Latest / Wedding Pros who are ready to grow - with Becca Pountney / Selling with confidence with Maria Bayer

Transcript

Selling with confidence with Maria Bayer · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  People
• 0:00
  don't
• 0:00
  buy.
• 0:01
  They
• 0:01
  don't
• 0:01
  buy
• 0:01
  logically.
• 0:02
  They
• 0:02
  make
• 0:02
  decisions
• 0:03
  emotionally
• 0:04
  and
• 0:04
  they
• 0:05
  justify
• 0:05
  them
• 0:05
  rationally.
• 0:07
  I'm
• 0:07
  Becca
• 0:07
  Poutney,
• 0:08
  wedding
• 0:08
  business
• 0:08
  marketing
• 0:09
  expert,
• 0:09
  speaker
• 0:10
  and
• 0:10
  blogger,
• 0:10
  and
• 0:10
  you're
• 0:11
  listening
• 0:11
  to
• 0:11
  the
• 0:11
  Wedding
• 0:12
  Pros
• 0:12
  who
• 0:12
  Are
• 0:12
  Ready
• 0:12
  to
• 0:13
  Grow
• 0:13
  podcast.
• 0:14
  I'm
• 0:15
  here
• 0:15
  to
• 0:15
  share
• 0:15
  with
• 0:15
  you
• 0:15
  actionable
• 0:16
  tips,
• 0:16
  strategies
• 0:17
  and
• 0:17
  real
• 0:18
  life
• 0:18
  examples
• 0:18
  to
• 0:19
  help
• 0:19
  you
• 0:19
  take
• 0:19
  your
• 0:19
  wedding
• 0:20
  business
• 0:20
  to
• 0:20
  the
• 0:20
  next
• 0:21
  level.
• 0:21
  If
• 0:22
  you
• 0:22
  are
• 0:22
  an
• 0:22
  ambitious
• 0:23
  wedding
• 0:23
  business
• 0:23
  owner
• 0:24
  that
• 0:24
  wants
• 0:24
  to
• 0:24
  take
• 0:24
  your
• 0:25
  passion
• 0:25
  and
• 0:25
  use
• 0:25
  it
• 0:26
  to
• 0:26
  build
• 0:26
  a
• 0:26
  profitable,
• 0:27
  sustainable
• 0:27
  business
• 0:28
  doing
• 0:28
  what
• 0:28
  you
• 0:28
  love,
• 0:29
  then
• 0:29
  you're
• 0:29
  in
• 0:29
  the
• 0:30
  right
• 0:30
  place.
• 0:30
  Let's
• 0:31
  get
• 0:31
  going
• 0:31
  with
• 0:31
  today's
• 0:32
  episode.
• 0:33
  Today
• 2:28
  I'm
• 2:28
  chatting
• 2:28
  with
• 2:28
  Maria
• 2:29
  Baer,
• 2:30
  founder
• 2:30
  of
• 2:30
  Irresistible
• 2:31
  Selling,
• 2:31
  a
• 2:31
  program
• 2:32
  to
• 2:32
  help
• 2:32
  wedding
• 2:32
  pros
• 2:33
  sell
• 2:33
  more.
• 2:34
  Selling
• 2:34
  is
• 2:34
  something
• 2:35
  our
• 2:35
  industry
• 2:35
  struggles
• 2:36
  with,
• 2:36
  but
• 2:37
  Maria
• 2:37
  tackles
• 2:37
  it
• 2:38
  head
• 2:38
  on
• 2:38
  with
• 2:38
  a
• 2:38
  combination
• 2:39
  of
• 2:39
  mindset
• 2:39
  and
• 2:39
  strategy.
• 2:40
  So
• 2:41
  strap
• 2:41
  in.
• 2:41
  This
• 2:42
  conversation
• 2:42
  may
• 2:43
  make
• 2:43
  you
• 2:43
  feel
• 2:43
  uncomfortable
• 2:44
  and
• 2:44
  push
• 2:44
  you
• 2:44
  out
• 2:44
  of
• 2:45
  your
• 2:45
  comfort
• 2:45
  zone.
• 2:46
  Maria,
• 2:46
  welcome
• 2:47
  to
• 2:47
  the
• 2:47
  podcast.
• 2:48
  Thank
• 2:48
  you
• 2:48
  so
• 2:48
  much,
• 2:48
  Becca.
• 2:49
  I'm
• 2:49
  thrilled
• 2:49
  to
• 2:49
  be
• 2:49
  here
• 2:50
  finally.
• 2:51
  I
• 2:52
  am
• 2:52
  so
• 2:52
  glad
• 2:53
  to
• 2:53
  have
• 2:53
  you.
• 2:53
  Just
• 2:54
  for
• 2:54
  the
• 2:54
  listeners,
• 2:54
  we've
• 2:54
  tried
• 2:55
  to
• 2:55
  do
• 2:55
  this
• 2:55
  conversation
• 2:56
  a
• 2:56
  number
• 2:56
  of
• 2:56
  times
• 2:56
  over
• 2:57
  the
• 2:57
  last
• 2:57
  month
• 2:58
  or
• 2:58
  so
• 2:58
  and
• 2:58
  for
• 2:59
  various
• 2:59
  reasons
• 2:59
  we've
• 2:59
  had
• 3:00
  to
• 3:00
  keep
• 3:00
  changing
• 3:00
  it.
• 3:00
  But
• 3:01
  today
• 3:01
  we
• 3:01
  are
• 3:01
  here,
• 3:02
  we
• 3:02
  are
• 3:02
  recording
• 3:03
  and
• 3:03
  I'm
• 3:03
  excited
• 3:04
  for
• 3:04
  it
• 3:04
  because
• 3:05
  it's
• 3:05
  not
• 3:05
  often
• 3:06
  I
• 3:06
  get
• 3:06
  to
• 3:06
  speak
• 3:06
  to
• 3:06
  someone
• 3:07
  who
• 3:07
  is
• 3:07
  very
• 3:08
  confident
• 3:08
  and
• 3:08
  passionate
• 3:09
  about
• 3:09
  selling
• 3:09
  because
• 3:10
  in
• 3:10
  the
• 3:10
  wedding
• 3:10
  industry,
• 3:11
  as
• 3:11
  we
• 3:11
  will
• 3:11
  get
• 3:11
  onto
• 3:12
  later,
• 3:12
  quite
• 3:12
  often
• 3:13
  people
• 3:13
  are
• 3:13
  a
• 3:13
  little
• 3:14
  bit
• 3:14
  afraid
• 3:14
  of
• 3:14
  it.
• 3:14
  And
• 3:14
  I
• 3:15
  know
• 3:15
  you're
• 3:15
  going
• 3:15
  to
• 3:15
  try
• 3:15
  and
• 3:15
  change
• 3:16
  our
• 3:16
  mindset,
• 3:17
  mine
• 3:17
  included,
• 3:18
  probably
• 3:18
  around
• 3:18
  selling
• 3:19
  today.
• 3:19
  So
• 3:20
  before
• 3:20
  we
• 3:20
  get
• 3:20
  there,
• 3:20
  I
• 3:20
  always
• 3:21
  love
• 3:21
  to
• 3:21
  just
• 3:21
  find
• 3:22
  out
• 3:22
  a
• 3:22
  bit
• 3:22
  more
• 3:22
  about
• 3:22
  my
• 3:22
  guests,
• 3:23
  about
• 3:23
  their
• 3:23
  background,
• 3:24
  about
• 3:24
  why
• 3:24
  they
• 3:25
  teach,
• 3:25
  what
• 3:25
  they
• 3:26
  teach
• 3:26
  now
• 3:26
  and
• 3:26
  where
• 3:26
  they've
• 3:27
  come
• 3:27
  from.
• 3:27
  So
• 3:27
  take
• 3:27
  us
• 3:28
  back.
• 3:28
  How
• 3:28
  did
• 3:28
  you
• 3:28
  end
• 3:29
  up
• 3:29
  talking
• 3:29
  about
• 3:29
  selling
• 3:30
  and
• 3:30
  how
• 3:30
  did
• 3:30
  you
• 3:31
  end
• 3:31
  up
• 3:31
  in
• 3:31
  this
• 3:31
  wild
• 3:32
  world
• 3:32
  of
• 3:32
  talking
• 3:33
  to
• 3:33
  wedding
• 3:33
  industry
• 3:34
  pros
• 3:34
  as
• 3:34
  well?
• 3:34
  You
• 3:34
  know,
• 3:35
  like
• 3:35
  most
• 3:35
  people's
• 3:35
  stories,
• 3:36
  it's
• 3:36
  a
• 3:36
  very
• 3:37
  windy
• 3:37
  road
• 3:37
  that
• 3:37
  I
• 3:38
  never
• 3:38
  could
• 3:38
  have
• 3:39
  predicted
• 3:39
  in
• 3:40
  advance.
• 3:41
  But
• 3:41
  it
• 3:41
  all
• 3:42
  started.
• 3:42
  I
• 3:42
  got
• 3:43
  my
• 3:43
  start
• 3:43
  in
• 3:43
  finance
• 3:44
  of
• 3:44
  all
• 3:44
  things,
• 3:45
  because
• 3:45
  I
• 3:45
  love
• 3:45
  numbers
• 3:46
  and
• 3:47
  at
• 3:47
  some
• 3:47
  point
• 3:47
  I,
• 3:49
  it's
• 3:49
  a
• 3:49
  longer
• 3:50
  story,
• 3:50
  but
• 3:50
  I,
• 3:50
  I
• 3:50
  was
• 3:50
  working
• 3:51
  for
• 3:51
  a
• 3:51
  family
• 3:51
  owned
• 3:51
  business
• 3:52
  and
• 3:53
  in
• 3:53
  their
• 3:53
  finance
• 3:53
  department
• 3:54
  and
• 3:54
  I
• 3:54
  wanted
• 3:54
  to
• 3:55
  move
• 3:55
  up
• 3:56
  and
• 3:56
  they
• 3:56
  basically
• 3:57
  said
• 3:57
  no,
• 3:58
  that
• 3:59
  it
• 3:59
  was
• 3:59
  family
• 3:59
  run
• 4:00
  and
• 4:00
  the,
• 4:00
  the,
• 4:01
  the
• 4:01
  men
• 4:01
  would
• 4:02
  be
• 4:02
  running
• 4:02
  the
• 4:02
  company
• 4:03
  and
• 4:03
  that
• 4:03
  was
• 4:04
  my
• 4:04
  cue
• 4:04
  to
• 4:04
  exit
• 4:05
  stage
• 4:06
  left
• 4:06
  and
• 4:07
  so
• 4:07
  I
• 4:08
  just
• 4:08
  looked
• 4:08
  for
• 4:08
  another
• 4:09
  job
• 4:09
  and
• 4:09
  all
• 4:09
  I
• 4:09
  knew
• 4:10
  at
• 4:10
  that
• 4:10
  point
• 4:10
  was
• 4:11
  I
• 4:11
  wanted
• 4:11
  to
• 4:11
  go
• 4:11
  into
• 4:11
  sales
• 4:12
  because
• 4:13
  my
• 4:13
  father
• 4:13
  was
• 4:14
  an
• 4:14
  insurance
• 4:15
  salesman,
• 4:15
  very
• 4:16
  successful
• 4:17
  at
• 4:17
  that.
• 4:17
  And.
• 4:18
  And
• 4:18
  I
• 4:18
  knew
• 4:18
  that
• 4:19
  I
• 4:19
  didn't
• 4:19
  want
• 4:19
  to
• 4:19
  sell
• 4:20
  insurance,
• 4:20
  but
• 4:21
  I
• 4:21
  knew
• 4:21
  that
• 4:21
  sales
• 4:22
  was
• 4:22
  my
• 4:22
  ticket
• 4:22
  to.
• 4:23
  To
• 4:23
  make
• 4:24
  more
• 4:24
  money,
• 4:24
  right?
• 4:25
  Because
• 4:25
  I
• 4:25
  would
• 4:26
  get
• 4:26
  in
• 4:26
  early,
• 4:26
  stay
• 4:27
  late
• 4:27
  at
• 4:27
  my
• 4:27
  job,
• 4:27
  and
• 4:28
  I'd
• 4:28
  make
• 4:28
  the
• 4:28
  same
• 4:28
  raise
• 4:29
  as
• 4:29
  everybody
• 4:29
  else.
• 4:30
  And
• 4:30
  I
• 4:30
  was
• 4:30
  like,
• 4:30
  this
• 4:30
  is
• 4:31
  not
• 4:32
  good,
• 4:32
  right?
• 4:33
  So
• 4:33
  I.
• 4:34
  Long
• 4:34
  story
• 4:35
  short,
• 4:35
  I
• 4:35
  found
• 4:35
  a
• 4:36
  job
• 4:36
  in
• 4:36
  software
• 4:37
  sales,
• 4:38
  of
• 4:38
  all
• 4:38
  things.
• 4:38
  And
• 4:39
  at
• 4:39
  that
• 4:39
  time,
• 4:39
  software
• 4:40
  was
• 4:40
  just
• 4:40
  like,
• 4:41
  becoming
• 4:41
  hot.
• 4:42
  I
• 4:42
  didn't
• 4:42
  know
• 4:42
  what
• 4:43
  it
• 4:43
  was.
• 4:43
  I
• 4:43
  didn't
• 4:44
  know
• 4:44
  anything
• 4:44
  about
• 4:44
  sales,
• 4:45
  nothing.
• 4:46
  And
• 4:47
  I
• 4:47
  was
• 4:47
  an
• 4:48
  introvert.
• 4:48
  So
• 4:49
  imagine
• 4:49
  an
• 4:50
  introvert
• 4:50
  going
• 4:50
  into
• 4:51
  sales.
• 4:51
  So
• 4:51
  I
• 4:51
  guess
• 4:51
  my
• 4:52
  desire
• 4:52
  and
• 4:52
  drive
• 4:53
  for
• 4:53
  more
• 4:53
  money
• 4:54
  outweighed
• 4:54
  my
• 4:56
  just.
• 4:56
  I
• 4:56
  was
• 4:56
  so
• 4:57
  scared,
• 4:57
  you
• 4:57
  know,
• 4:58
  to
• 4:58
  be
• 4:58
  with
• 4:59
  a
• 4:59
  room
• 4:59
  full
• 4:59
  of
• 4:59
  people
• 4:59
  I
• 4:59
  didn't
• 5:00
  know,
• 5:00
  for
• 5:00
  example.
• 5:01
  So
• 5:01
  I
• 5:01
  was
• 5:01
  a
• 5:01
  true
• 5:02
  introvert.
• 5:02
  I
• 5:02
  still
• 5:03
  think
• 5:03
  I'm
• 5:03
  an
• 5:03
  introvert,
• 5:04
  but
• 5:05
  I
• 5:05
  just
• 5:05
  dove
• 5:06
  into
• 5:06
  sales
• 5:07
  and
• 5:07
  I
• 5:07
  realized
• 5:08
  that
• 5:08
  it
• 5:08
  was
• 5:08
  something
• 5:09
  that
• 5:09
  I
• 5:09
  could
• 5:09
  learn
• 5:10
  and
• 5:10
  I
• 5:10
  didn't
• 5:11
  have
• 5:11
  to
• 5:11
  be
• 5:11
  a
• 5:11
  natural
• 5:11
  born
• 5:12
  salesperson.
• 5:12
  And
• 5:13
  it
• 5:13
  was
• 5:13
  really
• 5:13
  important
• 5:13
  for
• 5:13
  me
• 5:14
  to
• 5:14
  learn
• 5:15
  that,
• 5:15
  not
• 5:15
  only
• 5:15
  to
• 5:15
  get
• 5:15
  out
• 5:16
  of
• 5:16
  my
• 5:16
  own
• 5:16
  shell,
• 5:16
  because
• 5:17
  I
• 5:17
  was
• 5:17
  so
• 5:18
  it.
• 5:18
  Painfully
• 5:19
  shy
• 5:19
  and
• 5:19
  I
• 5:20
  didn't
• 5:20
  like
• 5:20
  that.
• 5:20
  And
• 5:20
  it
• 5:21
  was
• 5:21
  something
• 5:21
  that
• 5:21
  I
• 5:21
  wanted
• 5:21
  to
• 5:22
  kind
• 5:22
  of
• 5:22
  work
• 5:23
  myself
• 5:23
  out
• 5:23
  of,
• 5:24
  but
• 5:24
  I
• 5:24
  also
• 5:24
  wanted
• 5:24
  to
• 5:25
  make
• 5:25
  more
• 5:25
  money,
• 5:25
  and
• 5:25
  sales
• 5:26
  was
• 5:26
  sort
• 5:26
  of
• 5:26
  my
• 5:26
  ticket
• 5:27
  to
• 5:27
  do
• 5:27
  that.
• 5:27
  So,
• 5:27
  long
• 5:28
  story
• 5:28
  short,
• 5:28
  I
• 5:29
  started
• 5:29
  a
• 5:29
  software
• 5:30
  job.
• 5:30
  I
• 5:31
  floundered
• 5:31
  a
• 5:32
  lot
• 5:32
  and
• 5:33
  finally
• 5:34
  got
• 5:34
  laid
• 5:34
  off
• 5:35
  because
• 5:35
  I
• 5:35
  didn't
• 5:36
  sell
• 5:36
  very
• 5:36
  much.
• 5:38
  And
• 5:38
  then
• 5:39
  I
• 5:39
  said,
• 5:39
  oh,
• 5:39
  my
• 5:39
  gosh,
• 5:40
  I've
• 5:40
  got
• 5:40
  to
• 5:40
  either
• 5:41
  go
• 5:41
  back
• 5:41
  to
• 5:41
  my
• 5:41
  old
• 5:42
  day
• 5:42
  job
• 5:42
  or
• 5:43
  I
• 5:43
  have
• 5:43
  to
• 5:43
  make
• 5:43
  this
• 5:44
  work.
• 5:44
  So
• 5:45
  I
• 5:45
  tried
• 5:45
  again.
• 5:46
  I
• 5:46
  got
• 5:46
  a
• 5:46
  software
• 5:47
  job
• 5:47
  again.
• 5:47
  And
• 5:48
  thank
• 5:48
  God
• 5:48
  I
• 5:49
  found
• 5:49
  a
• 5:50
  manager
• 5:50
  who
• 5:51
  was
• 5:51
  a
• 5:52
  godsend.
• 5:52
  He
• 5:53
  was
• 5:53
  just
• 5:53
  like
• 5:53
  a
• 5:53
  father
• 5:54
  figure
• 5:54
  to
• 5:54
  all
• 5:54
  of
• 5:55
  us.
• 5:55
  We
• 5:55
  all
• 5:55
  got
• 5:55
  hired
• 5:55
  at
• 5:56
  the
• 5:56
  same
• 5:56
  time.
• 5:56
  They
• 5:56
  were
• 5:57
  starting
• 5:57
  a
• 5:57
  new
• 5:57
  office.
• 5:58
  It
• 5:58
  was
• 5:58
  for
• 5:58
  McAfee
• 5:59
  back
• 5:59
  in
• 6:00
  the
• 6:00
  day.
• 6:00
  So
• 6:00
  McAfee
• 6:01
  antivirus.
• 6:01
  So
• 6:02
  they
• 6:03
  hired
• 6:03
  all
• 6:03
  these
• 6:03
  people
• 6:04
  at
• 6:04
  one
• 6:04
  time.
• 6:04
  So
• 6:04
  we
• 6:04
  were
• 6:05
  all
• 6:05
  very
• 6:05
  young
• 6:06
  and
• 6:07
  making
• 6:07
  six
• 6:08
  figures,
• 6:09
  right?
• 6:09
  Six
• 6:10
  figures
• 6:10
  in
• 6:10
  this
• 6:10
  job.
• 6:11
  And
• 6:11
  it
• 6:11
  was.
• 6:11
  It
• 6:11
  was
• 6:11
  interesting
• 6:12
  because
• 6:13
  he
• 6:13
  taught
• 6:13
  me
• 6:13
  that
• 6:14
  I
• 6:14
  could
• 6:14
  sell
• 6:14
  in
• 6:14
  a
• 6:14
  way
• 6:14
  that
• 6:15
  felt
• 6:15
  really
• 6:15
  good
• 6:15
  to
• 6:15
  me.
• 6:16
  And
• 6:16
  I
• 6:16
  didn't
• 6:17
  have
• 6:17
  to
• 6:17
  sell
• 6:17
  like
• 6:18
  everybody
• 6:18
  else
• 6:19
  because
• 6:19
  I
• 6:19
  kept
• 6:19
  looking
• 6:19
  at
• 6:20
  the
• 6:20
  guys,
• 6:20
  right,
• 6:21
  and
• 6:21
  how
• 6:21
  they
• 6:21
  sold.
• 6:22
  And
• 6:22
  I
• 6:22
  said,
• 6:22
  I
• 6:23
  can't
• 6:23
  do
• 6:23
  that.
• 6:23
  Like,
• 6:23
  I
• 6:24
  can't
• 6:24
  sleep
• 6:24
  at
• 6:24
  night
• 6:25
  and
• 6:25
  sell
• 6:25
  that
• 6:25
  way.
• 6:26
  And
• 6:26
  he
• 6:26
  said,
• 6:26
  you
• 6:26
  don't
• 6:26
  have
• 6:27
  to.
• 6:27
  Your
• 6:27
  strength
• 6:28
  lies
• 6:28
  in
• 6:28
  communicating
• 6:29
  with
• 6:29
  people,
• 6:29
  in
• 6:30
  connecting
• 6:31
  with
• 6:31
  people.
• 6:31
  He's
• 6:31
  like,
• 6:32
  keep
• 6:32
  doing
• 6:32
  more
• 6:32
  of
• 6:33
  that.
• 6:33
  And
• 6:33
  I'll
• 6:33
  teach
• 6:34
  you
• 6:34
  the
• 6:34
  sales
• 6:34
  part,
• 6:35
  but
• 6:35
  keep
• 6:35
  connecting,
• 6:36
  because
• 6:36
  that's
• 6:36
  your
• 6:37
  key.
• 6:37
  That's
• 6:37
  how
• 6:38
  you
• 6:38
  get
• 6:38
  in.
• 6:38
  And
• 6:38
  I
• 6:39
  did
• 6:39
  that.
• 6:39
  And
• 6:39
  within
• 6:40
  a
• 6:40
  few
• 6:40
  months,
• 6:41
  I
• 6:41
  was
• 6:41
  the
• 6:41
  top
• 6:42
  salesperson
• 6:42
  in
• 6:42
  the
• 6:42
  office.
• 6:43
  I
• 6:43
  had
• 6:43
  won
• 6:43
  awards.
• 6:44
  And
• 6:44
  interestingly
• 6:45
  enough,
• 6:46
  when
• 6:46
  I
• 6:46
  was
• 6:46
  in
• 6:46
  my
• 6:46
  last
• 6:47
  job,
• 6:47
  where
• 6:47
  they
• 6:47
  said
• 6:47
  I
• 6:48
  couldn't
• 6:48
  go
• 6:48
  very
• 6:49
  far,
• 6:49
  right,
• 6:50
  because
• 6:50
  the
• 6:50
  men
• 6:50
  were
• 6:50
  gonna
• 6:50
  run
• 6:51
  the
• 6:51
  company,
• 6:51
  I
• 6:52
  told
• 6:52
  my
• 6:52
  boss
• 6:53
  at
• 6:53
  the
• 6:53
  time,
• 6:53
  when
• 6:54
  I
• 6:54
  found
• 6:54
  my
• 6:54
  new
• 6:55
  job
• 6:55
  in
• 6:55
  software,
• 6:56
  I
• 6:56
  said,
• 6:56
  I
• 6:56
  got
• 6:57
  this
• 6:57
  new
• 6:57
  job
• 6:57
  and
• 6:57
  I'm
• 6:58
  gonna
• 6:58
  make
• 6:58
  50%
• 6:59
  more
• 7:00
  than
• 7:00
  I'm
• 7:00
  making
• 7:01
  here.
• 7:01
  And
• 7:01
  he
• 7:01
  said,
• 7:02
  maria,
• 7:02
  they're
• 7:03
  lying
• 7:03
  to
• 7:03
  you.
• 7:03
  That's
• 7:04
  not
• 7:04
  possible.
• 7:04
  Okay,
• 7:05
  So
• 7:05
  I
• 7:06
  was
• 7:06
  peed
• 7:06
  off,
• 7:07
  right?
• 7:07
  I
• 7:07
  was
• 7:07
  very
• 7:08
  mad.
• 7:08
  And
• 7:09
  so
• 7:09
  I
• 7:09
  was.
• 7:09
  I
• 7:10
  was
• 7:10
  held
• 7:10
  bent
• 7:10
  to
• 7:10
  prove
• 7:10
  him
• 7:11
  wrong.
• 7:11
  And
• 7:11
  then
• 7:11
  I
• 7:11
  went
• 7:11
  to
• 7:11
  that
• 7:11
  other
• 7:12
  job
• 7:12
  and
• 7:12
  I
• 7:12
  got
• 7:12
  laid
• 7:12
  off.
• 7:13
  And
• 7:13
  I
• 7:13
  was
• 7:13
  like,
• 7:13
  oh,
• 7:13
  my
• 7:14
  God,
• 7:14
  he
• 7:14
  was
• 7:14
  right.
• 7:15
  And
• 7:15
  then
• 7:15
  I
• 7:15
  went
• 7:15
  to
• 7:16
  job
• 7:16
  after
• 7:17
  that,
• 7:17
  got
• 7:17
  in
• 7:17
  my
• 7:18
  groove,
• 7:18
  learned
• 7:19
  how
• 7:19
  I
• 7:19
  can
• 7:19
  sell
• 7:19
  in
• 7:20
  a
• 7:20
  way
• 7:20
  that
• 7:20
  felt
• 7:20
  really
• 7:20
  good
• 7:21
  to
• 7:21
  me.
• 7:21
  And
• 7:22
  that's
• 7:22
  when
• 7:23
  I
• 7:23
  not
• 7:23
  only
• 7:24
  made
• 7:24
  50%
• 7:25
  more,
• 7:25
  I
• 7:25
  tripled
• 7:26
  my
• 7:26
  income
• 7:27
  in
• 7:27
  less
• 7:27
  than
• 7:27
  a
• 7:27
  year.
• 7:28
  So
• 7:28
  I
• 7:28
  proved
• 7:29
  him
• 7:29
  wrong.
• 7:30
  Amazing
• 7:30
  story.
• 7:31
  I
• 7:31
  love
• 7:31
  that.
• 7:31
  So
• 7:32
  much
• 7:32
  girl
• 7:32
  power
• 7:32
  in
• 7:32
  there
• 7:33
  as
• 7:33
  well.
