 33:53
  benefit
• 33:53
  whether
• 33:53
  or
• 33:54
  not
• 33:54
  you
• 33:54
  win
• 33:54
  the
• 33:55
  competition
• 33:55
  to
• 33:55
  being
• 33:56
  on
• 33:56
  Lisa's
• 33:56
  email
• 33:57
  list.
• 33:58
  So
• 33:58
  is
• 33:58
  there
• 33:58
  anything
• 33:59
  that
• 33:59
  I
• 33:59
  should
• 33:59
  have
• 33:59
  asked
• 34:00
  you
• 34:00
  that
• 34:00
  I
• 34:00
  haven't
• 34:00
  asked
• 34:01
  you
• 34:01
  yet?
• 34:01
  One
• 34:02
  of
• 34:02
  the
• 34:02
  things
• 34:02
  that
• 34:03
  it
• 34:03
  would
• 34:03
  be
• 34:03
  nice
• 34:03
  to
• 34:03
  talk
• 34:04
  about
• 34:04
  is,
• 34:05
  would
• 34:05
  be
• 34:06
  how
• 34:06
  to
• 34:06
  build
• 34:07
  the
• 34:07
  relationship
• 34:08
  with
• 34:08
  your
• 34:08
  list.
• 34:09
  Because
• 34:09
  I
• 34:10
  know
• 34:10
  a
• 34:10
  lot
• 34:10
  of
• 34:10
  people
• 34:11
  say,
• 34:12
  I
• 34:12
  know
• 34:12
  that
• 34:13
  I
• 34:13
  need
• 34:13
  to
• 34:13
  email.
• 34:14
  I
• 34:14
  get
• 34:14
  it,
• 34:14
  Lisa,
• 34:15
  you've
• 34:15
  told
• 34:15
  me
• 34:15
  enough
• 34:15
  times,
• 34:16
  like,
• 34:16
  yeah,
• 34:16
  got
• 34:16
  it.
• 34:17
  But
• 34:17
  what
• 34:17
  do
• 34:17
  I
• 34:17
  say
• 34:17
  in
• 34:17
  the
• 34:18
  emails?
• 34:18
  Because
• 34:18
  I
• 34:18
  can't
• 34:19
  think
• 34:19
  of
• 34:19
  a
• 34:19
  single
• 34:20
  thing
• 34:20
  to
• 34:20
  say
• 34:20
  to
• 34:20
  that.
• 34:21
  I
• 34:21
  would
• 34:21
  say
• 34:21
  this
• 34:21
  one
• 34:22
  thing
• 34:22
  per
• 34:22
  email.
• 34:23
  When
• 34:23
  I
• 34:24
  see
• 34:24
  the
• 34:24
  newsletter
• 34:25
  saying,
• 34:25
  I've
• 34:25
  got
• 34:25
  a
• 34:25
  blog
• 34:26
  post
• 34:26
  out
• 34:26
  and
• 34:27
  this
• 34:27
  happened,
• 34:27
  then
• 34:27
  this
• 34:28
  and
• 34:28
  then
• 34:28
  this
• 34:28
  and
• 34:28
  do
• 34:29
  this
• 34:29
  and
• 34:29
  do
• 34:29
  this,
• 34:29
  and
• 34:29
  I'm
• 34:30
  just
• 34:30
  like,
• 34:30
  oh,
• 34:30
  my
• 34:30
  gosh,
• 34:30
  my
• 34:31
  head's
• 34:31
  going
• 34:31
  to
• 34:31
  explode
• 34:32
  because
• 34:33
  you're
• 34:33
  telling
• 34:33
  me
• 34:33
  too
• 34:33
  much
• 34:34
  stuff
• 34:34
  in
• 34:34
  an
• 34:34
  email.
• 34:35
  I
• 34:35
  think
• 34:35
  it's
• 34:35
  actually
• 34:36
  better
• 34:36
  if
• 34:36
  you've
• 34:36
  got
• 34:37
  five
• 34:37
  different
• 34:37
  things
• 34:38
  to
• 34:38
  say
• 34:38
  in
• 34:38
  an
• 34:38
  email,
• 34:39
  send
• 34:39
  them
• 34:39
  a
• 34:39
  message
• 34:40
  five
• 34:40
  different
• 34:40
  times.
• 34:41
  Because
• 34:41
  it's
• 34:42
  a
• 34:42
  bit
• 34:42
  like
• 34:42
  having
• 34:42
  a
• 34:42
  coffee
• 34:43
  with
• 34:43
  a
• 34:43
  friend.
• 34:43
  If
• 34:43
  you
• 34:44
  have
• 34:44
  five
• 34:44
  coffees
• 34:44
  with
• 34:44
  a
• 34:45
  friend
• 34:45
  over
• 34:45
  the
• 34:45
  course
• 34:45
  of
• 34:46
  five
• 34:46
  months,
• 34:46
  you're
• 34:46
  going
• 34:46
  to
• 34:46
  have
• 34:47
  a
• 34:47
  close
• 34:47
  relationship
• 34:47
  with
• 34:48
  her
• 34:48
  than
• 34:48
  if
• 34:49
  you
• 34:49
  just
• 34:49
  meet
• 34:49
  your
• 34:49
  neighbor.
• 34:50
  So
• 34:50
  put
• 34:50
  all
• 34:50
  those
• 34:51
  things
• 34:51
  into
• 34:51
  separate
• 34:51
  emails
• 34:52
  and
• 34:53
  then
• 34:53
  tell
• 34:54
  stories.
• 34:55
  Now,
• 34:55
  I
• 34:55
  often
• 34:56
  read
• 34:56
  people's
• 34:56
  about
• 34:57
  page
• 34:57
  and
• 34:57
  they're
• 34:57
  like,
• 34:58
  oh,
• 34:58
  I've
• 34:58
  done
• 34:59
  this
• 34:59
  and
• 34:59
  I've
• 34:59
  done
• 34:59
  this.
• 34:59
  I
• 35:00
  know
• 35:00
  you've
• 35:00
  got
• 35:00
  to
• 35:00
  say
• 35:00
  those
• 35:00
  things.
