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67. Cutting the Right Key for Your Business · Burning Brightly

• 0:00
  Building
• 0:00
  a
• 0:00
  business
• 0:01
  is
• 0:01
  like
• 0:01
  cutting
• 0:02
  a
• 0:02
  key
• 0:02
  that
• 0:02
  opens
• 0:03
  the
• 0:03
  door
• 0:03
  to
• 0:03
  your
• 0:04
  dream
• 0:04
  future.
• 0:05
  My
• 0:05
  dream
• 0:05
  future
• 0:06
  is
• 0:06
  just
• 0:06
  on
• 0:06
  the
• 0:06
  other
• 0:06
  side
• 0:06
  of
• 0:06
  this
• 0:07
  door
• 0:07
  and
• 0:07
  I'm
• 0:08
  going
• 0:08
  to
• 0:08
  go
• 0:08
  through
• 0:08
  this
• 0:08
  door,
• 0:09
  but
• 0:09
  first
• 0:10
  I
• 0:10
  have
• 0:10
  to
• 0:10
  build
• 0:10
  a
• 0:10
  business.
• 0:11
  That's
• 0:11
  going
• 0:11
  to
• 0:11
  get
• 0:11
  me
• 0:12
  into
• 0:12
  it.
• 0:12
  But
• 0:13
  here's
• 0:13
  the
• 0:13
  main
• 0:14
  problem.
• 0:15
  We
• 0:15
  actually
• 0:15
  don't
• 0:15
  know
• 0:15
  what
• 0:15
  this
• 0:16
  key
• 0:16
  looks
• 0:16
  like.
• 0:17
  Nobody
• 0:17
  has
• 0:17
  built
• 0:18
  your
• 0:18
  business
• 0:18
  before.
• 0:19
  Nobody
• 0:19
  knows
• 0:20
  what
• 0:20
  that
• 0:20
  key
• 0:20
  looks
• 0:20
  like.
• 0:20
  And
• 0:21
  the
• 0:21
  only
• 0:21
  way
• 0:21
  to
• 0:21
  cut
• 0:21
  the
• 0:22
  right
• 0:22
  key
• 0:22
  to
• 0:22
  get
• 0:23
  us
• 0:23
  through
• 0:23
  that
• 0:23
  door
• 0:23
  to
• 0:24
  our
• 0:24
  dream
• 0:24
  future
• 0:25
  is
• 0:25
  by
• 0:25
  trying
• 0:25
  a
• 0:26
  million.
• 0:27
  Wrong
• 0:27
  ones.
• 0:29
  This
• 0:30
  is
• 0:30
  Burning
• 0:30
  Brightly,
• 0:31
  a
• 0:31
  podcast
• 0:31
  for
• 0:31
  Christian
• 0:32
  moms
• 0:32
  who
• 0:32
  are
• 0:32
  feeling
• 0:33
  called
• 0:33
  to
• 0:33
  build
• 0:33
  a
• 0:33
  business
• 0:34
  and
• 0:34
  share
• 0:34
  their
• 0:34
  light
• 0:35
  with
• 0:35
  the
• 0:35
  world.
• 0:36
  I'm
• 0:36
  Bonnie
• 0:36
  Wiscombe,
• 0:37
  a
• 0:37
  life
• 0:37
  coach,
• 0:38
  mom,
• 0:38
  and
• 0:38
  entrepreneur,
• 0:39
  and
• 0:39
  I'm
• 0:40
  honored
• 0:40
  to
• 0:40
  be
• 0:40
  your
• 0:40
  guide
• 0:40
  as
• 0:40
  you
• 0:41
  face
• 0:41
  this
• 0:41
  business
• 0:41
  building
• 0:42
  adventure
• 0:42
  full
• 0:42
  of
• 0:43
  highs,
• 0:43
  lows,
• 0:44
  and
• 0:44
  everything
• 0:44
  in
• 0:44
  between.
• 0:45
  This
• 0:46
  is
• 0:46
  where
• 0:46
  we
• 0:46
  help
• 0:46
  each
• 0:46
  other
• 0:47
  find
• 0:47
  the
• 0:47
  courage
• 0:48
  to
• 0:48
  shine.
• 0:51
  Welcome
• 0:51
  to
• 0:52
  burning
• 0:52
  brightly.
• 0:52
  My
• 0:52
  friends
• 0:53
  today,
• 0:53
  we're
• 0:53
  going
• 0:54
  to
• 0:54
  talk
• 0:54
  about
• 0:54
  cutting
• 0:55
  the
• 0:55
  right
• 0:56
  key
• 0:56
  for
• 0:56
  your
• 0:56
  business,
• 0:57
  and
• 0:57
  I'm
• 0:57
  going
• 0:57
  to
• 0:57
  explain
• 0:58
  what
• 0:58
  I
• 0:58
  mean
• 0:58
  by
• 0:58
  that,
• 0:59
  but
• 0:59
  I
• 0:59
  love
• 0:59
  analogies.
• 1:00
  I
• 1:00
  love
• 1:00
  metaphors.
• 1:01
  I
• 1:01
  love
• 1:02
  finding
• 1:02
  real
• 1:02
  life
• 1:03
  examples
• 1:03
  of
• 1:03
  something
• 1:03
  that
• 1:04
  I'm
• 1:04
  trying
• 1:04
  to
• 1:04
  understand
• 1:04
  a
• 1:04
  little
• 1:05
  bit
• 1:05
  better.
• 1:05
  In
• 1:06
  my
• 1:06
  business
• 1:06
  or
• 1:07
  in
• 1:07
  some
• 1:08
  metaphorical
• 1:09
  way.
• 1:10
  First,
• 1:10
  let
• 1:10
  me
• 1:10
  start
• 1:10
  off
• 1:10
  by
• 1:10
  asking
• 1:11
  you.
• 1:11
  Have
• 1:11
  you
• 1:11
  ever
• 1:12
  used
• 1:12
  a
• 1:12
  key
• 1:13
  in
• 1:13
  a
• 1:13
  lock,
• 1:14
  like
• 1:14
  an
• 1:14
  actual
• 1:14
  key
• 1:14
  to
• 1:15
  open
• 1:15
  a
• 1:15
  door?
• 1:16
  That
• 1:16
  has
• 1:16
  not
• 1:16
  been
• 1:17
  cut
• 1:17
  correctly
• 1:17
  or
• 1:18
  maybe
• 1:18
  it's
• 1:18
  old.
• 1:19
  Key
• 1:20
  is
• 1:20
  like
• 1:20
  these
• 1:21
  can
• 1:21
  drive
• 1:21
  you
• 1:21
  crazy.
• 1:22
  They
• 1:23
  will
• 1:23
  get
• 1:23
  stuck
• 1:23
  in
• 1:24
  the
• 1:24
  lock
• 1:24
  or
• 1:24
  they
• 1:24
  will
• 1:25
  scrape
• 1:25
  make
• 1:26
  a
• 1:26
  really
• 1:26
  terrible
• 1:26
  noise.
• 1:28
  Maybe
• 1:28
  they
• 1:28
  won't
• 1:28
  turn
• 1:29
  it
• 1:29
  all
• 1:29
  or
• 1:29
  they
• 1:30
  won't
• 1:30
  come
• 1:30
  out
• 1:31
  and
• 1:31
  it
• 1:31
  just
• 1:32
  won't
• 1:32
  work.
• 1:32
  Right.
• 1:32
  And
• 1:32
  it
• 1:32
  can
• 1:33
  be
• 1:33
  maddening.
• 1:33
  You'll
• 1:33
  stick
• 1:34
  it
• 1:34
  in
• 1:34
  the
• 1:34
  door
• 1:34
  and
• 1:34
  twist
• 1:35
  and
• 1:35
  turn
• 1:35
  and.
• 1:36
  Try
• 1:36
  to
• 1:36
  do
• 1:37
  all
• 1:37
  the
• 1:37
  things,
• 1:37
  to
• 1:37
  get
• 1:38
  the
• 1:38
  dang
• 1:38
  door
• 1:38
  to
• 1:38
  open
• 1:39
  and
• 1:39
  it
• 1:39
  won't
• 1:39
  work.
• 1:40
  Conversely,
• 1:41
  when
• 1:42
  you
• 1:42
  use
• 1:42
  a
• 1:42
  perfect
• 1:42
  key,
• 1:43
  you
• 1:43
  don't
• 1:43
  even
• 1:44
  think
• 1:44
  about
• 1:44
  it.
• 1:45
  How
• 1:45
  many
• 1:45
  times
• 1:45
  do
• 1:45
  you
• 1:46
  open
• 1:46
  the
• 1:46
  door
• 1:46
  to
• 1:46
  your
• 1:47
  car
• 1:47
  or
• 1:47
  turn
• 1:48
  on
• 1:48
  the
• 1:48
  ignition
• 1:49
  or
• 1:49
  open
• 1:50
  your
• 1:50
  house
• 1:50
  door,
• 1:51
  your
• 1:51
  office
• 1:51
  door.
• 1:51
  And
• 1:52
  you
• 1:52
  don't
• 1:52
  even
• 1:52
  recognize
• 1:53
  that
• 1:53
  you're
• 1:53
  sticking
• 1:53
  a
• 1:53
  key
• 1:54
  in
• 1:54
  a
• 1:54
  lock
• 1:54
  and
• 1:54
  turning
• 1:54
  it
• 1:55
  because
• 1:55
  it's
• 1:55
  so
• 1:56
  seamless,
• 1:56
  rarely
• 1:57
  even
• 1:57
  thinking
• 1:57
  about
• 1:58
  it.
• 1:58
  Building
• 1:59
  a
• 1:59
  business
• 2:00
  is
• 2:00
  like
• 2:00
  cutting
• 2:01
  a
• 2:01
  key
• 2:01
  that
• 2:01
  opens
• 2:02
  the
• 2:02
  door
• 2:02
  to
• 2:02
  your
• 2:02
  dream
• 2:03
  future.
• 2:04
  Is
• 2:04
  that
• 2:04
  a
• 2:04
  beautiful
• 2:04
  analogy?
• 2:06
  My
• 2:06
  dream
• 2:06
  future
• 2:06
  is
• 2:06
  just
• 2:07
  on
• 2:07
  the
• 2:07
  other
• 2:07
  side
• 2:07
  of
• 2:07
  this
• 2:07
  door
• 2:08
  and
• 2:08
  I'm
• 2:08
  going
• 2:08
  to
• 2:09
  go
• 2:09
  through
• 2:09
  this
• 2:09
  door,
• 2:10
  but
• 2:10
  first
• 2:10
  I
• 2:10
  have
• 2:11
  to
• 2:11
  build
• 2:11
  a
• 2:11
  business.
• 2:11
  That's
• 2:11
  going
• 2:12
  to
• 2:12
  get
• 2:12
  me
• 2:12
  into
• 2:13
  it.
• 2:14
  But
• 2:14
  here's
• 2:15
  the
• 2:15
  main
• 2:15
  problem.
• 2:16
  We
• 2:17
  actually
• 2:17
  don't
• 2:17
  know
• 2:17
  what
• 2:17
  this
• 2:17
  key
• 2:18
  looks
• 2:18
  like.
• 2:19
  So
• 2:19
  recently
• 2:19
  my
• 2:20
  teenager
• 2:20
  lost
• 2:21
  the
• 2:21
  key
• 2:21
  to.
• 2:22
  The
• 2:22
  kid's
• 2:23
  car
• 2:23
  that
• 2:23
  we
• 2:23
  have.
• 2:24
  So
• 2:24
  we
• 2:24
  had
• 2:24
  to
• 2:24
  go
• 2:24
  to
• 2:24
  the
• 2:25
  dealership
• 2:25
  and
• 2:25
  we
• 2:25
  had
• 2:25
  to
• 2:25
  get
• 2:26
  a
• 2:26
  new
• 2:26
  key
• 2:26
  cut.