• 7:33
  And
• 7:33
  you're
• 7:33
  definitely
• 7:34
  like
• 7:34
  me,
• 7:34
  where
• 7:34
  when
• 7:35
  someone
• 7:35
  tells
• 7:35
  you
• 7:35
  it's
• 7:35
  not
• 7:36
  possible,
• 7:36
  that,
• 7:36
  like,
• 7:37
  drives
• 7:37
  you
• 7:37
  to
• 7:37
  prove
• 7:38
  them
• 7:38
  wrong
• 7:38
  as
• 7:38
  well,
• 7:39
  which
• 7:39
  is
• 7:39
  fantastic.
• 7:40
  So
• 7:40
  you
• 7:40
  had
• 7:40
  this
• 7:41
  sales
• 7:41
  job,
• 7:41
  you
• 7:41
  realize
• 7:42
  you
• 7:42
  were
• 7:42
  good
• 7:42
  at
• 7:42
  sales.
• 7:43
  So
• 7:43
  how
• 7:43
  did
• 7:43
  you
• 7:43
  end
• 7:43
  up
• 7:44
  then
• 7:44
  teaching
• 7:44
  people
• 7:44
  about
• 7:45
  sales
• 7:45
  and.
• 7:45
  Yeah,
• 7:46
  being
• 7:46
  the
• 7:46
  person
• 7:47
  that
• 7:47
  was
• 7:47
  like
• 7:47
  your
• 7:47
  boss
• 7:48
  but
• 7:48
  to
• 7:48
  other
• 7:48
  people.
• 7:49
  Yeah,
• 7:50
  I
• 7:50
  never
• 7:50
  envisioned
• 7:51
  that,
• 7:51
  really.
• 7:52
  It's
• 7:52
  just
• 7:52
  that
• 7:52
  I
• 7:52
  got
• 7:53
  burned
• 7:53
  out
• 7:53
  in
• 7:53
  software
• 7:54
  sales
• 7:54
  because
• 7:54
  it's
• 7:54
  a
• 7:54
  very
• 7:55
  high
• 7:55
  burnout
• 7:55
  rate.
• 7:56
  Most
• 7:56
  people
• 7:56
  last
• 7:56
  like
• 7:57
  four
• 7:57
  years.
• 7:57
  I
• 7:58
  lasted
• 7:58
  over
• 7:58
  10.
• 8:00
  And
• 8:00
  so
• 8:00
  it
• 8:00
  was
• 8:00
  one
• 8:00
  of
• 8:01
  those
• 8:01
  things
• 8:01
  where
• 8:01
  I
• 8:01
  was
• 8:01
  doing
• 8:01
  really
• 8:02
  well
• 8:02
  and
• 8:02
  making
• 8:02
  a
• 8:02
  lot
• 8:03
  of
• 8:03
  money.
• 8:03
  And
• 8:04
  it
• 8:04
  was
• 8:04
  hard
• 8:04
  for
• 8:05
  me
• 8:05
  to
• 8:05
  leave
• 8:05
  because
• 8:05
  I
• 8:05
  didn't
• 8:06
  want
• 8:06
  to
• 8:06
  start
• 8:06
  over
• 8:07
  right.
• 8:07
  And
• 8:07
  make
• 8:08
  nothing.
• 8:08
  But
• 8:09
  at
• 8:09
  some
• 8:09
  point,
• 8:09
  I
• 8:09
  think
• 8:10
  I
• 8:10
  just
• 8:10
  got
• 8:11
  burned
• 8:11
  out
• 8:11
  enough,
• 8:12
  and
• 8:12
  I
• 8:12
  just
• 8:12
  said,
• 8:13
  I'm
• 8:13
  done
• 8:13
  with
• 8:13
  it.
• 8:14
  And
• 8:14
  so,
• 8:14
  thankfully,
• 8:15
  I'd
• 8:15
  saved
• 8:15
  a
• 8:15
  bunch
• 8:15
  of
• 8:15
  money
• 8:16
  so
• 8:16
  I
• 8:16
  could
• 8:16
  take
• 8:17
  my
• 8:17
  time
• 8:17
  to
• 8:17
  figure
• 8:17
  that
• 8:18
  out.
• 8:18
  Long
• 8:18
  story
• 8:19
  short,
• 8:19
  I
• 8:19
  started
• 8:20
  consulting
• 8:21
  for
• 8:21
  people,
• 8:22
  and
• 8:22
  I
• 8:22
  met
• 8:22
  this
• 8:23
  woman
• 8:23
  who
• 8:24
  asked
• 8:24
  me
• 8:24
  to
• 8:25
  create
• 8:25
  a
• 8:25
  sales
• 8:25
  program
• 8:26
  for
• 8:26
  her.
• 8:26
  And
• 8:26
  she
• 8:27
  was
• 8:27
  an
• 8:27
  interior
• 8:27
  designer
• 8:28
  and
• 8:28
  had
• 8:28
  an
• 8:28
  online
• 8:29
  business.
• 8:29
  And
• 8:29
  at
• 8:30
  that
• 8:30
  time,
• 8:30
  online
• 8:30
  businesses
• 8:31
  were
• 8:31
  starting
• 8:31
  to
• 8:32
  take
• 8:32
  off.
• 8:32
  And
• 8:33
  so
• 8:33
  I
• 8:33
  said,
• 8:34
  well,
• 8:34
  I
• 8:34
  didn't
• 8:34
  really
• 8:35
  have
• 8:35
  an
• 8:35
  idea
• 8:36
  to
• 8:36
  work
• 8:36
  with
• 8:36
  interior
• 8:37
  designers,
• 8:37
  but
• 8:38
  I'm
• 8:38
  going
• 8:38
  to.
• 8:38
  I'm
• 8:39
  going
• 8:39
  to
• 8:39
  work
• 8:39
  with
• 8:39
  you,
• 8:39
  because
• 8:40
  this
• 8:40
  is
• 8:40
  going
• 8:40
  to
• 8:40
  shortcut
• 8:41
  my
• 8:41
  path
• 8:41
  to
• 8:42
  learning
• 8:42
  how
• 8:42
  to
• 8:42
  work
• 8:43
  in
• 8:43
  the
• 8:43
  online
• 8:43
  space.
• 8:44
  And
• 8:44
  it's
• 8:44
  going
• 8:44
  to
• 8:44
  get
• 8:45
  out
• 8:45
  of
• 8:45
  my
• 8:45
  head
• 8:46
  onto
• 8:46
  paper,
• 8:47
  what
• 8:47
  I
• 8:47
  know
• 8:47
  how
• 8:47
  to
• 8:48
  do
• 8:48
  intrinsically
• 8:48
  now,
• 8:49
  and
• 8:49
  teach
• 8:49
  others
• 8:49
  how
• 8:50
  to
• 8:50
  do
• 8:50
  it.
• 8:50
  So
• 8:51
  when
• 8:51
  I
• 8:51
  created
• 8:51
  that
• 8:52
  course,
• 8:52
  she
• 8:53
  launched
• 8:53
  it
• 8:53
  and
• 8:54
  she
• 8:54
  said
• 8:54
  it
• 8:54
  was
• 8:54
  the
• 8:55
  biggest
• 8:55
  launch
• 8:56
  that
• 8:56
  she
• 8:56
  had
• 8:56
  ever
• 8:57
  had
• 8:57
  because
• 8:58
  everyone
• 8:58
  needed
• 8:58
  to
• 8:59
  learn
• 8:59
  how
• 8:59
  to
• 8:59
  sell.
• 8:59
  And
• 8:59
  at
• 9:00
  that
• 9:00
  point,
• 9:00
  I
• 9:01
  had
• 9:01
  not
• 9:01
  thought
• 9:01
  of
• 9:01
  prior
• 9:02
  to
• 9:02
  that,
• 9:02
  like,
• 9:03
  people
• 9:03
  need
• 9:03
  to
• 9:03
  learn
• 9:03
  how
• 9:03
  to
• 9:04
  sell.
• 9:04
  Like,
• 9:04
  the
• 9:05
  only
• 9:05
  thing
• 9:05
  I
• 9:06
  thought
• 9:06
  of
• 9:06
  was
• 9:06
  I
• 9:07
  would
• 9:07
  have
• 9:07
  to
• 9:07
  sell
• 9:08
  someone
• 9:08
  else's
• 9:08
  products
• 9:09
  or
• 9:09
  services.
• 9:09
  Right.
• 9:10
  And
• 9:10
  I
• 9:10
  just
• 9:10
  didn't
• 9:10
  have
• 9:10
  it
• 9:11
  in
• 9:11
  my
• 9:11
  head
• 9:11
  that
• 9:11
  I
• 9:11
  could
• 9:11
  teach
• 9:12
  people
• 9:12
  how
• 9:12
  to
• 9:12
  do
• 9:12
  this,
• 9:12
  that
• 9:13
  this
• 9:13
  was
• 9:13
  a
• 9:13
  marketable
• 9:14
  skill.
• 9:14
  But
• 9:14
  when
• 9:15
  I
• 9:15
  realized
• 9:15
  that,
• 9:16
  I
• 9:16
  realized
• 9:16
  how
• 9:17
  much
• 9:17
  money
• 9:17
  I
• 9:17
  was
• 9:18
  sitting
• 9:18
  on
• 9:18
  and
• 9:18
  how
• 9:19
  much
• 9:19
  people
• 9:20
  needed
• 9:20
  what
• 9:21
  I
• 9:21
  know,
• 9:21
  especially
• 9:22
  women,
• 9:22
  because
• 9:23
  we
• 9:23
  don't
• 9:23
  sell
• 9:23
  the
• 9:24
  same
• 9:24
  way
• 9:24
  as
• 9:24
  most
• 9:24
  men
• 9:25
  do.
• 9:25
  It's
• 9:25
  just.
• 9:26
  It's
• 9:26
  a
• 9:26
  different
• 9:26
  feeling.
• 9:27
  And
• 9:27
  so
• 9:28
  that's
• 9:28
  when
• 9:28
  I
• 9:29
  started
• 9:29
  realizing
• 9:30
  how
• 9:30
  much
• 9:31
  people
• 9:31
  needed
• 9:31
  this
• 9:32
  and
• 9:32
  how
• 9:32
  valuable
• 9:32
  it
• 9:33
  would
• 9:33
  be.
• 9:33
  And
• 9:33
  then
• 9:33
  that
• 9:34
  got
• 9:34
  me
• 9:34
  excited
• 9:35
  because
• 9:35
  I
• 9:35
  love
• 9:36
  to
• 9:36
  help
• 9:36
  people
• 9:37
  see
• 9:37
  what's
• 9:37
  possible.
• 9:38
  I
• 9:38
  love
• 9:38
  to
• 9:38
  help
• 9:38
  them
• 9:39
  see
• 9:39
  that
• 9:39
  they
• 9:40
  could
• 9:40
  take
• 9:40
  something
• 9:40
  that
• 9:40
  they
• 9:41
  hated
• 9:41
  and
• 9:42
  make
• 9:42
  it
• 9:42
  something
• 9:42
  that
• 9:42
  they
• 9:42
  love.
• 9:43
  In
• 9:43
  fact,
• 9:43
  I've
• 9:44
  got
• 9:44
  a
• 9:44
  client
• 9:44
  who.
• 9:45
  She
• 9:45
  was
• 9:46
  a
• 9:46
  planner
• 9:46
  turned
• 9:47
  floral
• 9:47
  designer.
• 9:48
  So
• 9:48
  interesting
• 9:49
  story.
• 9:49
  She
• 9:49
  joined
• 9:50
  my
• 9:51
  program
• 9:51
  back
• 9:52
  in
• 9:52
  during
• 9:52
  COVID
• 9:53
  and
• 9:54
  she
• 9:54
  said.
• 9:55
  The
• 9:55
  first
• 9:55
  thing
• 9:55
  she
• 9:55
  said
• 9:56
  on.
• 9:56
  On
• 9:56
  my
• 9:56
  discovery
• 9:57
  call
• 9:57
  with
• 9:57
  her
• 9:57
  was,
• 9:57
  I
• 9:57
  hate
• 9:58
  selling.
• 9:58
  And
• 9:58
  I'm
• 9:58
  like,
• 9:59
  okay,
• 9:59
  that's
• 9:59
  fine.
• 10:00
  You'll.
• 10:00
  You'll
• 10:01
  like
• 10:01
  it
• 10:01
  by
• 10:01
  the
• 10:01
  time
• 10:01
  we're
• 10:02
  done
• 10:02
  here
• 10:03
  and
• 10:03
  within.
• 10:04
  I
• 10:04
  don't
• 10:04
  even
• 10:04
  remember
• 10:04
  how
• 10:04
  long
• 10:05
  it
• 10:05
  was,
• 10:05
  but
• 10:05
  she
• 10:05
  posted
• 10:06
  in
• 10:06
  the
• 10:06
  group
• 10:06
  and
• 10:06
  she
• 10:06
  said,
• 10:06
  is
• 10:06
  it
• 10:07
  weird
• 10:07
  to
• 10:07
  say
• 10:08
  that
• 10:08
  all
• 10:08
  I
• 10:09
  want
• 10:09
  to
• 10:09
  do
• 10:09
  now
• 10:09
  is
• 10:09
  sell?
• 10:10
  Because
• 10:11
  I
• 10:11
  love
• 10:11
  it
• 10:11
  so
• 10:12
  much.
• 10:12
  Because
• 10:12
  it
• 10:12
  doesn't
• 10:12
  feel
• 10:13
  like
• 10:13
  selling.
• 10:13
  It's
• 10:14
  just
• 10:14
  connecting
• 10:14
  and
• 10:14
  having
• 10:14
  conversations
• 10:15
  with
• 10:15
  people.
• 10:16
  And
• 10:16
  that
• 10:16
  to
• 10:17
  me,
• 10:17
  was
• 10:17
  just
• 10:17
  music
• 10:18
  to
• 10:18
  my
• 10:18
  ears
• 10:18
  because
• 10:19
  I
• 10:19
  don't
• 10:19
  want
• 10:19
  it
• 10:19
  to
• 10:20
  feel
• 10:20
  like
• 10:20
  selling.
• 10:21
  Not
• 10:21
  the
• 10:21
  traditional
• 10:22
  way
• 10:22
  of
• 10:22
  selling.
• 10:22
  What
• 10:22
  people
• 10:23
  think
• 10:23
  of
• 10:23
  as
• 10:24
  selling,
• 10:24
  right.
• 10:24
  Is
• 10:25
  that
• 10:25
  used
• 10:25
  car
• 10:25
  salesman.
• 10:26
  So
• 10:27
  that
• 10:27
  was.
• 10:27
  That
• 10:28
  was
• 10:28
  a
• 10:28
  very
• 10:29
  big
• 10:29
  moment
• 10:29
  for
• 10:29
  me.
• 10:30
  I
• 10:30
  don't
• 10:30
  know
• 10:30
  if
• 10:31
  she
• 10:31
  realizes
• 10:31
  that,
• 10:31
  but
• 10:32
  it
• 10:32
  really
• 10:32
  made
• 10:32
  me
• 10:33
  feel
• 10:33
  good
• 10:33
  that
• 10:34
  she
• 10:34
  went
• 10:34
  from
• 10:35
  hating
• 10:35
  it
• 10:35
  to
• 10:36
  thinking
• 10:36
  it
• 10:36
  didn't
• 10:36
  even
• 10:36
  feel
• 10:36
  like
• 10:37
  selling.
• 10:37
  That's
• 10:37
  all
• 10:37
  she
• 10:37
  wanted
• 10:38
  to
• 10:38
  do
• 10:38
  and
• 10:38
  let
• 10:38
  her
• 10:38
  team
• 10:39
  do
• 10:39
  the
• 10:39
  rest.
• 10:39
  That's
• 10:39
  amazing.
• 10:40
  And
• 10:40
  I
• 10:41
  know
• 10:41
  that
• 10:41
  there's
• 10:41
  going
• 10:41
  to
• 10:41
  be
• 10:42
  people
• 10:42
  listening
• 10:43
  who
• 10:43
  are
• 10:43
  in
• 10:43
  the
• 10:43
  first
• 10:43
  space
• 10:44
  who
• 10:44
  are
• 10:45
  thinking,
• 10:45
  oh,
• 10:45
  my
• 10:46
  goodness
• 10:46
  me,
• 10:46
  I'M
• 10:47
  terrified
• 10:47
  of
• 10:47
  selling.
• 10:47
  I
• 10:48
  don't
• 10:48
  even
• 10:48
  like
• 10:48
  talking
• 10:48
  about
• 10:49
  selling.
• 10:49
  I
• 10:49
  don't
• 10:49
  even
• 10:49
  like
• 10:49
  hearing
• 10:50
  about
• 10:50
  selling.
• 10:50
  And
• 10:51
  they'll
• 10:51
  also
• 10:51
  be
• 10:51
  shouting
• 10:52
  into
• 10:52
  their
• 10:52
  headphones.
• 10:53
  But
• 10:53
  Maria,
• 10:54
  you
• 10:54
  said
• 10:54
  you
• 10:55
  love
• 10:55
  selling
• 10:55
  or
• 10:55
  you
• 10:55
  wanted
• 10:56
  to
• 10:56
  be
• 10:56
  into
• 10:56
  sales.
• 10:57
  But
• 10:57
  I
• 10:57
  don't
• 10:58
  feel
• 10:58
  that
• 10:58
  way.
• 10:58
  I
• 10:59
  just
• 10:59
  want
• 10:59
  to
• 10:59
  make
• 10:59
  cakes
• 11:00
  and
• 11:00
  I
• 11:00
  want
• 11:00
  to
• 11:00
  make
• 11:00
  flowers
• 11:01
  and
• 11:01
  even
• 11:01
  I
• 11:01
  feel
• 11:01
  it
• 11:02
  a
• 11:02
  little
• 11:02
  bit.
• 11:02
  When
• 11:02
  I
• 11:02
  used
• 11:02
  to
• 11:03
  work
• 11:03
  at
• 11:03
  the
• 11:03
  radio
• 11:04
  station,
• 11:04
  which
• 11:04
  is
• 11:04
  my
• 11:04
  background,
• 11:05
  we
• 11:05
  had
• 11:05
  the
• 11:05
  marketing
• 11:06
  department
• 11:06
  and
• 11:07
  the
• 11:07
  sales
• 11:07
  department
• 11:07
  and
• 11:07
  I
• 11:08
  was
• 11:08
  very
• 11:08
  much
• 11:09
  in
• 11:09
  the
• 11:09
  marketing
• 11:09
  department,
• 11:10
  absolutely
• 11:10
  loved
• 11:10
  it.
• 11:11
  Looked
• 11:11
  at
• 11:11
  the
• 11:11
  people
• 11:11
  doing
• 11:12
  the
• 11:12
  telesales
• 11:12
  and
• 11:13
  the
• 11:13
  radio
• 11:13
  ad
• 11:13
  sales
• 11:14
  and
• 11:14
  thought
• 11:14
  that
• 11:14
  is
• 11:14
  not
• 11:15
  me.
• 11:15
  But
• 11:15
  ultimately,
• 11:16
  when
• 11:16
  we're
• 11:16
  in
• 11:16
  our
• 11:17
  own
• 11:17
  business,
• 11:17
  we
• 11:17
  don't
• 11:18
  necessarily
• 11:18
  have
• 11:18
  the
• 11:18
  luxury
• 11:19
  of
• 11:19
  having
• 11:19
  a
• 11:19
  sales
• 11:20
  department
• 11:20
  and
• 11:20
  a
• 11:20
  marketing
• 11:21
  department.
• 11:21
  It's
• 11:21
  just
• 11:22
  us.
• 11:22
  So
• 11:23
  the
• 11:23
  first
• 11:23
  objections
• 11:24
  people
• 11:24
  are
• 11:24
  going
• 11:24
  to
• 11:24
  be
• 11:25
  saying
• 11:25
  is
• 11:25
  I
• 11:25
  can't
• 11:26
  do
• 11:26
  it,
• 11:26
  I'm
• 11:26
  not
• 11:26
  like
• 11:27
  you,
• 11:27
  it's
• 11:27
  sleazy
• 11:28
  to
• 11:28
  sell.
• 11:28
  I
• 11:28
  don't
• 11:28
  want
• 11:29
  to
• 11:29
  sell,
• 11:29
  I
• 11:29
  want
• 11:30
  to
• 11:30
  give
• 11:30
  my
• 11:30
  couple
• 11:30
  space.
• 11:31
  So
• 11:31
  if
• 11:31
  you've
• 11:31
  got
• 11:32
  any
• 11:32
  first
• 11:32
  thoughts,
• 11:33
  if
• 11:33
  that's
• 11:33
  what
• 11:34
  they're
• 11:34
  thinking
• 11:34
  before
• 11:35
  they
• 11:35
  tune
• 11:35
  out.
• 11:36
  Yeah,
• 11:36
  that
• 11:37
  it's
• 11:37
  a
• 11:37
  great,
• 11:37
  it's
• 11:38
  a
• 11:38
  great
• 11:38
  question.
• 11:38
  Because
• 11:39
  everyone
• 11:39
  feels
• 11:39
  that
• 11:39
  way,
• 11:40
  right.
• 11:40
  There's
• 11:40
  very
• 11:41
  few
• 11:41
  people
• 11:41
  that
• 11:41
  come
• 11:41
  to
• 11:41
  me
• 11:41
  and
• 11:41
  say,
• 11:42
  oh,
• 11:42
  I
• 11:42
  love
• 11:42
  selling
• 11:43
  now
• 11:43
  some
• 11:43
  do
• 11:44
  and
• 11:44
  that's
• 11:44
  great.
• 11:44
  But
• 11:45
  the
• 11:45
  majority
• 11:46
  do
• 11:46
  not.
• 11:46
  The
• 11:47
  majority
• 11:47
  of
• 11:47
  people,
• 11:47
  especially
• 11:48
  in
• 11:48
  this
• 11:48
  industry,
• 11:49
  are
• 11:49
  in
• 11:49
  this
• 11:49
  industry
• 11:50
  because
• 11:50
  they're
• 11:50
  creative.
• 11:51
  They're
• 11:51
  in
• 11:51
  this
• 11:51
  industry
• 11:52
  because
• 11:52
  they
• 11:52
  love
• 11:53
  what
• 11:53
  they
• 11:53
  do
• 11:53
  it
• 11:54
  because
• 11:54
  they're
• 11:54
  artists,
• 11:55
  not
• 11:56
  because
• 11:56
  they're
• 11:56
  necessarily
• 11:58
  business
• 11:58
  people
• 11:58
  or
• 11:59
  salespeople.
• 11:59
  But
• 12:00
  my,
• 12:00
  my
• 12:01
  message
• 12:01
  to
• 12:01
  them
• 12:02
  is
• 12:02
  you're
• 12:03
  not
• 12:03
  a
• 12:03
  photographer,
• 12:04
  you're
• 12:04
  not
• 12:04
  a
• 12:04
  planner,
• 12:05
  you're
• 12:05
  not
• 12:05
  a
• 12:05
  stationer,
• 12:06
  you're
• 12:06
  not
• 12:06
  an
• 12:06
  officiate,
• 12:07
  you're
• 12:07
  not
• 12:07
  any
• 12:08
  of
• 12:08
  those
• 12:08
  things.
• 12:08
  You
• 12:08
  are
• 12:09
  a
• 12:09
  salesperson
• 12:09
  that
• 12:10
  happens
• 12:10
  to
• 12:10
  sell
• 12:11
  officiating
• 12:12
  services,
• 12:12
  photography
• 12:13
  services,
• 12:13
  planning
• 12:14
  services.
• 12:15
  That's
• 12:15
  what
• 12:16
  you
• 12:16
  essentially
• 12:16
  are.
• 12:17
  You
• 12:17
  are
• 12:17
  a
• 12:17
  for
• 12:18
  profit
• 12:19
  business.
• 12:19
  And
• 12:20
  I
• 12:20
  think
• 12:20
  a
• 12:20
  lot
• 12:20
  of
• 12:20
  times
• 12:21
  in
• 12:21
  this
• 12:21
  industry
• 12:22
  we
• 12:22
  forget
• 12:22
  about
• 12:22
  the
• 12:22
  profit
• 12:23
  part
• 12:23
  and
• 12:23
  we
• 12:24
  focus
• 12:24
  so
• 12:24
  much
• 12:24
  on
• 12:24
  the
• 12:24
  art.
• 12:25
  But
• 12:26
  there's
• 12:26
  so
• 12:26
  many
• 12:27
  starving
• 12:27
  artists
• 12:28
  out
• 12:28
  there
• 12:28
  that
• 12:29
  the
• 12:29
  reason
• 12:30
  why
• 12:30
  they're
• 12:30
  starving
• 12:31
  is
• 12:31
  because
• 12:32
  they
• 12:32
  don't
• 12:32
  know
• 12:32
  how
• 12:32
  to
• 12:33
  sell
• 12:33
  themselves,
• 12:34
  they
• 12:34
  don't
• 12:34
  know
• 12:34
  how
• 12:34
  to
• 12:34
  sell
• 12:35
  their
• 12:35
  services,
• 12:35
  they
• 12:36
  don't
• 12:36
  know
• 12:36
  how
• 12:36
  to
• 12:36
  value
• 12:37
  what
• 12:37
  they
• 12:37
  do
• 12:38
  and
• 12:38
  articulate
• 12:39
  that
• 12:40
  to
• 12:40
  their
• 12:40
  clients.
• 12:40
  And
• 12:41
  if
• 12:41
  they
• 12:41
  knew
• 12:41
  that
• 12:42
  and
• 12:42
  how
• 12:42
  to
• 12:42
  do
• 12:42
  it
• 12:43
  better,
• 12:43
  especially
• 12:43
  in
• 12:44
  a
• 12:44
  way
• 12:44
  that
• 12:45
  doesn't
• 12:45
  feel
• 12:45
  like
• 12:45
  selling,
• 12:46
  oh,
• 12:46
  you
• 12:46
  better
• 12:47
  believe
• 12:47
  they
• 12:47
  do
• 12:47
  it
• 12:47
  more
• 12:47
  often.
• 12:48
  And
• 12:48
  you
• 12:48
  Better
• 12:48
  believe
• 12:49
  they
• 12:49
  love
• 12:49
  it
• 12:49
  more.
• 12:50
  But
• 12:50
  I
• 12:50
  think
• 12:50
  it
• 12:50
  takes
• 12:50
  a
• 12:51
  shift
• 12:51
  in
• 12:51
  your
• 12:52
  thinking
• 12:52
  that
• 12:52
  this
• 12:53
  is
• 12:53
  a
• 12:53
  business
• 12:53
  that
• 12:53
  I'm
• 12:54
  running.
• 12:54
  I
• 12:54
  just
• 12:54
  happen
• 12:55
  to
• 12:55
  be
• 12:55
  selling
• 12:56
  photography
• 12:56
  services
• 12:57
  or
• 12:57
  planning
• 12:58
  services
• 12:58
  or
• 12:58
  whatever.
• 12:59
  Whatever
• 12:59
  it
• 12:59
  is
• 12:59
  that
• 13:00
  you're
• 13:00
  selling,
• 13:00
  you
• 13:01
  are
• 13:01
  a
• 13:01
  salesperson.