• 35:01
  But
• 35:01
  what
• 35:01
  I
• 35:02
  do
• 35:02
  is
• 35:03
  I
• 35:03
  focus
• 35:03
  in
• 35:03
  and
• 35:04
  I
• 35:04
  focus
• 35:04
  down
• 35:05
  and
• 35:05
  I
• 35:05
  take
• 35:05
  one
• 35:06
  small
• 35:06
  element
• 35:07
  of
• 35:08
  something
• 35:08
  that
• 35:08
  I've
• 35:09
  done
• 35:09
  and
• 35:10
  it
• 35:10
  can
• 35:10
  be
• 35:10
  tiny.
• 35:11
  You
• 35:11
  don't
• 35:11
  have
• 35:11
  to
• 35:12
  tell
• 35:12
  the
• 35:12
  entire
• 35:13
  story.
• 35:13
  But
• 35:13
  storytelling
• 35:14
  is
• 35:15
  really
• 35:15
  important.
• 35:16
  And
• 35:16
  so
• 35:16
  you
• 35:17
  tell
• 35:17
  a
• 35:17
  story
• 35:18
  whether
• 35:18
  or
• 35:18
  not
• 35:19
  it's
• 35:19
  related
• 35:19
  to
• 35:20
  the
• 35:20
  thing
• 35:20
  that
• 35:20
  you're
• 35:21
  going
• 35:21
  to
• 35:21
  sell
• 35:21
  or
• 35:21
  not.
• 35:21
  It
• 35:22
  doesn't
• 35:22
  matter
• 35:22
  because
• 35:23
  the
• 35:23
  story,
• 35:24
  it's
• 35:24
  a
• 35:24
  bit
• 35:24
  like
• 35:25
  Netflix.
• 35:25
  Like,
• 35:25
  why
• 35:25
  do
• 35:26
  people
• 35:26
  keep
• 35:26
  going
• 35:26
  back
• 35:26
  to
• 35:26
  Netflix?
• 35:27
  They
• 35:27
  go
• 35:27
  back
• 35:27
  because
• 35:27
  they
• 35:27
  want
• 35:28
  to
• 35:28
  Find
• 35:28
  out
• 35:28
  what
• 35:28
  happens
• 35:29
  next.
• 35:29
  And
• 35:30
  through
• 35:30
  our
• 35:30
  emails,
• 35:30
  we're
• 35:31
  telling
• 35:31
  the
• 35:31
  story
• 35:31
  of
• 35:32
  us
• 35:32
  and
• 35:32
  our
• 35:32
  business.
• 35:33
  So
• 35:33
  I
• 35:34
  would
• 35:34
  tell
• 35:34
  a
• 35:35
  story
• 35:35
  about
• 35:36
  your
• 35:36
  granny
• 35:37
  went
• 35:37
  to
• 35:37
  the
• 35:37
  supermarket
• 35:38
  and
• 35:38
  this
• 35:38
  is
• 35:38
  what
• 35:38
  happened
• 35:38
  to
• 35:39
  her.
• 35:39
  You
• 35:39
  know,
• 35:40
  my
• 35:40
  dog
• 35:41
  met
• 35:41
  another
• 35:41
  dog
• 35:42
  in
• 35:42
  the
• 35:42
  park.
• 35:43
  Anything.
• 35:43
  It
• 35:44
  could
• 35:44
  be
• 35:44
  absolutely
• 35:44
  anything.
• 35:45
  For
• 35:45
  example,
• 35:46
  on
• 35:46
  Saturday
• 35:47
  night,
• 35:47
  just
• 35:48
  gone.
• 35:48
  I
• 35:48
  did
• 35:49
  an
• 35:49
  event
• 35:49
  for
• 35:49
  the
• 35:50
  school.
• 35:50
  I
• 35:50
  helped
• 35:50
  with
• 35:50
  an
• 35:50
  event,
• 35:51
  and
• 35:52
  I
• 35:52
  was
• 35:52
  the
• 35:52
  emcee
• 35:53
  for
• 35:53
  the
• 35:53
  event
• 35:53
  because
• 35:54
  there's
• 35:54
  nothing
• 35:54
  I
• 35:54
  like
• 35:55
  more
• 35:55
  than
• 35:55
  showing
• 35:55
  off
• 35:55
  in
• 35:56
  front
• 35:56
  of
• 35:56
  a
• 35:56
  crowd
• 35:56
  with
• 35:56
  a
• 35:56
  microphone
• 35:57
  in
• 35:57
  my
• 35:57
  house.
• 35:57
  So
• 35:57
  I
• 35:57
  was
• 35:58
  the
• 35:58
  emcee
• 35:58
  for
• 35:58
  the
• 35:58
  event.
• 35:59
  And
• 36:00
  after
• 36:00
  I
• 36:00
  get
• 36:00
  off
• 36:00
  the
• 36:00
  call
• 36:00
  to
• 36:01
  you,
• 36:01
  I'm
• 36:01
  going
• 36:01
  to
• 36:01
  write
• 36:01
  an
• 36:02
  email
• 36:02
  about
• 36:03
  one
• 36:03
  tiny
• 36:03
  element
• 36:04
  of
• 36:04
  me
• 36:05
  being
• 36:05
  the
• 36:05
  mc.
• 36:06
  And
• 36:07
  there
• 36:07
  are
• 36:07
  loads
• 36:07
  of
• 36:07
  things
• 36:07
  that
• 36:07
  happened
• 36:08
  that
• 36:08
  night.
• 36:09
  I
• 36:09
  could
• 36:09
  talk
• 36:09
  about
• 36:10
  any
• 36:10
  one
• 36:10
  of
• 36:10
  those.
• 36:10
  But
• 36:10
  I
• 36:11
  try
• 36:11
  and
• 36:11
  take
• 36:11
  the
• 36:11
  piece
• 36:12
  that's
• 36:12
  really
• 36:12
  interesting,
• 36:13
  exciting,
• 36:14
  and
• 36:14
  I
• 36:14
  write
• 36:15
  a
• 36:15
  little
• 36:15
  story
• 36:15
  and
• 36:15
  a
• 36:16
  little
• 36:16
  anecdote
• 36:16
  or
• 36:16
  something
• 36:17
  about
• 36:17
  it.
• 36:17
  And
• 36:18
  then
• 36:18
  what
• 36:18
  I
• 36:18
  do
• 36:19
  is
• 36:19
  I
• 36:20
  twist
• 36:20
  it
• 36:21
  into
• 36:21
  a
• 36:22
  transition
• 36:22
  to
• 36:22
  make
• 36:23
  a
• 36:23
  sale.