• 2:26
  Now,
• 2:26
  the
• 2:27
  reason
• 2:27
  they
• 2:27
  can
• 2:27
  do
• 2:27
  that
• 2:28
  is
• 2:28
  because
• 2:28
  they
• 2:28
  store
• 2:29
  the
• 2:29
  shape
• 2:30
  of
• 2:30
  the
• 2:30
  key
• 2:30
  in
• 2:31
  their
• 2:31
  system.
• 2:32
  And
• 2:32
  you
• 2:32
  have
• 2:32
  to
• 2:32
  show
• 2:33
  proof
• 2:33
  that
• 2:33
  you
• 2:33
  own
• 2:33
  the
• 2:33
  car,
• 2:34
  right?
• 2:34
  So
• 2:34
  nobody
• 2:35
  shady
• 2:35
  comes
• 2:35
  and
• 2:35
  gets
• 2:35
  the
• 2:36
  key
• 2:36
  and
• 2:36
  steals
• 2:36
  your
• 2:36
  car,
• 2:37
  but
• 2:37
  you
• 2:37
  just
• 2:37
  go
• 2:37
  in
• 2:37
  and
• 2:38
  you
• 2:38
  give
• 2:38
  them
• 2:38
  the
• 2:38
  VIN
• 2:38
  number
• 2:39
  and
• 2:39
  you
• 2:39
  show
• 2:39
  that
• 2:40
  you're
• 2:40
  your
• 2:40
  proof
• 2:40
  of
• 2:40
  ownership.
• 2:41
  And
• 2:41
  then
• 2:41
  they
• 2:41
  cut
• 2:42
  you
• 2:42
  a
• 2:42
  custom
• 2:42
  key
• 2:43
  that
• 2:43
  will
• 2:43
  fit
• 2:43
  your
• 2:44
  car.
• 2:45
  The
• 2:45
  problem
• 2:46
  with
• 2:46
  your
• 2:46
  businesses.
• 2:47
  Nobody
• 2:47
  has
• 2:47
  that
• 2:47
  key.
• 2:48
  Nobody
• 2:49
  has
• 2:49
  built
• 2:49
  your
• 2:49
  business
• 2:50
  before.
• 2:50
  Nobody
• 2:51
  knows
• 2:51
  what
• 2:51
  that
• 2:51
  key
• 2:51
  looks
• 2:52
  like.
• 2:52
  So
• 2:52
  we
• 2:52
  get
• 2:53
  to
• 2:53
  cut
• 2:53
  it
• 2:53
  through
• 2:54
  trial
• 2:54
  and
• 2:54
  error.
• 2:55
  There's
• 2:55
  no
• 2:56
  master
• 2:56
  locksmith
• 2:57
  that
• 2:57
  knows
• 2:57
  how
• 2:57
  well,
• 2:58
  except
• 2:58
  God
• 2:58
  we've
• 2:58
  talked
• 2:58
  about
• 2:59
  that
• 2:59
  before.
• 2:59
  Right?
• 2:59
  We
• 2:59
  can
• 3:00
  check
• 3:00
  in
• 3:00
  with
• 3:00
  him
• 3:01
  and
• 3:01
  ask
• 3:01
  him
• 3:01
  about
• 3:01
  decisions,
• 3:02
  but
• 3:02
  by
• 3:02
  and
• 3:02
  large,
• 3:02
  it
• 3:03
  is
• 3:03
  our
• 3:03
  choice
• 3:04
  on
• 3:04
  how
• 3:04
  to
• 3:05
  build
• 3:05
  this
• 3:05
  business.
• 3:05
  And
• 3:05
  the
• 3:06
  only
• 3:06
  way
• 3:06
  to
• 3:06
  cut
• 3:06
  the
• 3:06
  right
• 3:07
  key
• 3:07
  to
• 3:07
  get
• 3:08
  us
• 3:08
  through
• 3:08
  that
• 3:08
  door
• 3:08
  to
• 3:08
  our
• 3:08
  dream
• 3:09
  future
• 3:09
  is
• 3:10
  by
• 3:10
  trying
• 3:10
  a
• 3:11
  million.
• 3:12
  Wrong
• 3:12
  ones.
• 3:13
  I
• 3:13
  hope
• 3:13
  that
• 3:14
  doesn't
• 3:14
  sound
• 3:14
  discouraging.
• 3:14
  It's
• 3:15
  not,
• 3:15
  it's
• 3:15
  a
• 3:15
  lot
• 3:15
  of
• 3:16
  fun,
• 3:16
  but
• 3:16
  it
• 3:16
  is
• 3:17
  important
• 3:17
  that
• 3:17
  we
• 3:17
  acknowledge
• 3:18
  that
• 3:18
  this
• 3:18
  is
• 3:18
  part
• 3:18
  of
• 3:18
  the
• 3:18
  process
• 3:19
  because
• 3:19
  too
• 3:19
  many
• 3:19
  of
• 3:20
  us.
• 3:20
  Rush
• 3:21
  into
• 3:21
  business
• 3:22
  and
• 3:22
  we
• 3:22
  create
• 3:23
  this
• 3:23
  quick
• 3:23
  little
• 3:24
  key,
• 3:24
  so
• 3:24
  to
• 3:24
  speak
• 3:25
  and
• 3:25
  we
• 3:25
  shove
• 3:25
  it
• 3:25
  in
• 3:25
  the
• 3:25
  lock
• 3:26
  and
• 3:26
  it
• 3:26
  doesn't
• 3:26
  work.
• 3:26
  And
• 3:26
  we're
• 3:27
  like,
• 3:27
  oh,
• 3:27
  business
• 3:28
  isn't
• 3:28
  for
• 3:28
  me.
• 3:28
  I
• 3:29
  give
• 3:29
  up.
• 3:30
  No.
• 3:31
  If
• 3:31
  you
• 3:31
  had
• 3:31
  a
• 3:31
  key
• 3:31
  that
• 3:32
  didn't
• 3:32
  work
• 3:32
  in
• 3:32
  your
• 3:32
  door,
• 3:32
  you
• 3:32
  wouldn't
• 3:33
  just
• 3:33
  kick
• 3:33
  your
• 3:33
  door
• 3:34
  in.
• 3:34
  You
• 3:34
  would
• 3:34
  find
• 3:35
  a
• 3:35
  solution.
• 3:35
  You
• 3:35
  would
• 3:36
  go
• 3:36
  find
• 3:36
  the
• 3:36
  right
• 3:37
  key.
• 3:38
  So
• 3:38
  today
• 3:39
  we're
• 3:39
  going
• 3:39
  to
• 3:39
  talk
• 3:39
  about.
• 3:40
  How
• 3:40
  to
• 3:40
  build
• 3:40
  that
• 3:40
  perfect
• 3:41
  key.
• 3:41
  And
• 3:41
  most
• 3:41
  importantly,
• 3:42
  how
• 3:42
  to
• 3:42
  know
• 3:43
  if
• 3:43
  the
• 3:43
  key
• 3:44
  is
• 3:44
  wrong.
• 3:44
  So
• 3:44
  if
• 3:44
  there's
• 3:45
  something
• 3:45
  structurally
• 3:45
  wrong
• 3:46
  with
• 3:46
  your
• 3:46
  business,
• 3:47
  or
• 3:47
  if
• 3:47
  maybe
• 3:47
  you're
• 3:47
  just
• 3:48
  not
• 3:48
  turning
• 3:48
  it
• 3:48
  enough,
• 3:49
  maybe
• 3:49
  you
• 3:49
  just
• 3:49
  need
• 3:49
  to
• 3:49
  give
• 3:50
  it
• 3:50
  a
• 3:50
  little
• 3:50
  bit
• 3:50
  more
• 3:51
  effort.
• 3:52
  And
• 3:52
  this
• 3:52
  is
• 3:52
  a
• 3:52
  tricky
• 3:53
  thing
• 3:53
  to
• 3:53
  figure
• 3:53
  out,
• 3:54
  because
• 3:54
  like
• 3:54
  I
• 3:54
  said,
• 3:55
  nobody
• 3:55
  really
• 3:56
  knows
• 3:56
  how
• 3:57
  to
• 3:57
  build
• 3:57
  a
• 3:57
  business,
• 3:57
  but
• 3:57
  you
• 3:58
  are
• 3:58
  building
• 3:58
  in
• 3:59
  your
• 3:59
  time
• 3:59
  with
• 3:59
  your
• 4:00
  audience,
• 4:00
  with
• 4:00
  your
• 4:01
  talents,
• 4:01
  your
• 4:01
  expertise,
• 4:02
  your
• 4:02
  wording.
• 4:03
  It
• 4:03
  is
• 4:03
  all
• 4:04
  brand
• 4:04
  new,
• 4:04
  which
• 4:05
  is
• 4:05
  so
• 4:05
  exciting
• 4:06
  and
• 4:06
  also
• 4:06
  so
• 4:06
  maddening
• 4:07
  because
• 4:07
  you
• 4:07
  just
• 4:07
  wish
• 4:07
  someone
• 4:08
  would
• 4:08
  give
• 4:08
  you
• 4:08
  an
• 4:08
  instruction
• 4:09
  manual,
• 4:09
  like
• 4:09
  parenting.
• 4:10
  Why
• 4:10
  do
• 4:10
  I
• 4:10
  have
• 4:10
  to
• 4:10
  figure
• 4:11
  this
• 4:11
  kid
• 4:11
  out?
• 4:11
  Can't
• 4:11
  someone
• 4:11
  just
• 4:12
  tell
• 4:12
  me.
• 4:12
  How
• 4:13
  to
• 4:13
  discipline
• 4:13
  this
• 4:13
  child
• 4:14
  or
• 4:14
  what
• 4:14
  consequences
• 4:14
  to
• 4:14
  give
• 4:15
  them
• 4:15
  or
• 4:15
  how
• 4:15
  to
• 4:15
  cheer
• 4:16
  them
• 4:16
  on.
• 4:17
  It's
• 4:17
  just
• 4:17
  like
• 4:17
  building
• 4:17
  this
• 4:18
  business.
• 4:18
  Cause
• 4:18
  it's
• 4:18
  the
• 4:18
  first
• 4:19
  time
• 4:19
  in
• 4:19
  all
• 4:20
  of
• 4:20
  history
• 4:20
  that
• 4:20
  it's
• 4:20
  ever
• 4:21
  been
• 4:21
  done.
• 4:22
  So
• 4:22
  first,
• 4:22
  let's
• 4:23
  talk
• 4:23
  about
• 4:23
  how
• 4:23
  to
• 4:24
  know
• 4:24
  if
• 4:24
  you
• 4:24
  have
• 4:25
  the
• 4:25
  wrong
• 4:25
  key,
• 4:26
  so
• 4:26
  to
• 4:26
  speak.
• 4:26
  So
• 4:26
  what
• 4:27
  that
• 4:27
  looks
• 4:27
  like
• 4:27
  is
• 4:28
  something
• 4:28
  is
• 4:28
  broken
• 4:29
  in
• 4:29
  your
• 4:29
  business.
• 4:29
  There
• 4:29
  is
• 4:30
  some
• 4:30
  piece
• 4:31
  that
• 4:31
  needs
• 4:31
  to
• 4:31
  be
• 4:31
  changed,
• 4:32
  just
• 4:32
  like
• 4:32
  a
• 4:32
  key
• 4:33
  has
• 4:33
  all
• 4:33
  those
• 4:33
  grooves
• 4:34
  in
• 4:34
  it.