• 13:02
  It's
• 13:02
  just
• 13:02
  that
• 13:03
  we've
• 13:03
  been
• 13:03
  brought
• 13:03
  up,
• 13:04
  so
• 13:04
  to
• 13:04
  speak,
• 13:04
  to
• 13:05
  believe
• 13:05
  and
• 13:06
  to
• 13:06
  see
• 13:06
  bad
• 13:07
  examples
• 13:07
  of
• 13:07
  selling.
• 13:08
  And
• 13:08
  those
• 13:08
  examples
• 13:09
  can
• 13:09
  work,
• 13:10
  but
• 13:10
  they
• 13:10
  don't
• 13:10
  feel
• 13:11
  good
• 13:11
  to
• 13:11
  everybody,
• 13:11
  and
• 13:12
  they
• 13:12
  certainly
• 13:12
  don't
• 13:12
  feel
• 13:13
  good
• 13:13
  to
• 13:13
  me.
• 13:13
  And
• 13:13
  that's
• 13:14
  not
• 13:14
  what
• 13:14
  we
• 13:14
  teach.
• 13:14
  And
• 13:15
  that's.
• 13:15
  That's
• 13:15
  primarily
• 13:16
  why
• 13:16
  people
• 13:16
  are
• 13:16
  attracted
• 13:17
  to
• 13:17
  what
• 13:17
  I
• 13:17
  do,
• 13:18
  is
• 13:18
  because
• 13:18
  they
• 13:18
  don't
• 13:19
  want
• 13:19
  to
• 13:19
  feel
• 13:19
  salesy
• 13:20
  or
• 13:20
  smarmy
• 13:21
  or,
• 13:21
  you
• 13:21
  know,
• 13:22
  all
• 13:22
  of
• 13:22
  those
• 13:22
  words
• 13:22
  that
• 13:23
  come
• 13:23
  to
• 13:23
  mind
• 13:23
  when
• 13:23
  you
• 13:23
  think
• 13:23
  of
• 13:24
  selling,
• 13:24
  you
• 13:24
  know,
• 13:24
  but
• 13:25
  it's.
• 13:25
  It's.
• 13:25
  If
• 13:26
  you
• 13:26
  don't
• 13:26
  learn
• 13:26
  it,
• 13:27
  you
• 13:27
  will
• 13:27
  be
• 13:27
  out
• 13:27
  of
• 13:27
  business.
• 13:28
  You
• 13:28
  have
• 13:29
  to
• 13:29
  learn
• 13:29
  it.
• 13:29
  And
• 13:30
  the
• 13:30
  people.
• 13:30
  Think
• 13:30
  about
• 13:31
  all
• 13:31
  the.
• 13:31
  The
• 13:31
  people
• 13:32
  that
• 13:32
  you
• 13:32
  admire
• 13:33
  online
• 13:34
  or,
• 13:34
  you
• 13:35
  know,
• 13:35
  anywhere,
• 13:35
  they're
• 13:36
  really
• 13:36
  good
• 13:36
  at
• 13:36
  sales.
• 13:37
  It
• 13:37
  just
• 13:37
  doesn't
• 13:37
  seem
• 13:38
  like
• 13:38
  it
• 13:38
  because
• 13:38
  it's
• 13:39
  so
• 13:39
  natural
• 13:39
  to
• 13:40
  them.
• 13:40
  And
• 13:40
  when
• 13:41
  you
• 13:41
  learn
• 13:41
  step
• 13:41
  by
• 13:42
  step
• 13:42
  how
• 13:42
  to
• 13:42
  articulate
• 13:43
  your
• 13:43
  value,
• 13:44
  it
• 13:44
  will
• 13:44
  become
• 13:45
  natural
• 13:45
  to
• 13:45
  you.
• 13:45
  It's
• 13:46
  just
• 13:46
  that
• 13:46
  you
• 13:46
  never
• 13:46
  learned
• 13:46
  it
• 13:47
  before,
• 13:47
  but
• 13:47
  once
• 13:47
  you
• 13:48
  learn
• 13:48
  that,
• 13:48
  it's
• 13:49
  a
• 13:49
  whole
• 13:49
  different
• 13:49
  ballgame.
• 13:50
  Love
• 13:50
  all
• 13:50
  of
• 13:50
  that.
• 13:51
  And
• 13:51
  it
• 13:51
  definitely
• 13:51
  starts
• 13:52
  with
• 13:52
  mindset.
• 13:52
  I
• 13:53
  think
• 13:53
  that's
• 13:53
  the
• 13:53
  biggest
• 13:53
  thing
• 13:54
  we
• 13:54
  have
• 13:54
  to
• 13:54
  overcome
• 13:55
  at
• 13:55
  the
• 13:55
  beginning.
• 13:55
  There's
• 13:55
  an
• 13:56
  examp
• 13:56
  example
• 13:56
  I
• 13:56
  often
• 13:56
  give
• 13:57
  to
• 13:57
  my
• 13:57
  clients
• 13:57
  when
• 13:57
  I'm
• 13:58
  teaching
• 13:58
  workshops.
• 13:58
  If
• 13:59
  I'm
• 13:59
  talking
• 13:59
  about
• 13:59
  marketing
• 14:00
  and
• 14:00
  the
• 14:00
  difference
• 14:00
  between
• 14:00
  marketing
• 14:01
  and
• 14:01
  sales,
• 14:01
  and
• 14:01
  I
• 14:02
  say
• 14:02
  the
• 14:02
  person
• 14:02
  holding
• 14:03
  you
• 14:03
  back
• 14:03
  from
• 14:03
  selling
• 14:04
  often
• 14:04
  is
• 14:04
  you.
• 14:05
  Because
• 14:05
  you're
• 14:06
  so
• 14:06
  scared
• 14:06
  of
• 14:06
  selling,
• 14:06
  you
• 14:07
  actually
• 14:07
  do
• 14:07
  the
• 14:07
  opposite.
• 14:08
  You
• 14:08
  start
• 14:08
  pushing
• 14:08
  people
• 14:09
  away
• 14:09
  because
• 14:09
  you
• 14:09
  don't
• 14:09
  want
• 14:10
  to
• 14:10
  sell.
• 14:10
  I
• 14:10
  said,
• 14:10
  imagine
• 14:11
  tonight
• 14:11
  you're
• 14:12
  hungry
• 14:12
  and
• 14:13
  you
• 14:13
  need
• 14:13
  a
• 14:13
  loaf
• 14:13
  of
• 14:14
  bread.
• 14:14
  And
• 14:14
  you
• 14:14
  go
• 14:14
  to
• 14:14
  the
• 14:15
  shop
• 14:15
  over
• 14:15
  the
• 14:15
  road
• 14:15
  and
• 14:16
  you
• 14:16
  go
• 14:16
  to
• 14:16
  the
• 14:16
  counter
• 14:16
  with
• 14:17
  your
• 14:17
  loaf
• 14:17
  of
• 14:17
  bread,
• 14:18
  take
• 14:18
  it
• 14:18
  to
• 14:18
  the
• 14:18
  till
• 14:19
  to
• 14:19
  buy
• 14:19
  it,
• 14:19
  and
• 14:19
  as
• 14:20
  you
• 14:20
  hand
• 14:20
  it
• 14:20
  over,
• 14:20
  they
• 14:20
  go,
• 14:21
  do
• 14:21
  you
• 14:21
  want
• 14:21
  to
• 14:21
  think
• 14:21
  about
• 14:22
  that?
• 14:22
  Do
• 14:22
  you
• 14:22
  want
• 14:22
  to
• 14:22
  come
• 14:22
  back
• 14:22
  tomorrow?
• 14:23
  Do
• 14:23
  you
• 14:23
  want
• 14:24
  to.
• 14:24
  Are
• 14:24
  you
• 14:24
  sure
• 14:24
  you
• 14:24
  want
• 14:24
  to
• 14:24
  pay
• 14:25
  that
• 14:25
  much
• 14:25
  for
• 14:25
  the
• 14:25
  bread?
• 14:25
  Do
• 14:26
  you
• 14:26
  want
• 14:26
  to
• 14:26
  come
• 14:26
  back
• 14:26
  next
• 14:27
  week
• 14:27
  and
• 14:27
  tell
• 14:27
  me
• 14:27
  whether
• 14:28
  the
• 14:28
  bread.
• 14:28
  We
• 14:29
  would
• 14:29
  be
• 14:29
  going
• 14:29
  crazy
• 14:30
  because
• 14:30
  we
• 14:30
  have
• 14:30
  a
• 14:30
  need
• 14:31
  and
• 14:31
  we
• 14:31
  want
• 14:31
  the
• 14:31
  product.
• 14:32
  Yet
• 14:32
  on
• 14:33
  a
• 14:33
  bigger
• 14:33
  scale.
• 14:33
  That's
• 14:33
  what
• 14:34
  we
• 14:34
  often
• 14:34
  do
• 14:34
  as
• 14:35
  wedding
• 14:35
  business
• 14:35
  owners.
• 14:35
  When
• 14:36
  we're
• 14:36
  scared
• 14:36
  of
• 14:36
  selling,
• 14:37
  we
• 14:37
  actually
• 14:37
  push
• 14:38
  people
• 14:38
  away.
• 14:38
  Exactly.
• 14:39
  Because
• 14:39
  people
• 14:40
  are
• 14:40
  afraid
• 14:40
  to
• 14:40
  talk
• 14:40
  about
• 14:41
  price.
• 14:41
  They're
• 14:41
  afraid
• 14:42
  to
• 14:42
  ask
• 14:42
  for
• 14:43
  what
• 14:43
  they
• 14:44
  deserve
• 14:44
  and
• 14:45
  what
• 14:45
  they,
• 14:47
  you
• 14:47
  know,
• 14:47
  their
• 14:48
  value.
• 14:48
  And
• 14:49
  quite
• 14:49
  honestly,
• 14:49
  a
• 14:49
  lot
• 14:49
  of
• 14:50
  people,
• 14:50
  especially
• 14:50
  in
• 14:50
  this
• 14:51
  industry,
• 14:51
  devalue
• 14:52
  themselves.
• 14:52
  They
• 14:53
  undervalue
• 14:54
  themselves.
• 14:54
  And
• 14:55
  part
• 14:55
  of
• 14:56
  the,
• 14:57
  the
• 14:57
  joy
• 14:57
  that
• 14:57
  I
• 14:57
  get
• 14:58
  when
• 14:58
  I
• 14:58
  work
• 14:58
  with
• 14:58
  people
• 14:59
  is
• 14:59
  really
• 14:59
  showing
• 15:00
  them
• 15:00
  that
• 15:00
  more
• 15:00
  is
• 15:00
  possible,
• 15:01
  that
• 15:01
  they
• 15:01
  are
• 15:02
  worth
• 15:02
  more,
• 15:03
  that
• 15:03
  they're.
• 15:03
  They're
• 15:04
  charging
• 15:05
  so
• 15:05
  little
• 15:05
  that
• 15:06
  they're
• 15:06
  not
• 15:06
  making
• 15:06
  a
• 15:07
  living.
• 15:07
  And
• 15:07
  it's
• 15:08
  almost
• 15:08
  like
• 15:09
  sometimes
• 15:09
  I
• 15:09
  see
• 15:09
  that
• 15:10
  relief
• 15:10
  on
• 15:10
  their,
• 15:10
  on
• 15:11
  their
• 15:11
  faces,
• 15:11
  like,
• 15:11
  oh,
• 15:12
  my
• 15:12
  gosh,
• 15:12
  I'm
• 15:12
  getting.
• 15:12
  I'm.
• 15:13
  I'm
• 15:13
  being
• 15:13
  given
• 15:13
  permission
• 15:14
  to
• 15:14
  charge
• 15:15
  what
• 15:15
  I
• 15:15
  think
• 15:15
  I'm
• 15:15
  worth.
• 15:16
  And
• 15:16
  when
• 15:16
  you
• 15:17
  are
• 15:17
  with
• 15:17
  other
• 15:17
  people
• 15:18
  that
• 15:18
  are
• 15:18
  charging
• 15:19
  in
• 15:19
  your
• 15:20
  mind
• 15:20
  so
• 15:20
  much
• 15:21
  more
• 15:21
  than
• 15:21
  what
• 15:21
  you're
• 15:21
  charging,
• 15:22
  the
• 15:22
  beauty
• 15:22
  of
• 15:23
  that
• 15:23
  is
• 15:23
  you
• 15:24
  see
• 15:24
  what's
• 15:24
  possible.
• 15:25
  You
• 15:25
  see
• 15:25
  that,
• 15:26
  oh,
• 15:26
  my
• 15:26
  gosh,
• 15:26
  I've
• 15:26
  been
• 15:26
  undercharging
• 15:27
  for
• 15:27
  all
• 15:27
  these
• 15:28
  years,
• 15:28
  but
• 15:28
  it
• 15:29
  is
• 15:29
  possible.
• 15:29
  People
• 15:30
  are
• 15:30
  closing,
• 15:31
  you
• 15:31
  know,
• 15:31
  booking
• 15:32
  clients
• 15:32
  at
• 15:32
  these
• 15:33
  much
• 15:33
  higher
• 15:33
  rates.
• 15:34
  And
• 15:34
  that's.
• 15:35
  That
• 15:36
  makes
• 15:36
  me
• 15:36
  feel
• 15:36
  so
• 15:36
  good
• 15:37
  because
• 15:37
  it,
• 15:38
  it
• 15:38
  just
• 15:38
  expands
• 15:39
  your
• 15:40
  awareness
• 15:40
  and
• 15:40
  expands
• 15:41
  what
• 15:41
  you
• 15:41
  think
• 15:42
  is
• 15:42
  available
• 15:43
  to
• 15:43
  you
• 15:43
  in
• 15:43
  this
• 15:43
  life.
• 15:44
  Okay,
• 15:44
  so
• 15:44
  we've
• 15:44
  changed
• 15:45
  our
• 15:45
  mindset.
• 15:45
  You've
• 15:46
  mentioned
• 15:46
  something
• 15:46
  else
• 15:47
  a
• 15:47
  couple
• 15:47
  of
• 15:47
  times
• 15:47
  that
• 15:47
  I
• 15:48
  want
• 15:48
  to
• 15:48
  touch
• 15:48
  on
• 15:48
  a
• 15:48
  little
• 15:48
  bit.
• 15:49
  And
• 15:49
  that's
• 15:49
  how
• 15:49
  we
• 15:50
  don't
• 15:50
  have
• 15:50
  to
• 15:50
  sell
• 15:51
  like
• 15:51
  a
• 15:51
  sleazy
• 15:51
  person.
• 15:51
  We
• 15:52
  don't
• 15:52
  have
• 15:52
  to
• 15:52
  do
• 15:52
  the
• 15:52
  old
• 15:53
  school
• 15:53
  way
• 15:53
  of
• 15:53
  selling.
• 15:53
  We
• 15:54
  can
• 15:54
  be
• 15:54
  more
• 15:54
  natural
• 15:55
  and
• 15:55
  we
• 15:55
  can
• 15:55
  talk
• 15:55
  more
• 15:56
  about
• 15:56
  value.
• 15:57
  So
• 15:57
  will
• 15:57
  you
• 15:57
  talk
• 15:58
  a
• 15:58
  little
• 15:58
  bit
• 15:58
  more
• 15:58
  to
• 15:58
  us
• 15:59
  about
• 15:59
  what
• 16:00
  means
• 16:00
  in
• 16:00
  practice?
• 16:00
  If
• 16:00
  we're
• 16:01
  a
• 16:01
  wedding
• 16:01
  business
• 16:01
  owner
• 16:02
  listening
• 16:02
  to
• 16:02
  this
• 16:02
  and
• 16:03
  we're
• 16:03
  thinking,
• 16:03
  okay,
• 16:03
  we
• 16:04
  don't
• 16:04
  want
• 16:04
  to
• 16:04
  do
• 16:04
  bad
• 16:04
  selling,
• 16:05
  we
• 16:05
  want
• 16:05
  to
• 16:05
  do
• 16:05
  good
• 16:06
  selling.
• 16:06
  What
• 16:06
  does
• 16:06
  that
• 16:07
  look
• 16:07
  like?
• 16:07
  Yeah,
• 16:07
  great
• 16:07
  question.
• 16:08
  So
• 16:08
  good
• 16:09
  selling
• 16:09
  to
• 16:09
  me
• 16:10
  doesn't
• 16:11
  sound
• 16:11
  salesy
• 16:12
  or
• 16:12
  pushy
• 16:13
  and
• 16:13
  doesn't
• 16:13
  feel
• 16:14
  pushy
• 16:14
  to
• 16:14
  you.
• 16:14
  So
• 16:15
  first
• 16:15
  thing
• 16:15
  I
• 16:15
  tell
• 16:16
  my
• 16:16
  clients
• 16:16
  is
• 16:17
  from
• 16:17
  a
• 16:17
  mindset
• 16:18
  perspective,
• 16:18
  you
• 16:18
  have
• 16:18
  to
• 16:19
  look
• 16:19
  at
• 16:19
  selling
• 16:20
  as
• 16:20
  you
• 16:20
  are
• 16:21
  a.
• 16:21
  You're
• 16:22
  look
• 16:22
  at
• 16:22
  it
• 16:22
  like
• 16:22
  you're
• 16:23
  a
• 16:23
  consultant,
• 16:23
  right?
• 16:24
  They're
• 16:24
  coming
• 16:24
  to
• 16:24
  you
• 16:24
  because
• 16:25
  you
• 16:25
  have
• 16:25
  something
• 16:25
  that
• 16:25
  they
• 16:26
  need
• 16:26
  and
• 16:26
  want,
• 16:27
  and
• 16:27
  they
• 16:27
  don't
• 16:28
  know
• 16:28
  how
• 16:28
  to
• 16:28
  do
• 16:28
  it
• 16:28
  or
• 16:28
  can't
• 16:28
  do
• 16:28
  it
• 16:29
  or
• 16:29
  don't
• 16:29
  want
• 16:29
  to
• 16:30
  do
• 16:30
  it
• 16:30
  themselves.
• 16:31
  So
• 16:31
  they're
• 16:31
  coming
• 16:32
  to
• 16:32
  you
• 16:32
  with
• 16:32
  a
• 16:32
  need.
• 16:33
  It's
• 16:33
  your
• 16:33
  job
• 16:35
  to
• 16:35
  help
• 16:35
  them
• 16:36
  understand
• 16:36
  what
• 16:37
  you
• 16:37
  can
• 16:37
  do
• 16:37
  for
• 16:37
  them.
• 16:38
  It's
• 16:38
  your
• 16:38
  job
• 16:39
  to
• 16:39
  help
• 16:39
  understand
• 16:40
  if
• 16:41
  you
• 16:41
  can
• 16:41
  help
• 16:41
  them.
• 16:42
  So
• 16:42
  that's
• 16:42
  why,
• 16:43
  if
• 16:43
  you
• 16:43
  look
• 16:43
  at
• 16:43
  it
• 16:43
  from
• 16:44
  a
• 16:44
  consulting
• 16:44
  perspective
• 16:45
  and
• 16:45
  that
• 16:45
  you're
• 16:45
  not
• 16:45
  trying
• 16:46
  to
• 16:46
  sell
• 16:46
  everybody,
• 16:46
  you're
• 16:47
  Trying
• 16:47
  to
• 16:47
  sell
• 16:47
  people
• 16:47
  that
• 16:48
  are
• 16:48
  a
• 16:48
  good
• 16:48
  fit,
• 16:48
  at
• 16:48
  least
• 16:49
  that's
• 16:49
  my
• 16:49
  philosophy.
• 16:49
  I
• 16:50
  don't
• 16:50
  want
• 16:50
  to
• 16:50
  sell
• 16:50
  everybody.
• 16:51
  I
• 16:51
  don't
• 16:51
  want
• 16:51
  people
• 16:51
  in
• 16:52
  my
• 16:52
  program
• 16:52
  that
• 16:52
  aren't
• 16:53
  a
• 16:53
  good
• 16:53
  fit,
• 16:53
  that
• 16:53
  aren't
• 16:53
  going
• 16:53
  to
• 16:53
  get
• 16:54
  a
• 16:54
  good
• 16:54
  result
• 16:54
  because
• 16:55
  that,
• 16:55
  you
• 16:55
  know,
• 16:56
  they're
• 16:56
  not
• 16:56
  going
• 16:56
  to.
• 16:56
  Get
• 16:56
  a
• 16:56
  good
• 16:57
  result.
• 16:57
  And
• 16:57
  I
• 16:57
  don't
• 16:57
  want
• 16:57
  to
• 16:57
  take
• 16:57
  money
• 16:58
  from
• 16:58
  people
• 16:58
  like
• 16:58
  that.
• 16:59
  So
• 16:59
  what
• 16:59
  I,
• 17:00
  what
• 17:00
  I
• 17:00
  tell
• 17:00
  people
• 17:01
  is
• 17:01
  first
• 17:01
  you
• 17:01
  have
• 17:01
  to.
• 17:02
  The
• 17:02
  place
• 17:02
  that
• 17:02
  you
• 17:02
  come
• 17:03
  from,
• 17:03
  in
• 17:03
  here,
• 17:04
  in
• 17:04
  your
• 17:04
  heart
• 17:05
  will
• 17:05
  make
• 17:05
  a
• 17:05
  difference.
• 17:05
  That's
• 17:06
  how
• 17:06
  you
• 17:06
  hold
• 17:06
  yourself,
• 17:07
  how
• 17:07
  you
• 17:07
  carry
• 17:07
  yourself,
• 17:08
  how
• 17:08
  you
• 17:08
  come
• 17:08
  across
• 17:09
  to
• 17:09
  your
• 17:09
  clients.
• 17:09
  And
• 17:10
  if
• 17:10
  you
• 17:10
  remember
• 17:10
  that
• 17:10
  you're
• 17:11
  a
• 17:11
  consultant
• 17:11
  and
• 17:12
  you're
• 17:12
  not
• 17:12
  there
• 17:13
  just
• 17:13
  to
• 17:13
  sell
• 17:14
  them,
• 17:14
  then
• 17:15
  it
• 17:15
  has
• 17:15
  a
• 17:15
  different
• 17:16
  feeling,
• 17:17
  right?
• 17:17
  You
• 17:17
  feel
• 17:17
  differently,
• 17:18
  they
• 17:19
  receive
• 17:19
  it
• 17:20
  differently.
• 17:20
  Right?
• 17:21
  So
• 17:21
  that's
• 17:21
  the
• 17:21
  first
• 17:21
  thing,
• 17:22
  is
• 17:22
  to
• 17:22
  look
• 17:23
  at
• 17:23
  it
• 17:23
  from
• 17:23
  that
• 17:23
  perspective.
• 17:24
  But
• 17:24
  then
• 17:24
  in
• 17:24
  terms
• 17:24
  of
• 17:25
  practical
• 17:25
  things,
• 17:26
  a
• 17:26
  few
• 17:27
  things
• 17:27
  that
• 17:27
  I
• 17:27
  love
• 17:27
  to
• 17:28
  have
• 17:28
  my
• 17:28
  clients
• 17:28
  do
• 17:29
  is
• 17:29
  one
• 17:29
  thing
• 17:29
  is,
• 17:30
  and
• 17:30
  you've
• 17:30
  probably
• 17:30
  heard
• 17:31
  some
• 17:31
  version
• 17:32
  of
• 17:32
  this
• 17:32
  before,
• 17:33
  but
• 17:33
  so
• 17:34
  many
• 17:34
  people,
• 17:34
  even
• 17:35
  seasoned
• 17:35
  salespeople
• 17:36
  do
• 17:36
  this.
• 17:36
  And
• 17:36
  it,
• 17:37
  and
• 17:37
  it
• 17:37
  kills
• 17:37
  me.
• 17:37
  They
• 17:38
  focus
• 17:38
  more
• 17:38
  on
• 17:39
  the
• 17:40
  features
• 17:40
  of
• 17:40
  things
• 17:40
  like
• 17:41
  the
• 17:41
  bullet
• 17:41
  points.
• 17:41
  Like,
• 17:42
  we
• 17:42
  can
• 17:42
  do
• 17:42
  this,
• 17:42
  this,
• 17:43
  that,
• 17:43
  and
• 17:43
  the
• 17:43
  other
• 17:43
  thing
• 17:43
  for
• 17:44
  you,
• 17:44
  we
• 17:44
  can
• 17:44
  give
• 17:44
  you
• 17:44
  80
• 17:45
  million
• 17:45
  things
• 17:45
  in
• 17:46
  this
• 17:46
  package.
• 17:46
  That's
• 17:47
  great,
• 17:47
  but
• 17:48
  you
• 17:48
  have
• 17:48
  to
• 17:48
  remember
• 17:49
  that
• 17:49
  that's
• 17:50
  just
• 17:50
  a
• 17:50
  feature.
• 17:51
  And
• 17:51
  people
• 17:51
  don't
• 17:51
  buy
• 17:52
  from
• 17:53
  logical.
• 17:54
  They
• 17:54
  don't
• 17:54
  buy
• 17:54
  logically.
• 17:55
  They
• 17:55
  make
• 17:55
  decisions
• 17:56
  emotionally
• 17:57
  and
• 17:57
  they
• 17:57
  justify
• 17:58
  them
• 17:58
  rationally.
• 17:59
  So
• 17:59
  while
• 18:00
  bullet
• 18:00
  points
• 18:01
  and
• 18:01
  features
• 18:03
  connect
• 18:03
  the
• 18:03
  dots,
• 18:04
  help
• 18:04
  your
• 18:04
  client
• 18:05
  spend
• 18:05
  more
• 18:05
  time
• 18:05
  helping
• 18:06
  your
• 18:06
  client
• 18:06
  understand
• 18:07
  the
• 18:07
  value
• 18:07
  of
• 18:07
  what
• 18:07
  you
• 18:08
  offer.
• 18:08
  So
• 18:09
  an
• 18:09
  example
• 18:09
  could
• 18:09
  be
• 18:10
  like,
• 18:10
  I
• 18:10
  remember
• 18:10
  when
• 18:10
  I
• 18:11
  was
• 18:11
  engaged
• 18:11
  and
• 18:11
  I
• 18:12
  was
• 18:12
  hiring
• 18:12
  people
• 18:12
  for
• 18:12
  my,
• 18:13
  for
• 18:13
  my
• 18:13
  wedding.
• 18:14
  This
• 18:14
  was
• 18:14
  before
• 18:14
  I
• 18:15
  was
• 18:15
  even
• 18:15
  in
• 18:15
  the
• 18:15
  wedding
• 18:15
  industry.
• 18:16
  I
• 18:16
  wouldn't
• 18:16
  have
• 18:16
  known
• 18:16
  what
• 18:17
  a
• 18:17
  second
• 18:17
  shooter
• 18:17
  is
• 18:18
  if
• 18:18
  I
• 18:18
  was
• 18:18
  talking
• 18:18
  to
• 18:19
  a
• 18:19
  photographer
• 18:19
  or
• 18:19
  why
• 18:20
  I
• 18:20
  needed
• 18:20
  a
• 18:20
  second
• 18:21
  shooter.