• 36:23
  For
• 36:24
  example,
• 36:24
  I
• 36:24
  always
• 36:24
  do
• 36:25
  my
• 36:25
  thinking
• 36:25
  outside
• 36:25
  of
• 36:26
  my
• 36:26
  computer
• 36:26
  time.
• 36:27
  When
• 36:27
  I
• 36:27
  was
• 36:27
  walking
• 36:27
  back
• 36:28
  from
• 36:28
  the
• 36:28
  school
• 36:28
  run
• 36:28
  this
• 36:28
  morning,
• 36:29
  I
• 36:30
  was
• 36:30
  thinking,
• 36:30
  okay,
• 36:30
  what
• 36:30
  can
• 36:30
  the
• 36:31
  transition
• 36:31
  be?
• 36:31
  So
• 36:31
  I'm
• 36:32
  going
• 36:32
  to
• 36:32
  talk
• 36:32
  about
• 36:33
  how
• 36:33
  I
• 36:33
  was
• 36:34
  the
• 36:34
  MC
• 36:34
  at
• 36:34
  the
• 36:34
  event
• 36:35
  and
• 36:36
  how
• 36:36
  I
• 36:36
  like
• 36:37
  talking
• 36:37
  in
• 36:37
  front
• 36:37
  of
• 36:37
  a
• 36:37
  microphone
• 36:38
  and
• 36:39
  call
• 36:39
  to
• 36:39
  action
• 36:40
  if
• 36:40
  you'd
• 36:41
  like
• 36:41
  me
• 36:41
  to
• 36:42
  talk
• 36:42
  to
• 36:43
  your
• 36:43
  people
• 36:43
  at
• 36:43
  your
• 36:44
  event.
• 36:44
  Here's
• 36:45
  what
• 36:45
  to
• 36:45
  do
• 36:47
  if
• 36:47
  you
• 36:48
  make
• 36:48
  a
• 36:48
  decision
• 36:49
  to
• 36:50
  spend
• 36:50
  a
• 36:51
  few
• 36:51
  hours
• 36:51
  probably
• 36:52
  while
• 36:52
  you're
• 36:52
  walking.
• 36:52
  Walking
• 36:53
  is
• 36:53
  a
• 36:53
  really
• 36:53
  good
• 36:53
  one.
• 36:53
  Driving
• 36:54
  is
• 36:54
  a
• 36:54
  really
• 36:54
  good
• 36:54
  one.
• 36:55
  Because
• 36:56
  when
• 36:56
  you
• 36:56
  open
• 36:56
  up
• 36:56
  your
• 36:56
  laptop,
• 36:57
  your
• 36:57
  mind
• 36:57
  goes
• 36:57
  blank
• 36:58
  to
• 36:58
  think
• 36:58
  about
• 36:59
  what
• 36:59
  it
• 36:59
  is
• 36:59
  that
• 37:00
  you
• 37:00
  could
• 37:00
  talk
• 37:00
  to
• 37:00
  your
• 37:01
  people
• 37:01
  about.
• 37:01
  And
• 37:02
  when
• 37:02
  I
• 37:02
  make
• 37:02
  a
• 37:03
  decision
• 37:03
  to
• 37:03
  do
• 37:03
  that,
• 37:04
  I
• 37:04
  come
• 37:04
  back
• 37:04
  with
• 37:05
  so
• 37:05
  many
• 37:05
  ideas,
• 37:06
  I'm
• 37:06
  just
• 37:06
  like,
• 37:06
  oh,
• 37:06
  my
• 37:06
  gosh,
• 37:07
  I've
• 37:07
  got
• 37:07
  too
• 37:07
  many
• 37:07
  things
• 37:08
  to
• 37:08
  talk
• 37:08
  about.
• 37:08
  I
• 37:08
  mean,
• 37:08
  I've
• 37:09
  got
• 37:09
  lists
• 37:09
  of
• 37:10
  emails
• 37:10
  I
• 37:10
  plan
• 37:10
  to
• 37:11
  write
• 37:11
  that
• 37:12
  probably
• 37:12
  would
• 37:12
  take
• 37:12
  me
• 37:13
  three
• 37:13
  years
• 37:13
  to
• 37:13
  get
• 37:14
  around
• 37:14
  to
• 37:14
  writing
• 37:14
  them.
• 37:14
  Because
• 37:15
  I've
• 37:15
  got
• 37:15
  so
• 37:15
  many
• 37:15
  ideas.
• 37:16
  One
• 37:17
  of
• 37:17
  the
• 37:17
  key
• 37:17
  things
• 37:17
  is
• 37:18
  make
• 37:18
  a
• 37:18
  note
• 37:18
  of
• 37:18
  it.
• 37:19
  Because
• 37:19
  again,
• 37:20
  you
• 37:20
  get
• 37:20
  to
• 37:20
  your
• 37:20
  laptop
• 37:21
  and
• 37:21
  you'll
• 37:21
  forget
• 37:21
  what
• 37:21
  you're
• 37:21
  going
• 37:22
  to
• 37:22
  write
• 37:22
  about.
• 37:22
  What
• 37:22
  I
• 37:23
  do
• 37:23
  to
• 37:23
  write
• 37:23
  my
• 37:24
  emails
• 37:24
  is
• 37:25
  I
• 37:26
  audio
• 37:26
  them
• 37:26
  to
• 37:27
  myself.
• 37:27
  So
• 37:27
  I
• 37:28
  send
• 37:28
  myself
• 37:28
  an
• 37:28
  audio
• 37:29
  and
• 37:29
  I
• 37:29
  just
• 37:29
  go
• 37:29
  blah,
• 37:30
  blah,
• 37:30
  blah,
• 37:30
  blah,
• 37:30
  blah,
• 37:31
  with
• 37:31
  all
• 37:31
  my
• 37:31
  different
• 37:31
  ideas.
• 37:32
  I
• 37:33
  transcribe
• 37:33
  it,
• 37:34
  I
• 37:34
  paste
• 37:34
  it
• 37:34
  into
• 37:35
  a
• 37:35
  document
• 37:35
  when
• 37:35
  I'm
• 37:35
  ready
• 37:35
  to
• 37:36
  write.