• 4:34
  Some
• 4:34
  little
• 4:35
  mountainous
• 4:35
  ridges
• 4:36
  and
• 4:36
  some
• 4:36
  little
• 4:36
  valleys,
• 4:37
  you
• 4:37
  have
• 4:37
  to
• 4:37
  know
• 4:37
  the
• 4:38
  right
• 4:38
  order
• 4:38
  of
• 4:38
  those
• 4:39
  and
• 4:39
  the
• 4:39
  right
• 4:40
  thickness
• 4:41
  of
• 4:41
  each
• 4:42
  in
• 4:42
  order
• 4:42
  to
• 4:42
  get
• 4:42
  it
• 4:42
  to
• 4:43
  turn
• 4:43
  in
• 4:43
  the
• 4:43
  lock.
• 4:43
  So
• 4:43
  that's
• 4:44
  what
• 4:44
  we're
• 4:44
  trying
• 4:44
  to
• 4:44
  figure
• 4:44
  out
• 4:44
  for
• 4:44
  our
• 4:44
  business.
• 4:45
  What
• 4:45
  is
• 4:46
  the
• 4:46
  right
• 4:46
  combination
• 4:47
  of
• 4:47
  factors
• 4:47
  that
• 4:48
  is
• 4:48
  going
• 4:48
  to
• 4:48
  get
• 4:48
  us
• 4:49
  where
• 4:49
  we
• 4:49
  want
• 4:49
  to
• 4:49
  go.
• 4:50
  Now,
• 4:50
  this
• 4:50
  can
• 4:51
  be
• 4:51
  tricky
• 4:51
  knowing
• 4:52
  if
• 4:52
  it's
• 4:52
  the
• 4:52
  wrong
• 4:52
  key,
• 4:53
  so
• 4:53
  to
• 4:53
  speak
• 4:53
  because
• 4:54
  in
• 4:54
  the
• 4:54
  early
• 4:54
  days
• 4:54
  of
• 4:54
  business,
• 4:55
  everything
• 4:56
  feels
• 4:56
  hard.
• 4:57
  It
• 4:57
  feels
• 4:58
  like
• 4:58
  you're
• 4:58
  shoving
• 4:58
  the
• 4:58
  wrong
• 4:58
  key
• 4:58
  in
• 4:59
  the
• 4:59
  lock
• 4:59
  every
• 4:59
  day.
• 5:00
  You're
• 5:01
  like,
• 5:01
  ah,
• 5:01
  nobody's
• 5:02
  listening,
• 5:02
  nobody's
• 5:03
  responding.
• 5:03
  Nobody's
• 5:04
  buying.
• 5:04
  That's
• 5:04
  totally
• 5:05
  normal.
• 5:06
  Now
• 5:06
  that
• 5:06
  I've
• 5:06
  been
• 5:07
  building
• 5:07
  businesses
• 5:07
  for
• 5:08
  many
• 5:08
  years.
• 5:09
  I
• 5:09
  know
• 5:09
  the
• 5:09
  difference
• 5:09
  between
• 5:10
  the
• 5:10
  good
• 5:10
  and
• 5:10
  the
• 5:10
  bad
• 5:11
  resistance.
• 5:11
  And
• 5:11
  I'll
• 5:11
  try
• 5:12
  to
• 5:12
  explain
• 5:12
  it
• 5:12
  to
• 5:12
  you
• 5:12
  the
• 5:12
  best.
• 5:13
  I
• 5:13
  know
• 5:13
  how,
• 5:13
  but
• 5:13
  this
• 5:14
  just
• 5:14
  takes
• 5:14
  time
• 5:15
  to
• 5:15
  discover
• 5:15
  in
• 5:15
  your
• 5:16
  business.
• 5:16
  Eventually
• 5:16
  you
• 5:16
  will
• 5:17
  figure
• 5:17
  it
• 5:17
  out
• 5:17
  and
• 5:17
  you
• 5:17
  will
• 5:17
  acknowledge,
• 5:18
  oh.
• 5:19
  When
• 5:19
  I
• 5:19
  tried
• 5:20
  this
• 5:20
  thing,
• 5:20
  it
• 5:20
  actually
• 5:21
  feels
• 5:21
  way
• 5:22
  easier.
• 5:23
  I
• 5:23
  still
• 5:23
  remember
• 5:23
  when
• 5:23
  I
• 5:24
  had
• 5:24
  this
• 5:24
  first
• 5:24
  analogy
• 5:25
  of
• 5:25
  the
• 5:25
  key,
• 5:25
  because
• 5:26
  I
• 5:26
  remember
• 5:26
  whatever
• 5:27
  I
• 5:27
  was
• 5:27
  doing
• 5:27
  that
• 5:28
  day,
• 5:28
  that
• 5:28
  month
• 5:29
  felt
• 5:29
  like
• 5:29
  just
• 5:29
  putting
• 5:30
  a
• 5:30
  key
• 5:30
  in
• 5:30
  a
• 5:30
  lock
• 5:30
  and
• 5:30
  turning
• 5:31
  it
• 5:31
  so
• 5:31
  simply.
• 5:32
  And
• 5:32
  I
• 5:32
  thought,
• 5:32
  wow,
• 5:33
  business
• 5:33
  can
• 5:33
  be
• 5:34
  this
• 5:34
  easy.
• 5:34
  I
• 5:35
  had
• 5:35
  no
• 5:35
  idea.
• 5:36
  Because
• 5:36
  it
• 5:36
  just
• 5:36
  felt
• 5:36
  like
• 5:37
  using
• 5:37
  the
• 5:37
  wrong
• 5:37
  key
• 5:37
  for
• 5:37
  so
• 5:37
  long.
• 5:38
  So
• 5:38
  that
• 5:39
  being
• 5:39
  said,
• 5:39
  here
• 5:39
  are
• 5:40
  a
• 5:40
  list
• 5:40
  of
• 5:40
  things
• 5:40
  that
• 5:41
  generally
• 5:41
  mean
• 5:42
  something
• 5:42
  is
• 5:43
  broken
• 5:43
  or
• 5:43
  not
• 5:43
  quite
• 5:43
  working
• 5:44
  right
• 5:44
  in
• 5:44
  our
• 5:44
  business.
• 5:46
  It
• 5:46
  feels
• 5:47
  like
• 5:47
  crickets
• 5:48
  all
• 5:48
  the
• 5:48
  time.
• 5:49
  Everything
• 5:49
  you
• 5:50
  say
• 5:50
  is
• 5:50
  met
• 5:50
  with
• 5:51
  silence.
• 5:52
  Again,
• 5:52
  this
• 5:52
  is
• 5:53
  a
• 5:53
  hard
• 5:53
  thing
• 5:53
  to
• 5:53
  figure
• 5:53
  out
• 5:53
  in
• 5:54
  the
• 5:54
  early
• 5:54
  days.
• 5:54
  Because
• 5:55
  you
• 5:55
  don't
• 5:55
  have
• 5:55
  an
• 5:55
  audience
• 5:56
  yet.
• 5:56
  Nobody's
• 5:56
  following
• 5:56
  you
• 5:56
  on
• 5:57
  social
• 5:57
  media.
• 5:57
  Nobody's
• 5:57
  on
• 5:58
  your
• 5:58
  email
• 5:58
  list.
• 5:59
  That's
• 5:59
  okay.
• 6:00
  But
• 6:00
  if
• 6:00
  you've
• 6:00
  been
• 6:01
  at
• 6:01
  it
• 6:01
  for
• 6:01
  a
• 6:01
  few
• 6:01
  months
• 6:02
  and
• 6:02
  it
• 6:02
  still
• 6:02
  feels
• 6:03
  like
• 6:03
  nobody's
• 6:03
  responding
• 6:04
  or
• 6:04
  nobody.
• 6:05
  Raises
• 6:05
  their
• 6:06
  hand.
• 6:06
  When
• 6:06
  you
• 6:06
  offer
• 6:07
  something,
• 6:07
  there
• 6:07
  might
• 6:07
  be
• 6:07
  something
• 6:08
  to
• 6:08
  tweak
• 6:08
  there.
• 6:09
  Another
• 6:10
  sign
• 6:10
  that
• 6:10
  there's
• 6:11
  something
• 6:11
  not
• 6:11
  quite
• 6:11
  right.
• 6:12
  Is
• 6:12
  that
• 6:12
  even
• 6:12
  if
• 6:12
  you
• 6:13
  talk
• 6:13
  to
• 6:13
  people,
• 6:13
  one-on-one,
• 6:14
  they
• 6:14
  don't
• 6:15
  resonate
• 6:15
  with
• 6:15
  your
• 6:15
  messaging.
• 6:16
  So
• 6:16
  sometimes
• 6:17
  it
• 6:17
  can
• 6:17
  be
• 6:17
  hard
• 6:17
  to
• 6:17
  get
• 6:18
  responses
• 6:18
  in
• 6:19
  mass,
• 6:19
  right?
• 6:19
  When
• 6:19
  we
• 6:19
  put
• 6:20
  a
• 6:20
  social
• 6:20
  media
• 6:20
  post
• 6:21
  out
• 6:21
  there,
• 6:21
  or
• 6:21
  we
• 6:21
  send
• 6:21
  out
• 6:22
  an
• 6:22
  email
• 6:22
  blast.
• 6:23
  Because
• 6:23
  it's
• 6:23
  just
• 6:23
  more
• 6:24
  noise
• 6:24
  to
• 6:24
  people,
• 6:24
  but
• 6:24
  if
• 6:25
  you
• 6:25
  talk
• 6:25
  to
• 6:25
  someone,
• 6:25
  one-on-one,
• 6:26
  you
• 6:26
  get
• 6:26
  them
• 6:26
  on
• 6:27
  a
• 6:27
  call
• 6:27
  or
• 6:28
  you
• 6:28
  talk
• 6:28
  to
• 6:28
  them
• 6:28
  in
• 6:28
  person.
• 6:29
  Or
• 6:30
  wherever,
• 6:31
  if
• 6:31
  nobody
• 6:32
  ever
• 6:32
  resonates
• 6:32
  with
• 6:33
  what
• 6:33
  you're
• 6:33
  saying,
• 6:33
  there
• 6:33
  might
• 6:34
  be
• 6:34
  something
• 6:34
  wrong
• 6:34
  with
• 6:35
  your
• 6:35
  niche
• 6:35
  or
• 6:35
  your
• 6:35
  messaging
• 6:36
  or
• 6:36
  the
• 6:36
  way
• 6:37
  you're
• 6:37
  coming
• 6:37
  across.
• 6:39
  There
• 6:39
  also
• 6:39
  might
• 6:39
  be
• 6:39
  a
• 6:40
  problem
• 6:40
  if
• 6:40
  you've
• 6:40
  never
• 6:40
  gotten
• 6:41
  anyone
• 6:41
  results.
• 6:42
  Now,
• 6:42
  most
• 6:42
  of
• 6:42
  us
• 6:43
  get
• 6:43
  into
• 6:43
  the
• 6:43
  type
• 6:43
  of
• 6:44
  coaching
• 6:44
  we
• 6:44
  get
• 6:44
  into
• 6:44
  because
• 6:45
  we've
• 6:45
  had
• 6:45
  results
• 6:45
  ourselves.
• 6:46
  We've
• 6:46
  built
• 6:46
  a
• 6:46
  successful
• 6:47
  business
• 6:47
  where
• 6:47
  we've
• 6:48
  lost
• 6:48
  the
• 6:48
  weight
• 6:48
  healthily,
• 6:49
  or
• 6:49
  we
• 6:49
  have
• 6:49
  great
• 6:49
  parenting
• 6:50
  skills
• 6:50
  ourself.
• 6:51
  But
• 6:51
  if
• 6:51
  you
• 6:51
  haven't
• 6:52
  gotten
• 6:52
  anyone
• 6:52
  else
• 6:52
  results
• 6:53
  again,
• 6:53
  there
• 6:53
  might
• 6:53
  be
• 6:53
  some
• 6:54
  tweaking
• 6:54
  to
• 6:54
  do.