• 18:21
  Right?
• 18:22
  So
• 18:22
  explain
• 18:23
  to
• 18:23
  them
• 18:23
  why
• 18:23
  you
• 18:24
  have
• 18:24
  this.
• 18:24
  Explain
• 18:25
  to
• 18:25
  them
• 18:25
  why
• 18:25
  a
• 18:25
  second
• 18:25
  shooter
• 18:26
  is
• 18:26
  needed.
• 18:26
  Because,
• 18:27
  oh,
• 18:27
  by
• 18:27
  the
• 18:27
  way,
• 18:27
  while
• 18:27
  you're
• 18:27
  getting
• 18:28
  ready,
• 18:28
  your
• 18:28
  fiance
• 18:29
  is
• 18:29
  getting
• 18:29
  ready
• 18:29
  too.
• 18:29
  And
• 18:30
  you
• 18:30
  probably
• 18:30
  want
• 18:30
  some
• 18:30
  pictures
• 18:31
  of
• 18:31
  him.
• 18:31
  Plus
• 18:32
  when
• 18:32
  you're,
• 18:33
  you
• 18:33
  know,
• 18:33
  going
• 18:33
  through
• 18:33
  the
• 18:33
  ceremony
• 18:34
  or
• 18:34
  etc.
• 18:34
  Etc.
• 18:35
  You're
• 18:35
  going
• 18:35
  to
• 18:35
  want
• 18:35
  different
• 18:35
  angles
• 18:36
  and
• 18:36
  different
• 18:36
  viewpoints.
• 18:37
  So
• 18:37
  it's
• 18:37
  not
• 18:37
  just
• 18:37
  your
• 18:38
  face
• 18:38
  that's
• 18:38
  in
• 18:38
  the
• 18:39
  picture,
• 18:39
  it's
• 18:39
  both
• 18:39
  of
• 18:39
  your
• 18:40
  faces
• 18:40
  in
• 18:40
  the
• 18:40
  picture.
• 18:41
  So
• 18:41
  that's
• 18:41
  like
• 18:41
  a
• 18:42
  practical
• 18:42
  example
• 18:43
  of
• 18:43
  notice
• 18:44
  how
• 18:44
  much
• 18:44
  you're
• 18:44
  focusing
• 18:45
  on
• 18:45
  features
• 18:46
  and
• 18:46
  not
• 18:46
  just
• 18:47
  in
• 18:47
  your
• 18:47
  conversations,
• 18:48
  but
• 18:48
  on
• 18:48
  your
• 18:49
  website,
• 18:49
  in
• 18:49
  your
• 18:50
  proposals.
• 18:51
  Right?
• 18:51
  That's
• 18:51
  where
• 18:51
  a
• 18:51
  lot
• 18:52
  of
• 18:52
  people
• 18:52
  focus
• 18:52
  on
• 18:52
  them
• 18:53
  in
• 18:53
  your
• 18:53
  emails.
• 18:54
  So
• 18:55
  everything
• 18:55
  that
• 18:55
  you
• 18:55
  do
• 18:56
  in
• 18:56
  your
• 18:56
  social
• 18:56
  media
• 18:57
  content,
• 18:57
  right,
• 18:58
  focus
• 18:58
  on
• 18:58
  the
• 18:59
  benefits.
• 18:59
  What
• 18:59
  is
• 19:00
  your
• 19:00
  client,
• 19:00
  how
• 19:01
  does
• 19:01
  your
• 19:01
  client
• 19:01
  want
• 19:01
  to
• 19:01
  feel?
• 19:02
  Describe
• 19:02
  the
• 19:03
  experience.
• 19:03
  Because
• 19:04
  even
• 19:04
  though
• 19:05
  you're
• 19:06
  a
• 19:06
  wedding
• 19:06
  planner,
• 19:07
  your
• 19:07
  clients
• 19:08
  are
• 19:08
  not
• 19:08
  going
• 19:08
  to
• 19:08
  want
• 19:08
  the
• 19:08
  same
• 19:09
  thing
• 19:09
  as
• 19:09
  this
• 19:09
  other
• 19:10
  wedding
• 19:10
  planner's
• 19:10
  clients.
• 19:11
  So
• 19:12
  focus
• 19:12
  on
• 19:12
  what
• 19:13
  your
• 19:13
  specific
• 19:13
  clients
• 19:14
  care
• 19:14
  about
• 19:14
  and
• 19:15
  how
• 19:16
  they
• 19:16
  want
• 19:16
  to
• 19:16
  feel.
• 19:16
  If
• 19:17
  you
• 19:17
  focus
• 19:17
  more
• 19:18
  on
• 19:18
  that
• 19:18
  and
• 19:18
  the
• 19:18
  benefits,
• 19:19
  you're
• 19:20
  going
• 19:20
  to
• 19:20
  be
• 19:20
  light
• 19:20
  years
• 19:21
  ahead
• 19:21
  of
• 19:21
  most
• 19:21
  of
• 19:21
  the
• 19:21
  people
• 19:22
  in
• 19:22
  your
• 19:22
  industry.
• 19:23
  So,
• 19:23
  so
• 19:24
  true.
• 19:24
  Now
• 19:24
  I
• 19:24
  think
• 19:25
  the
• 19:25
  other
• 19:25
  thing
• 19:25
  that
• 19:25
  people
• 19:26
  struggle
• 19:26
  with
• 19:26
  sometimes
• 19:27
  is
• 19:27
  this
• 19:27
  lack
• 19:28
  mentality.
• 19:29
  And
• 19:29
  so
• 19:29
  sometimes
• 19:30
  when
• 19:30
  people
• 19:30
  are
• 19:30
  in
• 19:30
  a
• 19:30
  place
• 19:31
  of
• 19:31
  desperation,
• 19:32
  they
• 19:32
  feel
• 19:32
  the
• 19:33
  need
• 19:33
  to
• 19:33
  be
• 19:34
  desperately
• 19:34
  chasing
• 19:35
  people
• 19:35
  or
• 19:36
  desperately
• 19:36
  trying
• 19:36
  to
• 19:37
  get
• 19:37
  the
• 19:37
  sale
• 19:37
  and
• 19:38
  they
• 19:38
  end
• 19:38
  up
• 19:38
  chasing
• 19:38
  people
• 19:39
  around
• 19:39
  and
• 19:40
  feeling
• 19:40
  like
• 19:40
  I
• 19:40
  need
• 19:41
  to
• 19:41
  get
• 19:41
  this.
• 19:41
  And
• 19:41
  then
• 19:41
  they
• 19:42
  put
• 19:42
  the
• 19:42
  pressure
• 19:42
  on
• 19:42
  themselves.
• 19:43
  And
• 19:43
  that's
• 19:43
  when
• 19:43
  some
• 19:43
  of
• 19:43
  the
• 19:43
  sleazy
• 19:44
  tactics
• 19:44
  do
• 19:45
  sometimes
• 19:45
  come
• 19:45
  out
• 19:45
  and
• 19:46
  they
• 19:46
  say,
• 19:46
  if
• 19:46
  you
• 19:46
  don't
• 19:46
  book
• 19:47
  now,
• 19:47
  then
• 19:47
  I'm
• 19:47
  going
• 19:47
  to
• 19:47
  be
• 19:47
  fully
• 19:48
  booked.
• 19:48
  And
• 19:48
  I
• 19:49
  don't
• 19:49
  think
• 19:49
  that
• 19:49
  really
• 19:49
  works.
• 19:50
  And
• 19:50
  I
• 19:50
  know
• 19:50
  there's
• 19:50
  a
• 19:50
  concept
• 19:51
  you
• 19:51
  talk
• 19:51
  about
• 19:51
  sometimes
• 19:52
  where
• 19:52
  it's
• 19:52
  like
• 19:52
  think
• 19:53
  of
• 19:53
  it
• 19:53
  as
• 19:53
  inviting
• 19:54
  rather
• 19:54
  than
• 19:54
  chasing.
• 19:55
  Talk
• 19:55
  to
• 19:56
  me
• 19:56
  about
• 19:56
  that.
• 19:56
  Yeah,
• 19:57
  that's
• 19:58
  really
• 19:58
  important
• 19:58
  to
• 19:58
  me
• 19:59
  because
• 19:59
  I
• 19:59
  don't
• 19:59
  like
• 19:59
  the
• 19:59
  feeling
• 20:00
  of
• 20:00
  chasing.
• 20:00
  Like
• 20:01
  who
• 20:01
  wants
• 20:01
  to
• 20:01
  chase
• 20:02
  a
• 20:02
  client?
• 20:03
  You
• 20:03
  know,
• 20:03
  it
• 20:03
  just,
• 20:04
  it
• 20:04
  doesn't
• 20:04
  feel
• 20:04
  good.
• 20:04
  It
• 20:04
  has
• 20:05
  the
• 20:05
  wrong
• 20:05
  energy
• 20:05
  and
• 20:06
  then
• 20:06
  you
• 20:06
  lose
• 20:06
  your
• 20:06
  power
• 20:07
  too.
• 20:07
  So
• 20:08
  I
• 20:08
  want
• 20:08
  to
• 20:08
  keep
• 20:09
  my
• 20:09
  clients
• 20:09
  in
• 20:09
  the
• 20:10
  driver's
• 20:10
  seat
• 20:10
  and
• 20:11
  to
• 20:12
  do
• 20:12
  that
• 20:12
  you
• 20:12
  have
• 20:12
  to
• 20:12
  be
• 20:13
  in
• 20:13
  the
• 20:13
  place
• 20:13
  of
• 20:13
  power.
• 20:13
  You
• 20:14
  can't
• 20:14
  be
• 20:14
  chasing
• 20:14
  them.
• 20:15
  So
• 20:15
  the
• 20:16
  way
• 20:16
  you
• 20:16
  invite
• 20:16
  people
• 20:17
  is
• 20:18
  your
• 20:18
  process.
• 20:19
  So
• 20:19
  your
• 20:19
  sales
• 20:20
  process
• 20:20
  makes
• 20:20
  a
• 20:21
  big,
• 20:21
  big
• 20:22
  difference,
• 20:22
  meaning
• 20:23
  from
• 20:23
  the
• 20:23
  time
• 20:24
  they
• 20:24
  inquire
• 20:25
  to
• 20:25
  booking
• 20:26
  them.
• 20:26
  So
• 20:26
  that's
• 20:27
  in,
• 20:28
  in,
• 20:28
  in
• 20:28
  our,
• 20:28
  the
• 20:28
  context
• 20:29
  of
• 20:29
  this
• 20:29
  conversation,
• 20:30
  that's
• 20:30
  what
• 20:30
  I'm
• 20:30
  talking
• 20:30
  about.
• 20:31
  From
• 20:31
  booking,
• 20:31
  from
• 20:32
  inquiry
• 20:32
  to
• 20:32
  booking.
• 20:32
  So
• 20:33
  the
• 20:33
  way
• 20:33
  you
• 20:34
  take
• 20:34
  them
• 20:34
  through
• 20:34
  your
• 20:34
  process,
• 20:35
  for
• 20:35
  example,
• 20:36
  do
• 20:36
  you
• 20:37
  allow
• 20:37
  them
• 20:37
  to
• 20:38
  email
• 20:39
  you,
• 20:39
  text
• 20:39
  you,
• 20:40
  DM
• 20:40
  you
• 20:41
  and,
• 20:41
  and
• 20:42
  sell
• 20:42
  them
• 20:42
  that
• 20:42
  way?
• 20:43
  Or
• 20:43
  do
• 20:43
  you
• 20:43
  put
• 20:43
  them
• 20:44
  through
• 20:44
  your
• 20:44
  funnel
• 20:44
  and
• 20:44
  make
• 20:45
  them
• 20:45
  go
• 20:45
  through
• 20:45
  your
• 20:45
  contact
• 20:46
  form
• 20:46
  and
• 20:47
  then
• 20:47
  make
• 20:47
  them
• 20:47
  schedule
• 20:48
  a
• 20:48
  call
• 20:48
  with
• 20:48
  you
• 20:48
  so
• 20:48
  that
• 20:49
  everybody's
• 20:49
  funneled
• 20:50
  in
• 20:50
  the
• 20:50
  same
• 20:50
  way?
• 20:51
  If
• 20:51
  you
• 20:51
  think
• 20:51
  about
• 20:52
  high
• 20:52
  end,
• 20:53
  higher
• 20:53
  end
• 20:53
  sales,
• 20:54
  like
• 20:54
  if
• 20:54
  you
• 20:54
  go
• 20:54
  to
• 20:55
  a
• 20:56
  YSL
• 20:56
  store
• 20:57
  or
• 20:57
  a
• 20:57
  Chanel
• 20:57
  store,
• 20:58
  you're
• 20:58
  going
• 20:58
  to
• 20:58
  make
• 20:59
  an
• 20:59
  app
• 20:59
  to
• 21:00
  go
• 21:00
  there,
• 21:00
  right?
• 21:01
  You're
• 21:01
  not
• 21:01
  just
• 21:01
  going
• 21:01
  to
• 21:01
  walk
• 21:02
  in
• 21:02
  and
• 21:02
  shop
• 21:02
  off
• 21:02
  the
• 21:03
  rack.
• 21:03
  They're
• 21:03
  going
• 21:03
  to
• 21:03
  be
• 21:03
  behind
• 21:04
  the
• 21:04
  Counter
• 21:05
  and
• 21:05
  behind
• 21:05
  the
• 21:05
  cases.
• 21:06
  So
• 21:06
  there's
• 21:07
  a
• 21:07
  process
• 21:07
  that
• 21:07
  they
• 21:08
  make
• 21:08
  you
• 21:08
  follow.
• 21:09
  And
• 21:09
  if
• 21:09
  you
• 21:09
  are
• 21:10
  somebody
• 21:10
  that
• 21:10
  aspires
• 21:11
  to
• 21:11
  or
• 21:12
  is
• 21:12
  trying
• 21:12
  to
• 21:12
  sell
• 21:13
  to
• 21:13
  a
• 21:13
  higher
• 21:13
  end
• 21:14
  client,
• 21:14
  especially
• 21:15
  like
• 21:15
  a
• 21:15
  luxury
• 21:16
  level
• 21:16
  client,
• 21:17
  you
• 21:17
  have
• 21:17
  to
• 21:17
  have
• 21:17
  a
• 21:17
  higher
• 21:18
  end
• 21:18
  process
• 21:18
  which
• 21:18
  means
• 21:19
  you
• 21:19
  have
• 21:19
  to
• 21:19
  funnel
• 21:20
  them
• 21:20
  through
• 21:20
  your
• 21:20
  process
• 21:21
  and
• 21:21
  gently
• 21:21
  guide
• 21:22
  them
• 21:22
  through
• 21:23
  your
• 21:23
  process
• 21:23
  as
• 21:24
  opposed
• 21:24
  to
• 21:25
  trying
• 21:25
  to
• 21:25
  just
• 21:25
  sell
• 21:26
  them
• 21:26
  over
• 21:26
  email
• 21:27
  or
• 21:27
  just
• 21:28
  sending
• 21:28
  pricing.
• 21:29
  Like
• 21:29
  I
• 21:29
  never
• 21:29
  advocate
• 21:30
  sending
• 21:30
  pricing
• 21:31
  pricing
• 21:31
  ever.
• 21:31
  So
• 21:32
  when
• 21:32
  people
• 21:32
  email
• 21:33
  you
• 21:33
  and
• 21:33
  say,
• 21:33
  hey,
• 21:34
  what
• 21:34
  do
• 21:34
  you
• 21:34
  charge?
• 21:35
  I
• 21:35
  do
• 21:35
  not.
• 21:36
  My
• 21:36
  clients
• 21:36
  do
• 21:36
  not
• 21:37
  send
• 21:37
  pricing.
• 21:37
  They
• 21:37
  may
• 21:38
  send
• 21:38
  a
• 21:38
  starting
• 21:38
  point
• 21:39
  but
• 21:39
  they
• 21:39
  do
• 21:39
  not
• 21:40
  send
• 21:40
  a
• 21:40
  price
• 21:41
  list.
• 21:41
  And
• 21:41
  that's
• 21:41
  where
• 21:42
  most
• 21:42
  people
• 21:42
  fall
• 21:43
  down,
• 21:43
  is
• 21:44
  they
• 21:44
  send
• 21:44
  that
• 21:44
  and
• 21:45
  they
• 21:45
  lose
• 21:45
  all
• 21:45
  their
• 21:46
  power
• 21:46
  and
• 21:46
  then
• 21:46
  they
• 21:47
  end
• 21:47
  up
• 21:47
  chasing
• 21:47
  and
• 21:48
  saying,
• 21:48
  oh,
• 21:48
  did
• 21:48
  you
• 21:49
  see
• 21:49
  it?
• 21:49
  Oh,
• 21:49
  do
• 21:49
  you
• 21:50
  want
• 21:50
  to
• 21:50
  schedule
• 21:50
  a
• 21:50
  call?
• 21:51
  And
• 21:51
  they're,
• 21:51
  you're
• 21:51
  not
• 21:52
  making
• 21:52
  them
• 21:52
  follow
• 21:53
  your
• 21:53
  process.
• 21:53
  And
• 21:54
  when
• 21:54
  you
• 21:54
  make
• 21:54
  them
• 21:54
  follow
• 21:55
  your
• 21:55
  process,
• 21:56
  then
• 21:56
  you
• 21:56
  can
• 21:56
  ask
• 21:56
  them
• 21:57
  the
• 21:57
  right
• 21:57
  questions.
• 21:58
  And
• 21:58
  my
• 21:58
  philosophy
• 21:59
  is
• 21:59
  your
• 22:00
  process
• 22:00
  should
• 22:00
  help
• 22:00
  build
• 22:01
  value,
• 22:01
  it
• 22:01
  should
• 22:02
  help
• 22:02
  qualify,
• 22:03
  it
• 22:03
  should
• 22:03
  build
• 22:03
  a
• 22:03
  sense
• 22:04
  of
• 22:04
  urgency
• 22:05
  from
• 22:05
  day
• 22:06
  one
• 22:06
  and
• 22:06
  it
• 22:06
  should,
• 22:07
  it
• 22:07
  should
• 22:07
  get
• 22:07
  them
• 22:08
  through
• 22:08
  your
• 22:08
  process
• 22:09
  quickly
• 22:09
  so
• 22:09
  that
• 22:10
  you
• 22:10
  can
• 22:10
  book
• 22:10
  them
• 22:11
  quickly
• 22:11
  and
• 22:11
  they're
• 22:11
  not
• 22:12
  forever
• 22:12
  in
• 22:12
  your
• 22:12
  sales
• 22:13
  funnel.
• 22:13
  So
• 22:14
  when
• 22:14
  you
• 22:14
  do
• 22:14
  that,
• 22:15
  it
• 22:15
  will,
• 22:16
  it
• 22:16
  will
• 22:16
  bring
• 22:16
  you
• 22:16
  better
• 22:17
  quality
• 22:17
  clients.
• 22:18
  They'll
• 22:18
  be
• 22:18
  pre
• 22:19
  sold
• 22:19
  by
• 22:19
  the
• 22:19
  time
• 22:20
  you
• 22:20
  get
• 22:20
  on
• 22:20
  the
• 22:20
  phone
• 22:20
  call
• 22:21
  with
• 22:21
  them.
• 22:21
  And
• 22:22
  it's
• 22:22
  not
• 22:23
  simply
• 22:23
  the
• 22:24
  spiel.
• 22:24
  A
• 22:25
  lot
• 22:25
  of
• 22:25
  people
• 22:25
  think
• 22:25
  it's
• 22:25
  a,
• 22:26
  it's
• 22:26
  like
• 22:26
  a
• 22:26
  sales
• 22:26
  spiel.
• 22:27
  But
• 22:27
  what
• 22:28
  I
• 22:28
  teach
• 22:28
  is
• 22:29
  you
• 22:29
  will
• 22:29
  stand
• 22:29
  out
• 22:30
  and
• 22:30
  you
• 22:30
  will
• 22:30
  build
• 22:30
  value.
• 22:31
  You
• 22:31
  by
• 22:32
  the
• 22:32
  questions
• 22:32
  you
• 22:33
  ask,
• 22:33
  by
• 22:33
  the
• 22:33
  process
• 22:34
  you
• 22:34
  take
• 22:34
  people
• 22:35
  through,
• 22:35
  by
• 22:35
  how
• 22:36
  you
• 22:36
  gently
• 22:36
  guide
• 22:36
  them
• 22:37
  through
• 22:37
  your
• 22:37
  process
• 22:37
  and
• 22:38
  don't
• 22:38
  let
• 22:38
  them
• 22:39
  dictate
• 22:40
  how
• 22:40
  you're
• 22:40
  going
• 22:40
  to
• 22:40
  sell
• 22:41
  to
• 22:41
  them.
• 22:42
  You
• 22:42
  do
• 22:42
  it
• 22:43
  by
• 22:43
  setting
• 22:43
  their
• 22:44
  expectations
• 22:44
  at
• 22:45
  the
• 22:45
  beginning
• 22:45
  of
• 22:45
  the
• 22:45
  call.
• 22:46
  So
• 22:46
  if
• 22:47
  you
• 22:47
  ever
• 22:47
  have
• 22:47
  been
• 22:48
  on
• 22:48
  a
• 22:48
  call
• 22:48
  and
• 22:48
  you
• 22:49
  find
• 22:49
  like
• 22:49
  your
• 22:50
  potential
• 22:50
  client
• 22:50
  is
• 22:50
  like
• 22:51
  leading
• 22:51
  the
• 22:51
  conversation
• 22:52
  and
• 22:52
  like
• 22:53
  guiding
• 22:53
  you
• 22:53
  through
• 22:53
  and
• 22:54
  asking
• 22:54
  you
• 22:54
  questions
• 22:54
  and
• 22:55
  you're
• 22:55
  jumping
• 22:55
  all
• 22:55
  over
• 22:55
  the
• 22:56
  place.
• 22:56
  Generally
• 22:57
  speaking,
• 22:57
  it's
• 22:57
  because
• 22:57
  you
• 22:58
  probably
• 22:58
  didn't
• 22:58
  set
• 22:59
  the
• 22:59
  expectations
• 22:59
  of
• 22:59
  the
• 23:00
  call
• 23:00
  and
• 23:00
  say,
• 23:00
  hey,
• 23:00
  this
• 23:01
  is
• 23:01
  what
• 23:01
  we're
• 23:01
  going
• 23:01
  to
• 23:01
  cover
• 23:02
  today.
• 23:02
  And
• 23:03
  at
• 23:03
  the
• 23:03
  end
• 23:03
  of
• 23:03
  the
• 23:03
  call
• 23:04
  this
• 23:04
  is
• 23:04
  what
• 23:04
  we're
• 23:04
  going
• 23:04
  to
• 23:04
  do,
• 23:05
  et
• 23:05
  cetera,
• 23:05
  and
• 23:05
  get
• 23:05
  buy
• 23:06
  in
• 23:06
  that
• 23:06
  way.
• 23:07
  So
• 23:07
  all
• 23:07
  of
• 23:07
  those
• 23:08
  factors
• 23:08
  play
• 23:09
  into
• 23:09
  building
• 23:10
  value
• 23:10
  and
• 23:11
  being
• 23:11
  able
• 23:12
  to
• 23:12
  qualify
• 23:13
  the
• 23:13
  right
• 23:13
  clients
• 23:14
  and
• 23:14
  get
• 23:14
  them
• 23:14
  in
• 23:15
  or
• 23:15
  knock
• 23:15
  them
• 23:15
  out
• 23:16
  early
• 23:16
  so
• 23:16
  that
• 23:17
  by
• 23:17
  the
• 23:17
  time
• 23:17
  you
• 23:17
  get
• 23:17
  on
• 23:17
  a
• 23:18
  phone
• 23:18
  call
• 23:18
  with
• 23:18
  them,
• 23:18
  they
• 23:19
  are
• 23:19
  absolutely
• 23:20
  qualified.
• 23:20
  And
• 23:21
  now
• 23:21
  it's
• 23:21
  just
• 23:21
  a
• 23:21
  question
• 23:22
  of
• 23:22
  connecting
• 23:23
  and
• 23:23
  making
• 23:23
  sure
• 23:23
  you
• 23:24
  understand
• 23:24
  what
• 23:24
  you
• 23:25
  can
• 23:25
  do
• 23:25
  for
• 23:25
  them
• 23:25
  and
• 23:26
  articulating
• 23:26
  that
• 23:27
  to
• 23:27
  them.
• 23:27
  I
• 23:27
  think
• 23:27
  the
• 23:27
  power
• 23:28
  piece
• 23:28
  is
• 23:28
  really
• 23:28
  interesting
• 23:29
  because
• 23:29
  I
• 23:29
  think
• 23:29
  that's
• 23:29
  something
• 23:30
  I
• 23:30
  see
• 23:30
  a
• 23:30
  lot
• 23:30
  in
• 23:30
  my
• 23:30
  clients
• 23:31
  that
• 23:31
  they
• 23:31
  let
• 23:31
  the
• 23:31
  power
• 23:32
  shift
• 23:32
  too
• 23:32
  far.
• 23:33
  Like
• 23:33
  straight
• 23:34
  away,
• 23:34
  they're
• 23:34
  being
• 23:34
  dictated
• 23:35
  at
• 23:35
  by
• 23:35
  the
• 23:35
  couple,
• 23:36
  how
• 23:36
  they
• 23:36
  want
• 23:36
  to
• 23:36
  get
• 23:36
  in
• 23:36
  touch
• 23:37
  with
• 23:37
  them,
• 23:37
  how
• 23:37
  they
• 23:37
  want
• 23:38
  to
• 23:38
  work,
• 23:38
  how
• 23:38
  they
• 23:38
  want
• 23:38
  to
• 23:38
  do
• 23:39
  it.
• 23:39
  And
• 23:39
  I
• 23:39
  think
• 23:39
  particularly
• 23:40
  I
• 23:40
  see
• 23:40
  this
• 23:41
  in
• 23:41
  venues
• 23:41
  but
• 23:41
  with
• 23:42
  other
• 23:42
  suppliers
• 23:42
  as
• 23:42
  well
• 23:43
  when
• 23:43
  they're
• 23:43
  getting
• 23:43
  to
• 23:43
  the
• 23:44
  point
• 23:44
  of
• 23:44
  closing
• 23:45
  the
• 23:45
  sale.
• 23:45
  So
• 23:45
  they
• 23:45
  maybe
• 23:46
  have
• 23:46
  led
• 23:46
  them
• 23:46
  through
• 23:47
  this
• 23:47
  really
• 23:47
  great
• 23:47
  sales
• 23:48
  process.
• 23:48
  Maybe
• 23:48
  they've
• 23:49
  invited
• 23:49
  them
• 23:49
  through
• 23:49
  an
• 23:50
  email
• 23:50
  sequence
• 23:50
  or
• 23:51
  whatever
• 23:51
  they've
• 23:51
  done.