• 37:36
  And
• 37:36
  I've
• 37:36
  already
• 37:36
  got
• 37:37
  the
• 37:37
  template
• 37:37
  of
• 37:38
  a
• 37:38
  really
• 37:38
  good
• 37:39
  email,
• 37:39
  something
• 37:39
  that's
• 37:40
  interesting
• 37:40
  and
• 37:40
  something
• 37:40
  that's
• 37:41
  engaging.
• 37:42
  And
• 37:42
  I
• 37:42
  think
• 37:42
  if
• 37:42
  you
• 37:43
  build
• 37:44
  your
• 37:44
  own
• 37:44
  personality
• 37:46
  and
• 37:47
  we've
• 37:47
  all
• 37:47
  got
• 37:48
  stuff
• 37:48
  to
• 37:48
  say,
• 37:48
  interesting
• 37:49
  lives
• 37:49
  or
• 37:49
  what
• 37:50
  have
• 37:50
  it.
• 37:50
  Whether
• 37:50
  it's
• 37:51
  something
• 37:51
  that's
• 37:51
  happened
• 37:52
  Saturday
• 37:52
  night,
• 37:52
  just
• 37:52
  gone,
• 37:53
  or
• 37:53
  whether
• 37:54
  it's
• 37:54
  something
• 37:54
  you
• 37:54
  plan
• 37:54
  to
• 37:55
  do
• 37:55
  in
• 37:55
  the
• 37:55
  future,
• 37:55
  or
• 37:55
  whether
• 37:56
  it's
• 37:56
  something
• 37:56
  that
• 37:56
  happened
• 37:56
  in
• 37:57
  the
• 37:57
  past,
• 37:57
  or
• 37:58
  whether
• 37:58
  it's
• 37:58
  the
• 37:58
  thing
• 37:58
  that
• 37:58
  happened
• 37:59
  to
• 37:59
  your
• 37:59
  neighbor,
• 37:59
  the
• 37:59
  neighbor's
• 38:00
  dog,
• 38:00
  your
• 38:00
  auntie
• 38:01
  Flo,
• 38:01
  it
• 38:01
  doesn't
• 38:02
  matter.
• 38:02
  It's
• 38:03
  more
• 38:03
  about
• 38:04
  getting
• 38:04
  that
• 38:04
  interesting
• 38:05
  story,
• 38:06
  telling
• 38:06
  the
• 38:06
  story,
• 38:07
  and
• 38:07
  making
• 38:07
  a
• 38:07
  transition
• 38:08
  into
• 38:09
  a
• 38:09
  sale.
• 38:10
  So
• 38:10
  you'll
• 38:11
  probably
• 38:11
  never
• 38:11
  look
• 38:11
  at
• 38:11
  my
• 38:12
  emails
• 38:12
  with
• 38:12
  the
• 38:12
  same
• 38:13
  eyes
• 38:13
  again,
• 38:14
  but
• 38:14
  that's
• 38:14
  how
• 38:15
  you
• 38:15
  always
• 38:15
  have
• 38:16
  email
• 38:16
  fodder,
• 38:17
  plenty
• 38:18
  of
• 38:18
  it,
• 38:18
  to
• 38:18
  keep
• 38:18
  the
• 38:19
  emails
• 38:19
  alive
• 38:19
  and
• 38:20
  never
• 38:20
  run
• 38:20
  out
• 38:20
  of
• 38:20
  things
• 38:21
  to
• 38:21
  say.
• 38:21
  And
• 38:22
  of
• 38:22
  course,
• 38:22
  the
• 38:22
  other
• 38:22
  thing
• 38:23
  you
• 38:23
  can
• 38:23
  put
• 38:23
  in
• 38:23
  that
• 38:24
  is
• 38:24
  stuff
• 38:24
  to
• 38:24
  talk
• 38:25
  about
• 38:25
  your
• 38:25
  business,
• 38:26
  and
• 38:27
  a
• 38:27
  really
• 38:28
  good
• 38:28
  one
• 38:28
  is
• 38:28
  how
• 38:28
  you
• 38:28
  helped
• 38:29
  people.
• 38:29
  I
• 38:30
  love,
• 38:30
  Joanna,
• 38:30
  that
• 38:31
  you
• 38:31
  had
• 38:31
  an
• 38:31
  email
• 38:31
  the
• 38:31
  other
• 38:32
  day
• 38:32
  about
• 38:32
  one
• 38:33
  of
• 38:33
  your
• 38:33
  clients
• 38:33
  who
• 38:34
  you'd
• 38:34
  helped.
• 38:34
  And
• 38:35
  those
• 38:35
  emails
• 38:35
  to
• 38:36
  me,
• 38:36
  I'm
• 38:36
  really
• 38:36
  engaged
• 38:37
  with,
• 38:37
  I
• 38:37
  love
• 38:37
  reading
• 38:38
  those.
• 38:38
  I'm
• 38:38
  like,
• 38:38
  oh
• 38:39
  my
• 38:39
  gosh,
• 38:39
  what
• 38:40
  happened
• 38:40
  to
• 38:40
  Kathy
• 38:41
  and
• 38:41
  where
• 38:42
  did
• 38:42
  she
• 38:42
  end
• 38:42
  up
• 38:42
  being?
• 38:43
  And
• 38:43
  they're
• 38:43
  really,
• 38:43
  really
• 38:44
  interesting.
• 38:44
  So
• 38:45
  there's
• 38:45
  always
• 38:45
  plenty
• 38:45
  of
• 38:46
  fodder
• 38:46
  for
• 38:46
  your
• 38:47
  emails.
• 38:48
  I
• 38:48
  love
• 38:49
  it,
• 38:49
  Lisa.
• 38:49
  I
• 38:50
  feel
• 38:50
  like
• 38:50
  I
• 38:50
  need
• 38:50
  to
• 38:50
  spend
• 38:51
  a
• 38:51
  lot
• 38:51
  more
• 38:51
  time
• 38:52
  doing
• 38:52
  that.
• 38:52
  I
• 38:52
  think
• 38:52
  by
• 38:52
  the
• 38:53
  time
• 38:53
  I've
• 38:53
  done
• 38:53
  the
• 38:53
  podcast,
• 38:54
  I
• 38:55
  end
• 38:55
  up
• 38:55
  thinking,
• 38:55
  quick,
• 38:56
  gotta
• 38:56
  just
• 38:56
  write
• 38:57
  an
• 38:57
  email
• 38:57
  saying,
• 38:57
  listen
• 38:58
  to
• 38:58
  the
• 38:58
  podcast.