• 6:55
  Within
• 6:55
  your
• 6:55
  messaging
• 6:56
  within
• 6:56
  your
• 6:56
  offer
• 6:57
  so
• 6:57
  that
• 6:57
  you
• 6:57
  can
• 6:57
  start
• 6:57
  getting
• 6:58
  other
• 6:58
  people
• 6:58
  results.
• 6:59
  And
• 6:59
  this
• 6:59
  is
• 6:59
  why
• 6:59
  I
• 6:59
  always
• 6:59
  recommend
• 7:00
  that
• 7:00
  people
• 7:00
  do
• 7:00
  at
• 7:00
  least
• 7:00
  a
• 7:01
  little
• 7:01
  bit
• 7:01
  of
• 7:01
  coaching
• 7:01
  for
• 7:02
  free
• 7:02
  at
• 7:02
  the
• 7:02
  beginning,
• 7:03
  because
• 7:03
  you
• 7:03
  can
• 7:03
  change
• 7:04
  your
• 7:04
  messaging
• 7:04
  and
• 7:04
  your
• 7:04
  niche
• 7:05
  as
• 7:05
  many
• 7:05
  times
• 7:05
  as
• 7:05
  you
• 7:05
  need
• 7:06
  to,
• 7:06
  without
• 7:07
  any
• 7:07
  money
• 7:07
  on
• 7:07
  the
• 7:07
  line,
• 7:08
  right.
• 7:08
  You're
• 7:08
  just
• 7:08
  giving
• 7:08
  away
• 7:09
  your
• 7:09
  expertise
• 7:09
  for
• 7:09
  free
• 7:10
  until
• 7:10
  you
• 7:10
  really
• 7:11
  nailed
• 7:11
  down
• 7:11
  what
• 7:11
  you
• 7:12
  want
• 7:12
  to
• 7:12
  do.
• 7:13
  Similarly,
• 7:14
  if
• 7:14
  you
• 7:15
  talk
• 7:15
  about
• 7:15
  your
• 7:15
  niche
• 7:16
  or
• 7:16
  your
• 7:16
  offer
• 7:16
  and
• 7:16
  you
• 7:17
  just
• 7:17
  consistently
• 7:18
  get
• 7:18
  blank
• 7:18
  stares,
• 7:19
  that
• 7:19
  might
• 7:20
  mean
• 7:20
  you
• 7:20
  need
• 7:20
  to
• 7:20
  tweak
• 7:21
  something.
• 7:22
  I
• 7:22
  always
• 7:23
  teach
• 7:23
  people
• 7:23
  that
• 7:23
  when
• 7:24
  you
• 7:24
  tell
• 7:24
  someone
• 7:25
  your
• 7:25
  names,
• 7:25
  you
• 7:25
  tell
• 7:25
  them
• 7:25
  your
• 7:26
  elevator
• 7:26
  pitch,
• 7:26
  you
• 7:27
  should
• 7:27
  at
• 7:27
  least
• 7:27
  get
• 7:27
  some
• 7:28
  people
• 7:28
  lighting
• 7:29
  up.
• 7:29
  You
• 7:29
  should
• 7:29
  get
• 7:30
  reactions.
• 7:30
  If
• 7:30
  people's
• 7:31
  faces,
• 7:31
  don't
• 7:32
  light
• 7:32
  up
• 7:32
  at
• 7:32
  least
• 7:33
  occasionally
• 7:33
  and
• 7:33
  say,
• 7:34
  oh,
• 7:34
  I
• 7:34
  need
• 7:34
  that.
• 7:35
  Or
• 7:35
  I
• 7:35
  know
• 7:35
  someone
• 7:35
  who
• 7:35
  needs
• 7:36
  that,
• 7:36
  then
• 7:36
  it
• 7:36
  might
• 7:37
  not
• 7:37
  be
• 7:37
  worded
• 7:38
  quite
• 7:38
  correctly,
• 7:38
  or
• 7:39
  it
• 7:39
  might
• 7:39
  not
• 7:39
  be
• 7:39
  hitting
• 7:40
  the
• 7:40
  mark.
• 7:40
  Exactly.
• 7:41
  If
• 7:42
  you've
• 7:42
  had
• 7:42
  consult
• 7:43
  calls
• 7:43
  and
• 7:43
  they
• 7:43
  never
• 7:44
  end
• 7:44
  in
• 7:44
  sales.
• 7:45
  Now,
• 7:46
  again,
• 7:46
  as
• 7:46
  people
• 7:47
  go
• 7:47
  through
• 7:47
  our
• 7:47
  funnel,
• 7:48
  we
• 7:48
  start
• 7:48
  off
• 7:48
  with
• 7:48
  a
• 7:48
  whole
• 7:49
  bunch
• 7:49
  of
• 7:49
  leads.
• 7:49
  And
• 7:49
  as
• 7:50
  they
• 7:50
  trickle
• 7:50
  down
• 7:50
  into
• 7:51
  that
• 7:51
  conversion
• 7:51
  step
• 7:51
  at
• 7:52
  the
• 7:52
  bottom
• 7:52
  of
• 7:52
  our
• 7:52
  funnel,
• 7:52
  we're
• 7:52
  going
• 7:53
  to
• 7:53
  have
• 7:53
  much
• 7:53
  fewer
• 7:54
  people
• 7:54
  actually
• 7:54
  say
• 7:54
  yes
• 7:54
  to
• 7:55
  our
• 7:55
  offer.
• 7:55
  But
• 7:55
  if
• 7:56
  you
• 7:56
  do
• 7:56
  call
• 7:56
  after
• 7:56
  call
• 7:57
  after
• 7:57
  call
• 7:57
  and
• 7:57
  no
• 7:57
  one's
• 7:58
  saying
• 7:58
  yes,
• 7:58
  There
• 7:59
  might
• 7:59
  be
• 7:59
  one
• 7:59
  part
• 7:59
  of
• 7:59
  your
• 8:00
  key
• 8:00
  that
• 8:01
  is
• 8:01
  not
• 8:02
  cut
• 8:02
  correctly.
• 8:04
  You
• 8:04
  also
• 8:04
  might
• 8:04
  seem
• 8:05
  to
• 8:05
  not
• 8:05
  be
• 8:05
  able
• 8:05
  to
• 8:05
  find
• 8:05
  the
• 8:06
  right
• 8:06
  audience.
• 8:07
  You've
• 8:08
  changed
• 8:08
  your
• 8:08
  messaging.
• 8:08
  A
• 8:08
  couple
• 8:09
  of
• 8:09
  times
• 8:09
  you've
• 8:10
  explained
• 8:10
  yourself
• 8:10
  in
• 8:10
  different
• 8:10
  ways
• 8:11
  and
• 8:11
  you
• 8:11
  just
• 8:11
  can't
• 8:11
  seem
• 8:12
  to
• 8:12
  find
• 8:12
  a
• 8:12
  following.
• 8:12
  That
• 8:12
  might
• 8:13
  mean
• 8:13
  something
• 8:13
  is
• 8:13
  broken.
• 8:14
  And
• 8:14
  then
• 8:14
  finally,
• 8:15
  even
• 8:15
  if
• 8:15
  you
• 8:16
  had
• 8:16
  a
• 8:16
  room
• 8:16
  full
• 8:17
  of
• 8:17
  your
• 8:17
  ideal
• 8:17
  clients,
• 8:19
  You
• 8:19
  don't
• 8:19
  know
• 8:19
  if
• 8:20
  you
• 8:20
  could
• 8:20
  get
• 8:20
  them
• 8:20
  to
• 8:20
  buy.
• 8:20
  This
• 8:21
  is
• 8:21
  a
• 8:21
  big
• 8:21
  one.
• 8:22
  If
• 8:22
  you've
• 8:22
  identified
• 8:23
  who
• 8:23
  your
• 8:23
  ideal
• 8:23
  client
• 8:24
  is,
• 8:24
  what
• 8:24
  their
• 8:24
  problems
• 8:25
  are,
• 8:25
  what
• 8:25
  their
• 8:25
  frustrations
• 8:26
  are,
• 8:26
  what
• 8:26
  their
• 8:26
  experience
• 8:27
  and
• 8:27
  their
• 8:27
  hesitations
• 8:28
  are,
• 8:28
  their
• 8:28
  objections.
• 8:29
  If
• 8:29
  you
• 8:29
  had
• 8:29
  a
• 8:29
  room
• 8:30
  full
• 8:30
  of
• 8:30
  those
• 8:30
  people,
• 8:31
  could
• 8:31
  you
• 8:31
  sell
• 8:31
  anybody?
• 8:33
  Again,
• 8:33
  if
• 8:33
  you're
• 8:33
  new
• 8:34
  to
• 8:34
  selling,
• 8:34
  this
• 8:35
  might
• 8:35
  be
• 8:35
  just
• 8:35
  because
• 8:35
  you
• 8:36
  don't
• 8:36
  have
• 8:36
  the
• 8:36
  skill
• 8:37
  of
• 8:37
  talking
• 8:37
  someone
• 8:38
  through
• 8:38
  their
• 8:38
  objections
• 8:39
  teaching
• 8:39
  them
• 8:39
  the
• 8:39
  before
• 8:40
  and
• 8:40
  after
• 8:40
  of
• 8:40
  how
• 8:40
  to
• 8:40
  get
• 8:41
  this
• 8:41
  transformation.
• 8:42
  But
• 8:42
  surely,
• 8:43
  even
• 8:43
  if
• 8:43
  you're
• 8:43
  a
• 8:43
  bad
• 8:43
  salesman,
• 8:44
  if
• 8:44
  you
• 8:44
  had
• 8:44
  50
• 8:45
  people
• 8:45
  in
• 8:45
  a
• 8:45
  room,
• 8:46
  do
• 8:46
  you
• 8:46
  think
• 8:46
  you
• 8:46
  could
• 8:47
  get
• 8:47
  someone
• 8:47
  to
• 8:47
  buy
• 8:47
  your
• 8:48
  coaching?
• 8:48
  If
• 8:48
  not,
• 8:48
  we
• 8:48
  might
• 8:49
  need
• 8:49
  to
• 8:49
  look
• 8:49
  at
• 8:49
  that.
• 8:50
  Okay.
• 8:50
  So
• 8:51
  those
• 8:51
  are
• 8:51
  a
• 8:51
  handful
• 8:51
  of
• 8:52
  things
• 8:52
  that
• 8:52
  might
• 8:52
  be
• 8:53
  a
• 8:53
  clue
• 8:54
  that
• 8:54
  something
• 8:54
  is
• 8:54
  not
• 8:54
  quite
• 8:55
  right
• 8:55
  in
• 8:55
  our
• 8:55
  business.
• 8:56
  Now.
• 8:57
  On
• 8:57
  the
• 8:57
  other
• 8:58
  side,
• 8:58
  let's
• 8:58
  talk
• 8:59
  about
• 8:59
  some
• 8:59
  signs
• 9:00
  that
• 9:00
  might
• 9:00
  mean.
• 9:01
  Everything
• 9:01
  is
• 9:02
  right
• 9:02
  in
• 9:02
  our
• 9:02
  business.
• 9:03
  We
• 9:03
  just
• 9:03
  need
• 9:04
  to
• 9:04
  turn
• 9:04
  up
• 9:04
  the
• 9:04
  volume.
• 9:05
  We
• 9:05
  just
• 9:05
  need
• 9:05
  more
• 9:06
  people,
• 9:06
  or
• 9:06
  we
• 9:06
  need
• 9:07
  to
• 9:07
  do
• 9:07
  more
• 9:07
  of
• 9:08
  something
• 9:08
  that
• 9:08
  is
• 9:08
  working
• 9:08
  right.
• 9:10
  If
• 9:10
  you've
• 9:10
  had
• 9:10
  success
• 9:11
  with
• 9:11
  yourself
• 9:11
  and
• 9:11
  at
• 9:11
  least
• 9:12
  one
• 9:12
  or
• 9:12
  two
• 9:13
  other
• 9:13
  people.