• 23:51
  They've
• 23:52
  got
• 23:52
  them
• 23:52
  down
• 23:52
  to
• 23:52
  the
• 23:52
  venue,
• 23:53
  they've
• 23:53
  toured
• 23:53
  them
• 23:53
  around
• 23:54
  the
• 23:54
  venue
• 23:54
  and
• 23:54
  then
• 23:55
  they
• 23:55
  say,
• 23:55
  go
• 23:55
  in,
• 23:56
  think
• 23:56
  about
• 23:56
  it.
• 23:56
  And
• 23:56
  the
• 23:56
  power
• 23:57
  then
• 23:57
  immediately
• 23:58
  just
• 23:58
  shifts
• 23:58
  over
• 23:59
  to
• 23:59
  the
• 23:59
  other
• 23:59
  side.
• 24:00
  So
• 24:00
  do
• 24:00
  you
• 24:00
  have
• 24:00
  any
• 24:01
  tips
• 24:01
  around
• 24:01
  that
• 24:01
  closing
• 24:02
  the
• 24:02
  sale
• 24:02
  thing?
• 24:02
  How
• 24:03
  do
• 24:03
  you
• 24:03
  keep
• 24:03
  the
• 24:03
  power
• 24:04
  at
• 24:04
  that
• 24:04
  end
• 24:04
  of
• 24:04
  the
• 24:05
  process,
• 24:05
  even
• 24:05
  if
• 24:05
  you've
• 24:06
  already
• 24:06
  got
• 24:06
  it
• 24:06
  at
• 24:06
  the
• 24:07
  beginning?
• 24:07
  Great
• 24:07
  question.
• 24:08
  So
• 24:08
  part
• 24:09
  of
• 24:09
  the
• 24:09
  way
• 24:10
  you're
• 24:10
  not
• 24:10
  salesy
• 24:11
  and
• 24:11
  pushy
• 24:11
  is
• 24:12
  that
• 24:12
  you
• 24:12
  build
• 24:13
  that
• 24:13
  into
• 24:13
  your
• 24:13
  process
• 24:14
  from
• 24:14
  day
• 24:14
  one.
• 24:14
  And
• 24:15
  so
• 24:15
  like
• 24:15
  an
• 24:15
  example
• 24:16
  of
• 24:16
  that
• 24:16
  would
• 24:16
  be
• 24:17
  instead
• 24:17
  of
• 24:17
  saying
• 24:17
  to
• 24:18
  somebody,
• 24:18
  oh,
• 24:19
  like
• 24:19
  at
• 24:19
  the
• 24:19
  time
• 24:19
  when
• 24:20
  you're,
• 24:20
  you're
• 24:20
  discussing
• 24:21
  proposal,
• 24:21
  right,
• 24:22
  don't
• 24:22
  say
• 24:22
  to
• 24:22
  them
• 24:22
  at
• 24:23
  that
• 24:23
  point,
• 24:23
  oh,
• 24:23
  we
• 24:23
  don't
• 24:24
  hold
• 24:24
  dates
• 24:24
  or
• 24:25
  oh,
• 24:25
  you
• 24:25
  know,
• 24:26
  it's
• 24:26
  not
• 24:26
  finalized
• 24:27
  until
• 24:27
  you,
• 24:27
  you
• 24:28
  give
• 24:28
  us
• 24:28
  a,
• 24:29
  you
• 24:29
  know,
• 24:29
  retainer
• 24:30
  and
• 24:30
  you
• 24:30
  know,
• 24:31
  you
• 24:31
  sign
• 24:31
  the
• 24:31
  contract,
• 24:32
  you
• 24:32
  say
• 24:32
  that
• 24:32
  early
• 24:33
  in
• 24:33
  the
• 24:33
  process
• 24:33
  us,
• 24:34
  it's
• 24:34
  when
• 24:34
  you
• 24:35
  spring
• 24:35
  things
• 24:35
  on
• 24:35
  people
• 24:36
  at
• 24:36
  the
• 24:36
  very
• 24:36
  end.
• 24:37
  It
• 24:37
  sounds,
• 24:38
  it
• 24:38
  sounds
• 24:38
  salesy,
• 24:39
  right?
• 24:39
  It
• 24:39
  sounds
• 24:40
  like
• 24:40
  a
• 24:40
  tactic
• 24:41
  and
• 24:41
  that
• 24:41
  doesn't
• 24:41
  work.
• 24:42
  But
• 24:42
  if
• 24:42
  you
• 24:42
  told
• 24:42
  them
• 24:43
  from
• 24:43
  the
• 24:43
  very
• 24:44
  beginning,
• 24:44
  and
• 24:44
  an
• 24:44
  easy
• 24:45
  way
• 24:45
  to
• 24:45
  do
• 24:45
  that
• 24:45
  is
• 24:46
  to
• 24:46
  have
• 24:46
  it
• 24:46
  in
• 24:46
  your,
• 24:46
  your
• 24:47
  email
• 24:47
  signature.
• 24:48
  To
• 24:48
  have
• 24:48
  it
• 24:48
  in
• 24:48
  your
• 24:49
  email
• 24:49
  response
• 24:50
  when
• 24:50
  they
• 24:50
  inquire
• 24:51
  to
• 24:51
  say
• 24:51
  due
• 24:51
  to
• 24:52
  the
• 24:52
  level,
• 24:52
  due
• 24:52
  to
• 24:52
  the
• 24:53
  level
• 24:53
  of
• 24:53
  inquiries
• 24:54
  we
• 24:54
  receive,
• 24:54
  we
• 24:55
  do
• 24:55
  not
• 24:55
  hold
• 24:55
  dates
• 24:56
  until,
• 24:56
  you
• 24:57
  know,
• 24:57
  your
• 24:58
  date
• 24:58
  is
• 24:58
  until
• 24:58
  a
• 24:59
  contract
• 24:59
  is
• 24:59
  secured,
• 24:59
  whatever,
• 25:00
  whatever
• 25:00
  language
• 25:00
  you
• 25:01
  want
• 25:01
  to
• 25:01
  use.
• 25:01
  But
• 25:01
  you
• 25:02
  tell
• 25:02
  them
• 25:02
  from
• 25:02
  the
• 25:02
  beginning
• 25:03
  because
• 25:03
  when
• 25:03
  you
• 25:04
  do
• 25:04
  that,
• 25:04
  then
• 25:04
  you're
• 25:04
  setting
• 25:05
  the
• 25:05
  expect
• 25:06
  and
• 25:06
  you're
• 25:06
  also
• 25:07
  educating
• 25:07
  them
• 25:08
  from
• 25:08
  the
• 25:08
  beginning.
• 25:08
  So
• 25:08
  it
• 25:09
  doesn't,
• 25:09
  it's
• 25:10
  not
• 25:10
  salesy.
• 25:11
  You're
• 25:11
  actually
• 25:11
  doing
• 25:12
  your
• 25:12
  job,
• 25:12
  right?
• 25:13
  When
• 25:13
  I
• 25:13
  was,
• 25:13
  I
• 25:13
  remember
• 25:14
  when
• 25:14
  I
• 25:14
  was
• 25:14
  engaged
• 25:14
  and
• 25:14
  I
• 25:15
  talked
• 25:15
  to
• 25:16
  the
• 25:16
  leader
• 25:16
  of
• 25:17
  a
• 25:17
  band
• 25:17
  that
• 25:17
  I
• 25:18
  really
• 25:18
  loved
• 25:18
  and
• 25:18
  I
• 25:19
  knew
• 25:19
  personally
• 25:20
  and
• 25:20
  I
• 25:20
  came
• 25:20
  up
• 25:20
  to
• 25:21
  her
• 25:21
  after
• 25:21
  an
• 25:21
  event
• 25:21
  and
• 25:22
  I
• 25:22
  Said,
• 25:22
  oh,
• 25:22
  I
• 25:22
  just
• 25:22
  got
• 25:22
  engaged
• 25:23
  and
• 25:23
  I'd
• 25:23
  love
• 25:23
  to
• 25:24
  have
• 25:24
  you
• 25:24
  at
• 25:24
  our
• 25:25
  wedding.
• 25:25
  And
• 25:25
  she
• 25:25
  said,
• 25:26
  great,
• 25:26
  I
• 25:26
  would
• 25:26
  love
• 25:26
  that.
• 25:27
  When
• 25:27
  is
• 25:27
  it?
• 25:27
  And
• 25:27
  it
• 25:28
  was
• 25:28
  about
• 25:28
  nine
• 25:28
  months
• 25:28
  away.
• 25:29
  And
• 25:30
  she's
• 25:30
  like,
• 25:30
  oh,
• 25:30
  I'm
• 25:30
  sorry,
• 25:31
  we
• 25:31
  book
• 25:31
  like
• 25:32
  a
• 25:32
  year
• 25:32
  and
• 25:32
  a
• 25:32
  half
• 25:32
  at
• 25:32
  Adventure
• 25:32
  Advance.
• 25:33
  And
• 25:33
  I
• 25:33
  was
• 25:33
  like,
• 25:34
  oh,
• 25:34
  shoot.
• 25:35
  Like
• 25:35
  I
• 25:35
  had
• 25:35
  no
• 25:36
  idea.
• 25:36
  So
• 25:36
  your
• 25:37
  clients
• 25:37
  don't
• 25:38
  know
• 25:38
  that
• 25:39
  you're
• 25:39
  getting
• 25:39
  8,000
• 25:40
  inquiries
• 25:41
  whether
• 25:41
  you
• 25:41
  are
• 25:41
  or
• 25:41
  not.
• 25:42
  They
• 25:42
  don't
• 25:42
  know
• 25:42
  that.
• 25:43
  They
• 25:43
  don't
• 25:43
  know
• 25:43
  your
• 25:43
  process,
• 25:44
  they
• 25:44
  don't
• 25:44
  know
• 25:44
  your
• 25:45
  business.
• 25:45
  But
• 25:45
  if
• 25:45
  you
• 25:46
  educate
• 25:46
  them
• 25:46
  from
• 25:46
  the
• 25:47
  beginning,
• 25:47
  now
• 25:48
  it's
• 25:48
  not
• 25:48
  salesy,
• 25:49
  now
• 25:49
  it's
• 25:49
  just
• 25:49
  matter
• 25:50
  of
• 25:50
  fact,
• 25:50
  like
• 25:50
  this
• 25:51
  is
• 25:51
  how
• 25:51
  we
• 25:51
  do
• 25:51
  business,
• 25:52
  right?
• 25:52
  If
• 25:52
  you
• 25:52
  want
• 25:52
  to
• 25:52
  do
• 25:52
  business
• 25:53
  with
• 25:53
  us,
• 25:53
  this
• 25:53
  is
• 25:53
  how
• 25:54
  we
• 25:54
  do
• 25:54
  it.
• 25:54
  You
• 25:54
  secure
• 25:55
  your
• 25:55
  date
• 25:55
  by
• 25:55
  giving
• 25:56
  us
• 25:56
  a
• 25:56
  contract
• 25:57
  and
• 25:59
  you
• 25:59
  know,
• 25:59
  retainer
• 26:00
  or
• 26:00
  whatever
• 26:00
  your
• 26:00
  language
• 26:00
  is.
• 26:01
  Okay,
• 26:01
  so
• 26:01
  we
• 26:01
  get
• 26:01
  to
• 26:02
  the
• 26:02
  end
• 26:02
  of
• 26:02
  the
• 26:02
  sales
• 26:02
  call
• 26:03
  or
• 26:03
  the
• 26:03
  sales
• 26:03
  process
• 26:04
  and
• 26:04
  we
• 26:04
  said
• 26:05
  to
• 26:05
  them,
• 26:05
  are
• 26:05
  you
• 26:05
  interested?
• 26:06
  And
• 26:06
  they're
• 26:06
  really
• 26:07
  keen.
• 26:07
  And
• 26:07
  then
• 26:08
  we
• 26:08
  don't
• 26:08
  know
• 26:08
  what
• 26:09
  to
• 26:09
  do
• 26:09
  next.
• 26:09
  How
• 26:09
  do
• 26:09
  we
• 26:10
  get
• 26:10
  them
• 26:10
  to
• 26:10
  actually
• 26:10
  sign
• 26:11
  on
• 26:11
  the
• 26:11
  dotted
• 26:11
  line
• 26:11
  and
• 26:11
  give
• 26:12
  us
• 26:12
  some
• 26:12
  money?
• 26:12
  Or
• 26:12
  if
• 26:13
  they're
• 26:13
  not
• 26:13
  ready
• 26:13
  to,
• 26:13
  how
• 26:14
  do
• 26:14
  we
• 26:14
  then
• 26:14
  keep
• 26:14
  the
• 26:15
  power
• 26:15
  in
• 26:15
  the
• 26:15
  follow
• 26:15
  up
• 26:15
  process?
• 26:16
  That's
• 26:16
  a
• 26:16
  great
• 26:16
  question.
• 26:17
  So
• 26:17
  there's
• 26:17
  a
• 26:18
  lot
• 26:18
  of
• 26:18
  pieces
• 26:18
  there.
• 26:18
  So
• 26:19
  one
• 26:19
  of
• 26:19
  the
• 26:19
  things
• 26:20
  that
• 26:20
  I
• 26:20
  love
• 26:20
  my
• 26:21
  clients
• 26:21
  to
• 26:21
  do
• 26:22
  is
• 26:22
  to
• 26:22
  make
• 26:22
  sure
• 26:23
  you
• 26:23
  don't
• 26:23
  get
• 26:23
  a
• 26:24
  like
• 26:24
  I
• 26:24
  want
• 26:24
  to
• 26:24
  think
• 26:25
  about
• 26:25
  it
• 26:25
  response.
• 26:26
  That's
• 26:26
  usually
• 26:27
  because
• 26:27
  they
• 26:27
  had
• 26:27
  an
• 26:27
  objection
• 26:28
  that
• 26:28
  you
• 26:28
  didn't
• 26:28
  address.
• 26:29
  So
• 26:29
  one
• 26:29
  thing
• 26:29
  I
• 26:29
  want
• 26:30
  to
• 26:30
  make
• 26:30
  sure
• 26:30
  that
• 26:30
  people
• 26:30
  ask
• 26:31
  is
• 26:31
  what
• 26:31
  other
• 26:32
  questions
• 26:32
  have
• 26:32
  I
• 26:32
  not
• 26:33
  answered
• 26:33
  for
• 26:33
  you?
• 26:33
  When
• 26:34
  you
• 26:34
  ask
• 26:34
  that
• 26:34
  question,
• 26:35
  it
• 26:35
  opens
• 26:35
  the
• 26:35
  door
• 26:36
  to
• 26:36
  you
• 26:37
  answering
• 26:38
  for,
• 26:38
  for
• 26:38
  them
• 26:38
  to
• 26:39
  like
• 26:39
  verbalize
• 26:40
  their
• 26:40
  questions.
• 26:41
  Because
• 26:41
  there's
• 26:42
  oftentimes
• 26:42
  things
• 26:42
  that
• 26:43
  they
• 26:43
  don't
• 26:43
  want
• 26:43
  to
• 26:43
  ask
• 26:43
  you,
• 26:43
  maybe
• 26:44
  they're
• 26:44
  embarrassed
• 26:44
  to
• 26:44
  ask
• 26:45
  you,
• 26:45
  they
• 26:45
  don't
• 26:45
  want
• 26:45
  to
• 26:45
  insult
• 26:46
  you,
• 26:46
  whatever.
• 26:47
  So
• 26:47
  you
• 26:47
  want
• 26:47
  to
• 26:48
  open
• 26:48
  that
• 26:48
  door
• 26:49
  and
• 26:49
  give
• 26:49
  them
• 26:50
  an
• 26:50
  opportunity
• 26:50
  to
• 26:50
  do
• 26:51
  that.
• 26:51
  Um,
• 26:51
  and
• 26:52
  one
• 26:52
  of
• 26:52
  the
• 26:52
  languaging
• 26:53
  examples
• 26:54
  that
• 26:54
  I
• 26:54
  love
• 26:55
  to
• 26:55
  share
• 26:55
  is
• 26:56
  you
• 26:56
  can
• 26:56
  disarm
• 26:57
  them
• 26:57
  by
• 26:57
  saying,
• 26:58
  you
• 26:58
  know,
• 26:58
  whether
• 26:58
  you
• 26:59
  choose
• 26:59
  me
• 26:59
  or
• 27:00
  another
• 27:00
  venue,
• 27:01
  floral
• 27:01
  designer,
• 27:02
  et
• 27:02
  cetera,
• 27:02
  fill
• 27:02
  in
• 27:02
  the
• 27:02
  blank.
• 27:03
  You
• 27:03
  need
• 27:03
  to
• 27:03
  feel
• 27:03
  comfortable
• 27:04
  with
• 27:04
  that
• 27:04
  person.
• 27:04
  You
• 27:05
  need
• 27:05
  to
• 27:05
  feel
• 27:05
  comfortable
• 27:05
  with
• 27:05
  them
• 27:06
  because,
• 27:06
  you
• 27:06
  know,
• 27:06
  in
• 27:07
  the
• 27:07
  example,
• 27:08
  you
• 27:08
  know,
• 27:09
  a
• 27:09
  venue,
• 27:09
  it
• 27:09
  could
• 27:09
  be,
• 27:10
  you
• 27:10
  know,
• 27:10
  we're
• 27:10
  going
• 27:10
  to
• 27:10
  be
• 27:10
  working
• 27:11
  together
• 27:11
  for
• 27:11
  the
• 27:12
  next
• 27:12
  X
• 27:12
  months,
• 27:12
  you
• 27:13
  know,
• 27:13
  getting
• 27:13
  your
• 27:13
  menu
• 27:14
  done
• 27:14
  and
• 27:15
  designing
• 27:16
  the
• 27:16
  room,
• 27:16
  et
• 27:16
  cetera,
• 27:16
  blah
• 27:17
  blah
• 27:17
  blah,
• 27:17
  whether
• 27:18
  you
• 27:18
  choose
• 27:18
  us
• 27:18
  or
• 27:18
  somebody
• 27:19
  else,
• 27:19
  you
• 27:19
  need
• 27:19
  to
• 27:19
  be
• 27:20
  Comfortable
• 27:20
  with
• 27:20
  them,
• 27:21
  because
• 27:21
  this
• 27:21
  is
• 27:22
  your
• 27:22
  big
• 27:22
  day
• 27:22
  and
• 27:23
  you
• 27:23
  need
• 27:23
  to
• 27:23
  be
• 27:24
  able
• 27:24
  to
• 27:24
  have
• 27:24
  an
• 27:24
  open
• 27:24
  line
• 27:25
  of
• 27:25
  communication.
• 27:26
  So
• 27:26
  that
• 27:27
  really
• 27:27
  works
• 27:27
  to
• 27:28
  disarm
• 27:28
  people.
• 27:29
  And
• 27:29
  a
• 27:29
  lot
• 27:29
  of
• 27:29
  what
• 27:29
  I
• 27:30
  focus
• 27:30
  on,
• 27:30
  honestly,
• 27:31
  is
• 27:32
  biopsychology,
• 27:33
  human
• 27:33
  nature,
• 27:33
  how
• 27:34
  people
• 27:34
  make
• 27:35
  decisions.
• 27:35
  And
• 27:36
  that's
• 27:36
  why
• 27:36
  this
• 27:36
  works,
• 27:37
  because
• 27:37
  we're
• 27:38
  working
• 27:38
  with
• 27:38
  human
• 27:38
  nature.
• 27:39
  And
• 27:39
  human
• 27:40
  nature
• 27:40
  tells
• 27:40
  me
• 27:41
  that
• 27:41
  they're.
• 27:41
  If
• 27:42
  they're
• 27:42
  confused,
• 27:43
  you
• 27:43
  know,
• 27:43
  there's
• 27:44
  a
• 27:44
  saying,
• 27:44
  the
• 27:44
  confused
• 27:45
  mind
• 27:45
  says
• 27:45
  no.
• 27:45
  If
• 27:46
  they're
• 27:46
  confused,
• 27:46
  they're
• 27:46
  not
• 27:46
  going
• 27:46
  to
• 27:47
  make
• 27:47
  a
• 27:47
  decision.
• 27:47
  If
• 27:47
  they've
• 27:47
  got
• 27:47
  an
• 27:48
  objection,
• 27:48
  they're
• 27:48
  not
• 27:48
  going
• 27:48
  to
• 27:49
  make
• 27:49
  a
• 27:49
  decision
• 27:49
  or
• 27:50
  they're
• 27:50
  going
• 27:50
  to
• 27:50
  choose
• 27:50
  somebody
• 27:50
  else.
• 27:51
  So
• 27:51
  you
• 27:52
  want
• 27:52
  to
• 27:52
  open
• 27:52
  the
• 27:52
  door
• 27:53
  to
• 27:53
  them
• 27:54
  asking
• 27:54
  those
• 27:54
  questions
• 27:55
  so
• 27:55
  that
• 27:55
  you
• 27:55
  have
• 27:55
  an
• 27:55
  opportunity
• 27:56
  to
• 27:56
  address
• 27:56
  it.
• 27:57
  Otherwise
• 27:57
  you
• 27:57
  lose
• 27:57
  them
• 27:58
  and
• 27:58
  you
• 27:58
  may
• 27:58
  never
• 27:58
  learn
• 27:59
  why.
• 27:59
  And
• 27:59
  that
• 28:00
  doesn't
• 28:00
  feel
• 28:00
  good
• 28:00
  to
• 28:00
  anybody.
• 28:01
  But
• 28:01
  the
• 28:01
  other
• 28:01
  thing
• 28:02
  that
• 28:02
  you
• 28:02
  can
• 28:02
  do
• 28:02
  is
• 28:03
  with
• 28:03
  my
• 28:03
  clients,
• 28:04
  depending
• 28:05
  on
• 28:05
  where
• 28:05
  they're
• 28:05
  at.
• 28:06
  So
• 28:06
  for
• 28:06
  example,
• 28:06
  some
• 28:07
  of
• 28:07
  my
• 28:07
  clients
• 28:07
  are
• 28:08
  selling.
• 28:08
  If
• 28:09
  they're
• 28:09
  planner,
• 28:09
  they
• 28:09
  might
• 28:10
  be
• 28:10
  selling
• 28:10
  on
• 28:10
  a
• 28:10
  percentage
• 28:11
  basis.
• 28:11
  So
• 28:11
  their
• 28:11
  price
• 28:12
  is
• 28:12
  their
• 28:12
  price.
• 28:12
  It's
• 28:12
  a
• 28:13
  certain
• 28:13
  percentage
• 28:13
  or
• 28:13
  a
• 28:13
  minimum,
• 28:14
  whatever.
• 28:14
  Um,
• 28:15
  other
• 28:15
  people
• 28:15
  have,
• 28:16
  like
• 28:17
  custom
• 28:17
  pricing,
• 28:17
  depending
• 28:18
  on
• 28:18
  what
• 28:18
  that
• 28:18
  person's
• 28:19
  looking
• 28:19
  for.
• 28:19
  So
• 28:20
  one
• 28:20
  of
• 28:20
  the
• 28:20
  things
• 28:20
  that
• 28:20
  I
• 28:21
  like
• 28:21
  to
• 28:21
  do
• 28:21
  is,
• 28:22
  with
• 28:22
  all
• 28:22
  of
• 28:22
  my
• 28:22
  teachings
• 28:23
  is
• 28:23
  I
• 28:23
  know
• 28:24
  human
• 28:24
  nature
• 28:25
  is
• 28:25
  that
• 28:25
  we
• 28:26
  can't
• 28:26
  predict
• 28:26
  a
• 28:26
  hundred
• 28:27
  percent
• 28:27
  of
• 28:27
  the
• 28:27
  time
• 28:27
  what
• 28:27
  they're
• 28:28
  going
• 28:28
  to
• 28:28
  do
• 28:28
  and
• 28:28
  how
• 28:29
  they're
• 28:29
  going
• 28:29
  to,
• 28:29
  how
• 28:29
  they're
• 28:30
  going
• 28:30
  to
• 28:30
  go.
• 28:30
  But
• 28:30
  I
• 28:31
  know
• 28:31
  from
• 28:31
  doing
• 28:31
  this
• 28:32
  a
• 28:32
  long
• 28:32
  time
• 28:32
  and
• 28:33
  25
• 28:33
  million
• 28:33
  in
• 28:33
  sales
• 28:34
  under
• 28:34
  my
• 28:34
  belt,
• 28:35
  that
• 28:35
  I
• 28:35
  know
• 28:35
  if
• 28:36
  you
• 28:36
  do
• 28:36
  a
• 28:36
  lot
• 28:36
  of
• 28:36
  these
• 28:37
  things,
• 28:37
  we
• 28:37
  can
• 28:38
  stack
• 28:38
  the
• 28:38
  odds
• 28:38
  in
• 28:38
  your
• 28:38
  favor
• 28:39
  of
• 28:39
  winning
• 28:39
  that
• 28:39
  client.
• 28:40
  One
• 28:40
  of
• 28:40
  those
• 28:40
  things
• 28:40
  is
• 28:41
  offering
• 28:41
  options
• 28:42
  and
• 28:42
  offering
• 28:43
  proposal
• 28:44
  options.
• 28:44
  So
• 28:45
  not
• 28:45
  a
• 28:45
  la
• 28:45
  carte
• 28:46
  options.
• 28:46
  I
• 28:46
  don't
• 28:47
  like
• 28:47
  that
• 28:47
  because
• 28:47
  it
• 28:48
  gives
• 28:48
  people
• 28:48
  analysis
• 28:49
  paralysis
• 28:50
  and
• 28:51
  like
• 28:51
  decision
• 28:52
  fatigue.
• 28:52
  But
• 28:53
  you
• 28:53
  offer
• 28:53
  them
• 28:54
  packages.
• 28:54
  And
• 28:55
  the
• 28:55
  packages.
• 28:56
  Here's
• 28:56
  the
• 28:56
  key.
• 28:56
  If
• 28:57
  you
• 28:57
  offer
• 28:57
  them
• 28:57
  packages
• 28:58
  as
• 28:58
  opposed
• 28:58
  to
• 28:58
  just
• 28:59
  one
• 28:59
  proposal,
• 29:00
  if
• 29:00
  you
• 29:00
  offer
• 29:01
  them
• 29:01
  one
• 29:01
  proposal,
• 29:01
  the
• 29:01
  problem
• 29:02
  is
• 29:02
  it's
• 29:02
  a
• 29:02
  yes
• 29:03
  or
• 29:03
  no.
• 29:03
  And
• 29:03
  if
• 29:03
  it's
• 29:03
  a
• 29:04
  yes,
• 29:04
  great.
• 29:05
  But
• 29:05
  the
• 29:05
  downsizes
• 29:06
  sound.
• 29:07
  The
• 29:07
  downside
• 29:08
  is
• 29:08
  you
• 29:08
  probably
• 29:08
  left
• 29:09
  money
• 29:09
  on
• 29:09
  the
• 29:09
  table.