• 38:58
  It's
• 38:59
  definitely
• 38:59
  on
• 39:00
  my
• 39:00
  mind
• 39:00
  to
• 39:00
  make
• 39:01
  emails
• 39:01
  even
• 39:02
  better.
• 39:02
  So
• 39:03
  how
• 39:03
  would
• 39:03
  you
• 39:03
  balance
• 39:04
  writing
• 39:04
  the
• 39:05
  email
• 39:05
  first
• 39:05
  podcast,
• 39:06
  what
• 39:07
  I
• 39:07
  would
• 39:07
  do.
• 39:07
  For
• 39:08
  example,
• 39:08
  if
• 39:08
  you
• 39:08
  were
• 39:09
  writing
• 39:09
  an
• 39:09
  email
• 39:10
  now
• 39:10
  for
• 39:10
  this
• 39:11
  podcast,
• 39:12
  I
• 39:12
  would
• 39:13
  sit
• 39:13
  for
• 39:13
  a
• 39:13
  minute
• 39:13
  and
• 39:14
  think
• 39:14
  to
• 39:14
  yourself,
• 39:15
  what
• 39:15
  was
• 39:15
  the
• 39:15
  thing
• 39:15
  that
• 39:16
  stood
• 39:16
  out
• 39:16
  to
• 39:16
  you
• 39:17
  about
• 39:17
  what
• 39:18
  I
• 39:19
  said,
• 39:19
  like,
• 39:20
  one
• 39:20
  thing
• 39:20
  that
• 39:21
  stood
• 39:21
  out
• 39:21
  to
• 39:21
  you.
• 39:21
  So
• 39:21
  I'm
• 39:22
  putting
• 39:22
  on
• 39:22
  you
• 39:22
  on
• 39:22
  the
• 39:22
  spot
• 39:23
  now.
• 39:23
  But
• 39:23
  is
• 39:23
  there
• 39:23
  something
• 39:24
  that
• 39:25
  you
• 39:25
  thought,
• 39:26
  oh,
• 39:26
  that
• 39:26
  was
• 39:26
  powerful,
• 39:27
  that
• 39:27
  was
• 39:27
  interesting,
• 39:28
  or
• 39:28
  what
• 39:28
  have
• 39:28
  you?
• 39:29
  Yeah,
• 39:30
  for
• 39:30
  me,
• 39:30
  definitely
• 39:30
  the
• 39:31
  102
• 39:31
  emails.
• 39:32
  102
• 39:33
  emails.
• 39:33
  Okay,
• 39:34
  perfect.
• 39:35
  So
• 39:35
  I
• 39:36
  would
• 39:36
  open
• 39:36
  up
• 39:36
  your
• 39:37
  email
• 39:37
  by
• 39:38
  saying
• 39:38
  that
• 39:39
  it
• 39:39
  takes
• 39:39
  102
• 39:40
  emails
• 39:41
  to
• 39:41
  sell
• 39:42
  your
• 39:42
  product,
• 39:43
  so
• 39:43
  don't
• 39:44
  be
• 39:44
  disheartened
• 39:44
  by
• 39:45
  this.
• 39:45
  And
• 39:46
  then
• 39:46
  say,
• 39:47
  and
• 39:47
  the
• 39:47
  reason
• 39:47
  I
• 39:47
  know
• 39:47
  that
• 39:48
  is
• 39:48
  because
• 39:48
  I
• 39:48
  interviewed
• 39:49
  Lisa
• 39:49
  York
• 39:49
  on
• 39:49
  my
• 39:50
  podcast,
• 39:50
  blah,
• 39:50
  blah,
• 39:50
  blah,
• 39:51
  blah,
• 39:51
  blah.
• 39:51
  And
• 39:51
  now
• 39:51
  you're
• 39:52
  transitioning
• 39:52
  into
• 39:52
  the
• 39:53
  podcast.
• 39:53
  But
• 39:53
  if
• 39:53
  you
• 39:53
  can
• 39:54
  open
• 39:54
  with
• 39:54
  something
• 39:54
  really
• 39:55
  punchy
• 39:56
  in
• 39:56
  my.
• 39:57
  Like,
• 39:57
  I
• 39:57
  was.
• 39:57
  I
• 39:57
  was
• 39:58
  talking
• 39:58
  about
• 39:58
  my
• 39:58
  son
• 39:59
  who
• 39:59
  was
• 39:59
  complaining
• 40:00
  about
• 40:00
  dinner.
• 40:00
  And
• 40:01
  so
• 40:01
  I'D
• 40:01
  written
• 40:01
  all
• 40:01
  about
• 40:02
  it,
• 40:02
  but
• 40:02
  Rungate
• 40:03
  and
• 40:03
  my
• 40:03
  son
• 40:03
  complained
• 40:03
  about
• 40:04
  dinner.
• 40:04
  I.
• 40:05
  I
• 40:05
  acted
• 40:06
  it
• 40:06
  out.
• 40:06
  So
• 40:07
  in
• 40:07
  the
• 40:07
  email,
• 40:07
  I
• 40:07
  was
• 40:07
  like,
• 40:08
  stomp,
• 40:08
  stomp,
• 40:09
  stomp,
• 40:09
  slam.
• 40:10
  He
• 40:10
  stomped
• 40:11
  up
• 40:11
  the
• 40:11
  stairs,
• 40:11
  he
• 40:12
  slammed
• 40:12
  the
• 40:12
  door.
• 40:12
  I've
• 40:13
  made
• 40:13
  it
• 40:13
  like
• 40:14
  a
• 40:14
  novel.
• 40:14
  And
• 40:15
  so
• 40:15
  if
• 40:15
  you
• 40:15
  can
• 40:15
  just
• 40:16
  pull
• 40:16
  out
• 40:16
  one
• 40:16
  little
• 40:17
  thing
• 40:17
  from
• 40:17
  your
• 40:18
  podcast
• 40:18
  episode
• 40:19
  that
• 40:19
  you
• 40:19
  think
• 40:19
  is
• 40:20
  really
• 40:20
  quite
• 40:20
  intriguing
• 40:21
  that
• 40:22
  would
• 40:22
  make
• 40:22
  people
• 40:22
  want
• 40:23
  to
• 40:23
  listen,
• 40:24
  then
• 40:24
  that's
• 40:24
  your
• 40:25
  hook.