• 9:13
  So
• 9:13
  you've
• 9:13
  had
• 9:13
  a
• 9:13
  few
• 9:14
  free
• 9:14
  coaching
• 9:15
  clients
• 9:15
  who
• 9:15
  really
• 9:15
  liked
• 9:15
  your
• 9:16
  services.
• 9:17
  Maybe
• 9:17
  you've.
• 9:17
  Had
• 9:17
  some
• 9:18
  friends
• 9:18
  and
• 9:18
  family
• 9:18
  you've
• 9:19
  coached
• 9:19
  and
• 9:19
  they've
• 9:19
  loved
• 9:20
  what
• 9:20
  you've
• 9:20
  done
• 9:20
  for
• 9:20
  them.
• 9:21
  And
• 9:21
  they've
• 9:21
  raved
• 9:22
  and
• 9:22
  wanted
• 9:22
  to
• 9:22
  share
• 9:22
  your
• 9:23
  expertise
• 9:23
  with
• 9:23
  people.
• 9:23
  That
• 9:24
  is
• 9:24
  a
• 9:24
  great
• 9:24
  sign.
• 9:25
  It
• 9:25
  means
• 9:25
  something
• 9:25
  is
• 9:26
  working.
• 9:27
  Because
• 9:27
  of
• 9:27
  course,
• 9:27
  if
• 9:27
  we
• 9:27
  can
• 9:27
  get
• 9:27
  one
• 9:28
  or
• 9:28
  two
• 9:28
  people
• 9:28
  results,
• 9:28
  we
• 9:28
  can
• 9:29
  get
• 9:29
  50
• 9:29
  or
• 9:29
  a
• 9:29
  hundred
• 9:29
  people
• 9:30
  results.
• 9:30
  We
• 9:31
  need
• 9:31
  to
• 9:31
  find
• 9:31
  the
• 9:31
  right
• 9:31
  people
• 9:32
  and
• 9:32
  give
• 9:32
  them
• 9:32
  the
• 9:32
  right
• 9:33
  offer.
• 9:34
  You
• 9:34
  also
• 9:34
  might
• 9:35
  have
• 9:35
  the
• 9:35
  right
• 9:35
  key
• 9:35
  if,
• 9:36
  like
• 9:36
  I
• 9:36
  mentioned
• 9:36
  before,
• 9:37
  people
• 9:37
  hear
• 9:37
  your
• 9:37
  pitch
• 9:38
  and
• 9:38
  they
• 9:38
  get
• 9:39
  so
• 9:39
  excited
• 9:40
  and
• 9:40
  they
• 9:40
  either
• 9:40
  want
• 9:41
  to
• 9:41
  coach
• 9:41
  with
• 9:41
  you
• 9:41
  themselves
• 9:42
  because
• 9:42
  they
• 9:42
  desperately
• 9:42
  need
• 9:43
  that.
• 9:43
  Or
• 9:43
  they
• 9:43
  know
• 9:43
  someone
• 9:44
  who
• 9:44
  does
• 9:44
  that's
• 9:45
  a
• 9:45
  big
• 9:45
  green
• 9:46
  flag
• 9:46
  right
• 9:46
  there.
• 9:47
  Also,
• 9:47
  if
• 9:48
  you
• 9:48
  know
• 9:48
  where
• 9:48
  to
• 9:48
  find
• 9:49
  a
• 9:49
  large
• 9:49
  segment
• 9:49
  of
• 9:49
  your
• 9:49
  audience,
• 9:50
  if
• 9:50
  you've
• 9:50
  done
• 9:50
  a
• 9:50
  good
• 9:50
  job
• 9:51
  of
• 9:51
  identifying
• 9:52
  who
• 9:52
  you're
• 9:52
  marketing
• 9:53
  to,
• 9:53
  then
• 9:53
  you
• 9:53
  probably
• 9:53
  know
• 9:53
  where
• 9:54
  these
• 9:54
  people
• 9:54
  hang
• 9:54
  out
• 9:54
  with
• 9:54
  the
• 9:54
  Hampton,
• 9:55
  certain
• 9:55
  Facebook
• 9:55
  groups,
• 9:56
  do
• 9:56
  they
• 9:56
  hang
• 9:56
  out
• 9:56
  in
• 9:56
  certain
• 9:57
  Reddit
• 9:57
  threads?
• 9:57
  Some
• 9:58
  places.
• 9:58
  In
• 9:59
  person,
• 9:59
  would
• 9:59
  you
• 9:59
  know
• 10:00
  where
• 10:00
  to
• 10:00
  find
• 10:00
  these
• 10:00
  people?
• 10:01
  Again,
• 10:02
  you
• 10:02
  might
• 10:02
  not
• 10:02
  have
• 10:02
  all
• 10:03
  the
• 10:03
  confidence
• 10:03
  or
• 10:04
  the
• 10:04
  skills
• 10:04
  to
• 10:04
  do
• 10:04
  these
• 10:05
  things
• 10:05
  yet,
• 10:05
  but
• 10:06
  you
• 10:06
  do
• 10:06
  know
• 10:06
  that
• 10:06
  there's
• 10:07
  a
• 10:07
  market
• 10:07
  for
• 10:07
  you
• 10:08
  out
• 10:08
  there
• 10:08
  somewhere.
• 10:10
  You
• 10:10
  might
• 10:10
  be
• 10:10
  on
• 10:10
  the
• 10:10
  right
• 10:11
  track
• 10:11
  if
• 10:11
  your
• 10:12
  messaging
• 10:12
  seems
• 10:12
  clear,
• 10:13
  concise,
• 10:14
  and
• 10:15
  needed.
• 10:16
  So
• 10:16
  you
• 10:16
  want
• 10:16
  it
• 10:16
  to
• 10:16
  be
• 10:16
  very
• 10:17
  simple,
• 10:17
  very
• 10:18
  clear,
• 10:18
  very
• 10:19
  easy
• 10:20
  to
• 10:20
  understand,
• 10:21
  and
• 10:21
  calling
• 10:22
  out
• 10:22
  a
• 10:22
  specific
• 10:22
  segment
• 10:23
  of
• 10:23
  the
• 10:23
  population
• 10:24
  that
• 10:24
  needs
• 10:24
  what
• 10:24
  you
• 10:24
  have
• 10:25
  to
• 10:25
  give
• 10:25
  them.
• 10:26
  Even
• 10:27
  if
• 10:27
  your
• 10:27
  coaching
• 10:27
  program
• 10:28
  isn't
• 10:28
  perfectly
• 10:29
  laid
• 10:29
  out
• 10:29
  yet,
• 10:29
  you
• 10:29
  also
• 10:30
  want
• 10:30
  to
• 10:30
  know
• 10:30
  where
• 10:31
  you
• 10:31
  will
• 10:31
  start
• 10:32
  getting
• 10:32
  people
• 10:32
  results.
• 10:33
  And
• 10:33
  again,
• 10:33
  if
• 10:33
  you've
• 10:33
  gotten
• 10:33
  some
• 10:34
  people
• 10:34
  results,
• 10:34
  you
• 10:35
  probably
• 10:35
  already
• 10:35
  have
• 10:35
  an
• 10:36
  idea
• 10:36
  of
• 10:36
  this,
• 10:37
  but
• 10:37
  all
• 10:37
  of
• 10:37
  us
• 10:37
  want
• 10:37
  to
• 10:37
  have
• 10:38
  a
• 10:38
  really
• 10:38
  detailed
• 10:39
  coaching
• 10:39
  program
• 10:39
  that
• 10:39
  we
• 10:39
  know
• 10:40
  step-by-step
• 10:41
  how
• 10:41
  to
• 10:41
  take
• 10:41
  people
• 10:41
  through.
• 10:42
  But
• 10:42
  even
• 10:42
  if
• 10:42
  you
• 10:42
  don't
• 10:43
  have
• 10:43
  that,
• 10:43
  where
• 10:43
  would
• 10:43
  you
• 10:43
  start?
• 10:44
  Do
• 10:44
  you
• 10:44
  have
• 10:45
  the
• 10:45
  first
• 10:45
  three
• 10:45
  steps
• 10:46
  you
• 10:46
  could
• 10:46
  give
• 10:46
  them?
• 10:46
  Yeah,
• 10:47
  probably
• 10:47
  because
• 10:47
  you
• 10:47
  know
• 10:48
  how
• 10:48
  your
• 10:48
  transformation
• 10:48
  goes,
• 10:49
  right?
• 10:49
  So
• 10:50
  that
• 10:50
  is
• 10:50
  an
• 10:50
  important
• 10:51
  sign
• 10:51
  that
• 10:51
  you're
• 10:52
  on
• 10:52
  the
• 10:52
  right
• 10:52
  track.
• 10:53
  You
• 10:53
  also
• 10:54
  would
• 10:54
  love
• 10:55
  to
• 10:55
  get
• 10:55
  in
• 10:55
  front
• 10:55
  of
• 10:56
  a
• 10:56
  room
• 10:56
  of
• 10:56
  your
• 10:56
  ideal
• 10:56
  clients,
• 10:57
  even
• 10:57
  if
• 10:57
  you're
• 10:57
  still
• 10:57
  nervous,
• 10:58
  even
• 10:58
  if
• 10:58
  you're
• 10:58
  still
• 10:59
  not
• 10:59
  super
• 10:59
  confident
• 10:59
  in
• 10:59
  yourself,
• 11:00
  you
• 11:00
  know
• 11:01
  that
• 11:01
  with
• 11:01
  a
• 11:01
  room
• 11:01
  full
• 11:01
  of
• 11:01
  the
• 11:02
  right
• 11:02
  people,
• 11:02
  you
• 11:03
  could
• 11:03
  get
• 11:03
  people
• 11:03
  to
• 11:03
  sign
• 11:04
  up
• 11:04
  for
• 11:04
  your
• 11:04
  coaching
• 11:04
  because
• 11:04
  you
• 11:04
  have
• 11:05
  exactly
• 11:05
  what
• 11:06
  they
• 11:06
  need.
• 11:07
  And
• 11:07
  then
• 11:07
  finally
• 11:08
  you
• 11:08
  have
• 11:08
  the
• 11:08
  right
• 11:08
  key.
• 11:09
  If
• 11:09
  you
• 11:09
  want
• 11:09
  to
• 11:09
  give
• 11:10
  away
• 11:10
  your
• 11:10
  content
• 11:11
  and
• 11:11
  time
• 11:11
  for
• 11:11
  free,
• 11:12
  because
• 11:13
  you
• 11:13
  love
• 11:13
  seeing
• 11:14
  people
• 11:14
  change.
• 11:15
  We
• 11:15
  don't
• 11:15
  have
• 11:15
  to
• 11:15
  do
• 11:15
  this
• 11:15
  forever.
• 11:16
  Please
• 11:16
  don't
• 11:17
  misunderstand
• 11:17
  me.
• 11:17
  We
• 11:17
  should
• 11:18
  be
• 11:18
  charging
• 11:18
  for
• 11:18
  our
• 11:18
  services.
• 11:19
  We
• 11:19
  show
• 11:19
  up
• 11:19
  better
• 11:19
  when
• 11:20
  we
• 11:20
  do
• 11:20
  our
• 11:20
  clients
• 11:20
  show
• 11:21
  up
• 11:21
  better
• 11:21
  when
• 11:21
  we
• 11:21
  do.
• 11:22
  But
• 11:22
  if
• 11:22
  you
• 11:22
  feel
• 11:22
  like
• 11:22
  you
• 11:22
  could
• 11:22
  do
• 11:22
  this
• 11:23
  all
• 11:23
  day
• 11:23
  long
• 11:23
  for
• 11:23
  free.
• 11:24
  Then,
• 11:25
  you
• 11:25
  know,
• 11:25
  you're
• 11:25
  on
• 11:25
  the
• 11:25
  right
• 11:25
  track.