• 29:09
  And
• 29:10
  if
• 29:10
  the
• 29:10
  answer
• 29:10
  is
• 29:11
  no,
• 29:11
  then
• 29:11
  you
• 29:12
  lost
• 29:12
  them,
• 29:12
  right?
• 29:12
  And
• 29:13
  then
• 29:13
  you
• 29:13
  have
• 29:13
  to
• 29:13
  chase.
• 29:14
  Then
• 29:14
  you
• 29:14
  have
• 29:14
  to
• 29:14
  chase
• 29:14
  and
• 29:15
  say,
• 29:15
  oh,
• 29:15
  but
• 29:15
  maybe
• 29:16
  I
• 29:16
  can
• 29:16
  do
• 29:16
  this
• 29:16
  for
• 29:16
  you.
• 29:17
  And
• 29:17
  then
• 29:17
  it
• 29:17
  sounds
• 29:18
  desperate,
• 29:18
  right?
• 29:19
  So
• 29:19
  if
• 29:19
  you
• 29:19
  give
• 29:19
  them
• 29:19
  options
• 29:20
  based
• 29:20
  on
• 29:21
  what
• 29:21
  you
• 29:21
  discussed
• 29:22
  in
• 29:22
  your
• 29:22
  call,
• 29:23
  then
• 29:23
  it's
• 29:23
  not
• 29:23
  a
• 29:24
  question
• 29:24
  of
• 29:24
  yes
• 29:24
  or
• 29:24
  no,
• 29:25
  it's
• 29:25
  a
• 29:25
  question
• 29:25
  of
• 29:26
  which
• 29:26
  fits
• 29:27
  Your
• 29:27
  your
• 29:27
  needs
• 29:28
  best.
• 29:28
  And
• 29:28
  usually
• 29:29
  some
• 29:29
  of
• 29:29
  those
• 29:30
  options
• 29:30
  include
• 29:31
  here's
• 29:31
  one
• 29:31
  at
• 29:32
  your
• 29:32
  budget
• 29:32
  level
• 29:33
  and
• 29:33
  here's
• 29:33
  the
• 29:33
  other
• 29:34
  one
• 29:34
  that's
• 29:34
  higher
• 29:35
  that
• 29:36
  represents
• 29:36
  everything
• 29:37
  that
• 29:37
  you
• 29:37
  want.
• 29:37
  And
• 29:37
  I
• 29:38
  can
• 29:38
  tell
• 29:38
  you
• 29:38
  from
• 29:38
  doing
• 29:39
  this
• 29:39
  for
• 29:39
  over
• 29:39
  10
• 29:40
  years,
• 29:40
  more
• 29:40
  often
• 29:40
  than
• 29:41
  not
• 29:41
  they
• 29:41
  go
• 29:41
  way
• 29:42
  above
• 29:42
  their
• 29:42
  budget
• 29:42
  and
• 29:43
  they
• 29:43
  buy
• 29:43
  everything
• 29:44
  because
• 29:45
  not
• 29:45
  only
• 29:45
  have
• 29:45
  you
• 29:45
  articulated
• 29:46
  what
• 29:47
  the
• 29:47
  value
• 29:47
  of
• 29:47
  what
• 29:48
  you're
• 29:48
  offering
• 29:48
  and
• 29:49
  you've
• 29:49
  made
• 29:49
  it
• 29:49
  far
• 29:49
  more
• 29:50
  understandable
• 29:51
  than
• 29:51
  them
• 29:51
  talking
• 29:52
  to
• 29:52
  all
• 29:52
  the
• 29:52
  other
• 29:52
  people
• 29:53
  that
• 29:53
  you're
• 29:53
  competing
• 29:53
  with,
• 29:54
  but
• 29:54
  they
• 29:54
  realize
• 29:55
  that
• 29:55
  they
• 29:55
  can't
• 29:55
  get
• 29:55
  what
• 29:56
  they
• 29:56
  want
• 29:56
  for
• 29:56
  their
• 29:56
  budget
• 29:56
  and
• 29:57
  you're
• 29:57
  giving
• 29:57
  them
• 29:57
  options
• 29:58
  as
• 29:58
  opposed
• 29:58
  to
• 29:59
  a
• 29:59
  yes
• 29:59
  or
• 29:59
  no.
• 30:00
  So
• 30:00
  that's
• 30:00
  just
• 30:00
  one
• 30:01
  example
• 30:01
  example
• 30:01
  of
• 30:02
  what
• 30:02
  we
• 30:02
  do
• 30:02
  to
• 30:02
  help
• 30:03
  that
• 30:03
  sale
• 30:03
  quickly.
• 30:04
  I
• 30:04
  love
• 30:04
  an
• 30:04
  option.
• 30:05
  The
• 30:05
  thing
• 30:05
  is
• 30:05
  with
• 30:05
  an
• 30:06
  option
• 30:06
  is
• 30:06
  it's
• 30:06
  so
• 30:06
  much
• 30:06
  easier
• 30:07
  for
• 30:07
  us
• 30:07
  as
• 30:07
  the
• 30:07
  business
• 30:08
  owner
• 30:08
  to
• 30:09
  say
• 30:09
  which
• 30:09
  of
• 30:09
  these
• 30:09
  options
• 30:10
  suits
• 30:10
  you
• 30:10
  best.
• 30:11
  Rather
• 30:11
  than
• 30:11
  saying
• 30:11
  how
• 30:12
  much
• 30:12
  money
• 30:12
  have
• 30:12
  you
• 30:12
  got
• 30:12
  to
• 30:13
  spend?
• 30:13
  It
• 30:13
  kind
• 30:13
  of
• 30:13
  gives
• 30:14
  you
• 30:14
  an
• 30:14
  easier
• 30:15
  question
• 30:15
  or
• 30:15
  an
• 30:16
  easier
• 30:16
  way
• 30:16
  for
• 30:16
  you
• 30:16
  to
• 30:16
  see
• 30:17
  where
• 30:17
  on
• 30:17
  that
• 30:17
  spectrum
• 30:18
  they're
• 30:18
  going
• 30:18
  to
• 30:18
  be.
• 30:18
  Especially
• 30:19
  if
• 30:19
  you've
• 30:19
  got
• 30:19
  that
• 30:19
  budget
• 30:20
  option
• 30:20
  and
• 30:20
  the
• 30:20
  massive
• 30:20
  option
• 30:21
  you
• 30:21
  can
• 30:21
  kind
• 30:21
  of
• 30:21
  see
• 30:22
  roughly
• 30:22
  and
• 30:22
  then
• 30:23
  upsell
• 30:23
  from
• 30:23
  there
• 30:24
  rather
• 30:24
  than
• 30:24
  just
• 30:24
  going
• 30:24
  how
• 30:24
  much
• 30:25
  money
• 30:25
  do
• 30:25
  you
• 30:25
  have?
• 30:25
  Which
• 30:25
  is
• 30:26
  the
• 30:26
  question
• 30:26
  that
• 30:26
  nobody
• 30:27
  ever
• 30:27
  wants
• 30:27
  to
• 30:27
  answer.
• 30:28
  And
• 30:28
  if
• 30:28
  you
• 30:28
  think
• 30:28
  about,
• 30:28
  about
• 30:29
  it
• 30:29
  so
• 30:29
  many
• 30:29
  times,
• 30:30
  people,
• 30:31
  people
• 30:31
  don't
• 30:31
  know
• 30:31
  what
• 30:32
  to
• 30:32
  budget,
• 30:32
  right?
• 30:33
  So
• 30:33
  that's
• 30:33
  one
• 30:33
  thing.
• 30:33
  Like
• 30:34
  it's
• 30:34
  great
• 30:34
  to
• 30:34
  know
• 30:35
  what
• 30:35
  someone's
• 30:35
  budget
• 30:35
  is
• 30:35
  and
• 30:36
  I
• 30:36
  always
• 30:36
  want
• 30:36
  you
• 30:37
  to
• 30:37
  ask
• 30:37
  that
• 30:37
  question.
• 30:38
  But
• 30:38
  just
• 30:39
  know,
• 30:39
  especially
• 30:39
  in
• 30:40
  this
• 30:40
  industry,
• 30:41
  they
• 30:41
  have
• 30:41
  no
• 30:41
  idea
• 30:41
  what
• 30:42
  things
• 30:42
  cost.
• 30:43
  So
• 30:43
  take
• 30:43
  that
• 30:43
  with
• 30:43
  a
• 30:43
  grain
• 30:44
  of
• 30:44
  salt
• 30:44
  and
• 30:44
  you,
• 30:45
  and
• 30:45
  you
• 30:45
  can
• 30:45
  use
• 30:45
  this
• 30:45
  languaging
• 30:46
  too.
• 30:46
  This
• 30:46
  is
• 30:47
  another
• 30:47
  sort
• 30:48
  of
• 30:48
  catch
• 30:48
  all
• 30:49
  phrase
• 30:49
  that
• 30:49
  I
• 30:49
  like
• 30:50
  my
• 30:50
  clients
• 30:50
  to
• 30:50
  use.
• 30:51
  You
• 30:51
  can
• 30:52
  say
• 30:52
  I,
• 30:53
  I
• 30:53
  don't
• 30:53
  ever,
• 30:53
  you
• 30:53
  know,
• 30:54
  there's
• 30:54
  no
• 30:54
  do
• 30:54
  overs
• 30:55
  with
• 30:55
  your
• 30:55
  wedding,
• 30:55
  right?
• 30:56
  Generally
• 30:57
  there's
• 30:57
  no
• 30:57
  do
• 30:57
  overs.
• 30:58
  I
• 30:58
  don't
• 30:58
  ever
• 30:59
  want
• 30:59
  a
• 30:59
  client
• 30:59
  coming
• 30:59
  back
• 30:59
  to
• 31:00
  me.
• 31:00
  I
• 31:01
  wish
• 31:01
  I
• 31:01
  knew
• 31:01
  you
• 31:01
  would
• 31:02
  have,
• 31:02
  you
• 31:02
  could
• 31:02
  have
• 31:02
  done
• 31:02
  this
• 31:03
  for
• 31:03
  me.
• 31:03
  I
• 31:03
  wish
• 31:03
  I
• 31:04
  knew
• 31:04
  you
• 31:04
  could
• 31:04
  have
• 31:04
  taken
• 31:04
  this
• 31:05
  off
• 31:05
  my
• 31:05
  plate
• 31:05
  or
• 31:05
  I
• 31:05
  wish
• 31:05
  I
• 31:06
  knew
• 31:06
  this
• 31:06
  was
• 31:06
  available,
• 31:07
  that
• 31:07
  we
• 31:07
  could
• 31:07
  have
• 31:07
  had
• 31:07
  this
• 31:08
  option,
• 31:08
  I
• 31:08
  could
• 31:08
  have
• 31:08
  had
• 31:08
  this
• 31:09
  upgrade
• 31:09
  or
• 31:09
  whatever.
• 31:10
  So
• 31:10
  you
• 31:10
  want
• 31:10
  to
• 31:11
  give
• 31:11
  your
• 31:11
  clients
• 31:11
  that
• 31:11
  option
• 31:12
  and
• 31:12
  don't
• 31:13
  underestimate
• 31:13
  this
• 31:14
  because
• 31:14
  I
• 31:14
  have
• 31:15
  clients
• 31:15
  that
• 31:15
  say
• 31:16
  that
• 31:16
  have
• 31:16
  come
• 31:16
  to
• 31:16
  me
• 31:17
  and
• 31:17
  said
• 31:17
  I
• 31:17
  got
• 31:18
  a,
• 31:18
  you
• 31:18
  know,
• 31:18
  this
• 31:18
  client
• 31:19
  came
• 31:19
  to
• 31:19
  me
• 31:19
  with
• 31:20
  a
• 31:20
  $5,000
• 31:21
  budget
• 31:21
  and
• 31:21
  I
• 31:21
  just
• 31:21
  booked
• 31:22
  them
• 31:22
  for
• 31:22
  18.
• 31:23
  Imagine
• 31:24
  had
• 31:24
  you
• 31:24
  given
• 31:25
  them
• 31:25
  a
• 31:25
  proposal
• 31:25
  for
• 31:26
  5
• 31:26
  and
• 31:26
  what
• 31:26
  most
• 31:27
  people
• 31:27
  would
• 31:27
  have
• 31:27
  done
• 31:27
  is
• 31:27
  they
• 31:28
  would
• 31:28
  have
• 31:28
  given
• 31:28
  them
• 31:28
  a
• 31:28
  proposal
• 31:29
  for
• 31:29
  five
• 31:29
  with
• 31:30
  a
• 31:30
  lot
• 31:30
  of
• 31:30
  stuff
• 31:30
  in
• 31:31
  it
• 31:31
  and
• 31:31
  not
• 31:31
  made
• 31:31
  any
• 31:32
  money
• 31:32
  whatso
• 31:32
  however
• 31:32
  on
• 31:33
  it.
• 31:33
  And
• 31:33
  instead
• 31:33
  they
• 31:34
  walked
• 31:34
  away
• 31:34
  from
• 31:35
  potentially
• 31:35
  selling
• 31:36
  them
• 31:36
  for
• 31:36
  $18,000.
• 31:37
  That
• 31:37
  could
• 31:38
  have
• 31:38
  been
• 31:38
  three
• 31:38
  to
• 31:39
  four
• 31:39
  clients
• 31:40
  to
• 31:40
  make
• 31:40
  up
• 31:40
  for
• 31:41
  that
• 31:41
  difference
• 31:41
  at
• 31:41
  that
• 31:42
  price
• 31:42
  point.
• 31:42
  That's
• 31:43
  the
• 31:43
  value
• 31:43
  in
• 31:43
  knowing
• 31:44
  how
• 31:44
  to
• 31:44
  sell
• 31:44
  yourself
• 31:45
  because
• 31:45
  not
• 31:46
  only
• 31:46
  are
• 31:46
  you
• 31:46
  going
• 31:46
  to
• 31:47
  win
• 31:47
  more,
• 31:47
  but
• 31:47
  you're
• 31:48
  going
• 31:48
  to
• 31:48
  win
• 31:48
  them
• 31:49
  at
• 31:49
  a
• 31:49
  much
• 31:49
  higher
• 31:50
  price
• 31:50
  point
• 31:50
  and
• 31:50
  at
• 31:51
  your
• 31:51
  bigger
• 31:51
  packages.
• 31:52
  That's
• 31:52
  how
• 31:52
  you
• 31:52
  2x5x10x
• 31:54
  your
• 31:54
  sales.
• 31:54
  So
• 31:55
  good,
• 31:55
  so
• 31:55
  helpful.
• 31:56
  And
• 31:56
  I
• 31:56
  know
• 31:56
  already
• 31:56
  I'm
• 31:57
  hoping
• 31:57
  people's
• 31:57
  cogs
• 31:58
  are
• 31:58
  going
• 31:58
  to
• 31:58
  be
• 31:58
  turning
• 31:58
  and
• 31:59
  their
• 31:59
  mindset
• 31:59
  is
• 31:59
  going
• 31:59
  to
• 32:00
  be
• 32:00
  shifting.
• 32:00
  The
• 32:00
  thing
• 32:01
  is,
• 32:01
  in
• 32:01
  the
• 32:01
  industry
• 32:01
  we
• 32:02
  know
• 32:02
  that
• 32:02
  quite
• 32:02
  often
• 32:03
  clients
• 32:03
  will
• 32:04
  go
• 32:04
  to
• 32:04
  different
• 32:04
  options.
• 32:05
  So
• 32:05
  they
• 32:05
  may
• 32:05
  come
• 32:06
  to
• 32:06
  my
• 32:06
  wedding
• 32:06
  venue
• 32:07
  and
• 32:07
  think
• 32:07
  this
• 32:07
  wedding
• 32:08
  venue
• 32:08
  is
• 32:08
  amazing,
• 32:08
  but
• 32:09
  they've
• 32:09
  already
• 32:09
  got
• 32:09
  two
• 32:10
  more
• 32:10
  books.
• 32:10
  They
• 32:10
  don't
• 32:10
  want
• 32:10
  to
• 32:11
  commit
• 32:11
  because
• 32:11
  they
• 32:11
  know
• 32:12
  they're
• 32:12
  going
• 32:12
  to
• 32:12
  go
• 32:12
  and
• 32:12
  see
• 32:12
  two
• 32:13
  more
• 32:13
  in
• 32:13
  those
• 32:13
  kind
• 32:14
  of
• 32:14
  scenarios.
• 32:14
  Do
• 32:14
  you
• 32:15
  have
• 32:15
  any
• 32:15
  tips
• 32:15
  for
• 32:16
  if
• 32:16
  they
• 32:16
  happen
• 32:16
  to
• 32:17
  be
• 32:17
  number
• 32:17
  one,
• 32:18
  that
• 32:18
  is
• 32:18
  being
• 32:19
  seen,
• 32:19
  how
• 32:20
  to
• 32:20
  then
• 32:20
  keep
• 32:21
  those
• 32:21
  people
• 32:21
  interested
• 32:22
  even
• 32:22
  though
• 32:23
  they
• 32:23
  still
• 32:23
  want
• 32:23
  to
• 32:23
  go
• 32:23
  and
• 32:23
  see
• 32:24
  two
• 32:24
  and
• 32:24
  three?
• 32:24
  Now
• 32:24
  that's,
• 32:25
  that's
• 32:25
  a
• 32:25
  million
• 32:26
  dollar
• 32:26
  question.
• 32:26
  Because
• 32:26
  venues
• 32:27
  are,
• 32:28
  they're
• 32:28
  a
• 32:28
  little
• 32:28
  bit
• 32:28
  different
• 32:29
  in
• 32:29
  that
• 32:30
  everything
• 32:30
  is
• 32:30
  a
• 32:30
  little
• 32:30
  bit
• 32:31
  more
• 32:31
  transparent.
• 32:31
  Like
• 32:32
  all
• 32:32
  that
• 32:32
  information
• 32:32
  is
• 32:33
  available
• 32:33
  to
• 32:33
  clients,
• 32:34
  clients.
• 32:34
  Whereas
• 32:35
  with
• 32:35
  planners
• 32:36
  or
• 32:36
  photographers,
• 32:37
  all
• 32:37
  that
• 32:37
  pricing
• 32:37
  and
• 32:38
  all
• 32:38
  that
• 32:38
  transparency
• 32:39
  isn't
• 32:39
  necessarily
• 32:40
  there
• 32:40
  just
• 32:40
  by
• 32:40
  nature
• 32:41
  of
• 32:41
  what
• 32:41
  they
• 32:41
  do
• 32:42
  and
• 32:42
  the
• 32:42
  fact
• 32:42
  that
• 32:42
  they
• 32:42
  offer
• 32:43
  so
• 32:43
  many
• 32:43
  different
• 32:43
  options.
• 32:44
  That's
• 32:45
  a
• 32:45
  really
• 32:45
  great
• 32:45
  question.
• 32:46
  So
• 32:46
  I
• 32:46
  would
• 32:46
  say
• 32:47
  a
• 32:47
  couple
• 32:47
  of
• 32:48
  things
• 32:48
  that
• 32:48
  they
• 32:48
  can
• 32:48
  do.
• 32:49
  You
• 32:50
  want
• 32:50
  to
• 32:50
  make
• 32:50
  sure
• 32:50
  that
• 32:51
  you
• 32:51
  first
• 32:52
  of
• 32:52
  all
• 32:52
  are
• 32:52
  doing
• 32:52
  your,
• 32:53
  your
• 32:53
  competitive
• 32:54
  homework.
• 32:54
  It's
• 32:54
  even
• 32:55
  more
• 32:55
  important
• 32:56
  when
• 32:56
  you're,
• 32:56
  when
• 32:56
  you're
• 32:57
  talking
• 32:57
  about
• 32:57
  a
• 32:57
  venue
• 32:58
  to
• 32:58
  know
• 32:59
  your
• 32:59
  competitors,
• 33:00
  you
• 33:00
  have
• 33:00
  to
• 33:01
  know
• 33:01
  what
• 33:01
  do
• 33:02
  we
• 33:02
  have
• 33:02
  that
• 33:02
  they
• 33:02
  don't?
• 33:03
  Who's
• 33:03
  our
• 33:03
  ideal
• 33:03
  compliant
• 33:04
  compared
• 33:04
  to
• 33:04
  them?
• 33:05
  Right.
• 33:05
  It's
• 33:06
  important
• 33:06
  to
• 33:06
  know
• 33:06
  that
• 33:07
  and
• 33:07
  that
• 33:07
  was
• 33:07
  really
• 33:08
  important
• 33:08
  in
• 33:08
  like
• 33:08
  in
• 33:08
  my
• 33:08
  software
• 33:09
  life
• 33:09
  like
• 33:09
  that
• 33:09
  you
• 33:10
  had
• 33:10
  to
• 33:10
  know
• 33:10
  that
• 33:10
  cold.
• 33:10
  You
• 33:11
  had
• 33:11
  to
• 33:11
  know
• 33:11
  every
• 33:11
  one
• 33:11
  of
• 33:11
  your
• 33:12
  competitors
• 33:12
  exactly
• 33:13
  how
• 33:13
  you
• 33:13
  were
• 33:13
  different.
• 33:14
  So
• 33:14
  you
• 33:15
  need
• 33:15
  to
• 33:15
  know
• 33:15
  that,
• 33:15
  that
• 33:16
  information
• 33:16
  because
• 33:17
  then
• 33:17
  you
• 33:17
  can
• 33:18
  position
• 33:18
  yourself
• 33:19
  differently
• 33:19
  so
• 33:19
  that
• 33:19
  you
• 33:20
  can
• 33:20
  attract
• 33:21
  the
• 33:21
  people
• 33:22
  that
• 33:22
  will
• 33:22
  be
• 33:22
  a
• 33:22
  good
• 33:22
  fit.
• 33:23
  And,
• 33:23
  and
• 33:23
  a
• 33:24
  way
• 33:24
  that
• 33:24
  you
• 33:24
  can
• 33:24
  do
• 33:24
  that
• 33:25
  is
• 33:25
  you
• 33:25
  can
• 33:25
  say
• 33:26
  you.
• 33:26
  First
• 33:26
  of
• 33:26
  all,
• 33:26
  I
• 33:26
  would
• 33:27
  ask
• 33:27
  them
• 33:27
  who
• 33:27
  else
• 33:27
  are
• 33:28
  you
• 33:28
  looking
• 33:28
  at?
• 33:28
  Right.
• 33:28
  What
• 33:29
  other
• 33:29
  venues
• 33:29
  are
• 33:29
  you
• 33:29
  going
• 33:29
  to.
• 33:30
  And
• 33:30
  if
• 33:30
  you
• 33:30
  are
• 33:30
  asking
• 33:31
  the
• 33:31
  Right.
• 33:31
  Questions
• 33:32
  before
• 33:32
  that
• 33:33
  that
• 33:33
  are,
• 33:34
  that
• 33:34
  will
• 33:34
  help
• 33:34
  reveal
• 33:35
  if
• 33:35
  they're
• 33:36
  a
• 33:36
  good
• 33:36
  fit
• 33:36
  for,
• 33:36
  you
• 33:37
  know,
• 33:38
  you
• 33:38
  can
• 33:38
  say,
• 33:39
  okay,
• 33:39
  great,
• 33:40
  I
• 33:40
  want
• 33:40
  you
• 33:40
  to,
• 33:41
  to
• 33:41
  make
• 33:41
  an
• 33:41
  informed
• 33:41
  decision.
• 33:42
  This
• 33:42
  is
• 33:43
  how
• 33:43
  we're
• 33:43
  different,
• 33:43
  right?
• 33:44
  You
• 33:44
  had
• 33:44
  said
• 33:44
  this
• 33:44
  was
• 33:45
  important
• 33:45
  to
• 33:45
  you.
• 33:46
  This
• 33:46
  is
• 33:46
  what
• 33:46
  we
• 33:46
  really
• 33:47
  focus
• 33:47
  on,
• 33:47
  right?
• 33:48
  I
• 33:48
  can't
• 33:48
  speak
• 33:48
  for
• 33:49
  everybody
• 33:49
  else,
• 33:49
  but
• 33:50
  from
• 33:50
  what
• 33:50
  we
• 33:50
  know,
• 33:51
  like
• 33:51
  this
• 33:51
  is
• 33:51
  what
• 33:52
  is
• 33:52
  really
• 33:52
  important
• 33:52
  to
• 33:52
  us
• 33:53
  and
• 33:53
  what
• 33:53
  we
• 33:53
  focus
• 33:54
  on
• 33:54
  here
• 33:54
  and
• 33:55
  what
• 33:55
  our
• 33:55
  clients
• 33:55
  have
• 33:55
  told
• 33:56
  us
• 33:56
  they
• 33:56
  really
• 33:57
  love.
• 33:57
  And
• 33:57
  that's
• 33:57
  when
• 33:58
  you
• 33:58
  can
• 33:58
  give
• 33:58
  them
• 33:58
  like
• 33:59
  client
• 33:59
  stories
• 33:59
  or
• 34:00
  testimonials,
• 34:00
  et
• 34:01
  cetera.
• 34:01
  But
• 34:01
  if
• 34:01
  you
• 34:02
  know,
• 34:02
  that's
• 34:02
  why
• 34:03
  sales
• 34:03
  to
• 34:03
  me
• 34:03
  is
• 34:03
  very
• 34:03
  strategic.
• 34:04
  It's,
• 34:04
  it's
• 34:04
  understanding
• 34:05
  who
• 34:05
  you're
• 34:06
  competing
• 34:06
  against,
• 34:07
  especially
• 34:07
  if
• 34:07
  you're
• 34:08
  a
• 34:08
  venue,
• 34:08
  and
• 34:09
  being
• 34:09
  able
• 34:09
  to
• 34:10
  really
• 34:11
  understand
• 34:11
  who
• 34:11
  you
• 34:12
  are
• 34:12
  and
• 34:12
  what
• 34:12
  you
• 34:13
  offer
• 34:13
  and
• 34:13
  the
• 34:13
  differences
• 34:14
  and
• 34:14
  being
• 34:15
  able
• 34:15
  to
• 34:16
  ask
• 34:16
  questions
• 34:16
  of
• 34:16
  your
• 34:17
  potential
• 34:17
  clients
• 34:17
  to
• 34:18
  know,
• 34:18
  oh,
• 34:19
  this
• 34:19
  is
• 34:19
  an
• 34:19
  ideal
• 34:19
  client
• 34:20
  because
• 34:20
  what's
• 34:20
  important
• 34:21
  to
• 34:21
  them
• 34:21
  is
• 34:21
  what
• 34:22
  we
• 34:22
  focus
• 34:22
  on,
• 34:22
  right?
• 34:23
  Because
• 34:23
  all
• 34:23
  venues
• 34:24
  are
• 34:24
  different,
• 34:24
  they
• 34:24
  offer
• 34:24
  different
• 34:25
  things.