• 40:25
  And
• 40:25
  then
• 40:26
  you
• 40:26
  tell
• 40:26
  your
• 40:26
  story,
• 40:27
  and
• 40:27
  then
• 40:27
  you
• 40:28
  transition
• 40:28
  to
• 40:28
  the
• 40:29
  podcast,
• 40:29
  and
• 40:29
  I
• 40:30
  think
• 40:30
  that
• 40:30
  makes
• 40:30
  it
• 40:31
  a
• 40:31
  whole
• 40:31
  lot
• 40:31
  more
• 40:32
  interesting
• 40:32
  for
• 40:32
  people
• 40:33
  to
• 40:33
  read.
• 40:34
  And
• 40:34
  then
• 40:34
  it
• 40:34
  gets
• 40:34
  to
• 40:34
  the
• 40:35
  stage
• 40:35
  where.
• 40:36
  Where
• 40:36
  you
• 40:36
  start
• 40:37
  to
• 40:37
  actually
• 40:38
  look
• 40:38
  at.
• 40:38
  Just
• 40:39
  like
• 40:39
  I
• 40:39
  was
• 40:39
  doing
• 40:39
  when
• 40:39
  you
• 40:39
  had
• 40:40
  your
• 40:40
  event.
• 40:40
  I'm
• 40:40
  looking
• 40:40
  out
• 40:40
  for
• 40:41
  Joanna's
• 40:41
  emails
• 40:41
  because
• 40:42
  I
• 40:42
  know
• 40:42
  she's
• 40:42
  going
• 40:42
  to
• 40:42
  say
• 40:42
  something
• 40:43
  that
• 40:43
  I
• 40:43
  want
• 40:43
  to
• 40:43
  do
• 40:44
  or
• 40:44
  want
• 40:44
  to
• 40:44
  hear.
• 40:45
  And
• 40:45
  if
• 40:45
  you
• 40:46
  can
• 40:46
  try
• 40:46
  and
• 40:46
  do
• 40:46
  that
• 40:47
  through
• 40:47
  every
• 40:47
  email
• 40:48
  and
• 40:49
  people
• 40:49
  start
• 40:49
  to
• 40:49
  read,
• 40:50
  then
• 40:50
  you
• 40:50
  can
• 40:50
  start
• 40:50
  to
• 40:51
  make
• 40:51
  the
• 40:51
  sales.
• 40:52
  Thank
• 40:53
  you
• 40:53
  so
• 40:53
  much.
• 40:53
  Well,
• 40:53
  there's
• 40:53
  my
• 40:54
  email
• 40:54
  written
• 40:54
  for
• 40:54
  me.
• 40:55
  There's
• 40:55
  your
• 40:55
  email
• 40:55
  written
• 40:56
  for
• 40:56
  you.
• 40:56
  You're
• 40:56
  welcome.
• 40:57
  Thank
• 40:58
  you
• 40:58
  so,
• 40:58
  so
• 40:58
  much,
• 40:59
  Lisa.
• 40:59
  Well,
• 40:59
  thank
• 41:00
  you
• 41:00
  so
• 41:00
  much
• 41:00
  for
• 41:00
  your
• 41:01
  time.
• 41:01
  What
• 41:01
  is
• 41:02
  a
• 41:02
  final
• 41:03
  thought
• 41:03
  you
• 41:03
  would
• 41:03
  love
• 41:03
  people
• 41:04
  to
• 41:04
  take
• 41:04
  away
• 41:04
  from
• 41:05
  this
• 41:05
  episode?
• 41:05
  My
• 41:06
  final
• 41:06
  thought,
• 41:07
  I
• 41:07
  think,
• 41:07
  would
• 41:07
  be,
• 41:08
  don't
• 41:09
  be
• 41:09
  scared
• 41:09
  to
• 41:10
  get
• 41:10
  out
• 41:10
  there.
• 41:11
  I
• 41:11
  think
• 41:12
  once
• 41:12
  you
• 41:12
  start
• 41:12
  trying
• 41:13
  to
• 41:13
  get
• 41:13
  clients
• 41:13
  and
• 41:13
  getting
• 41:14
  clients,
• 41:15
  you
• 41:15
  start
• 41:16
  to
• 41:16
  learn
• 41:16
  about
• 41:17
  your
• 41:17
  business.
• 41:18
  You
• 41:18
  learn
• 41:18
  who
• 41:18
  they
• 41:18
  are,
• 41:19
  what
• 41:19
  they
• 41:20
  want.
• 41:20
  And
• 41:21
  I
• 41:21
  think
• 41:21
  it's
• 41:21
  really
• 41:21
  easy
• 41:22
  to
• 41:22
  hold
• 41:22
  back
• 41:23
  with
• 41:23
  your
• 41:23
  business
• 41:23
  and
• 41:24
  say,
• 41:24
  oh,
• 41:24
  I'll
• 41:25
  do
• 41:25
  it.
• 41:25
  When.
• 41:26
  And
• 41:26
  when
• 41:27
  this
• 41:27
  happens,
• 41:27
  when
• 41:27
  all
• 41:27
  the
• 41:28
  stars
• 41:28
  line
• 41:28
  up,
• 41:29
  then
• 41:29
  I'll
• 41:30
  do
• 41:30
  it.
• 41:30
  But
• 41:30
  I
• 41:31
  think
• 41:31
  it's
• 41:31
  really
• 41:31
  important.
• 41:32
  And
• 41:32
  it
• 41:33
  doesn't
• 41:33
  all
• 41:33
  have
• 41:33
  to
• 41:33
  be
• 41:34
  perfect.
• 41:34
  You
• 41:35
  just
• 41:35
  get
• 41:35
  the
• 41:35
  first
• 41:35
  few
• 41:36
  people
• 41:36
  in
• 41:37
  and
• 41:37
  you
• 41:37
  start
• 41:37
  doing
• 41:38
  the
• 41:38
  clients,
• 41:38
  and
• 41:38
  then
• 41:39
  you
• 41:39
  can
• 41:39
  start
• 41:39
  to
• 41:40
  tweak
• 41:40
  and
• 41:41
  tailor
• 41:41
  it
• 41:42
  around
• 41:42
  it.