• 11:26
  It's
• 11:26
  something
• 11:26
  you're
• 11:26
  passionate
• 11:27
  about.
• 11:27
  Something
• 11:28
  that
• 11:28
  people
• 11:28
  want
• 11:29
  people
• 11:29
  need
• 11:29
  and
• 11:30
  you
• 11:30
  know
• 11:30
  how
• 11:30
  to
• 11:30
  get
• 11:30
  them
• 11:31
  results.
• 11:32
  So
• 11:32
  that's
• 11:32
  a
• 11:32
  handful
• 11:33
  of
• 11:33
  ways
• 11:33
  of
• 11:33
  knowing
• 11:34
  that
• 11:34
  you're
• 11:34
  on
• 11:34
  the
• 11:34
  right
• 11:35
  path.
• 11:36
  Remember
• 11:36
  just
• 11:37
  because
• 11:37
  you
• 11:37
  maybe
• 11:38
  lack
• 11:38
  confidence
• 11:38
  or
• 11:39
  belief,
• 11:39
  or
• 11:39
  you're
• 11:39
  still
• 11:40
  struggling
• 11:40
  with
• 11:40
  your
• 11:40
  mindset
• 11:41
  side
• 11:41
  note,
• 11:41
  we
• 11:41
  all
• 11:42
  are
• 11:42
  always.
• 11:43
  It
• 11:44
  can
• 11:44
  seem
• 11:44
  like
• 11:45
  the
• 11:45
  wrong
• 11:45
  key,
• 11:45
  like
• 11:45
  you're
• 11:46
  beating
• 11:46
  your
• 11:46
  head
• 11:46
  against
• 11:47
  the
• 11:47
  wall,
• 11:47
  but
• 11:47
  only
• 11:48
  time
• 11:48
  will
• 11:48
  tell
• 11:48
  if
• 11:49
  it
• 11:49
  is
• 11:49
  the
• 11:49
  right
• 11:49
  one.
• 11:49
  So
• 11:49
  just
• 11:50
  keep
• 11:50
  going
• 11:50
  and
• 11:51
  watch
• 11:51
  for
• 11:51
  these
• 11:51
  signs.
• 11:53
  Most
• 11:53
  people
• 11:53
  in
• 11:54
  my
• 11:54
  experience,
• 11:54
  working
• 11:55
  with
• 11:55
  newer
• 11:55
  coaches,
• 11:56
  most
• 11:56
  people.
• 11:57
  Start
• 11:57
  off
• 11:57
  with
• 11:57
  having
• 11:58
  a
• 11:58
  few
• 11:58
  pieces
• 11:58
  in
• 11:58
  their
• 11:58
  business
• 11:59
  that
• 11:59
  work.
• 12:00
  Really
• 12:00
  well
• 12:00
  and
• 12:01
  look
• 12:01
  great.
• 12:02
  And
• 12:02
  other
• 12:02
  ones
• 12:03
  that
• 12:03
  need
• 12:03
  some
• 12:03
  tweaking.
• 12:03
  And
• 12:03
  this
• 12:04
  is
• 12:04
  why
• 12:04
  business
• 12:04
  coach
• 12:05
  is
• 12:05
  so
• 12:05
  useful
• 12:06
  because
• 12:06
  yes,
• 12:06
  of
• 12:06
  course
• 12:07
  you
• 12:07
  can
• 12:07
  figure
• 12:07
  all
• 12:07
  this
• 12:08
  out
• 12:08
  on
• 12:08
  your
• 12:08
  own.
• 12:08
  It
• 12:08
  just
• 12:09
  takes
• 12:09
  more
• 12:09
  time.
• 12:10
  If
• 12:10
  you
• 12:10
  have
• 12:10
  someone
• 12:11
  experienced
• 12:11
  looking
• 12:12
  over
• 12:12
  the
• 12:12
  different
• 12:12
  pieces
• 12:13
  of
• 12:13
  your
• 12:13
  business.
• 12:14
  Your
• 12:14
  coach
• 12:15
  can
• 12:15
  say,
• 12:15
  this
• 12:15
  looks
• 12:16
  great.
• 12:16
  This
• 12:16
  looks
• 12:16
  like
• 12:16
  this
• 12:17
  looks
• 12:17
  great.
• 12:17
  This
• 12:18
  is
• 12:18
  a
• 12:18
  little
• 12:18
  confusing
• 12:18
  to
• 12:18
  me.
• 12:19
  Or
• 12:19
  why
• 12:20
  are
• 12:20
  you
• 12:20
  saying
• 12:20
  it
• 12:20
  like
• 12:20
  this?
• 12:21
  Or
• 12:21
  where
• 12:22
  is
• 12:22
  the
• 12:22
  conversion
• 12:22
  piece
• 12:23
  in
• 12:23
  your
• 12:23
  business?
• 12:23
  Right.
• 12:23
  They
• 12:24
  can
• 12:24
  find
• 12:24
  the
• 12:24
  holes
• 12:24
  in
• 12:25
  that
• 12:25
  customer
• 12:25
  journey
• 12:26
  and
• 12:26
  they
• 12:26
  can
• 12:26
  set
• 12:26
  you
• 12:26
  up
• 12:26
  for
• 12:26
  success
• 12:27
  so
• 12:27
  that
• 12:28
  you
• 12:28
  don't
• 12:28
  have
• 12:29
  to
• 12:29
  waste
• 12:29
  as
• 12:29
  much
• 12:29
  time
• 12:30
  with
• 12:30
  trial
• 12:30
  and
• 12:31
  error.
• 12:32
  All
• 12:32
  right.
• 12:32
  So
• 12:32
  once
• 12:32
  we
• 12:33
  get
• 12:33
  that
• 12:33
  key
• 12:34
  in
• 12:34
  place
• 12:34
  and
• 12:34
  it
• 12:34
  is
• 12:35
  perfectly
• 12:35
  cut
• 12:35
  and
• 12:35
  it
• 12:35
  turns
• 12:36
  so
• 12:36
  smoothly
• 12:37
  for
• 12:37
  the
• 12:37
  first
• 12:38
  one
• 12:38
  client
• 12:38
  or
• 12:38
  two
• 12:39
  clients
• 12:39
  or
• 12:39
  three
• 12:39
  clients.
• 12:40
  Then
• 12:40
  it's
• 12:41
  time
• 12:41
  to
• 12:41
  turn
• 12:42
  up
• 12:42
  the
• 12:42
  volume.
• 12:43
  And
• 12:44
  what
• 12:44
  this
• 12:44
  looks
• 12:44
  like
• 12:44
  is
• 12:45
  just
• 12:45
  increasing
• 12:46
  what
• 12:46
  you're
• 12:46
  doing
• 12:46
  within
• 12:47
  those
• 12:47
  three
• 12:47
  main
• 12:48
  phases
• 12:48
  of
• 12:48
  business.
• 12:49
  So
• 12:49
  if
• 12:49
  you've
• 12:49
  heard
• 12:50
  me
• 12:50
  explain
• 12:50
  them
• 12:50
  before
• 12:51
  they
• 12:51
  look
• 12:51
  like
• 12:51
  attracting
• 12:52
  new
• 12:52
  leads,
• 12:53
  attracting
• 12:53
  people
• 12:53
  who
• 12:53
  are
• 12:53
  interested.
• 12:55
  Nurturing
• 12:55
  those
• 12:56
  leads,
• 12:56
  giving
• 12:56
  them
• 12:56
  lots
• 12:57
  of
• 12:57
  value,
• 12:57
  encouragement,
• 12:58
  tips,
• 12:58
  helping
• 12:59
  them
• 12:59
  along
• 12:59
  their
• 12:59
  path.
• 13:00
  And
• 13:00
  ascend
• 13:00
  that
• 13:00
  relationship
• 13:01
  to
• 13:01
  where
• 13:01
  they
• 13:01
  are
• 13:02
  clients,
• 13:02
  and
• 13:02
  you
• 13:02
  can
• 13:02
  help
• 13:03
  them
• 13:03
  find
• 13:03
  real
• 13:03
  success.
• 13:05
  So
• 13:05
  we'll
• 13:05
  talk
• 13:05
  briefly
• 13:06
  for
• 13:06
  just
• 13:06
  a
• 13:06
  second,
• 13:06
  about
• 13:06
  these
• 13:07
  three
• 13:07
  different
• 13:07
  segments.
• 13:07
  The
• 13:07
  attracting
• 13:09
  portion
• 13:09
  of
• 13:09
  your
• 13:09
  business
• 13:10
  is
• 13:10
  absolutely
• 13:11
  the
• 13:11
  number
• 13:12
  one
• 13:12
  place
• 13:12
  we
• 13:12
  want
• 13:12
  to
• 13:12
  turn
• 13:13
  up
• 13:13
  the
• 13:13
  volume.
• 13:14
  It
• 13:14
  seems
• 13:14
  in
• 13:15
  my
• 13:15
  experience
• 13:15
  that
• 13:15
  everybody
• 13:16
  wants
• 13:16
  to
• 13:16
  stay
• 13:16
  in
• 13:16
  the
• 13:16
  middle.
• 13:16
  They
• 13:16
  just
• 13:17
  want
• 13:17
  to
• 13:17
  talk
• 13:17
  about
• 13:17
  the
• 13:17
  nurturing.
• 13:18
  Let's
• 13:18
  just
• 13:18
  write
• 13:18
  blog
• 13:19
  posts
• 13:19
  all
• 13:19
  day
• 13:20
  and
• 13:20
  do
• 13:20
  videos
• 13:21
  and
• 13:21
  talk
• 13:21
  to
• 13:21
  the
• 13:22
  people
• 13:22
  that
• 13:22
  already
• 13:22
  like
• 13:22
  us
• 13:23
  because
• 13:23
  that's
• 13:23
  comfortable
• 13:24
  and
• 13:24
  safe
• 13:24
  and
• 13:24
  fun.
• 13:25
  But
• 13:25
  if
• 13:25
  we're
• 13:26
  not
• 13:26
  constantly
• 13:27
  attracting
• 13:27
  new
• 13:27
  leads,
• 13:28
  getting
• 13:28
  strangers
• 13:29
  in
• 13:29
  front
• 13:29
  of
• 13:30
  our
• 13:30
  content,
• 13:31
  we
• 13:31
  are
• 13:31
  never
• 13:32
  going
• 13:32
  to
• 13:32
  have
• 13:32
  enough
• 13:32
  people
• 13:33
  to
• 13:33
  sell
• 13:33
  to.
• 13:34
  Any
• 13:34
  online
• 13:35
  business
• 13:35
  owner
• 13:35
  who's
• 13:35
  been
• 13:36
  in
• 13:36
  business
• 13:36
  for
• 13:36
  a
• 13:36
  while
• 13:36
  will
• 13:36
  tell
• 13:37
  you
• 13:37
  if
• 13:37
  you
• 13:37
  don't
• 13:37
  have
• 13:37
  thousands
• 13:38
  of
• 13:38
  people
• 13:38
  coming
• 13:39
  in,
• 13:39
  you
• 13:40
  will
• 13:40
  never
• 13:40
  get
• 13:40
  the
• 13:40
  volume
• 13:41
  of
• 13:41
  sales
• 13:41
  you
• 13:41
  want.
• 13:42
  Now
• 13:42
  that
• 13:42
  being
• 13:43
  said,
• 13:43
  the
• 13:43
  better
• 13:43
  quality
• 13:44
  leads,
• 13:44
  the
• 13:44
  fewer
• 13:45
  people
• 13:45
  you
• 13:45
  need.
• 13:46
  Right.
• 13:46
  If
• 13:46
  you're
• 13:46
  getting.
• 13:47
  Thousands
• 13:47
  and
• 13:48
  thousands
• 13:48
  of
• 13:48
  people
• 13:48
  coming
• 13:49
  into
• 13:49
  your
• 13:49
  funnel,
• 13:49
  but
• 13:50
  they
• 13:50
  are
• 13:51
  not
• 13:51
  the
• 13:51
  right.