• 34:25
  Like
• 34:25
  some
• 34:26
  might
• 34:26
  be
• 34:26
  completely
• 34:27
  diy,
• 34:28
  you
• 34:28
  know,
• 34:28
  where
• 34:28
  you
• 34:28
  have
• 34:28
  to
• 34:29
  bring
• 34:29
  in
• 34:29
  all
• 34:29
  these
• 34:30
  vendors.
• 34:30
  Others
• 34:30
  might
• 34:31
  be
• 34:31
  like
• 34:31
  a
• 34:31
  one
• 34:31
  stop
• 34:32
  shop,
• 34:32
  that's
• 34:32
  a
• 34:32
  very
• 34:33
  different
• 34:33
  buyer.
• 34:34
  So
• 34:34
  knowing
• 34:35
  that
• 34:35
  you
• 34:35
  should
• 34:36
  be
• 34:36
  asking
• 34:36
  those
• 34:36
  questions
• 34:37
  in
• 34:37
  advance
• 34:37
  so
• 34:38
  you
• 34:38
  know
• 34:38
  that
• 34:39
  about
• 34:39
  your
• 34:39
  potential
• 34:40
  client,
• 34:40
  okay,
• 34:40
  you
• 34:40
  said
• 34:41
  this
• 34:41
  was
• 34:41
  important
• 34:41
  to
• 34:41
  you.
• 34:42
  This
• 34:42
  is
• 34:42
  what
• 34:42
  we
• 34:42
  focus
• 34:43
  on.
• 34:43
  That's
• 34:43
  more,
• 34:44
  you
• 34:44
  know,
• 34:44
  the
• 34:44
  more
• 34:45
  you
• 34:45
  know
• 34:45
  about
• 34:45
  your
• 34:45
  client
• 34:46
  and
• 34:46
  you're
• 34:46
  asking
• 34:47
  the
• 34:47
  right
• 34:47
  questions
• 34:47
  to
• 34:47
  draw
• 34:48
  that
• 34:48
  out.
• 34:48
  That's,
• 34:49
  that's,
• 34:49
  to
• 34:49
  me,
• 34:50
  the
• 34:50
  essence
• 34:50
  of
• 34:50
  selling
• 34:51
  is
• 34:51
  understanding
• 34:52
  what
• 34:52
  are
• 34:52
  your
• 34:53
  requirements,
• 34:53
  what
• 34:53
  are
• 34:53
  your
• 34:54
  challenges,
• 34:54
  what,
• 34:54
  what,
• 34:55
  what's
• 34:55
  important
• 34:55
  to
• 34:55
  you?
• 34:56
  Let
• 34:56
  me
• 34:56
  understand
• 34:57
  that
• 34:57
  really
• 34:57
  well.
• 34:58
  And
• 34:58
  then
• 34:58
  I
• 34:58
  can
• 34:59
  specifically
• 35:00
  speak
• 35:00
  to
• 35:00
  that
• 35:01
  and
• 35:01
  say,
• 35:01
  okay,
• 35:02
  well
• 35:02
  this,
• 35:02
  you
• 35:02
  said
• 35:03
  this
• 35:03
  is
• 35:03
  what
• 35:03
  you
• 35:03
  want.
• 35:04
  We
• 35:04
  don't
• 35:04
  do
• 35:04
  this,
• 35:05
  but
• 35:05
  we
• 35:05
  do
• 35:05
  all
• 35:06
  these
• 35:06
  other
• 35:06
  things
• 35:06
  and
• 35:07
  this
• 35:07
  is
• 35:07
  why
• 35:08
  our
• 35:08
  clients
• 35:08
  love
• 35:09
  us.
• 35:09
  Does
• 35:09
  that
• 35:09
  make
• 35:09
  sense?
• 35:10
  That
• 35:10
  makes
• 35:10
  perfect
• 35:10
  sense.
• 35:11
  And
• 35:11
  I
• 35:11
  think
• 35:11
  actually
• 35:11
  everyone
• 35:12
  should
• 35:12
  have
• 35:12
  a
• 35:12
  really
• 35:12
  good
• 35:12
  understanding
• 35:13
  of
• 35:13
  their
• 35:13
  competitors
• 35:14
  exactly
• 35:14
  like
• 35:15
  the
• 35:15
  venues,
• 35:15
  because
• 35:15
  then
• 35:16
  you
• 35:16
  can
• 35:16
  know
• 35:16
  your
• 35:16
  point
• 35:16
  of
• 35:17
  difference
• 35:17
  in
• 35:17
  your
• 35:17
  local
• 35:17
  marketplace
• 35:18
  and
• 35:18
  therefore
• 35:19
  you
• 35:19
  can
• 35:19
  confidently
• 35:20
  share
• 35:20
  your
• 35:20
  value
• 35:21
  for
• 35:21
  them.
• 35:21
  I
• 35:21
  want
• 35:21
  to
• 35:21
  talk
• 35:22
  a
• 35:22
  little
• 35:22
  bit
• 35:22
  about
• 35:23
  boundaries
• 35:23
  because
• 35:23
  I
• 35:24
  think
• 35:24
  when
• 35:24
  you're
• 35:24
  not
• 35:24
  this
• 35:25
  natural
• 35:25
  salesperson
• 35:26
  and
• 35:26
  you're
• 35:26
  the
• 35:26
  creative
• 35:27
  type
• 35:27
  and
• 35:27
  you
• 35:27
  want
• 35:28
  to
• 35:28
  be
• 35:28
  really
• 35:28
  friendly
• 35:28
  to
• 35:29
  everyone,
• 35:29
  sometimes
• 35:30
  people
• 35:30
  can
• 35:30
  take
• 35:30
  advantage
• 35:31
  of
• 35:31
  that
• 35:31
  and
• 35:31
  sometimes
• 35:32
  boundaries
• 35:32
  can
• 35:32
  be
• 35:33
  difficult.
• 35:33
  And
• 35:33
  for
• 35:33
  me,
• 35:34
  my
• 35:34
  word
• 35:34
  of
• 35:34
  the
• 35:34
  year,
• 35:35
  actually
• 35:35
  this
• 35:35
  year
• 35:35
  is
• 35:35
  an
• 35:36
  anything
• 35:36
  like
• 35:36
  thrive,
• 35:37
  accelerate.
• 35:37
  My
• 35:37
  word
• 35:38
  of
• 35:38
  the
• 35:38
  year
• 35:38
  is
• 35:38
  boundaries
• 35:39
  because
• 35:39
  I
• 35:39
  also
• 35:39
  fall
• 35:39
  into
• 35:40
  this
• 35:40
  category
• 35:40
  where
• 35:41
  someone
• 35:41
  says,
• 35:41
  and
• 35:41
  they
• 35:42
  say
• 35:42
  it
• 35:42
  to
• 35:42
  my
• 35:42
  planners,
• 35:42
  they
• 35:43
  say
• 35:43
  it
• 35:43
  to
• 35:43
  me,
• 35:43
  they
• 35:43
  say
• 35:43
  it
• 35:43
  to
• 35:43
  everyone.
• 35:44
  Can
• 35:44
  I
• 35:44
  just
• 35:44
  pick
• 35:45
  your
• 35:45
  brains
• 35:45
  about
• 35:45
  this?
• 35:46
  Or
• 35:46
  they
• 35:46
  ask,
• 35:46
  can
• 35:47
  you
• 35:47
  just
• 35:47
  draw
• 35:47
  me
• 35:47
  this
• 35:47
  picture
• 35:48
  of
• 35:48
  the
• 35:48
  cake?
• 35:48
  And
• 35:49
  we
• 35:49
  all
• 35:49
  know
• 35:49
  that
• 35:49
  we
• 35:50
  end
• 35:50
  up
• 35:50
  spending
• 35:50
  loads
• 35:50
  of
• 35:51
  time
• 35:51
  doing
• 35:51
  it
• 35:51
  and
• 35:51
  then
• 35:51
  don't
• 35:52
  make
• 35:52
  the
• 35:52
  sale
• 35:52
  at
• 35:52
  the
• 35:52
  end.
• 35:53
  So
• 35:53
  how
• 35:53
  can
• 35:53
  we
• 35:53
  be
• 35:53
  better
• 35:54
  at
• 35:54
  having
• 35:54
  boundaries
• 35:55
  earlier
• 35:55
  and
• 35:56
  making
• 35:56
  a
• 35:56
  sale
• 35:56
  early
• 35:57
  or
• 35:57
  at
• 35:57
  least
• 35:57
  a
• 35:57
  sales
• 35:57
  proposition
• 35:58
  earlier,
• 35:58
  rather
• 35:59
  than
• 35:59
  being
• 35:59
  dragged
• 35:59
  into
• 36:00
  this
• 36:00
  thing
• 36:00
  where
• 36:00
  we
• 36:00
  end
• 36:00
  up
• 36:01
  giving
• 36:01
  away
• 36:01
  too
• 36:01
  much?
• 36:02
  Yeah.
• 36:02
  Oh,
• 36:02
  I
• 36:03
  feel
• 36:03
  that.
• 36:03
  I
• 36:03
  feel
• 36:03
  that
• 36:04
  on
• 36:04
  a
• 36:04
  personal
• 36:04
  level.
• 36:05
  I
• 36:05
  feel
• 36:05
  that
• 36:05
  with
• 36:05
  my
• 36:06
  clients.
• 36:06
  I
• 36:06
  think
• 36:06
  we
• 36:06
  all
• 36:07
  struggle
• 36:07
  with
• 36:07
  that,
• 36:07
  especially
• 36:08
  as
• 36:08
  women.
• 36:09
  It's
• 36:09
  sort.
• 36:10
  I
• 36:10
  feel
• 36:10
  like
• 36:10
  it's
• 36:10
  in
• 36:10
  our
• 36:10
  DNA
• 36:11
  to
• 36:11
  some
• 36:11
  extent.
• 36:12
  But
• 36:13
  to
• 36:13
  do
• 36:13
  that,
• 36:14
  I
• 36:14
  think
• 36:14
  first.
• 36:14
  First,
• 36:15
  it
• 36:15
  helps
• 36:15
  to
• 36:15
  understand
• 36:16
  human
• 36:16
  nature.
• 36:17
  Right.
• 36:17
  And
• 36:17
  if
• 36:17
  you
• 36:17
  understand
• 36:18
  human
• 36:18
  psychology
• 36:19
  and
• 36:20
  how
• 36:20
  people
• 36:20
  make
• 36:21
  decisions
• 36:21
  and
• 36:22
  what
• 36:22
  they're
• 36:22
  attracted
• 36:23
  to
• 36:23
  or
• 36:23
  not
• 36:23
  attracted
• 36:24
  to,
• 36:24
  think
• 36:24
  of,
• 36:24
  like,
• 36:25
  even
• 36:25
  children,
• 36:25
  if
• 36:26
  you
• 36:26
  give
• 36:26
  them
• 36:26
  an
• 36:26
  inch,
• 36:26
  they'll
• 36:27
  take
• 36:27
  a
• 36:27
  foot.
• 36:27
  It's
• 36:27
  just.
• 36:28
  It's
• 36:28
  just
• 36:28
  inbred
• 36:29
  in
• 36:29
  us.
• 36:29
  Like,
• 36:29
  we.
• 36:30
  That's
• 36:30
  how.
• 36:30
  That's
• 36:31
  how
• 36:31
  we
• 36:31
  operate.
• 36:32
  So
• 36:32
  if
• 36:32
  someone
• 36:33
  is
• 36:33
  going
• 36:34
  to
• 36:34
  be
• 36:34
  overly
• 36:35
  generous
• 36:35
  with
• 36:35
  their
• 36:36
  time
• 36:36
  and
• 36:37
  give
• 36:37
  a
• 36:38
  lot
• 36:38
  of
• 36:38
  things
• 36:38
  to
• 36:38
  that
• 36:39
  potential
• 36:39
  client,
• 36:40
  they're
• 36:40
  going
• 36:40
  to
• 36:40
  take
• 36:40
  advantage
• 36:41
  of
• 36:41
  that,
• 36:41
  and
• 36:41
  so
• 36:41
  they
• 36:42
  don't
• 36:42
  respect
• 36:42
  it
• 36:43
  as
• 36:43
  much.
• 36:43
  So
• 36:44
  there
• 36:44
  is
• 36:44
  a
• 36:44
  delicate
• 36:45
  balance
• 36:45
  there.
• 36:45
  There
• 36:45
  is.
• 36:46
  I
• 36:46
  think
• 36:46
  there's
• 36:46
  some
• 36:47
  strategic
• 36:47
  reasons
• 36:47
  why
• 36:48
  you
• 36:48
  might
• 36:48
  want
• 36:48
  to
• 36:48
  give
• 36:49
  a
• 36:49
  little
• 36:49
  bit
• 36:49
  more
• 36:49
  than
• 36:49
  somebody
• 36:50
  else,
• 36:50
  especially
• 36:51
  when
• 36:51
  it
• 36:51
  comes
• 36:52
  to
• 36:52
  design,
• 36:52
  only
• 36:53
  because
• 36:53
  people
• 36:53
  have
• 36:54
  a
• 36:54
  hard
• 36:54
  time
• 36:54
  visualizing
• 36:55
  things.
• 36:55
  So
• 36:55
  I
• 36:55
  think
• 36:56
  with
• 36:56
  a
• 36:56
  lot
• 36:56
  of
• 36:56
  today's
• 36:57
  technology,
• 36:57
  you
• 36:57
  can
• 36:57
  do
• 36:58
  that
• 36:58
  much
• 36:58
  more
• 36:59
  easily
• 36:59
  than
• 36:59
  you
• 36:59
  could
• 37:00
  before
• 37:00
  without
• 37:00
  taking
• 37:01
  a
• 37:01
  lot
• 37:01
  of
• 37:01
  your
• 37:01
  creative
• 37:02
  time.
• 37:02
  But
• 37:02
  I
• 37:02
  think
• 37:03
  understanding
• 37:04
  that
• 37:04
  if
• 37:05
  you
• 37:05
  give
• 37:05
  people
• 37:05
  too
• 37:06
  much,
• 37:06
  they'll
• 37:06
  take
• 37:06
  advantage
• 37:07
  of
• 37:07
  it
• 37:07
  and
• 37:08
  not
• 37:08
  appreciate
• 37:08
  it.
• 37:09
  And
• 37:09
  it.
• 37:10
  And
• 37:10
  that
• 37:10
  by
• 37:11
  having
• 37:11
  those
• 37:11
  boundaries,
• 37:12
  people
• 37:12
  respect
• 37:13
  you
• 37:13
  more.
• 37:13
  Right.
• 37:13
  Just
• 37:14
  like
• 37:14
  if
• 37:14
  you're
• 37:14
  a
• 37:14
  parent,
• 37:15
  if
• 37:15
  you
• 37:15
  let
• 37:15
  your
• 37:15
  kids
• 37:16
  just
• 37:16
  do
• 37:16
  whatever
• 37:16
  they
• 37:16
  want
• 37:17
  and
• 37:17
  go
• 37:17
  to
• 37:17
  bed
• 37:17
  whenever
• 37:18
  they
• 37:18
  want
• 37:18
  and
• 37:18
  eat
• 37:18
  whatever
• 37:19
  they
• 37:19
  want,
• 37:19
  and
• 37:19
  you
• 37:19
  don't
• 37:20
  have
• 37:20
  any
• 37:20
  boundaries.
• 37:20
  They're
• 37:21
  not
• 37:21
  learning
• 37:21
  anything
• 37:21
  and
• 37:22
  they're
• 37:22
  not
• 37:22
  respecting
• 37:22
  you.
• 37:23
  So
• 37:23
  you
• 37:23
  do
• 37:23
  the
• 37:23
  same
• 37:23
  with
• 37:24
  clients.
• 37:24
  And
• 37:24
  I
• 37:24
  think
• 37:25
  it
• 37:25
  helps
• 37:25
  shift
• 37:26
  that
• 37:26
  mindset
• 37:26
  a
• 37:27
  little
• 37:27
  bit
• 37:27
  when
• 37:27
  you
• 37:28
  understand
• 37:28
  it
• 37:28
  from
• 37:28
  that
• 37:29
  perspective
• 37:29
  that
• 37:29
  I
• 37:30
  get
• 37:30
  why
• 37:30
  we're
• 37:31
  do
• 37:31
  like.
• 37:31
  And
• 37:31
  I
• 37:32
  say
• 37:32
  we
• 37:32
  because
• 37:32
  I
• 37:32
  do
• 37:33
  the
• 37:33
  same
• 37:33
  thing.
• 37:33
  And
• 37:33
  I
• 37:33
  catch
• 37:33
  myself.
• 37:34
  I
• 37:34
  get
• 37:34
  why
• 37:35
  we
• 37:35
  do
• 37:35
  it
• 37:35
  because
• 37:35
  we
• 37:35
  want
• 37:36
  to
• 37:36
  give
• 37:36
  more
• 37:36
  and
• 37:36
  we
• 37:37
  want
• 37:37
  to
• 37:37
  be,
• 37:37
  you
• 37:37
  know,
• 37:38
  valued,
• 37:38
  but
• 37:39
  it
• 37:39
  ends
• 37:39
  up
• 37:39
  having
• 37:39
  the
• 37:39
  opposite
• 37:40
  effect.
• 37:40
  Right.
• 37:41
  So
• 37:41
  we
• 37:41
  have
• 37:42
  to
• 37:42
  remember
• 37:42
  it
• 37:42
  from
• 37:42
  that
• 37:43
  perspective.
• 37:43
  That
• 37:43
  people
• 37:43
  will
• 37:44
  respect
• 37:44
  us
• 37:44
  more
• 37:44
  if
• 37:44
  we
• 37:45
  have
• 37:45
  boundaries.
• 37:45
  And
• 37:46
  that's
• 37:46
  really
• 37:46
  important.
• 37:46
  When
• 37:47
  people
• 37:47
  say,
• 37:47
  I
• 37:48
  want
• 37:48
  to
• 37:48
  pick
• 37:48
  your
• 37:48
  brain.
• 37:48
  So
• 37:49
  that's
• 37:49
  when
• 37:49
  I
• 37:49
  love
• 37:49
  to
• 37:50
  say,
• 37:50
  great,
• 37:50
  either
• 37:51
  meet
• 37:51
  me
• 37:52
  at
• 37:52
  this
• 37:52
  event
• 37:52
  that
• 37:53
  I'm
• 37:53
  going
• 37:53
  to
• 37:53
  be
• 37:53
  at
• 37:54
  and
• 37:54
  I
• 37:54
  can
• 37:54
  chat
• 37:54
  with
• 37:54
  you
• 37:55
  for
• 37:55
  a
• 37:55
  couple
• 37:55
  minutes
• 37:56
  or
• 37:56
  here's
• 37:57
  a
• 37:57
  link
• 37:57
  to
• 37:57
  my
• 37:57
  calendar
• 37:58
  and
• 37:58
  it's
• 37:58
  a
• 37:58
  link
• 37:59
  to
• 37:59
  pay
• 37:59
  for
• 37:59
  a
• 37:59
  call.
• 38:00
  Love
• 38:00
  that,
• 38:00
  love
• 38:01
  that.
• 38:01
  So,
• 38:01
  so
• 38:01
  helpful.
• 38:02
  Okay.
• 38:02
  Final
• 38:03
  thing
• 38:03
  I
• 38:03
  want
• 38:03
  to
• 38:03
  talk
• 38:03
  about,
• 38:04
  and
• 38:04
  you
• 38:04
  mentioned
• 38:04
  it
• 38:04
  very
• 38:05
  briefly
• 38:05
  earlier,
• 38:06
  is
• 38:06
  about
• 38:06
  having
• 38:06
  the
• 38:06
  confidence
• 38:07
  to
• 38:07
  raise
• 38:07
  our
• 38:07
  prices
• 38:08
  or
• 38:08
  to
• 38:08
  charge
• 38:09
  our
• 38:09
  worth.
• 38:09
  And
• 38:10
  again,
• 38:10
  quite
• 38:10
  often
• 38:11
  this
• 38:11
  comes
• 38:11
  from
• 38:11
  a
• 38:11
  place
• 38:12
  of
• 38:12
  fear
• 38:12
  where
• 38:12
  people
• 38:13
  think,
• 38:13
  if
• 38:13
  I
• 38:13
  raise
• 38:13
  my
• 38:14
  prices
• 38:14
  or
• 38:14
  charge
• 38:14
  what
• 38:15
  I'm
• 38:15
  worth,
• 38:15
  no
• 38:15
  one
• 38:15
  will
• 38:15
  pay
• 38:16
  for
• 38:16
  it.
• 38:16
  People
• 38:16
  can't
• 38:17
  afford
• 38:17
  it,
• 38:17
  I'll
• 38:17
  have
• 38:17
  no
• 38:18
  inquiries,
• 38:18
  my
• 38:18
  business
• 38:19
  will
• 38:19
  fall
• 38:19
  apart.
• 38:19
  And
• 38:19
  actually
• 38:20
  they
• 38:20
  kind
• 38:20
  of
• 38:21
  go
• 38:21
  in
• 38:21
  this
• 38:21
  cycle,
• 38:22
  downward
• 38:22
  cycle,
• 38:23
  rather
• 38:23
  than
• 38:23
  seeing
• 38:24
  that
• 38:24
  it
• 38:24
  could
• 38:24
  be
• 38:24
  a
• 38:24
  good
• 38:25
  thing.
• 38:25
  So
• 38:25
  talk
• 38:25
  to
• 38:26
  us
• 38:26
  about
• 38:26
  finding
• 38:26
  your
• 38:27
  value,
• 38:27
  charging
• 38:27
  your
• 38:28
  value
• 38:28
  and
• 38:29
  not
• 38:29
  undercharging
• 38:30
  yourself
• 38:30
  and
• 38:30
  why
• 38:31
  we
• 38:31
  don't
• 38:31
  need
• 38:31
  to
• 38:31
  be
• 38:32
  scared
• 38:32
  of
• 38:32
  it.
• 38:32
  Wonderful
• 38:33
  topic.
• 38:33
  Love
• 38:33
  that.
• 38:34
  When
• 38:34
  you,
• 38:35
  when
• 38:35
  you
• 38:35
  think
• 38:36
  about
• 38:36
  what,
• 38:36
  what
• 38:36
  people
• 38:37
  complain
• 38:37
  about,
• 38:38
  it's,
• 38:38
  I'm
• 38:39
  trying
• 38:39
  to
• 38:39
  get
• 38:39
  into
• 38:39
  that
• 38:39
  next
• 38:40
  level
• 38:40
  market.
• 38:40
  I'm
• 38:41
  trying
• 38:41
  to
• 38:41
  get
• 38:41
  to,
• 38:41
  I'm
• 38:42
  trying
• 38:42
  to
• 38:42
  get
• 38:42
  clients
• 38:43
  that
• 38:43
  value
• 38:43
  me,
• 38:43
  right,
• 38:44
  That
• 38:44
  I
• 38:44
  don't
• 38:44
  have
• 38:44
  to
• 38:45
  like,
• 38:45
  feel
• 38:45
  like
• 38:45
  I'm
• 38:46
  convincing
• 38:46
  to
• 38:47
  hire
• 38:47
  me.
• 38:47
  What
• 38:47
  they
• 38:47
  don't,
• 38:48
  what
• 38:48
  they
• 38:48
  don't
• 38:49
  understand
• 38:49
  is
• 38:50
  that
• 38:50
  people
• 38:51
  that
• 38:51
  pay
• 38:52
  more
• 38:52
  will
• 38:52
  value
• 38:53
  it
• 38:53
  more.
• 38:53
  And
• 38:54
  so
• 38:54
  they're
• 38:54
  afraid
• 38:55
  to
• 38:55
  walk
• 38:55
  away
• 38:56
  from
• 38:56
  their
• 38:57
  existing
• 38:57
  clientele
• 38:58
  by
• 38:58
  raising
• 38:59
  their
• 38:59
  rates.
• 38:59
  But
• 39:00
  the
• 39:00
  key
• 39:00
  is
• 39:01
  that's,
• 39:01
  that's
• 39:01
  actually
• 39:02
  the
• 39:02
  ticket
• 39:03
  to
• 39:03
  getting
• 39:03
  into
• 39:03
  the
• 39:03
  next
• 39:03
  level
• 39:04
  market
• 39:04
  is
• 39:04
  raising
• 39:05
  your
• 39:05
  fees.
• 39:05
  Because
• 39:06
  great
• 39:06
  example,
• 39:07
  in
• 39:07
  our
• 39:07
  group
• 39:07
  a
• 39:07
  while
• 39:08
  back,
• 39:08
  some,
• 39:08
  one
• 39:09
  of
• 39:09
  the
• 39:09
  photographers
• 39:10
  asked
• 39:10
  a
• 39:10
  very
• 39:10
  pointed
• 39:11
  question
• 39:11
  and
• 39:11
  said,
• 39:11
  hey,
• 39:12
  for
• 39:12
  the
• 39:13
  really
• 39:13
  high
• 39:13
  end
• 39:14
  planners
• 39:14
  in
• 39:14
  this
• 39:14
  group,
• 39:15
  can
• 39:15
  you
• 39:15
  take
• 39:15
  a
• 39:15
  look
• 39:16
  at
• 39:16
  my
• 39:16
  website
• 39:16
  and
• 39:16
  tell
• 39:17
  me
• 39:17
  if
• 39:17
  my
• 39:18
  pricing
• 39:18
  is
• 39:18
  in
• 39:18
  line?
• 39:18
  And
• 39:19
  you
• 39:19
  know,
• 39:19
  would
• 39:19
  you,
• 39:20
  you
• 39:20
  know,
• 39:20
  am
• 39:21
  I
• 39:21
  attractive
• 39:21
  enough
• 39:22
  to
• 39:22
  like
• 39:22
  to
• 39:22
  work
• 39:22
  with?
• 39:22
  Would
• 39:23
  you
• 39:23
  recommend
• 39:23
  me
• 39:24
  to
• 39:24
  your,
• 39:24
  to
• 39:24
  your
• 39:24
  clients?
• 39:25
  And
• 39:25
  one
• 39:25
  of
• 39:25
  the
• 39:25
  planners
• 39:26
  responded
• 39:26
  back
• 39:26
  and
• 39:27
  she
• 39:27
  said,
• 39:27
  your
• 39:27
  work
• 39:28
  is
• 39:28
  phenomenal,
• 39:29
  your
• 39:29
  work
• 39:29
  is
• 39:29
  beautiful,
• 39:30
  but
• 39:30
  I
• 39:31
  could
• 39:31
  never
• 39:31
  put
• 39:31
  you
• 39:32
  in
• 39:32
  front
• 39:32
  of
• 39:32
  my
• 39:32
  clients.
• 39:33
  And
• 39:33
  she
• 39:33
  said,
• 39:33
  what?
• 39:35
  And,
• 39:36
  and
• 39:36
  the
• 39:36
  planner
• 39:37
  said,
• 39:37
  you're
• 39:37
  priced
• 39:37
  way
• 39:38
  too
• 39:38
  low.