• 41:42
  Because
• 41:42
  I
• 41:42
  think
• 41:43
  the
• 41:43
  thing
• 41:43
  is
• 41:43
  with
• 41:43
  your
• 41:44
  audience,
• 41:44
  Joanna,
• 41:45
  is
• 41:45
  that
• 41:46
  they
• 41:46
  are
• 41:46
  all
• 41:46
  really
• 41:47
  good
• 41:47
  coaches.
• 41:48
  They're
• 41:48
  brilliant
• 41:48
  coaches.
• 41:49
  They
• 41:49
  know
• 41:49
  their
• 41:50
  stuff.
• 41:50
  They
• 41:50
  know
• 41:50
  what
• 41:51
  they're
• 41:51
  doing.
• 41:51
  They're
• 41:52
  very
• 41:52
  accomplished.
• 41:53
  What
• 41:54
  they
• 41:54
  might
• 41:54
  be
• 41:55
  a
• 41:55
  bit
• 41:55
  more
• 41:55
  unsure
• 41:56
  about
• 41:56
  is
• 41:56
  how
• 41:57
  to
• 41:57
  run
• 41:57
  a
• 41:57
  business,
• 41:57
  because
• 41:58
  running
• 41:58
  a
• 41:58
  business
• 41:58
  of
• 41:59
  a
• 41:59
  whole
• 41:59
  new
• 42:00
  ball
• 42:00
  game,
• 42:00
  it's
• 42:01
  not.
• 42:01
  Coaching
• 42:02
  is
• 42:02
  completely
• 42:03
  different.
• 42:03
  And
• 42:03
  you
• 42:03
  have
• 42:03
  to
• 42:04
  have
• 42:04
  a
• 42:04
  new
• 42:04
  set
• 42:04
  of
• 42:04
  skills
• 42:05
  in
• 42:05
  order
• 42:06
  to
• 42:06
  run
• 42:06
  a
• 42:07
  business
• 42:07
  as
• 42:07
  a
• 42:07
  coach.
• 42:08
  So
• 42:09
  I
• 42:09
  think
• 42:09
  that
• 42:10
  if
• 42:10
  they
• 42:10
  can
• 42:10
  just
• 42:11
  get
• 42:11
  started
• 42:11
  in
• 42:11
  a
• 42:12
  small
• 42:12
  way,
• 42:12
  and
• 42:13
  I
• 42:13
  answered
• 42:13
  that
• 42:13
  earlier,
• 42:13
  like,
• 42:14
  what
• 42:14
  would
• 42:14
  you
• 42:14
  do
• 42:14
  if
• 42:14
  you're
• 42:14
  just
• 42:15
  starting,
• 42:16
  just.
• 42:16
  Just
• 42:16
  get
• 42:16
  out
• 42:17
  there
• 42:17
  and.
• 42:18
  And
• 42:18
  do
• 42:18
  it.
• 42:19
  And
• 42:19
  then
• 42:19
  for
• 42:20
  the
• 42:20
  more
• 42:20
  established
• 42:20
  people.
• 42:21
  I
• 42:21
  think
• 42:21
  the
• 42:22
  takeaway
• 42:22
  would
• 42:23
  be
• 42:24
  just
• 42:24
  maybe
• 42:24
  to
• 42:24
  pare
• 42:25
  it
• 42:25
  down,
• 42:26
  realize
• 42:26
  what's
• 42:26
  working
• 42:27
  and
• 42:27
  what's
• 42:27
  not
• 42:28
  and
• 42:28
  don't
• 42:28
  be
• 42:28
  afraid
• 42:29
  to
• 42:29
  eliminate
• 42:29
  stuff.
• 42:30
  You
• 42:30
  don't
• 42:30
  have
• 42:30
  to
• 42:30
  serve
• 42:31
  everyone
• 42:32
  all
• 42:32
  the
• 42:32
  things
• 42:32
  all
• 42:32
  the
• 42:33
  time.
• 42:33
  But
• 42:33
  if
• 42:33
  you
• 42:33
  can
• 42:34
  focus
• 42:34
  on
• 42:34
  the
• 42:34
  emails,
• 42:35
  the
• 42:35
  sales
• 42:36
  component
• 42:37
  rather
• 42:37
  than
• 42:37
  the
• 42:37
  marketing
• 42:38
  and
• 42:38
  if
• 42:38
  it
• 42:38
  means
• 42:38
  some
• 42:38
  of
• 42:38
  the
• 42:38
  marketing
• 42:39
  stuff
• 42:39
  has
• 42:39
  to
• 42:40
  slip,
• 42:40
  then
• 42:40
  so
• 42:41
  be
• 42:41
  it.
• 42:41
  But
• 42:41
  really
• 42:41
  look
• 42:42
  after
• 42:42
  the
• 42:42
  people
• 42:42
  on
• 42:43
  your
• 42:43
  email
• 42:43
  list
• 42:44
  because
• 42:44
  they
• 42:44
  are
• 42:45
  your
• 42:45
  red
• 42:45
  hot
• 42:45
  prospects
• 42:46
  and
• 42:47
  they're
• 42:47
  the
• 42:47
  people
• 42:47
  that
• 42:48
  are
• 42:48
  going
• 42:48
  to
• 42:48
  start
• 42:48
  to
• 42:48
  pay
• 42:49
  the
• 42:49
  bills
• 42:49
  for
• 42:49
  you.
• 42:50
  I
• 42:51
  love
• 42:51
  it.
• 42:51
  Thank
• 42:51
  you
• 42:52
  so
• 42:52
  so
• 42:52
  much,
• 42:52
  Lisa.
• 42:52
  It's
• 42:53
  been
• 42:53
  really
• 42:53
  insightful
• 42:54
  for
• 42:54
  me
• 42:54
  as
• 42:54
  well
• 42:55
  as
• 42:55
  hopefully
• 42:55
  the
• 42:55
  listeners.
• 42:56
  So
• 42:57
  remind
• 42:57
  us
• 42:57
  again
• 42:57
  how
• 42:58
  we
• 42:58
  can
• 42:58
  enter
• 42:58
  your
• 42:59
  competition
• 42:59
  and
• 42:59
  get
• 43:00
  on
• 43:00
  your
• 43:00
  email
• 43:00
  list.