• 13:52
  Demographic
• 13:52
  or
• 13:52
  they
• 13:53
  don't
• 13:53
  have
• 13:53
  the
• 13:53
  same
• 13:53
  problems
• 13:53
  that
• 13:53
  they
• 13:54
  don't
• 13:54
  need.
• 13:54
  The
• 13:54
  transformation
• 13:55
  you're
• 13:55
  selling.
• 13:55
  Then
• 13:55
  obviously
• 13:56
  your
• 13:56
  sales
• 13:56
  are
• 13:56
  going
• 13:57
  to
• 13:57
  be
• 13:57
  down
• 13:57
  as
• 13:57
  well.
• 13:58
  So
• 13:58
  you
• 13:58
  want
• 13:58
  high
• 13:58
  quality
• 13:59
  leads,
• 13:59
  ones
• 13:59
  that
• 13:59
  are
• 13:59
  your
• 14:00
  perfect
• 14:00
  ideal
• 14:00
  client.
• 14:01
  And
• 14:01
  you
• 14:01
  want
• 14:01
  a
• 14:01
  lots
• 14:02
  of
• 14:02
  them
• 14:03
  because
• 14:03
  they
• 14:03
  always
• 14:04
  fall
• 14:04
  off
• 14:04
  as
• 14:05
  they
• 14:05
  go
• 14:05
  through
• 14:05
  that
• 14:05
  customer
• 14:05
  journey.
• 14:06
  you
• 14:06
  have
• 14:06
  a
• 14:06
  thousand
• 14:06
  people
• 14:07
  coming
• 14:07
  in,
• 14:07
  maybe
• 14:08
  only
• 14:08
  one
• 14:08
  or
• 14:08
  two
• 14:08
  will
• 14:08
  sign
• 14:09
  up
• 14:09
  as
• 14:09
  clients.
• 14:09
  So
• 14:10
  you
• 14:10
  want
• 14:10
  as
• 14:10
  many
• 14:10
  as
• 14:10
  possible.
• 14:12
  Then
• 14:12
  that's
• 14:12
  number
• 14:12
  two,
• 14:13
  step
• 14:13
  that
• 14:13
  nurturing
• 14:13
  step.
• 14:14
  We
• 14:14
  have
• 14:14
  to
• 14:14
  make
• 14:14
  sure
• 14:14
  we're
• 14:15
  doing
• 14:15
  a
• 14:15
  phenomenal
• 14:16
  job
• 14:17
  of
• 14:17
  nurturing.
• 14:18
  Are
• 14:18
  you
• 14:18
  talking
• 14:19
  to
• 14:19
  your
• 14:19
  audience
• 14:19
  every
• 14:20
  single
• 14:20
  week?
• 14:21
  Could
• 14:21
  you
• 14:21
  do
• 14:21
  it
• 14:21
  more?
• 14:22
  Could
• 14:22
  you
• 14:22
  do
• 14:22
  it
• 14:22
  twice
• 14:23
  a
• 14:23
  week
• 14:23
  or
• 14:23
  three
• 14:23
  times
• 14:24
  a
• 14:24
  week?
• 14:24
  What
• 14:24
  is
• 14:25
  realistic
• 14:25
  for
• 14:25
  you?
• 14:26
  Now,
• 14:26
  of
• 14:26
  course,
• 14:26
  we
• 14:26
  don't
• 14:26
  want
• 14:26
  to
• 14:26
  burn
• 14:27
  ourselves
• 14:27
  out,
• 14:27
  especially
• 14:27
  at
• 14:28
  the
• 14:28
  beginning.
• 14:28
  So
• 14:29
  start
• 14:29
  with
• 14:29
  a
• 14:29
  plan
• 14:30
  you
• 14:30
  can
• 14:30
  be
• 14:30
  consistent
• 14:31
  with,
• 14:31
  but
• 14:31
  as
• 14:31
  soon
• 14:32
  as
• 14:32
  you
• 14:32
  can
• 14:32
  turn
• 14:32
  it
• 14:32
  up,
• 14:33
  Add
• 14:33
  more,
• 14:34
  as
• 14:34
  soon
• 14:34
  as
• 14:34
  you
• 14:34
  can
• 14:34
  talk
• 14:35
  more
• 14:35
  to
• 14:35
  them
• 14:35
  and
• 14:35
  encourage
• 14:36
  them
• 14:36
  more
• 14:36
  and
• 14:36
  give
• 14:36
  them
• 14:37
  more
• 14:37
  tips
• 14:37
  and
• 14:37
  tricks
• 14:37
  do
• 14:38
  more
• 14:38
  because
• 14:38
  that
• 14:39
  is
• 14:39
  so
• 14:39
  helpful
• 14:40
  to
• 14:40
  them.
• 14:41
  And
• 14:41
  we'll
• 14:41
  get
• 14:41
  them
• 14:41
  closer
• 14:41
  to
• 14:42
  becoming
• 14:42
  clients
• 14:42
  for
• 14:42
  you.
• 14:44
  So,
• 14:44
  what
• 14:44
  does
• 14:44
  this
• 14:44
  look
• 14:44
  like?
• 14:44
  What
• 14:45
  looks
• 14:45
  like
• 14:45
  maybe
• 14:45
  creating
• 14:45
  a
• 14:46
  community.
• 14:46
  Could
• 14:46
  you
• 14:47
  build
• 14:47
  a
• 14:47
  Facebook
• 14:47
  group
• 14:48
  or
• 14:48
  a
• 14:48
  group
• 14:48
  on
• 14:48
  school?
• 14:49
  Could
• 14:50
  you
• 14:50
  do
• 14:50
  an
• 14:50
  in-person
• 14:51
  event
• 14:51
  with
• 14:52
  potential
• 14:52
  clients?
• 14:53
  How
• 14:53
  could
• 14:53
  you
• 14:53
  get
• 14:54
  them
• 14:54
  to
• 14:54
  know
• 14:54
  and
• 14:55
  trust
• 14:55
  you
• 14:56
  better
• 14:56
  quicker?
• 14:57
  how
• 14:58
  do
• 14:58
  you
• 14:58
  get
• 14:58
  to
• 14:58
  connect
• 14:58
  with
• 14:58
  them?
• 14:59
  Ask
• 14:59
  yourself.
• 15:00
  How
• 15:00
  have
• 15:01
  I
• 15:01
  gotten
• 15:01
  to
• 15:01
  a
• 15:01
  place
• 15:02
  where
• 15:02
  I
• 15:02
  was
• 15:02
  ready
• 15:02
  and
• 15:02
  willing
• 15:03
  to
• 15:03
  hire?
• 15:04
  Uh,
• 15:04
  coach
• 15:04
  myself
• 15:05
  or
• 15:05
  an
• 15:05
  expert
• 15:06
  in
• 15:06
  the
• 15:06
  past.
• 15:06
  Well,
• 15:07
  maybe
• 15:07
  it's
• 15:07
  because
• 15:07
  I
• 15:07
  saw
• 15:08
  her
• 15:08
  emails
• 15:08
  every
• 15:08
  week
• 15:08
  for
• 15:09
  a
• 15:09
  year.
• 15:09
  Maybe
• 15:10
  it's
• 15:10
  because
• 15:10
  I
• 15:10
  went
• 15:10
  to
• 15:10
  one
• 15:10
  of
• 15:10
  her
• 15:11
  in-person
• 15:11
  events
• 15:11
  and
• 15:11
  I
• 15:12
  really
• 15:12
  liked
• 15:12
  her
• 15:13
  energy.
• 15:13
  Maybe
• 15:14
  I
• 15:14
  saw
• 15:14
  her.
• 15:15
  Teach
• 15:15
  a
• 15:16
  video
• 15:16
  on
• 15:16
  somebody
• 15:17
  else's
• 15:17
  event.
• 15:17
  And
• 15:17
  I
• 15:18
  really
• 15:18
  connected
• 15:19
  with
• 15:19
  her,
• 15:19
  so
• 15:19
  you
• 15:19
  want
• 15:20
  people
• 15:21
  to
• 15:21
  get
• 15:21
  as
• 15:21
  close
• 15:21
  to
• 15:21
  you
• 15:22
  as
• 15:22
  possible.
• 15:23
  And
• 15:23
  in
• 15:23
  my
• 15:23
  experience
• 15:24
  that
• 15:24
  looks
• 15:24
  like
• 15:24
  video
• 15:25
  video
• 15:26
  or
• 15:26
  in-person,
• 15:27
  I
• 15:27
  don't
• 15:27
  think
• 15:27
  I've
• 15:28
  ever
• 15:28
  spent
• 15:28
  a
• 15:28
  significant
• 15:29
  amount
• 15:29
  of
• 15:29
  money
• 15:29
  on
• 15:29
  someone
• 15:29
  that
• 15:30
  I
• 15:30
  haven't
• 15:30
  seen
• 15:30
  talking.
• 15:32
  I,
• 15:32
  that
• 15:32
  that
• 15:33
  was
• 15:33
  just
• 15:33
  words
• 15:33
  on
• 15:34
  a
• 15:34
  page.
• 15:34
  Video
• 15:35
  is
• 15:35
  key
• 15:36
  and,
• 15:36
  or
• 15:37
  in
• 15:37
  person,
• 15:38
  and
• 15:38
  then
• 15:38
  finally
• 15:38
  that
• 15:39
  third
• 15:39
  step,
• 15:39
  that
• 15:39
  conversion
• 15:40
  step,
• 15:41
  we
• 15:41
  need
• 15:41
  more
• 15:41
  calls,
• 15:41
  more
• 15:42
  consult
• 15:42
  calls,
• 15:43
  more
• 15:43
  one-on-one
• 15:43
  touch
• 15:44
  points,
• 15:44
  more
• 15:45
  offers.
• 15:46
  If
• 15:46
  you're
• 15:46
  not
• 15:46
  offering
• 15:47
  people
• 15:48
  something
• 15:48
  to
• 15:48
  buy,
• 15:49
  no
• 15:49
  one
• 15:50
  is
• 15:50
  buying.
• 15:51
  No
• 15:52
  one
• 15:52
  can
• 15:52
  buy
• 15:52
  from
• 15:52
  you.
• 15:52
  If
• 15:53
  you
• 15:53
  don't
• 15:53
  give
• 15:53
  them
• 15:53
  the
• 15:53
  opportunity
• 15:54
  to
• 15:54
  do
• 15:54
  that.
• 15:54
  So
• 15:55
  what
• 15:55
  does
• 15:55
  that
• 15:55
  look
• 15:55
  like
• 15:55
  for
• 15:55
  those
• 15:56
  of
• 15:56
  us
• 15:56
  who
• 15:56
  are
• 15:56
  coaches?
• 15:57
  Usually
• 15:57
  it
• 15:57
  looks
• 15:57
  like
• 15:57
  some
• 15:57
  sort
• 15:58
  of
• 15:58
  a
• 15:58
  consultation
• 15:58
  call.
• 15:59
  Let
• 15:59
  me
• 15:59
  hear
• 15:59
  what
• 15:59
  your
• 15:59
  problem
• 16:00
  is,
• 16:00
  and
• 16:00
  I
• 16:00
  will
• 16:00
  show
• 16:01
  you
• 16:01
  how
• 16:02
  I
• 16:02
  can
• 16:02
  help
• 16:02
  you
• 16:02
  fix
• 16:03
  it.
• 16:03
  And
• 16:03
  we
• 16:03
  can
• 16:03
  decide
• 16:04
  if
• 16:04
  we
• 16:04
  want
• 16:04
  to
• 16:04
  work
• 16:04
  together
• 16:05
  for
• 16:05
  content
• 16:05
  creators.