• 39:38
  If
• 39:38
  I
• 39:39
  put
• 39:39
  them,
• 39:39
  if
• 39:39
  I
• 39:40
  give
• 39:40
  them
• 39:40
  a
• 39:40
  couple
• 39:41
  of
• 39:41
  options
• 39:41
  and
• 39:42
  these
• 39:42
  other
• 39:42
  people
• 39:42
  are
• 39:42
  charging
• 39:43
  20
• 39:43
  and
• 39:43
  you're
• 39:44
  charging
• 39:44
  8,
• 39:45
  what
• 39:45
  are
• 39:45
  they
• 39:45
  going
• 39:45
  to
• 39:45
  think?
• 39:46
  And
• 39:46
  the,
• 39:46
  and
• 39:46
  the
• 39:46
  light
• 39:46
  bulb
• 39:47
  went
• 39:47
  off
• 39:47
  and
• 39:47
  she's
• 39:47
  like,
• 39:48
  oh
• 39:48
  my
• 39:48
  gosh,
• 39:48
  thank
• 39:48
  God,
• 39:48
  thank
• 39:49
  you
• 39:49
  for
• 39:49
  telling
• 39:49
  me
• 39:49
  that.
• 39:50
  Because
• 39:50
  what
• 39:51
  we
• 39:51
  think
• 39:51
  is
• 39:51
  a
• 39:52
  lot
• 39:52
  is
• 39:52
  pocket
• 39:53
  change
• 39:53
  to
• 39:54
  these
• 39:54
  higher
• 39:54
  end
• 39:54
  clients
• 39:55
  that
• 39:55
  we're
• 39:55
  looking
• 39:55
  for.
• 39:56
  And
• 39:56
  so
• 39:56
  again,
• 39:56
  you
• 39:56
  have
• 39:57
  to
• 39:57
  understand
• 39:57
  the
• 39:57
  buying
• 39:57
  psychology.
• 39:58
  What,
• 39:59
  what's
• 39:59
  a
• 39:59
  lot
• 39:59
  to
• 39:59
  you
• 39:59
  is
• 40:00
  not
• 40:00
  a
• 40:00
  lot
• 40:00
  to
• 40:00
  them.
• 40:01
  And
• 40:01
  you
• 40:02
  think
• 40:02
  of
• 40:02
  the
• 40:02
  same
• 40:02
  thing,
• 40:02
  like
• 40:03
  for
• 40:03
  things
• 40:03
  that
• 40:03
  you
• 40:04
  value,
• 40:04
  the
• 40:04
  things
• 40:05
  that
• 40:05
  you
• 40:05
  spend
• 40:06
  more
• 40:06
  money
• 40:07
  on
• 40:07
  than
• 40:07
  the
• 40:07
  average,
• 40:08
  if
• 40:08
  you
• 40:09
  saw
• 40:09
  that
• 40:10
  product
• 40:10
  or
• 40:10
  that
• 40:11
  service
• 40:11
  for
• 40:12
  half
• 40:12
  that
• 40:12
  price,
• 40:13
  what
• 40:13
  would
• 40:13
  you
• 40:13
  think?
• 40:14
  You'd
• 40:14
  probably
• 40:14
  be
• 40:14
  thinking,
• 40:15
  there's
• 40:15
  something
• 40:15
  wrong
• 40:15
  with
• 40:16
  this
• 40:16
  product.
• 40:16
  It's
• 40:16
  not
• 40:16
  as
• 40:16
  good
• 40:17
  as
• 40:17
  the
• 40:17
  others
• 40:17
  because
• 40:18
  pricing
• 40:18
  is
• 40:19
  a
• 40:19
  differentiator
• 40:19
  and
• 40:20
  perception
• 40:21
  is
• 40:21
  reality.
• 40:22
  And
• 40:22
  if
• 40:22
  they
• 40:23
  look
• 40:23
  at
• 40:23
  that
• 40:23
  higher
• 40:23
  price
• 40:23
  point,
• 40:24
  they're
• 40:24
  automatically
• 40:25
  going
• 40:25
  to
• 40:26
  put
• 40:26
  more
• 40:26
  value
• 40:27
  on
• 40:27
  it
• 40:27
  than
• 40:27
  somebody
• 40:28
  at
• 40:28
  a
• 40:28
  lower
• 40:28
  price
• 40:28
  point.
• 40:29
  And
• 40:29
  so
• 40:29
  the
• 40:29
  light
• 40:29
  bulb
• 40:30
  went
• 40:30
  off
• 40:30
  and
• 40:30
  she's
• 40:31
  like,
• 40:31
  fabulous.
• 40:32
  Just
• 40:32
  gave
• 40:33
  her
• 40:33
  like
• 40:33
  the
• 40:33
  green
• 40:33
  light
• 40:33
  to
• 40:34
  raise
• 40:34
  her
• 40:34
  fees
• 40:34
  a
• 40:34
  lot.
• 40:35
  And
• 40:35
  now
• 40:35
  she's
• 40:35
  working
• 40:35
  with
• 40:36
  higher
• 40:36
  end
• 40:36
  planners.
• 40:37
  So
• 40:37
  the
• 40:37
  thing
• 40:38
  that
• 40:38
  you're
• 40:38
  afraid
• 40:38
  of
• 40:39
  is
• 40:39
  exactly
• 40:40
  what
• 40:40
  you
• 40:40
  need
• 40:40
  to
• 40:40
  do
• 40:40
  to
• 40:41
  get
• 40:41
  you
• 40:41
  into
• 40:41
  that
• 40:41
  next
• 40:42
  level
• 40:42
  market.
• 40:42
  Fantastic.
• 40:43
  So
• 40:43
  true
• 40:44
  as
• 40:44
  well.
• 40:44
  Because
• 40:45
  when
• 40:45
  we
• 40:45
  look
• 40:45
  at
• 40:45
  something
• 40:45
  and
• 40:46
  it's
• 40:46
  so
• 40:46
  much
• 40:46
  cheaper,
• 40:47
  I
• 40:47
  definitely
• 40:47
  do.
• 40:47
  I
• 40:48
  think,
• 40:48
  oh,
• 40:48
  it
• 40:48
  must
• 40:48
  be
• 40:48
  a
• 40:48
  scam
• 40:49
  or
• 40:49
  there
• 40:49
  must
• 40:49
  be
• 40:49
  something
• 40:49
  wrong
• 40:50
  with
• 40:50
  it.
• 40:50
  They
• 40:50
  must
• 40:50
  be
• 40:50
  new,
• 40:51
  so
• 40:51
  they
• 40:51
  don't
• 40:51
  know
• 40:51
  what
• 40:51
  they're
• 40:51
  talking
• 40:52
  about
• 40:52
  and
• 40:52
  everyone
• 40:53
  else
• 40:53
  is
• 40:53
  charging
• 40:53
  more.
• 40:54
  And
• 40:54
  so,
• 40:54
  yeah,
• 40:54
  I
• 40:54
  think
• 40:55
  it's
• 40:55
  a
• 40:55
  really
• 40:55
  interesting
• 40:55
  thing.
• 40:56
  So
• 40:56
  you
• 40:56
  need
• 40:56
  to
• 40:56
  know
• 40:56
  your
• 40:56
  market.
• 40:56
  You
• 40:57
  need
• 40:57
  to
• 40:57
  know
• 40:57
  which
• 40:57
  part
• 40:57
  of
• 40:57
  the
• 40:58
  market
• 40:58
  you're
• 40:58
  trying
• 40:58
  to
• 40:59
  market
• 40:59
  to,
• 40:59
  but
• 41:00
  then
• 41:00
  you
• 41:00
  need
• 41:00
  to
• 41:00
  be
• 41:01
  priced
• 41:01
  in
• 41:01
  the
• 41:01
  right
• 41:01
  bracket
• 41:02
  for
• 41:02
  that
• 41:02
  particular
• 41:03
  market.
• 41:03
  Marie,
• 41:04
  this
• 41:04
  has
• 41:04
  been
• 41:04
  such
• 41:04
  a
• 41:04
  fantastic
• 41:05
  conversation.
• 41:06
  I
• 41:06
  could
• 41:06
  talk
• 41:06
  to
• 41:06
  you
• 41:06
  about
• 41:07
  sales
• 41:07
  for
• 41:07
  ages
• 41:08
  because
• 41:08
  it
• 41:08
  is
• 41:08
  really
• 41:08
  inspiring
• 41:09
  to
• 41:09
  hear
• 41:09
  your
• 41:10
  mindset
• 41:11
  shifts
• 41:11
  that
• 41:11
  I
• 41:11
  know
• 41:12
  will
• 41:12
  be
• 41:12
  having
• 41:12
  an
• 41:12
  impact
• 41:12
  on
• 41:13
  a
• 41:13
  lot
• 41:13
  of
• 41:13
  my
• 41:13
  listeners.
• 41:14
  But
• 41:14
  I
• 41:14
  always
• 41:14
  end
• 41:14
  my
• 41:15
  podcast
• 41:15
  with
• 41:15
  the
• 41:15
  same
• 41:15
  question.
• 41:16
  So
• 41:16
  I'm
• 41:16
  going
• 41:16
  to
• 41:16
  send
• 41:16
  that
• 41:17
  one
• 41:17
  over
• 41:17
  to
• 41:17
  you
• 41:17
  now,
• 41:17
  which
• 41:18
  is
• 41:18
  this.
• 41:18
  What's
• 41:18
  one
• 41:19
  thing
• 41:19
  you
• 41:19
  wish
• 41:19
  you'd
• 41:20
  known
• 41:20
  sooner
• 41:20
  in
• 41:20
  your
• 41:21
  own
• 41:21
  business?
• 41:21
  Oh,
• 41:22
  that's
• 41:22
  a
• 41:22
  juicy
• 41:22
  one.
• 41:23
  So
• 41:23
  many
• 41:24
  things.
• 41:24
  How
• 41:24
  do
• 41:24
  I
• 41:24
  distill
• 41:25
  it
• 41:25
  down?
• 41:26
  One
• 41:26
  of
• 41:26
  the
• 41:26
  things
• 41:26
  that
• 41:26
  I
• 41:26
  wish
• 41:27
  I
• 41:27
  would
• 41:27
  have
• 41:27
  recognized
• 41:28
  sooner
• 41:28
  is
• 41:29
  that
• 41:29
  time
• 41:29
  is
• 41:30
  money
• 41:30
  and
• 41:30
  that
• 41:31
  time
• 41:31
  is
• 41:31
  the
• 41:31
  one
• 41:32
  very,
• 41:32
  very
• 41:32
  limited
• 41:33
  resource
• 41:33
  that
• 41:33
  we
• 41:33
  all
• 41:34
  have.
• 41:34
  And
• 41:35
  I
• 41:35
  would
• 41:35
  have
• 41:36
  spent
• 41:36
  less
• 41:36
  time
• 41:36
  on
• 41:37
  trial
• 41:37
  and
• 41:37
  error
• 41:37
  and
• 41:38
  much
• 41:38
  more
• 41:38
  time
• 41:39
  finding
• 41:39
  the
• 41:39
  right
• 41:40
  people
• 41:40
  to
• 41:40
  follow
• 41:41
  and
• 41:41
  to
• 41:41
  work
• 41:42
  with
• 41:42
  closely
• 41:43
  and
• 41:43
  really
• 41:44
  to
• 41:44
  get
• 41:44
  out
• 41:44
  of
• 41:45
  my
• 41:45
  own
• 41:45
  head
• 41:45
  about
• 41:45
  what
• 41:45
  I
• 41:46
  thought
• 41:46
  was
• 41:46
  expensive.
• 41:47
  Right.
• 41:47
  Because
• 41:47
  when
• 41:47
  we
• 41:47
  start
• 41:48
  out,
• 41:48
  we
• 41:48
  think,
• 41:48
  oh,
• 41:49
  spending
• 41:49
  a
• 41:49
  thousand
• 41:49
  dollars
• 41:49
  on
• 41:50
  something
• 41:50
  is
• 41:50
  expensive
• 41:51
  and
• 41:51
  then
• 41:51
  you
• 41:51
  work
• 41:51
  your
• 41:52
  way
• 41:52
  up
• 41:52
  to
• 41:52
  like
• 41:52
  $10,000
• 41:53
  and
• 41:53
  you're
• 41:53
  like,
• 41:54
  oh,
• 41:54
  that's
• 41:54
  a
• 41:54
  thousand
• 41:55
  dollars
• 41:55
  is
• 41:55
  nothing
• 41:55
  compared
• 41:56
  to
• 41:56
  that.
• 41:56
  I
• 41:56
  wish
• 41:56
  I
• 41:56
  had
• 41:57
  learned
• 41:57
  that
• 41:57
  sooner
• 41:58
  and
• 41:58
  worked
• 41:58
  with
• 41:59
  coaches
• 42:00
  that
• 42:00
  I
• 42:00
  knew
• 42:01
  would
• 42:01
  be
• 42:01
  able
• 42:01
  to
• 42:02
  move
• 42:02
  the
• 42:02
  needle
• 42:02
  for
• 42:02
  me
• 42:03
  and
• 42:03
  not
• 42:03
  have
• 42:03
  not
• 42:04
  be
• 42:04
  so
• 42:04
  afraid,
• 42:04
  afraid
• 42:05
  to
• 42:05
  invest.
• 42:06
  I
• 42:06
  know
• 42:06
  how
• 42:07
  scary
• 42:07
  it
• 42:07
  is
• 42:07
  to
• 42:07
  invest.
• 42:08
  I
• 42:08
  know
• 42:08
  that
• 42:08
  myself
• 42:09
  and
• 42:09
  I
• 42:09
  know
• 42:09
  that
• 42:09
  from
• 42:09
  my
• 42:09
  clients.
• 42:10
  But
• 42:10
  once
• 42:11
  you
• 42:11
  do
• 42:11
  that
• 42:11
  and
• 42:12
  you
• 42:12
  see
• 42:12
  that
• 42:12
  return,
• 42:13
  that's
• 42:13
  when
• 42:14
  your,
• 42:14
  your
• 42:14
  business
• 42:14
  skyrockets.
• 42:15
  Because
• 42:16
  if
• 42:16
  you,
• 42:16
  if
• 42:16
  you
• 42:17
  work
• 42:17
  with
• 42:17
  trial
• 42:17
  and
• 42:17
  error,
• 42:18
  it's
• 42:18
  going
• 42:18
  to
• 42:18
  take
• 42:18
  you
• 42:18
  forever.
• 42:19
  And
• 42:19
  every
• 42:20
  day
• 42:20
  you
• 42:20
  wait
• 42:21
  is
• 42:21
  a
• 42:21
  day
• 42:21
  that
• 42:21
  you're
• 42:21
  making
• 42:22
  less
• 42:22
  money.
• 42:22
  It's
• 42:23
  a
• 42:23
  day
• 42:23
  that
• 42:23
  you're
• 42:23
  leaving
• 42:24
  opportunities
• 42:25
  on
• 42:25
  the
• 42:25
  table.
• 42:25
  It's
• 42:25
  a
• 42:26
  day
• 42:26
  that
• 42:26
  you're
• 42:26
  leaving
• 42:26
  money
• 42:27
  on
• 42:27
  the
• 42:27
  table.
• 42:27
  So
• 42:27
  when
• 42:28
  you
• 42:28
  invest
• 42:28
  in
• 42:28
  yourself
• 42:29
  and
• 42:29
  here's
• 42:29
  the
• 42:29
  magic
• 42:30
  that
• 42:30
  I,
• 42:31
  I
• 42:31
  discovered
• 42:31
  when
• 42:32
  I
• 42:32
  invested
• 42:32
  in
• 42:32
  my
• 42:32
  first
• 42:33
  five
• 42:33
  figure
• 42:33
  coach
• 42:34
  and
• 42:34
  believe
• 42:34
  me,
• 42:34
  it
• 42:35
  was
• 42:35
  like
• 42:35
  I
• 42:35
  hypervent,
• 42:36
  ventilated.
• 42:36
  I
• 42:37
  was
• 42:37
  very
• 42:37
  afraid
• 42:37
  to
• 42:38
  do
• 42:38
  that.
• 42:38
  But
• 42:39
  what
• 42:39
  it
• 42:39
  taught
• 42:39
  me
• 42:40
  was
• 42:40
  that
• 42:41
  I
• 42:41
  was
• 42:41
  worth
• 42:42
  so
• 42:42
  much
• 42:42
  than
• 42:42
  what
• 42:42
  I
• 42:43
  was
• 42:43
  what
• 42:43
  I
• 42:43
  was
• 42:43
  charging
• 42:44
  and
• 42:44
  it
• 42:44
  just
• 42:44
  expanded
• 42:45
  my
• 42:45
  belief
• 42:46
  in
• 42:46
  what
• 42:46
  was
• 42:46
  possible
• 42:47
  for
• 42:47
  me.
• 42:47
  And
• 42:47
  when
• 42:48
  I
• 42:48
  invested
• 42:48
  in
• 42:49
  myself,
• 42:49
  it
• 42:50
  made
• 42:50
  it
• 42:50
  so
• 42:50
  much
• 42:51
  easier
• 42:51
  for
• 42:51
  me
• 42:51
  to
• 42:51
  turn
• 42:52
  around
• 42:52
  and
• 42:52
  ask
• 42:53
  my
• 42:53
  clients
• 42:54
  to
• 42:54
  pay
• 42:54
  me
• 42:54
  more
• 42:54
  money.
• 42:55
  It's
• 42:55
  when
• 42:55
  you're
• 42:55
  in
• 42:56
  that,
• 42:56
  in
• 42:56
  that
• 42:56
  beginning
• 42:57
  stages
• 42:57
  and
• 42:57
  you're
• 42:57
  not
• 42:58
  investing
• 42:58
  a
• 42:58
  lot
• 42:58
  because
• 42:59
  you
• 42:59
  don't
• 42:59
  have
• 42:59
  a
• 42:59
  lot
• 42:59
  of
• 42:59
  money.
• 43:00
  I
• 43:00
  know
• 43:00
  it's,
• 43:00
  it's
• 43:01
  sort
• 43:01
  of
• 43:01
  a
• 43:01
  chicken
• 43:01
  and
• 43:01
  egg
• 43:02
  thing,
• 43:02
  but
• 43:03
  there's
• 43:03
  something,
• 43:03
  there's
• 43:04
  something
• 43:04
  in
• 43:04
  your
• 43:04
  mindset,
• 43:05
  mindset
• 43:05
  that
• 43:05
  flips
• 43:06
  once
• 43:06
  you
• 43:07
  start
• 43:07
  investing
• 43:07
  in
• 43:07
  yourself.
• 43:08
  You
• 43:08
  know
• 43:08
  you're
• 43:09
  worth
• 43:09
  it
• 43:09
  and
• 43:09
  that
• 43:09
  translates
• 43:10
  to
• 43:10
  being,
• 43:11
  it
• 43:11
  being
• 43:11
  easier
• 43:12
  for
• 43:12
  you
• 43:12
  to
• 43:12
  turn
• 43:12
  around
• 43:12
  and
• 43:13
  say
• 43:13
  yes,
• 43:13
  I
• 43:14
  charge
• 43:14
  this
• 43:14
  and
• 43:15
  say
• 43:15
  it
• 43:15
  confidently.
• 43:16
  Love
• 43:16
  that.
• 43:17
  So
• 43:17
  good.
• 43:18
  Such
• 43:18
  a
• 43:18
  great
• 43:18
  conversation.
• 43:19
  Maria.
• 43:19
  Thank
• 43:19
  you
• 43:19
  so
• 43:20
  much
• 43:20
  for
• 43:20
  your
• 43:20
  time.
• 43:20
  If
• 43:20
  you
• 43:21
  want
• 43:21
  to
• 43:21
  find
• 43:21
  out
• 43:21
  more
• 43:22
  about
• 43:22
  you,
• 43:22
  about
• 43:23
  what
• 43:23
  you
• 43:23
  do,
• 43:23
  what
• 43:23
  you
• 43:24
  offer
• 43:24
  or
• 43:24
  maybe
• 43:24
  get
• 43:24
  some
• 43:25
  more
• 43:25
  tips,
• 43:25
  where's
• 43:25
  the
• 43:26
  best
• 43:26
  places
• 43:26
  for
• 43:26
  them
• 43:26
  to
• 43:27
  find
• 43:27
  you?
• 43:27
  Oh,
• 43:27
  thank
• 43:28
  you
• 43:28
  so
• 43:28
  much.
• 43:28
  They
• 43:28
  can
• 43:29
  find
• 43:29
  me@maria
• 43:30
  bayer.com
• 43:30
  Sign
• 43:31
  up
• 43:31
  for
• 43:31
  my
• 43:31
  newsletter.
• 43:31
  We're
• 43:32
  going
• 43:32
  to
• 43:32
  be
• 43:32
  having
• 43:33
  a,
• 43:34
  a
• 43:34
  live
• 43:34
  sales
• 43:35
  experience
• 43:35
  in
• 43:36
  the
• 43:36
  next
• 43:36
  week
• 43:36
  or
• 43:36
  two.
• 43:37
  So
• 43:37
  depending
• 43:37
  on
• 43:37
  when
• 43:38
  this
• 43:38
  airs,
• 43:38
  you
• 43:38
  can
• 43:38
  join
• 43:39
  that
• 43:39
  but
• 43:39
  you'll
• 43:40
  get
• 43:40
  notified
• 43:40
  of
• 43:40
  everything
• 43:41
  if
• 43:41
  you
• 43:41
  join
• 43:41
  that
• 43:42
  list.
• 43:42
  And
• 43:42
  you
• 43:42
  can
• 43:42
  find
• 43:42
  me
• 43:43
  on
• 43:43
  instagram
• 43:43
  @maria
• 43:44
  Baer1
• 43:45
  and
• 43:46
  I
• 43:46
  have
• 43:46
  a
• 43:47
  book,
• 43:47
  a
• 43:47
  client
• 43:47
  and
• 43:47
  five
• 43:47
  day
• 43:48
  challenge
• 43:48
  which
• 43:48
  we
• 43:48
  can
• 43:49
  link
• 43:49
  in
• 43:49
  the
• 43:49
  show
• 43:49
  notes
• 43:49
  as
• 43:50
  well,
• 43:50
  but
• 43:51
  feel
• 43:51
  free
• 43:51
  to
• 43:51
  reach
• 43:51
  out
• 43:52
  DM
• 43:52
  me
• 43:52
  and
• 43:52
  say
• 43:52
  hi
• 43:53
  and
• 43:53
  tell
• 43:54
  me
• 43:54
  you
• 43:54
  heard
• 43:54
  me
• 43:54
  here.
• 43:55
  Thank
• 43:55
  you
• 43:55
  so
• 43:55
  much
• 43:55
  for
• 43:55
  having
• 43:56
  me.
• 43:56
  This
• 43:56
  was
• 43:56
  great.
• 43:57
  I
• 43:57
  could
• 43:57
  talk
• 43:57
  to
• 43:57
  you
• 43:57
  forever.
• 43:58
  Well,
• 43:58
  maybe
• 43:59
  I'll
• 43:59
  have
• 43:59
  to
• 43:59
  get
• 43:59
  you
• 43:59
  back
• 43:59
  at
• 44:00
  another
• 44:00
  point
• 44:00
  sometime
• 44:01
  and
• 44:01
  we'll
• 44:01
  have
• 44:01
  a
• 44:01
  follow
• 44:01
  up
• 44:02
  conversation.
• 44:02
  It's
• 44:03
  been
• 44:03
  fantastic.
• 44:03
  I'll
• 44:04
  make
• 44:04
  sure
• 44:04
  I
• 44:04
  put
• 44:04
  all
• 44:04
  of
• 44:04
  your
• 44:05
  links
• 44:05
  to
• 44:05
  everything
• 44:06
  in
• 44:06
  the
• 44:06
  show
• 44:06
  notes
• 44:07
  as
• 44:07
  always.
• 44:07
  So
• 44:07
  if
• 44:07
  you
• 44:07
  do
• 44:07
  want
• 44:08
  to
• 44:08
  find
• 44:08
  out
• 44:08
  more
• 44:08
  about
• 44:08
  Maria
• 44:09
  and
• 44:09
  what
• 44:09
  she's
• 44:10
  offering,
• 44:10
  go
• 44:10
  and
• 44:10
  check
• 44:11
  out
• 44:11
  the
• 44:11
  show
• 44:11
  notes.
• 44:11
  Maria,
• 44:12
  thank
• 44:12
  you
• 44:12
  so
• 44:12
  much
• 44:12
  for
• 44:12
  your
• 44:13
  time.
• 44:13
  Thank
• 44:14
  you
• 44:14
  so
• 44:14
  much,
• 44:14
  Becca.
• 44:14
  What
• 44:15
  a
• 44:15
  fantastic
• 44:15
  conversation.
• 44:16
  I
• 44:16
  know
• 44:16
  it's
• 44:16
  going
• 44:16
  to
• 44:16
  have
• 44:17
  made
• 44:17
  some
• 44:17
  of
• 44:17
  you
• 44:17
  feel
• 44:17
  super
• 44:18
  uncomfortable,
• 44:19
  but
• 44:19
  I
• 44:19
  want
• 44:19
  you
• 44:19
  to
• 44:19
  sit
• 44:20
  in
• 44:20
  that
• 44:20
  feeling
• 44:20
  and
• 44:21
  think
• 44:21
  about
• 44:21
  why.
• 44:22
  I
• 44:22
  know
• 44:22
  that
• 44:22
  for
• 44:23
  so
• 44:23
  many
• 44:23
  of
• 44:23
  you
• 44:23
  it's
• 44:23
  a
• 44:24
  mindset
• 44:24
  thing,
• 44:24
  it's
• 44:24
  a
• 44:24
  confidence
• 44:25
  thing
• 44:25
  and
• 44:25
  actually
• 44:26
  you
• 44:26
  are
• 44:26
  worth
• 44:27
  it.
• 44:27
  You
• 44:27
  are
• 44:27
  amazing
• 44:28
  at
• 44:28
  what
• 44:28
  you
• 44:28
  do
• 44:28
  and
• 44:29
  you
• 44:29
  absolutely
• 44:29
  should
• 44:29
  value
• 44:30
  that
• 44:30
  and
• 44:30
  realize
• 44:31
  that
• 44:31
  people
• 44:31
  want
• 44:31
  to
• 44:31
  pay
• 44:32
  for
• 44:32
  yourself
• 44:32
  services
• 44:32
  and
• 44:33
  it's
• 44:33
  not
• 44:33
  something
• 44:33
  that
• 44:33
  you're
• 44:34
  having
• 44:34
  to
• 44:34
  icky
• 44:34
  sell
• 44:35
  to
• 44:35
  them
• 44:35
  but
• 44:35
  actually
• 44:35
  you
• 44:36
  can
• 44:36
  give
• 44:36
  them
• 44:36
  that
• 44:36
  amazing
• 44:37
  value.
• 44:37
  I'll
• 44:38
  see
• 44:38
  you
• 44:38
  next
• 44:38
  time.