• 43:01
  I'm
• 43:01
  going
• 43:01
  to
• 43:01
  have
• 43:01
  one
• 43:02
  call
• 43:02
  to
• 43:02
  action
• 43:03
  only
• 43:03
  and
• 43:03
  that
• 43:04
  is
• 43:04
  go
• 43:04
  to
• 43:04
  my
• 43:04
  website
• 43:05
  lisayork.com
• 43:08
  so
• 43:08
  if
• 43:08
  your
• 43:09
  listeners
• 43:09
  go
• 43:09
  to
• 43:09
  my
• 43:10
  website,
• 43:11
  jump
• 43:11
  on
• 43:11
  my
• 43:11
  email
• 43:12
  list
• 43:12
  and
• 43:13
  then
• 43:13
  with
• 43:14
  the
• 43:14
  the
• 43:14
  hoops
• 43:15
  email,
• 43:15
  they'll
• 43:16
  know
• 43:16
  what
• 43:16
  I
• 43:16
  mean
• 43:16
  when
• 43:16
  they
• 43:16
  see
• 43:17
  it.
• 43:17
  The
• 43:17
  hoops
• 43:17
  email,
• 43:18
  send
• 43:18
  the
• 43:19
  reply.
• 43:19
  Just
• 43:20
  let
• 43:20
  me
• 43:20
  know
• 43:20
  that
• 43:20
  they
• 43:21
  heard
• 43:21
  me
• 43:21
  on
• 43:21
  your
• 43:22
  podcast
• 43:23
  and
• 43:23
  that
• 43:23
  they'd
• 43:23
  like
• 43:23
  to
• 43:24
  be
• 43:24
  entered
• 43:24
  into
• 43:24
  the
• 43:24
  draw.
• 43:25
  And
• 43:25
  then
• 43:26
  when
• 43:26
  we
• 43:26
  get
• 43:26
  our
• 43:27
  57th
• 43:28
  subscriber,
• 43:29
  I'll
• 43:29
  let
• 43:29
  you
• 43:29
  know
• 43:30
  and,
• 43:30
  and
• 43:31
  maybe
• 43:31
  you
• 43:31
  can
• 43:31
  announce
• 43:32
  it
• 43:32
  in
• 43:32
  your
• 43:32
  email
• 43:33
  list
• 43:33
  and
• 43:33
  we'll
• 43:34
  think
• 43:34
  of
• 43:34
  a
• 43:34
  really
• 43:34
  cool
• 43:34
  way
• 43:34
  to
• 43:35
  announce
• 43:35
  it
• 43:35
  between
• 43:35
  us.
• 43:37
  Thank
• 43:37
  you
• 43:37
  so
• 43:38
  so
• 43:38
  much,
• 43:38
  Lisa.
• 43:38
  It's
• 43:39
  been
• 43:39
  a
• 43:39
  wonderful
• 43:39
  conversation
• 43:40
  and
• 43:41
  thank
• 43:41
  you
• 43:41
  so
• 43:42
  much
• 43:42
  for
• 43:42
  being
• 43:42
  here
• 43:42
  and
• 43:42
  for
• 43:43
  all
• 43:43
  of
• 43:43
  your
• 43:43
  wisdom.
• 43:44
  Oh,
• 43:44
  I've
• 43:44
  really
• 43:45
  enjoyed
• 43:45
  it,
• 43:45
  Joanna.
• 43:46
  I
• 43:46
  really
• 43:46
  appreciate
• 43:46
  being
• 43:47
  one
• 43:47
  of
• 43:47
  your
• 43:47
  first
• 43:47
  guests.
• 43:48
  So
• 43:48
  thank
• 43:48
  you
• 43:48
  so
• 43:48
  much
• 43:48
  for
• 43:49
  having
• 43:49
  me.
• 43:50
  Thank
• 43:51
  you
• 43:51
  so
• 43:51
  much
• 43:51
  for
• 43:51
  listening
• 43:52
  to
• 43:52
  this
• 43:52
  episode
• 43:53
  of
• 43:53
  Women
• 43:53
  in
• 43:53
  the
• 43:54
  Coaching
• 43:54
  Arena.
• 43:55
  I
• 43:55
  have
• 43:56
  a
• 43:56
  mass
• 43:56
  of
• 43:56
  free
• 43:57
  resources
• 43:57
  on
• 43:58
  my
• 43:58
  website
• 43:59
  joannalottcoaching.com
• 44:02
  that's
• 44:02
  Joanna
• 44:02
  with
• 44:03
  an
• 44:03
  A
• 44:03
  and
• 44:04
  Lott
• 44:04
  with
• 44:04
  two
• 44:04
  T's.
• 44:05
  Joanna
• 44:06
  Lott
• 44:06
  coaching
• 44:08
  and
• 44:08
  I'll
• 44:08
  also
• 44:09
  put.
• 44:09
  Links
• 44:09
  in
• 44:09
  the
• 44:09
  show
• 44:10
  notes
• 44:10
  below.
• 44:11
  Let
• 44:12
  me
• 44:12
  know
• 44:12
  if
• 44:12
  you
• 44:12
  found
• 44:13
  this
• 44:13
  episode
• 44:13
  useful.
• 44:14
  Share
• 44:14
  it
• 44:15
  with
• 44:15
  a
• 44:15
  friend
• 44:15
  and
• 44:16
  leave
• 44:16
  me
• 44:16
  a
• 44:16
  review
• 44:17
  and
• 44:17
  I
• 44:17
  will
• 44:17
  personally
• 44:18
  thank
• 44:18
  you
• 44:18
  for
• 44:19
  that.
• 44:20
  Remember
• 44:21
  to
• 44:21
  trust
• 44:21
  yourself,
• 44:22
  believe
• 44:22
  in
• 44:22
  yourself
• 44:23
  and
• 44:23
  be
• 44:23
  the
• 44:24
  wise
• 44:24
  gardener
• 44:24
  who
• 44:25
  keeps
• 44:25
  on
• 44:25
  watering
• 44:26
  the
• 44:26
  seed.
• 44:27
  Get
• 44:27
  into
• 44:27
  the
• 44:27
  arena,
• 44:28
  dare
• 44:28
  greatly
• 44:29
  and
• 44:29
  try.