• 16:07
  That
• 16:07
  usually
• 16:07
  looks
• 16:07
  like
• 16:07
  some
• 16:08
  sort
• 16:08
  of
• 16:08
  a
• 16:08
  promotion
• 16:09
  or
• 16:09
  you
• 16:09
  going
• 16:09
  to
• 16:09
  run
• 16:09
  something
• 16:09
  for
• 16:10
  black
• 16:10
  Friday
• 16:10
  or
• 16:11
  for
• 16:11
  quarter
• 16:11
  four.
• 16:12
  Are
• 16:12
  you
• 16:12
  going
• 16:12
  to
• 16:12
  run
• 16:13
  something
• 16:13
  every
• 16:14
  couple
• 16:14
  of
• 16:14
  months
• 16:14
  so
• 16:14
  that
• 16:15
  people
• 16:15
  have
• 16:15
  an
• 16:15
  incentive
• 16:16
  to
• 16:16
  finally
• 16:16
  purchase
• 16:17
  from
• 16:17
  you?
• 16:18
  Side
• 16:18
  note
• 16:19
  if
• 16:19
  your
• 16:19
  sales
• 16:20
  tactic
• 16:20
  is
• 16:20
  via
• 16:21
  one-on-one
• 16:21
  calls.
• 16:22
  And
• 16:22
  people
• 16:22
  aren't
• 16:23
  coming
• 16:23
  to
• 16:23
  these
• 16:23
  calls.
• 16:24
  You
• 16:24
  might
• 16:24
  need
• 16:24
  to
• 16:24
  bring
• 16:24
  the
• 16:24
  calls
• 16:25
  to
• 16:25
  them
• 16:25
  in
• 16:25
  different
• 16:25
  ways.
• 16:26
  For
• 16:26
  example,
• 16:26
  people
• 16:27
  tend
• 16:27
  to
• 16:27
  be
• 16:27
  a
• 16:27
  lot.
• 16:27
  Quicker
• 16:28
  to
• 16:28
  sign
• 16:28
  up
• 16:28
  for
• 16:28
  group
• 16:29
  webinars
• 16:29
  where
• 16:30
  they
• 16:30
  can
• 16:30
  kind
• 16:30
  of
• 16:30
  hide
• 16:31
  in
• 16:31
  the
• 16:31
  background,
• 16:31
  not
• 16:31
  turn
• 16:32
  on
• 16:32
  their
• 16:32
  camera.
• 16:33
  Instead
• 16:33
  of
• 16:33
  coming
• 16:33
  to
• 16:33
  a
• 16:33
  one-on-one
• 16:34
  call
• 16:34
  because
• 16:34
  that's
• 16:34
  a
• 16:34
  lot
• 16:34
  of
• 16:35
  pressure.
• 16:35
  So
• 16:35
  could
• 16:35
  you
• 16:35
  offer
• 16:36
  webinars,
• 16:36
  could
• 16:36
  you
• 16:36
  offer
• 16:37
  office
• 16:37
  hours?
• 16:37
  Could
• 16:38
  you
• 16:38
  offer
• 16:38
  live
• 16:39
  trainings
• 16:39
  where
• 16:39
  nothing
• 16:40
  is
• 16:40
  required
• 16:40
  of
• 16:40
  them,
• 16:41
  but
• 16:41
  you
• 16:41
  can
• 16:41
  still
• 16:42
  pitch
• 16:42
  to
• 16:42
  them.
• 16:42
  You
• 16:42
  can
• 16:42
  still
• 16:43
  tell
• 16:43
  them.
• 16:43
  This
• 16:44
  is
• 16:44
  the
• 16:44
  transformation
• 16:44
  I
• 16:44
  give.
• 16:45
  This
• 16:45
  is
• 16:45
  how
• 16:45
  I
• 16:45
  give
• 16:46
  it.
• 16:46
  This
• 16:46
  is
• 16:46
  how
• 16:46
  my
• 16:46
  program
• 16:46
  works.
• 16:47
  Getting
• 16:47
  that
• 16:47
  offer
• 16:48
  in
• 16:48
  front
• 16:48
  of
• 16:48
  them
• 16:48
  without
• 16:49
  asking
• 16:50
  for
• 16:50
  too
• 16:50
  much
• 16:50
  in
• 16:50
  return.
• 16:51
  That
• 16:51
  can
• 16:52
  be
• 16:52
  so
• 16:52
  helpful.
• 16:53
  So,
• 16:53
  this
• 16:54
  is
• 16:54
  how
• 16:54
  we
• 16:54
  cut
• 16:54
  the
• 16:55
  perfect
• 16:55
  key
• 16:56
  for
• 16:56
  our
• 16:56
  business.
• 16:56
  And
• 16:57
  I
• 16:57
  promise
• 16:57
  you
• 16:57
  that
• 16:57
  once
• 16:58
  you
• 16:58
  find
• 16:58
  it
• 16:59
  and
• 16:59
  you
• 16:59
  slip
• 16:59
  it
• 16:59
  into
• 17:00
  the.
• 17:00
  LOC
• 17:00
  and
• 17:00
  you
• 17:01
  turn
• 17:01
  it
• 17:01
  seamlessly.
• 17:01
  You're
• 17:02
  going
• 17:02
  to
• 17:02
  want
• 17:02
  to
• 17:02
  just
• 17:02
  cry.
• 17:03
  It's
• 17:03
  going
• 17:03
  to
• 17:03
  feel
• 17:04
  so
• 17:05
  good,
• 17:05
  but
• 17:06
  don't
• 17:06
  give
• 17:06
  up
• 17:06
  until
• 17:07
  you
• 17:07
  get
• 17:07
  there
• 17:08
  little
• 17:08
  by
• 17:08
  little
• 17:09
  tweak,
• 17:09
  things
• 17:09
  that
• 17:09
  aren't
• 17:10
  working.
• 17:10
  And
• 17:10
  when
• 17:10
  you
• 17:10
  find
• 17:11
  things
• 17:11
  that
• 17:11
  work
• 17:12
  do
• 17:12
  more
• 17:12
  of
• 17:12
  it,
• 17:13
  so
• 17:13
  I
• 17:13
  see
• 17:13
  a
• 17:13
  lot
• 17:13
  of
• 17:13
  coaches
• 17:14
  going
• 17:14
  well,
• 17:14
  I
• 17:14
  just
• 17:14
  work
• 17:14
  nonstop
• 17:15
  and
• 17:15
  I
• 17:15
  don't
• 17:15
  have
• 17:15
  any
• 17:16
  clients.
• 17:16
  Okay.
• 17:16
  But
• 17:16
  clients
• 17:17
  come
• 17:17
  out
• 17:17
  the
• 17:17
  bottom
• 17:17
  end.
• 17:18
  There
• 17:18
  are
• 17:18
  so
• 17:18
  many
• 17:18
  steps
• 17:19
  throughout
• 17:19
  your
• 17:19
  customer
• 17:20
  journey
• 17:20
  that
• 17:20
  you
• 17:20
  could
• 17:20
  be
• 17:20
  tweaking
• 17:21
  to
• 17:21
  make
• 17:21
  sure
• 17:21
  they're
• 17:22
  moving.
• 17:22
  Are
• 17:22
  you
• 17:22
  actually
• 17:23
  getting
• 17:23
  new
• 17:23
  leads?
• 17:24
  If
• 17:24
  so,
• 17:24
  are
• 17:25
  they
• 17:25
  actually
• 17:25
  feeling
• 17:25
  nurtured?
• 17:26
  Like,
• 17:26
  are
• 17:26
  they
• 17:26
  falling
• 17:27
  off
• 17:27
  somewhere
• 17:27
  on
• 17:27
  this
• 17:28
  path?
• 17:28
  Where
• 17:28
  could
• 17:29
  we
• 17:29
  plug
• 17:29
  the
• 17:29
  holes
• 17:30
  on
• 17:30
  this
• 17:30
  journey
• 17:30
  to
• 17:31
  get
• 17:31
  more
• 17:31
  people
• 17:31
  out
• 17:32
  the
• 17:32
  other
• 17:32
  end?
• 17:33
  Remember,
• 17:33
  it's
• 17:33
  not
• 17:33
  just
• 17:33
  a
• 17:33
  one-step
• 17:34
  process.
• 17:35
  There's
• 17:35
  multiple
• 17:36
  steps,
• 17:36
  multiple
• 17:36
  ridges
• 17:37
  and
• 17:37
  valleys
• 17:38
  in
• 17:38
  your
• 17:38
  key
• 17:39
  at
• 17:39
  you
• 17:39
  need
• 17:39
  to
• 17:39
  tweak
• 17:39
  it
• 17:40
  just
• 17:40
  perfectly
• 17:40
  to
• 17:41
  get
• 17:41
  it
• 17:41
  going.
• 17:41
  But
• 17:41
  again,
• 17:42
  it's
• 17:42
  not
• 17:42
  impossible.
• 17:43
  It
• 17:43
  is
• 17:43
  totally
• 17:44
  possible.
• 17:44
  You
• 17:45
  just
• 17:45
  have
• 17:45
  to
• 17:45
  keep
• 17:45
  trying
• 17:46
  new
• 17:46
  things
• 17:47
  and
• 17:47
  if
• 17:47
  you
• 17:47
  feel
• 17:47
  like
• 17:47
  you've
• 17:48
  been
• 17:48
  trying
• 17:48
  these
• 17:48
  for
• 17:48
  a
• 17:48
  long
• 17:48
  time
• 17:48
  and
• 17:49
  it's
• 17:49
  still
• 17:49
  not
• 17:49
  working,
• 17:50
  come
• 17:50
  talk
• 17:50
  to
• 17:50
  me
• 17:50
  during
• 17:50
  office
• 17:51
  hours.
• 17:51
  I
• 17:51
  would
• 17:51
  love
• 17:52
  to
• 17:52
  help
• 17:52
  you.
• 17:52
  We
• 17:52
  do
• 17:53
  them
• 17:53
  for
• 17:53
  free
• 17:53
  every
• 17:53
  Thursday
• 17:54
  at
• 17:54
  1:00
• 17:54
  PM.
• 17:54
  Pacific
• 17:55
  time.
• 17:55
  I
• 17:56
  hope
• 17:56
  you'll
• 17:56
  join
• 17:56
  us.
• 17:56
  One
• 17:56
  of
• 17:56
  these
• 17:56
  times
• 17:57
  have
• 17:57
  a
• 17:57
  great
• 17:57
  week
• 17:57
  friends.
• 17:59
  Are
• 17:59
  you
• 17:59
  ready
• 17:59
  to
• 18:00
  start
• 18:00
  or
• 18:00
  grow
• 18:00
  your
• 18:00
  dream
• 18:01
  business?
• 18:01
  Click
• 18:01
  the
• 18:02
  link
• 18:02
  in
• 18:02
  the
• 18:02
  show
• 18:02
  notes
• 18:02
  to
• 18:02
  download
• 18:03
  the
• 18:03
  free
• 18:03
  starter
• 18:04
  guide
• 18:04
  to
• 18:04
  building
• 18:04
  a
• 18:04
  business
• 18:05
  or
• 18:05
  to
• 18:05
  schedule
• 18:05
  a
• 18:06
  free
• 18:06
  coaching
• 18:06
  call
• 18:06
  And
• 18:07
  if
• 18:07
  you
• 18:07
  loved
• 18:08
  this
• 18:08
  episode,
• 18:09
  Don't
• 18:09
  forget
• 18:09
  to
• 18:09
  leave
• 18:09
  a
• 18:09
  review
• 18:10
  and
• 18:10
  share
• 18:10
  it
• 18:10
  with
• 18:10
  a
• 18:10
  friend
• 18:11
  who
• 18:11
  might
• 18:11
  be
• 18:11
  feeling
• 18:11
  the
• 18:12
  call
• 18:12
  to
• 18:12
  burn
• 18:13
  a
• 18:13
  little
• 18:13
  brighter.